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

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🔑 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

 

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🎙️ 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."

 

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⏱️ Chapters – Timestamped Show Notes

 

00:00 – Welcome Back: Round 3 with Steven Shane

 

01:13 – More Broker Licenses Than Drivers Licenses

 

02:08 – How Steven Stays on Top

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03:40 – $25,000 Magazine Spread: Worth It?

 

06:32 – Starting with Nothing: Outworking & Out-Creating

 

07:09 – Outworking and outcreating your competitors

 

09:04 – Creative Prospecting: Reaching the Right Wealth Network

 

11:55 – Reach + Resonance: Making Content Stick

 

13:40 – The Power of Perception & Environment

 

16:00 – Competing with the Best

 

18:16 – How Culture Puts Him Ahead of the Curve

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19:12– Don't Fake It

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20:28 – The $100M Listing Negotiation: Listening

 

27:02 – Creating “Shoulder-to-Shoulder” Client Trust

 

29:20 – Winning Listings Without a Track Record

 

32:50 – Why Being a Full-Time Pro is Now Non-Negotiable

 

36:40 – What Makes Aspen Different from Anywhere Else

 

37:29 – Business Summary: Reinvest to Grow

 

38:28 – Steven's Greatest Strength & What Differentiates Him

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40:27 – Best Environment for Success

 

41:36 – Books that Inspire Steven4

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47:03 – Listening, Respect, and Long-Term Thinking

 

48:38 – MLK, Teddy Roosevelt & Real Estate Philosophy

 

52:35 – Steven's First Big Break

 

53:28 – Final Takeaway

 

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.
     

• The Great Alone – Kristin Hannah   https://amzn.to/4cCQrB1

  • A gripping story of survival and family dynamics set in the Alaskan wilderness.
     

• Shadow of the Wind – Carlos Ruiz Zafón   https://amzn.to/4iuvKc1

  • Originally written in Spanish; a literary thriller about a boy who discovers a mysterious book in post–civil war Barcelona. Steven admired its rich characters and emotional depth.

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• The Fountainhead – Ayn Rand   https://amzn.to/3XTzeNJ

  • A classic novel about architecture, individuality, and integrity. Steven referenced it for its strong characters and philosophical weight.

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• Boys in the Boat – Daniel James Brown   https://amzn.to/4lrSrA5

  • Mentioned briefly by theme, this nonfiction book follows a working-class rowing team competing in the 1936 Berlin Olympics—about grit, perseverance, and underdog triumphs.
     

• Pat Conroy - The Prince of Tides (1986) https://amzn.to/43II44y

  • ​a sweeping Southern family drama that was later adapted into an Oscar-nominated film starring Barbra Streisand and Nick Nolte. 

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The Jere Metcalf Podcast brings you exclusive interviews with the most successful names in luxury real estate—revealing how they built their business and what it takes to thrive at the top.

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