Balancing Family, Investing & Real Estate the Right Way - Rachel Hanes
Release Date: 01/23/2026
Builder Rep To Top Agent: Insider Secrets Buyers & Sellers MUST Know About New Construction
Real Estate Excellence
How does emotional intelligence give real estate agents an edge in guiding clients through one of life’s most stressful decisions? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Robyn McIntosh, a top-tier real estate professional with a rich background in psychology and insurance. Robyn opens up about her unexpected path from working catastrophe claims at State Farm to becoming one of Florida’s most trusted names in real estate. Her ability to blend empathy with industry knowledge helps clients navigate not only deals but emotions, turning stress...
info_outline
Balancing Family, Investing & Real Estate the Right Way - Rachel Hanes
Real Estate Excellence
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,...
info_outline
How AI, Reviews & Referrals Are Shaping Real Estate
Real Estate Excellence
What if the secret to scaling your real estate business isn’t leads—but relationships? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes back powerhouse Realtor Sarah Schwartz, who shares how she dominated her market with over $36 million in sales from 57 transactions—all while managing life as a mom, wife, and business owner. Sarah reveals the secrets behind her explosive growth, including how she leverages her husband as her business partner, invests in her neighborhood relationships, and maintains an unrivaled level of client service that converts every...
info_outline
Real Estate Branding, Viral Marketing & No Fluff Content Strategy
Real Estate Excellence
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...
info_outline
Real Estate 2026: How Buyers, Sellers & Agents Win in a Shifting Market
Real Estate Excellence
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...
info_outline
What Makes a Broker Great? Jonathan Lickstein on Building Real Brokerage Culture
Real Estate Excellence
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...
info_outline
How to Buy Equestrian Property in Florida’s Top Horse Regions
Real Estate Excellence
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...
info_outline
How To Make Real Estate Agents CEO's
Real Estate Excellence
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...
info_outline
He Bet Everything on Real Estate — And It Worked
Real Estate Excellence
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,...
info_outline
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...
info_outlineWhat 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, integrity-driven business.
Rachel emphasizes the power of authenticity, consistency, and community—not just with clients but among fellow agents. She discusses the value of collaboration over competition, how she transitioned into investment and Airbnb properties, and why building relationships is her #1 marketing strategy. This episode is packed with hard-earned wisdom and actionable advice for any agent ready to elevate their game.
Inspired by Sarah's success? Start building real relationships today. Share this episode with a fellow agent, leave a review, and connect with Sarah online to see her strategies in action!
Loved Rachel’s journey? Subscribe to the Real Estate Excellence Podcast and share this episode with an agent who needs that extra push to believe in themselves!
Highlights:
00:00 - 09:49 Roots and Rejection
- From violin teacher to real estate rookie
- Starting with no laptop and a Craigslist ad
- Juggling motherhood and ambition
- Turning naysayers into fuel
- Building belief through consistency
09:50 - 17:54 Building Trust Through Referrals
- Authentic connection over forced follow-ups
- Repeat clients and word-of-mouth success
- Why integrity beats sales tactics
- Staying top of mind without being pushy
- Letting results speak louder than promotions
17:55 - 26:05 Handling Ego and Emotions in Deals
- The danger of combative agents
- Emotional intelligence during negotiation
- Protecting clients through calm professionalism
- Collaboration over confrontation
- How ego can cost your client the deal
26:06 - 33:59 Finding the Right Brokerage and Community
- The value of a supportive broker
- Learning through shared agent experience
- Group texts and collaborative growth
- Why culture trumps commission splits
- Being in business for yourself, not by yourself
34:00 - 41:59 Investing and 1031 Exchanges
- Working with fiduciaries and trusts
- Breaking down 1031 exchange strategies
- Understanding tax-deferred reinvestments
- Handling multi-heir trust properties
- How education expands your client base
42:00 – 01:20:53 Airbnb and Short Term Rental Strategy
- What new investors often overlook
- Management companies vs DIY
- The truth about ROI and maintenance
- How to create a standout Airbnb listing
- Regulations, reviews, and real risk
Quotes:
“You don’t always get immediate kudos for your decisions—it takes consistency for people to see your vision.” – Rachel Hanes
“I want people to feel that if they’re coming to me with business, it’s going to be handled with integrity.” – Rachel Hanes
“You're not being productive when you let ego take over a negotiation.” – Rachel Hanes
“Being collaborative in your professional life bleeds over to your personal life.” – Rachel Hanes
To contact Rachel Hanes, 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 Rachel Hanes!
Website: https://hamiltonhousegroup.com
Instagram: https://www.instagram.com/rachelhanesrealtor/
Facebook: https://www.facebook.com/rachelhanesrealtor
LinkedIn: https://www.linkedin.com/in/rachel-hanes-8337a2131/
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.
#RealEstateExcellence #RachelHanes #ReferralBasedBusiness #JacksonvilleRealEstate #WomenInRealEstate #RealEstateMom #AirbnbInvesting #RealEstatePodcast #1031Exchange #REInvestorTips #Mompreneur #FloridaRealtor #ClientExperienceMatters #TrustBasedBusiness #AgentReferrals #RESuccessStory #RealEstateCommunity #IntegrityInBusiness #HomeBuyingTips #RealtorJourney