Real Estate Excellence
The Real Estate Excellence Podcast brings you real conversations with the top real estate agents, brokers, and industry leaders in Northeast Florida and beyond. Hosted by Tracy Hayes, each episode uncovers the mindset, strategies, and stories behind the most successful professionals in the business. Whether you're a new agent or a seasoned pro, you’ll find the insight and inspiration you need to elevate your real estate career.
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Why Listings Sit, Buyers Hesitate, and Top Agents Still Win | Alexis Gamel
04/03/2026
Why Listings Sit, Buyers Hesitate, and Top Agents Still Win | Alexis Gamel
If buyers finally have more leverage again, are they prepared to use it wisely or are they still waiting for a crash that may never come? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Alexis Gamel. Alexis is a Northeast Florida real estate agent with deep roots in development, construction, residential strategy, and beach market expertise. In this conversation, she shares how her background in land sales, custom homes, and family life shaped the way she now helps buyers and sellers make smarter decisions. The episode explores pricing strategy, the difference between a normalizing market and a distressed one, how to think about new construction versus resale, and why experience matters so much in negotiation, inspections, and market positioning. Alexis also talks about the power of relationships, office culture, investor trends, equestrian properties, and the kind of service that builds long term trust. If this episode helped you see the market more clearly, subscribe to the show, share it with a buyer seller or agent who needs it, and connect with Alexis Gamel for guidance in Northeast Florida. Highlights 00:00 - 15:00 Alexis Gamel’s real estate roots Development background and horse farm beginnings How 2008 changed her path Returning to work after raising her kids Why construction knowledge helps buyers and sellers How early experience built confidence 15:00 - 30:00 Finding the right brokerage fit Why commercial real estate was not the right fit Her move into residential sales The value of team support early on Why culture matters more than commission split How office collaboration helps agents grow 30:00 - 37:29 New construction versus beach resale How buyers weigh location and condition Why new does not always mean better Why beach property carries a premium Why this market is normalizing not crashing What today’s buyers expect from older homes 37:29 - 49:30 Saving a deal under pressure Preparing a dated home for market How an open house produced the buyer The neighbor landscaping issue before closing Keeping both sides calm through the chaos What the deal taught her about problem solving 49:30 - 01:06:00 Pricing a home to win Why the first two weeks matter most The risk of pricing too high How buyers react to price drops Why higher rates can create buying opportunity How proper positioning protects value 01:06:00 - 01:21:46 Relationships over transactions Why service matters more than the sale What has changed for Airbnb investors Long term upside in downtown Jacksonville What makes equestrian property unique Why trust is the best part of real estate Quotes: “You can’t just put a sign in the yard anymore. You really have to do a lot behind the scenes and get things ready to position them correctly.” – Alexis Gamel “Those first two weeks on the market are critical. It’s when you get the most traction, when you get the most views, when you get most activity, when you get the most feet through the door.” – Alexis Gamel “I don’t think we’re ever gonna see a two, three, or a four again in my lifetime. That was an anomaly.” – Alexis Gamel “It’s more about the relationship over the transaction.” – Alexis Gamel To contact Alexis Gamel, learn more about her business, and make her a part of your network, make sure to follow her Website, X, Instagram, Facebook, and YouTube. Connect with Alexis Gamel! Website: X: Instagram: Facebook: YouTube: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #AlexisGamel #RealEstateExcellence #FloridaRealEstate #JacksonvilleRealEstate #NortheastFlorida #BeachMarket #HomeSellingTips #HomeBuyingTips #PricingStrategy #NewConstruction #ResaleHomes #BuyerLeverage #SellerStrategy #RealEstateAgent #LuxuryRealEstate #EquestrianProperty #InvestmentProperty #AirbnbInvesting #JacksonvilleBeaches #MarketNormalization
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How The Listings Lab Can 10X Your Business With Jess Lenouvel
03/30/2026
How The Listings Lab Can 10X Your Business With Jess Lenouvel
What would change in your business if you stopped chasing ready now leads and started building trust with people much earlier in their decision-making journey? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jess Lenouvel. Jess is the founder of The Listings Lab, author of More Money Less Hustle, and a real estate marketing strategist known for helping agents build scalable businesses through digital marketing, systems, and psychology. In this conversation, she explains why outdated prospecting methods are failing, why most agents misunderstand branding, and how attraction-based marketing creates stronger long term client relationships. She also breaks down the biggest gaps holding agents back, including poor messaging, weak systems, AI misuse, and a lack of understanding of human psychology. Jess shares how she built her first 100 deals through early Facebook conversations, why luxury is not a real niche, and how agents can move from burnout to a true business model with more income and less hustle. Highlights 00:00 - 04:07 Breaking Past the Solo Agent Growth Ceiling How fast growth creates operational pressure Why agents hit a production ceiling. The danger of waiting too long to build support. Systems before overwhelm. Preparing for a surge in business before it happens. 04:07 - 08:28 Running Real Estate Like a True Business Why commissions are not all personal income. Business accounts versus personal accounts. Paying yourself a salary. Budgeting for growth and support. Why agents need financial structure early. 08:28 - 18:00 From Shy New Agent to Digital Marketing Trailblazer Jess shares how she entered real estate. Why traditional training did not fit her. Building on Facebook in 2005.How conversations turned renters into buyers. Using psychology to turn strangers into clients. 18:00 - 28:50 Building a Personal Brand That Attracts Clients Why brokerages are not the consumer facing brand. Why logos and colors matter less in 2026. Turning yourself into the hook. Speaking to people earlier in their journey. Why connection and personal story matter online. 28:50 - 45:14 Using AI, Branding, and Systems to Scale How Jess uses her book to train AI in her voice. What bad AI content looks like. Why agents must edit and fact check outputs. The role of systems, automation, and support. Moving from agent operator to CEO. 45:14 - 55:25 The Digital Marketing Mistakes Agents Still Make Why just listed and just sold posts are not enough. The difference between content that gets engagement and appointments. How case studies outperform property posts. Why trial reels matter for audience growth. Where agents should start if they are stuck at six figures. Quotes: “If you would not run an ad that said I only work with rich people then you should not market yourself as a luxury agent.” – Jess Lenouvel “If your life does not show it you do not know it.” – Jess Lenouvel “Nostalgia is not a strategy.” – Jess Lenouvel “You will never come up with anything brilliant if you are busy all day.” – Jess Lenouvel To contact Jess Lenouvel, learn more about her business, and make her a part of your network, make sure to follow her Website and Instagram. Connect with Jess Lenouvel! Website: Instagram: Facebook: YouTube: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #JessLenouvel #realestate #realestateagent #realestatemarketing #digitalmarketing #socialmediamarketing #personalbrand #branding #leadgeneration #contentmarketing #realestatecoach #marketingstrategy #aiinmarketing #instagrammarketing #realtorlife #realestatebusiness #businesssystems #agentgrowth #realestatepodcast #moremoneylesshustle #listinglab
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Jacksonville Relocation, New Construction, Beach Luxury and Pricing Right with Taylor Diaz
03/27/2026
Jacksonville Relocation, New Construction, Beach Luxury and Pricing Right with Taylor Diaz
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 consistency and accountability shape success. Taylor also breaks down what new agents often misunderstand about the business, why time blocking and lead generation matter, how to choose the right team, and what buyers and sellers need to understand in today’s Jacksonville market. Her insights on relationships over transactions, DISC personalities, open house strategy, and the 30, 60, 90 day pipeline make this episode especially valuable for both new and experienced agents. Listen in to hear Taylor’s honest advice on building a real estate business that lasts and reach out if her approach resonates with you. Highlights 00:00 - 12:15 From medicine to real estate during a global shutdown Taylor’s early dream of working in medicine Why she left nursing and studied psychology What felt missing in the medical field Getting licensed during the COVID shutdown How the testing delays nearly derailed her start 12:15 - 20:30 Choosing Keller Williams and finding the right team Why education and training mattered most Starting as a solo agent while still in medicine The frustration of trying to do both careers at once Hearing Sarah Rocco speak and feeling drawn to her style Why joining a team finally became the next step 20:30 - 34:35 What Taylor learned from Sarah Rocco and the Rocco team Why relationships over transactions became a core belief How DISC personalities improved client communication What the rule of three taught her about solving problems The discipline and production standards on the team Why many agents underestimate the work real estate demands 34:35 - 50:20 How agents should build a real estate business that lasts Why self-discipline matters for solo agents How time blocking creates consistency The value of choosing three lead sources Why the 30, 60, 90-day rule matters How to avoid the rollercoaster income cycle 50:20 - 01:06:30 Open houses, tracking, and better buyer strategy Why open houses need planning not guesswork How timing and seasonality affect traffic Why lenders can strengthen an open house experience How buyers should think in monthly payments not just price Why seller concessions can be a strategic advantage 01:06:30 - 01:33:28 Jacksonville market insights and building a life in real estate Why Taylor sees Jacksonville as a buyer’s market How attractive and well-priced homes still move quickly What sellers misunderstand about pricing and net proceeds Why real estate can support family life and flexibility later on What makes helping clients through life changes so meaningful Quotes: “Failure is not an option. This is going to happen.” – Taylor Diaz “It’s all about the intentionality behind it. Like, I’m intentionally listening and putting it in the back of the filing cabinet in my brain.” – Taylor Diaz “Consistency with lead generation is so, so, so important.” – Taylor Diaz To contact Taylor Diaz, learn more about her business, and make her a part of your network, make sure to follow her Website and Instagram. Connect with Taylor Diaz! Website: Instagram: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #TaylorDiaz #TracyHayes #RealEstateExcellence #NortheastFlorida #JacksonvilleRealEstate #KellerWilliams #SarahRocco #RealEstateAgent #LeadGeneration #OpenHouses #LuxuryRealEstate #JacksonvilleBeach #SilverLeaf #Nocatee #StJohnsCounty #BuyerMarket #SellerConcessions #NewConstruction #AIinRealEstate #RelationshipMarketing
