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

Today I’m talking to Katie Machoskie of Compass in New Port Beach and all of Orange County. Katie has been recognized as one of the top 1,000 real estate agents in the nation. She consistently ranks in the top 1% of New Port Beach agents and has been named one of REAL Trends America’s Best Real Estate Agents in 2017 and 2018. She says the reason for her success is applying active listening, from helping her clients to building a team. Today we talk about how she does it.

•  Katie shares about her previous careers in nonprofits and marketing – leading to her career in real estate. (2:12)
• “You never know who’s watching.” Katie shares advice she learned from her mother. (5:13)
• Katie talks “going all in.” (8:16) 
• Katie shares about her competitive edge. (10:58) 
• Katie shares the importance of active listening. (13:50)
• Katie talks coming to Compass. (20:24)
• Katie explains how she built her rockstar team. (21:26)
• Katie explains how to be client centric. (30:44)
• The listing presentation. (40:34)

Resources / People Mentioned

• Berma Weller
• Chris Voss
• John Zimmerman
• Steve Schultz
• Tom Ferry
• Compass Concierge
• Contactually

Books

• Never Split the Difference by Chris Voss

Quote - 

“Get out of the loop.”

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 Steve Hall, the Principal, Senior Broker Associate with Compass in the Palm Beach, Florida office. Steve has been recognized by the Wall Street Journal as a top agent in the state of Florida and Palm Beach. Working in a market with the average sales price of over $5 Million, with only 100 sales per year and over 1,000 licensed agents to serve them, Steve has overcome many obstacles and risen to the top. Today we talk about the simple secret to earning high-net-worth clients.

• Steve shares about his market, the Palm Beach market. (2:57)
•  Steve explains how he stays successful in a unique market. (7:19)
•  Why Steve got into real estate. (8:53)
•  The accomplishment Steve is most proud of as a real estate agent. (10:17) (15:41)
•  Coming out of the recession. (15:16)
•  Establishing yourself as an expert in your market. (19:33)
•  Steve’s biggest ah-ha from working in residential real estate. (21:20)
•  One thing Steve wishes he’d known sooner in his career. (22:31)
•  Steve shares marketing tips. (23:35)

Resources / People Mentioned

•  Brene Brown
•  Becky Frey
•  Matt Breitenbach
•  Leonard Steinberg
•  Jack Cotton
•  Dale Carnegie

Books

• The Secret by Rhonda Byrne
• How I Raised Myself from Failure to Success in Selling by Frank Bettger

Quote-

“Act on it.”

“Manage your expectations and follow up!”

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 with Jack Cotton, Luxury Real Estate Expert in Cape Cod. Jack is a former guest, back on the show for a third interview. He was one of the first in episode four about breaking into the luxury market and episode two about how to win listings in high or low inventory markets. Today, Jack and I talk about how to build standing with billionaire clients.

•  Jack shares his story. (1:31)
•  “I was born to be a realtor.” (8:18)
•  Jack shares about his upcoming book on negotiation. (10:31)
•  The purpose and value of a coach. (12:32)
•  How to get your first million dollar listing. (15:41)
•  Jack shares how to stand out as a luxury real estate expert. (20:40)
•  What makes a great negotiator. (25:25)
•  Working with high value clients. (38:41)
•  Jack talks about his pricing expertise. (47:52)
•  Jack shares about his three books. (52:39)
•  Jack shares his key takeaway. (55:02)

Resources / People Mentioned

• Josh Dotoli
• Matt Breitenbach

Books

• Jack’s books: Selling Luxury Homes, 12 Secrets Luxury Home Buyers Know, 12 Secrets Luxury Home Sellers Know and A Dog’s Guide to Life.
• Getting to Yes by Roger Fisher and William Ury
• The E Myth by Michael Gerber

Quote -

“Detach from the outcome.”

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 Erin Krueger of Compass Nashville, back on the show for a second interview. Last interview, episode 113, we talked about how she has built her team of just 8 agents, selling over $100 million a year and almost 500 transactions a year. Today, we talk about how, at this level, she has made and continues to make customer service her best tool for lead generation and growth. 

