320. Brett Dickinson: How To Land, Market, And Sell A Masterpiece Property (round 2) Top Real Estate Agents Tell How They Do It: Jere Metcalf podcast

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320. Brett Dickinson: How to Land, Market, and Sell a Masterpiece Property (round 2)

6d ago 55:09

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Brett Dickinson | How to Land, Market, and Sell a Masterpiece Property (Round 2)

The #1 Real Estate Agent in La Jolla
Brett has broken multiple sales records, including the two largest residential deals ever recorded in La Jolla’s history — one in the Shores and the other in the Country Club — as well as the highest sales ever on the waterfronts of Bird Rock and Point Loma.

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.
🎧 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”
📖 Books and authors mentioned

Positioning by Al Ries and Jack Trout

Good to Great by Jim Collins

Blink by Malcolm Gladwell

Thinking, Fast and Slow by Daniel Kahneman

Pitch Anything by Oren Klaff
Also mentioned
Lex Fridman Podcast #399
Jared Kushner: Israel, Palestine, Hamas, Gaza, Iran, and the Middle East

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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

1. 320. Brett Dickinson: How to Land, Market, and Sell a Masterpiece Property (round 2) (00:00:00)

2. From Tennis Pro to Top Agent (00:01:26)

3. Tennis Strategy Meets Real Estate Strategy (00:03:40)

4. Pricing and Marketing (00:06:24)

5. The Pricing Conversation at the Listing Appointment (00:08:12)

6. Case Study: The Sandcastle Listing ($108M) (00:09:51)

7. Never Underestimate the Gatekeeper (00:12:27)

8. Competing Against the Best: The Listing Interview Breakdown  (00:14:25)

9. PR Wins 225 Free Organic Articles... 2x Marily Monroe’s home (00:17:38)

10. The Power of a Strong Partnership (00:18:12)

11. Handling Multiple Interviews and Commission Conversations  (00:21:04)

12. Play the Winning Game (00:24:46)

13. ‘Setting the Table’ to Win (00:25:28)

14. Relatability and Holding the Frame (00:26:19)

15. Time and Timing (00:30:01)

16. Custom Branding & PR Strategy for Listings  (00:33:40)

17. Pricing as a Marketing Tool (00:35:33)

18. Strategic Marketing Isn’t Just for $100M Listings  (00:35:51)

19. Identifying and Qualifying Buyers (00:37:06)

20. Keeping Perspective and Enjoying the Journey  (00:40:30)

21. Looking Out for Clients (00:43:47)

22. Navigating Emotions from Breaking to Making the Deal (00:46:40)

23. Brett’s Greatest Resource for Success (00:48:37)

24. Books that shifted Brett’s understanding of selling real estate  (00:50:56)

25. If You Remember One Thing... (00:52:21)

319 episodes

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