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How to Sell Luxury Real Estate in 2026: Leigh Howe Amelia Island
03/16/2026
How to Sell Luxury Real Estate in 2026: Leigh Howe Amelia Island
What do luxury buyers need to understand about owning on Amelia Island that most agents never explain? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Leigh Howe. Leigh shares a career path that started far from traditional real estate. She moved from teaching, nursing, retail, and sales into land development and homebuilding after she and her husband took on a 100 acre project in Gainesville. That experience gave her deep knowledge in zoning, infrastructure, construction, customer selections, and the human side of real estate. She explains how surviving the housing crash and later the COVID era shaped her approach, eventually leading her to focus on retail real estate on Amelia Island where she could combine expertise with relationship driven service. Leigh then shifts into what makes Amelia Island so desirable and what it really takes to serve affluent buyers well. Leigh explains that luxury clients still need guidance, clarity, and confidence even when they are highly accomplished professionals. She talks about joining the right brokerage, learning the south end of the island, listening to other agents, building trust through referrals, asking better questions, and staying authentic instead of sounding overly sales driven. The episode also explores off market opportunities, AI in real estate, local ownership nuances, and why true value comes from knowledge, professionalism, and anticipating needs before clients even ask. Thinking about buying, selling, or investing on Amelia Island Reach out to Leigh Howe and start with a smart strategy before the next great property is gone. Highlights 00:00 - 05:41 From teacher to developer Tracy introduces Leigh Howe and her background in Nassau County real estate Leigh explains she did not plan to become a real estate agent A lunch with a landowner leads to a 100 acre development opportunity She and her husband sell the first 60 half acre lots Building the last 40 homes launches her hands on real estate education 05:41 - 13:20 Surviving the crash and finding a new lane The early growth years make development look unstoppable The recession hits and unsold homes turn into rentals Leigh describes cashing in retirement savings to survive During COVID they build multifamily rentals for long term stability She transitions fully into Amelia Island real estate and enjoys the freedom of agency work 13:20 - 20:55 Why Amelia Island keeps pulling people back Leigh calls Amelia a magical place that sells itself The island blends blue collar roots with resort lifestyle appeal Buyers are drawn to beaches, boating, marsh views, and historic downtown Most of her clients are second home or third home buyers Privacy, simplicity, and ocean views drive many luxury decisions 20:57 - 31:08 How Leigh broke into luxury real estate She identifies her knowledge gap on the south end of the island Joining a brokerage behind the gate gives her direct access to luxury inventory She learns by sitting with experienced agents and listening closely Leigh builds her own style by staying authentic instead of salesy Referrals, community involvement, Facebook, and Instagram help expand her visibility 31:36 - 43:52 What affluent buyers really need from an agent Leigh is surprised that high powered buyers often feel unsure during transactions She explains why successful people still need handholding and clear expectations Concierge level service means anticipating needs and guiding every step Asking better questions helps narrow the search without wasting time Referrals, trust, and quiet off market conversations create new opportunities 44:00 - 1:20:25 AI local nuance and the realities of ownership Tracy and Leigh discuss how AI may improve search and targeting Leigh says local knowledge still matters more than generic estimates She highlights ownership realities like taxes, turtle lighting, and shore stabilization costs They talk about pricing psychology, negotiation, and market corrections The episode closes with a story that shows how small details can decide a sale Quotes: “People don't like surprises.” – Leigh Howe “It's a magical place.” – Leigh Howe “If you're not a salesy person, then don't be salesy.” – Leigh Howe “I'm always going to answer the phone when you call me.” – Leigh Howe To contact Leigh Howe, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook. Connect with Leigh Howe! Website: Instagram: Facebook: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #AmeliaIsland #LuxuryRealEstate #LeighHowe #FloridaRealEstate #CoastalLiving #OceanfrontHomes #SecondHomeBuyers #HighEndRealEstate #RealEstateMarketing #LuxuryLifestyle #AmeliaIslandLiving #NassauCounty #HomeBuyingTips #OffMarketListings #ConciergeService #AuthenticSelling #RealEstatePodcast #AIinRealEstate #WaterfrontProperty #IslandLife
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How To Successfully Build A Top Producing Real Estate Team: Megan Jernigan
03/09/2026
How To Successfully Build A Top Producing Real Estate Team: Megan Jernigan
What happens when you stop chasing commissions and start obsessing over service, systems, and solving problems before they explode? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Megan Jernigan shares how she built a high performing real estate business in Nashville by committing to service, discipline, and relentless follow through. She explains that strong vendor relationships are not about perks or kickbacks, but about responsiveness, trust, and doing what is best for the client every single time. She also opens up about leaving the security of a corporate path, betting on herself in real estate, and working with a failure is not an option mindset until the business gained momentum. The conversation goes deep into the systems behind her success. Megan talks about why year three is a make or break point for many agents, how her assistant became a true accountability partner, and why a team only works when the right people are on the bus. She also breaks down what she looks for in agents, why organization matters, how thoughtful prospecting beats box checking, and why the real payoff in this business comes from serving people so well that referrals become inevitable. If this episode challenged the way you think about growth, leadership, and client service, share it with another agent who needs to hear it, follow the show, and connect with Megan Jernigan through the show notes to keep the conversation going. Highlights 00:00 - 08:20 Client First Vendor Relationships Why Megan avoids gifts and personal perks Passing savings directly to clients Choosing vendors based on trust and speed Why response time matters in a transaction Making sure everyone involved truly cares 08:21 - 27:20 From Corporate Work To Real Estate Her early career path before real estate Feeling boxed in by traditional roles Why she wanted more ownership and freedom Taking the risk to bet on herself Building confidence through hard work 27:21 - 40:59 The Year Three Breakthrough Why year three is a key test for agents Moving from survival mode to stability Building momentum through consistency Hiring help earlier than expected Creating accountability that drives growth 41:00 - 49:39 Building The Right Team Why adding people needs real purpose Creating systems that support service Finding people who can adapt and grow Protecting culture as the business expands Getting the right people on the bus 49:40 - 01:11:46 Prospecting And Market Strategy Using broker opens with intention Hosting open houses in target areas Building local knowledge and credibility Prospecting with purpose instead of habit Using marketing to attract more listings 01:11:47 - 01:15:34 Service As The Real Advantage Solving problems before they get bigger Looking ahead for clients at every step Reducing stress during the transaction Hiring people who care about service Why strong service creates long term success Quotes: “I know I’m a great problem solver and I just thought if I can just work eight days a week. For 26 hours a day for long enough. And that’s exactly what I did.” – Megan Jernigan “Everybody has to care.” – Megan Jernigan “If you can get to year three, you will quickly see if you are going to launch or you need to go find another job.” – Megan Jernigan “I love fixing problems before their problems and having the right people and solution and making this like really stressful time looking ahead six steps to where it is no longer stressful." – Megan Jernigan To contact Megan Jernigan, learn more about her business, and make her a part of your network, make sure to follow her Website, Podcast, X, Instagram, Facebook, YouTube, and LinkedIn. Connect with Megan Jernigan! Website: Instagram: Facebook: YouTube: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #MindsetInMotion #RealEstateExcellence #RealEstatePodcast #DebbiDiMaggio #MindsetMatters #Momentum #TakeAction #PeakPerformance #GoalSetting #HighPerformanceHabits #RealEstateAgentLife #RealtorMindset #AuthenticBrand #Networking #OneOnOnes #Accountability #BNI #MarathonMindset #Resilience #PersonalGrowth
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Mindset In Motion with Debbi DiMaggio
02/27/2026
Mindset In Motion with Debbi DiMaggio
What if the only thing standing between you and your next breakthrough is the decision to move before you feel ready? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Debbi DiMaggio. Debbi shares how clarity, belief, and relentless action shaped her 35 year career in real estate and her life beyond it. From writing down ten things she wanted at age 25 to building a thriving business during the Great Recession, Debbi reveals how mindset in motion became her secret weapon. She explains why most agents do not need more motivation. They need movement. Debbi also opens up about running the LA Marathon with almost no training, launching a company in one of the toughest markets in history, and writing her fifth book Mindset in Motion. Through real stories and practical wisdom, she breaks down her five step framework that turns intention into aligned action. This conversation is a masterclass in momentum, resilience, and activating your potential when it matters most. If you are ready to stop waiting and start moving, share this episode with a fellow agent, subscribe to the podcast, and commit to one bold action today that moves you closer to your goal. Highlights 0:00 - 3:00 Missing Link Between Goals and Results Why goals stall without a method Motion beats waiting for motivation Action creates momentum and confidence What you will learn in this episode 3:00 - 14:48 Debbi’s Path Into Real Estate Why she avoided real estate growing up The ten things list that gave her direction Starting in San Francisco rentals pre internet How rentals turned into a long term pipeline 14:48 - 28:42 Why She Wrote Mindset In Motion A Ted talk course triggered the idea She needed a clear repeatable message Turning life wins into a framework Marathon story as the proof point 28:42 - 39:55 The Five Step Method Get clear on one specific goal Choose belief before the how Internalize with writing and vision Activate with people resources and accountability 39:55 - 1:05:49 Momentum Habits and Routine Smallest move when stuck get up and leave home Protect mornings from noise and distractions Her early routine meditation water meetings One on ones to build relationships and referrals 1:05:49 - 1:17:54 Challenge and Closing Seven-day challenge to build momentum Start with ten minutes of daily meditation BNI and community to stay in motion How to connect and what comes next Quotes: "Action builds momentum. Momentum builds confidence, and confidence delivers results." – Debbi DiMaggio "No is not an option. I finish what I begin." – Debbi DiMaggio "You never know unless you ask." – Debbi DiMaggio "I never know what is going to happen. I am always looking for the magic." – Debbi DiMaggio To contact Debbi DiMaggio, learn more about her business, and make her a part of your network, make sure to follow her Website, Podcast, X, Instagram, Facebook, YouTube, and LinkedIn. Connect with Debbi DiMaggio! Website: Podcast: X: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #MindsetInMotion #RealEstateExcellence #RealEstatePodcast #DebbiDiMaggio #MindsetMatters #Momentum #TakeAction #PeakPerformance #GoalSetting #HighPerformanceHabits #RealEstateAgentLife #RealtorMindset #AuthenticBrand #Networking #OneOnOnes #Accountability #BNI #MarathonMindset #Resilience #PersonalGrowth
