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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Kati Spaniak: "Sell Your Home with Kati Spaniak" YouTube Star
08/18/2025
Kati Spaniak: "Sell Your Home with Kati Spaniak" YouTube Star
If rejection is the price of success, how many “no’s” are you willing to endure before you get your breakthrough “yes”? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with powerhouse agent, author, and YouTube influencer Kati Spaniak. From her beginnings in photography and graphic design to building a half-billion-dollar sales career, Kati shares the pivotal moments that shaped her journey—navigating 9/11’s economic crash, re-entering real estate post-divorce, and scaling to become one of the top agents in her market. Her story reveals the discipline of hyperlocal focus, the power of rejection as a growth tool, and the necessity of deep market knowledge. Kati also opens up about her YouTube strategy that grew to over 64,000 subscribers and 3 million views. She breaks down the do’s and don’ts of national vs. local content, why you must speak to one clear audience, and how she’s turned her platform into a nationwide referral network. Whether you’re a new agent, a seasoned pro, or a content creator looking to grow your influence, her insights on business focus, mentorship, and personal branding are invaluable. Subscribe to the Real Estate Excellence podcast and connect with us on social media for more unfiltered conversations with top industry leaders. Ready to level up your real estate game? Take Kati’s challenge—commit to mastering your craft, one hyper focused step at a time. Highlights: 00:00 - 12:45 Early Career & Breaking Into Real Estate · From photography to graphic design in real estate marketing · Launching her own marketing firm before 9/11 · Economic collapse forcing a career pivot · Partnering with her mother in real estate · Early industry observations before the 2008 crash 12:46 - 21:05 Restarting & Rising to the Top Locally · Re-entering real estate post-divorce · Hyperlocal strategy for market domination · Running the numbers to identify opportunity · Scaling from $3M to $24M in three years · Avoiding overexpansion mistakes 21:06 - 29:15 Brokerage Choices & Agent Mindset · Why your business isn’t your brokerage’s brand · Choosing the right brokerage model for your strengths · Cloud brokerages vs. traditional offices · Resilience through rejection · Coaching and continuous education 29:16 - 38:40 Building a Real Estate Team · Recognizing personal strengths & weaknesses via DISC · Early mistakes and financial pitfalls of team building · Paying for tasks before sharing commissions · The reality of turnover and agent retention · Location-dependent viability of teams 38:41 - 47:55 YouTube Strategy & Growth Lessons · Initial failed attempts with outsourced video production · Narrowing audience focus to sellers · The dangers of mixing national and local content · Hyperlocal channel creation for Valencia subdivision · Understanding YouTube’s algorithm and audience trust 47:56 - 1:21:20 Referrals, Brand Power & Social Proof · Converting YouTube reach into a referral network · Vetting agents and maintaining standards · Balancing national reach with local presence · Social proof as a marketing asset · Using video strategically for credibility Quotes: “Selling real estate made me a better person because it taught me how to get back up after thousands of rejections.” – Kati Spaniak “You can only speak to one person on YouTube—mixing messages will kill your channel.” – Kati Spaniak “A team is a losing proposition unless you know exactly how to structure and feed it.” – Kati Spaniak “If sellers choose the wrong agent, they can lose tens or even hundreds of thousands of dollars.” – Kati Spaniak To contact Kati Spaniak, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, and YouTube. Connect with Kati Spaniak! 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 #KatiSpaniak #RealEstateSuccess #YouTubeForRealtors #HyperlocalMarketing #RealEstateTips #TeamBuilding #RealEstateAgentLife #SellerTips #RealEstateCoaching #ReferralNetwork #AgentMindset #RealEstateBranding #SocialProof #CloudBrokerage #MarketDomination #OvercomingRejection #RealEstateStrategy #ListingAgentTips #ContentMarketingForAgents
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Eden Jordan: Top Clay County Florida Agent
08/15/2025
Eden Jordan: Top Clay County Florida Agent
What does it really take to thrive in real estate for nearly three decades through every market shift imaginable? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Clay County real estate icon Eden Jordan. With 27 years of experience, over 800 families served, and countless agents mentored, Eden shares a candid look at the grit, adaptability, and strategic thinking needed to not only survive but thrive in the industry’s constant cycles. From the early days of handwritten contracts to the rise of social media marketing, Eden’s story blends hard-earned wisdom with relatable humor. Listeners will hear Eden’s journey from Disney College Program graduate to top-producing Realtor, her creative grassroots networking in playgrounds and ballfields, and her no-nonsense take on market trends, government influence, and the “greed factor” in housing. She opens up about setbacks, including lawsuits and the 2008 crash, and reveals the key systems, relationships, and mindset shifts that keep her business strong year after year. If you’re an agent looking for longevity and growth in your business, take a page from Eden’s playbook—listen in, take notes, and start applying these timeless strategies today. Subscribe to Real Estate Excellence for more top-tier insights from the best in the business. Highlights: 00:00 – 09:15 Eden’s Market Perspective and the “Greed Factor” No housing shortage in Florida? Eden’s take on supply and demand The role of Airbnb in shifting inventory How government intervention impacts housing cycles Why affordable housing is a moving target Builders, pricing jumps, and the COVID-era market 09:16 – 18:42 From Disney to Real Estate – Eden’s Early Career Path Disney College Program lessons in customer experience Trade show sales success and discovering her sales talent Transitioning from national events to local real estate Learning the ropes from seasoned agents at RE/MAX Starting in real estate before social media 18:43 – 28:10 Pre-Social Media Networking Tactics Viral email marketing before Facebook Leveraging MySpace for community engagement Playground and sports field networking strategies Building reputation through knowledge, not sales pitches Early career advantages as a young agent in an older industry 28:11 – 38:05 Thriving in Changing Markets Why some agents excel in tough conditions The danger of hibernating instead of staying visible Power of collaboration and peer support Mentoring new agents to overcome stagnation Lessons from working with top-performing peers 38:06 – 49:20 Setbacks, Lawsuits, and Lessons Learned The voluntary HOA lawsuit over $100 Emotional toll of feeling exposed in business Learning resilience from legal challenges Separating personal identity from the Realtor role Building a strong support team to handle business operations 49:21 – 1:21:55 Longevity, Leverage, and Consistency Hiring assistants early to focus on strengths Knowing when to scale with help or partners Social media’s growing workload for agents Advice for agents approaching growth limits Balancing business drive with family priorities Quotes: “There is no shortage of housing in this state—that’s what I believe.” – Eden Jordan “I was an overnight success, but the best thing that happened to me was 2008 because my ego got back in check.” – Eden Jordan “The problem now is nobody’s sitting there talking—they’re just in their phones.” – Eden Jordan “If you’re doing more than 10 or 12 deals a year, I don’t know how people are doing it without help.” – Eden Jordan To contact Eden Jordan, learn more about her business, and make her a part of your network, make sure to follow her on her Instagram, YouTube, and LinkedIn. Connect with Eden Jordan! Instagram: 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 #EdenJordan #ClayCountyRealEstate #RealEstatePodcast #RealtorLife #MarketCycles #RealEstateMentor #AgentTips #HousingMarket #PropertyInvesting #AirbnbMarket #FloridaRealEstate #RealEstateNetworking #RealtorGrowth #BusinessLongevity #SalesSuccess #MarketInsights #RealEstateStories #AgentLife #RealEstateTraining
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Michele Tremblay: Signature Open Houses | Top Ponte Vedra Beach Agent
08/11/2025
Michele Tremblay: Signature Open Houses | Top Ponte Vedra Beach Agent
What happens when a Broadway-bound performer turns her stage presence into real estate success? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits Michele Tremblay. Michelle shares her inspiring journey from center stage to top-producing real estate agent in Northeast Florida. With a rich background in performance, voiceover, and hospitality, Michele brings a rare blend of empathy, creativity, and grit to her clients—earning accolades such as a 2024 Five Star Rising Star award and ranking #55 out of nearly 12,000 agents by the Jacksonville Business Journal. Tracy Hayes dives deep into Michele's career pivot, her luxury branding, and her unwavering consistency. Michele opens up about the realities of starting from scratch as a single mom, leveraging her skills from the entertainment world to thrive in a competitive market. Her story isn't just about selling homes—it's about building a business that reflects her heart, values, and drive. Love this story of transformation and grit? Share this episode with someone dreaming of making a bold career move. Don’t forget to subscribe, leave a review, and follow us for more behind-the-scenes stories of real estate success! Highlights: 00:00 – 14:00 From Stage to Strategy Michele’s early dream of Broadway Cruise ship performances & voiceover work Transition from acting to motherhood Why real estate became the next act Interviewing agents before getting licensed 14:01 – 28:00 Getting Real About Real Estate Early challenges and financial realities First 8 months without a deal Importance of mentorship and support Choosing Keller Williams Building confidence through community 28:01 – 42:00 Grit, Growth, and Getting Noticed Juggling motherhood and a new career Showing up consistently and staying available Why she loves the job How past skills shaped her approach Learning to perform under pressure 42:01 – 56:00 Creating Signature Experiences Open houses with style and substance Champagne, cookies, and coloring books Turning every showing into a show Helping buyers visualize potential Marketing with a creative flair 56:01 – 1:12:00 Building Trust and Staying Top-of-Mind Providing real value before the sale How long-term follow-up pays off Collaborating with top-producing agents Personal touches that win clients Empowering new agents with advice 1:12:01 – 1:27:56 Scaling with Heart and Hustle Serving luxury markets authentically Staging, renovations, and listing prep Balancing business with family life Staying consistent with outreach Turning one deal into many Quotes: "In real estate, I have this very real impact on the families that I help... it's humbling and it's a gift." – Michele Tremblay "You have to be ready to go on a dime—you are your business." – Michele Tremblay "The house feels different when you walk in with a glass of bubbly in your hand." – Michele Tremblay "You’re not just buying a home; you’re stepping into the next chapter of your life. That’s sacred." – Michele Tremblay To contact Michele Tremblay, 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. Connect with Michele Tremblay! 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 #LuxuryRealEstate #RealtorLife #WomenInRealEstate #CareerChange #FromStageToSales #NortheastFlorida #JacksonvilleRealEstate #StAugustineHomes #HomeBuyingJourney #LuxuryListings #OpenHouseStrategy #RealEstateTips #RealEstatePodcast #KWRealtor #SingleMomSuccess #AgentLife #VoiceOverToRealEstate #BoldCareerMoves #EliteAgents
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Delaney Henderson: It Takes Grit / Top Jacksonville Agent
08/08/2025
Delaney Henderson: It Takes Grit / Top Jacksonville Agent
What if the hardest transaction you face becomes the one that teaches you the most? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with top-producing agent Delaney Henderson to uncover the mindset, grit, and strategies that catapulted her from a burned-out paralegal in DC to one of Northeast Florida’s most respected and relatable real estate mentors. Delaney doesn’t sugarcoat the truth—she opens up about industry misconceptions, failed transactions, emotional burnouts, and the quiet resilience required to succeed in a chaotic market. Delaney shares the deeply personal reasons she journals every transaction, how mentoring new agents forces her to stay sharp, and why authenticity, handwritten notes, and a picture of her dog on a business card transformed her lead generation game. This conversation is raw, real, and rich with advice every agent—rookie or seasoned—should hear. Loved Delaney’s insights? Share this episode with a fellow agent or mentor! Don’t forget to subscribe, rate, and leave a review on your favorite podcast platform. Looking to connect with Delaney or join Momentum Realty? Reach out via social or tune in to future episodes for more mentorship magic! Highlights: 00:00 – 04:20 Early Roots & Real Estate DNA Growing up in a real estate family Misconceptions about the daily grind The contrast between childhood exposure and adult reality Why real estate looked easier from the outside How the industry constantly pivots 04:21 – 10:02 Learning Through Transactions Why every agent should keep a diary Documenting daily wins and losses Lessons learned from tough deals How journaling builds better systems Emotional growth from reflecting on your process 10:03 – 17:40 The Power of Mentorship Becoming a mentor at Momentum Realty What most new agents don’t know they don’t know Tailoring mentorship to each agent’s strengths Mentorship as a way of giving back Transparency and honesty as teaching tools 17:41 – 25:20 Hard Conversations & Market Realities How to set healthy boundaries Why it’s okay to fire clients Working through unrealistic seller expectations Why the market data matters Building trust by managing client psychology 25:21 – 36:10 Building Relationships That Pay Off Treating other agents like partners The value of follow-up and communication Why agents should never skip the call The ripple effects of burning bridges How reputation wins in a competitive market 36:11 – 1:14:22 Grit, Growth, and Gratitude When everything goes wrong—three closings and two lost offers Calling mentors during emotional breakdowns Why failure often precedes better outcomes Staying consistent with past clients The love of the work, despite the setbacks Quotes: “Some people come to me thinking they’ll never buy a home—and a month later, we’re at the closing table.” – Delaney Henderson “Even if I have no business, that’s better than working with difficult people who make my life stressful.” – Delaney Henderson “Top agents make it look easy—but they rarely show how devastating some transactions can be.” – Delaney Henderson “You don’t burn bridges in real estate. You’ll always run into them again.” – Delaney Henderson To contact Delaney Henderson, learn more about her business, and make her a part of your network, make sure to follow him on his Instagram, Facebook, and LinkedIn. Connect with Delaney Henderson! 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 #DelaneyHenderson #MentorshipMatters #RealEstateAgentLife #TopAgentTips #RealEstatePodcast #WomenInRealEstate #FloridaRealtor #RealEstateGrit #RealEstateMentor #MomentumRealty #NewAgentSupport #RealEstateGrowth #ClientFirst #PropertySuccess #ListingTips #BuyersJourney #RealEstateTruth #AgentMindset #AuthenticSelling
