319. Steven Shane: How to Become and Remain a Top Luxury Broker (Round 3)

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.

• The Fountainhead – Ayn Rand   https://amzn.to/3XTzeNJA
A classic novel about architec

JereMetcalfPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

► YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Chapters

• 0:00 Welcome Back: Round 3 with Steven Shane
• 0:00 Final Takeaway
• 2:04 More Broker Licenses Than Drivers Licenses
• 2:59 How Steven Stays on Top
• 4:31 $25,000 Magazine Spread: Worth It?
• 7:23 Starting with Nothing: Outworking & Out-Creating
• 8:00 Outworking and outcreating your competitors
• 9:55 Creative Prospecting: Reaching the Right Wealth Network
• 12:46 Reach + Resonance: Making Content Stick
• 14:51 The Power of Perception & Environment
• 16:51 Competing with the Best
• 19:25 How Culture Puts Him Ahead of the Curve
• 20:03 Don't Fake It
• 21:19 The $100M Listing Negotiation: Listening
• 27:53 Creating “Shoulder-to-Shoulder” Client Trust
• 30:11 Winning Listings Without a Track Record
• 33:41 Why Being a Full-Time Pro is Now Non-Negotiable
• 37:31 What Makes Aspen Different from Anywhere Else
• 38:30 Business Summary: Reinvest to Grow
• 39:19 Steven's Greatest Strength & What Differentiates Him
• 41:18 Best Environment for Success
• 42:45 Books that Inspire Steven
• 47:39 MLK, Teddy Roosevelt & Real Estate Philosophy
• 48:54 Listening, Respect, and Long-Term Thinking
• 53:26 Steven's First Big Break
• 54:19 Final Takeaway