
How to
Become and Remain
A Top Luxury Broker
e319
Top 3 Broker in Aspen, Colorado, Steven Shane is currently ranked the #1 Compass Aspen Broker. In 2022, Steven Shane was ranked #1 in Aspen, #1 in Colorado, and #4 Compass Broker nationally. The Wall Street Journal ranked Shane 28th in the country in sales volume in 2023.
In episode 319, Steven shares insights into the competitive Aspen real estate market. He discusses strategies for success, including creative marketing approaches, the importance of building relationships, and effective negotiation techniques. Shane emphasizes the need for authenticity and understanding clients' perspectives to maintain a competitive edge in luxury real estate. In this conversation, Steven Shane discusses the intricacies of the Aspen real estate market, emphasizing the importance of building relationships, understanding client needs, and investing in oneself and one's business. He highlights the unique cultural aspects of Aspen that attract buyers and the significance of empathy in real estate transactions. Shane also shares insights on influential books that have shaped his perspective and the importance of maintaining a long-term vision in business.
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.
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Consistently in the Top 3 brokers in Aspen, Colorado
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The #1 Compass broker in Aspen
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The #4 Compass broker nationwide
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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:
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Staying at the top in the most competitive markets
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Building authentic client relationships
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Marketing and messaging that converts
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Leveraging empathy as a business advantage
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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."
⏱️ 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
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
19:12– Don't Fake It
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
40:27 – Best Environment for Success
41:36 – Books that Inspire Steven4
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
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The Nightingale – Kristin Hannah https://amzn.to/3E4bEHr
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Historical fiction set in WWII France, featuring strong female protagonists and themes of resilience.
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The Women – Kristin Hannah https://amzn.to/4lFKY0y
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A recent release about American women serving as nurses during the Vietnam War. Also centers around powerful, layered female characters.
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The Great Alone – Kristin Hannah https://amzn.to/4cCQrB1
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A gripping story of survival and family dynamics set in the Alaskan wilderness.
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Shadow of the Wind – Carlos Ruiz Zafón https://amzn.to/4iuvKc1
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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
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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
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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.
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Pat Conroy - The Prince of Tides (1986) https://amzn.to/43II44y
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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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This podcast is where real estate agents across the country to come together sharing ideas to take your there and our businesses to the next level.
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