Lessons from Local Leaders:

Caleb Smith

The Relational Realtor: How Caleb Smith is Redefining Success in DMV Real Estate

Caleb Smith’s journey into elite real estate is a testament to the power of pure grind and the belief that integrity trumps transactions. What began as a COVID-era, canceled finance internship led him to the real estate world, where his first task was “grunt work” for agents who worked with his builder father.

His initial, unsuccessful attempt to knock on 200 doors for tear-down leads in the summer heat didn’t earn a commission, but it sparked a realization: the chance of something great happening through hard work was far more compelling than methodical desk work.

After a crucial nine-month stint in commercial real estate in Harrisonburg, Caleb joined the prestigious Thornett + Corder Team at Washington Fine Properties (WFP). This move forced a necessary evolution—trading in his jeans for Brooks Brothers and elevating his professionalism to match the brokerage’s elite brand.

💖 Lead with Care, Not Commission

The core philosophy that defines Caleb’s success was forged during his initial, financially challenging months: the desire for the commission check was overwhelming, but focusing on the client was the only way to build a sustainable, successful business.

“You’re gonna do a lot better in business and treat people better when [the commission] is not the goal,” Caleb asserts.

His mentor, Craig, instilled the principle of helping people regardless of the immediate return, setting the standard: under-promise and over-deliver. This focus is key to battling the transactional stereotype often associated with realtors. Caleb’s goal is to be the agent the client remembers as the one who cared the most, generating the referrals that sustain his business.

This relationship-first approach dictates his daily habits. When deals are heating up, he prioritizes the human connection over expediency.

“The phone call as opposed to a text or an email every time,” he explains, ensuring complex or emotional information is never misconstrued.

📈 Navigating the Highly Competitive DMV Market

In a market where there are more agents than houses sold annually, Caleb had to adapt his early tactics—cold-calling Craigslist and chasing expired listings—to compete with seasoned veterans at the million-dollar price point.

His strategy involves deep research and human connection. When approaching a seller with an expired listing, he learned that an entry point of conversation, even a non-creepy reference to their favorite sports team, was enough to stop the door from being slammed in his face.

Joining WFP, especially since its acquisition by Compass, has provided Caleb with a powerful new tool: off-market listings.

“A lot more deals are happening in the off-market space,” he notes.

This gives clients the opportunity to test higher prices, avoid a barrage of showings, or allow buyers to move slower, get inspections, and make a more informed decision outside the pressure of a multiple-offer deadline.

🔑 The Definition of a Great Agent

For Caleb, agent quality is simple: “If you’re a bad human, you’re gonna be a bad agent.” While knowledge is necessary, the defining factor is character. His team member, Micah, handles the contractual “stickler” duties, allowing Caleb to focus on the human side of the business, living out the team motto: “We’re working for God and not for man.”

This personal ethos informs the advice he gives potential clients:

1. Find a Full-Time Agent: “If you’re working a full-time job and you’re also a realtor, then you can’t be totally available.”
2. Find Someone You Trust: Trust goes farther than a fancy car or a big marketing budget. “What’s inside, and doing the homework and showing up every day, that’s the important thing at the end of the day.”

Caleb represents the next generation of agents who leverage tech (while being wary of the long-term impact of AI), but ultimately win by bringing hustle, transparency, and genuine human care to every transaction.

Reach Caleb SmithBelow

Website:
https://www.wfp.com/agent/756-a-me326712/caleb-smith

Listen on the Podcast: Podcast Episode