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NEFAR President Kim Knapp: 2026 Playbook for Florida Realtors | AI, Contracts & Leadership
02/20/2026
NEFAR President Kim Knapp: 2026 Playbook for Florida Realtors | AI, Contracts & Leadership
If you had to prove your value to every buyer before showing a single home, what would you change first in your process? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Kim Knapp. Kim shares her vision for leading the Northeast Florida Association of Realtors in 2025 with a focus on doing it right and keeping it real. She talks about building stronger volunteer leadership systems, reconnecting members through local councils and training, and pulling top producers closer with a Top Five Forum featuring an NAR economist and business coaching. The conversation shifts into the post settlement reality and the mindset agents need to win with buyer agreements, then goes deep on practical AI use in real estate from business ops to marketing and search friendly listing content. Kim also highlights common ethics and contract pitfalls, why agents must stop acting like attorneys, and how quarterly planning and a simple passion plan can turn big goals into real execution. Pick one idea from the chapters below and implement it in the next 7 days, then share this episode with one agent who keeps saying the market has changed but has not changed their process. Highlights 00:00 Leading with do it right keep it real 09:27 Member value and stronger local connection 18:03 Buyer agreements and the new normal 20:00 AI for real estate speed and marketing 33:07 Ethics compliance and contract pitfalls 41:43 Execution planning and long term growth Quotes: “If you can think it ask it.” – Kim Knapp “Anybody can be average without trying.” – Kim Knapp “Tell it exactly what you want and itll guide you through it.” – Kim Knapp “I love real estate people and Im glad to be on the in the tribe.” – Kim Knapp To contact Kim Knapp, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, and YouTube. Connect with Kim Knapp! Website: Instagram: Facebook: YouTube: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #RealEstateAgents #Realtors #NEFAR #FloridaRealtors #Leadership #TopProducers #BuyerAgency #BuyerBrokerAgreement #PostSettlement #Negotiation #CodeOfEthics #Compliance #Contracts #TransactionCoordinator #CondoInsurance #AIForRealEstate #ChatGPT #MarketingStrategy #BusinessPlanning
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Tina Priest: Military Spouse to Real Estate Agent Star
02/16/2026
Tina Priest: Military Spouse to Real Estate Agent Star
If you had to lose the paperwork and keep only one habit to grow your business this year would it be answering the phone or following up? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tina Priest. Tina shares how her service first mindset shaped her path into real estate through military life social work and operational leadership. She explains why Hover Girl Properties focuses on boundaries transparency and real relationships so clients feel seen not processed, especially when timelines are tight and emotions are high. You will hear practical habits that helped Tina exceed her goal in 2025 including answering unknown calls working weekends when it matters and using Zoom consults to build trust fast with out of town buyers. She also breaks down why follow up creates raving fans, why a transaction coordinator protects your energy, and why the job often continues after closing for military clients who have not even arrived yet. Subscribe to the Real Estate Excellence Podcast and share this episode with one agent who needs a simple playbook for relationships follow up and serving military clients well! Highlights 00:00 - 04:03 Big goals without losing the relationship • 2025 results and 2026 pressure • Next person up mindset • Quality over quantity • Boundaries and team support • Staying present with each client 04:03 - 09:50 From service work to real estate calling • Why operations management mattered • Case work lessons and emotional weight • Military life and moving often • First connection to Hover Girls • Choosing the right season to start 09:50 - 23:58 Property management training ground • What property management taught fast • Setting expectations with owners and tenants • Vendor relationships and real costs • Culture of care and fixing mistakes • Getting licensed and launching with support 23:58 - 35:13 Trust building on Zoom and in person • Ride along learning with Joy and Laura • Staying organized through the process • Zoom consults as relationship accelerators • Military clients and straight talk communication • Listening for details that drive loyalty 35:13 - 01:00:02 Habits that keep the pipeline moving • Put the sign out and answer the phone • Show up weekends when needed • Follow up systems and simple touches • Serving military clients with extra care • Video walkthrough tips and VA realities 01:00:02 - 01:20:00 Stories, curveballs, and wow moments • Creepy showing and keeping a straight face • When there is no training and you pivot • HOA chaos and closing anyway • Doing the unglamorous work to wow clients • Negotiation mindset and closing thoughts Quotes: “People dont care how much you know until they know how much you care.“ – Tina Priest “I try not to get too focused on like the big numbers but just the person thats coming next.” – Tina Priest “I think its being transparent out of the gate.” – Tina Priest “Were not done yet.” – Tina Priest To contact Tina Priest, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, and LinkedIn. Connect with Tina Priest! Website: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #RealEstateAgent #MilitaryMoves #MilitaryRelocation #NavyLife #JacksonvilleRealEstate #Mayport #VAHomeLoan #PropertyManagement #ClientExperience #CustomerCare #RelationshipMarketing #FollowUp #RavingFans #TransactionCoordinator #ZoomConsultation #NewConstruction #HomeBuying #HomeSelling #RealEstateExcellence
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How Christina Swyers Built a Cross-Market Real Estate Business Through Relocation, Leadership, and Grit
02/09/2026
How Christina Swyers Built a Cross-Market Real Estate Business Through Relocation, Leadership, and Grit
What would your real estate career look like if you stopped learning and finally acted? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Christina Swyers breaks down the mindset, systems, and discipline that transformed her from a brand-new agent into a multi-state real estate leader. She shares how she rebuilt her entire business after relocating 1,000 miles to Florida, proving that success follows those who take action, stay uncomfortable, and relentlessly meet new people. Her story reveals how the right network, the right brokerage, and the right habits can accelerate success faster than any lead source on the planet. Christina also opens up about the failures, fears, and high-risk decisions that shaped her into the confident entrepreneur she is today. From mastering social media to negotiating through chaos, she explains the psychology behind winning clients and the personal growth required to thrive in real estate. For any agent looking to scale, restart, or finally break through, this episode is a masterclass in the unsexy, daily work that builds a lasting business. If this episode gave you clarity, inspiration, or the push you needed, share it with another agent who needs to hear the truth about what real success really takes. And don’t forget to subscribe to the show for more top-tier conversations with the industry’s best. Highlights 00:00:00–00:14:40 Christina’s Journey, EXP, and Building a Career from Scratch Early career beginnings and misalignments Discovering EXP Realty’s model and mission The role of her husband in pushing her into real estate Transitioning from traditional brokerages to cloud-based systems Why EXP appealed to her entrepreneurial mindset 00:14:40–00:27:55 The Power of Networks, Events, and Finding the Right Rooms How top producers leverage events and conferences Building referral networks through personal connections Learning to be “the dumbest person in the room” Accidental leadership and stepping into new roles Why agents fail when they isolate themselves 00:27:55–00:41:10 Choosing a Brokerage and Understanding Your Own Psychology How to evaluate whether a brokerage fits your goals The mindset differences between successful agents and failing agents Understanding your client avatar and personal tendencies Why self-awareness determines long-term success The psychology behind confidence and taking action 00:41:10–00:55:20 Relocating 1,000 Miles and Rebuilding a Business in 30 Days Moving to Florida and starting over with zero contacts Leveraging social media as a relocation engine Identifying feeder markets and lifestyle marketing opportunities Creating early traction through networking and collaboration Using brokerage tools and systems to jumpstart momentum 00:55:20–01:09:10 Social Media Engines, Referrals, and Modern Lead Generation Community spotlight videos and collaborating with businesses Turning Instagram and TikTok into conversation starters Capitalizing on referral relationships with agents nationwide Using DMs to build trust and convert followers to clients Repurposing content across multiple platforms for maximum reach 01:09:10–01:25:54 Negotiation Mastery, Mindset, and Becoming an Elite Agent Breaking down inspection reports into solvable buckets Managing emotions, expectations, and difficult personalities The importance of communication and attention to detail How experience shapes negotiation strategy and outcomes Solving bigger problems to earn bigger opportunities Quotes: “You gain confidence by keeping promises to yourself.” – Christina Swyers “Without people, we don’t have a business — meet new people every single day.” – Christina Swyers “Real estate is just the vehicle. The mindset and the mission are what drive everything.” – Christina Swyers “The money we make is equal to the size of the problems we’re willing to solve.” – Christina Swyers To contact Christina Swyers, learn more about his business, and make him a part of your network, make sure to follow him on his Website, Instagram, Facebook, TikTok, and YouTube. Connect with Christina Swyers! Website: Instagram: Facebook: YouTube: TikTok: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealtorLife #RealEstatePodcast #ChristinaSwyers #TopAgentTips #RealEstateSuccess #EntrepreneurMindset #LeadershipInRealEstate #RealEstateTraining #RealEstateCoaching #RealtorNetworking #RealEstateMarketing #EXPRealty #SocialMediaForRealtors #NegotiationSkills #MindsetMatters #RealEstateInvesting #HomeBuyingTips #RealEstateCareer #GrowthMindset
