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

Today's is Part II of my interview and in-depth conversation with Damon Cart, a leading figure in the world of neuro-linguistic programming (NLP) and a master of unlocking human potential. In the first part of our discussion, we explored how the most commonly known approaches to mindset are most often like a bandaid on someone with internal bleeding or worse. We explored how to understand this and get to the true source and solutions for desired Breakthroughs in business, with clients and in life across the board. 

In this episode, we dive deeper into NLP. Damon shares his invaluable insights on how NLP can be used as a powerful tool in understanding client relationships, negotiation tactics and valuable opportunities. His expertise sheds light on the subtleties of communication and persuasion.

In this part of our conversation, we focus on practical tips and advanced strategies as we talk about How to Uncover Opportunity. 

================

Chapter Notes (Part 2):

00:00 - Introduction

01:55 - When scripting doesn’t work

05:47 - Knowing your values in sales

10:47 - Powerful examples of NLP

14:46 - Dealing with a narcissist

19:37 - Affirmations versus confidence

23:23 - Law of attraction 

29:48 - The goal is in the becoming

30:36 - Three Questions

33:54 - Damon’s core values

36:53 - Damon’s book recommendations

44:14 - Most important takeaway

Recommended Books:

Transforming Your Self: Becoming Who You Want To Be  - by Steve Andreas

Never Split the Difference - by Chris Voss

Man’s Search for Meaning - Viktor Frankl

The Laws of Human Nature - Robert Greene

================

About the Jere Metcalf Podcast:

Jere, current coach and consultant, former top luxury real estate agent of Sotheby’s International Realty, interviews the world’s most renowned and best real estate agents around the country. These Agents tell their stories, how they got into the business and what has made them successful from their biggest mistakes to their biggest breakthroughs in one of the oldest and most competitive industries.

All snownotes, videos and more at JereMetcalfpodcast.com 

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More on Jere Metcalf Podcast:

► Visit our Website: https://www.jeremetcalfpodcast.com/

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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 Damon Cart, a renowned expert in neuro-linguistic programming (NLP), whose insights have transformed the way thousands upon thousands of people think about mindset and the action and outcomes it creates in our lives.

In this episode, Part I of II with Damon, we delve into the intricacies of NLP. We explore how the most commonly known approaches to mindset are most often like a bandaid on someone with internal bleeding,  how to understand this and get to the true source and solutions for desired Breakthrough's across the board. 

Damon and I talk about, the less known most powerful proven keys to Master Mindset with NLP and get results in your business and life.

Connect with Damon on YouTube (youtube.com/damoncart) and on Instagram @damoncart

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💜 Subscribe to my channel:   / jeremetcalf. 

================

Chapter Notes (Part 1):

00:00 - Introduction

02:37 - What is Neuro Linguistic Programming

05:04 - Turning programming into success

08:10 - Why affirmations don’t work

14:51 - How mentality affects real estate

25:18 - How Damon found his purpose

33:30 - Conflict integration explained

40:56 - Trying vs being l

45:01 - Shortcomings of personal development gurus

48:00 - No such thing as fear of success

51:55 - Bringing doubts into the light

Recommended Books:

Transforming Your Self: Becoming Who You Want To Be  - by Steve Andreas

Never Split the Difference - by Chris Voss

Man’s Search for Meaning - Viktor Frankl

The Laws of Human Nature - Robert Greene

================

About the Jere Metcalf Podcast:

 Jere, current coach and consultant, former top luxury real estate agent of Sotheby’s International Realty, interviews the world’s most renowned and best real estate agents around the country. These Agents tell their stories, how they got into the business and what has made them successful from their biggest mistakes to their biggest breakthroughs in one of the oldest and most competitive industries.

More on Jere Metcalf Podcast:

► Visit our Website: https://www.jeremetcalfpodcast.com/

► Find us on Facebook: https://www.facebook.com/JereMetcalfP...

► Follow us on Instagram: https://www.instagram.com/jeremetcalf #JereMetcalfPodcast

SUBSCRIBE NOW and don’t miss a show – new episodes every week!

