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 best seller, 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. Before this interview, to bring it home, I have a list not shared often enough. It is a summary of Chris's experience and career accomplishments. Chris Voss was a member of the New York City Joint Terrorist Task Force from 1986 to 2000. He was involved in the monitoring of tear stop bombers after spending 3 years investigating the first bombing at the World Trade Center. He was the co-case agent during the investigation of the 1996 TWA Flight 800 explosion. He spent 24 years working in the FBI Crisis Negotiating Unit and was the FBI's Chief International Hostage and Kidnapping Negotiator from 2003 -2007. In 2006 he was the lead negotiator on the Jill Carol case in Iraq as well as the Steve Centanni case in the Gaza Strip. Voss also supervised additional hostage situations in the Philippines, Columbia, and Haiti. After working on more than 150 hostage cases, he retired from the FBI in 2007 and founded the Black Swan Group. 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 proven hostage negotiating skills can double your business at a minimum.
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.
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.
Today I am talking to Joy Bender with Compass. A top luxury real estate agent and co-founder of her team Aumann Bender & Associates. When Joy started her business in San Diego, one of the most competitive and primer luxury markets in the country, she didn’t know a single soul. Most impressive about her luxury real estate business today, is that she built it they way the everyone says building a real estate business is not possible: she did it with digital marketing. Today, Joy is San Diego’s premiere luxury real estate digital marketing expert. Until 2017, 100% of Joy’s business, all luxury clients came through her digital marketing. She has one page ranking on Google for Sand Diego luxury real estate search inquires and is a micro-influencer on Instagram with over 15k followers, and that’s just to name a couple. Among her many accomplishments, she has also been named in The Wall Street Journal as a California Top Real Estate Agent. Today Joy talks to me about how to do the impossible: how to break into luxury real estate digitally.
Today I am talking to Margie Halem in Washington DC. Margie has been voted top realtor by the readers of Bethesda Magazine since 2012. She runs a team doing $70 million a year, with an average of 70 transactions. Most find it compelling about Margie that she says her secret sauce is simple: it's kindness. Today we talk about how to apply the kindness that builds a power house team.
Today I am talking with Ivan Kwan, an Agent Success Manager of Compass in Orange County California. Ivan has been with Compass in Orange County from the beginning. He started as a Marketing Assistant for Megan Varga helping grow her business and presence in her market. Since then he has become an Agent Success Manager of Compass and oversees and helps agents succeed throughout the company. He talks about the common denominators for agents that includes finding your rhythm for success, defining what success is for you, and breaking through the next levels for success if that's what you desire. Today we talk about how the common denominator of all success is aligning your strengths to the needs of your clients.
Back on the show today is Steve Halpern with Compass of New York City. He was the first commissioned agent to come from another company to Compass. He did the first $100k+ lease in New York City and the first multi-million dollar listing for Compass. Steve is best known for some of the most innovative, creative, and the best marketing among real estate agents in the country. In our first interview, episode 109, we talked about how risk is the real opportunity. Today, we talk about self-awareness, how to get out of your own way.
Today I’m talking to Marcia and Patrick Lafferty of Compass in Downtown West Palm Beach. Thirteen years ago they started in real estate with no money and no connections. They grew their business to what is today a team closing over $40 million a year. The leads they generate for their business and their team are through a website and marketing platform they began building when they started the business. Those leads now account for over 85% of the business that their team closes. Not only do they have a lead generating machine for their team, they have created a team that brings on new agents to train and retain. Today we talk about how to build a lead generating team that trains and retains.
Today I’m talking to Erin Krueger with Compass in Nashville, Tennessee. Erin has been ranked number 1 in Tennessee and number 15 in the nation for selling the most homes. She took that success and parlayed it into building a successful real estate team that is currently nationally ranked in the top 200 teams in the country. She has been honored with multiple awards in the industry, including America's Best by Real Trends. She has sold over half a billion dollars in real estate in her career. In 2017, she sold nearly $90 million. In 2018, she sold over $100 million, and is on track for growth in 2019. Today we talk about how to build a team for 450+ transactions a year.
Today I'm talking to Jessica Northrop in Denver, Colorado. She is a 1% producing broker in her market. Jessica entered her real estate career over 24 years ago. She entered real estate at 18 years old and hustled her way to success. The recession, a divorce, and a shift in her habits resulted in a slump in her career. In 2013, she made a decision to relaunch her career and achieve the success she wanted. She went from $6.5 million in sales to over $42 million in sales per year. Today, we talk about how to relaunch your career to new heights.