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Winning in New Construction Sales: Discipline, Builder Strategy & Buyer Wins with Jerry Strums
02/06/2026
Winning in New Construction Sales: Discipline, Builder Strategy & Buyer Wins with Jerry Strums
Are 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! X: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #NewConstructionHomes #JacksonvilleRealEstate #SiteAgentLife #RealEstateTips #BuilderIncentives #NortheastFloridaHomes #HomeBuyingTips #VeteranHomeLoans #RichmondHomes #RealtorTips #RealEstateTraining #HousingMarket2024 #StJohnsCounty #StAugustineHomes #HomeOwnershipJourney #AgentCollaboration #RealtorNetwork #FirstTimeHomebuyer #RealEstateMindset
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The Open House Blueprint: Door-Knock, Invite, Sell
01/30/2026
The Open House Blueprint: Door-Knock, Invite, Sell
Are 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 Madison Partridge, founder of Local Roots Group, who shares her raw journey from zero experience to building a purpose-driven real estate business in Northeast Florida. Leaving a medical career behind, Madison threw herself into real estate without a budget but armed with grit, open houses, and a relentless drive to connect with people. Now a leader in her market, Madison reveals how getting uncomfortable and showing up consistently on social media and in person has helped her cultivate a loyal sphere that accounts for over 65 percent of her business. From door knocking and hosting open houses to educating VA and first-time buyers, her story is a blueprint for young agents looking to build from the ground up. If Madison’s story inspired you share it with a new agent or entrepreneur who needs to hear that success is built on consistency and courage. Subscribe to Real Estate Excellence for more episodes featuring top-performing agents who lead with heart and hustle Highlights: 00:00 – 11:06 Starting from Scratch with a Mindset for Growth Leaving the medical field for real estate Embracing discomfort and uncertainty early on Using every free tool and tactic in the beginning Door knocking and open houses as launchpad Advice from her mother and how it shaped her drive 11:07 – 22:13 Faith Consistency and Building a Strong Foundation Letting faith and clarity guide business choices The power of repetition and relationship building Lessons learned from mentors and podcasts Getting real about CRM and system resistance Why 65 percent of her business comes from her sphere 22:14 – 33:20 The Open House Advantage and Local Branding Why open houses work best for relationship builders Creating high-touch memorable open house experiences Door knocking with strategic invites and face-to-face trust Turning neighbors into advocates and future clients How her presentation builds long-term reputation 33:21 – 44:26 Events and Community as Client Retention Tools Organizing low-cost high-value client events Leveraging vendor relationships for co-hosting Scaling appreciation events as her team grows Clay County as her niche and local expertise Community growth and long-term investment strategy 44:27 – 55:33 Educating and Empowering VA and First-Time Buyers Why she specializes in VA buyers and military families Combatting misconceptions about VA loans Setting expectations about pricing and home types Using buyer consults to prep for negotiation Getting creative with concessions and buy-downs 55:34 – 01:06:40 Strategic Negotiation and Future-Focused Guidance Managing seller resistance in a shifting market Handling low savings and credit with empathy Long-term thinking with equity building Comparing rent vs owning with visual tactics Her long-term goals in flipping and investing Quotes: “Get comfortable with the uncomfortable that is what this business is about.” – Madison Partridge “Every conversation is an opportunity waiting to happen.” – Madison Partridge “If I can get in front of someone I know I can build that trust.” – Madison Partridge “You are not buying your forever house you are building equity and leveling up.” – Madison Partridge To contact Madison Partridge, 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 LinkedIn. Connect with Madison Partridge! Website: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstateExcellence #MadisonPartridge #OpenHouseWins #VAHomeLoans #FirstTimeBuyerHelp #YoungRealtorLife #RealEstateMindset #WomenInRealEstate #DoorKnockingStrategy #LocalRootsGroup #ClayCountyHomes #FaithDrivenBusiness #RealEstateFlorida #RealtorTips #SphereOfInfluence #HomeBuyerHelp #JacksonvilleHomes #ClientCareMatters #RealEstateCoaching #MarketLikeAPro
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Builder Rep To Top Agent: Insider Secrets Buyers & Sellers MUST Know About New Construction
01/26/2026
Builder Rep To Top Agent: Insider Secrets Buyers & Sellers MUST Know About New Construction
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 into strategy. From navigating new construction pitfalls to educating buyers on insurance red flags, Robyn emphasizes the value of transparency, community, and staying informed. Whether it’s explaining roof replacement impact on home values or the critical timing of involving an insurance agent, she lays out the realities that every buyer and seller should hear. Her journey is a masterclass in resilience, customer service, and intentional business-building. Enjoyed this episode? Share it with someone considering a move or career in real estate! Don't forget to subscribe and leave a 5-star review on Apple Podcasts or Spotify. Highlights: 00:00 - 14:49 New Construction Exposed How Robyn’s builder background shaped her strategy Why agents should attend builder meetings Critical need for third-party inspections Permitting issues and layout mix-ups The communication breakdown in national builder pipelines 14:50 - 28:59 The Insurance Mindset Advantage Robyn’s State Farm experience in catastrophe claims How it shifted her approach to risk in real estate Explaining Florida insurance pitfalls to out-of-state buyers Why home age affects insurability Avoiding last-minute insurance deal-breakers 29:00 - 42:49 Roofs, Claims, and Seller Strategy When to address aging roofs before listing Educating sellers on repair ROI vs. reality How inspectors and insurance agents derail contracts Preparing buyers and sellers emotionally for negotiations The true cost of ignoring deferred maintenance 42:50 - 57:59 Pivoting from Setback to Success Robyn’s career curveball: from nuclear medicine to real estate Losing out on a medical program led to reinvention How real estate filled the service gap she craved Her “Come to Jesus” moment with her husband Turning rejection into redirection 58:00 - 01:12:29 Service, Community & Emotional EQ What “being of service” means to Robyn Why communication is more powerful than contracts Balancing emotion with education in transactions Her husband's public service and how it influences her work The mindset shift from salesperson to problem-solver 01:12:30 - 01:28:59 Broker Choices & Real Estate Realities Choosing the right brokerage for growth Online courses vs. classroom experience Learning curves and mentorship matters Brokerage fit vs. personal discipline Advice for new agents entering the market Quotes: “Before my feet hit the floor, I say: money flows to me easily and abundantly.” – Robyn McIntosh “You don’t need an inspector because it’s a bad builder—you need one to cover everything.” – Robyn McIntosh “Life is hard. If selling your home is the hardest thing you face, let me help you through it.” – Robyn McIntosh “I love everything about homes—their stories, their challenges, their potential.” – Robyn McIntosh To contact Robyn McIntosh, learn more about her business, and make her a part of your network, make sure to follow her on her Website. Connect with Robyn McIntosh! Website: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RobynMcIntosh #RealEstatePodcast #HomeBuyingTips #FloridaRealEstate #WomenInRealEstate #ServiceDrivenSales #NewConstruction #RealEstateExpert #RealEstateJourney #CustomerExperience #HomeSellingTips #RealEstateMarketing #InsuranceTips #HomeInspection #EmotionalIntelligence #RealEstateLife #PodcastInterview #RealEstateMentor #RealEstateEducation #RoofReplacement #JacksonvilleRealEstate
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Balancing Family, Investing & Real Estate the Right Way - Rachel Hanes
01/23/2026
Balancing Family, Investing & Real Estate the Right Way - Rachel Hanes
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, 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: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: 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
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How AI, Reviews & Referrals Are Shaping Real Estate
01/16/2026
How AI, Reviews & Referrals Are Shaping Real Estate
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 transaction into a future referral. They dive deep into the psychology of client retention, why genuine human connection outperforms flashy marketing, and how Sarah’s fierce commitment to relationships keeps her top-of-mind in Northeast Florida’s competitive market. Her community-first strategy, powered by local events, handwritten notes, and hot chocolate bombs, proves that you don’t need hundreds of leads—you need people who trust you. 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! Highlights: 00:00–06:12 Building a Real Estate Power Couple Husband’s role as licensed contractor, realtor, and drone pilot Creating custom marketing materials How partnership enables business growth and personal time Travel and work-life balance Supporting each other through business systems 06:13–14:20 Scaling with Systems & Support Closing 57 transactions solo with a TC Delegation of tasks to stay focused Streamlining listings with checklists and support Using AI and website design for lead generation Importance of consistency in business operations 14:21–22:26 Relationship Building Over Sales Pitches Monthly gifts, newsletters, and personal check-ins Maintaining contact with clients from years ago Posting family life alongside business online How authenticity builds trust Turning past clients into lifelong referral partners 22:27–33:59 Digital Authority and Online Strategy Power of Google reviews and how to request them Why reviews drive AI visibility Building a searchable, content-rich website Role of blogs and keywords in AI search results Educating the market through local content 34:00–42:58 Brokerage Moves and Business Alignment Evaluating broker support and culture Finding a broker who supports your growth Leaving cloud brokerages for more personal support Importance of mentorship and coaching Aligning business model with brokerage strengths 42:59–01:24:03 Farming the Neighborhood Like a Queen Turning 100 homes into over 10 million in business Neighborhood drop-bys with QR codes Hosting events like Friendsgiving and book club Becoming the go-to resource for community updates Building business through connection and consistency Quotes: “He is what puts the Schwartz in Sarah Schwartz.” – Sarah Schwartz “Every client, even from 7 years ago, still hears from me—because they matter.” – Sarah Schwartz “I didn’t realize how important a broker’s support was until I didn’t have it.” – Sarah Schwartz “Referrals are a girl’s best friend.” – Sarah Schwartz To contact Sarah Schwartz, learn more about her business, and make her a part of your network, make sure to follow her on her Website. Connect with Sarah Schwartz! Website: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstateExcellence #RealEstateTips #RelationshipMarketing #TopRealtor #RealEstatePodcast #GoogleReviews #AIinRealEstate #BrokerageSwitch #NortheastFloridaRealtor #LuxuryHomes #ListingTips #RealtorLife #ClientFirst #MarketingTips #NeighborhoodFarming #ReferralBusiness #JacksonvilleRealEstate #WomenInRealEstate #RealEstateBranding #RealEstateStrategies
