Summary
In this live-recorded episode of The Blueprint Tour from the 2024 CREI Summit in Atlanta, hosts Kenneth Shultz and Carter Huddleston sit down with Jere Metcalf, a longtime luxury real estate agent with Sotheby’s International Realty turned consultant and podcast host. Known for Top Real Estate Agents Tell How They Do It, Jere brings a unique perspective on how lessons from luxury residential brokerage translate into the world of commercial real estate, construction, and engineering.
The conversation explores the intersection of zoning knowledge, site planning, brokerage strategy, and engineering insights—and how they can reveal hidden opportunities in deals. Jere shares how early collaboration between brokers and engineers reduces risk, accelerates timelines, and makes projects more profitable.
Along the way, the trio dives into the realities of cold calling, Jere’s “6-2-7” framework for building stronger client relationships, and why going for the no often opens bigger doors. They also swap stories on flipping land, navigating zoning codes, and how knowing the right engineers can turn six months of waiting into two weeks of progress.
It’s a candid and practical discussion that bridges luxury brokerage, commercial engineering, and deal-making strategy—perfect for brokers, developers, engineers, and anyone curious about uncovering the hidden wins in real estate.
Keywords
CREI Summit, commercial real estate, Jere Metcalf, Sotheby’s International Realty, luxury real estate, brokerage strategy, zoning, site planning, engineering insights, land deals, deal flow, early collaboration, MEP engineering, cold calling, sales strategy, relationship building, real estate consulting, real estate podcasting, CRE community, real estate development
Takeaways
Early collaboration between brokers and engineers can drastically cut timelines and reduce risk.
Zoning and site planning knowledge uncover hidden opportunities that make deals more profitable.
Jere’s 6-2-7 framework helps professionals structure calls and conversations for trust, not just transactions.
Cold calling with curiosity is more effective than scripts or hard pitches.
Engineers’ insights into costs (like HVAC) can make or break underwriting before a deal closes.
Brokers who understand zoning and engineering can position themselves as indispensable deal-makers.
Real estate success comes from solving problems clients don’t even realize they have yet.
Sound Bites
“Going for the no is often the fastest way to get to the yes.” – Jere Metcalf
“The best time to get in on a deal is way before it ever happens.” – Jere Metcalf
“Your zoning knowledge tells you where you can do it. Engineering tells you how you can do it.” – Carter Huddleston
“If I can get a site plan done in two weeks instead of six months, I just unlocked the deal.” – Jere Metcalf
“Cold calling isn’t about pitching—it’s about solving a problem nobody else can.” – Jere Metcalf
Chapters
Welcome and CREI Summit Intro
Meet Jere Metcalf: From Luxury Brokerage to Consulting
The Blueprint Tour’s Seasons and Focus Shifts
Why Brokerage and Engineering Are More Connected Than You Think
Hidden Opportunities in Zoning and Site Plans
Cold Calling, Curiosity, and the 6-2-7 Framework
Flipping Land and Understanding Assemblage Deals
Engineers as Early Collaborators in Real Estate
Solving Problems Before Clients Know They Exist
Key Lessons Brokers Can Learn from Engineering
Final Thoughts and Where to Find Jere
Where to Find Jere Metcalf
Twitter . LinkedIn · BreakthroughLuxury.com · The Jere Metcalf Podcast
Where to Find The Blueprint Tour
YouTube · TikTok · TheBPTour.com · Kenneth Shultz (Host) · Carter Huddleston (Host)
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