Charleston's Leading Producers

Jake
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What does it really take to build a successful business? Charleston's Leading Producers goes behind the scenes with some of the Charleston area's top real estate agents, entrepreneurs, and business leaders. Hosted by Jake Cummings, each conversation explores the decisions, challenges, strategies, and lessons that shape successful businesses. No generic advice or polished success stories. Just honest conversations about what's working, what isn't, and what it takes to keep growing. From navigating a changing real estate market to building relationships, leading teams, and creating a business that lasts, you'll hear practical insights from people doing the work. Real conversations. Proven strategies. Lessons worth sharing.

  1. 3d ago

    #38 What realtors get wrong about home inspections | Kris Ferranti

    Send us Fan Mail A long inspection report doesn't necessarily mean a bad house. And a brand-new home doesn't always mean a problem-free one. Kris Ferranti, owner of Southern Property Inspections, joins Charleston's Leading Producers to break down what realtors should actually know about the home inspection process. We get into the repairs that matter most, what inspectors can and can't tell buyers, and why the way we communicate inspection findings can make or break a buyer's confidence. Kris also shares some of the issues he's seeing in Charleston-area new construction — including cracked concrete, improperly installed tile, and things buyers might never think to check. Plus, we talk about how his background as a teacher shapes his approach to educating agents and homeowners. If you're a realtor looking to better prepare your buyers, manage expectations, and navigate the inspection process with more confidence, this one's worth a listen. Connect with Kris: Southern Property Inspections @kris.ferranti southernpropertyinspections.com Hosted by Jake Cummings Instagram: @jakecummings_homeloans

  2. Oct 29

    #37 Trust Before Transactions and Building Better Client Relationships | Rachel Austin

    Send us Fan Mail What happens when you stop rushing buyers through the process and start teaching them how to make better decisions? On this returning episode of Charleston's Leading Producers, Jake Cummings sits down with Rachel Austin of Weichert Lifestyle Real Estate to revisit her educator mindset and explore how it shapes the way she works with buyers and sellers in today's Charleston market. A former teacher, Rachel believes clients make better decisions when they understand the process before they're under pressure to act. From first-time buyers navigating payments and seller concessions to difficult seller conversations and buyer-agency agreements, she shares how preparation, transparency, and trust can make real estate transactions smoother for everyone involved. Rachel also explains why open houses remain a valuable source of business, why some buyers are gravitating toward established neighborhoods, and why the work agents do today often determines the business they'll see months from now. In this episode: Why first-time buyers need education before they start touring homesHow to explain payments, closing costs, and seller concessions before an offer is on the tableWhy trust matters more than paperwork when building client relationshipsHow to navigate difficult seller conversations without losing sight of the bigger pictureRachel's approach to open houses and buyer-agency agreementsWhy consistent prospecting today sets up your business for next yearConnect with Rachel Austin: Rachel Austin | Weichert Lifestyle Real Estate, Mount Pleasant, SC Instagram: Charleston Homes with Rachel (CHS) Connect with Jake: Instagram: @jakecummings_homeloans Charleston's Leading Producers documents the people building Charleston through the lessons, systems, and relationships behind their businesses. Education over sales. Systems that work. Relationships that last.

  3. Oct 27

    #36 The House Isn't the Hard Part: Helping Buyers Make Better Decisions | Courtney Davis

    Send us Fan Mail What if finding the right house is only half the job? On this returning episode of Charleston's Leading Producers, Jake Cummings sits down with Courtney Davis of Carolina One Real Estate to discuss how she helps buyers and sellers make better decisions in an unpredictable Charleston-area market. From evaluating commute times and lifestyle to comparing new construction with resale homes, Courtney explains why the best real estate decisions start with conversations about the future — not just the property someone wants to buy today. She also shares how she navigates resale listings competing against builder incentives, why she continues reaching out to top-producing agents for advice, and how maintaining a daily routine helps her stay consistent through difficult seasons in business. In this episode: Why buyers should evaluate lifestyle and commute before choosing a houseHow Courtney structures new-construction and resale tours to help buyers compare their optionsThe hidden costs buyers can overlook when purchasing a new-construction homeHow to explain market value, days on market, and realistic offer expectationsCompeting against builder incentives when selling a resale propertyHow newer agents can learn from experienced top producersWhy consistency and daily habits matter when business slowsHow to think beyond today's mortgage payment and plan for what life might bring nextConnect with Courtney Davis: Courtney Davis | Carolina One Real Estate Instagram: @courtneydavisrealtor.chs Connect with Jake: Instagram: @jakecummings_homeloans Charleston's Leading Producers documents the people building Charleston through the lessons, systems, and relationships behind their businesses. Education over sales. Systems that work. Relationships that last.

  4. Oct 13

    #35 Showing Up As Yourself | Kortney Oden

    Send us Fan Mail What happens when you stop chasing success and start focusing on the people you serve? On this episode of Charleston’s Leading Producers, Jake sits down with Realtor Kortney Oden to talk about building a real estate business around relationships, authenticity, and advocating for clients. Kortney shares how a difficult season in her family’s life pushed her toward real estate—and how she went from selling 12 homes in her first full year to 22 in her second, with a goal of roughly 33 in her third. They discuss why Charleston isn't one single real estate market, why agents need to understand the neighborhoods they serve instead of relying on headlines, and how Kortney’s decision to be unapologetically herself has helped her build stronger client relationships. The conversation also gets into client advocacy, negotiating with builders, setting expectations, and balancing a demanding real estate career with raising three kids. In this episode: Why relationships matter more than chasing productionHow local market knowledge creates confidenceWhat it means to be a true advocate for your clientsWhy you need to let clients make their own decisionsHow to set expectations around family and availabilityKortney’s journey from financial hardship to a growing real estate businessCharleston’s Leading Producers is about the people building businesses in our market—and the decisions, systems, and relationships behind their success. Connect with Kortney Oden: @kortneyoden.realtor Follow Jake: @jakecummings_homeloans Education over sales. Systems that work. Relationships that last.