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Real Estate Branding, Viral Marketing & No Fluff Content Strategy
01/12/2026
Real Estate Branding, Viral Marketing & No Fluff Content Strategy
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 is as inspiring as it is practical. Amy explains how being consistent, ditching perfection, and tapping into your community can organically grow your business. She shares her branding secrets (hello, orange fridge and pink sweaters), talks openly about the criticism she’s faced, and reveals the real secret behind content that converts — connection, not clicks. If you’ve ever been stuck wondering what to post or if social media even works, Amy proves it’s not just possible, it’s powerful. Ready to stop overthinking and start building your brand? Highlights: 00:00 - 10:15 The Power of Consistency in Social Media Why social media works like the gym Getting over the fear of showing your face 90% of Amy’s business comes from social From baby agent to top producer Perfection is the enemy of posting 10:16 - 21:30 Building Influence Through Authenticity Being relatable vs. being polished How her audience grew to recognize her voice Sharing daily posts at 6:30 AM Creating community trust through video Marketing as a daily discipline 21:31 - 34:50 Amy’s Backstory Her pivot from apparel to real estate Early grind and learning self-discipline Why coaching programs didn’t work for her Mentorship and first brokerage experience Advice for new agents and choosing the right brokerage 34:51 - 47:30 From Orange Fridge to Luxury Homes Using color, wardrobe, and props as brand signals TikTok growth and audience expectations Dropping the wine content to grow serious business The psychology of being memorable Adapting your style for luxury clients 47:31 - 58:00 Turning Videos into Listings The $4M listing from a WaveRunner video Facebook vs. Instagram vs. TikTok strategies Customizing content per platform Why Facebook is hyperlocal gold Creating lifestyle video tours 58:01 - 1:12:40 Content Creation, Tools, and Staying Authentic Managing multiple platforms with purpose Should you post the same video everywhere? Organic calls to action vs. automation Stirring the pot to drive engagement Leveraging your voice and personality in marketing 1:12:41 - 1:21:58 Listings, Brand Power, and Final Advice Using social media stats to win listings Why numbers matter in a pitch Knowing your ideal client Loving the process even on tough days Amy’s final thoughts on joy, work ethic, and being “one-take Amy” Quotes: “It doesn't have to be perfect. Just post it. Just go.” – Amy B. Cotney “You are your own brand. Be unapologetically you.” – Amy B. Cotney “People want to work with someone real, not someone perfect.” – Amy B. Cotney “Marketing is my jam, it’s what gets me up at 3:30 in the morning.” – Amy B. Cotney To contact Amy Cotney, 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 Amy B. Cotney! Website: Instagram: Facebook: YouTube: TikTok: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstateMarketing #SocialMediaForRealtors #AmyCotney #RealtorBranding #InstagramRealtor #TikTokRealEstate #RealEstateInfluencer #AuthenticMarketing #OneTakeAmy #LuxuryRealEstate #RealEstateTips #RealtorLife #SocialMediaStrategy #VideoMarketing #ListingVideos #ContentMarketing #ReBarCamp #RealEstateExcellence #WomenInRealEstate #CommunityMarketing
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Real Estate 2026: How Buyers, Sellers & Agents Win in a Shifting Market
01/09/2026
Real Estate 2026: How Buyers, Sellers & Agents Win in a Shifting Market
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 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: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #DoriNugent #AuthenticBranding #FitnessToRealEstate #BeachLifeFlorida #StAugustineRealEstate #MilitaryRealtor #CoastalLiving #LifestyleSelling #RealtorTips #RealEstateJourney #WomenInRealEstate #NewConstructionTips #RealtorLife #HomeBuyingTips #RealEstateMarketing #CustomerExperience #RealEstateStrategy #AIInRealEstate #HyperLocalExpert
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What Makes a Broker Great? Jonathan Lickstein on Building Real Brokerage Culture
12/26/2025
What Makes a Broker Great? Jonathan Lickstein on Building Real Brokerage Culture
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 competitive market, why building relationships is more important than ever, and the powerful moment that made Jonathan realize he needed to let go in order to grow. Whether you're a solo agent, team leader, or managing broker, this episode offers a blueprint for sustainable growth, tech integration, and authentic leadership. Ready to level up your real estate career? Share this episode with a fellow agent, leave a review, and follow the Real Estate Excellence Podcast for more insider strategies from the industry’s best. Highlights: 00:00 – 07:04 From Georgia Tech to Honduras Career detour from engineering to real estate Building the largest property network on Roatan Selling million dollar homes at 19 The power of bilingual networking Returning to the US market with experience 07:05 – 14:01 Rebuilding in Florida with Relationships Restarting a business with zero clients Youth sports as a referral engine Using branded email for subtle marketing Getting 6 million in sales from one connection Leveraging everyday conversations 14:02 – 24:25 Winning with AI and Building Broker Efficiency How the brokerage won Inman’s AI award Using AI to automate compliance and contracts Creating a GPT powered broker avatar Saving agents hours of manual entry Voice activated contract creation system 24:26 – 33:59 The Power of Letting Go to Scale The game changing moment on a baseball field Why delegation is critical for brokers Replacing yourself without losing culture Empowering your team to lead Avoiding burnout as a growing company 34:00 – 45:13 What Makes a Great Brokerage and How to Choose Red flags in bad broker leadership Why 100 percent commission isn’t everything The importance of real support not just tools How brokers should evaluate their own value Questions every agent should ask before switching 45:14 – 59:50 Retention and Growth with Real Tech and Mentorship New agent mentoring that actually works Creating mastermind groups for real learning Using friends lists to maintain past clients Leveraging social media meaningfully The real reason agents stay or leave Quotes: “This business is driven by relationships. AI should free you to build more of them—not replace them.” – Jonathan Lickstein “If I’m in line at a grocery store, by the time we leave, you’ll know who I am, what I do, and how to get ahold of me.” – Jonathan Lickstein “Support is the number one thing an agent should be looking for—not training, not branding, but support.” – Jonathan Lickstein “There’s no such thing as a past client—just someone you haven’t reconnected with yet.” – Jonathan Lickstein To contact Jonathan Lickstein, 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 Jonathan Lickstein! Website: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence ##JonathanLickstein #RealEstatePodcast #NicheMarketing #AIInRealEstate #RealEstateTips #ContentMarketing #LuxuryHomes #EquestrianLifestyle #PropertyInvesting #NewAgentAdvice #SocialMediaForRealtors #RealEstateStrategy #FloridaRealEstate #HorseProperties #LuxuryListingAgent
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How to Buy Equestrian Property in Florida’s Top Horse Regions
12/22/2025
How to Buy Equestrian Property in Florida’s Top Horse Regions
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 the conversation. Emma reveals how her equestrian background, personalized marketing, and strategic use of old-school outreach (yes, real mail!) helped her break into the luxury real estate market. She gives valuable insights on building a solid foundation with the right brokerage, leveraging AI and blogging for future-proof content marketing, and why anticipating client needs in the luxury space is non-negotiable. Her proactive mindset, attention to detail, and genuine care for her clients set her apart as a future industry leader. Love what Emma shared? Don’t wait—subscribe to Real Estate Excellence and follow Emma's journey! If you’re a new agent wondering how to carve your niche, or a buyer looking for horse property expertise, this is the episode for you. Share it, review it, and start building your empire today. Highlights: 00:00 - 02:35 Why You Shouldn’t Wait to Buy · Emma’s top advice for 2026 buyers · Timing the market vs. taking the leap · Why perfection isn’t the goal · Interest rates and market myths · Action beats hesitation 02:36 - 13:30 From College to Closing Deals · Getting licensed during college · Family legacy in real estate · Studying business & entrepreneurship at UNF · Formal education vs. natural business instinct · Transitioning into full-time real estate 13:31 - 22:20 Nailing the Niche · Breaking into luxury through horse properties · What most agents get wrong in farm listings · Building trust with sellers through expertise · Targeting farms using handwritten outreach · Turning expired listings into closed deals 22:21 - 31:38 Marketing That Actually Works in 2025 · Why social media alone isn’t enough · AI, blogs & the rise of Googleable agents · The value of a solid personal website · How reviews fuel AI visibility · Personalization vs. paid content 31:39 - 45:02 Serving Luxury Clients the Right Way · White-glove service from start to finish · Anticipating client needs proactively · Out-of-state buyers and concierge-level care · Why responsiveness is your superpower · Communicating value beyond just the home 45:03 - 01:17:23 Trends, Renovations & Real ROI · Pricing mistakes sellers make · High-end homes: what's still moving · Buyers' mindset in luxury vs. average price point · Are pre-listing renovations worth it? · Timing, market strategy, and honest advising Quotes: "There’s never going to be one perfect time to get in the market. When the time is right for you, make the jump." – Emma Horvatincic "You’re always interviewing for your next opportunity. Nothing is guaranteed." – Emma Horvatincic "Substance will never go out of style, especially in a digital world." – Emma Horvatincic "If you’re not looking for your next opportunity today, you’ll feel it a few months from now." – Emma Horvatincic To contact Emma Horvatincic, 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 Emma Horvatincic! Website: Instagram: Facebook: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #LuxuryRealEstate #EquestrianRealEstate #EmmaHorvatincic #WomenInRealEstate #BerkshireHathaway #RealEstatePodcast #NicheMarketing #AIInRealEstate #RealEstateTips #ContentMarketing #LuxuryHomes #EquestrianLifestyle #PropertyInvesting #NewAgentAdvice #SocialMediaForRealtors #RealEstateStrategy #FloridaRealEstate #HorseProperties #LuxuryListingAgent
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How To Make Real Estate Agents CEO's
12/18/2025
How To Make Real Estate Agents CEO's