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Julianne Grant-Johnson: Team Builder and Top Agent JAX/Pensacola
08/04/2025
Julianne Grant-Johnson: Team Builder and Top Agent JAX/Pensacola
What if your biggest limitation became the launchpad for your real estate empire? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Julianne Grant-Johnson, a top-producing real estate agent in Northeast Florida, for her second appearance on the show. This time, they dive deep into the business side of her success, exploring how she built the Grant Johnson Group while on pregnancy bedrest, leveraged her military ties to dominate the VA market, and now leads a thriving, multi-location real estate team. Julianne gets real about the challenges of growing a team, setting boundaries, and leading with transparency and grit. Julianne drops actionable insights on handling VA loans, educating new agents, and navigating the current real estate market. Whether you’re a seasoned agent or just starting out, this episode is packed with honest, no-fluff advice on scaling with intention, managing clients with clarity, and building a brand that clients trust—even from across the country. Loved Julianne’s insights? Follow her journey and reach out if you're a new agent looking to learn or a veteran buyer ready to maximize your VA benefits. Don’t forget to subscribe, leave a 5-star review, and share this episode with a fellow realtor! Highlights: 00:00 - 10:00 Real Relationships Drive Real Results • Why being relatable wins clients • Understanding the VA buyer mindset • Leveraging shared life experiences • Social media as a credibility tool • Tapping into the Naval Academy network 10:01 - 20:00 Launching the Grant Johnson Group • Starting a team while on bedrest • Broker’s role in team formation • Trusting the organic process • Creating a team with shared values • Making a leap with confidence 20:01 - 30:00 Structuring and Leading a New Team • Hiring green agents intentionally • Trial periods to measure fit • Complementing strengths and weaknesses • Setting performance and branding standards • Defining internal roles and expectations 30:01 - 40:00 Breaking the Solo Ceiling and Expanding • Recognizing when you hit your capacity • Delegating without losing client experience • Balancing motherhood and leadership • Expanding strategically into Pensacola • Using referrals to build outside markets 40:01 - 53:00 Market Shifts and Setting Expectations • Having tough pricing conversations • Educating sellers on timelines • The power of honest consultations • How buyers behave in a high-rate market • Importance of response systems within the team 53:01 – 01:07:14 VA Loan Myths and Tactical Strategy • Common misconceptions about VA loans • Appraisal and repair realities • Winning seller trust with VA offers • VA renovation loans as a solution • Advocating fiercely for veteran clients Quotes: "You can’t delegate your brand—so your team has to reflect your standards." – Julianne Grant-Johnson "If you’re gonna lean on our stats, you better follow our process." – Julianne Grant-Johnson "You’re not going to see homes unless you’re ready to buy them." – Julianne Grant-Johnson "VA buyers are my favorite—they’ve earned that benefit and I’ll fight for it every time." – Julianne Grant-Johnson To contact Julianne Grant-Johnson, learn more about her business, and make her a part of your network, make sure to follow him on his website, Instagram, and Facebook. Connect with Julianne Grant-Johnson! 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 #RealEstatePodcast #VAloans #MilitaryRealtor #WomenInRealEstate #RealEstateTips #TeamBuilding #RealEstateMarketing #RealtorSuccess #NortheastFlorida #RealEstateExcellence #AgentLeadership #RealEstateGrowth #PensacolaRealtor #VAHomeLoans #HomeBuyingTips #RealtorLife #HouseHacking #RealEstateMentor #BuyerConsultation #MilitarySpouseBusiness
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Dana Johnson: Top Jacksonville Agent "She's Owning It"
07/28/2025
Dana Johnson: Top Jacksonville Agent "She's Owning It"
How can one woman’s mission to stabilize families through homeownership ripple out to transform entire communities—and even the world? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Dana Johnson, a dynamic leader in real estate and economic empowerment. Dana shares her journey from aspiring fighter pilot to real estate mogul, highlighting how owning a home can offer not just wealth but stability, resilience, and generational impact. She delves into her work with the "She's Owning It" Home Buyers Club, a 10-module course that arms women with the tools to leverage real estate for financial growth. Dana also talks about graduating from Goldman Sachs’ One Million Black Women program, revealing how it enhanced her business acumen and helped scale her mission to close the wealth gap. She opens up about mentoring agents, the power of RPAC, and how grit, education, and community are foundational for success in today’s real estate climate. A must-listen for anyone ready to break ceilings and build legacy. Inspired by Dana’s mission? Reach out, join the “She’s Owning It” movement, and take that first step toward building generational wealth through real estate. Follow Dana Johnson on social media and get involved with your local real estate associations! Highlights: 00:00 - 13:30 Foundations of Impact Dana’s passion for real estate Power of homeownership for community stability Insights from Goldman Sachs 1MBB program Social impact and access to capital Transformational success stories 13:31 - 27:50 She's Owning It Movement Creation of She's Owning It Home Buyers Club 10-step homeownership and investing course Faith-based approach to financial empowerment Addressing the wealth gap for women Real-life results and community accountability 27:51 - 41:10 From IT to Real Estate Dana’s journey from tech to real estate Lessons from buying her first home at 23 Passion for education and mentorship Surviving the 2008 market crash Grit and consistency as career anchors 41:11 - 54:10 Coaching and Connection Mentoring new agents with systems and strategy Identifying agent and client personas Importance of organic networking Leveraging technology for follow-up Staying visible and intentional 54:11 - 1:08:00 Advocacy and Mindset The power of mindset in down markets RPAC advocacy and agent involvement Collaborating with top producers Real estate as a service ministry Free resources and relationship building 1:08:01 - 1:21:40 Branding with Purpose Everyday branding and marketing tips Leveraging identity and visibility Practical networking scenarios Building consistency with community Final thoughts on service and impact Quotes: "If you stabilize a family, you'll stabilize a community. If you stabilize a community, the world is going to be better." – Dana Johnson "We don’t just sell homes—we teach women how to emotionally and financially own them." – Dana Johnson "I was my worst client. If someone takes longer than four years to buy a home, I’m retiring." – Dana Johnson "I’m just a speck of dust with a shelf life, but the impact I help make can last generations." – Dana Johnson To contact Dana Johnson, learn more about her business, and make him a part of your network, make sure to follow him on his website, Instagram, Facebook. Connect with Dana Johnson! Website: Facebook: YouTube: LinkedIn: 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 #DanaJohnson #HomeBuyersClub #SheOwnsIt #WomenInRealEstate #GenerationalWealth #BlackWomenInBusiness #RealEstateMentor #RPAC #CommunityHousing #FaithAndFinance #WealthBuilding #JacksonvilleRealEstate #FirstTimeHomeBuyer #WomenInvestors #EconomicEmpowerment #LuxuryRealEstate #RealEstateEducation #RealEstateLeadership #MortgageMindset
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Willie Lane: Building Trust Top Agent Jacksonville Beach
07/25/2025
Willie Lane: Building Trust Top Agent Jacksonville Beach
How do you gain trust and authority in a high-stakes industry when you're young, inexperienced, and just starting out? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Willie Lane—northeast Florida native, luxury real estate expert, and founder of the Willie Lane Group at Compass Realty. Willie reveals how he built a successful real estate business from the ground up starting at just 22, facing skepticism, inexperience, and a tough market. He discusses the power of consistency, networking over coffee (or beer), and the importance of putting your head down and doing the work—even when the results are 18 months away. Willie also dives into the structure of his team, how to guide young agents, why trust is the currency of the business, and how social media and mentorship have transformed his growth. From door knocking in a suit to managing a thriving real estate group, Willie’s story is a blueprint for every aspiring agent wondering if they have what it takes. Love this episode? Share it with a young real estate hustler or someone who needs to hear that perseverance pays off. Don’t forget to subscribe, rate, and follow the Real Estate Excellence Podcast for more behind-the-scenes insights from top-producing agents! Highlights: 00:00–10:58 From Clueless to Compass Willie’s college years and first exposure to sales Landing in real estate “by accident” Facing the fear of selling homes while living with his parents Being the youngest agent in the office Struggling to gain client trust at 22 10:59–21:27 The Grit Behind the Growth Reflecting on the emotional rollercoaster of early years Preaching patience: why it takes 12–18 months to pay off Advice Willie would give his younger self Why some agents rocket ahead—and others burn out The importance of having a relentless mentor 21:28–32:10 Systemize or Stall Why most agents hit a ceiling by year 5 Building a scalable business model The birth of the Willie Lane Group Recruiting your first team member (even if it's a friend) The hard truth about bringing on brand-new agents 32:11–43:04 Face-to-Face, The Real Strategy Creating daily habits for consistent outreach Why you should never eat lunch alone Building trust without pitching How to own the room (and the driveway) Real-world tips for converting casual chats into business 43:05–56:37 Pricing in the Reality Check Era Coaching sellers in a buyer’s market The real reason homes sit: it’s not the photos Navigating pricing wars with builder competition When to walk away from a listing Prepping your team for tough client conversations 56:38–1:13:22 Construction Clarity & Final Gold Nuggets Why every new construction deal needs a second set of eyes Inspectors vs. supers: behind-the-scenes stories Custom vs. tract homes: what buyers need to know Forecasting market shifts and adjusting tactics Willie’s #1 philosophy for scaling with excellence Quotes: "Put your head down, do the work, and trust the process—it’ll pay off in 12 to 18 months." – Willie Lane "I was door knocking in a suit on Saturdays, sweating—but I was doing the work." – Willie Lane "You want someone to trust you? Be genuine and ask about them." – Willie Lane "Your goal is to walk into a party and have someone ask you how the market is—that’s when you know your brand is working." – Willie Lane To contact Willie Lane, learn more about her business, and make him a part of your network, make sure to follow him on his website, Instagram, Facebook. Connect with Willie Lane! 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 #WillieLaneGroup #LuxuryRealEstate #YoungAgentSuccess #RealEstatePodcast #TrustTheProcess #RealEstateMentorship #AgentGrit #FromInternToTopProducer #RealEstateTips #FirstTimeHomebuyer #RealEstateJourney #FloridaRealtor #SocialSelling #MarketPositioning #RealEstateNetworking #TeamBuilding #LeadWithTrust #HomeSellingStrategy #NewAgentAdvice
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Mandy Morrow: Top Ponte Vedra Luxury Agent
07/21/2025
Mandy Morrow: Top Ponte Vedra Luxury Agent
What happens when decades of tech experience collide with luxury real estate and the power of artificial intelligence? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with real estate powerhouse Mandy Morrow, whose journey spans Fortune 50 leadership, tech innovation at IBM, and top-tier performance in Ponte Vedra’s luxury housing market. Mandy unpacks how her corporate and tech roots uniquely position her to serve high-net-worth clients with precision, authenticity, and deep local knowledge. They explore how Mandy integrates artificial intelligence into market analysis, listing presentations, and CRM to elevate client consultations and streamline operations. She shares priceless insights for new and seasoned agents alike, emphasizing the value of asking the right questions, building genuine relationships, and focusing on long-term client value—not just transactions. It’s a masterclass in leveraging experience, tech, and heart to build a real estate empire. Ready to elevate your real estate game? Subscribe to the Real Estate Excellence podcast for more industry masterclasses and connect with Mandy Morrow to learn how tech and trust can transform your client relationships. Highlights: 00:00 - 12:30 Tech Roots & Transition to Real Estate Mandy’s corporate background with IBM and tech sector Early involvement in AI and supercomputing Lessons from working at Watson Research Why her tech background benefits her real estate career Bridging high-tech skills into luxury real estate 12:31 - 24:30 AI as a Realtor’s Secret Weapon Using ChatGPT, Claude, and Gemini for data analysis Uploading MLS data and prompting for insights How AI improves listing presentations and consultations Building confidence for new agents through roleplay Sharon Alter’s AI-driven listing description strategy 24:31 - 36:30 The Art of Client Understanding Asking strategic questions to uncover client goals Tailoring presentations for high-net-worth individuals Case study: closing a $13M luxury sale Why authenticity beats canned pitches Handling fast-paced luxury consultations 36:31 - 48:30 Navigating Neighborhoods & New Construction Guiding buyers through area orientation tours Addressing misconceptions about CDDs and communities How lifestyle questions reveal true buyer preferences Analyzing lot direction, surroundings, and value Protecting clients from future resale risks 48:31 - 01:04:00 Choosing the Right Brokerage & Tools Why Mandy left other major firms for Compass Comparing Compass tech stack to legacy systems Agent-first vs. brokerage-first technology Compass AI initiatives and integrated CRM The ROI of tech tools vs. lead-buying traps 04:01 - 01:18:58 Agent Growth, Education & Longevity Leveraging AI for CRM, P&L reviews, and marketing The importance of lifelong learning and contract knowledge Stepping into the CEO mindset as an agent Mandy’s involvement in committees and state leadership Building a client-centered, relationship-first career Quotes: “I don't make the market—I just tell you what the market is and then strategize based on your goals.” – Mandy Morrow “The number one job is understanding your client—if you don’t ask the right questions, you could be blindsided.” – Mandy Morrow “AI lets me stop being the CIO of my business and focus on what matters: my clients.” – Mandy Morrow “This business is about long-term relationships, not transactions—do your clients right, and you’ll always stay in business.” – Mandy Morrow To contact Mandy Morrow, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, YouTube, LinkedIn, and Facebook. Connect with Mandy Morrow! Website: Instagram: YouTube: LinkedIn: 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 #AIInRealEstate #MandyMorrow #CompassRealEstate #PonteVedraRealEstate #ArtificialIntelligence #RealEstateTech #RealEstateTips #FloridaHomes #EliteAgents #RealtorSuccess #AskMoreQuestions #ClientFirst #ConsultativeSelling #RealEstatePodcast #TopRealtor #ModernRealtor #RealEstateAdvice #AIForAgents
