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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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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Jena Perez: Top Jacksonville Realtor Reveals Pro Tips
02/24/2025
Jena Perez: Top Jacksonville Realtor Reveals Pro Tips
How do you build a long-term real estate career in a constantly shifting market? In this episode of the Real Estate Excellence Podcast, Tracy sits down with Jena Perez, a top-producing real estate agent in Jacksonville, Florida, with nearly 20 years of experience. Jena shares her journey from starting as an administrative assistant for her parents’ real estate business to becoming a well-respected, high-producing agent. She discusses the ups and downs of the market, the importance of building lasting client relationships, and how to push through difficult moments in the industry. Jena is passionate about helping clients buy, sell, and invest while providing exceptional service and communication. She has been honored as a Top Producer in North Florida and featured in the Jacksonville Business Journal’s Residential Real Estate List. Take a page from Jena’s playbook: Stay connected with your clients, build trust, and never stop learning! Highlights 00:00 – 05:14 Jena Perez: Top Jacksonville Realtor Reveals Pro Tips Working for her parents in real estate administration Learning the backend of real estate transactions Transitioning into sales and overcoming early fears The importance of mentorship in the beginning stages Realizing real estate was the right career path 05:15 – 12:30 Overcoming Self-Doubt Moving to Jacksonville and starting over in a new market Struggles with confidence as a young real estate agent Considering leaving real estate and exploring other careers Finding the right support system and mentors How persistence and passion helped her push through 12:31 – 20:45 The Power of Client Relationships Why real estate is about long-term connections, not just transactions The importance of staying in touch with past clients Creative ways to provide value beyond the sale How personal branding plays a role in client retention The difference between transactional and relationship-based agents 20:46 – 35:00 Handling the Ups and Downs The reality of feast and famine in real estate Why many agents struggle with consistency and motivation How to build a sustainable business model that weathers slow periods Leveraging social media, referrals, and networking for steady growth The mindset shift that keeps top producers ahead 35:01 – 01:12:57 Lessons in Negotiation & Leadership The role of emotional intelligence in real estate deals Strategies for handling difficult conversations with clients How to keep deals together when challenges arise The importance of removing ego from negotiations Learning from every transaction to improve as an agent Conclusion Quotes: "You have to love what you do and take the ups and downs. If you stay consistent and keep pushing through, success will come." – Jena Perez "The key to a long-term real estate career? Stay in touch with your past clients. Don’t be a secret agent!" – Jena Perez "Every transaction teaches you something new. Even after 20 years, I’m still learning with every deal." – Jena Perez To contact Jena Perez, 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. #RealEstateSuccess #JacksonvilleRealEstate #RealtorLife #RealEstateTips #RealtorNetworking #RealEstatePodcast #BusinessGrowth #RealtorMindset #LeadGeneration #TopProducer #RealEstateMarketing #NegotiationSkills #RealEstateInvesting #RealtyOneGroup #LuxuryRealEstate #HomeBuyingTips #HomeSellingTips #ClientRelationships #RealEstateEducation #NetworkingForSuccess
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Claire Sheehan: Top Jacksonville Realtor, Home Flipper and Investor
02/21/2025
Claire Sheehan: Top Jacksonville Realtor, Home Flipper and Investor
How do you balance affordability with quality when renovating homes in a competitive market? In this episode of the Real Estate Excellence Podcast, Tracy interviews Claire Sheehan. Claire is a local realtor, interior designer and real estate investor. She started her career in Tampa Bay and then migrated to Jacksonville two years ago with her husband to open up Networth Realty of Jacksonville. She has sold more then 50 million dollars worth of real estate volume in the last few years and is passionate about Real Estate investing, designing houses and helping people reach their goals through personal development and growth. Claire shares her journey from Tampa Bay to Jacksonville, where she and her husband have closed over $50 million in real estate transactions and established NetWorth Realty of Jacksonville. With a deep passion for home design and investing, Claire dives into the art of flipping properties, building relationships with agents, and bringing unique renovations to the market. From transforming historic homes to leveraging creative financing solutions, Claire explains the growing demand for affordable, well-renovated homes. Whether you're an