Jamie Hallman: "Consider It Closed" Professional TC's
Real Estate Excellence
What if the key to scaling your real estate business isn’t selling more homes, but learning how to delegate smarter? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jamie Hallman, founder of Consider It Closed and a powerhouse in the world of transaction coordination. Jamie shares her fascinating journey from working as a registered dietitian to traveling the world on a mission trip, and ultimately discovering her passion and skillset were perfectly aligned with real estate coordination. She opens up about how her solutions-driven mindset, love for...
info_outline
Lauren Duke: CoreOps Collective
Real Estate Excellence
Are you running a business or just duct taping one together? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Lauren Duke. Lauren is the founder and CEO of Core Ops Collective, to unpack how she went from military spouse and hairdresser to running operations for one of the nation’s top real estate teams—closing over 3000 transactions and opening 21 expansion locations. Lauren explains why so many agents get stuck wearing every hat, how culture can’t just be “family,” and the difference between surviving and scaling. She dives into her signature SCALE...
info_outline
Shannon Messina: It's How Much You Care | Top St Johns Cty Realtor
Real Estate Excellence
Are you truly listening to clients or just waiting to ask your next question? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Shannon Messina. Shannon brings a kinetic blend of New York grit and Florida community savvy. In this conversation she unpacks how fitness and training shaped her sales engine, why relationships beat cold prospecting, and how themed open houses with real vibes convert neighbors into buyers. She shares the move that reset her life, rebuilt her career, and led to record sales in St Johns Golf. Shannon fought through nine months of impaired...
info_outline
Jim Cronin: ReadTomato.com Real Estate Website Expert
Real Estate Excellence
Are you building a website that answers your ideal client’s real questions or a brochure that only talks about you? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Real Estate Tomato founder Jim Cronin. Jim breaks down how agents win online today by pairing deeply targeted websites with consistently updated, authority rich content. Long tail questions drive discovery, and AI overviews now pull heavily from blog articles and market snapshots written by true local experts. If your site speaks directly to a defined persona and proves expertise with specifics,...
info_outline
Ethan Gregory: REO Specialist | Top Jacksonville Agent
Real Estate Excellence
What does it really take to thrive as a real estate professional when the market collapses and short sales dominate? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Jacksonville native and seasoned agent Ethan Gregory, who has averaged 50+ transactions annually for over two decades. Ethan shares how he entered the industry after graduating from the University of Florida, beginning with flipping homes before the 2007–2008 crash shifted him into the world of short sales and REO properties. His adaptability, discipline, and problem-solving approach helped him...
info_outline
Kati Spaniak: "Sell Your Home with Kati Spaniak" YouTube Star
Real Estate Excellence
If rejection is the price of success, how many “no’s” are you willing to endure before you get your breakthrough “yes”? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with powerhouse agent, author, and YouTube influencer Kati Spaniak. From her beginnings in photography and graphic design to building a half-billion-dollar sales career, Kati shares the pivotal moments that shaped her journey—navigating 9/11’s economic crash, re-entering real estate post-divorce, and scaling to become one of the top agents in her market. Her story reveals the...
info_outline
Eden Jordan: Top Clay County Florida Agent
Real Estate Excellence
What does it really take to thrive in real estate for nearly three decades through every market shift imaginable? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Clay County real estate icon Eden Jordan. With 27 years of experience, over 800 families served, and countless agents mentored, Eden shares a candid look at the grit, adaptability, and strategic thinking needed to not only survive but thrive in the industry’s constant cycles. From the early days of handwritten contracts to the rise of social media marketing, Eden’s story blends hard-earned...
info_outline
Michele Tremblay: Signature Open Houses | Top Ponte Vedra Beach Agent
Real Estate Excellence
What happens when a Broadway-bound performer turns her stage presence into real estate success? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits Michele Tremblay. Michelle shares her inspiring journey from center stage to top-producing real estate agent in Northeast Florida. With a rich background in performance, voiceover, and hospitality, Michele brings a rare blend of empathy, creativity, and grit to her clients—earning accolades such as a 2024 Five Star Rising Star award and ranking #55 out of nearly 12,000 agents by the Jacksonville Business Journal. Tracy...
info_outline
Delaney Henderson: It Takes Grit / Top Jacksonville Agent
Real Estate Excellence
What if the hardest transaction you face becomes the one that teaches you the most? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with top-producing agent Delaney Henderson to uncover the mindset, grit, and strategies that catapulted her from a burned-out paralegal in DC to one of Northeast Florida’s most respected and relatable real estate mentors. Delaney doesn’t sugarcoat the truth—she opens up about industry misconceptions, failed transactions, emotional burnouts, and the quiet resilience required to succeed in a chaotic market. Delaney shares the...
info_outline
Julianne Grant-Johnson: Team Builder and Top Agent JAX/Pensacola
Real Estate Excellence
What if your biggest limitation became the launchpad for your real estate empire? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Julianne Grant-Johnson, a top-producing real estate agent in Northeast Florida, for her second appearance on the show. This time, they dive deep into the business side of her success, exploring how she built the Grant Johnson Group while on pregnancy bedrest, leveraged her military ties to dominate the VA market, and now leads a thriving, multi-location real estate team. Julianne gets real about the challenges of growing a...
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
SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.
#RealEstateExcellence #LuxuryRealEstate #AIInRealEstate #MandyMorrow #CompassRealEstate #PonteVedraRealEstate #ArtificialIntelligence #RealEstateTech #RealEstateTips #FloridaHomes #EliteAgents #RealtorSuccess #AskMoreQuestions #ClientFirst #ConsultativeSelling #RealEstatePodcast #TopRealtor #ModernRealtor #RealEstateAdvice #AIForAgents