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Bella Taazieh: All Things Real Estate AI
07/18/2025
Bella Taazieh: All Things Real Estate AI
What if your smartest, most efficient business partner was already on your laptop — and free? In this episode of the Real Estate Excellence Podcast, Tracy Hayes dives deep with with 24-year-old trailblazer Bella Taazieh — a rising force in Northeast Florida real estate who’s harnessing AI to build a modern, personal, and wildly productive business. Bella unpacks how she’s blending ChatGPT, Gamma, Notebook LM, and more to save hours, close deals faster, and create lead-gen systems that work for her — even while she’s at the beach. From building her own GPT assistant to turning transcripts into podcasts and sending weekly AI-generated “Deals of the Week,” Bella’s strategies are not just innovative — they’re replicable. She breaks down how even the busiest solo agent can reclaim time and scale their impact by letting AI carry the heavy lift. Whether you're tech-curious or AI-obsessed, this is the blueprint episode you've been waiting for. If you're a realtor stuck in the hustle and grind, it's time to future-proof your business! Subscribe now, share this episode with your team, and follow Bella for game-changing content. Want Bella’s GPT tools? DM her now on Instagram @bellataazieh and unlock your AI-powered future! Highlights: 00:00 – 07:58 Bella’s AI Philosophy & Client-Centered Automation Why AI isn't impersonal—it's powerful Helping more clients without losing personal touch Fear vs. opportunity: why agents must adapt Hiring AI without payroll Examples of AI replacing team roles 10:11–21:16 ChatGPT as Your Smartest Assistant Bella’s “Who Am I” project: feeding ChatGPT her story Letting AI learn your tone, habits, and goals Using ChatGPT for negotiations and emotional intelligence AI-generated bios for branding Using AI like a personal coach or mentor 21:17–33:15 Building Lead Funnels: 250 Leads with Zero Ads Creating the “Deals of the Week” email funnel Turning weekly listings into relationship-building touchpoints Mass emails that feel personal Workshop results: leads within 11 minutes Why simple formatting and real-time data beat Canva graphics 33:16–45:00 Custom GPTs & Gamma AI for Seller Presentations What a custom GPT is and why you need one Bella’s Control+Me GPT and its four powerful commands How she created presentations in 5 minutes with Gamma AI Real-world example of winning a listing on short notice Beat experienced agents using speed + AI insights 45:01–57:45 Notebook LM & The AI Podcast Hack What is Notebook LM and how to use it Turning training sessions into listenable podcasts AI-generated conversation between two fake hosts Training your team with AI audio content Brainstorming business models from knowledge conversion 57:46–01:09:35 Automating as a Solo Agent: Scaling with Systems Using Trello + Zapier + ChatGPT for email workflows Email funnels that feel personal but are fully automated Creating daily motivation prompts from AI Monday GPT: the brutal but honest motivator Why AI saves time, energy, and sanity 1:09:36–01:18:51Branding, Follow-Up & Where Agents Waste Time Branding is not your logo—it’s your legacy Using AI to stay top-of-mind with leads weekly Automating touchpoints without sounding generic Following up with 200+ leads in 5 minutes Top two AI strategies every agent should implement now Quotes: “Every single one of my clients feels loved—because I use AI to give them more of me, not less.” – Bella Taazieh “I created a GPT called Control+Me. It’s my assistant, strategist, and motivator all in one.” – Bella Taazieh “I built a Deals of the Week system that gave me 250 leads, 5 consultations, and didn’t cost me a dime.” – Bella Taazieh “AI isn’t here to replace agents—it’s here to empower the ones who are willing to lead.” – Bella Taazieh To contact Bella Taazieh, learn more about her business, and make her a part of your network, make sure to follow her on her Instagram. Connect with Bella Taazieh! Instagram: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateAI #BellaTaazieh #ChatGPTForRealtors #ControlPlusMe #AIRealtor #DealsOfTheWeek #LeadGenerationTips #RealEstateInnovation #AIWorkflows #SoloAgentSuccess #RealtorMarketing #DigitalRealEstate #AIProductivity #NotebookLM #GammaAI #CustomGPT #RealEstateBranding #ModernRealtor #AutomatedSystems #TimeSavingTools
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Sharon Alters: Excellence In Real Estate Top Jacksonville Agent
07/14/2025
Sharon Alters: Excellence In Real Estate Top Jacksonville Agent
Can mastering storytelling and creative production turn you into a top-performing real estate agent? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Sharon Alters—one of Northeast Florida’s most respected and dynamic real estate agents. With a unique background in advertising and film production, Sharon shares how her creative roots shaped her customer-first philosophy in the competitive real estate landscape. Through storytelling, staging, and strategic mindset work, she has transformed hundreds of lives and homes, becoming a community pillar in Fleming Island and beyond. From filming commercials at Old Faithful to managing luxury listings with precision, Sharon reveals her journey and powerful mindset shifts that shaped her business success. She offers listeners wisdom on handling the shifting market, leveraging AI for listings, and the crucial role of culture and coaching in building a lasting real estate career. Whether you're a new agent or a seasoned pro, this episode is packed with valuable insights on what true excellence looks like in real estate. Love hearing stories from industry leaders like Sharon? Subscribe to the Real Estate Excellence Podcast now and leave a review! Share this episode with a fellow real estate agent who needs inspiration to keep pushing forward! Highlights: 00:00 – 07:58 Mastering the Market Basics Location, condition, and price High rates vs. historical norms Why homes still hold value Buyer fears explained Market cycles then and now 07:59 – 18:28 From Film Sets to Sales Breaking into advertising Clio award-winning work Creative skills in real estate Excellence from production days Blending art and business 18:29 – 31:08 Starting in Real Estate Why Sharon got licensed Turning skills into sales Building confidence fast Early wins with relocation Never fail mindset 31:09 – 38:22 Tech Tools and Tactics AI for listings and ads Collaborating with sellers Writing for target buyers Smart home upgrade advice Power of staging 38:23 – 45:19 Choosing the Right Brokerage Culture over commissions Why cloud offices fall short Asking the right questions Mentorship matters Learning by collaboration 45:20 – 1:15:28 Mindset and Client Success Ninja Selling system Routines and follow-up Understanding personality types Going the extra mile Service with heart and hustle Quotes: “Failure is not an option. I was not going to fail. No matter what.” – Sharon Alters “Every real estate transaction is a mini-production.” – Sharon Alters “I treat my business like a ministry—if I make a mistake, I pay for it.” – Sharon Alters “Photography may not sell a home, but it gets them in the door.” – Sharon Alters To contact Sharon Alters, learn more about her business, and make her a part of your network, make sure to follow her on her Instagram and Facebook. Connect with Sharon Alters! 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 #SharonAlters #NortheastFloridaHomes #LuxuryRealEstate #RealEstateMindset #WomenInRealEstate #NinjaSelling #AIinRealEstate #ListingStrategies #RealEstateCoach #ColdwellBanker #SothebysRealty #WatsonRealty #HomeBuyersTips #RealtorLife #RealEstatePodcast #FromFilmToRealty #CustomerFirst #RealEstatePhotography #CreativeSelling
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Sharon Mills: Set Yourself Apart Top Jacksonville Agent
07/11/2025
Sharon Mills: Set Yourself Apart Top Jacksonville Agent
If your client was riding in your car all day, would they see you as a dedicated professional, or just someone running errands? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Sharon Mills. Sharon is one of Northeast Florida's leading realtors. Sharon dives deep into her journey, highlighting how her early corporate experiences at General Motors shaped her into a meticulous professional dedicated to client service and relentless attention to detail. She shares invaluable lessons learned from transitioning through multiple industries—including owning an interior design firm—to becoming a top-producing luxury real estate agent. Throughout the conversation, Sharon emphasizes the importance of treating real estate like a true profession, investing deeply in self-education, and knowing your market inside and out. From setting clear boundaries with clients to maintaining consistent work ethics even during downturns, Sharon delivers actionable advice on building resilience and establishing yourself as a go-to realtor for life. Want to set yourself apart in the competitive world of real estate? Tune in, learn Sharon’s proven strategies, and commit to investing in yourself. Subscribe to the Real Estate Excellence Podcast now and elevate your real estate career! Highlights: 00:00 - 14:20 Sharon Mills Early Career and Life Experiences Sharon’s journey from Buffalo to Jacksonville Working at Liberty Mutual as a teenager Corporate growth at General Motors Importance of mentors and early responsibilities Transition from corporate America to entrepreneurship 14:21 - 28:50 Building a Real Estate Career Amid Challenges Entering real estate during the 2006 downturn Consistency and discipline during tough markets Learning short sales and foreclosures Rising to the top 1% of agents Reinventing yourself to stay relevant 28:51 - 43:15 Treating Real Estate as a Serious Profession Structuring your business day effectively Setting clear professional boundaries with clients Defining work hours and customer expectations Importance of business mindset and planning Creating worklife balance through scheduling 43:16 - 58:00 Importance of Continuous Learning and Preparation Educating yourself beyond basic real estate skills Understanding the nuances of luxury homes Attending seminars and training events nationwide Developing confidence through knowledge Building relationships through informed conversations 58:01 - 01:11:40 Establishing a Loyal Client Base Providing genuine value and consistent followup Understanding client needs and preferences Becoming the go-to real estate professional for life Maintaining integrity and honesty in transactions Using knowledge as the foundation of relationships 01:11:41 - 01:26:43 Advice for New and Growing Agents Developing market expertise early Managing downtime effectively Leveraging your network and community involvement Avoiding comparison and focusing on personal growth Committing to continuous selfimprovement and adaptability Quotes: "You have to have a passion for what you do and keep reinventing yourself." – Sharon Mills "Customer service isn't just customer service—it's people service." – Sharon Mills "The biggest mistake agents make is assuming success will just fall into their laps." – Sharon Mills "If you don't know your value, others will define it for you." – Sharon Mills To contact Sharon Mills, learn more about her business, and make her a part of your network, make sure to follow her on her Website and Instagram. Connect with Sharon Mills! 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 #SharonMills #LuxuryRealEstate #RealEstateCareer #TopAgent #CustomerService #RealEstateAdvice #FloridaRealEstate #MillionDollarAgent #AgentTips #RealEstateSuccess #RealtorLife #RealEstatePodcast #JacksonvilleRealtor #RealEstateEducation #BusinessMindset #RealEstateAgent #HomeSellingTips #ContinuousLearning #PodcastEpisode
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Bobbie Jean DeMunck: Top Realtor Ponte Vedra Sets Expectations
06/27/2025
Bobbie Jean DeMunck: Top Realtor Ponte Vedra Sets Expectations
Are your real estate deals falling apart because you're not mastering the art of negotiation and timing? In this episode of the Real Estate Excellence Podcast, Bobbie Jean DeMunck joins Tracy Hayes to unpack what it takes to thrive in today's volatile real estate market. With over 15 years in the business and a background in interior design and banking, Bobbie shares how blending aesthetics with strategy helps her listings stand out and sell faster—even in a slower market. She reveals her unique approach to negotiation, how she wins offers by shortening inspection periods and timelines, and why building strong relationships with inspectors, lenders, and other agents is key to closing. This episode is a masterclass for agents seeking to elevate their game with real-world tips on marketing, client psychology, and leveraging AI tools to stay ahead. If you're a real estate pro looking to upgrade your strategy or a buyer/seller wanting to navigate the market smartly, subscribe now and share this episode with a colleague or friend! Highlights: 00:00–06:12 From Banking to Real Estate: Bobbie Jean's Journey Transitioning from a banking career into real estate Leveraging past experiences for success Discovering sales is about building trust How design and finance shaped her real estate style Learning to listen to what clients really want 06:13–14:01 Winning Strategies in Today’s Housing Market Why timelines can make or break an offer Creating trust with clean and quick contracts Avoiding the “back on market” scenario Using home inspections to gain leverage Reading between the lines in buyer-seller motivations 14:02–21:05 Design, Decluttering, and Staging for the Win Using interior design to create buyer connection The power of removing distractions Helping clients understand market presentation How staging can affect appraisal value Creating emotional impact in showings 21:06–28:39 The Power of Vendor Relationships Building a reliable and fast-moving vendor list The importance of vendor-client-agent synergy Keeping transactions smooth with the right contacts Elevating client experience through preparedness When your reputation opens vendor doors 28:40–36:11 Using AI to Elevate Real Estate Marketing Writing listing descriptions with AI support Automating bios, captions, and social content Enhancing Google and SEO strategy through tech How AI helps agents work smarter, not harder Avoiding the common traps of lazy automation 36:12–01:20:18 Market Psychology, Buyer Hesitation & Agent Advice Explaining value over fear of high rates Handling “forever home” myths with clarity Empowering buyers to act in uncertain conditions What great agents do differently in communication Bobbie’s final take on effort, presence, and professionalism Quotes: “Timeline is the most important thing—you win by tightening it.” – Bobbie Jean DeMunck “If you listen to your buyers and sellers, you can usually figure out what they really want.” – Bobbie Jean DeMunck “You’re never too busy in life—it’s what you choose to make time for.” – Bobbie Jean DeMunck “I can walk into a house and immediately see what walls to knock down.” – Bobbie Jean DeMunck To contact Edwina Burch, learn more about her business, and make her a part of your network, make sure to follow her on her Website and Instagram. Connect with Bobbie Jean DeMunck! Website: Twitter: Instagram: 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 ##RealEstatePodcast #TopRealtorTips #RealEstateStrategy #InteriorDesignInRealEstate #TimelineNegotiation #HomeSellingTips #AIInRealEstate #FloridaRealtor #RealEstateMarketing #RealEstateExcellence #ListingAgentLife #RealEstateSuccess #JacksonvilleHomes #RealEstateDeals #RealtorMindset #NegotiationTips #HomeSellingStrategy #PonteVedraRealEstate #MarketShift2025 #RealtorRelationships
