The David Greene Show: Real Talk Real Estate | Cloe Birchett (Ep. 83, Sept 18, 2025)

Overview

This episode of Real Talk Real Estate with David Greene features top-producing real estate agent Cloe Birchett, who shares her journey from Beijing entrepreneur to acclaimed California realtor. The conversation goes deep into the challenges, mindset, and day-to-day realities that separate top agents from the rest, offering a masterclass in hustle, humility, and what it really takes to thrive in competitive markets like the East Bay.

Main Themes & Purpose

• Inspiring Origin Story: Cloe’s remarkable transition from new immigrant with $2,000 to one of the East Bay’s most trusted agents.
• Mindset & Grit: The “no plan B” drive, how adversity breeds success, and the humility necessary for longevity in real estate.
• Authenticity & Client Service: Building trust, maintaining persistence, and serving clients through genuine care and honest advice.
• Industry Realities: Navigating agent ego, client emotions, and the “thankless” nature of being a realtor—even at the top.

Key Discussion Points & Insights

1. Meeting David & Brandon Turner by Serendipity (00:00–07:25)

• Cloe recounts nervously but boldly approaching David and Brandon at a post-event dinner:
  • “I was so nervous...But I believe he's super cool. I run over and this whole table of amazing, friendly people and Brandon Turner and David Green were there having a great time...This is my luckiest day.” (B, 00:58)
• David praises Cloe’s “it factor,” attributing her success to authenticity, confidence, and engaging energy—not secret scripts or leads.

2. From Accounting Desk to Real Estate Success (07:25–14:32)

• Cloe shares her transition from burnt-out accountant to top agent:
  • “My last job was accountant. That job killed me...Every single [David’s] episode is just so inspiring...I need to change my job and start doing real estate. That’s the start.” (B, 03:35)
• She discusses coming to the US in 2009 with just $2,000, doing odd jobs, and eventually pursuing accounting for job security—but never feeling fulfilled.
• Real estate became her passion through BiggerPockets podcasts and a constant drive to learn and grow:
  • “I want to keep learning. I want to keep exploring what I can achieve.” (B, 10:45)

3. Barriers as an Immigrant—Persistence is Key (11:44–15:51)

• English as a second language made everything from daily tasks to passing accounting courses much harder:
  • “It was very stressful...I had to take two classes twice because I failed, of course. But...I need to achieve my goal because I have to do whatever I can do to make myself have something in this foreign country. Otherwise, I don't have a backup plan.” (B, 14:32)
• David emphasizes how this hunger and lack of a safety net catapults drive:
  • “That desperation that you're describing, it's actually healthy because it brings out the most of you as a person...All of the anxiety...there’s no room for that. You just got to go be Chloe.” (A, 15:51)
• The immigrant “no Plan B” attitude beats out the “comfortable” local agents.

4. Early Hustle: Open Houses in Extreme Conditions (17:24–21:30)

• Cloe recalls doing open houses in horrible weather, risking safety, and hustling hard for every lead:
  • “I remember I was driving 880 and I felt so, so scared...That day I got 20 leads and I closed half of them from that open house.” (B, 18:29)
• Key tactics:
  • Old-school follow-ups (“just keep calling, not email”).
  • Building real trust by being totally honest about property flaws.
  • Persistence:
    • “I follow up for a year before we close...He remembers me so well. He was like, ‘Chloe, you always check in with me every month, certain time, certain day...I want to go with you.’” (B, 20:35)

5. Relational Selling, Not Transactional—Honesty Wins (21:30–29:05)

• David highlights the challenge of getting Bay Area buyers to accept realistic options outside their dream location.
• Cloe’s edge:
  • Raw honesty, not “salesiness,” and sharing daily life details (e.g., local schools, markets) to build relatability and trust.
    • “If you talk the details of your daily life with your clients, they can feel you really, really care about them.” (B, 23:46)
• Stories of winning offers over multiple competitors because agents and clients just trusted her more.

