She Flipped the NYC Brokerage Model --And Agents Are Thriving
Release Date: 10/31/2025
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What if the people who doubted your dreams actually helped fuel your success? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with powerhouse realtor Rachel Hanes, a former educator turned top-producing real estate agent in Northeast Florida. Rachel shares her inspiring journey from a young mom with no laptop to a referral-based business owner dominating the Jacksonville market. She dives into her early struggles, how a Craigslist ad and a leap of faith kickstarted her career, and how surrounding herself with the right mentors helped her build a thriving,...
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How AI, Reviews & Referrals Are Shaping Real Estate
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Real Estate Branding, Viral Marketing & No Fluff Content Strategy
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Are you missing out on 90% of your potential business because you’re afraid to show your face on social media? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Amy B. Cotney, a real estate powerhouse who’s turned her authentic personality into a thriving brand online. With over 300,000 followers on Instagram and more than 1.3 million on TikTok, Amy breaks down the real ROI of social media for agents and why being yourself is your biggest marketing weapon. From humble beginnings and mistakes to landing $4 million listings off a Jet Ski video, Amy’s journey...
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Real Estate 2026: How Buyers, Sellers & Agents Win in a Shifting Market
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Are you building a business that feels like you—or one you think people expect to see? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes powerhouse agent Dori Nugent, whose bold pivot from a 20-year fitness career to real estate during the pandemic has quickly made her a standout in Northeast Florida. Dori shares how her deep roots in client service, leadership, and authentic human connection have been the key drivers of her rapid success, closing over 90 transactions in just a few years. From mastering social media with purpose to navigating the unique...
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What Makes a Broker Great? Jonathan Lickstein on Building Real Brokerage Culture
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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
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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
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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
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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,...
info_outlineWhat 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 market.
Kevelyn doesn’t just talk about leadership—she lives it. From supporting women in real estate to demystifying CRMs and AI, she breaks down the real work behind agent retention, marketing strategy, and building a brand that lasts. Whether you’re an agent, broker, or aspiring leader, this episode will challenge you to lead with authenticity and strategy.
If you're a real estate leader or agent looking to elevate your business, follow Kevelyn Guzman on LinkedIn and keep an eye out for her upcoming book. Don’t forget to subscribe to Real Estate Excellence, leave a review, and share this episode with a real estate pro who needs to hear it!
Highlights:
00:00 – 05:18 From Wall Street to Real Estate
- Never make emotional decisions
- Kevelyn’s early career on Wall Street
- Realizing real estate is about relationships
- Moving into real estate in 2006
- Surviving the 2008 crash
05:19 – 13:25 Guiding a Legacy Firm Through Acquisition
- Warburg Realty’s 100-year legacy
- Transition to Coldwell Banker
- Choosing the right buyer
- International reach and global network
- Supporting international clients
13:26 – 24:38 Building a Culture of Agent-Centric Leadership
- Treating agents as clients
- Helping agents build business infrastructure
- Leadership lessons from “boots on the ground”
- Recruiting and retaining top talent
- Putting the agent brand first
24:39 – 34:18 Coaching Through Change and Custom Strategy
- Quarterly strategy sessions with agents
- Helping agents adapt to AI tools
- Embracing individual marketing styles
- Social media resistance turned success
- Metrics-driven coaching and consistency
34:19 – 47:42 Tools, Tech, and the CRM Problem
- Matching tools to agent strengths
- Real-world uses for CRMs
- White-glove support vs. tech overload
- Key tools: Canva, Listing Concierge, Revitalize
- Building processes to let agents focus on deals
47:43 – 1:03:40 Women in Real Estate and Industry Outlook
- Launching the NYC chapter of “What Moves Her”
- Gender bias in luxury real estate
- Cultural and building-level dynamics
- 2026 NYC market predictions
- Embracing visibility, passion, and future goals
Quotes:
"Never make decisions when you are highly emotional. Just give it some time." – Kevelyn Guzman
"Our agents are the CEOs of their business—we're just here to support that infrastructure." – Kevelyn Guzman
"It's not always about the money. Support, culture, and visibility matter more than splits." – Kevelyn Guzman
"Real estate isn’t just a job for me. It’s a passion I live out seven days a week." – Kevelyn Guzman
To contact Kevelyn Guzman, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, and LinkedIn.
Connect with Kaitlin Chernyshov!
Website: https://cbwarburg.com/agent/kevelyn-guzman
Instagram: https://www.instagram.com/kevelynguzman
LinkedIn: https://www.linkedin.com/in/kevelyn-g-055676b/
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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