Winning in New Construction Sales: Discipline, Builder Strategy & Buyer Wins with Jerry Strums
Release Date: 02/06/2026
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Jacksonville Relocation, New Construction, Beach Luxury and Pricing Right with Taylor Diaz
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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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info_outlineAre 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 building with site agents, and the often overlooked role of communication in securing the best deals for buyers. Jerry’s transparency and passion shine through as he opens up about his journey from hustling multiple side jobs to dominating new home sales. Whether you’re a seasoned realtor or just getting your license, this episode offers real value, real strategy, and real talk.
If you’re an agent navigating new construction or want to be, send this episode to your real estate team, connect with your local site agent today, and don’t forget to follow the show for more behind-the-scenes real estate wisdom!
Highlights
00:00 - 11:45 Breaking Into Real Estate
- Jerry’s journey from server to licensed agent
- Hustling with side gigs before going full-time
- The friend who sparked his real estate career
- Early struggles without mentorship or guidance
- First experiences with Red Zone and Compass
11:45 - 24:30 Builder Life: Structure, Sales, and Strategy
- Gaining stability through Richmond Homes
- Leaving multiple side hustles behind
- How builder sales differ from retail real estate
- Common myths about “easy” site agent jobs
- Building routines and sales systems
24:30 - 37:10 Inside the New Construction Process
- Buyer incentives and affordability breakdown
- VA loan success stories and payment examples
- Warranties explained: bumper-to-bumper vs structural
- Outside lenders vs in-house financing
- Navigating buyer registration protocols
37:10 - 50:15 Realtor-Site Agent Relationships
- Why some agents distrust site reps
- The importance of early introductions and transparency
- How Jerry makes agents feel like true partners
- Role clarity and mutual respect in the transaction
- Resolving conflict without ego
50:15 - 01:06:45 Communication, Control, and Customer Experience
- Setting expectations when handing off buyers
- How to properly introduce clients at a model home
- Building trust through shared goals
- Using CRM and follow-up to retain business
- Making the client feel like everyone’s on one team
01:06:45 - 01:23:07 Elevating Your Builder Game
- Tips for new agents visiting subdivisions
- The power of in-person rapport with site reps
- Jerry’s method for following up and adding value
- Building long-term agent relationships
- Final advice on winning in new construction sales
Quotes:
“When I came to the builder, I was able to quit that serving job and just focus directly on real estate.” – Jerry Strums
“You bring them here, let me close them for you, but you’re always part of the team.” – Jerry Strums
“The builder gave me structure. Real estate became more than a hustle, it became a career.” – Jerry Strums
“Realtors are my network, and I treat them like family.” – Jerry Strums
To contact Jerry Strums, learn more about his business, and make him a part of your network, make sure to follow him on his X, Instagram, Facebook, YouTube, and LinkedIn.
Connect with Jerry Strums!
Instagram: https://www.instagram.com/j3showtime
Facebook: https://www.facebook.com/share/1GvrVXsSTF/?mibextid=wwXIfr
YouTube: https://youtube.com/@jstrumstherealtor
LinkedIn: https://www.linkedin.com/in/jerry-strums-b0b711232
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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