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 Daniel Heider, top real estate agent in Washington DC, top 100 in the Nation, top 100 with Sotheby's International Realty, and 3.5 million followers on TikTok. We explore his strategies for personal branding and client engagement, which have set him apart in this highly competitive field. He also shares unique insights into the current trends and future directions of the real estate industry. 

Join us as Daniel and I talk about how to Master the Luxury Real Estate Market.

• 1:35 – Why Daniel was called a “wunderkind” in his 20’s
• 2:36 – Daniel sold the Mike Tyson mansion
• 6:40 – Building synergy with clients and telling a story
• 10:40 – Working with Mike Tyson’s family
• 12:36 – How Daniel creates traction with clients
• 17:48 – Center your universe around people giving you opportunities
• 21:45 – Mindset is your reality
• 28:45 – You’re the Underdog until you own your power
• 38:14 – When we lose, we win
• 40:07 – Power in who you are and hired on merit
• 43:19 – Difficult Conversations with clients
• 48:21 – How to approach different types of difficult conversations
• 58:55 – Don’t let thoughts beyond your control destroy you
• 1:00:40 – How Daniel listed the Blaine Mansion
• 1:05:33 – Being generous is as important as mindset
• 1:07:58 – ‘The Final Three’ questions with Daniel Heider

People Mentioned:

Mike Tyson 

Michael Rankin 

Chris Blaine 

Damon Cart

Thomas Wright 

Resources Mentioned:

TTR Sotheby’s International Realty

Netflix - Stutz

Tik Tok - Daniel’s account

BreakthroughLuxury 

Recommended Books:

Mike Tyson, Undisputed Truth by Mike Tyson 

David and Goliath by Malkolm Gladwell 

How to Win Friends and Influence People by Dale Carnegie

Think and Grow Rich by Napoleon Hill 

Quotes-  

• “You are what you believe, and you know your mindset determines absolutely everything.”
• ”Until you own your power, you will be the underdog.”
• “Be resolute.”
• “The world is a magical place where, If you're seeking, you know good things to come your way, they'll show up …. in all the most unexpected places.”

 Jere interviews the world’s most renowned and best real estate agents around the country. 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.

Powered by BreakthroughLuxury

Coaching & Consulting for the Luxury Real Estate Agent 

BreakthroughLuxury.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 Shelton Wilder with Sothebys International Realty in Los Angeles.

In just over six years as a realtor, with over half a billion in total sales and upwards of $150 million in sales in 2022 alone, Shelton’s clients include everyone from celebrities to first-time home buyers.

She was included on LA Business Journal's  2023 "The List" Top 100 Real Estate Agents in LA, nominated for Entrepreneur of the Year by the LA Business Journal, named Real Estate All-Star by Los Angeles Magazine, recognized as one of LA Business Journal’s Leaders of Influence, and included in Forbes' "Top 10 Business Professionals to look out for" in 2022.

A serial entrepreneur before real estate, the founder of multiple fashion-related businesses, Shelton was a local favorite on the reality show Shark Tank.

Shelton and I talk about
How to Create the Connectivity to Catapult Your Business.

• 0:00 - Shelton Wilder: How to Create the Connectivity to Catapult Your Business
• 2:21 - Shelton, entrepreneurism & Shark Tank
• 6:14 - Becoming an agent: from the beginning
• 13:29 - She talks about her team
• 15:00 - Shelton on processes & systems  
• 23:30 - The challenges in being a real estate agent
• 27:26 - What creates traction for Shelton’s business
• 29:46 - The biggest challenges
• 34:39 - An essential element of systems and processes for business
• 41:11 - Her secret to always making her business better
• 49:43 - Shelton talks about her biggest Aha
• 55:57 - The final 3
  
  

People/Resources Mentioned - 

• Andy Taylor
• Katy Downing
• Morgan Mulshine
• Nicholas Pirzada
• Monday
• Gary Vaynerchuk

Book

• The Power of the Spoken Word by Florence Scovel Shinn

Quote

" I just want everybody to remember that other agents are not your competition."

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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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 Atul Goyal, Senior Vice President and Real Estate Agent with India Sotheby's International Realty.

