Real Estate 2026: How Buyers, Sellers & Agents Win in a Shifting Market
Release Date: 01/09/2026
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Real Estate 2026: How Buyers, Sellers & Agents Win in a Shifting Market
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Selling $5M Homes in Ponte Vedra Beach
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info_outlineAre 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 challenges of coastal real estate, Dori dives into the lessons she brought from the gym floor to the negotiation table. Her story proves that when you lead with heart, structure, and the desire to serve, you’re already ahead of the game.
If you’re looking for more than just another real estate agent and want someone who truly gets your lifestyle dreams, connect with Dori Nugent or follow the podcast for more insider insights like this. Don’t forget to rate, review, and share this episode with someone thinking about making a fearless career change or move to Florida!
Highlights:
00:00 - 10:55 From Gym Rat to Fitness Leader
- Dori’s entry into fitness as a young mom
- Climbing from instructor to operations director
- Managing over 70 instructors
- Employee engagement lessons
- Her first taste of public speaking
10:56 - 20:40 Pivoting into Real Estate During a Pandemic
- Leaving a 20-year fitness career
- COVID’s impact on the fitness world
- Competing for and winning the podcast host role
- Discovering a passion for connection and communication
- Why authenticity helped her stand out
20:41 - 31:25 Falling in Love with St. Augustine
- Visiting multiple beach towns
- Why Hilton Head and Myrtle Beach didn’t work
- The lifestyle pull of Vilano and Anastasia Island
- Key factors in choosing a new home location
- The buyer’s mindset when relocating
31:26 - 40:50 Beach Buyers, Rentals, and Smart Agent Choices
- Why hyper-local agent knowledge is essential
- Flood zones, short-term rental rules, HOAs
- Helping buyers visualize lifestyle, not just homes
- The real value of social media for agents
- Selling trust before sales volume
40:51 - 53:00 Navigating New Construction and Military Moves
- Unique strategies for working with military buyers
- The resale trap of early-phase new builds
- Realistic pricing for listings near builders
- How she sets expectations with sellers
- Understanding your real buyer
53:01 - 1:07:15 Service, Connection, and Standing Out
- Customer service mindset from fitness to real estate
- Personal touches that matter (coffee, snacks, notes)
- Reading people and rewarding them accordingly
- Social media vs real impact
- Using AI and staying future-focused
1:07:16 - 1:19:21 Books, Tools, and Staying Grounded
- Dori’s top books for real estate mindset
- Unreasonable Hospitality, Endless Referrals, more
- Balancing authenticity with technology
- Staying top of mind without overspending
- Final thoughts and advice to new agents
Quotes:
“You sell when you make people feel a certain way.” – Dori Nugent
“Authenticity builds trust. And trust is everything in real estate.” – Dori Nugent
“Every client wants to be rewarded differently; you have to pay attention.” – Dori Nugent
“I'm trying to connect with that woman in Ohio sitting on her couch at 8 PM, dreaming of living by the beach.” – Dori Nugent
To contact Dori Nugent, 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 TikTok.
Connect with Dori Nugent!
Website: https://dori-nugent.cbpphomes.com/
Instagram: https://www.instagram.com/dorinuge/
Facebook: https://www.facebook.com/dori.carenugent
YouTube: https://www.youtube.com/@DoriNugent
LinkedIn: https://www.linkedin.com/in/dori-nugent-90b38747/
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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