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Edwina Burch: Top Jacksonville Agent Thru Consistency and Mindset
06/26/2025
Edwina Burch: Top Jacksonville Agent Thru Consistency and Mindset
What if your side hustle became your true calling? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits Edwina Burch. Edwina Burch is a dynamic Jacksonville real estate agent, shares her journey from aspiring attorney to becoming one of the top real estate agents in northeast Florida. Starting her career in education administration, Edwina transitioned to real estate after being inspired by a colleague’s challenging real estate deal. Quickly realizing that selling real estate was not as simple as HGTV portrayed, Edwina embraced the challenge and soon achieved significant success by focusing on building authentic relationships and mastering the art of negotiation. Throughout the episode, Edwina emphasizes the importance of authenticity, consistency, and mindset in her career. She highlights pivotal decisions, such as hiring a transaction coordinator and leveraging social media effectively, which propelled her rapid rise in the industry. Her story illustrates that with the right mindset, grit, and genuine connections, rapid success in real estate is attainable even for newcomers. Listen now to discover Edwina’s secrets to quick and sustainable success in real estate. Don't forget to subscribe and leave a review if her story inspired you! Highlights: 00:00–06:07 Intro & Career Beginnings Choosing Real Estate Over Law Moving to Jacksonville From Education to Real Estate First Brokerage Experience The Importance of Initial Training 06:08–13:54 Making the Shift to Full-Time Real Estate Realizing Real Estate Wasn’t HGTV Building Initial Relationships First Transactions and Key Learnings Transitioning from Boutique Brokerage to Keller Williams Importance of Brokerage Choice 13:55–20:25 Strategies and Negotiations Learning to Negotiate Adapting to Market Changes Seller Pricing Strategies Buyer’s Market Realities Challenges Competing with New Builds 20:26–26:00 Leveraging AI and Technology Adopting AI for Listing Descriptions AI Impact on Real Estate Searches Tech Integration in Business Utilizing LinkedIn and SEO Advantages of AI 26:01–36:45 Scaling with Support Importance of Transaction Coordinators How Support Staff Elevates Productivity Delegation for Success Interviewing the Right Coordinator Expanding Through Mentorship 36:46–01:15:54 Edwina’s Secrets to Success Personality and Consistency Pivoting in Changing Markets Staying Authentic and Engaged Love for Real Estate and Community Creating Organic Connections Quotes: “Real estate was my calling, not law school. It should have been my goal at age 13 or 14.” – Edwina Burch “It’s all about relationships—authenticity always wins.” – Edwina Burch “A good transaction coordinator is a game changer. They let you focus on income-producing activities.” – Edwina Burch “You have to pivot in real estate; the market changes, and so must you.” – Edwina Burch To contact Edwina Burch, learn more about her business, and make her a part of your network, make sure to follow her on her Website and Instagram. Connect with Edwina Burch! 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 #JacksonvilleRealtor #RealEstateSuccess #JacksonvilleRealEstate #EdwinaBurch #RealEstatePodcast #RealEstateMindset #RealEstateTips #KellerWilliams #Authenticity #RealEstateStrategy #HomeBuying #HomeSelling #RealEstateLife #TransactionCoordinator #FirstTimeHomeBuyer #RealEstateCareer #RealEstateJourney #AgentLife #AIinRealEstate #BusinessGrowth #WomenInRealEstate
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Beverly Hecht: Top Jacksonville Agent
06/20/2025
Beverly Hecht: Top Jacksonville Agent
What does it take to build a thriving real estate business from scratch—while raising three kids as a single mom? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Beverly Hecht, a top Jacksonville Beach realtor, who shares her compelling journey from IT sales to becoming a real estate powerhouse. A Jacksonville native with deep community roots, Beverly dives into how her corporate discipline, single-mom tenacity, and relentless drive helped her transition into real estate and build a loyal client base along Florida’s First Coast. From navigating tough markets like 2008’s crash to today’s complex insurance landscape and evolving buyer expectations, Beverly offers rich insights and strategies that new and seasoned agents alike can benefit from. Her love for the beaches, community involvement, and commitment to lifelong learning truly set her apart in a competitive industry. Loved Beverly’s story? Subscribe now and leave us a review! Share this episode with someone who dreams of turning obstacles into opportunity in the real estate world. Highlights: 00:00 - 04:30 Beverly’s Early Career & Transition · Shifts in buyer behavior · Parenting perspectives on adulthood · Helping all age groups purchase homes · Insight into young vs. seasoned buyers · Real estate as a path to wealth 04:31 - 11:00 Navigating Generational Differences · Pursuing teaching for family time · Corporate-sponsored bachelor's degree · Missed opportunity at UF master's program · Management and HR experience · Reflection on shifting corporate values 11:01 - 20:00 Jacksonville’s Unique Real Estate Market · Geographic and lifestyle diversity · Schools’ influence on buying decisions · Customized client tours · Community needs: golf, beach, fitness · Real-life relocation scenarios 20:01 - 27:00 Insurance Woes & Structural Challenges · Florida's condo insurance chaos · Effects of new regulations · Firsthand experience with rising premiums · Advice for home buyers · Navigating inspections and requirements 27:01 - 00:38:00 Insurance, Market Challenges, and Pricing · Shifts in market dynamics · Personal sacrifices during 2008 crisis · Foreclosures and investor impact · Strategy for buyers in today’s market · Education on value vs. price 38:01 – 01:11:03 Agent Growth & New Market Realities · Helping buyers in a high-rate environment · Tips for new agents post-NAR changes · The power of open houses · Buyer rep agreements and their perception · Risk management in today’s market · Conclusion Quotes: “I feel very fortunate that I come from a corporate background where there were methods and procedures.” – Beverly Hecht “You’re not going to get the perfect storm—low rates and low home prices with the home you want.” – Beverly Hecht “My heart’s not in working with investors looking to take advantage of people.” – Beverly Hecht “Real estate does more for me than sometimes I think it does for them.” – Beverly Hecht To contact Beverly Hecht, 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 Beverly Hecht! 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 #JacksonvilleRealtor #BeverlyHecht #BeachLifeHomes #RealEstatePodcast #WomenInRealEstate #RealEstateGrit #FloridaHomes #RelocationExpert #HousingMarket2025 #HomeBuyers #RealEstateTips #RealtorLife #SingleMomSuccess #MarketInsights #BuyersMarket #CondoLiving #RealEstateEducation #FloridaInsurance #LocalLeadership
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Cindy James: Empathy, Listen, Plan Top Agent Jacksonville
05/30/2025
Cindy James: Empathy, Listen, Plan Top Agent Jacksonville
What happens when you mix discipline, precision, and deep empathy into a real estate business? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Cindy James. Cindy is a licensed REALTOR, & Broker Associate, public speaker, and co-owner of Island Construction & Remodeling in Jacksonville, FL. With over 30 years in the corporate world and a background in real estate investing, Cindy blends business savvy, local expertise, and construction knowledge to help clients buy, sell, and transform homes with confidence. She’s built a standout brand by leading with heart, hustle, and an unwavering commitment to helping clients turn houses into homes—and investments into opportunities. From flipping homes and streamlining renovation projects to guiding emotional first-time buyers, Cindy emphasizes the power of listening, empathy, and having a process. She doesn’t just help clients buy and sell homes—she helps them achieve life goals with clarity and confidence. Whether she's organizing a move, catching missed home defects, or coordinating cleanouts, Cindy shows that elite real estate agents are much more than transaction managers—they're life facilitators. If you’re a real estate professional looking to elevate your client service or a buyer who wants a seamless and empathetic experience, follow Cindy James and stay connected! Highlights: 00:00 - 05:12 Military Discipline & Early Influences Life with a drill sergeant father Spanish at home, English at school Friday night inspections and household order Lessons from growing up in a military family How discipline shaped her professional habits 05:13 - 12:34 Corporate to Real Estate Evolution 30-year corporate tenure at Florida Blue First home at 22: love for new construction Real estate investment beginnings Applying Six Sigma to her business transition Passion for process and continuous improvement 12:35 - 21:45 Making Chaos Seamless for Clients Problem-solving in real estate transactions The unexpected moving day challenge Leveraging contractors for fast turnarounds Protecting clients from behind-the-scenes stress The goal: smooth closings and stress-free clients 21:46 - 33:59 Relationships, Referrals & Reputation Creating client advocates through service Going beyond the transaction Building trust through action, not just words Referrals from people she’s never even sold to Consistency and care over commissions 34:00 - 46:02 Listening, Empathy & Emotional Sales Reading the room: listening with eyes and ears Understanding the story behind the sale Helping clients through trauma-driven moves The art of conversation and natural empathy Counseling clients while closing deals 46:03 - 01:10:01 Construction, Data & Dual Expertise How she became co-owner of a renovation firm Business structure meets on-site grit Seeing potential in properties others pass on Pricing renovations and value-add upgrades Targeted marketing using data and strategy Conclusion Quotes: "Everything is a process—we just don’t stop long enough to actually see it and map it out." – Cindy James "My clients don’t need to know about the chaos behind the scenes. They need to feel like it was simple." – Cindy James "I will talk you out of buying a house if it’s not the right thing to do." – Cindy James "I don’t pretend to be perfect. I’m here to help people achieve a goal—that’s what drives me." – Cindy James To contact Cindy James, 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 Cindy James! Website: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #CindyJames #JacksonvilleHomes #RealEstatePodcast #EmpathyInBusiness #WomenInRealEstate #HomeFlipping #RenovationExpert #SixSigma #TopAgent #RealEstateTips #HomeBuyers #RealEstateStrategy #LeadershipInRealEstate #ClientFirst #ConstructionToClosing #BilingualAgent #VAHomeLoans #ProcessImprovement #TrustedAdvisor #RealEstateJourney
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Sarah Olson: Time Tested Pro / Top Agent Nocatee
05/26/2025
Sarah Olson: Time Tested Pro / Top Agent Nocatee
What if the key to long-term success in real estate isn’t sales skills—but mentorship, purpose, and adaptability? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Sarah Olson, a powerhouse broker and mentor with over two decades of experience in Northeast Florida. From leading First Coast Collective at RE/MAX Unlimited to launching her own Real Estate Agent Success Academy, Sarah shares her journey of transformation—from a tax accountant to a top-tier agent and educator. With an innate ability to connect, teach, and inspire, she reveals the secrets behind her longevity in the business: personalized mentorship, entrepreneurial thinking, and building relationships that last decades. Sarah opens up about why most agents fail, the crucial mistakes they make when choosing brokerages, and how she’s leveraging both data and AI to coach her team effectively. Whether discussing the perils of kids on e-bikes in Nocatee or explaining the logic behind her successful lead tracker, Sarah offers a masterclass in running a real estate business like a business. Her passion for helping agents succeed shines through every story. If you’re an agent looking to level up your career or someone considering diving into the real estate world, follow Sarah Olson and dive into the Real Estate Agent Success Academy. Subscribe to the Real Estate Excellence Podcast and leave us a 5-star review if you’re inspired by Sarah’s story! Highlights: 00:00 – 07:59 From Burnout to Breakthrough: Knowing When to Delegate Understanding personal capacity and time limits Tracy’s AI-powered podcast intro strategy Tiffany’s take on ChatGPT in bios and branding How AI is reshaping home search and buyer interactions The future of conversational real estate websites 08:00 – 17:59 From Real Estate Legacy to Reluctant Heir Growing up in a small-town real estate family Why Tiffany originally rejected the real estate path How military life shifted her career vision Meeting Debbie Tufts and finding mentorship The early admin years and learning the business backend 18:00 – 26:59 Beacon Born: Building a Business Behind the Scenes Launching a transaction coordination company Supporting agents with scale and efficiency Tiffany’s behind-the-scenes role in 2,000+ transactions The value of TC systems and training Why she eventually shut down Beacon 27:00 – 38:59 Tools of the Trade: TC Systems and Outsourcing Smarts What to look for when hiring a TC The power of Open to Close software TCs vs. assistants—what agents should know Personality matching with transaction partners Vacation coverage, communication, and expectations 39:00 – 01:00:59 Growth Gaps: Breaking Through the Agent Ceiling Why so many agents plateau at $6–9M How TCs can free agents to grow Real client experiences and better service Overcoming the mental block of paying for help Transitioning from TC to front-end sales 01:01:00 – 01:29:52 Scaling with Intention: Teams, Tools & Real Talk Breaking income ceilings through delegation Hiring a marketing manager: Sarah’s first leap after 20+ years The difference a great TC can make Building systems that support consistent referral flow Choosing the right brokerage and leadership mindset Conclusion Quotes: “You’ve got to have a pillar—what you wake up in the morning and what you do.” – Sarah Olson “I have never sold a house in my life. I service my clients, and that’s why they refer me.” – Sarah Olson “It’s not about the sale; it’s about the story. The lifestyle. What’s your weekend look like?” – Sarah Olson “Be so good they never forget you—and track you down 15 years later.” – Sarah Olson To contact Sarah Olson, 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 Sarah Olson! Website: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstatePodcast #SarahOlson #MentorshipMatters #RealtorLife #TeamBuilding #AIInRealEstate #TransactionCoordinator #RealEstateSystems #DelegationWins #NocateeRealtor #GreenHomes #BrokerLeadership #ClientExperience #ReferralMarketing #RealEstateTips #ScalingSmart #RealEstateEducation #FemaleLeaders #LegacyBuilders #JacksonvilleRealEstate