agent, investor, or homebuyer, this episode is packed with insights on how to spot opportunities in an evolving market. Want to stay ahead in Jacksonville’s real estate market? Connect with Claire Sheehan and learn how to maximize your investments! Highlights 00:00 Claire Sheehan’s Journey & Background Moving from Texas to Tampa and Jacksonville Transitioning from athlete to real estate professional How an ACL injury led her to real estate Jumping into 52 deals in her first year The power of mentorship and coaching 12:59 Investing & Smart Renovation Strategies Fix-and-flip essentials: what to renovate for max value Balancing quality vs. cost in home improvements Avoiding over-improvement and maximizing ROI Understanding market comps before renovating The importance of having the right contractors 28:24 Jacksonville’s Market & Real Estate Opportunities Why Jacksonville is Florida’s last affordable coastal city The impact of $5 billion in downtown development Areas with high growth potential for investors The rise of new construction vs. historic home renovations How agents can build relationships with investors and builders 42:15 Creative Financing & Affordability Challenges The role of VA loans and renovation loans How seller concessions can help first-time buyers Understanding insurance costs and their impact on affordability Creative deal structuring to make homeownership possible Why agents need to understand financing options for clients 56:38 The Power of Grit & Long-Term Vision in Real Estate Overcoming self-doubt and naysayers in business Setting big, audacious goals for career success Investing in personal growth and mentorship The importance of consistency and perseverance Why Jacksonville is a golden opportunity for real estate professionals Conclusion. Quotes: "We don't believe in coincidences—everything happens for a reason. It's what you do with it that counts." – Claire Sheehan "Jacksonville is a goldmine for investors—affordable homes, booming growth, and endless potential." – Claire Sheehan "A well-renovated home isn’t just about looks—it’s about quality, functionality, and long-term value." – Claire Sheehan “We love relationships. That's what our whole business is about." – Claire Sheehan To contact Claire Sheehan, learn more about her business, and make them a part of your network, make sure to follow her on Facebook and Instagram. Facebook: Instagram: 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 #JacksonvilleHomes #HomeFlipping #RealEstateInvesting #PropertyRenovation #InvestmentProperties #FixAndFlip #BuyAndHold #InteriorDesign #AffordableHousing #RealtorLife #FloridaRealEstate #HomeBuyers #DreamHome #WealthBuilding #FirstTimeBuyer #RealEstateGrowth #HousingMarket #RealEstateTrends #MarketOpportunities
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The Lissa Slade Team: Top Realtors in Jacksonville & Ponte Vedra Beach
02/17/2025
The Lissa Slade Team: Top Realtors in Jacksonville & Ponte Vedra Beach
What key qualities separate top real estate professionals from the rest? In this episode of the Real Estate Excellence Podcast, Tracy interviews with powerhouse real estate duo, Lissa Slade and Heather Lewis, of The Lissa Slade Team. As top producers in Northeast Florida’s competitive market, Lissa and Heather share their journey from retail and design backgrounds to becoming sought-after real estate advisors. They discuss the importance of mentorship, overcoming imposter syndrome, and what it takes to build a successful, client-centered business in the real estate industry. Lissa and her family have called Ponte Vedra Beach their home for over 24 years now. The pride of her heart is her young adults kids Elizabeth, Ethan, and Tommy. In her spare time Lissa loves sunrises and sunsets. Daily walking on the beach or community. She is also an avid reader and love live music. Heather has resided in the Ponte Vedra and beaches for 23 years. During that time, she has bought, sold, built, and remodeled many properties. She has a background in retail furniture sales, decorating, and business. She believes every client she works with deserves A+ service with an A+ attitude. She sets the bar high for herself to exceed her customer’s expectations of service. She puts her heart into every client, making each one a top priority. If you enjoyed this episode, don’t forget to subscribe and leave a review! Follow Lissa and Heather on social media (handles below) and let us know: What’s the #1 quality you think makes a real estate professional stand out? Share your thoughts in the comments! Highlights 00:00 – 06:00 The Power of Mentorship in Real Estate Why every agent needs both a peer mentor and a senior mentor Lessons Lissa and Heather learned from their mentors How mentorship accelerates business growth The difference between structured and organic mentorship Advice for new agents on finding the right mentor 06:01 – 21:15 From Retail to Real Estate: Lissa & Heather’s Career Evolution Lissa’s journey from retail management to real estate success Heather’s experience in sales, home design, and how it shaped her approach The