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 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, including NFL players, PGA pros, and high-net-worth individuals.
Michael doesn’t hold back as he breaks down what it really takes to break into, and stay in, the luxury market. From handling high-stakes negotiations to navigating land issues like gopher tortoises and coastal construction lines, he gives a masterclass on trust, tenacity, and tactical thinking. Whether you're new to real estate or gunning for the 1%, this episode is a blueprint for sustainable success in competitive markets.
Loved this episode? Share it with a fellow agent chasing the luxury dream! Subscribe, leave a 5-star review, and connect with us on social media for behind-the-scenes insights and upcoming guest announcements.
Highlights:
00:00 - 03:12 Real Estate Lessons & Local Life in Ponte Vedra
· Staying calm during high-stress deals
· Halloween traditions in upscale neighborhoods
· Golf cart culture and trick-or-treating
· Family aging and changing community vibes
· What makes Ponte Vedra’s neighborhoods unique
03:13 - 10:21 From Pro Tennis to Pro Listings
· Starting as a tennis writer for ATP
· Transitioning from journalism to real estate
· Traveling the world: Wimbledon, Paris, US Open
· Moving to Ponte Vedra Beach for the ATP HQ
· Building credibility through elite sports networks
10:22 - 18:11 Breaking into Real Estate with NFL and PGA Ties
· Landing Fred Taylor as a client
· Working with Jaguars during their early years
· From networking to nurturing lasting relationships
· Competing with seasoned agents early on
· Leveraging sports background in real estate
18:12 - 27:44 Cracking the Luxury Oceanfront Market
· Turning neglected FSBO lots into listings
· Building trust with absentee landowners
· Creating snowball momentum from one big break
· Selling more oceanfront land than anyone else
· Long-distance rapport building and remote sales
27:45 - 36:04 Coastal Real Estate Technical Mastery
· What buyers must know about oceanfront lots
· Coastal construction lines and elevation factors
· Dealing with gopher tortoises and sea turtles
· Building relationships with DEP consultants
· Selling safety and certainty with due diligence
36:05 - 55:46 Elite Habits, Emotional Control & Career Longevity
· Staying consistent after nearly 3 decades
· Handling high-stakes, emotional transactions
· Why calm negotiation wins in luxury real estate
· Daily habits, relationships, and proactive lead gen
· Off-market properties and building agent trust
Quotes:
“Cooler heads prevail. That’s advice for real estate and life.” – Michael Curet “I never even met the seller. It was all about building trust over the phone.” – Michael Curet
“Luxury real estate is like the music business; you just need one break.” – Michael Curet
“You don’t need to know everything. But you need to know who to call.” – Michael Curet
To contact Michael Curet, learn more about his business, and make him a part of your network, make sure to follow him on his Website, Instagram, Facebook, and LinkedIn.
Connect with Michael Curet!
Website: https://www.pontevedra.com/
Instagram: https://www.instagram.com/curetmh/
Facebook: https://www.facebook.com/michael.h.curet
LinkedIn: https://www.linkedin.com/in/michael-h-curet-3b989017/
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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