Today on the Jere Metcalf podcast, the Best of interviews on negotiating. pulling four clips from four former interviews.
Number one, we've got Chris Voss, none other than the author of the renowned bestseller Never Split the Difference.
Brandon Voss co-founder with Chris of the Black Swan Group. The  Black Swan Group is the leading negotiating consultant company who success is founded in the real art of negotiating and mastering the intricacies of No, not, Yes.
Also, we've got Dan Encell. He is the number one agent in sales in Santa Barbara and ranked in the top 10 worldwide of all brokers with Berkshire Hathaway.
Last but not least Eric Lavey of the Sotheby's International Realty office and Beverly Hills using the practices of the Black Swan group. He has grown to be a top 75 real estate agent in LA and just a few short years.
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
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404.627.7789
[email protected]
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JereMetcalfPodcast.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

• 0:00 - Brett Dickinson: How to Break Records in Your Business
• 2:36 - Brett Dickinson’s track record
• 7:00 - Working with clients with high expectations
• 14:32 - Brett talks about the $28 million house to break a sales record by almost 10 million in a new market
• 15:15 - Change the game… Thinking about how people behave
• 18:26 - Brett shares a story of a seminar
• 20:07 - Positioning for what people are looking for
• 25:38 - How to understand and leverage the constantly changing real estate market
• 33:44 - Brett’s business plan
• 44:50 - A snap overview of La Jolla's market
• 48:53 - The listing presentation: what makes it special
• 52:38 - Partnering with The Altman Brothers
• 56:30 - About ‘the performance element’
• 1:05:05 - The Final 3

JereMetcalfPodcast.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 Thomas Wright, an owner, and operator of the largest Sotheby’s International Realty Affiliate in the world. In 2008, Thomas stepped in as the managing Partner of Summit Sotheby’s International Realty,  which shortly after became the top brokerage in the Park City resort community and the leading brokerage in Utah.  

Today he, together with his business partner, also owns and operates Sierra Sotheby’s International Realty which serves Lake Tahoe and Reno, Nevada; Synergy Sotheby’s International Realty in Las Vegas; Pacific Sotheby’s International Realty in Palm Springs; and LIV Sotheby’s International Realty in Colorado. 
With 850 sales associates and 175 support staff associates, in this last year alone, 2020,  the combined companies closed over $9 billion in transaction volume.
 In our interview today, we break it down.  I ask him how do you do it all? He owns and runs multiple brokerages. He recruits runs them and elevates everyone to the top. And, by the way, he is still selling real estate. He brings it right back to the basics. We talk about what to focus on what to do, how to do it. We tall about How to Make Small Shifts for Substantial Change.

• 02:27: Thomas Wright: Partner of five affiliates doing 12 billion in sales and 12,000 transactions
• 10:16: How does Thomas do it all?
• 17:54: Three adjectives of focusing on fundamentals: Hustle, Grind and Execute
• 24:37: How to create the best client experience
• 33:46: Handling difficult & challenging situations
• 37:13: Thomas talks about the greatest resource in his success

People/Resource Mentioned: 

• Summit Sotheby's International Realty
• Liv Sotheby's International Realty
• Sierra Sotheby's International Realty
• Synergy Sotheby's International Realty
• Pacific Sotheby's International Realty
• Scott Webber
• Tim Stout
• Tyler Perry 
• Mike Tyson

Books:

• The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It by Michael E. Gerber
• The Count of Monte Cristo by Alexandre Dumas 
• Lonesome Dove: A Novel by Larry McMurtry 
• Undisputed Truth: My Autobiography by Mike Tyson 

Quotes/Takeaways:

"In order to scale and to grow and to be the most effective, you have to have systems and processes."

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

JereMetcalfPodcast.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 Stout of Tim Stout and Associates with Compass in  Coweta & Fayette County of Georgia, just south of Atlanta.

Tim has been an agent since 2013, for about 8 years. When I met Tim just 2 years ago, his team had a larger share of the market than any broker in his market With a fully leveraged talented, and powerful team that  Tim has strategically built from the ground up, he is selling over 400 homes a year 

Before real estate Tim in a juvenile detention center, he was later a professional MMA fighter, then retired and transitioned to residential real estate Tim knows pain and has seen as well as faced hardship most can’t fathom. His secret? He says there’s no secret other than, whatever comes your way, own sit.

Talking to Tim, it’s quickly evident, he doesn’t dwell on anything; he doesn’t have time for it. He rises and overcomes any challenge and embraces all opportunities, most of all the opportunity to learn and lead by both giving and empowering others sharing what he has learned, leading others to lead.  He is both tough and as kind as a human can be. Today he and ai talk about how to build a fully leveraged team,  and that it can only be done through extreme ownership.

