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_outlineWhat happens when decades of tech experience collide with luxury real estate and the power of artificial intelligence?
In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with real estate powerhouse Mandy Morrow, whose journey spans Fortune 50 leadership, tech innovation at IBM, and top-tier performance in Ponte Vedra’s luxury housing market. Mandy unpacks how her corporate and tech roots uniquely position her to serve high-net-worth clients with precision, authenticity, and deep local knowledge.
They explore how Mandy integrates artificial intelligence into market analysis, listing presentations, and CRM to elevate client consultations and streamline operations. She shares priceless insights for new and seasoned agents alike, emphasizing the value of asking the right questions, building genuine relationships, and focusing on long-term client value—not just transactions. It’s a masterclass in leveraging experience, tech, and heart to build a real estate empire.
Ready to elevate your real estate game? Subscribe to the Real Estate Excellence podcast for more industry masterclasses and connect with Mandy Morrow to learn how tech and trust can transform your client relationships.
Highlights:
00:00 - 12:30 Tech Roots & Transition to Real Estate
- Mandy’s corporate background with IBM and tech sector
- Early involvement in AI and supercomputing
- Lessons from working at Watson Research
- Why her tech background benefits her real estate career
- Bridging high-tech skills into luxury real estate
12:31 - 24:30 AI as a Realtor’s Secret Weapon
- Using ChatGPT, Claude, and Gemini for data analysis
- Uploading MLS data and prompting for insights
- How AI improves listing presentations and consultations
- Building confidence for new agents through roleplay
- Sharon Alter’s AI-driven listing description strategy
24:31 - 36:30 The Art of Client Understanding
- Asking strategic questions to uncover client goals
- Tailoring presentations for high-net-worth individuals
- Case study: closing a $13M luxury sale
- Why authenticity beats canned pitches
- Handling fast-paced luxury consultations
36:31 - 48:30 Navigating Neighborhoods & New Construction
- Guiding buyers through area orientation tours
- Addressing misconceptions about CDDs and communities
- How lifestyle questions reveal true buyer preferences
- Analyzing lot direction, surroundings, and value
- Protecting clients from future resale risks
48:31 - 01:04:00 Choosing the Right Brokerage & Tools
- Why Mandy left other major firms for Compass
- Comparing Compass tech stack to legacy systems
- Agent-first vs. brokerage-first technology
- Compass AI initiatives and integrated CRM
- The ROI of tech tools vs. lead-buying traps
04:01 - 01:18:58 Agent Growth, Education & Longevity
- Leveraging AI for CRM, P&L reviews, and marketing
- The importance of lifelong learning and contract knowledge
- Stepping into the CEO mindset as an agent
- Mandy’s involvement in committees and state leadership
- Building a client-centered, relationship-first career
Quotes:
“I don't make the market—I just tell you what the market is and then strategize based on your goals.” – Mandy Morrow
“The number one job is understanding your client—if you don’t ask the right questions, you could be blindsided.” – Mandy Morrow
“AI lets me stop being the CIO of my business and focus on what matters: my clients.” – Mandy Morrow
“This business is about long-term relationships, not transactions—do your clients right, and you’ll always stay in business.” – Mandy Morrow
To contact Mandy Morrow, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, YouTube, LinkedIn, and Facebook.
Connect with Mandy Morrow!
Website: https://mandymorrowgroup.com
Instagram: https://www.instagram.com/mandymorrowrealtor
YouTube: https://www.youtube.com/@mandymorrowrealtor
LinkedIn: https://www.linkedin.com/in/mandymorrow/
Facebook: https://www.facebook.com/mandymorrowrealtor
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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