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Tiffany Freeman: Transaction Coordinator to Top Jacksonville Agent
05/23/2025
Tiffany Freeman: Transaction Coordinator to Top Jacksonville Agent
What if the secret to leveling up your real estate game lies in the systems you don’t see? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Tiffany Freeman—a former transaction coordinator turned high-performing agent with Ingle & Volkers. With a sharp mind for systems and strategy honed through military family life and 2,000+ real estate transactions, Tiffany unveils her journey from resisting real estate to thriving at its forefront. Listeners get a front-row seat to Tiffany’s unique insights on how backend mastery, tech-savvy tools, and effective delegation supercharge growth. She breaks down the value of transaction coordinators, why agents hit a growth ceiling, and how she leveraged every past experience to transition into a top agent role. Her story is proof that running a real estate business like a business is the key to scaling—and staying sane. Are you a real estate agent stuck under your growth ceiling? Take a page from Tiffany’s playbook: delegate, systemize, and elevate. Subscribe to the show, share this episode, and follow Tiffany’s journey to get inspired on how to scale smart! Highlights: 00:00 – 07:59 From Burnout to Breakthrough: Knowing When to Delegate Understanding personal capacity and time limits Tracy’s AI-powered podcast intro strategy Tiffany’s take on ChatGPT in bios and branding How AI is reshaping home search and buyer interactions The future of conversational real estate websites 08:00 – 17:59 From Real Estate Legacy to Reluctant Heir Growing up in a small-town real estate family Why Tiffany originally rejected the real estate path How military life shifted her career vision Meeting Debbie Tufts and finding mentorship The early admin years and learning the business backend 18:00 – 26:59 Beacon Born: Building a Business Behind the Scenes Launching a transaction coordination company Supporting agents with scale and efficiency Tiffany’s behind-the-scenes role in 2,000+ transactions The value of TC systems and training Why she eventually shut down Beacon 27:00 – 38:59 Tools of the Trade: TC Systems and Outsourcing Smarts What to look for when hiring a TC The power of Open to Close software TCs vs. assistants—what agents should know Personality matching with transaction partners Vacation coverage, communication, and expectations 39:00 – 01:00:59 Growth Gaps: Breaking Through the Agent Ceiling Why so many agents plateau at $6–9M How TCs can free agents to grow Real client experiences and better service Overcoming the mental block of paying for help Transitioning from TC to front-end sales 01:01:00 – 01:14:59 Elevating the Client Experience Buyer consults, setting expectations, and weekly reporting Creating structure for high-level service Building referral-worthy processes Client events and marketing delegation Making real estate personal and predictable 01:15:00 – 01:26:42 Final Advice and Operational Wisdom Hiring the right TC for your business style Understanding the true value of your time Tapping into TC knowledge as a new agent Transitioning gracefully from backend to frontlines Leaving listeners with tactical takeaways Conclusion Quotes: "Every agent has a capacity ceiling. A TC gives you your life—and your business—back." – Tiffany Freeman "Just because you’re doing well doesn’t mean you can’t be doing better—with systems." – Tiffany Freeman "We’re in people’s lives during their most emotional transitions. That’s an honor." – Tiffany Freeman To contact Tiffany Freeman, learn more about their business, and make them a part of your network, make sure to follow them on Website, Instagram, Facebook, and LinkedIn. Connect with Kimberly L. Waterhouse, Veteran USMC! Website: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #TiffanyFreeman #JacksonvilleRealtor #RealEstatePodcast #MilitarySpouseRealtor #TransactionCoordinator #AIinRealEstate #RealEstateSuccess #WomenInRealEstate #RealEstateTips #EngelAndVolkers #SmartDelegation #ClientExperience #RealEstateGrowth #ScalingYourBusiness #RealEstateStrategy #TechInRealEstate #RealEstateMentorship #RealEstateCareer #WorkLifeBalance
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Kimberly Waterhouse: USMC to Top Jacksonville Agent
05/19/2025
Kimberly Waterhouse: USMC to Top Jacksonville Agent
Is your brokerage truly giving you freedom, flexibility, and financial growth? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes with Kimberly L. Waterhouse, Veteran USMC. Kimberly shares how her journey from the United States Marine Corps to Jacksonville real estate has been a masterclass in reinvention. With a rich background in media, marketing, and business leadership, Kimberly brings more than just property expertise—she brings people-first values, military grit, and a deep understanding of Jacksonville’s evolving communities. Kimberly dives deep into the nuances of VA loans, new construction challenges, and the power of truly knowing your client. From advocating for veteran homebuyers to spearheading relocation success stories, Kimberly's authenticity and dedication shine. Whether you're a new agent, seasoned pro, or simply passionate about purpose-driven business, this episode will leave you energized and informed. Loved Kimberly’s story? Share this episode with a veteran, aspiring agent, or someone relocating to Jacksonville! Highlights: 00:00 – 13:59 Starting Strong: Military Roots and Real Estate Beginnings Kimberly’s Marine Corps experience and discipline Transition from military to business world Lessons from Camp Pendleton Embracing military values in real estate Starting with Berkshire Hathaway 14:00 – 25:59 VA Loans Demystified Why many veterans don’t use their VA benefits Key misconceptions about VA loans How VA loans compare to other options Educating sellers about VA buyers Leveraging VA loan assumptions 26:00 – 38:59 The Power of Pre-Listing Inspections Importance in today’s insurance market Real examples of inspection deal-breakers How it builds trust with buyers Avoiding renegotiation pitfalls Saving time and money upfront 39:00 – 50:59 Homeownership Journeys: Personal and Professional Kimberly’s first-time homebuyer story Budgeting, planning, and long-term vision Unexpected life changes and real estate impact The rise of single women homeowners Using her journey to guide clients 51:00 – 1:04:59 New Construction: Expect the Unexpected Why new builds still need inspections Issues with builders during high-demand years Being a client advocate during construction Virtual check-ins and milestone walkthroughs Learning to speak up for the buyer 1:05:00 – 1:22:31 Market Trends and Local Expertise Navigating Florida’s competitive housing market The impact of interest rates and inventory shifts Balancing seller concessions and buyer needs Strategic marketing and community presence Staying ahead with local knowledge Conclusion Quotes: “You learn so much about yourself when you're out in the field, digging your own latrine and pitching your own shelter.” – Kimberly L. Waterhouse, Veteran USMC “Just because you're a veteran doesn't mean you can't still benefit—VA loans are powerful and underutilized.” – Kimberly L. Waterhouse, Veteran USMC “I shine in openness and conversation—there’s no substitute for showing up and listening.” – Kimberly L. Waterhouse, Veteran USMC “It’s not about the technology; it’s about using it to give you more time for the human connection." – Kimberly L. Waterhouse, Veteran USMC To contact Kimberly L. Waterhouse, learn more about their business, and make them a part of your network, make sure to follow them on Website, Twitter, Instagram, and Facebook. Connect with Kimberly L. Waterhouse, Veteran USMC! Website: Twitter (X): Instagram: Facebook: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #VeteranRealtor #MarineCorpsToRealtor #VALoanExpert #JacksonvilleRealEstate #MilitaryRelocation #WomenInRealEstate #NewConstructionTips #HomeBuyingJourney #AIInRealEstate #KimberlyWaterhouse #BHHSFloridaNetwork #RelocationSpecialist #RealEstateTraining #RealtorLife #LeadershipInRealEstate #SpringfieldLiving #SupportOurVets #RealEstatePodcast #DigitalMarketingForAgents
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Why REAL Brokerage
05/16/2025
Why REAL Brokerage
Is your brokerage truly giving you freedom, flexibility, and financial growth? In this episode of the Real Estate Excellence Podcast, Tracy Hayes dives into the dynamic world of REAL Brokerage with guests Gigi Urbanski and Mike Rolewicz. Together, they explore how REAL is disrupting the traditional brokerage model by focusing on scalable support, tech-driven efficiency, and multiple income streams. From streamlined operations to a thriving agent community, REAL positions itself not as a destination, but a vehicle to entrepreneurial success. The conversation uncovers how REAL's powerful tech stack, AI tools like Leo Copilot, and agent-driven training platforms are empowering agents at all levels. Whether you're a new agent looking for structure or a seasoned professional craving freedom and ownership, REAL's transparent model offers simplicity, equity, and genuine collaboration that inspires agents to not only succeed but to build wealth with purpose. Ready to break away from the ordinary? Highlights: 00:00 – 04:17 Introduction and REAL’s Positioning REAL as a platform versus destination Movement-based culture and branding Sneaker culture and dress code ChatGPT used for show prep REAL’s buzz compared to LPT 04:17 – 10:50 Tech Stack and Broker Efficiency App-based tools and transaction management Broker support through Leo and real-time calls Transparent commission preview and compliance AI Wallet integration and Visa payouts REAL's scalability in tech and communication 10:50 – 19:54 Community, Culture and Plug-in Potential Education via peer-contributed modules Local masterminds and “come as you are” vibe Relevant agents as trainers Personal stories of switching from other brokerages Adapting to solo, team, or boutique styles 19:54 – 35:21 Business Tools, Financial Planning and ROI Capping, post-cap structure, and stock incentives Integrated budgeting with accountability calls REAL-built one-page business plans Tools for boutique or indie brokers Ease of use and agent empowerment 35:21 – 44:14 Revenue Streams and Support Systems Breakdown of split models and fees REAL Academy and Elite Agent program Referral ecosystem and organic recruiting Agent wins and mentorship stories Collaboration without hard pitching 44:14 – 01:14:26 Leadership, Masterminds, and Events Coffee meetings and spontaneous conversions Mastermind access (Women of Real, Social Media Leaders) Eric Hatch’s free coaching sessions RealX events and open-door policy Cross-brokerage collaboration and local engagement Conclusion Quotes: "REAL is not the destination—it's the vehicle." – Mike Rolewicz "We're going to be doing this with or without you—it’d just be cool if you were with us." – Mike Rolewicz "You're with REAL, you don’t have to wear heels anymore." – Gigi Urbanski "Agents aren’t looking for another meeting, they’re looking for a community." – Gigi Urbanski To contact Angela “Gigi” Urbanski and Mike Rolewicz, learn more about their business, and make them a part of your network, make sure to follow them on Website, Instagram, Facebook, YouTube, and LinkedIn. Connect with Angela “Gigi” Urbanski! Website: Instagram: Facebook: YouTube: LinkedIn: Connect with Mike Rolewicz! Website: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealBrokerage #RealEstateTech #AgentTools #BrokerageDisruption #StockAwards #RealEstateLife #CloudBrokerage #RealEstateMovement #RealTalk #RealAgents #RealResults #LeoCopilot #RealEstateCommunity #TeamLeaderLife #OpenHouseTips #LuxuryRealEstate #WomenInRealEstate #FinancialFreedom #AIinRealEstate #RealtorLife
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Jessica Mendez and Joel Gonzalez: Real 4 Jax Team Top Jacksonville Agents
05/12/2025
Jessica Mendez and Joel Gonzalez: Real 4 Jax Team Top Jacksonville Agents