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 agents and her own career. Sasha dives into the biggest roadblocks agents face when scaling: fear of hiring, delegation paralysis, and the unwillingness to systematize. She unpacks why mindset—not just skillset—is often the reason agents plateau. From firing her first assistant nine times (yes, really) to building a scalable machine supported by backend platforms like Place, this episode is a goldmine for any agent who’s tired of doing it all solo and ready to make a quantum leap. Feeling stuck in your real estate business? Stop wearing every hat and start thinking like a CEO. Subscribe, leave a review, and share this episode with someone still trying to "do it all." Then ask yourself: Who do I need to hire next to level up? Highlights: 00:00–06:15 From Boutique to Brand Powerhouse • Sasha’s journey from independent brokerage to Real • Keeping Story House branding through private label • Why she chose Real and Place for scale • Saving money while gaining backend leverage • Layering national partnerships while staying local 06:16–13:45 Hitting a Plateau and Finding Leverage • Five years of stagnant growth despite experience • Why doing more didn’t move the needle • Creating scalable opportunity through Place • Building an exit plan and long-term value • Staying relevant in a shifting market 13:46–21:12 The Hiring Mistakes Most Agents Make • Why most agents fail at hiring help • Delegating without systems leads to chaos • Overcoming fear of expense and loss of control • Creating SOPs and screen recordings for training • Cost of turnover vs cost of staying stuck 21:13–29:30 From Pantyhose to Property Pro • Sasha’s start in staffing and sudden pivot • Her eye-opening experience in warehouse HR • Learning real estate out of curiosity • Earning trust through education and networking • The shift from focusing on homes to focusing on people 29:31–42:40 Mentorship Systems and Real Agent Growth • Why most agents fail in their first year • How Sasha mentors agents with structure and care • What new agents should look for in a team • The real impact of splits versus systems • The role of video and authenticity in growth 42:41–58:00 Scripts Strategy and Seller Psychology • Handling lowball offers with logic and empathy • Sasha’s 10-minute listing appointment strategy • Getting hired by offering a clear roadmap • How to stand out in a 3-agent interview • Teaching agents to prep like CEOs 58:01–01:12:30 Market Shifts Buyer Broker Rules and Confidence • The impact of NAR rule changes on buyers and sellers • Sasha’s approach to buyer broker agreements • How it improved agent performance and professionalism • Navigating commission conversations in today’s market • What experienced agents still get wrong 01:12:31–01:18:10 Real Talk Rapid Fire • What Sasha stopped doing that changed everything • Building trust through clear systems and boundaries • Why real estate is now an authenticity economy • Sasha’s biggest leadership lesson • How agents can prep for success in under 10 minutes Quotes: “You're just one ‘who’ away from your next leveling up.” – Sasha Tripp “There are no bad hires—only bad employers and bad onboarding.” – Sasha Tripp “People want to trust someone. They don’t need more info—they need authenticity.” – Sasha Tripp “You can’t grow by accident, you grow with intention.” – Sasha Tripp To contact Sasha Tripp, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, and Facebook. Connect with Sasha Tripp! Website: Instagram: Facebook: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #SashaTripp #RealBroker #PlacePlatform #RealEstateScaling #SoloToCEO #AgentLeverage #BrokerageGrowth #RealEstatePodcast #LeadershipInRealEstate #RealEstateHiring #RealEstateMentorship #SystemsOverStress #AgentBurnout #StoryHouseRealEstate #RealEstateTools #RealtorLife #NAREthics #NewAgentTips #ModernRealEstate
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He Bet Everything on Real Estate — And It Worked
11/24/2025
He Bet Everything on Real Estate — And It Worked
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, Drew reveals the gritty hustle behind his rapid success. He also dives into how technology like ChatGPT has supercharged his operations, the power of learning from top agents, and why real estate isn't just about selling homes but building wealth and strategic opportunities for clients. This episode is packed with golden insights for both new agents and seasoned pros looking to level up. Are you stuck in a job you hate and dreaming of diving into real estate? Don’t wait for the perfect moment—take action now. Subscribe to the Real Estate Excellence Podcast for more inspiring stories and tactical advice. Follow and message Drew Kazemba to learn how you can build wealth through real estate—no appendix removal required. Highlights: 00:00 - The Appendix Exit Plan & Real Estate Awakening Drew's bold plan: appendix removal for PTO Leaving medical sales for real estate Self-teaching wholesaling after hours Scoring a big deal that never paid, but lit the fire The moment he knew real estate was it 11:59 - 22:59 Building Skills Through Volume Interviewing brokerages and choosing DJ & Lindsey Call time, leads, and sales floor discipline Learning fast through repetition and structure At-bats vs. years: why high-volume matters Outgrowing a lead-based model 23:00 - 32:59 Time-Blocking, Tech, and ChatGPT Mastery ChatGPT as virtual assistant and knowledge base Automating follow-ups with Zapier Using AI to build reports and analyze tax strategies Structuring days with time blocks Why tech-savvy agents have the edge 33:00 - 46:28 From Agent to Developer Meeting Matt Roberts again and joining Someday Learning construction, development, and investment modeling Using project experience to serve investor clients Helping buyers buy smart with long-term mindset Real estate as a launchpad to bigger things 46:29 - 1:00:00 Equity, Cash Flow, and Pitfalls The myth of guaranteed cash flow Evaluating properties like a pro Why break-even deals still build wealth Common investor mistakes and bad flips How Drew calculates cost of money, rehab, and ROI 1:00:01 - 1:16:11 Airbnb Realities & Final Real Estate Lessons Is Airbnb still worth it in NE Florida? Short-term rental logistics and costs How Drew advises on STR vs long-term play Risk management and truth-telling for investors Empowering buyers with education and honesty Quotes: “I got my appendix removed just to take time off and chase real estate—I'm not kidding.” “You win in real estate when you buy the house, not when you sell it.” “You’re not going to cry about the deal you didn’t get; you’re going to cry about the one you lost money on.” “ChatGPT is my best friend. I vent to it, I time-block with it, and I learn from it.” – Drew Kazemba To contact Drew Kazemba, learn more about his business, and make him a part of your network, make sure to follow him on his Website, Instagram, Facebook, YouTube, and TikTok. Connect with Drew Kazemba! Website: Instagram: Facebook: YouTube: TikTok: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #DrewKazemba #RealtorLife #RealEstatePodcast #From9to5ToRealEstate #JacksonvilleRealEstate #Wholesaling #FirstTimeBuyer #RealEstateInvesting #ChatGPTForBusiness #ModernRealtor #LeadGeneration #HomeOwnershipJourney #DJandLindsey #RealEstateMentor #SomedayHomes #TimeBlocking #DownPaymentAssistance #FlipToFreedom #RealEstateTech
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From Recruiting to Real Estate: Karen Saez’s Rise in Northeast Florida
11/17/2025
From Recruiting to Real Estate: Karen Saez’s Rise in Northeast Florida
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 professional challenges that come with bold life transitions. Karen opens up about building relationships through social media, the pain of losing her first real estate deal, and how grit, consistency, and empathy have shaped her career. She also breaks down the realities of starting in real estate, the importance of structure, and how being a single mom motivated her to take the leap into entrepreneurship. If you’re thinking about making a career shift or want to level up in real estate, don’t just dream it—do it. Follow Karen on Instagram for a behind-the-scenes look at real estate life, and subscribe to the Real Estate Excellence Podcast for more inspiring stories like this! Highlights: 00:00–05:12 Karen’s Big Month & Buyer Challenges Standout October sales performance Clients shifting from condos to homes Home search in eTown Quick 30-day close with decisive buyer Two closings pushed due to contingencies 05:13–10:05 Contingent Offers & Lending Solutions Challenges with out-of-state sellers Bridge loan limitations Explaining the “Purchase Edge” program Builder delays and shifting timelines Supporting a friend through new construction delays 10:06–15:24 Corporate Recruiting to Real Estate Agent From staffing agencies to Deutsche Bank Transferable skills: interviewing and listening Vetting brokerages like candidates Understanding client motivations Transitioning service mindset into real estate 15:25–20:56 Bar Ownership & Business Shift Opening a bar after a Tulum trip Managing dual careers: banking by day, bar by night Learning bartending to train staff Selling the bar for more meaningful work Pivoting toward real estate 20:57–30:13 Getting Started in Real Estate First brokerage experience at Coldwell Banker Why training helped but branding didn’t align Meeting Mike and joining 904 Home Guide Bilingual outreach strategy Early listing failure: townhouse vs. condo mix-up 30:14–46:15 Mindset, Marketing & Consistency Love for guiding buyers and sellers Building lasting post-close relationships Consistent routines: hot sheets, follow-ups Leveraging Instagram for business growth Sharing personal stories to build connection Quotes: “You have to give yourself no option but to succeed.” – Karen Saez “It wasn't just a transaction or a paycheck for me—it’s more of a ‘you're my family now.’” – Karen Saez “Just post the damn thing.” – Karen Saez “If it’s your plan A, then go all in. If not, it’s going to chew you up.” – Karen Saez To contact Karen Saez, 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 LinkedIn. Connect with Karen Saez! Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #JacksonvilleRealtor #WomenInBusiness #BilingualRealtor #EntrepreneurJourney #KarenSaez #904HomeGuide #RealEstatePodcast #RelocationExpert #MilitaryFriendlyRealtor #SocialSelling #RealtorLife #FloridaHomes #RealEstateSuccess #CareerPivot #GritAndGrace #FirstTimeHomeBuyer #RealEstateStories #ClosingDeals #InstagramMarketing
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Selling $5M Homes in Ponte Vedra Beach
11/03/2025
Selling $5M Homes in Ponte Vedra Beach
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, 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: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #LuxuryRealEstate #FloridaRealEstate #MichaelCuret #PonteVedraBeach #RealEstatePodcast #HighEndHomes #OceanfrontLiving #RealEstateTips #LuxuryAgent #PropertyInvestment #RealEstateLife #TennisToRealEstate #RealtorLife #ExclusiveListings #MillionDollarListing #NortheastFlorida #HomeBuyers #EliteAgent #LandDeals #RealEstateStories
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She Flipped the NYC Brokerage Model --And Agents Are Thriving
10/31/2025
She Flipped the NYC Brokerage Model --And Agents Are Thriving
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 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: Instagram: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #KevelynGuzman #NYCRealEstate #WomenInRealEstate #RealEstateLeadership #BrokerLife #ColdwellBanker #AgentSupport #BusinessStrategy #WallStreetToRealEstate #RealEstateCoach #LuxuryRealEstate #RealEstateBranding #WhatMovesHer #CRMforAgents #AIinRealEstate #AuthenticLeadership #RealEstateRetention #RealEstateInnovation #SocialMediaStrategy
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How to 2.5x Your Sales in a Down Market: $8M to $20M in 2025
10/27/2025
How to 2.5x Your Sales in a Down Market: $8M to $20M in 2025