Atul along with his team exclusively represent luxury homes in the most upscale neighborhoods of Delhi.  His clients in India and across the globe include top industrialists, company promoters, start-up founders, executives and celebrities whom he represents in investments and purchases in Delhi, other cities in India, and across the globe.

A reputation for a savvy negotiator, Atul has managed some of India’s highest-value transactions for luxury homes and has closed well over over $100 million dollars in real estate since 2019.

Before real estate, he obtained a degree in engineering from Kurukshetra University and his MBA in the UK and worked for major institutions including AmericanExpress, Fossil Inc., Tata, and Godrej Group.

Atul shares how he got into real estate as we talk about
How to Accelerate Growth with International Reach & Trust

• 0:00  - Atul Goyal: How to Accelerate Growth with International Reach & Trust
• 3:29 - How Atul got into real estate
• 4:43 - Atul’s digital business, his segway to real estate success
• 7:15 - India’s economic growth
• 13:42 - Real Estate in India
• 21:25 - Nuances of doing business cross culturally
• 27:53 - From side hassle to top real estate agent
• 30:47 - Getting deals done
• 35:25 - Mindset for successful negotiation
• 39:11 - The Final 3
  
  

People/Resources Mentioned-

• Trip Advisor
• The Tim Ferriss Show
• Chris Voss
• Tahl Raz 
• Kevin Brown 

Check out Chris’s Episodes -
 

• Episode 235. Chris Voss: How to Become a Master Negotiator, and Know It
• Episode 121. Chris Voss:How applying proven hostage negotiating skills can double your business 

Check out Kevin’s Episodes -

• Episode 161. Kevin Brown: How to Find and Stay on Your Journey for Success
• Episode 256. Kevin Brown: How to Pivot for Deals Now and Success Longterm 

Book - 

• Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss & Tahl Raz 
• Give and Take: A Revolutionary Approach to Success by Adam M. Grant PhD

 
Quote-
As long as you are persistent and set precedence in what you are doing, and if you just watch Jere's podcast, Nobody can stop you.

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
BreakthroughLuxury Coaching & Membership
GetStarted.BreakthroughLuxury.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 Richard Boga, of the O’Dare Boga Team in Vero Beach Florida with ONE Sotheby’s International Realty.

Richard is selling $200 million to $300 million dollars in real estate annually. If there’s a sales record on the east coast of Florida from beach front, waterfront or land, Cindy and Richard have broken it. As much as Richard’s  success is an outlier, so is his start in real estate.

Richard started in business listing and selling premier properties right away. Even with all of the connections and success, he knew he needed more to get to the next level. He took the job as assistant to Cindy O’Dare to get the knowledge and experience he was looking for. Unplanned and serendipitously, Richard worked his way to a partnership with Cindy.  Richard, shares his story, the successes, the struggles and how he both breaks records in real estate and how he earned and created a powerful partnership.

Richard and I talk about
How to Align & Achieve at the Highest Levels in Luxury.

• 00:00 - Richard Boga - How to Align & Achieve at the Highest Levels in Luxury
• 01:03 - He talks about how he got into real estate
• 03:54 - His biggest surprises being an agent
• 07:00 - The benefit of hindsight
• 13:05 - Some insights on how to align for opportunity
• 19:14 - Breaking into assistant role 
• 21:53 - Richard’s biggest lesson from ‘The Great Recession’
• 29:22 - The resource that most contributes to his success 
• 30:05 - Some advice for entering the real estate market
• 31:43 - The structure of Richard's team
• 35:37 - Richard's favorite book and what was his biggest takeaway from the book

People/Resources Mentioned-

• Dale Carnegie
• Cindy O'Dare

Book - 

• How to Win Friends & Influence People by Dale Carnegie

Quotes

"Be kind, grind and always do the right thing."

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
BreakthroughLuxury Coaching & Membership
GetStarted.BreakthroughLuxury.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, back on the show, is Jeff Wilson of TTR Sotheby’s International Realty in Washington DC.

A real estate agent for over 30 years Jeff has broken sales records, sold over 100 million annually, just to name a couple of his accomplishments. Jeff is known for being  creative, clever and stoic.   