What drives a couple to leave corporate careers to transform real estate for their community? In this episode of the Real Estate Excellence Podcast, Tracy Hayes interviews Jessica Mendez and Joel Gonzalez, the dynamic duo behind the Real 4 Jax team with Rise Realty Advisors. Originally from Venezuela, Jessica and Joel share their inspiring journey from adapting to life in the U.S. to becoming one of the most trusted real estate teams serving Jacksonville’s Hispanic community. Their mission? To help families build generational wealth through homeownership, using a personalized and bilingual approach that fills in crucial cultural and language gaps for their clients. Jessica’s natural people skills and Joel’s corporate background merged perfectly when they realized the immense opportunity and need for real estate professionals who truly understand and serve the Spanish-speaking market. Together, they’re educating clients, navigating financial systems, and building lasting relationships that stretch far beyond the closing table. From community involvement to leveraging social media and education, their impact is both practical and deeply personal. If you’re ready to serve your community with passion or looking to own your future with confidence, this episode will inspire you to take that leap! Highlights: 00:00 - 10:15 Community Roots and Cultural Impact Deep ties with Jacksonville’s Hispanic community Embracing support through presence and purchases From Venezuela to Miami, Georgia, and Jacksonville First impressions of American homeownership Real estate as a pathway to generational wealth 10:16 - 22:00 Navigating Cultural Barriers in Homeownership Credit myths and distrust in financial systems Lending challenges: cash buyers and untraceable income Educational gaps for first-time buyers Real-world lending stories and frustrations Helping immigrants understand financial requirements 22:01 - 35:00 From Corporate to Client-First Real Estate Joel’s transition from industrial engineering to real estate Jessica’s spark for real estate through helping others Building a business with family and flexibility Supporting each other’s careers through synergy Early hurdles and overcoming language and cultural bias 35:01 - 47:30 Service With Heart Going the Extra Mile Treating every client like a long-term partner Examples of cleaning, staging, and trimming trees Refusing to delegate home prep to others Focus on community-based content and video marketing Real estate as more than sales—it's relationship work 47:31 - 01:01:00 Education, Marketing and Staying Top-of-Mind Hosting educational seminars and classes Using newsletters and social media for outreach Building lifelong relationships with clients Staying connected through community invites Proactive inspection advice and long-term planning 01:01:01 - 01:23:43 Mindset, Grit and the Power of Purpose Real estate as a calling and personal mission Playing the long game over short-term gains Transforming skepticism into motivation The emotional impact of helping families succeed Serving with integrity, resilience, and empathy Conclusion Quotes: "We came here to grind. To do the best we can to achieve that American dream." – Joel Gonzalez "I always tell them: this is not the end. This is just the beginning." – Jessica Mendez "Real estate is not about transactions. It’s about relationships." – Joel Gonzalez "If you don't know me, you don’t know anybody!" – Jessica Mendez To contact Joel and Jessica Mendez, learn more about his business, and make them a part of your network, make sure to follow him on Instagram and Website. Connect with Jessica Mendez and Joel Mendez! Website: Instagram: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #GenerationalWealth #HispanicCommunity #JacksonvilleRealEstate #Real4Jax #BilingualAgents #VenezuelanImmigrants #HomeownershipMatters #LatinoRealEstate #RISERealty #RealEstateSuccess #TopAgentsFL #SpanishSpeakingRealtor #RealEstateWithHeart #RealEstateJourney #AmericanDream #RealEstateMotivation #RealEstatePodcast #FromVenezuelaToJax #ServingWithExcellence
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Corey Hasting: Broker/Owner Engel Volker First Coast
05/02/2025
Corey Hasting: Broker/Owner Engel Volker First Coast
Can you build a billion-dollar brokerage by saying “no” more than you say “yes”? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Corey Hasting. Corey opened his first Engel & Völkers shop in Jacksonville Beach on April 30, 2018. Since then, Corey has opened 3 additional shops located in Amelia Island, the Beaches Town Center and St. Johns Florida. Since opening Corey has recruited over 80 top producing advisors who should sell more than $700,000,000 in volume and over 1500 transactions in 2021. Corey has been awarded countless awards since opening the Jacksonville franchise including being a member of the class of 2020 for the prestigious 40 under 40 list by the Jacksonville Business Journal and in 2021, Engel & Völkers Jacksonville, under Corey’s leadership was awarded the 12th fastest growing company in Northeast Florida and the #1 fastest growing Real Estate brokerage by the Jacksonville Business Journal. Corey fosters a high-performance culture, the non-negotiables he upholds in agent recruitment, and how technology—especially AI—is being used to empower advisors. From managing listings that linger to creating scalable systems that support both agent growth and work-life balance, Corey offers a masterclass in leadership and vision in modern real estate. If you're a broker, team lead, or top producer stuck at a ceiling—this episode is your breakthrough. Highlights: 00:00–12:13 Building the Foundation & Elite Brokerage Culture Corey's leadership values: humility, curiosity, and discipline From D1 athlete to award-winning broker Reaching just under $1B in sales with 136 advisors Engel & Völkers' reputation in luxury and international markets Establishing high standards for culture, production, and full-time commitment 12:14–25:47 Market Dynamics, Pricing Challenges & Seller Education Shifts in market behavior and seller psychology Empowering agents with data-driven listing conversations Cash buyers regaining leverage post-COVID Listing strategy adjustments in high-supply neighborhoods Creating structure and confidence around value and negotiation 25:48–38:59 Elevating Agent Performance Through Systems & Support Transitioning agents from $6M–$15M with backend support Exclusive in-house marketing and TC team models Time-saving tools that boost daily productivity High agent engagement in training and meetings 89% of agents grow production in 6 months 39:00–50:52 Culture-Driven Recruiting & Strategic Growth Vetting for cultural fit before adding new agents Turning down high-volume producers to preserve standards Competing through support and service—not splits Reinvesting profits into systems over headcount Organic team growth via pride and internal referrals 50:53–01:03:59 Leadership Evolution, Vision & Self-Discipline Lessons from launching a brokerage at 27 Milestones to $300M, $500M, and the $1B target Balancing ambition with appreciation for the journey Vulnerability and personal growth as a founder Mental discipline from sports background applied to real estate 01:04:00–01:13:31 Tactical Advice for Brokers & Long-Term Impact Mastering recruiting, value proposition, and vision setting Full-service vs. capping model decisions Why enjoying the wins matters more than just chasing them Redefining success as impact, not income How broker support creates ripple effects across agent careers Conclusion Quotes: “Technology is useless if you don’t know how to use it or where to find it.” - Corey Hasting “If you’re not using some sort of AI, you’re falling behind pretty quickly.” - Corey Hasting “Not every business is good business—sometimes you have to say no.” - Corey Hasting “People buy people before they buy product—this is a customer service industry first.” - Corey Hasting To contact Corey Hasting, learn more about his business, and make them a part of your network, make sure to follow him on Instagram, Facebook, and LinkedIn. Connect with Corey Hasting! Instagram: Facebook: LinkedIn: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #CoreyHastings #EngelVolkers #LuxuryRealEstate #JacksonvilleRealEstate #BrokerLeadership #RealEstateTech #AIInRealEstate #TopProducerMindset #RealEstatePodcast #BrokerageSuccess #RealTrends #RealEstateRecruiting #RealEstateStrategy #MarketMastery #ListingTips #RealEstateCulture #TopAgentSupport #BrokerTips #TeamGrowth
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Tammy Tingle: Top Realtor Amelia Island Florida
04/25/2025
Tammy Tingle: Top Realtor Amelia Island Florida
What happens when passion meets persistence in one of Florida’s hottest coastal markets? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes a true powerhouse of Amelia Island real estate, Tammy Tingle. Tammy shares how she went from a stay-at-home mom to a Grand Centurion Award-winning top agent with Century 21 in just four years. She dives into her love for the Amelia Island community, her grassroots approach to lead generation, and why consistency—not flashy tools—is the key to her unstoppable growth. Through laughter, grit, and a relentless work ethic, Tammy explains how building authentic relationships and embracing change, like buyer broker agreements and AI, have propelled her career. From neighborhood farming to creating a thriving community-focused Facebook group, she’s proving that when you lead with value and show up every day, success is inevitable. Want to dominate your market like Tammy? Tap into the power of consistency, connection, and creativity. And don’t forget to follow her legendary Eats & Events Facebook group if you're on Amelia Island! Highlights 00:00 – 15:17 Starting Strong: Tammy’s Real Estate Launch and Mindset Tammy’s entry into real estate and early achievements Balancing family life with new professional goals Daily structure and commitment to office hours Approach to the buyer broker agreement Establishing professionalism in client relationships 15:18 – 23:41 Life Experience and Finding a Career in Real Estate Personal background and multiple relocations Finding home in Amelia Island Influence of life transitions on real estate empathy Return to the workforce and choosing real estate Building a new career with purpose and community 23:42 – 31:04 Brokerage Choice, Training, and Local Farming Strategy Choosing Century 21 and value of direct training Early success through condo community farming Deep dive into condo expertise and client education Importance of hyper-local knowledge Focusing on service and personal connection 31:05 – 38:00 Client Relationships, Grit, and Navigating Setbacks Relationships as the foundation of her business Turning inspections into opportunities Handling setbacks with optimism and action Prioritizing long-term client satisfaction Viewing every deal as future business 38:01 – 47:15 Community Engagement and Branding Through Social Media Creating and growing a Facebook lifestyle group Promoting local events, restaurants, and businesses Consistently branding real estate within the group Community engagement turning into lead generation Maintaining fun, useful, and positive content 47:16 – 01:05:00 Tech Tools, AI, and Market Adaptation Using ChatGPT for marketing, planning, and efficiency Leveraging AI for listing descriptions and social content Embracing structure and goal-setting tools Observing a market slowdown and shifting strategies Teaching open house systems and maximizing exposure Conclusion Quotes: “Strangers are just friends I haven’t met yet.” - Tammy Tingle “If you’re not willing to fix the problem to keep the deal moving, you’re in the wrong business.” - Tammy Tingle “Consistency is the secret sauce. I show up every day. My clients know it.” - Tammy Tingle “That Facebook group is just fun… and it turned into my biggest business driver.” - Tammy Tingle To contact Tammy Tingle, learn more about his business, and make them a part of your network, make sure to follow him on Email, Website, Instagram, LinkedIn, and Facebook. Connect with Tammy Tingle! Email: Website: Instagram: LinkedIn: Facebook: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #AmeliaIslandRealtor #TammyTingle #WomenInRealEstate #FloridaRealEstate #TopAgent #GrandCenturion #Century21Elite #LuxuryRealEstate #CondoExpert #AIInRealEstate #LeadGeneration #FacebookMarketing #LocalExpert #HomeBuyersGuide #CommunityFirst #MomBoss #RealEstateTips #ListingSuccess #OpenHouseStrategy
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Lyman Starmer: CEO/Founder of DELI
04/14/2025
Lyman Starmer: CEO/Founder of DELI
What if your next dream home could find you — using just your words? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Lyman Starmer, the CEO and founder of Deli, a revolutionary AI-powered real estate search tool. Lyman dives deep into how natural language processing is transforming the home-buying experience for both agents and consumers. No more rigid dropdown menus — now, users can simply tell the AI what they’re looking for and receive intelligent, hyper-personalized listings. From his early work with digital infrastructure in 55+ communities to creating a widget that reimagines how buyers and renters search online, Lyman takes us behind the scenes on how Deli evolved. He also unpacks how AI-generated property summaries and real-time lead capture can level up agent workflows and site engagement. Deli isn’t just enhancing search — it’s changing the game entirely. Ready to bring AI to your real estate site in just 5 minutes? Highlights 00:00 - 06:40 Origins of Peer Life and Digital Infrastructure Launching Peer Life Inspired by Disney's tech Filling digital gaps in communities Data sharing with real estate portals APIs for real estate insights 06:39 - 13:20 Creating the Unify Score Widget Widget concept explained Prioritizing lifestyle needs Integration with search sites Data-driven property matching Agent reactions to the tool 13:19 - 21:40 How DELI Was Born Brainstorming over coffee Rise of natural language search IDX vs AI-based tools Teaching AI to understand intent Handling messy MLS data 21:41 - 31:20 Deli Sense and Smart Listings AI-ready data platform Custom listing pages Matching photos to features Personalized content for SEO Using AI to write better listings 31:21 - 42:20 Real-World Agent Use and Feedback Broker feedback Lead tracking and drip campaigns Feature requests from users Promoting listings with Deli Instant integration setup 42:21 – 1:03:35 Deli’s Vision and the Future of Search AI-first search experiences Competing with portals Learning from user behavior Teaching local real estate terms Expansion into more MLS areas Conclusion Quotes: “People want to describe their dream home, not just pick from checkboxes.” - Lyman Starmer “AI understands when you say ‘near the beach’—but only after you teach it what that means.” - Lyman Starmer “The future of real estate search is one-click. You ask, and the right home appears.” - Lyman Starmer “We’re training AI to not just find homes, but to make sense of your context and lifestyle.” - Lyman Starmer To contact Lyman Starmer, learn more about his business, and make them a part of your network, make sure to follow him on Website, Twitter (X), Instagram, YouTube, and LinkedIn. Connect with Lyman Starmer! Website: Twitter (X): Instagram: YouTube: LinkedIn: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #AIInRealEstate #NaturalLanguageSearch #HomeBuyingTech #RealtorTools #RealEstateInnovation #DigitalTransformation #ChatGPTForRealEstate #MLSData #RealtorMarketing #RealEstateWidget #IDXAlternative #AIDrivenSearch #LeadCapture #AIListingDescriptions #HomeSearchSimplified #RealtorSEO #PerplexityAI #FutureOfSearch #DeliRealEstate
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The Parham Team: Lindsey and Matt Top Agents Palatka
04/11/2025
The Parham Team: Lindsey and Matt Top Agents Palatka
