What Makes a Broker Great? Jonathan Lickstein on Building Real Brokerage Culture
Real Estate Excellence
What if the key to scaling your real estate career wasn’t selling more—but letting go? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jonathan Lickstein, the award-winning COO of one of the nation’s fastest-growing independent brokerages. From launching his career unexpectedly in Honduras to leading a 5,000-agent operation across six states, Jonathan reveals how he uses cutting-edge AI, strong culture, and deep mentorship to scale operations, without losing the human touch. Jonathan dives deep into how brokers can truly support agents in today’s...
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How to Buy Equestrian Property in Florida’s Top Horse Regions
Real Estate Excellence
Can mastering a niche early in your real estate career be the secret to selling million-dollar homes in your 20s? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes second-generation real estate agent Emma Horvatincic, a driven and self-made rising star specializing in equestrian properties in Northeast Florida. Emma shares her journey from growing up immersed in a business-minded household to building a flourishing career in real estate—all before turning 25. Her unique blend of professionalism, niche marketing, and dedication to elite service shines throughout...
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How To Make Real Estate Agents CEO's
Real Estate Excellence
Are you holding back your real estate growth because you’re afraid to let go of control? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with the sharp and candid Sasha Tripp, founder of Story House Real Estate in Central Virginia. Sasha opens up about her journey from independent boutique brokerage owner to partnering with Real and Place to scale her operations without sacrificing her brand. With a strong emphasis on leadership, systems, and strategic partnerships, she shares how she broke through growth plateaus and found new ways to elevate both her...
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He Bet Everything on Real Estate — And It Worked
Real Estate Excellence
Would you be willing to remove an organ just to escape your 9-to-5 and chase your dream? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Drew Kazemba. Drew shares one of the most unconventional entries into real estate ever told—he voluntarily had his appendix removed to get time off work and take his real estate exam. Drew walks us through how he transitioned from a miserable medical sales job into building a thriving real estate career in Jacksonville, Florida. From cold-calling hedge funds and wholesaling to learning the ropes at DJ & Lindsey,...
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From Recruiting to Real Estate: Karen Saez’s Rise in Northeast Florida
Real Estate Excellence
What would you risk—your career, your comfort, or your security—to build the life you really want? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Karen Saez. Karen shares her incredible journey from corporate recruiting at Deutsche Bank to owning a bar and eventually finding her true passion in real estate. As a bilingual advisor and former military spouse, Karen brings heart, hustle, and unique experience to the Jacksonville market. She dives deep into what it takes to break into the industry, create a client-first business, and overcome the personal and...
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Selling $5M Homes in Ponte Vedra Beach
Real Estate Excellence
What if the key to succeeding in the luxury real estate market isn't flash or fame—but quiet consistency and old-school relationship-building? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with luxury real estate veteran Michael Curet, a former pro tennis writer turned top-tier coastal agent. With nearly three decades in the game, Michael shares how he transitioned from ATP rankings to real estate royalty in northeast Florida. He opens up about the early hustle, key relationships, and how his sports background uniquely positioned him to serve elite clientele,...
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She Flipped the NYC Brokerage Model --And Agents Are Thriving
Real Estate Excellence
What does it really take to lead one of Manhattan’s most iconic brokerages through a historic acquisition while preserving its soul and scaling its influence? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Kevelyn Guzman, a visionary leader who took a 100-year-old boutique Manhattan brokerage through a transformative acquisition by Coldwell Banker. She opens up about her journey from Wall Street to real estate, her philosophy of treating agents as clients, and her approach to maintaining culture, innovation, and collaboration in a fiercely competitive...
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How to 2.5x Your Sales in a Down Market: $8M to $20M in 2025
Real Estate Excellence
What if the secret to your real estate breakthrough isn't a better market... but a better mindset? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Kaitlin Chernyshov. Kaitin shares how she went from uncertainty and switching seven brokerages to becoming one of Northeast Florida’s top-producing agents. Despite working in what headlines call the worst real estate market in recent years, she has already closed over 40 homes and is tracking more than 20 million in sales for 2025. Kaitlin unpacks the mindset shift that sparked her explosive growth, her transition...
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Jamie McLaughlin: From Classroom to Closing - Top St Johns Cty Realtor
Real Estate Excellence
Are you just buying a house, or are you investing in a lifestyle that matches your future? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes former middle school math teacher turned real estate agent, Jamie McLaughlin. Jamie shares her inspiring journey from the classroom to becoming a trusted realtor in St. Johns County, Florida. With deep roots in the community and a teacher’s heart, Jamie brings patience, structure, and honesty to every transaction—serving not just clients, but building long-lasting relationships. Tracy dives into the challenges and...