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 from buyer-heavy business to dominating listings, and the creative open house tactics that actually work. She also talks about starting her team at United Real Estate, hiring the right support, and building a business fueled almost entirely by referrals. Whether you're new to real estate or stuck in a rut, Kaitlin’s story will show you what’s possible when purpose meets strategy. Looking to reignite your real estate momentum? Follow Kaitlin Chernyshov on Instagram and TikTok. Then hit subscribe to the podcast for more proven growth strategies from real agents winning in today's market. Highlights: 00:00 – 08:25 Finding Direction in Real Estate Kaitlin introduces her seven-year journey Switching brokerages seven times Why she finally found her home at United Launching Market Makers team How she tripled her business in one year 08:26 – 17:03 Creating Open House Magic How she transitioned from 90 percent buyers to 70 percent listings Using open houses as conversion tools The Santa and Grinch event that led to a closing Turning a no-show open house into a double deal From open house guest to future team member 17:04 – 25:45 Scaling with Structure and Support Starting her own team within United Leading agents while maintaining production Hiring a transaction coordinator and social media help Shifting from solo hustling to systemized growth Building referrals from past clients 25:46 – 34:12 What Buyers and Sellers Need to Hear in 2025 Why waiting for rates might be a mistake Her own buying experience during high interest Advice for buyers on timing and equity Local market resilience in Jacksonville St. Johns County as a top family relocation spot 34:13 – 48:18 Mastering the Listing Side of Real Estate Overcoming seller hesitation with proof and data Turning expired listings around in under 30 days Smart staging on a budget How she communicates tough feedback to sellers Understanding what buyers want today 48:19 – 1:08:43 Mindset, Teams and Market Predictions When Kaitlin stopped stressing over her next deal Pre-listing inspections and preventing deal fallout What she looks for in a brokerage The social side of real estate success Why 2025 may shift from buyer to seller’s market Quotes: "I treat every closing like it’s my own and that’s what makes the difference" – Kaitlin Chernyshov "When I stopped obsessing about where the next deal was coming from it all started to flow" – Kaitlin Chernyshov "People say open houses don’t work I’ve sold over ten from them" – Kaitlin Chernyshov "You can be successful anywhere but the right environment accelerates everything" – Kaitlin Chernyshov To contact Kaitlin Chernyshov, 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: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #KaitlinChernyshov #RealEstatePodcast #ListingAgentTips #RealtorSuccess #MarketMakers #JacksonvilleRealEstate #StJohnsCountyHomes #WomenInRealEstate #RealEstateLeadership #RealtorLife #RealEstateStrategy #HomeSellingTips #ReferralBusiness #TopProducer #OpenHouseSuccess #RealEstateMarketing #NortheastFloridaHomes #RealEstateTeam #MindsetShift
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Jamie McLaughlin: From Classroom to Closing - Top St Johns Cty Realtor
10/24/2025
Jamie McLaughlin: From Classroom to Closing - Top St Johns Cty Realtor
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 strategies of selling in today's market—from handling CDD fees, insurance hurdles, and new construction pitfalls to emphasizing education-based buyer consultations and proper pricing for sellers. Jamie also reveals how her background as a mentor and volleyball coach influences her people-first approach. Whether it's pre-inspections, dealing with builders, or navigating complex buyer expectations, Jamie’s approach is a masterclass in thoughtful, integrity-driven real estate. If you're a buyer or seller in Northeast Florida, take a cue from Jamie’s playbook—partner with an agent who educates, advocates, and isn't afraid to speak the hard truths. Subscribe to the Real Estate Excellence podcast and share this episode with someone ready to make smarter real estate decisions! Highlights: 00:00 - 13:50 Jamie’s Journey From Teacher to Realtor How Hurricane Andrew led Jamie to St. Johns County Teaching math and pivoting to real estate Marketing background and first job selling Suns tickets Bringing mentorship and coaching into real estate Building relationships that last beyond the transaction 13:51 - 24:00 Understanding the Real Buyer’s Needs Asking the hard questions early in buyer consults CDD, HOA, and insurance costs affecting decisions Buying with long-term goals in mind New construction vs resale: planning ahead Helping military families make smarter buys 24:01 - 30:32 Expectation Management & Teaching the Process Using teaching experience to walk buyers through steps Contingencies, loan types, and offer strategy Repair issues and listing prep surprises When deals almost fall apart Importance of communication at every stage 30:33 - 36:00 New Construction Inspectors, Superintendents & Slab Surprises Hidden issues in new builds—plumbing nightmares Advocating for pre-slab, pre-drywall, pre-close inspections Value of a Realtor during construction Blue tape walkthroughs and designated “bad guy” role Real stories of builder mistakes caught just in time 36:01 - 44:16 The Seller Side Marketing, Staging & Strategy 60/40 split: Jamie’s seller focus Pricing strategies based on timeline and comps Professional photos, video, and staging impact A real-world staging success story Helping sellers invest to gain more return 44:17 – 01:20:06 Navigating a Changing Market Trending real estate questions and hot takes Dealing with slow markets and higher inventory Buyer concessions, mortgage payment focus Why every buyer should interview their agent Emotional intelligence in negotiation and transaction Quotes: “If you don’t like my style or beliefs, there’s someone else out there—but I bring value in my time and what I offer.” – Jamie McLaughlin “I want to be your friend forever—not just your Realtor.” – Jamie McLaughlin “You sometimes have to spend money to make money. That’s how I built my real estate career.” – Jamie McLaughlin “I can’t stress enough how important inspections are—even for new construction.” – Jamie McLaughlin To contact Jamie McLaughlin, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, YouTube, YouTube, and LinkedIn. Connect with Jamie McLaughlin! Website: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #StJohnsCounty #NortheastFloridaRealEstate #JamieMcLaughlin #HomeBuyingTips #RealEstatePodcast #NewConstructionHomes #RealtorLife #RealEstateStrategy #CDDFees #HOA #MortgageTips #BuyersAgent #SellersAgent #FloridaRealtor #RealEstateEducation #HomeSelling #StagingHomes #RealEstateInspection #RealEstateMentorship
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Tiffany High: How Wholesalers / Flippers Build Predictable Scalable Businesses
10/10/2025
Tiffany High: How Wholesalers / Flippers Build Predictable Scalable Businesses
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 should start with wholesaling, how to use licensed inspections plus a GC to scope work, and why leverage and team building beat solo grind. The theme is simple. Real estate is copy and paste when you install infrastructure and remove limiting beliefs. If you are ready to replace hustle with a system, check out the four week Real Estate Business Accelerator and grab a seat at the Columbus workshop. Start implementing one channel, one closer, one scorecard today. Highlights: 00:00 - 09:59 Origin story and first flips · Leaving corporate to support family · Discovering flipping and investing in education · First 40 flips as a one person show · Early mistakes without CRM or lists · Why wholesaling should have come first 10:00 - 19:59 From grind to systems · Hiring a GC before subs · Virtual acquisitions and scope of work flow · Inspector plus GC on site together · Cosmetic rehabs over gut jobs · Median price focus for multiple exits 20:00 - 29:59 Rebuilding the business · Year two crash and 90 days reset · Installing onboarding training tracking · Each closer worth eight deals a month · Leadership and removing limiting beliefs · Option freedom through leverage 30:00 - 39:59 Marketing and deal flow · Diversified channels inbound and outbound · Partnering with a realtor team for listings · San Diego success case million-dollar month · Define success then reverse engineer 40:00 - 49:59 Money and risk management · Private lenders and double-digit returns · Deals versus business capital · Why real estate beats stocks for control · Lender package inspections comps photos · Only funding deals you would take over 50:00 - 01:00:53 Wholesaling first and next steps · What wholesaling is and why to begin there · Contract timelines 30 day close 21-day inspection · Dispo in under three weeks with buyers list · Workshops plus four-week accelerator outline · Tactical podcast for ongoing execution Quotes: “Flipping a house is not a unique thing. It is a copy and paste system.” – Tiffany High “We rebuilt every aspect in less than 90 days and did 300 deals after that.” – Tiffany High “We lock everything up virtually over the phone through an acquisitions process.” – Tiffany High “Success is you define it. Our job is to get you to where you want to go.” – Tiffany High To contact Tiffany High, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, YouTube, LinkedIn, and Podcast. Connect with Tiffany High! Website: Instagram: Facebook: YouTube: Podcast: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #TiffanyHigh #RealEstateInvesting #WholesalingHouses #HouseFlipping #VirtualFlipping #Acquisitions #Dispositions #PrivateLending #RealEstateSystems #KPI #CRM #DealFlow #MarketingChannels #GC #HomeInspection #MindsetShift #Leadership #OptionFreedom #ResultsDriven #ColumbusRealEstate #SanDiegoRealEstate
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Maria Raymer: Top 1% Realtor JAX/St Augustine/Ponte Vedra
10/06/2025
Maria Raymer: Top 1% Realtor JAX/St Augustine/Ponte Vedra
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. Maria then lays out practical, battle tested playbooks. Prep sellers so inspections do not derail deals. Favor quality over quantity in lead gen. Build durable referral flywheels through useful quarterly touch points not holiday spam. And when growth hits, hire a transaction coordinator first so you can stay in your zone on listing appointments while files move flawlessly to close. If this episode helped you sharpen your playbook, follow the show, drop a five star review, and share it with one agent who needs to hear it today. Then screenshot your favorite takeaway and tag the show on your platform of choice. Highlights: 00:00–00:12 From college path to first closings The question that changed everything what do clients need me for Family nudges toward real estate and early doubts First brokerage start and love for unlimited upside Balancing life and a career without ceilings Rookie momentum and early wins in a different price era 00:12–00:24 Winning trust young and learning in the office The mediator role bringing buyers and sellers to the middle Emotion vs price how owners see their homes Nine to five in the office to absorb scripts and standards Riding the company’s track record while you build your own Honesty plus care as the secret trust accelerant 00:24–00:36 Brokerage math and the power of staying put • Seventy percent repeat and referral as the business base • Thirty percent fueled by brand network reach • Longevity compounds reputation and opportunity • Mentorship over splits when you feel stuck • Every move costs momentum choose wisely 00:36–00:47 Follow up that clients actually like Stop holiday blast emails send a real card or a useful update Quarterly newsletters with hyper local stats win attention Community first support local to build real relationships