How far can grit, gratitude, and gumption take you in real estate? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with sits down with Lindsay and Matt Parham — a dynamic husband-and-wife real estate duo shaking up the market in Palatka, Florida. From humble beginnings and multiple jobs to top-producing agents, Lindsay and Matt share their gritty, heartfelt journey into real estate and how they're changing lives, one home at a time. The Parhams open up about everything from their deep roots in Northeast Florida to mastering mobile home sales, growing a business together, and embracing the ups and downs of entrepreneurship. Lindsay, a former waitress and single mom, found her calling in real estate with the help of family, consistency, and a passion for helping others. Matt, an electrical systems pro and fishing enthusiast, brought leadership and tactical skills into the business, helping them thrive. This episode is packed with real talk, humor, and powerful lessons on resilience, legacy, and loving what you do. Lindsey received her real estate license and moved with her MIL to Century 21 and she became a Momentum agent and her world opened up. Matt have tried large corporations such as Northrop Grumman but have found that as her family has developed it becomes increasingly hard to conform to a lot of the corporate models. This is where he decided to join her wife in real estate and finally become an entrepreneur himself. Ready to get inspired? Listen now and learn how passion, partnership, and persistence can build more than just houses — they build legacies! Highlights 00:00–07:20 The Real Estate Power Couple Introduction Introduction of Matt and Lindsay Parham Their unique strengths and complementary skills Real estate market opportunities in Northeast Florida Use of AI tools like ChatGPT for productivity Leveraging tech in real estate listings and marketing 07:20–17:40 Mobile Homes and Personal Journeys Nuances of mobile home lending and HUD requirements Challenges with out-of-state buyers and unfamiliar lenders Matt's background in electronics and marine work Lindsay’s early life, motherhood, and career shift Real estate as a path forward after personal struggles 17:40–28:36 From Service Work to Real Estate Passion Lindsay’s transition from waitressing to real estate Starting at Century 21 and moving to Momentum Realty Early learning curves and the importance of mentorship Door knocking success story and building confidence Discovering fulfillment through client transformation 28:36–42:40 Doing the Work Others Won’t Hands-on approach to helping clients close deals Repairing homes personally to save transactions Veterans and families supported into safe housing Building lasting relationships through action Embracing the gritty side of the business 42:40–57:56 Marketing, Branding, and Business Building Social media storytelling to connect with prospects Hosting events and creating memorable experiences Farming and mailer strategies for consistent exposure Importance of professional lender relationships Delegating, scaling, and planning for growth 57:56–01:27:18 Vision, Teamwork, and What’s Next The Momentum Realty culture and peer mentorship Creating systems and planning long-term goals Balancing family and business vision Staying rooted in service and consistency Aspirations for future real estate development Conclusion Quotes: “I never dreamed real estate would turn into something I’d be so passionate about. It started as something to do — now it’s who I am.” – Lindsey Parham “There’s no greater sense of independence than being offshore on a boat by yourself — and that’s the same independence we found building our real estate business.” – Matthew Parham “Helping someone go from sleeping in their car to owning a home — that’s what real estate is about for me. It’s not just sales, it’s impact.” – Lindsey Parham “This business is 100% about relationships. You can’t do it alone, and if you don’t build your network, you will fail.” – Matthew Parham To contact Lindsey and Matt Parham, learn more about their business, and make them a part of your network, make sure to follow them on Instagram, Facebook, and YouTube. Connect with Lindsey and Matt Parham! Instagram: Facebook: YouTube: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstatePodcast #GritAndGrowth #PalatkaHomes #AffordableHousing #VeteranHousing #RealEstateCouple #MomentumRealty #HelpingOthers #FloridaHomes #NortheastFlorida #MobileHomes #HomeOwnership #RealEstateSuccess #LegacyBuilders #HomeBuyingJourney #HouseHustle #RealTalkRealEstate #SmallTownBigImpact #PropertyPros #AgentLife
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Gelkys Delgado: Investment Property Specialist
04/07/2025
Gelkys Delgado: Investment Property Specialist
What if your teenage curiosity could lead to generational wealth? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Gelkys Delgado has been fascinated by real estate for as long as she can remember. After she met her husband, who shared her passion for investing. He had experience flipping homes, she got her real estate license, and focused on finding deals. What started as a way to save on commissions turned into a business— she loved helping others build wealth through real estate. Over the years, they completed countless flips and built a strong rental portfolio, creating the cash flow to cover their expenses. That freedom lets them focus on what matters—personal growth, family, traveling, and making memories. For her, real estate isn’t just about money; it’s about time and that’s the real wealth. Gelkys breaks down her journey into flipping, wholesaling, and holding properties for long-term gains. She opens up about her biggest lessons, including dealing with contractors, avoiding money pits, and choosing cost-effective upgrades that attract renters and buyers. Her story is a masterclass in resilience, strategy, and turning passion into profit—all while uplifting others on their path to financial freedom. Don’t just dream—build your real estate empire today! Highlights 00:00 – 04:39 Always Shopping the Market · Nationwide investment focus · Building a 13-year real estate network · Investor advisory & deal scouting · South Florida roots and early curiosity · From Hialeah to multi-market hustle 04:40 – 08:19 Early Curiosity & Starting Out Young · Real estate fascination at 14 · Dreaming big with empty lots · Working at a title company at 16 · Inspired by investor success · First exposure to big deals 08:20 – 17:59 First Deals & Wholesaling by Accident · Door-knocking in pre-foreclosures · Learning on the job · Selling leads for $500 · Building confidence in chaos · Creative problem-solving begins 18:00 – 24:39 From Broke to Financial Freedom · Buying first property at 23 · Moving to New York & renting for cash flow · Meeting her husband & shared hustle · Starting flips with limited capital · Evolving from investor to agent 24:40 – 35:18 Money Pits & Contractor Challenges · The nightmare Virginia Gardens flip · Mold, foundation issues, and lessons · Buying sight-unseen in Georgia while pregnant · Navigating foreclosure auctions · Managing family contractors 35:19 – 01:17:17 Mentorship, Brokerage, and Mindset for New Agents · Choosing the right broker (George at RESF) · What new agents should ask in interviews · The power of belief and consistency · Importance of leadership in brokerages · Building vision and business discipline · Conclusion Quotes: “I was wholesaling before I even knew what wholesaling was.” – Gelkys Delgado “Real estate has given me the lifestyle I always dreamed of.” – Gelkys Delgado “You’ve got to be there every day—time is money in a flip.” – Gelkys Delgado “It’s not about the rate, it’s about the right property—marry the house, date the rate.” – Gelkys Delgado To contact Gelkys Delgado, learn more about her business, and make her a part of your network, make sure to follow her Instagram. Connect with Gelkys Delgado! Instagram: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #GelkysDelgado #MiamiRealEstate #FlippingHouses #RealEstatePodcast #Wholesaling #FinancialFreedom #WomenInRealEstate #HouseFlipping #RealEstateInvesting #FloridaMarket #RealEstateMentor #PropertyInvestor #CashFlow #RentalProperties #TurnkeyInvesting #FixAndFlip #RealEstateTips #AgentLife #MarketInsights
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Cindy Browning: Benefits of Using a Expert Property Management Company
04/04/2025
Cindy Browning: Benefits of Using a Expert Property Management Company
Can effective property management truly be the secret to real estate success? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Cindy Browning. Born and raised in Jacksonville, Cindy Browning entered the real estate world in 2013 with a passion for helping people in tough situations. She founded Mac Home Development, turning distressed properties into beautiful homes, focusing on both homeowners and neighborhood revitalization. Cindy transitioned into property management, becoming CEO of Round Table Realty Property Management. Committed to putting people before property, she’s dedicated to elevating the industry and improving the customer experience. As CEO and mom, Cindy reveals how her past in house flipping informs her sharp eye for rental potential and repair cost forecasting, giving investors a competitive edge. But her real magic? A relentless focus on communication, transparency, and systemized operations that bring peace of mind to both tenants and landlords. Her systems-based mindset — complete with weekly team meetings and detailed workflows — is a masterclass in leadership and scaling with integrity. Are you a real estate agent, investor, or aspiring property manager? Take notes from Cindy’s playbook and step up your game! Highlights 00:00 – 14:29 Cindy's Origin Story & Early Real Estate Journey From teen mom to real estate assistant in Jacksonville Shift from sports marketing dreams to flipping homes Launching Mac Home Development after learning the ropes Discovering the importance of being in the right brokerage Creating value by helping investors flip and buy smart 14:30 – 30:58 Systems, Communication & Operational Excellence Taking over Round Table Property Management Immediate changes: communication and transparency Software automation and workflow creation Weekly team meetings to optimize process Real-time updates for owners and tenants 30:59 – 44:21 Maintenance, Inspections & Vendor Loyalty Building trusted vendor relationships from scratch Creating roles like maintenance coordinator Preventative inspections done three times a year Paying vendors weekly to earn their loyalty Eliminating repair markups to build owner trust 44:22 – 57:56 Tenant Placement, Screening & Referral Network Workflow for tenant placement from listing to move-in Credit, income, background checks, and HUD compliance Emotional support animals, pets, and HOA rules 20% referral fee program for agents (tracked handoffs) Commitment to giving leads back to referring agents 57:57 – 1:07:34 Evictions, Legal Boundaries & Red Flags Identifying early signs of problematic tenants Navigating eviction processes with empathy Legal options for back-charging tenants Supporting landlords with documentation Real-world case of a $12,000 damage settlement 1:07:35 – 1:15:38 Pitch, Longevity & Landlord Support Cindy’s elevator pitch to landlords and agents How long-term thinking drives property ROI Avoiding insurance claims through proactive care Round Table’s “always make it right” mindset Why communication is her company's superpower Conclusion Quotes: “We may mess up, we may miss something, but we are always going to make it right.” – Cindy Browning “Communication is everything — people just want to be heard.” – Cindy Browning “I don’t like conflict, so my systems are built to minimize it.” – Cindy Browning “Cheaper is not always better — we don’t upcharge for repairs because trust is worth more.” – Cindy Browning To contact Cindy Browning, learn more about her business, and make her a part of your network, make sure to follow her on her Website. Connect with Cindy Browning! Website: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #PropertyManagement #RealEstateExcellence #WomenInRealEstate #CindyBrowning #JacksonvilleRealEstate #HomeFlipping #InvestmentProperties #LandlordLife #TenantCare #RoundTableRealty #PropertyManagerTips #RealEstatePodcast #EmpathyInBusiness #RealEstateInvesting #SystemThinking #RealEstateLeadership #PassiveIncome #MaintenanceMatters #SmartLandlords #RentalInspections
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Veronica Wilen: Project Manager By Trade / Top Realtor By Heart
03/14/2025
Veronica Wilen: Project Manager By Trade / Top Realtor By Heart
What transferable skills from your past career could make you a top performer in real estate? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Veronica Wilen. Veronica was recently recognized as one of the Top 500 Agents by Jacksonville Real Producers 2025, Veronica Wilen is a powerhouse in Northeast Florida’s real estate market. With over 70 successful transactions and more than $65 million in sales volume, she specializes in residential single-family homes, helping buyers—especially those relocating from out of state—find their dream homes in Ponte Vedra, St. Johns County, and beyond. A Nocatee Certified Agent and resident since 2016, Veronica has an insider’s perspective on what makes Nocatee stand out among Florida’s top master-planned communities. While she sells throughout Northeast Florida, 80% of her listings are in Nocatee, making her an invaluable resource for both buyers and sellers looking to navigate this sought-after community. Veronica also dives deep into the importance of preparation, communication, and staging when working with clients. Whether you're a new agent or an experienced one looking to elevate your game, her insights on professionalism, strategy, and continuous learning will inspire you to refine your craft. Highlights 00:00 - 12:49 Veronica’s Journey to Real Estate Success Born in Kazakhstan and raised in Germany before moving to the U.S. Family history and the decision to relocate from the Soviet Union to Germany Transitioning from psychology to finance and later into real estate Moving to Florida as an au pair and pursuing an MBA Challenges and rewards of building a real estate career from the ground up 12:50 - 28:30 Applying Project Management to Real Estate How project management skills translate into real estate success Why communication is 95% of a project manager’s role Preparing for client interactions with a structured and professional approach Using data-driven strategies to help clients make informed decisions How organization and discipline build client trust and improve transactions 28:31 - 36:45 Choosing the Right Brokerage for Growth Veronica’s experience moving through different brokerages The importance of mentorship and a strong support system Why Engel & Völkers First Coast was the perfect fit for her The value of high-level collaboration with experienced agents How technology and training contribute to professional development 36:46 - 50:57 The Power of Staging and Presentation The impact of staging on faster and higher-value home sales The psychology behind buyer perception and first impressions Working with professional stagers vs. DIY staging solutions Virtual staging as an alternative when budgets are tight Small but impactful changes that make a home more marketable 50:58 - 01:10:45 Mastering Client Relationships and Negotiation The importance of follow-ups and staying present with clients Turning potential buyers into long-term, repeat clients The impact of having a strong CRM system for client management Navigating difficult client situations with psychology and empathy Why real estate is more than a transaction—it’s about people’s lives 01:10:46 - 01:14:48 Overcoming Challenges and Staying Consistent The emotional rollercoaster of lost deals and lessons learned Why follow-up speed and urgency can make or break a transaction How a business mindset elevates an agent’s success The role of social media and video content in attracting clients Continuous learning and growth through mentorship and networking Conclusion Quotes: "Providing value is always very, very important. People will remember what you bring to the table." – Veronica Wilen "Project management and real estate have so much in common—communication, organization, and being prepared are key to success." – Veronica Wilen "Your home is not just a financial transaction—it’s where you build memories. Helping people find the right place is incredibly rewarding." – Veronica Wilen To contact Veronica Wilen, learn more about her business, and make her a part of your network, make sure to follow her on Facebook, Instagram, and Website. Facebook: Instagram: Website: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstatePodcast #VeronicaWilen #EngelVolkers #TopRealtor #HomeBuying #LuxuryHomes #FloridaRealEstate #RealEstateInvesting #ProjectManagement #SuccessMindset #RealtorLife #HomeSellers #StagingTips #BusinessGrowth #Networking #FollowUp #DreamHome #RealEstateTips #Professionalism #RealtorJourney
