Top Real Estate Agents Tell How They Do It: Jere Metcalf Podcast

Today I'm talking to Carmen Casadella, VP of New Construction and Sales with Fortune International Group in South Florida. 

Prior to the 'Great Recession' Carmen was was solely marketing developments and among the best of the best in the industry. The turn of the market changed her options: get her real estate license or find an entirely new career in the worst recession in decades. She chose the former. 

Today Carmen is a top ranked professional leading various teams to achieve new levels of success in highly competitive markets. Working hand in hand with world class developers, architects, interior designers, and sales teams, Carmen creates a lifestyle vision for the projects' selling points and successfully develops strategies to bring increased revenue and profit to the company. Carmen sells properties prior to completion, many of them as early 3 and 4 years prior to completion.

She and I talk about 
How to Sell Luxury New Construction
(what makes it different)

• 1:56 - Carmen Casadella: VP of New Construction and Sales with Fortune International Group
• 5:24 - How to find the right buyers
• 15:23 - Differences between on-site salesperson & traditional agent
• 18:59 - Success stories
• 23:06 - How to capture the client’s attention
• 30:50 - Biggest “aha moment”
• 35:56 - Carmen's biggest surprise
• 47:28 - The secret sauce of her success
• 48:39 - The Final 3

People/ Resources Mentioned - 

• Fortune International Group
• Chris Voss
• The Ritz-Carlton

Book - 

• Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss

Quote-

“Know your market; know your product; knowing your buyer.”

Jere interviews the world’s most renowned and best real estate agents around the country and the world.
These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.

All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”

www.JereMetcalfPodcast.com

Powered by
Jere Metcalf Partners
404.627.7789
[email protected]
Jeremetcalfpartners.com

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

►  YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I'm talking to Doug Bowen, Founder fo the Doug Bowen/Zia O'Hara Team at Douglass Elliman in Brooklyn and New York City. 

Most recently Doug's team set  a sales record by over $2m over the former sales record in Clinton Hill of Brooklyn with the sale of, their listing, Pfizer Mansion . They have sold over $2b in homes combined. And they have sold over 300 townhomes in their market; that is more than other agent or team in Brooklyn.

Before Doug and hit record for our interview today, he shared with me that this will be the first time he has shared his story. Out of his story and all in all the adventures along the way, Doug reveals 
How to Build the Foundation for Record-breaking Results.

Jere interviews the world’s most renowned and best real estate agents around the country and the world.
These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.

All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”

www.JereMetcalfPodcast.com

Powered by
Jere Metcalf Partners
404.627.7789
[email protected]
Jeremetcalfpartners.com

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

►  YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today's guest, needs no introduction, he is none other than The Chris Voss, Former FBI international hostage and kidnapping negotiator, CEO of Black Swan Group and author of Never Split the Difference (Negotiating As If Your Life Depended On It), perhaps the best book ever published, and not just according to me, but any entity selling or rating books from Amazon.com to the Wall Street Journal. 

Today he and I talk about,How to Become a Master Negotiator, 
and Know It.

• 01:53 - Meet Chris Voss, former FBI negotiator & author of the best selling book Never Split the Difference
• 06:54 - Turning points in Chris's career, becoming a great negotiator
• 13:49 - Understanding negotiating is a perishable skill and how to stay on top
• 22:00 - The different types of negotiators and how to identify them them
• 26:45 - How you know and how you can be fooled, whether you're dealing with an accommodator, an analyst or an assertive
• 42:01 - About the last impression, why and how it makes the lasting impression
• 47:38 - Handling the the "elephant in the room"
• 51:24 - How to apply empathy & how it works when labeling
• 55:47 - The Final 3

People/ Resources Mentioned -

• The Black Swan Group, Ltd
• Brandon Voss
• Conor McGregor
• Ivanka Trump
• Chelsey Wyant
• Davi Johnson
• Derek Gaunt
• Sandy Hein
• Maya Voss
• Gary Noesner

Books -

• Start with NO...The Negotiating Tools that the Pros Don't Want You to Know by Jim Camp
• Never Split the Difference by Chris Voss
• Upward Spiral by Alex Korb
• The Rise of Superman by Steven Kotler
• The Talent Code by Daniel Coyle
• Barking Up the Wrong Tree by Eric Barker
• Ego, Authority, Failure by Derek Gaunt
• Stealing Fire: How Silicon Valley, the Navy SEALs, and Maverick Scientists Are Revolutionizing the Way We Live and Work by Steven Kotler
• The Undoing Project by Michael Lewis
• Priceless: The Myth of Fair Value by William Po

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

►  YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I'm talking to Carly Sostheim with Cocoran Reverie on 30a in Florida, from Panama City to Destin. 

