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Where top real estate agents tell how they do it, this podcast is where real estate agents across the country to come together sharing ideas to take our business to the next level.
Powered by BreakthroughLuxury Coaching.
All show-notes, resources and offers at JereMetcalfPodcast.com.
Where top real estate agents tell how they do it, this podcast is where real estate agents across the country to come together sharing ideas to take our business to the next level.
Powered by BreakthroughLuxury Coaching.
All show-notes, resources and offers at JereMetcalfPodcast.com.
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Recent Hosts, Guests & Topics
Here's a quick summary of the last 2 episodes on Top Real Estate Agents Tell How They Do It: Jere Metcalf Podcast.
Hosts
Jere Metcalf
Previous Guests
Steven Shane
Steven Shane is a highly accomplished luxury real estate broker known for his exceptional performance in the competitive Aspen, Colorado market. He has consistently ranked among the top brokers in Aspen, being recognized as the #1 Compass broker in the area and the #4 Compass broker nationwide. His accolades include being named year after year among the Top 100 agents in the country by The Wall Street Journal. Steven is celebrated for his insights into maintaining success in luxury real estate, focusing on building authentic client relationships and leveraging empathy as a business advantage.
Steven Shane is a highly accomplished luxury real estate broker known for his exceptional performance in the competitive Aspen, Colorado market. He has consistently ranked among the top brokers in Aspen, being recognized as the #1 Compass broker in the area and the #4 Compass broker nationwide. His accolades include being named year after year among the Top 100 agents in the country by The Wall Street Journal. Steven is celebrated for his insights into maintaining success in luxury real estate, focusing on building authentic client relationships and leveraging empathy as a business advantage.
Hilary Farnum-Fasth
Hilary Farnum-Fasth is the founder of Corcoran Reverie and a top real estate agent on 30A, known for her exceptional success in luxury real estate. With over $3 billion in personal closed sales, she has established herself as a leader in the industry. Hilary launched and closed the WaterColor development, which includes over 1,000 oceanfront homes. Her approach emphasizes creating world-class client experiences, building lifetime relationships, and integrating lifestyle and financial strategies into her real estate practice.
Hilary Farnum-Fasth is the founder of Corcoran Reverie and a top real estate agent on 30A, known for her exceptional success in luxury real estate. With over $3 billion in personal closed sales, she has established herself as a leader in the industry. Hilary launched and closed the WaterColor development, which includes over 1,000 oceanfront homes. Her approach emphasizes creating world-class client experiences, building lifetime relationships, and integrating lifestyle and financial strategies into her real estate practice.
Topics Discussed
luxury real estate
top brokers
client relationships
marketing
empathy
Aspen market
long-term vision
client experiences
real estate
financial strategy
lifestyle selling
client care
lifetime client relationships
high-stakes career
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Episodes
Here's the recent few episodes on Top Real Estate Agents Tell How They Do It: Jere Metcalf Podcast.
0:0055:52
319. Steven Shane: How to Become and Remain a Top Luxury Broker (Round 3)
Hosts
Hosts of this podcast episode
Jere Metcalf
Guests
Guests of this podcast episode
Steven Shane
Keywords
Keywords of this podcast episode
luxury real estatetop brokersclient relationshipsmarketingempathyAspen marketlong-term vision
Jere Metcalf Podcast – Episode 319
Steven Shane | How to Become and Remain a Top Luxury Broker (Round 3) Back for Round 3, Steven Shane is one of the most accomplished and respected names in luxury real estate.
Consistently in the Top 3 brokers in Aspen, Colorado The #1 Compass broker in Aspen The #4 Compass broker nationwide
Named year after year among the Top 100 agents in the country by The Wall Street Journal
Steven first joined us in Episode 152: How to Become and Be the Top Real Estate Agent for the High-Net-Worth Client. In Round 2, Episode 306, we explored How to Be the Top Agent in the Highest Price Points in Luxury. And now in Episode 319, we take it a step further: How to Stay the Top Real Estate Agent in Luxury.