On previous shows over the years he has shared clever marketing campaigns on episode 57, how to break $100,000,000 in annual sales on episode 220 and how mistakes can be the foundation for success on episode 130.
On this episode, #291, he gives us an inside look on not how to cope but how to thrive in a shifting market.  How to win clients now and continue to build a career for life.

• 0:00 - Jeff Wilson: How to Win Clients Today and a Career For Life
• 3:29 - Jeff insights on the market shift
• 10:37 - How to create opportunities
• 16:32 - A real example
• 21:01 - How to create the conversation
• 23:05 - Understanding our role
• 25:48 - Getting clear on the goals
• 34:17 - How to handle MLS obstacles to create opportunities
• 37:52 - The metaphor that brings clarity on how it all works
• 43:32 - Coming Soon Status in the new digital world
• 48:25 - More on opportunities and communication.
• 52:01 - The Final 3

Other episodes with Jeff Wilson: 

• Jeff Wilson Ep 21 - How a Clear, Concise, Simple Approach Leads to Outstanding Success
• Jeff Wilson Ep 57 - Marketing That Generates Results
• Jeff Wilson Ep 130 - How Mistakes Become the Foundation of Success
• Jeff Wilson Ep 220 - How to Break $100,000,000 in Anual Sales

Books

• Essentialism: The Disciplined Pursuit of Less by Greg McKeown 
• Effortless: Make It Easier to Do What Matters Most by Greg McKeown
• The Dip

Quotes

Connect with people personally.
Make it easy to do business with you.

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
BreakthroughLuxury Coaching & Membership
GetStarted.BreakthroughLuxury.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 Alei Merrill with Alei International in Eagle Idaho.

Alei is a top agent in her market selling the most expensive homes in her market running her business under her personal brokerage alongside her 2 of her daughters. 

Before Alei was a real estate agent, she founded and ran a school and started and ran a travel agency of travel agents that had 4 offices she ran. All of that and, by the way, she was raising her 5 children.  

And that just touches the surface.  Her 5 children became passionate entrepreneurs who made  their way through school running their own small businesses. 

Alei shares that her focus and passion in all of her businesses has been listening to her clients and creating the experience for them that they are looking for whether in education in the school she founded, in travel in her travel agencies or what better than in their homes, hence her career in luxury real estate today. 

Most insightful from Alei was her clarity on her relationships with her clients and how she gets to the bottom of one of the greatest challenges we all find as real estate professionals, breaking through their barriers to guide them in making the right and the best purchase or sale that they come to us for. 

Today, Alei and talk about her story, the lessons, powerful insights and all in all, 
How to Eliminate Struggle and Thrive

• 00:00 - Alei Merrill: How to Eliminate Struggle and Thrive
• 00:40 - Alei’s story 
• 02:16 - Reaching success
• 10:21 - Knowing your vision 
• 15:25 - Navigating emotions
• 16:44 - Alei’s first transaction
• 20:54 - Opening a brokerage
• 26:29 - How to commit and reach the next level
• 28:46 - Alei’s biggest ‘aha’
• 30:37 - Her greatest lessons or experiences
• 40:02 - The elements of being successful
• 44:48 - A story about handling challenging situations
• 53:37 - The key components of your relationship and conversations with sellers
• 01:03:21 - How to make working with family work
• 01:07:13 - Creating experiences for your clients
• 01:07:36 - The Final 3

People/Resources Mentioned- 

• Website
• Living in Eagle Idaho
• BreakthroughLuxury™ Coaching
• Sotheby's International Realty
• The Tim Ferriss Show

Books-

• Tribe Of Mentors: Short Life Advice from the Best in the World by Tim Ferriss & Kaleo Griffith 
• The Power of Thoughts by Swami Vivekananda

Quotes-

You have to have failed to have success.

Failure is a gift. You have to look at it that way instead of just shutting down.

Most successful people have failed more times than a loser. That's how they became successful.

Ask a lot of questions. Communication is our number one quiver in our little box of tricks.