A mother of two and in a career for 16 years that she already loved, Carly knew there was more and took the leap just over a year ago. Since then, in  just over one year in real estate, Carly has closed over 35 million dollars in home sales and is selling multimillion dollar homes on 30a. She shares her humble beginnings and how that didn't stop her but rather set the foundation, from a strong family to great mentors, for dreaming big.  Today she is living her dreams, not only representing buyers and sellers of $500,000 to multi-million dollar waterfront estates, she is putting her money where her mouth is with long term investments in real estate. She has nine properties and counting.  

• 01:05 - Carly Sostheim’s careers
• 03:30 - What attracted Carly to real estate
• 10:08 - Effective communication, what makes it effective
• 12:07 - What is the most challenging aspect of transitioning careers
• 18:51 - Carly’s lessons from her first career
• 21:29 - Carly’s biggest “aha”
• 27:16 - The most important resource, negotiation skills
• 33:39 - Carly’s pproaches to listing presentations
• 37:41 - How recognizing abundance eliminates competition
• 39:39 - Carly talks about her favorite book

People/Resources Mentioned-

• Kevin Brown
• Corcoran Reverie
• Shark's Tooth Golf Course
• Watersound Beach Club
• Hilary Farnum-Fasth
• Walmart
• Michael Jordan

Book -

• Relentless: From Good to Great to Unstoppable by Tim S. Grover
• Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not! By Robert T. Kiyosaki

Quote-

“Bring your tribe along with you!”
“I think it is always important for everybody to know that you love what you do and that you're passionate about what you do.”

Carly shares how she transitioned from a long standing successful happy career with unusual traction, and trajectory that set her on a path for exceptional success in our industry.
Jere interviews the world’s most renowned and best real estate agents around the country and the world.
These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.

All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”

www.JereMetcalfPodcast.com

Powered by
Jere Metcalf Partners
404.627.7789
[email protected]
Jeremetcalfpartners.com

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

►  YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today is a 'Best of' on Success from Outside the Box Thinking from interviews with Andrew Ernemann, Shaw Woof & Avery Carl all just as different from one another as in they are in their approach to their businesses.

Andrew is the top real estate agent in Aspen Colorado, consistently breaking sales records including at the forefront of COVID before the market came back. He did it using digital solutions and the right conversations. 

Shaw is an agent in Muskoka Canada, a market with a short season and no sense of urgency. Shaw looked at what most brokers saw as a problem and found the approach that created a massive opportunity, eliminated any competition, and made him the number one agent in his market.

Last but not least, Avery Carl, perhaps the truly unique broker of all. Avery's business isn't the typical luxury business yet she has streamlined to a hundred fifty-plus million dollar business in less than 5 years. Avery has not only a unique market, her approach to win and serve clients is just as unique and nothing short of brilliant.

First, from episode 183.  Andrew Ernemann: Killing it with a Lethal Combination of Habit and Creativity.

Next, from episode 180. Shawn Woof Interview: How to Align and Execute for Success

And finally, from episode 204. Avery Carl: How to streamline and grow to triple your business.

Jere interviews the world’s most renowned and best real estate agents around the country and the world.
These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.

All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”

www.JereMetcalfPodcast.com

Powered by
Jere Metcalf Partners
404.627.7789
[email protected]
Jeremetcalfpartners.com

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

►  YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I'm talking to Jennifer Pino, Vice President and Managing Broker of Atlanta Fine Homes Sotheby's International Realty, the top luxury Brokerage in Atlanta with, to name a few,  the highest per agent production, the highest sales volume, and the highest average sales price.  Only 10 years ago Jennifer got her real estate license. Within 3 years she became a top agent and quickly grew into the broker she is today, one of the most highly respected managing brokers and one of the most highly respected brokerages, not just in the city, in the Country. 

Jennifer and I talk about How to Succeed, Grow and Lead.

• 01:47 - Meet. Jennifer Pino, Vice President and Managing Broker of the Buckhead Office of Atlanta Fine Homes Sotheby's International Realty
• 07:49 - Jennifer talks about becoming a real estate agent
• 14:19 - Jennifer shares her breakthroughs and how she became successful
• 23:21 - How she transitioned into her career today as a most highly respected Senior VP and Managing Broker
• 27:50 - What it takes to be a good Broker
• 33:53 - Jennifer shares advice for dealing with emotional situations
• 37:51 - How Jennifer navigates tough conversations 
• 47:20 - The Final 3

People/Resources Mentioned -

• Chris Voss
• Jenny Pruitt
• David Boehmig
• Scott Payne
• Lisa Johnson
• Bill Rawlings

Book-

• The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea by Bob Burg

Quote-

"Taking a breath, being in the right mindset, and knowing when to slow down and think things through is the difference that makes a great experience for your clients. "

"Be humble, be hungry and be smart."

Jere interviews the world’s most renowned and best real estate agents around the country and the world.
These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.

All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”

www.JereMetcalfPodcast.com

Powered by
Jere Metcalf Partners
404.627.7789
[email protected]
Jeremetcalfpartners.com

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

►  YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I'm talking to Dusty Baker. A top real state agent in Montecito and Santa Barbara and the country, Dusty sells properties from one million dollars to tens of millions of dollars. 