🎧 Listen in for insights on: • Staying at the top in the most competitive markets • Building authentic client relationships • Marketing and messaging that converts • Leveraging empathy as a business advantage • Reinvesting in your brand for sustained success
🔑 Top Takeaways • Success is relative—and earned • Reinvesting in your business pays off • Creativity and hustle win • Messaging + reach = marketing impact • Listening is your best negotiation tool • The Aspen market is unlike any other • Empathy isn’t just personal—it’s professional • Long-term vision matters more than ever • Comparison is the thief of joy
🎙️ Sound Bites "Success is relative." "Outwork your competitors and be more creative." "Be yourself. Be a good person." "Our business success is based on empathy." "You have to love what you do." "You need long-term vision in real estate." "The way you know how to speak to someone is to listen." "The single greatest thing you can do with a client is to have them understand that we are in it together."
📖 Books and authors mentioned
• The Nightingale – Kristin Hannah https://amzn.to/3E4bEHr Historical fiction set in WWII France, featuring strong female protagonists and themes of resilience.
• The Women – Kristin Hannah https://amzn.to/4lFKY0y A recent release about American women serving as nurses during the Vietnam War. Also centers around powerful, layered female characters.
Steven Shane | How to Become and Remain a Top Luxury Broker (Round 3) Back for Round 3, Steven Shane is one of the most accomplished and respected names in luxury real estate.
Consistently in the Top 3 brokers in Aspen, Colorado The #1 Compass broker in Aspen The #4 Compass broker nationwide
Named year after year among the Top 100 agents in the country by The Wall Street Journal
Steven first joined us in Episode 152: How to Become and Be the Top Real Estate Agent for the High-Net-Worth Client. In Round 2, Episode 306, we explored How to Be the Top Agent in the Highest Price Points in Luxury. And now in Episode 319, we take it a step further: How to Stay the Top Real Estate Agent in Luxury.
🎧 Listen in for insights on: • Staying at the top in the most competitive markets • Building authentic client relationships • Marketing and messaging that converts • Leveraging empathy as a business advantage • Reinvesting in your brand for sustained success
🔑 Top Takeaways • Success is relative—and earned • Reinvesting in your business pays off • Creativity and hustle win • Messaging + reach = marketing impact • Listening is your best negotiation tool • The Aspen market is unlike any other • Empathy isn’t just personal—it’s professional • Long-term vision matters more than ever • Comparison is the thief of joy
🎙️ Sound Bites "Success is relative." "Outwork your competitors and be more creative." "Be yourself. Be a good person." "Our business success is based on empathy." "You have to love what you do." "You need long-term vision in real estate." "The way you know how to speak to someone is to listen." "The single greatest thing you can do with a client is to have them understand that we are in it together."
📖 Books and authors mentioned
• The Nightingale – Kristin Hannah https://amzn.to/3E4bEHr Historical fiction set in WWII France, featuring strong female protagonists and themes of resilience.
• The Women – Kristin Hannah https://amzn.to/4lFKY0y A recent release about American women serving as nurses during the Vietnam War. Also centers around powerful, layered female characters.
318. Hilary Farnum-Fasth - How to Create the Client Experiences that Makes Your Business Unstoppable
Hosts
Hosts of this podcast episode
Jere Metcalf
Guests
Guests of this podcast episode
Hilary Farnum-Fasth
Keywords
Keywords of this podcast episode
client experiencesreal estateluxury real estatefinancial strategylifestyle sellingclient carelifetime client relationshipshigh-stakes career
What does it really take to build $3+ billion in sales and a multibillion-dollar real estate business? Hillary Farnum-Fasth—founder of Corcoran Reverie and top agent on 30A—joins Jere Metcalf to share her journey and the subtle art of creating world-class client experiences.
This episode is a masterclass in client care, lifestyle selling, financial strategy, and staying grounded in a high-stakes, high-volume career.
--
From to top agent selling three billion dollars in real estate to founder and owner of top brokerage, Corcoran Reverie, Hilary Farnum-Fasth is unstoppable in luxury real estate.
