Why Listings Sit, Buyers Hesitate, and Top Agents Still Win | Alexis Gamel
Real Estate Excellence
If buyers finally have more leverage again, are they prepared to use it wisely or are they still waiting for a crash that may never come? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Alexis Gamel. Alexis is a Northeast Florida real estate agent with deep roots in development, construction, residential strategy, and beach market expertise. In this conversation, she shares how her background in land sales, custom homes, and family life shaped the way she now helps buyers and sellers make smarter decisions. The episode explores pricing strategy, the...
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How The Listings Lab Can 10X Your Business With Jess Lenouvel
Real Estate Excellence
What would change in your business if you stopped chasing ready now leads and started building trust with people much earlier in their decision-making journey? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jess Lenouvel. Jess is the founder of The Listings Lab, author of More Money Less Hustle, and a real estate marketing strategist known for helping agents build scalable businesses through digital marketing, systems, and psychology. In this conversation, she explains why outdated prospecting methods are failing, why most agents misunderstand branding, and...
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Jacksonville Relocation, New Construction, Beach Luxury and Pricing Right with Taylor Diaz
Real Estate Excellence
What does it really take to make it in real estate when the flexibility everyone talks about turns out to be one of the biggest myths in the business? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Taylor Diaz. Taylor is a Northeast Florida real estate agent who shares how she went from working in the medical field to building a career in real estate through discipline, mentorship, and long term relationship building. In this conversation, she opens up about getting licensed during COVID, joining Sarah Rocco’s highly structured team, and learning how...
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How to Sell Luxury Real Estate in 2026: Leigh Howe Amelia Island
Real Estate Excellence
What do luxury buyers need to understand about owning on Amelia Island that most agents never explain? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Leigh Howe. Leigh shares a career path that started far from traditional real estate. She moved from teaching, nursing, retail, and sales into land development and homebuilding after she and her husband took on a 100 acre project in Gainesville. That experience gave her deep knowledge in zoning, infrastructure, construction, customer selections, and the human side of real estate. She explains how surviving...
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How To Successfully Build A Top Producing Real Estate Team: Megan Jernigan
Real Estate Excellence
What happens when you stop chasing commissions and start obsessing over service, systems, and solving problems before they explode? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Megan Jernigan shares how she built a high performing real estate business in Nashville by committing to service, discipline, and relentless follow through. She explains that strong vendor relationships are not about perks or kickbacks, but about responsiveness, trust, and doing what is best for the client every single time. She also opens up about leaving the security of a...
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Mindset In Motion with Debbi DiMaggio
Real Estate Excellence
What if the only thing standing between you and your next breakthrough is the decision to move before you feel ready? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Debbi DiMaggio. Debbi shares how clarity, belief, and relentless action shaped her 35 year career in real estate and her life beyond it. From writing down ten things she wanted at age 25 to building a thriving business during the Great Recession, Debbi reveals how mindset in motion became her secret weapon. She explains why most agents do not need more motivation. They need movement. Debbi...
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NEFAR President Kim Knapp: 2026 Playbook for Florida Realtors | AI, Contracts & Leadership
Real Estate Excellence
If you had to prove your value to every buyer before showing a single home, what would you change first in your process? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Kim Knapp. Kim shares her vision for leading the Northeast Florida Association of Realtors in 2025 with a focus on doing it right and keeping it real. She talks about building stronger volunteer leadership systems, reconnecting members through local councils and training, and pulling top producers closer with a Top Five Forum featuring an NAR economist and business coaching. The...
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Tina Priest: Military Spouse to Real Estate Agent Star
Real Estate Excellence
If you had to lose the paperwork and keep only one habit to grow your business this year would it be answering the phone or following up? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tina Priest. Tina shares how her service first mindset shaped her path into real estate through military life social work and operational leadership. She explains why Hover Girl Properties focuses on boundaries transparency and real relationships so clients feel seen not processed, especially when timelines are tight and emotions are high. You will hear practical habits...