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Tiffany High: How Wholesalers / Flippers Build Predictable Scalable Businesses
Real Estate Excellence
What would change if you stopped chasing one off flips and rebuilt a real business that runs without you? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tiffany High. Tiffany lays out how she left a demanding corporate path to be present for family, stumbled into flipping, then scaled from 40 flips in year one to a virtual operation closing 20 plus deals a month. The turning point was tearing everything down in 90 days and rebuilding with systems, training, and leadership so the company could run without constant firefighting. She explains why newbies...
info_outlineIs your brokerage truly giving you freedom, flexibility, and financial growth?
In this episode of the Real Estate Excellence Podcast, Tracy Hayes dives into the dynamic world of REAL Brokerage with guests Gigi Urbanski and Mike Rolewicz. Together, they explore how REAL is disrupting the traditional brokerage model by focusing on scalable support, tech-driven efficiency, and multiple income streams. From streamlined operations to a thriving agent community, REAL positions itself not as a destination, but a vehicle to entrepreneurial success.
The conversation uncovers how REAL's powerful tech stack, AI tools like Leo Copilot, and agent-driven training platforms are empowering agents at all levels. Whether you're a new agent looking for structure or a seasoned professional craving freedom and ownership, REAL's transparent model offers simplicity, equity, and genuine collaboration that inspires agents to not only succeed but to build wealth with purpose.
Ready to break away from the ordinary?
Highlights:
00:00 – 04:17 Introduction and REAL’s Positioning
- REAL as a platform versus destination
- Movement-based culture and branding
- Sneaker culture and dress code
- ChatGPT used for show prep
- REAL’s buzz compared to LPT
04:17 – 10:50 Tech Stack and Broker Efficiency
- App-based tools and transaction management
- Broker support through Leo and real-time calls
- Transparent commission preview and compliance AI
- Wallet integration and Visa payouts
- REAL's scalability in tech and communication
10:50 – 19:54 Community, Culture and Plug-in Potential
- Education via peer-contributed modules
- Local masterminds and “come as you are” vibe
- Relevant agents as trainers
- Personal stories of switching from other brokerages
- Adapting to solo, team, or boutique styles
19:54 – 35:21 Business Tools, Financial Planning and ROI
- Capping, post-cap structure, and stock incentives
- Integrated budgeting with accountability calls
- REAL-built one-page business plans
- Tools for boutique or indie brokers
- Ease of use and agent empowerment
35:21 – 44:14 Revenue Streams and Support Systems
- Breakdown of split models and fees
- REAL Academy and Elite Agent program
- Referral ecosystem and organic recruiting
- Agent wins and mentorship stories
- Collaboration without hard pitching
44:14 – 01:14:26 Leadership, Masterminds, and Events
- Coffee meetings and spontaneous conversions
- Mastermind access (Women of Real, Social Media Leaders)
- Eric Hatch’s free coaching sessions
- RealX events and open-door policy
- Cross-brokerage collaboration and local engagement
- Conclusion
Quotes:
"REAL is not the destination—it's the vehicle." – Mike Rolewicz
"We're going to be doing this with or without you—it’d just be cool if you were with us." – Mike Rolewicz
"You're with REAL, you don’t have to wear heels anymore." – Gigi Urbanski
"Agents aren’t looking for another meeting, they’re looking for a community." – Gigi Urbanski
To contact Angela “Gigi” Urbanski and Mike Rolewicz, learn more about their business, and make them a part of your network, make sure to follow them on Website, Instagram, Facebook, YouTube, and LinkedIn.
Connect with Angela “Gigi” Urbanski!
Website: https://angelaurbanski.exprealty.com
Instagram: https://www.instagram.com/gigiofjax/
Facebook: https://www.facebook.com/GiGiofJAXHomeSquad/
YouTube: https://www.youtube.com/channel/UCdor_3bwxhJ3HQ8dEU7iYag
LinkedIn: https://www.linkedin.com/in/gigiyourhomegirl/
Connect with Mike Rolewicz!
Website: https://www.904homeguide.com
Instagram: https://www.instagram.com/904homeguide/
Facebook: https://www.facebook.com/904homeguide/
YouTube: https://www.youtube.com/@mikerolewicz904homeguide
LinkedIn: https://www.linkedin.com/in/mike-rolewicz-b37135b
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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