Her successes include:
Over 3,000,000,000 in personal closed sales
Launched and Closed WaterColor (1,000+ home oceanfront development)
Founder and Broker Owner of Corcoran Reverie
--
Interview Highlights:
The billion-dollar habit top agents overlook
How to build lifetime client relationships in a second-home market
Why answering your phone is more powerful than you think
The 3 pillars of a world-class client experience
How luxury agents can offer more than real estate—lifestyle, service & financial strategy
The story that forever changed how Hillary shows property
Timestamps:
00:00– Intro
00:44The Billion-Dollar Mindset
01:59 – Why Relationships with Agents Matter
03:38– Lifetime Clients: The Long Game
05:24 – Making Connections in Second-Home Markets
07: 36– The Holiday Surprise That Mattered Most
09:10– When Hillary Gave a Client Her Car
10:47– Passion That Never Burns Out
12:40– Let Them Experience the Lifestyle Before You Sell
14:49– Family, Faith, and Resilience
17:11– Optimism Without Denial
19:40– Setting Expectations with Grace
21:49– Navigating Inspections
22:04 – Cameo Appearance: Meet Hattie ;)
24:03 – The 3 Core Elements of Client Experience
28:46– The View That Changed Her Forever
31:00– Hillary’s Must-Read Book: Let Them
31:29– Lessons from Ritz-Carlton and Disney Mentorship
32:26– Biggest Lesson in Creating Impactful Client Experiences
32:57– Mic Drop Advice: Stay Positive. Take Risks.
Memorable Quotes:
“You can’t fake having a passion to help people. You can for a little while—but not for a career.”
“If my clients ever have to pick up the phone and call, I’ve failed them.”
“It’s not about what you see. It’s about what your client sees.”
“Luxury is service. It’s subtle. It’s not loud. The more subtle the experience, the more impactful it is.”
“I want them to fall in love. Not with the house they think they want—but with how they actually want to live.”
“You have to show them the lifestyle before you show them the house.”
“If you leave out the financial piece, you’ve failed them—even if everything else is perfect.”
“Stay positive. Take risks.”
“I answer my phone—even when it says ‘spam.’ Because that’s how you sell billions in real estate.”
“Real estate is not easy. But I always believe there’s a solution. You could drop me anywhere, and I’d figure it out.
What does it really take to build $3+ billion in sales and a multibillion-dollar real estate business? Hillary Farnum-Fasth—founder of Corcoran Reverie and top agent on 30A—joins Jere Metcalf to share her journey and the subtle art of creating world-class client experiences.
This episode is a masterclass in client care, lifestyle selling, financial strategy, and staying grounded in a high-stakes, high-volume career.
--
From to top agent selling three billion dollars in real estate to founder and owner of top brokerage, Corcoran Reverie, Hilary Farnum-Fasth is unstoppable in luxury real estate.
Her successes include:
Over 3,000,000,000 in personal closed sales
Launched and Closed WaterColor (1,000+ home oceanfront development)
Founder and Broker Owner of Corcoran Reverie
--
Interview Highlights:
The billion-dollar habit top agents overlook
How to build lifetime client relationships in a second-home market
Why answering your phone is more powerful than you think
The 3 pillars of a world-class client experience
How luxury agents can offer more than real estate—lifestyle, service & financial strategy
The story that forever changed how Hillary shows property
Timestamps:
00:00– Intro
00:44The Billion-Dollar Mindset
01:59 – Why Relationships with Agents Matter
03:38– Lifetime Clients: The Long Game
05:24 – Making Connections in Second-Home Markets
07: 36– The Holiday Surprise That Mattered Most
09:10– When Hillary Gave a Client Her Car
10:47– Passion That Never Burns Out
12:40– Let Them Experience the Lifestyle Before You Sell
14:49– Family, Faith, and Resilience
17:11– Optimism Without Denial
19:40– Setting Expectations with Grace
21:49– Navigating Inspections
22:04 – Cameo Appearance: Meet Hattie ;)
24:03 – The 3 Core Elements of Client Experience
28:46– The View That Changed Her Forever
31:00– Hillary’s Must-Read Book: Let Them
31:29– Lessons from Ritz-Carlton and Disney Mentorship
32:26– Biggest Lesson in Creating Impactful Client Experiences
32:57– Mic Drop Advice: Stay Positive. Take Risks.
Memorable Quotes:
“You can’t fake having a passion to help people. You can for a little while—but not for a career.”
“If my clients ever have to pick up the phone and call, I’ve failed them.”
“It’s not about what you see. It’s about what your client sees.”
“Luxury is service. It’s subtle. It’s not loud. The more subtle the experience, the more impactful it is.”
“I want them to fall in love. Not with the house they think they want—but with how they actually want to live.”
“You have to show them the lifestyle before you show them the house.”
“If you leave out the financial piece, you’ve failed them—even if everything else is perfect.”
“Stay positive. Take risks.”
“I answer my phone—even when it says ‘spam.’ Because that’s how you sell billions in real estate.”
“Real estate is not easy. But I always believe there’s a solution. You could drop me anywhere, and I’d figure it out.
