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...
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Maria Raymer: Top 1% Realtor JAX/St Augustine/Ponte Vedra
Real Estate Excellence
What do buyers and sellers really need an agent for, beyond opening doors and filling forms In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down Maria Raymer. Maria’s journey from a young agent who questioned her value to a market leader known for straight talk and service. She explains how treating people with honesty and investing real time in them creates momentum that money follows. She shares how early office mentorship and daily reps built skill and confidence, plus how to communicate value even when you are new and your clients are older than you are....
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Corey Hasting: Christie's International Real Estate First Coast
Real Estate Excellence
What bold move would you make if you knew your entire team’s future was on the line? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Corey Hasting for his third appearance — this time unveiling the biggest pivot of his career. At just 27, Corey launched a boutique Engel & Völkers franchise in Jacksonville Beach and scaled it into five thriving offices with 138 agents. But instead of resting on awards and billion-dollar sales, he shocked the market by transitioning his entire brokerage to Christie’s International Real Estate First Coast. Corey...
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Gail DeMarco: Top St Johns County FL Agent
Real Estate Excellence
What would change in your business if you treated time as your most valuable commodity and priced every hour accordingly? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with luxury agent and team leader Gail DeMarco. Gail drops the polite filter and lays out how she built a near billion in lifetime sales by staying lean, obsessing over data, and designing a brand that shows up everywhere. From four open houses every weekend to hyper-focused farming and YouTube consistency, she explains exactly how she creates momentum in new markets and turns listings into...
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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_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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