What if one of the country’s top real estate agents told you he doesn’t use a CRM? That’s exactly what Jonathan Stein says.
In this episode of Real Estate Insiders Unfiltered, James Dwiggins sits down with Stein of Douglas Elliman to unpack the philosophy that’s helped him build one of New York City’s top real estate businesses, including recently representing a $27 million sale.
Stein’s story is anything but conventional. Before becoming a real estate agent, he worked in private equity, spent a year touring North America as a rock band’s tour manager, waited tables while building his business and slowly earned the trust of clients through authentic relationships instead of automated follow-up systems.
Throughout the conversation, Stein explains why he still doesn’t rely on a CRM to maintain client relationships, how genuine curiosity creates stronger referrals than scripted follow-up campaigns and why being remembered as “the nicest guy in the business” has been more valuable than any marketing strategy.
They also discuss luxury real estate, private listings, AI, resilience and the mindset required to survive one of the toughest industries in the world.
Highlights
The conversation also explores:
- Why Stein doesn’t use a CRM
- Building relationships instead of chasing transactions
- The reality of breaking into New York luxury real estate
- Private listings in the luxury market
- Why happiness matters more than being right
If you’re looking for a reminder that relationships still outperform technology, this episode is packed with practical wisdom from someone who’s built an elite business by simply treating people well.
Connect with Jonathan Stein on LinkedIn, Instagram, Facebook and online at elliman.com.
Real Estate Insiders Unfiltered is now exclusively on Inman. Tune in for agent- and team-focused content on Mondays and leadership interviews on Wednesdays each week. Listen on Apple or Spotify.
James Dwiggins is the president of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
Keith Robinson is the president of strategy at NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
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The views and opinions expressed on Real Estate Insiders Unfiltered are those of the hosts and guests in their personal capacities and do not necessarily reflect the views or positions of AGNT, Inc., eXp Realty, LLC, NextHome, Inc., or any of their respective affiliates, subsidiaries, officers, or directors.
