Back for Round 2 on the show, Brett Dickinson — the #1 REAL ESTATEagent in La Jolla.

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In his first conversation — episode 210, How to Break Records in Your Business — Jere and Brett talked about how to break “formerly undefiable price records.” 

In this episode, he’s sharing not just how he wins a masterpiece listing, but how he lands the opportunity, markets the property, and closes the transaction. 

If you’ve ever wanted a raw look behind the curtain at how the biggest listings are won — against the fiercest competitors — this is the episode.

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🎧 Listen in for insights on:
• How to compete and win luxury listings—against the fiercest competitors
• The role of time and timing in high-stakes negotiations
• Marketing is not just a checklist
• Why pricing is a marketing tool, not just valuation
• How Brett landed more articles for his listing than Marilyn Monroe's home
• The gatekeeper
• Identifying and qualifying buyers
• The mindset shift from commission-driven to client-driven service
 

🔑 Top Takeaways
• “Play a winning game.” Don't just show up—study the competition, set the table, and deliver better.
• Gatekeepers matter more than titles. They shape who gets in the room and what happens next.
• Don’t chase comps—create context. Brett convinces buyers by shaping the story, not citing price per foot.
• Defend your value. Discounting your commission tells the client you don’t believe in your worth.
• Strategic timing wins deals. The right message delivered at the right moment can be the deciding factor.
• Marketing isn’t optional—it’s the investment. Custom branding, PR strategy, and storytelling made Sandcastle iconic.
• Integrity creates long-term wins. A lost deal due to honesty led to future loyalty and new clients.
• You don’t have to be famous—just to the right people. Brett’s wife helped him understand the power of positioning.

🎙️ Sound Bites
“I got him a big bottle of ‘Shut the F*** Up’—because knowing when to stop talking is a power move.”
“It's not about playing the commission game. That’s the wrong game.”
“Set the table.”
“You never know what a buyer or seller is going to do—until they do.”
“You want to be very famous to a small group of people.”
“People don’t buy square footage.”
“Enjoy the journey”​​​​​​​​​​​​​​​​​​​​