00:54 - Tim Stout: From Fighter to Leader of a top team surpassing top brokerages
08:22 - How Tim made it
16:56 - Coaching, Managing and Creative Marketing, Tim's role and focus for his team
25:53 - How Tim ensures each of the agents on his team is his/her best and selling at least 20 homes a year
33:54 - When a team serves a client versus just one agent serving a client
39:33 - How to train and leverage inside salespeople to ensure success   
50:16 - How to keep a team consistently accountable
01:02:58 - The Final Three


People/Resources Mention:

• McKenzie Huddleston
• Slack
• Learn to Earn Podcast 
• Boom Town 

Books:

• Extreme Ownership: How U.S. Navy SEALs Lead and Win by Jocko Willink
• Can't Hurt Me: Master Your Mind and Defy the Odds by David Goggins
• Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss 

Quotes/Takeaways:

"If you can accept ownership and everything that happens in your business, you will be able to improve it."

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

JereMetcalfPodcast.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

Back for a 3rd interview!!!
I’m talking to Daniel Heider of TTR Sotheby's International Realty in Washington DC.

For those of you who don’t know Daniel yet, he is the Washington Capital Region’s wunderkind of real estate.

In short, he’s been in business for just 7 years and has quickly reached unmatched levels of success.  This does not exclude, his well over 100 million in sales each year.

In our first interview, episode 174, we talked about
"How to Breakthrough Your Perceived Limits."

In our 2nd interview, episode 203,  we talked about
"How to Grow at Warp Speed in a Way that Serves Your Clients."

Today, with almost (or over) 2 and half-million followers on Tiktok, and a measly almost 50,000 followers on Instagram, this time, we couldn't bring him back and talk about 
"How to 100X Your Social Media"

01:53 - A little about and an update on Daniel Heider
05:06 - Daniel shares his story of Tiktok
09:37 - How Tiktok helps to grow Instagram
14:35 - Some of the best advice on creating  Social Media Posts
16:44 - Daniel talks about his marketing director
21:15 - How to step into the listing with a different vision
29:35 - A challenge of email subject lines
41:51 - Daniel shares story about how his friend launched on Instagram
55:00 - The Top three tips on building out and maximizing your social media

Resources / People Mentioned:

• Wall Street Journal 
• TikTok of Daniel Heider
• Ryan Serhant
• Sean New
• Nicki Minaj
• Steve Jobs
• Gary Vaynerchuk 
• John Mayer

Quotes/Takeaways:


"Right now, it's a really difficult time for people, why not connect with people digitally in a way that's going to make them laugh, make them  smile, make them nod their head, make them WOW."

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

JereMetcalfPodcast.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 Amanda Field Jordan,
 an Associate Broker at Sotheby’s International Realty and the #1 Sotheby's International Realty team for 16 years running, The Field Team. The Field Team is a global team based in Manhatten and founded by Amanda’s mother, real estate icon, and former Jere Metcalf Podcast guest, Nikki Field.

Prior to joining Sotheby’s International Realty, Amanda spent five years at The Capstone Partnership, where her main focus was on recruiting senior executives for Investment Banking, Corporate Strategy, and Business Development positions. Prior to Capstone, Amanda was at Morgan Stanley for seven years where she served as a Vice President and headed the Sales, Trading, and Research talent acquisition unit for both executives and campus hires.
Amanda shares her experiences, what she has learned and how she saw and harnessed opportunities joining The Field Team. We talk about, “How To Manage Your Career Like A Business”

03:16 - Amanda Field Jordan: From the corporate world to The Field Team
05:01 - Looking at the world of real estate from the corporate lense
10:39 - Amanda’s biggest AHA moment
17:05 - The importance of reading people in any industry
22:38 - What it means to be on a team
35:34 - Forecasting model: how to forecast accurately without overcomplicating it
43:57 - Amanda shares advice on leading a team (it’s about the vision)
53:55 - The final 3


Resources / People Mentioned:

• The Field Team 
• Nikki Field & Amanda Jordan Interview  
• Morgan Stanley
• Eric Lavey
• Nikki Field 
• Elon Musk 
• Ritz Carlton model
• Gary Vaynerchuk
• Mara Flash Blum
• Silvia Wong 

Books -

• Strengths-Based Leadership: Great Leaders, Teams, and Why People Follow by Tom Rath & Barry Conchie
• Ninja Selling: Subtle Skills. Big Results by Larry Kendall

Quotes/Takeaways:


"The first and most important, you have to work hard for yourself. 
Talk to as many people as possible in your industry, outside of your industry, in your city, outside of your city. Learn as much as you possibly can. 
People are your best asset"

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.

JereMetcalfPodcast.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 Dennis Carvajal in Miami and South Florida with One SIR

Dennis is an agent consistently selling not just multimillion-dollar homes, but multi-ten million-dollar homes.
He is one of the youngest members of the Master Brokers Forum and additional prestigious broker Forums, national and international. 

Dennis is as genuine, caring, and authentic as they come and representing and selling some of the most expensive homes the market has to offer. 