In his first interview with us, he talked about what it means to be a luxury real estate agent.  He tapped into what it's like, what is essential and what is similar and different in working with billionaires.  He has agreed to come back on the show today to dig a little deeper. 

Dusty is especially adept at selling properties before they come to market for tens of millions of dollars. He says does it by knowing and implementing the keys of the bespoke marketing that will sell each multimillion-dollar listing. Today he shares how he does it.

• 02:02 - A recap of Dusty's business and his team structure
• 05:11 - What bespoke marketing is
• 06:26 - The question Dusty asks himself to know he if is successful
• 07:38 - How Dusty finds his clients 
• 16:45 - Pricing multimillion-dollar properties
• 18:32 - An example of compelling marketing and how to create it
• 22:58 - Seller conversations; what is most important
• 31:59 - Dusty's best resource in bespoke marketing that sells multimillion-dollar estates

People/Resources Mention-

• George Washington Smith
• The Ritz-Carlton 
• Hosrt Shulze

Book-

• Thinking, Fast and Slow by Daniel Kahneman

Quote-

"If you don't have the data, then the buyer has no idea whether this is a good opportunity or not"


Jere interviews the world’s most renowned and best real estate agents around the country and the world.
These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.

All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”

www.JereMetcalfPodcast.com

Powered by
Jere Metcalf Partners
404.627.7789
[email protected]
Jeremetcalfpartners.com

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

►  YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I'm talking to Dana Trotter in The Hamptons with Sotheby's International Realty.

Dana ranks in the top ten of real estate agents in the nation for Sotheby's International Realty and in the top 50 of the REAL Trends/Wall Street Journal's esteemed annual rankings. In the business for over 25 years, Dana often has over $100 million in listings and has closed over a billion dollars in residential real estate. Dana's competitive spirit and passion showed up first with horses.  At just 8 years old, discovering she was already hooked on a sport that wasn't exactly affordable, she began working jobs to obtain the means to ride ...and the skill to win. Dana shares how embedded in her, the keys to her success today.

She and I talk about,
How to Build a Solid Career
Selling Multimillion Dollar Properties.

Jere interviews the world’s most renowned and best real estate agents around the country and the world.
These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.

All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”

www.JereMetcalfPodcast.com

Powered by
Jere Metcalf Partners
404.627.7789
[email protected]
Jeremetcalfpartners.com

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

►  YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I’m talking to Jennifer Egbert with Mile High Modern in Boulder Colorado

A top real estate agent in Boulder, Jennifer has a refined niche in modern luxury. She represents the region’s most prestigious builders, designers, and architects. But, of course, it wasn’t always this way. It was in the midst of the recession that Jennifer transformed her career. Jennifer was outside the box and unconventional as always as she explored solutions and opportunities to navigate the market. That's when she discovered what was different about her. When she tapped into that... it transformed her career.

Jennifer and I talk about, How to Harness ‘You’ to Break Through

02:03 - How Jennifer Egbert got into real estate
06:28 - Jennifer's secret for fast success
09:04 - Her biggest lesson
11:15 - Jennifer shares insights on how and what she implements for her success
12:39 - Jennifer talks about the mindset
15:24 - She tells us about her team & how she manages them
26:11 - How Jennifer transformed her business for better in the recession
33:05 - How Jennifer learned about what makes her different and leveraged it
34:44 - Jennifer shares social media tips
42:23 - Jennifer's secret superpower
47:22 - The Final 3

People & Resources Mentioned-

• milehimodern
• Kevin Brown
• Nikki Field 
• Jeff Wilson
• Dusty Baker
• SunnySide Social Media 

Books-

• Essentialism: The Disciplined Pursuit of Less by Greg McKeown 
• Never Split the Difference: Negotiating as if Your Life Depended on It by Chris Voss 

Quote-

"It's not until you realize that your colleagues are not your biggest threat but your biggest asset, that you can succeed in this business, especially in luxury."

Jere interviews the world’s most renowned and best real estate agents around the country and the world.
These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.

All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”

www.JereMetcalfPodcast.com

Powered by
Jere Metcalf Partners
404.627.7789
[email protected]
Jeremetcalfpartners.com

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

►  YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I’m talking to Tim Van Camp, a top real estate agent in Santa Fe New Mexico, and the country. 

Tim grew up in Boston and was managing a restaurant that he followed to Santa Fe New Mexico when they expanded. He also had crazy jobs like boating tours until, finally, he decided to get into real estate. From his start as a real stage agent, 35 years ago, his vision was for luxury. Still a top real state agent still selling multimillion-dollar properties.

Today, Tim and I talk about how to rise and stay at the top.

Jere interviews the world’s most renowned and best real estate agents around the country and the world.
These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.

All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”

www.JereMetcalfPodcast.com

Powered by
Jere Metcalf Partners
404.627.7789
[email protected]
Jeremetcalfpartners.com

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

►  YouTube Channel: YouTube.com/c/JereMetcalfPodcast