Charleston's Leading Producers Podcast

Jake

Real conversations with the highest-producing real estate agents and business leaders in the Charleston area. Hosted by Jake Cummings, this podcast goes beyond the surface-level advice. We dive into the real strategies, messy trial-and-error moments, and breakthrough insights that separate top producers from everyone else. Each episode breaks down what's actually working in today's market - from building a business that fits you to navigating shifts most agents aren't paying attention to. If you're a real estate professional looking to thrive, not just survive, this is for you. New episodes drop weekly.

  1. JAN 28

    The Four Pillars of Real Estate Content That Actually Converts | Mission First Media

    Send us a text Daniel and Laura Peal (@missionfirst_media) are the founders of Mission First Media, a Charleston-based content creation company specializing in real estate listing photos, drone video, 3D tours, social reels, and agent-branded content. Before launching their business, they spent six years serving internationally as missionaries in Costa Rica, Honduras, and Puerto Rico—where Daniel's passion for photography and media began as a way to capture stories and beauty across cultures. In this conversation, Daniel and Laura reveal: Why 39% of agent leads came from social media in 2025 (NAR study) and what that means for 2026The "Keep It REAL" content framework: Roots, Experience, Advice, LifestyleWhy agents who only post when they have a listing are invisible the rest of the timeThe exact iPhone settings you need to stop uploading blurry content (1080p, upload at highest quality, cross-posting)How to look confident on cameraWhy batch content creation (one full day per month) beats trying to post daily on the flyThis is a conversation on creating authentic, professional content that doesn't drain your time—and actually converts to clients. Follow Jake: @jakecummings_homeloans   About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing the work and getting the results.

    30 min

  2. JAN 21

    How Engagement Beats Followers Every Time: What Actually Moves the Needle in Marketing | Charlotte Berger

    Send us a text Charlotte Berger (@charlottebergerpr) is the founder of CBPR, a Charleston-based PR and marketing firm she launched in May 2020 after being let go during COVID. She's grown her team to 12, been named a 40 Under 40, Woman of Influence, and SC 500 winner. Charlotte has spent over a decade in PR, social media, and influencer marketing, representing hotels, restaurants, CPGs, and nonprofits across the Southeast. In this conversation, Charlotte reveals: How a follower count can be a vanity metric – and what actually matters for ROIHow she uses AI (ChatGPT and Claude) to streamline client work without losing the human touchThe hard truth about marketing: no amount of PR can fix a bad product or experienceWhy Facebook still drives more business than Instagram or TikTok for most industriesThis is a conversation about authentic marketing, building agency culture, and why real connections beat vanity metrics every single time. Follow Jake: @jakecummings_homeloans   Timestamps: 00:00 What CBPR Actually Does (It's More Than Social Media) 03:57 The First Step to Getting People to Engage With Your Content 07:45 Why You Don't Need to Be a Publicist to Pitch Journalists 09:30 How Charlotte Uses AI in 2026 (ChatGPT, Claude, and Otter) 13:20 The Hard Truth About Marketing No One Wants to Hear 16:45 Why Follower Count Is a Vanity Metric 19:10 Where to Start Your Branding Journey (Target Audience and Competitor Analysis) 22:30 Why Facebook Still Outperforms Instagram for Most Businesses 24:15 Building the Marketing Mavens: 30+ Women Agency Owners Supporting Each Other 27:50 The One Thing Charlotte Would Tell Her May 2020 Self About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing the work and getting the results.

    34 min

  3. JAN 14

    International Business Meets Charleston Real Estate: AI, Education, and Team Building | Sarita Kauffman & Eleanor McPherson

    Send us a text Sarita Kauffman (@thekauffmangroup) holds a degree in international business from Brazil and leads the Kauffman Group – a tight-knit, multilingual team that recently partnered with Better Homes and Gardens Real Estate in Summerville. Her team serves some of Charleston's most diverse client bases. In this conversation, Sarita reveals: Why agents who leave her team come back – and what that says about cultureHow her international business background shaped the way she structures her teamThe AI tools her team is building from scratch to eliminate 80-90% of agent busyworkThis is a conversation focused on team building, technology implementation, and creating a business where people actually want to work – not just collect a paycheck. Follow Jake: @jakecummings_homeloans  Connect with the Kaufman Group: Text 843-890-2545 Timestamps:  00:00 Building a Team Culture Agents Don't Want to Leave  03:30 International Business Meets Real Estate  06:45 Why the Kaufman Group Partnered with Better Homes and Gardens  09:20 Serving Charleston's Multilingual Community  12:50 What New Agents Actually Need to Succeed  16:15 The AI Strategy That Will Change Everything in 2026  20:40 Let Salespeople Sell: Eliminating Agent Burnout  24:30 Giving Back to the Community Through Schiffa Clinic  28:10 The Kaufman Group's Vision for 2026 About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing the work and getting the results.

    28 min

  4. JAN 7

    From $25 Million Government Contracts to Owning Valor & Vine: Why Discipline Beats Talent | Lauren Davis

    Send us a text Lauren Davis (@ldavisrealtor) is a United States Air Force Academy graduate who served as a lieutenant in Iraq negotiating multi-million dollar government contracts. She closed 32 deals her first full year in real estate, scaled to over $19 million in volume in 2025, and just launched her own brokerage – Valor & Vine Realty. In this conversation, Lauren reveals: How negotiating $25 million government contracts made her fearless in real estate negotiationsWhy she refused to use a transaction coordinator her first two years (and why new agents shouldn't either)The discipline and structure that separates top producers from everyone elseThis is real talk from an agent who started from complete scratch in a new market, sacrificed time to build momentum, and proved that military-level discipline applied to real estate creates unstoppable results. Follow Jake: @jakecummings_homeloans Email Lauren for more info about Valor & Vine Realty: lmdavisrealestate@gmail.com Timestamps: 00:00 From Military Contracts to Real Estate 03:45 How Discipline and Structure Drive Production 06:20 Closing 32 Deals Year One From Scratch 09:15 The Hardest Truth About Real Estate Success 14:30 Negotiating Government Contracts vs Real Estate Deals 18:10 Why New Agents Shouldn't Use Transaction Coordinators 22:35 Facebook Over Instagram: Where Real Business Comes From 26:50 The Offers That Sting (And Why They Still Happen) 31:15 Balancing Three Kids and Top Production 35:40 Launching Valor & Vine Realty in 2026 About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing the work and getting the results.