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 with Jason Cassity with Compass San Diego, back on the show for a second interview. Last interview, episode 119 we talked about Jason’s powerhouse team and how he is not only a top agent but building a team of top agents working cohesively together. Today we talk about how Jason has developed marketing for himself and his team that generates both short term and long term sales. 

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 with Kevin Sneddon with Compass in Manhattan and Greenwich and Founder of the Private Client Team at Compass. In his fifteen years in the business, Kevin has closed over $750 million in transactions including record breaking deals upwards of $38 million. Among Kevin's accolades, he is ranked by the Wall Street Journal as one of the top 250 brokers in the United States. As many luxury agents, most of Kevin's clients own homes in other parts of the country. Joining Compass, Kevin has harnessed relationships with top agents in other cities to best serve his existing clients and earn new business. Today, we talk about how he does it. 

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 with Josh Dotoli with Compass in Fort Lauderdale, an expert in everything in his community centered around Las Olas. He is a frequent contributor to ABC News Local 10 in real estate in South Florida. He was recently recognized by South Florida Business and Wealth Magazine with the 2018 Up and Comer award. Among his many top producer awards throughout his career, his is consistently a top 1% agent in Broward County. Since his last interview on the show, just a year ago, he has more than doubled his business. Today we talk about the four key steps that more than doubled his business in less than a year.

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 am talking to Chris Voss, not a real estate agent. 

He is the author of the renowned, best seller, Never Split the Difference. Chris isn’t just the author of a bestseller, he is the Former Chief International Hostage and Kidnapping Negotiator for the FBI.

 Most of you know and have heard about Chris, his book, and probably his company Black Swan Group. They have taken these life-saving skills in Chris’s book and help people learn and apply them to their businesses. Black Swan Group clients find that when these skills are applied, it’s not uncommon or unusual for their business to double or better. 

 In 2016, Voss co-authored the book Never Split the Difference: Negotiating As if Your Life Depended On It.

 Today, Chris and I talk about how applying proved hostage negotiating skills can double your business at a minimum.

• Chris’s introduction. (1:07)

• Chris shares his negotiating advice to real estate agents. (05:15)

• Chris tells the biggest mistake real estate agents make during the negotiation. (10:02)

• Chris shares about different types of yeses. (15:57)

• Chris discusses the different types of negotiators and what is important to each. (18:47)

• Chris talks bout how analytical and assertive negotiators can work with each other. (27:20)

• Chris recommends why realtors read his book. (40:10)

• Chris shares what made him so different and how he figured out his methods. (44:29)

Resources / People Mentioned

• Jack Welch

• Tahl Raz

• Brandon Voss

• Mickey Singer

Books Mentioned

• Never Split the Difference by Chris Voss 
•  The Real-Life MBA by Jack Welch
• Never Eat Alone by Keith Ferrazzi and Tal Raz
• The Code of the Extraordinary Mind by Vishen Lakhiani

Take Away

“Experiment with hearing the other side out first. Just hear them out. See what happens.”

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 am talking to Shari Matluck with Compass, a top Real Estate Agent in New York City. Shari grew up with a family in real estate. Her mom an agent and her dad a managing broker. Shari knows the business all too well. Over the ups down and all of the dynamics of our business since her childhood and over the years she has learned at a core level what being a great agent is all about. Her biggest strength is engaging in her marketing and with her clients on a deep level. She says that simple and true engagement is what does, and always will, grow any real estate agent’s business. Today we talk about how she does it.

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 am talking with Jason Cassity, a top Compass real estate agent in San Diego. Naming just a few of his accolades he's been named a Circle of Excellence winner by the San Diego Association of Realtors. He's been named one of San Diego's favorites on the favorite  list of real estate agents in the Sand Diego Union Tribune. Hes also been named a rising star in the San Diego Real Producers Magazine and a top agent in the Top Agent Magazine nomination. He's also been recognized as one of the 19 agents to watch on social media according to the Inman Real Estate Blog. Jason has also spoken for Inman and, one of my favorites, Gary Vee. But most impressive and most important about Jason's business and his career are that he is building and combining a strong team, a strong brand, and strong sales. Today we talk about how he does it.

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