Dennis Carvajal and I talk about 
“How to be a Killer at Selling Multimillion-Dollar Homes”

• Dennis Carvajal: How he got into residential real estate (01:13)
• Challenges in becoming a real estate agent.  (02:54)
• How did Dennis overcome his challenges. (08:30)
• The deals Dennis represents (12:49)
• Handling tough situations and conversations. (18:40)
• Overpricing means less money, helping Sellers understand. (21:25)
• The final three.... Dennis's best resource, recommended book(s), and final words of wisdom. (28:41)

Resources / People Mentioned:

• Jim Rome 
• Dennis Carvajal
• Daniel Heider
• Mayi de la Vega
• Robert Iger

Books Mentioned:

• Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss 
• The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company by Robert Iger 

Quotes/Takeaways:


"To make it in luxury real estate, you've got to check your ego at the door"

"You better know what you know, and know what you don't know."

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

JereMetcalfPodcast.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 Avery Carl, founder of The Short Term Shop.  Avery Officially got her real estate license and became a real estate agent only a little over 4 years ago. In 2017, her first full year of real estate, she sold 10 million, in 2018 she sold 35 million, in 2019 she sold 50 million and, in 2020, despite having a baby, moving from Tennessee to Florida, and let's not forget, the pandemic, Avery both expanded her team to 3 markets, Smokey Mountains, Pan Handle of Florida and Gulf Shores of Alabama AND tripled her business to 150 million. We talk about how she did it.

00:12 - A little about Avery Carl
04:57 - How Avery got started
10:18 - How Avery wins clients building a community and openly sharing all she knows
13:06 - What Avery attributes to her level of success
14:44 - How Avery generates leads and runs her team
24:12 - The structure of the team, what it looks like
28:10 - How Avery structures and allocates her transaction coordinators and what exactly they do.
33:06 - Suggestions for growing and structuring your team
36:33 - Avery's biggest resource in building her success

People and Resources:

• Gennifer Mix
• Rush Valentine 
• HubSpot
• Real geeks
• Follow Up Boss 
• LionDesk
• Kris Reid

Book:

• The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea by Bob Burg 
• Traction: Get a Grip on Your Business by Gino Wickman 

Quote:

"Get organized early. That's my best piece of advice."

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

JereMetcalfPodcast.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

Back for a 2nd interview, I’m talking to Daniel Heider of TTR Sotheby's International Realty in Washington DC.


For those of you who don’t know Daniel yet, he is the Washington Capital Region’s wunderkind of real estate.

In short, he’s been in business for just 7 years and has quickly reached unmatched levels of success.  This includes well over 100 million in sales a year.

In our first interview, episode 174, he and I talked about
How to Break through Your Perceived Limits.

Today, we talk about,
How to Grow at Warp Speed in a Way that Serves Your Clients.

02:48 - Daniel Heider: Over 100 million a year in Washington DC
08:55 - Daily routine of Daniel
16:34 - How Daniel find clients through reference
20:12 - How does he decipher his deciphering
27:30 - Daniel shares about his other four assistances
40:34 - The marketing strategy of Daniel
43:59 - Team meetings: what are the focus points for each team member
54:05 - Love, gratitude, and value: The only way to win?
01:04:23 - How did Daniel grow huge followers in Social Media

Resources / People Mentioned:

DanielHeider.JereMetcalfPodcast.com
https://www.danielheider.com/
https://www.danielheider.com/staff/Sam
https://www.danielheider.com/staff/cody-mcbeth
https://www.danielheider.com/staff/nicole-terry
https://www.danielheider.com/staff/justin-difranco
https://www.danielheider.com/staff/sean-new
https://www.danielheider.com/staff/jennifer-tugberk
https://www.danielheider.com/staff/Adam
https://www.tonyrobbins.com/
ChrisVoss.JereMetcalfPodcast.com
https://en.wikipedia.org/wiki/Tiny_Tim_(A_Christmas_Carol)
HeiderGives.com
JereMetcalf.JereMetcalfPodcast.com
https://www.tiktok.com/en/

Books Mentioned:

How to Win Friends & Influence People by Dale Carnegie - https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034

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

JereMetcalfPodcast.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, as voted by you, our loyal listeners, The Best of 2020 on the Jere Metcalf Podcast, where top real estate agents tell how they do it.

These agents are the best of the best; the top real estate agents in the country. Selling from over one hundred million a year to hundreds of millions a year, they are breaking records year after year in the industry at large and in luxury real estate ...

Michael Carucci in Boston

Mayi de la Vega in Miami and South  Florida

Michael Dreyfus in Silicon Valley

Nikki Field in Manhatten and NYC

Daniel Heider in Washington DC

And

Jonathan Spears on 30a in the Florida panhandle from Panama City to Destin

Sharing how to give the best service for multimillion-dollar clients.

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

JereMetcalfPodcast.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