    26 min
  5. One Underutilized Strategy that Built Their $15M Business in 2025 | Courtney Kretly & Alicia Smith

    12/22/2025

    One Underutilized Strategy that Built Their $15M Business in 2025 | Courtney Kretly & Alicia Smith

    Send us a text Courtney Kretly (@courtneykretly) started her real estate career in 2021 and built a thriving YouTube-first business targeting buyers relocating to Charleston. Alicia Smith (@aliciasmithsc) joined her as a team partner in 2025, bringing a marketing director background from Summerville's Chamber of Commerce. Together they've created a powerhouse in @athomewithcourtneyandalicia. In this conversation, Courtney and Alicia reveal: why YouTube's long-form content converts better than any other platform they've testedhow their 55+ community comparison video exploded and built their entire relocation businesswhy they prioritize free marketing channels and value-driven content over paid lead sourcesThis is real talk from a team that refuses to cold call, built trust through content, and proves that grinding smart beats grinding hard - especially when you're balancing motherhood and top production.  Follow Jake: @jakecummings_homeloans Timestamps: 00:00 Why Courtney Chose YouTube as Her Primary Platform 03:15 The Power of Long-Form Video for Client Connection 06:42 How One 55+ Comparison Video Built Their Business 09:28 Meeting Through Nexton and Building a Team 12:05 The Value of Networking Groups Done Right 16:20 Underutilized Free Marketing Tools Realtors Ignore 20:35 Grinding Now Pays Off Three Months From Now 24:18 Balancing Motherhood and Top Production 27:45 Why Client-First Always Wins About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing 10, 15, even 20+ million in volume.

    32 min

  6. 12/09/2025

    Why Listening Matters More Than Talking | Mary Patterson

    Send us a text Mary Patterson (@marypattersoncharleston) spent 20 years building a nutrition and wellness business before transitioning to real estate. She intentionally chose a slower build - overlapping careers for two years while learning the fundamentals. Now she's a top producer at 32 South and stepping into a team lead role. In this conversation, Mary reveals: how reading body language and client psychology drives her successwhy she stayed on a team instead of going out on her own despite having her broker's licensehow digital marketing is evolving her listings strategyThis is real talk from an agent who knows the power of listening, understands that synergy beats solo production, and treats real estate like the teaching profession it actually is. Follow Jake: @jakecummings_homeloans 00:00 Introduction to Mary Patterson's Journey 03:03 Relocation and Its Impact on Real Estate 05:58 Understanding Client Psychology in Real Estate 08:40 Transitioning from Nutrition to Real Estate 11:14 Building a Real Estate Business 13:58 The Importance of Team Synergy 16:45 Navigating the Real Estate Market 19:16 The Role of Education in Client Relationships 22:05 Advice for New Agents 24:51 Leveraging Digital Marketing 27:14 Becoming a Team Lead at 32 South 28:56 Final Thoughts and Contact Information About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing 10, 15, even 20+ million in volume.

    32 min

  7. 12/02/2025

    You Can Do Hard Things | Kerri Fotta

    Send us a text Kerri Fotta's first visits to Charleston were to follow her daughter's surgeon from New York to MUSC. What started as a medical journey led to a move to our community and a top 1% producing real estate career in just three and a half years. She recently launched her own brokerage, The Firm, on King Street. In this conversation, Kerri reveals: how she built a client base from zero sphere of influencewhy 95% of her business is now referral-based and how she cultivates those relationshipsher philosophy on collaboration over competition and treating clients like familyThis is real talk from a top producer about turning personal challenges into professional fuel and doing real estate differently. Follow Kerri on Instagram here: @kerrisellscharleston And The Firm here: @thefirmrealestatecompany About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing 10, 15, even 20+ million in volume. Follow CLP: @charlestonsleadingproducers Follow Jake: @jakecummings_homeloans

    34 min

  8. 11/25/2025

    Surviving the Crash and Thriving for 20 Years | Brian Beatty

    Send us a text Brian Beatty started working in Charleston real estate at 21 years old in 2006. He survived the 2008 crash, has closed over 1,500 transactions and built multiple real estate businesses while maintaining his position as a top 1% producer since 2009. In this conversation, Brian reveals: his philosophy on deep market knowledgewhy he'd rather market his clients listings than himself (and why it generates more business)his strategy for hyper-targeted listing marketing that actually finds qualified buyersThis is real talk from a top producer about what actually works in today's market. About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing 10, 15, even 20+ million in volume.

    34 min
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About

Real conversations with the highest-producing real estate agents and business leaders in the Charleston area. Hosted by Jake Cummings, this podcast goes beyond the surface-level advice. We dive into the real strategies, messy trial-and-error moments, and breakthrough insights that separate top producers from everyone else. Each episode breaks down what's actually working in today's market - from building a business that fits you to navigating shifts most agents aren't paying attention to. If you're a real estate professional looking to thrive, not just survive, this is for you. New episodes drop weekly.

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