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How Christina Swyers Built a Cross-Market Real Estate Business Through Relocation, Leadership, and Grit
Real Estate Excellence
What would your real estate career look like if you stopped learning and finally acted? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Christina Swyers breaks down the mindset, systems, and discipline that transformed her from a brand-new agent into a multi-state real estate leader. She shares how she rebuilt her entire business after relocating 1,000 miles to Florida, proving that success follows those who take action, stay uncomfortable, and relentlessly meet new people. Her story reveals how the right network, the right brokerage, and the right habits...
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Winning in New Construction Sales: Discipline, Builder Strategy & Buyer Wins with Jerry Strums
Real Estate Excellence
Are you using every resource in front of you or waiting for success to knock on your door? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jerry Strums of Richmond Homes to explore the world of new construction from the builder’s side. From military buyers to first-time homeowners, Jerry shares what it takes to succeed in Northeast Florida’s competitive housing market—and how agents can better partner with site reps for smooth transactions and happier clients. Listeners will discover the unspoken rules of registering buyers, the power of relationship...
info_outlineWhat 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 market share.
The conversation digs into hiring for coachability, running a tight listing operation, delegating fast, and engineering deals with assumable loans and lender-powered rate buydowns. It is an unvarnished masterclass on standards, time discipline, and creative structure in a tough market, capped with faith-driven leadership and straight talk on saying no to bad fits.
If this episode pushed you to tighten your standards and reclaim your calendar, share it with one agent who needs a wake-up call and DM us the one change you will make this week.
Highlights:
0:00-5:59 Numbers that make you sit up
- Why she is in the business of real estate not just a realtor
- Team goal: everyone should out-earn the leader
- 2023 production 389M team, 80M personal
- Lean teams beat big teams, people get lost
- Expect scar tissue and weekly tears on the climb
10:00-13:00 Branding that actually moves property
- Name recognition as the north star, top of mind wins listings
- Premium signage and consistent open house experience
- Compliance first, even with team branding
- Treat 450k and multi-million the same, remove ego
- Hospitality touches: Fiji water, booklets, consistency
15:51-19:59 Mailers metrics and momentum
- Four-page data-driven mailers co-op with lender
- Pull the plug when the farm does not pencil, like a stock
- Proof of everywhere affects community recognition
- Give to the community and spend to make money
- YouTube surge from 400 to 67k with consistency
20:20-22:20 Hyper-focus and the price of time
- Farm a few micro-markets deeply
- Co-list luxury so you can be everywhere the listing needs
- Signs concentrate perception: you sell everything here
- Time is the most valuable commodity, price your hours
- If it is not on calendar, it is a no, including Pilates conflicts
52:20-1:00:37 Delegate to elevate and operational excellence
- If it is not income producing, do not do it
- Pay a premium TC to keep you out of real estate jail
- Contact sport: get off the modules and host more opens
- Role play Breakfast Club for objections
- When to spend three hundred monthly or get a part-time job
1:01:48-1:07:14 Creative deals, lenders, and the close
- Advertise payment, not price: buydowns beat reductions
- Assumable loans open doors with patience on closing
- Competing with builders: incentives and differentiation
- Say no to listings that cannot appraise or perform
- Closeout lender love and episode wrap
Quotes:
“I am not a realtor I am in the business of real estate.” – Gail DeMarco
“I want everyone on my team to make more money than me that is my goal.” – Gail DeMarco
“Your most valuable commodity is your time.” – Gail DeMarco
“You have to delegate to elevate.” – Gail DeMarco
To contact Gail DeMarco, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, Youtube, and LinkedIn.
Connect with Gail DeMarco!
Website: https://www.movetostjohnsfl.com/
Instagram: https://www.instagram.com/relentlessrealtor/
Facebook: https://www.facebook.com/gail.d.demarco/
YouTube: https://www.youtube.com/@LivinginStJohnsStJohnsCountyFL
LinkedIn: https://www.linkedin.com/in/gaildemarco/
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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