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 Jonathan 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. Jonathan's story is anything but conventional. Before becoming a realtor, 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, Jonathan 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. The conversation also explores: Why Jonathan 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 on LinkedIn - Instagram - Facebook and online at elliman.com. https://www.linkedin.com/in/jonathan-r-stein-98a8499/ https://www.instagram.com/douglaselliman https://www.facebook.com/DouglasElliman https://www.elliman.com/agent/jonathan-stein/1027781 The industry is evolving. The question is: will your business evolve with it? Join us at Zillow Unlock 2026 and be part of the conversation shaping what comes next. Register today at unlockconference.com and use code REIU20 for 20% off your ticket*. *Code can be used on all full priced passes leading up to the event and cannot be combined with any other discounts. Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube - Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/ 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. Chapter Markers: 00:00 – Why He Doesn't Use a CRM 02:45 – From Private Equity to Rock Tour Manager 09:15 – Starting Over in Real Estate 18:10 – Building a Business One Relationship at a Time 27:00 – Selling a $27 Million Home 32:00 – Private Listings in Luxury Real Estate 36:30 – AI and the Future of Relationships 41:15 – Why Happiness Beats Being Right 44:20 – Advice for Every New Agent