Network through schools charities and church with intent CRM as non-negotiable foundation from day one 00:47–00:59 Negotiation calm and pre listing inspections Foreshadow inspection findings so sellers do not take offense Pre listing inspections as deal insurance reduce item count Guide reactions when curveballs land replace do not rage Buyers sometimes use inspection to exit recognize the signal Professional agent relationships protect your clients outcomes 00:59–01:11 Teams roles and scaling the right way The 2020 inflection point add help or cap growth Hire the transaction coordinator first pay per file and free your time Admin spine media contracts office and closing support Keep client communication in email with everyone in the loop Stay the listing table is your superpower and joy Quotes: “The investment of time and helping people and giving your honest opinion that is what they are looking for. Treat people right and the money and success will follow.” – Maria Raymer “Sales come together better when you have someone in the middle bringing both sides to the middle.” – Maria Raymer “You date the rate you marry the house.” – Maria Raymer “Listings are the name of the game. I love sitting at the table with owners and winning that deal.” – Maria Raymer To contact Corey Hasting, learn more about her business, and make her a part of your network, make sure to follow her on her Website, X, Instagram, Facebook, Youtube, and LinkedIn. Connect with Maria Raymer! Website: X: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #MariaRaymer #REMAX #NortheastFlorida #JacksonvilleRealEstate #SellerTips #BuyerTips #PreListingInspection #Negotiation #TransactionCoordinator #RealEstateTeam #CRM #FollowUp #ReferralBusiness #TopProducer #ListingAgent #HomeSelling #HomeBuying #CommunityFirst #Podcast
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Corey Hasting: Christie's International Real Estate First Coast
10/03/2025
Corey Hasting: Christie's International Real Estate First Coast
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 opens up about the 18-month journey, the risks, the sleepless nights, and the why behind the move. He shares how he retained almost every agent through the shift, why brand power and growth potential drove his decision, and how Christie’s global reach and tech innovation will elevate luxury real estate in Northeast Florida. If you’ve ever wondered how great leaders navigate risk, transition, and growth — this conversation will inspire you to think bigger. Don’t forget to subscribe, share this episode with a colleague, and leave us a 5-star review to keep these powerful stories coming! Highlights: 00:00 – 06:30 Corey’s Bold Leap Launching Engel & Völkers at 27 Scaling to 5 offices and 138 agents Winning America’s Cup “Shop of the Year” Early frustrations with tech & innovation Beginning the search for what’s next 06:31 – 14:45 The Christie's Connection Why brand identity matters more than ever Retaining 137 of 138 agents through transition Exclusive territory expansion rights Breaking past Engel & Völkers growth limits Building the foundation for expansion 14:46 – 21:59 Elevating Luxury in Northeast Florida Dominating high-end listings Christie's auction house credibility Positioning in global feeder markets Networking with billion-dollar brokerages Recruiting luxury-focused agents 22:00 – 30:15 Innovation & Technology Shift Partnering with Luxury Presence websites Launching First Coast Luxury mobile app Revitalizing marketing with flexibility & variety SEO, pay-per-click, and seller visibility Why print marketing still matters 30:16 – 38:40 Growth, Expansion & Recruiting New HQ in Atlantic Beach Targeting St. Augustine & St. Simon’s Island Recruiting with value vs. splits Why retention is the ultimate measure White-glove brokerage service model 38:41 – 57:48 Leadership, Culture & The Future Bringing Christie's CEO & leadership to Florida Building a one-vision, one-culture region Systems that create more time for agents Supporting top producers to break ceilings Taking First Coast “to the moon” Quotes: “There’s no such thing as a perfect brokerage — it’s about finding what you’re missing and who solves that problem.” – Corey Hasting “If you’re not growing, you’re dying — in business and in life.” – Corey Hasting “Our job is to make agents two places at once by creating more time for them to do what they do best.” – Corey Hasting “We’re not making this move to stay the same. We’re doing it to grow, to dominate luxury, and to take it to the moon.” – Corey Hasting To contact Corey Hasting, learn more about his business, and make him a part of your network, make sure to follow him on his Website, Instagram, Facebook, Youtube, and LinkedIn. Connect with Corey Hasting! Website: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #CoreyHasting #ChristiesInternational #LuxuryRealEstate #BrokerageGrowth #JacksonvilleBeach #StAugustineRealEstate #NortheastFlorida #BrokerageLeadership #RealEstatePodcast #RealEstateInnovation #RealEstateTechnology #AgentRecruiting #LuxuryHomes #BrokerageTransition #ChristiesFirstCoast #RealEstateExpansion #GlobalRealEstate #AgentSuccess #BillionDollarBrokerage
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Gail DeMarco: Top St Johns County FL Agent
09/29/2025
Gail DeMarco: Top St Johns County FL Agent
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 market share. The conversation digs into hiring for coachability, running a tight listing operation, delegating fast, and engineering deals with assumable loans and lender-powered rate buydowns. It is an unvarnished masterclass on standards, time discipline, and creative structure in a tough market, capped with faith-driven leadership and straight talk on saying no to bad fits. If this episode pushed you to tighten your standards and reclaim your calendar, share it with one agent who needs a wake-up call and DM us the one change you will make this week. Highlights: 0:00-5:59 Numbers that make you sit up Why she is in the business of real estate not just a realtor Team goal: everyone should out-earn the leader 2023 production 389M team, 80M personal Lean teams beat big teams, people get lost Expect scar tissue and weekly tears on the climb 10:00-13:00 Branding that actually moves property Name recognition as the north star, top of mind wins listings Premium signage and consistent open house experience Compliance first, even with team branding Treat 450k and multi-million the same, remove ego Hospitality touches: Fiji water, booklets, consistency 15:51-19:59 Mailers metrics and momentum Four-page data-driven mailers co-op with lender Pull the plug when the farm does not pencil, like a stock Proof of everywhere affects community recognition Give to the community and spend to make money YouTube surge from 400 to 67k with consistency 20:20-22:20 Hyper-focus and the price of time Farm a few micro-markets deeply Co-list luxury so you can be everywhere the listing needs Signs concentrate perception: you sell everything here Time is the most valuable commodity, price your hours If it is not on calendar, it is a no, including Pilates conflicts 52:20-1:00:37 Delegate to elevate and operational excellence If it is not income producing, do not do it Pay a premium TC to keep you out of real estate jail Contact sport: get off the modules and host more opens Role play Breakfast Club for objections When to spend three hundred monthly or get a part-time job 1:01:48-1:07:14 Creative deals, lenders, and the close Advertise payment, not price: buydowns beat reductions Assumable loans open doors with patience on closing Competing with builders: incentives and differentiation Say no to listings that cannot appraise or perform Closeout lender love and episode wrap Quotes: “I am not a realtor I am in the business of real estate.” – Gail DeMarco “I want everyone on my team to make more money than me that is my goal.” – Gail DeMarco “Your most valuable commodity is your time.” – Gail DeMarco “You have to delegate to elevate.” – Gail DeMarco To contact Gail DeMarco, 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 LinkedIn. Connect with Gail DeMarco! Website: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #GailDeMarco #LuxuryRealEstate #ListingAgent #RealEstateBranding #OpenHouses #YouTubeForAgents #RealEstateCoach #TimeManagement #DelegateToElevate #AssumableLoans #RateBuydown #LenderPartner #FarmingStrategy #MailersThatWork #PonteVedra #Rivertown #Over55Communities #eXpRealty #RealEstateMindset
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Jamie Hallman: "Consider It Closed" Professional TC's
09/12/2025
Jamie Hallman: "Consider It Closed" Professional TC's
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 structure, and eye for detail led her to create one of Florida’s top transaction coordination companies. Jamie explains why delegation is essential for agents at every stage—from those closing just a few deals a year to top producers juggling dozens. With powerful stories, she illustrates how TCs provide agents with peace of mind, client satisfaction, and compliance assurance, while also helping them navigate unexpected hurdles like insurance issues, squatter situations, or even the shocking death of a seller on closing day. If you’re ready to level up your business and stop leaving growth on the table, share this episode with a fellow agent and start a conversation about the power of transaction coordination. Don’t forget to subscribe to Real Estate Excellence for more insider stories and strategies from top performers. Highlights: 00:00 – 06:39 Hitting Limits and Delegating • Why agents reach capacity • Benefits of handing off tasks • Assistants versus transaction coordinators • Early struggles in scaling • Marketing support roles 06:40 – 17:29 From Dietitian to Real Estate • Starting in healthcare • A life-changing mission trip • Husband’s influence and guidance • Discovering transaction coordination • Fulfillment in problem solving 18:30 – 25:59 Onboarding Agents the Right Way • Structured intake process • Aligning with agent goals • Lessons from The Expectations Gap • Power of clear communication • Building trust and relationships 26:00 – 36:19 Solving Problems in Every Deal • Managing emotions in real estate • When transactions take unexpected turns • Handling squatters and disputes • Insurance pitfalls and delays • Creative solutions that work 36:20 - 53:59 Systems That Drive Success • What contract to close includes • Email and compliance management • Listing setup and MLS rules • Streamlined intake forms • Training and leading the team 54:00 – 01:18:47 Scaling a Business and Industry Impact • Growing from TC to business owner • Mentorship and collaboration benefits • Broker versus agent perspectives • Getting insurance handled early • The future of transaction coordination Quotes: “You’re only gonna get so far as you’re willing to delegate and grow in this business.” – Jamie Hallman “There’s always a solution—and I get to be the one to help make that solution happen.” – Jamie Hallman “Not everyone’s a great fit for us. Our name is tied to their business too.” – Jamie Hallman “Every transaction is different, and that’s why computers will never fully replace us.” – Jamie Hallman To contact Jamie Hallman, 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 Jamie Hallman! Website: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #TransactionCoordinator #RealEstateSuccess #ConsiderateClose #ScalingYourBusiness #Delegation #RealEstateTips #PropertyDeals #AgentGrowth #BehindTheScenesRealEstate #RealEstateMindset #TCServices #FloridaRealEstate #AgentSupport #RealEstatePodcast #ClosingDeals #PropertyManagement #EntrepreneurMindset #RealtorTips #RealEstateCoaching
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