6. Agent Ego & Industry Dynamics (31:19–35:00)

• David and Cloe agree on the destructive power of ego in real estate, especially among high-earning agents:
  • “So many of them ruin deals...because of ego battles between agents.” (A, 32:03)
• Cloe credits her humility to her challenging beginnings:
  • “I came from the lowest point...I just feel like it’s not just like 500k house clients you don’t want to serve or 3 million budget clients...It's just people need help. So for me, there’s no price point. Anyone trust me, want to work with me, I really, really appreciate the opportunities.” (B, 33:09)

7. Emotional Intelligence & Handling Difficult Clients (37:07–44:14)

• Cloe often inherits difficult clients that frustrate other agents. Her approach:
  • “As a realtor, you are not just a real estate agent. You are a therapist...You always have to be calm. Never respond with emotions.” (B, 38:24)
• She receives abuse but absorbs it, always remaining focused on problem-solving and empathy:
  • “They can become monsters...sometimes you receive a really abusive email in the middle of the night...But what you do, you can’t call him back and say, this is wrong...Give them comfort and make them feel secure.” (B, 39:57)

8. Referrals, Follow-Up, and Operations (45:38–53:26)

• Cloe gets 90–100% of business from referrals and repeat clients; never buys leads.
• Mandarin fluency helps, but most clients are attracted by her personality and service.
• Simple but systematic follow-up: “Time-blocking” weekly calls to past clients/friends (Wednesdays 9–10am), asking about their lives, not pushing business.
  • “It’s not like ‘Hey, do you know anyone that want to sell or buy homes?’...It's just starting a conversation because I was thinking about them.” (B, 50:53)
• Chinese social platform “RedNote” is a source of business; short, authentic videos on home repairs, local living, and food.

9. Memorable Quotes & Advice for New Agents

On what new agents need to know:

• “Somehow, nobody likes realtors. You need to be strong, okay? If we make the transaction too easy, too fast, with no problem...they feel like, ‘Why do I hire her? I could just sell the home myself.’...[But] If you’re a new realtor, never be picky. Take whatever you can to start and...build your experiences.” (B, 57:14–59:03)

On the core of the work:

• “Life is not easy no matter what…But I believe you know, once you have the patients come in super late or a super complicated surgery, you need to do your best...I appreciate my career. I love it. That’s why...how hard the things hit me, I'm not afraid. I'm here to fix the problems.” (B, 43:05)

On nerves/stage fright:

• “The audience doesn’t care that I'm nervous...If I show up and I'm focused on my own nerves, I'm robbing them of what they came for.” (A, 35:00)

10. Moments of Humor & Humanity

• Laughing about height differences and meeting in person with “legends” David and Brandon (04:37).
• David sharing his trick about faking fluency in many languages: “If you learn, like, six phrases in every language and you only say those, and then you leave before someone can talk back...you can make people think that you speak 20 different languages.” (A, 46:50)
• Swapping favorite East Bay foodie spots.

Notable Quotes with Timestamps

• “That job killed me...And I remember when I was sitting at my desk every day, I was thinking, this is not for me, I need a change.” (B, 03:35)
• “I came from so low, the lowest point that I was fear to lose a place to live or...basic needs. I appreciate every day I have without fear...anyone trust me, want to work with me, I really, really appreciate the opportunities.” (B, 33:09)
• “As a realtor, you are not just a real estate agent. You are a therapist. Sometimes marriage counselor...” (B, 38:24)
• “Somehow, nobody likes realtors. You need to be strong, okay?” (B, 57:14)
• “You always have to be honest because people can tell if you a salesy person...If you talk the details of your daily life with your clients...they can feel you really, really care about them.” (B, 23:46)
• “I work really hard. I almost work 24/7, to be honest...I don't have a plan B. If I don't succeed, I fail. That's what I always tell myself.” (B, 37:07)

Practical Takeaways

• Relentless Work Ethic: Outwork your peers. Take every opportunity, especially early on.
• Serve, Don’t Sell: Build genuine connections—clients remember how you made them feel.
• Emotional Resilience: Expect criticism, client outbursts, and “being the punchline.” Absorb, don’t retaliate.
• Give, Don’t Take: Lead with empathy and giving value—referrals and trust follow.
• Stay Humble, Stay Hungry: Success is not just about knowledge but also mindset, humility, and persistent energy.

Final Thoughts

Cloe Birchett is living proof that sincerity, hustle, and resilience—combined with a commitment to lifelong learning and service—can overcome immense odds. This episode is a must-listen for every real estate agent, new or seasoned, who wants to level up beyond scripts and tactics and embodies the heart of what truly makes an all-star agent.

For the full impact, listen to: [The David Greene Show, Ep. 83]