  5. Oct 8

    #34 Stop telling clients what to do...educate them instead | Chandler Townsend

    Send us Fan Mail What’s actually happening in the Charleston real estate market right now? Jake sits down with Realtor and team leader Chandler Townsend (@ctownsells) for a wide-ranging conversation about the Charleston market, buyer leverage, negotiating, content creation, and what it really means to educate your clients. Chandler breaks down the latest market data, including inventory, absorption rate, home prices, and days on market—and explains why the headlines don't always tell the full story. They also talk about why buyers shouldn't simply try to “get a deal,” why list price isn't the same thing as market value, and why great Realtors don't tell their clients what to do—they give them the information and clarity to make the right decision themselves. Plus, Chandler shares how his Low Country Lowdown podcast has helped him connect with local business owners, create better content, and build relationships throughout the Charleston community. A conversation about real estate, business, marketing, and the importance of helping people make better decisions. Follow Jake: @jakecummings_homeloans

  6. Sep 14

    #33 | Nicole Musap

    Send us Fan Mail Nicole Musap — @twomaidssummerville Owner, Two Maids of Summerville After sending out 70+ job applications and landing just one interview, Nicole Musap made the decision to stop chasing a job market that wasn't working for her and build something of her own. Today she runs a thriving residential cleaning company serving Summerville and the greater Charleston area — built while raising three kids as a single mom. In this conversation, Nicole reveals: Why 70+ job applications and one interview convinced her to stop job-hunting for goodHow a divorce and a near-constant grind of "used and used and used" led her to set concrete boundaries in businessWhy she believes "a clean home creates room for God to move" — and what that actually means day to dayWhat clutter really does to your mental health, beyond the obviousThe moment prayer changed the course of a health scare during pregnancyWhy hiring, training, and leading a cleaning team is one of the hardest parts of the businessThe single mindset shift — "put God first" — that she says changed everything in six monthsHer advice to the version of herself who was terrified and out of optionsThis is a real, unfiltered conversation about rebuilding after setback — divorce, job loss, burnout — and what it actually takes to trust yourself enough to start over. 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.

  7. Sep 9

    #32 | Emily Frazier

    Send us Fan Mail Emily Frazier (@emilyfrazierfitness, @emilyyourchsrealtor) is a real estate agent with the Southern Roots property team at Coldwell Banker, specializing in military relocation, first-time buyers, and new construction. She got licensed at the end of 2023 and closed her first client the following month — all while running a full schedule as the master trainer for HYLO Fitness. This conversation is proof that you don't have to pick one lane to build something great. In this conversation, Emily reveals: Why she thinks a little bit of luck and a lot of preparation both played a role in her fast startHow her fitness coaching background trained her to dig deeper into what clients are really askingWhat most agents get wrong about VA loans and military relocation transactionsWhy "pick one lane" is advice she'd never follow — and what she built insteadThe old-school follow-up habit she says separates agents who thrive from agents who stall outHow she time-blocks mornings around 5:15am swim practice, coaching, and client care without losing her mindWhy she treats every client — first house or tenth — exactly the sameThis is a real conversation about building two careers at once, and why doing more (not less) might be the thing that actually works. 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.

  8. Aug 21

    #31 | Elissa Campbell

    Send us Fan Mail Elissa Campbell (@penninsulapropertiessc) left a management career in boutique retail on King Street after being let go — and turned it into the launchpad for a real estate career now built around a specialty most agents overlook: 55+ communities in Nexton and beyond. Seven years in, she's become the go-to agent for out-of-state buyers relocating into Charleston's active adult communities, built almost entirely on one broker open house, relentless FSBO outreach, and a refusal to skip the fundamentals. In this conversation, Elissa reveals: Why getting let go from her retail job was the best thing that ever happened to her real estate careerHow three years of calling for three FSBO listing appointments a week built the foundation of her businessThe single broker open house that turned into her 55+ niche — and how word-of-mouth took over from thereWhy she believes every agent needs a niche, even if it finds you instead of the other way aroundThe three-part open house strategy she still runs today, from digital ads to hand-delivered flyersHow she markets 55+ listings to buyers who live out of state, from FaceTime tours to dedicated video walkthroughsHer honest take on AI — where she uses it, and why she keeps her video content deliberately unpolished and realWhat she'd tell the version of herself who just walked away from retail with no idea what real estate would becomeThis is a real, no-shortcuts conversation about building a specialty from the ground up — the grind before the niche, and the discipline it takes to stick with what works instead of chasing the next shiny thing. 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.

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What does it really take to build a successful business? Charleston's Leading Producers goes behind the scenes with some of the Charleston area's top real estate agents, entrepreneurs, and business leaders. Hosted by Jake Cummings, each conversation explores the decisions, challenges, strategies, and lessons that shape successful businesses. No generic advice or polished success stories. Just honest conversations about what's working, what isn't, and what it takes to keep growing. From navigating a changing real estate market to building relationships, leading teams, and creating a business that lasts, you'll hear practical insights from people doing the work. Real conversations. Proven strategies. Lessons worth sharing.

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