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
BreakthroughLuxury Coaching & Membership
GetStarted.BreakthroughLuxury.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 Thomas Wright. He is a top real estate agent in Salt Lake City Utah, and he is a partner and President of Majestic Realty Collective, a prominent group of Sotheby’s International Realty that represents one of the largest affiliates in the world, by dollar volume, and currently spans the Western United States, while continuing to grow its footprint.  In 2022, alone they sold $13.3 billion in real estate in major metropolitan and resort markets including Denver, Salt Lake City, Lake Tahoe, Boise, Sun Valley & Palm Springs.

Most who know Thomas also knows he’s passionate about his involvement in politics. Going against the common advice, don’t mix work and politics, Thomas brings a new bold transparent approach. 

Thomas served as the Chairman of the 
Utah Republican Party from 2011 to 2013 and was a candidate in the 2020 election for Governor of Utah

For Thomas, it’s not about “the politics”, it’s about transparency, authenticity, community, integrity, leadership and excellence that matter. 

Thomas and I talk about, How to Show Up and Win.

• 0:00 - Thomas Wright: How to Show Up and Win
• 3:29 - The biggest challenge in the shifting market
• 10:20 - How to find opportunity in a down market
• 14:54 - Buyer expectations
• 17:55 - Trust and relationships and rapport
• 21:20 - How to enhance client experiences 
• 30:20 - Thomas's biggest Aha
• 37:32 - Work on yourself = better outcome
• 44:59 - Favorite quote
• 49:01 - The Final 3

People/Resources Mentioned - 

• Summit Sotheby's International Realty
• Thomas's Episode 209
• Thomas's Episode 3
• Liv Sotheby's International Realty
• Synergy Sotheby's International Realty

Book - 

• The 7 Habits of Highly Effective People by Stephen R. Covey
• Relentless: From Good to Great to Unstoppable by Tim S. Grover
• Tolstoy or Dostoevsky by George Steiner
• Lonesome Dove by Larry Mcmurtry 

Quotes
"If you want to be successful, you have to create a process and a system that are sustainable and scalable."

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
BreakthroughLuxury Coaching & Membership
GetStarted.BreakthroughLuxury.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 Cindy O’Dare and Richard Boga of the O’Dare Boga Team in Vero Beach Florida selling $200 million to $300 million dollars in real estate annually.
If there’s a sales record on the east coast of Florida from beach front, waterfront or land, Cindy and Richard have broken it. As much as their success is an outlier so are their starts in real estate.
Cindy started as a house cleaner and cook for celebrities and captivated opportunities that sound impossible, even with the benefit of hindsight.  She represented likes of Jimmy Buffett, The Eagles, and Eric Clapton—including the Golden Beach home that inspired Clapton’s album “461 Ocean Boulevard.” Her first sale, also a record breaking sale, was three homes on North Bay Road to the Bee Gees.
Richard started in business listing and selling premier properties right away. Even with all of the connections and succsss, he knew he needed more to get to the next level. He took the job as assitant to Cindy to get the knowledge and experience he was looking for. Today Cindy and Richard, now partners in the business, share with us, the challenges of finding the right people including partners, how they created their partnership, and secrets of their success from marketing and business development to operations.

We talk about
How to Leverage the Best Resources for Results

00:00 - Cindy O'Dare and Richard Boga:
How to Find and Leverage the Best Resources for Results
01:25 - How and why did they got into real estate; 2 very different stories
06:34 - They share their less common story aligning as business partners
16:23 - Keys for a successful partnership
20:42 - The importance of self-branding
25:55 - An assistant to a top producer
31:01 - An honest conversation about the market
40:09 - They advise on how to find a fake buyer vs a real one
41:54 - The most important lesson in creating great partnerships
44:41 - The Final 3

People/Resources Mentioned-

• Michael Jordan
• ONE Sotheby’s International Realty
• Kristin Dobson 
• Lily O'Dare
• Julia Busch
• Vanessa Bynum
• Daniel Ochse
• Daniel Downey
• Anne Wallace
• Liliana Defago
• Carly Witteck
• Mazie Regan

Books- 

• The Millennials: Connecting to America's Largest Generation by Thom S. Rainer & Jess Rainer
• How to Win Friends & Influence People by Dale Carnegie

Quote-
Be a brand and spend money on marketing. And when you're marketing, be sure to market yourself.

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<

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