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Tari Taylor & Kari Francom: Top Mother/Daughter Real Estate Team
03/10/2025
Tari Taylor & Kari Francom: Top Mother/Daughter Real Estate Team
What does it take to build a thriving real estate business with family? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with the dynamic mother-daughter real estate duo, Tari Taylor and Kari Francom. Tari, a seasoned real estate professional, started in the industry in 2005 after a career in banking, driven by a passion for helping people. She later founded Premier Homes Realty alongside her husband, Mike, creating a brokerage built on agent empowerment, transparency, and exceptional service. Now, her daughter Kari has joined the business, bringing fresh energy and perspective. Together, they share insights on navigating market shifts, building a sustainable career in real estate, and the importance of ethics, mentorship, and continuous learning. They know that changing real estate markets, rising interest rates, inflation, and economic uncertainty create significant financial difficulty for buyers and sellers to meet their goals. They work hard to help their clients overcome those difficulties. As an independent brokerage, they can modify our commissions. For sellers, they will list their home for only 4% total real estate commission. If they personally bring in the buyer, they will reduce your cost to only 3% commission. For buyers, they will pay up to 1% of the purchase price towards your closing costs and prepaids, subject to your lender approval. A licensed real estate agent since 2005, (20 years) Tari is a broker associate and has a degree in Paralegal Studies, Broker Price Opinion, a Short Sale and Foreclosure Resource designations. Kari provided staff support for the company while completing her bachelor’s degree and obtained her real estate license in 2022. Are you considering a career in real estate? Tari and Kari emphasize the importance of finding the right mentorship and aligning with the right brokerage. If you’re a buyer or seller looking for a team that truly puts you first, reach out to Premier Homes Realty today! Highlights 01:03 - 09:20 Building a Business with Family Tari’s transition from banking to real estate in 2005 The founding of Premier Homes Realty and its unique commission model Kari’s decision to follow in her mother’s footsteps The benefits and challenges of working as a mother-daughter team How passion and work ethic play a role in real estate success 09:21 - 25:25 Navigating Market Shifts & Short Sales The impact of the 2008 market crash on real estate Tari’s experience learning short sales and foreclosure processes How helping clients through short sales built long-term relationships Market trends from 2005 to today and how they affect agents Adapting to interest rate fluctuations and inventory changes 25:26 - 38:51 The Key to Success: Ethics, Client Focus & Mentorship Why ethics and transparency are critical in real estate The importance of choosing the right brokerage and mentorship How Tari and Kari conduct their listing presentations Why putting clients first leads to a sustainable career Balancing business goals with genuine care for people 38:52 - 50:12 Mastering Client Interactions & Growing Confidence The importance of communication and negotiation in real estate Kari’s growth in confidence through mentorship and experience Handling difficult clients and maintaining professionalism Adapting to different personality types in real estate transactions How body language and engagement reveal client trust 50:13 - 55:00 Building a Brokerage That Supports Agents How Premier Homes Realty provides 100% commission to agents The brokerage’s approach to mentoring new and experienced agents Why retention matters more than constant recruiting The importance of having a broker who stays involved in transactions How Premier Homes Realty fosters collaboration and education 55:01 - 01:15:02 Innovation, Technology & The Future of Real Estate Why staying ahead with technology is crucial for real estate success The role of market research and online presence in attracting clients How Premier Homes Realty continues to evolve and adapt The future of real estate teams and mentorship programs Final thoughts on what it takes to build a lasting career in real estate Conclusion Quotes: “Take care of people, and the money will take care of itself.” – Tari Taylor “I saw how dedicated my mom was, and I wanted that passion in my own career.” – Kari Francom “There are so many houses out there—I’m not worried about competition. I believe everyone has their own network and sphere.” – Kari Francom “You have to think outside the box. Some brokerages keep you in a box, but if you want to grow, you have to break out of it.” – Tari Taylor “Every transaction is different. Even after 20 years, I’m still learning something new.” – Tari Taylor To contact Tari Taylor & Kari Francom, learn more about them business, and make them a part of your network, make sure to follow them on Facebook, Instagram, and YouTube. Facebook: Instagram: YouTube: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstatePodcast #MotherDaughterDuo #RealEstateSuccess #PremierHomesRealty #RealEstateMentorship #FirstTimeHomeBuyer #RealtorLife #JacksonvilleRealEstate #HomeBuyingTips #RealEstateInvesting #LuxuryRealEstate #RealEstateMarket #RealtorNetworking #WomenInRealEstate #HomeSellers #HouseHunting #RealEstateStrategies #MortgageTips #DreamHome
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Gail Long: Leveraging Buffini Coaching To Top Realtor
03/04/2025
Gail Long: Leveraging Buffini Coaching To Top Realtor
How can a proven system transform your real estate career? In this episode of the Real Estate Excellence Podcast, Tracy sits down with Gail Long. Since moving to The First Coast in 2011, she has completely fallen in love with the area and all that it has to offer. She is a Florida native, but the cities of Jacksonville and St Augustine, with the beaches, the marshes and the St. Johns River running through the middle of everything, are unique, and are communities that she is happy to call home. When she is not working, her family can usually be found outside enjoying the Florida sunshine. Gail Long, a top-producing realtor in Northeast Florida. Gail shares her journey from being a teacher to becoming a successful real estate agent, crediting the Buffini coaching system for her success. She dives into how relationship-based business strategies, consistency, and mentorship helped her build a thriving career in real estate. If you’re an aspiring or struggling agent, Gail’s insights into networking, referrals, and business systems will give you the blueprint to elevate your game. Learn how staying connected, showing up consistently, and following a structured plan can lead to long-term success in the real estate industry. Want to take your real estate business to the next level? Connect with Gail Long and explore Buffini Coaching! Highlights 00:00 – 02:19 The Power of Mindset & Personal Development Importance of working on yourself for business success How personal growth improves client relationships Staying committed to continuous learning The impact of personal development on negotiation skills Building confidence as a real estate professional 02:19 – 10:12 The Buffini System & Relationship-Based Business How Gail discovered the Buffini system Why referrals are key to long-term success Monthly mailers and handwritten notes for client engagement Hosting business mixers to expand networks The importance of consistency in follow-ups 10:12 – 28:00 Transition from Teaching to Real Estate Mindset shift from employee to entrepreneur Lessons from teaching that apply to real estate How past career skills helped in client interactions The challenge of leaving a stable job for self-employment Finding the right real estate brokerage for mentorship 28:00 – 42:13 Strategies for Business Growth & Lead Generation Using property management to build a client base Open houses as a tool for meeting potential buyers The value of social media in brand visibility Learning from top-producing agents Setting and achieving small business goals 42:13 – 48:13 Grit & Resilience in Real Estate Handling rejection and tough market conditions Overcoming self-doubt as a new agent The Christmas Eve contract cancellation story How to maintain motivation during slow periods Learning to separate emotions from business decisions 48:13 – 01:16:12 The Power of Networking & Community Why in-person training enhances success The benefits of joining mastermind groups Learning from peers through book clubs and meetups The role of mentorship in career development Surrounding yourself with like-minded professionals Conclusion Quotes: “You’re not getting a job, you’re starting a business.” - Gail Long “I don’t have to think about my marketing—I just follow the system.” - Gail Long “The day you plant the seed is not the day you get the harvest.” - Gail Long “Who you surround yourself with in real estate is crucial to success.” - Gail Long To contact Gail Long, learn more about her business, and make them a part of your network, make sure to follow her on Facebook, Instagram, YouTube, and Website. Facebook: Instagram: YouTube: Website: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #BuffiniCoaching #TopRealtor #RealEstateTips #FloridaHomes #JacksonvilleRealEstate #NortheastFlorida #RealtorSuccess #EntrepreneurMindset #RealEstateMarketing #Networking #ReferralBusiness #SalesSuccess #ConsistentMarketing #BusinessGrowth #HomeSellingTips #HomeBuying #RealEstateCoaching #TopProducer #SuccessMindset
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Jessica Swearingen: Mastering Real Estate & Networking | Top St. Johns County Realtor
02/28/2025
Jessica Swearingen: Mastering Real Estate & Networking | Top St. Johns County Realtor
How does having a strong network impact success in real estate? In this episode of the Real Estate Excellence Podcast, Tracy sits down with Jessica Swearingen. Jessica is a seasoned realtor with 12 years of experience, embarked on her real estate journey through property management before thriving under one of the largest investment companies for six years. Currently associated with Ponte Vedra Club Realty, Jessica has transitioned her focus exclusively to sales. With a diverse clientele ranging from $200k to $2.5 million, she takes pride in her commitment to communication, responsiveness, and transparency. A Jacksonville, FL native, Jessica enjoys meeting new people and finds fulfillment in guiding them through their significant transactions. Whether you’re buying or selling, she goes above and beyond, ensuring dedicated support throughout the process and maintaining lasting connections beyond the deal closure. Jessica shares her journey from an artistic background to becoming a powerhouse in real estate, starting in property management and transitioning to investment sales before thriving in traditional real estate. She discusses the importance of communication, responsiveness, and transparency—values that have shaped her approach to client service. Jessica also highlights how she leverages networking and community-building to generate business, including the creation of a thriving 5,200-member women's networking group. If you're a real estate agent looking to elevate your game or a buyer/seller searching for an agent who truly goes above and beyond, this episode is for you! Highlights 00:00 - 15:20 Jessica’s Real Estate Journey From property management to investment firms Overcoming health challenges and finding real estate Lessons learned from early property management days Transitioning from leasing to full-time sales The importance of confidence and adaptability 15:21 - 30:45 Keys to Success in Real Estate The power of follow-up and responsiveness Setting clear expectations for buyers and sellers Transparency builds trust in real estate transactions The impact of communication and negotiation skills How personal safety plays a role in real estate 30:46 - 46:15 Marketing & Networking Strategies Using social media and personal branding effectively The role of open houses in today's market Leveraging local community groups for business growth How Jessica built the St. Johns BFF Networking Group Building long-term relationships through networking 46:16 - 57:30 Pricing & Negotiation Strategies How to price a home correctly in today’s market The dangers of overpricing and market perception When and how to adjust pricing to attract buyers The psychology behind buyer and seller expectations Balancing competitive offers and market conditions 57:31 - 1:05:11 Real Estate Tips & Advice for Agents Why new agents struggle and how to overcome challenges Creative ways to connect with potential clients The power of giving back through customized gifts The importance of mentorship and continuous learning How to handle difficult clients and situations 1:05:11 – 1:07:19 The Mindset of a Top Realtor Why consistency is the key to long-term success How to stay motivated during slow market periods The importance of self-discipline and organization Building resilience in a competitive industry Final words of wisdom for agents and homebuyers Conclusion Quotes: "I treat every transaction like it's happening for me. I truly care and will do everything I can to make it successful." – Jessica Swearingen "Confidence is what leads you to places. Walk in confident, and you'll be fine." – Jessica Swearingen "If you don't put yourself out there, you're not going to get anywhere. Being uncomfortable is how you grow." – Jessica Swearingen "Networking isn’t just about referrals; it's about building a community that supports each other." – Jessica Swearingen To contact Jessica Swearingen, learn more about her business, and make them a part of your network, make sure to follow her on Facebook, Instagram, and Website. Facebook: Instagram: Website: Connect with me! Website: Website: If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation! SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstate #Networking #RealtorSuccess #HomeBuying #PropertyManagement #JacksonvilleRealEstate #RealEstateExcellence #HomeSelling #RealtorLife #InvestmentProperties #BuyersAgent #SellersMarket #TopRealtor #StJohnsCounty #RealEstateNetworking #HomeBuyingTips #WomenInRealEstate #CommunityBuilding #LuxuryHomes #FloridaHomes
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