Today I'm talking with Matt Breitenbach with Compass in the Hamptons. Since entering his real estate career at 22 years old, he has sold over $1.5 billion in real estate and has over twelve years experience representing celebrity and luxury real estate clients. His most recent notable sales include the representation of Truman Capote's original Hamptons estate and the sale of NBA superstar's Jason Kidd's Watermill Home. His reputation is for consistently carrying one of the most impressive luxury listing portfolios in the marketplace. Matt was most recently recognized and ranked by the Wall Street Journal as one of the top brokers in the country. Today we talk about billionaire and high profile clients, what's most important when working with them.
Today I’m talking to Annette Akers in New York City on the west side with Compass. She’s been an agent for only 5 years and is already making big sales and has a video series continuing to make traction and grow her business. She says it’s about creating something people will miss. Today we talk about how she does it.
Today I’m talking with Steve Halpern in New York City with Compass. He was the first commissioned agent to come from another company to Compass. Yes, the first. He now has some of the most impactful, differentiated marketing. He has broken residential real estate records on both rentals and sales in his market. He takes and has taken big risks and continues to come out on top. Today we talk about he does it; how risk is the real opportunity.
Today I’m talking to Jeff Polashuk with Compass. He’s the Sales Manager for multiple offices and over 400 real estate agents in Miami. On the show, I’m always quoting my favorite, Gary Vaynerchuk… he talks about clouds and dirt. When it comes to being an agent, and technology (technology being more relevant than ever), Jeff has the background and experience to give us real perspective and insight. Before Compass, he was with Zillow for over 4 years helping agents build their business with technology. Now he’s at Compass, the brokerage with hundreds of engineers building our technology and best known for technology. Today, we talk about how to leverage the direction of technology in residential real estate for your business.
Today I’m talking to Joe Belz with Compass in Naples, Florida. Joe consistently ranks in the top 3% of agents in the Naples area by the Naples Board of Realtors. For 10 consecutive years and counting, he has been announced by Gulf Shores Magazine as earning the 5 star real estate agent designation. He has more than 20 years of real estate experience including work as a developer as well as with Fortune 500 companies. It became clear in our interview that this guy thinks big. He attributes his success to running his business like a Fortune 500 company. Today, we talk about how he does it.
Today I’m talking to Elliot Koolik in Boca Raton, Florida with Compass. Elliot started his career with his father’s company and was in business for 30 years before his recent move to Compass. He’s an agent who has sold close to 1,000 homes and counting. He consistently ranks in the top 10 in his market of 9,000 agents. Elliot contributes his success to being present in his business and with his clients. Today we talk about how to do it.
Today I’m talking to Becky Frey, a top real estate agent in Dallas, Texas with Compass. She’s selling over $100,000,000, even $150,000,000 a year and has over the years created not just beautiful marketing but a marketing machine that has worked. Today, we talk about how.
Today I’m talking to Chris Kwon in Irvine, California with Compass. Chris is famous for his video marketing. It’s unique, catchy and has become famous. And it’s growing his business exponentially every year. We talk about how to position your marketing to brand and cultivate your business.
Today I’m talking with John Zimmerman in Forth Worth, Texas with Compass. John has been ranked the number one agent in Forth Worth for five years and running, #1 in the state and he’s among the top 1/2% of realtors nationwide. John says his success is because of the experience and results he’s able to bring clients with a strong team. Today, we talk about how he does it.
Today I’m talking with Jarrod Randolph, Real Estate Agent and Leader of the Gotham Advisory Team in New York City of Compass. Jarrod has been in real estate for 19 years. Over the years, he’s been recognized as Forbes 30 Under 30, The Reel Deal 35 and Under Rising Stars, he has consulted major developers throughout the United States and advised for family offices on their investment portfolios. He is now leading the launch of an ultra luxury, international, broker to broker, off market, online platform through his company, the Spoke Global. Today, we talk about how minor adjustments can create massive change for your business.
Back for a second interview after over a year and a half is Janie Coffey with Compass in Florida. She shares about Change: How to Know When and What.
Leonard Steinberg, Chief Evangelist of The Leonard Steinberg Team with Compass in New York City joins Jere for our 100th episode to share what it takes to be #1.
Jason O'Neil, President and COO of Century 21 Sheetz in Indianapolis, IN returns to the Jere Metcalf Podcast to share about success: it's not how, but who.
Gary and Michelle Dolch, top real estate agents in Austin, Texas with Compass Austin Luxury Group join Jere to share How to Dominate the Multi-Million Dollar Market.
Carol Best, top real estate agent with Compass in Chicago joins Jere on the podcast to share the simple key tools to win business and close even the most complex deals.