transferable skills from retail and customer service Overcoming imposter syndrome and becoming a confident agent Key takeaways from their early career struggles 21:16 – 30:22 Building a Successful Real Estate Business Through Structure & Organization The importance of time-blocking and daily planning How a CRM system can make or break a real estate business The “Big Calendar” strategy for tracking goals and milestones How consistency in marketing and outreach leads to success Why many agents fail due to a lack of structured business planning 30:23 – 39:10 Mastering Client Relations: Overcoming Challenges & Pushback How to handle difficult clients with confidence and professionalism Setting clear expectations to avoid misunderstandings The importance of taking charge in listing presentations Strategies to get hesitant sellers on board with staging and pricing changes How to position yourself as the expert in every client interaction 39:11 – 53:05 The Power of Referrals & Repeat Business Why Lissa has built a business entirely on referrals without paid leads Strategies for staying top-of-mind with past clients How to turn one transaction into multiple future referrals The role of social media in strengthening client relationships Why building trust is the foundation of long-term success 53:06 – 01:10:02 Working with Trusted Vendors: The Referral Process Why selecting the right lender, inspector, and service providers matters How to present vendor options without liability risks Lessons learned from past vendor experiences—what went wrong and how to fix it The impact of good vendor relationships on closing deals smoothly Best practices for guiding clients through their choices Conclusion Quotes: “Mentorship is critical—you need to surround yourself with people who have done what you want to do.” — Lissa Slade “People don’t buy and sell homes every day. They rely on us to be the experts.” — Heather Lewis “Real estate is all about relationships. Your goal is to create lifelong clients who trust you for every transaction.” — Lissa Slade “Urgency is key. Don’t wait for someone to tell you what to do—be proactive and get it done.” — Heather Lewis To contact Lissa Slade and Heather Lewis, learn more about their business, and make them a part of your network, make sure to follow her on Facebook and Instagram. Facebook: Instagram: 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 #JacksonvilleRealtors #PonteVedraBeach #RealEstateSuccess #TopRealtors #LuxuryRealEstate #RealEstateMentorship #HomeBuying #RealEstateAgent #RealEstateMarketing #CustomerService #ListingExperts #HouseHunting #RealtorLife #RealEstateInvesting #ExpertNegotiation #SuccessMindset #GrowthStrategy #EntrepreneurLife #HomeSelling
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Sara Gentry: Leveraging Social Media In Real Estate
02/10/2025
Sara Gentry: Leveraging Social Media In Real Estate
How can real estate agents effectively use social media to build their brand and attract clients without feeling overwhelmed? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Sara Gentry, a dynamic real estate agent with a background in social media management. With over a decade of experience in digital marketing and nearly three years of real estate success, Sara shares invaluable insights on how agents can harness the power of social media to grow their business. She discusses the importance of consistency, storytelling, and engagement, highlighting how even new agents can make an impact without spending a fortune on advertising. Sara also reflects on her journey from California to Jacksonville, her transition from social media consulting to real estate, and the lessons she has learned along the way. She and Tracy dive deep into practical social media strategies, including the importance of video content, authenticity, and using analytics to optimize reach. Whether you're new to the business or looking to refine your social media presence, this episode is packed with actionable advice to help you elevate your real estate game. What’s the biggest challenge you face with social media marketing? Share your thoughts with us in the comments or on social media! Highlights 00:00 – 09:31 Sara Gentry’s Journey into Real Estate Transitioning from social media manager to real estate agent How marketing experience shaped her real estate career Early challenges in navigating the industry Learning from top agents like Stevie Hahn The role of mentorship in her success 09:32 – 16:59 Social Media Strategies for Real Estate Agents Why social media is essential for realtors today Free marketing vs. traditional advertising methods Engaging storytelling to attract potential buyers The importance of video content in building trust Overcoming the fear of being on camera 17:00 – 27:44 Optimizing Social Media for Maximum Engagement Integrating personal and business social media accounts The difference between Instagram Stories and Grid posts Boosting posts: When it’s worth the investment How Facebook targeting helps attract the right audience Understanding social media analytics to improve reach 27:45 – 37:32 Branding and Lead Generation through Social Media Establishing credibility through consistent content Avoiding the “secret agent” syndrome The role of social media in the lead nurturing process Converting social media interactions into real estate clients The power of local and community-based content 37:33 – 47:59 Overcoming Real Estate Challenges Building confidence as a new agent Asking the right questions and finding reliable mentors Handling tough negotiations and objections Dealing with unexpected real estate hurdles The importance of adaptability and creative problem-solving 48:00 – 01:25:07 Real-Life Case Study: A Property Mystery Unraveled Uncovering a seller’s septic system misrepresentation Navigating property disclosures and due diligence Working with JEA to resolve billing confusion Managing buyer concerns during contract periods The importance of thorough property inspections Conclusion. Quotes: “Don't flood your stories with it. Your stories are to nurture people already following you. Your grid is your public resume.” – Sara Gentry “You have to show up on video. People want to know who you are before they trust you with a transaction.” – Sara Gentry “Social media is a free marketing tool, but it's only as effective as the effort you put into it.” – Sara Gentry “The goal isn't just to sell—it’s to stay top-of-mind. Social media keeps you relevant and builds relationships over time.” – Sara Gentry To contact Sara Gentry, learn more about her business, and make her a part of your network, make sure to follow her on LinkedIn, Instagram, and Website. LinkedIn: Instagram: 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. #RealEstateMarketing #SocialMediaForRealtors #RealtorBranding #DigitalMarketing #InstagramForRealtors #RealEstateSuccess #MarketingTips #RealtorLife #ContentCreation #BusinessGrowth #SocialMediaTips #JacksonvilleRealEstate #RealEstateCoaching #Entrepreneurship #HomeSelling #LeadGeneration #PersonalBranding #RealEstatePodcast #BusinessMindset #SocialMediaStrategy
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Samantha Fisher: Confidence, Knowledge and Relationships
02/01/2025
Samantha Fisher: Confidence, Knowledge and Relationships
How can past experiences in different careers shape and accelerate success in real estate? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Samantha Fisher. Samantha Fisher grew up in Northeast Florida where she received a bachelor’s degree in Elementary Education from The University of North Florida. Early on, Samantha discovered a love for helping others reach their true potential. She spent 17 years teaching Kindergarten where she built amazing relationships with children and families. Her true passion emerged when she became a realtor – helping others with selling their home or finding their dream home. She has a charismatic approach to helping others and prides herself on building relationships with her clients, being a good listener, putting her client’s needs first, prompt communication and full transparency. Samantha is passionate about Northeast Florida and is ready to help you with all your real estate needs! Samantha shares how she transitioned from teaching to real estate, the moment that sparked her career change, and the skills she brought with her from the classroom. She discusses the importance of building relationships, mastering market knowledge, and taking immediate action. Whether you're a new agent looking for guidance or a seasoned professional seeking inspiration, Samantha’s story is a testament to the power of confidence and hard work in the real estate industry. Enjoyed Samantha's journey? Share this episode with someone considering a career change into real estate! Highlights 00:00 – 10:44 The Power of Confidence and Taking Action in Real Estate Why confidence is essential for client trust and closing deals. Overcoming self-doubt and projecting authority in the market. The moment Samantha decided to transition from teaching to real estate. Taking immediate action: Enrolling in courses, passing the exam, and getting licensed. How quick execution helped her gain momentum and early success. 10:45 – 15:09 Mastering Market Knowledge and Becoming an Expert Learning comps, property values, and pricing strategies. Understanding neighborhood differences and local market trends. Leveraging MLS and property appraiser tools for in-depth research. Continual education to stay ahead of competitors. The importance of positioning yourself as a market expert. 15:10 – 23:54 Building a Strong Client Base Through Relationships and Networking Using past relationships from teaching to generate leads. Expanding her network through referrals, social media, and community events. The power of word-of-mouth marketing and client trust. Converting rental inquiries into long-term buyers. Staying connected through consistent outreach and client appreciation. 23:55 – 34:14 Leveraging Open Houses and Buyer Engagement Strategies Using open houses to gain experience and build confidence. Learning to handle buyer objections and refine her sales pitch. The impact of hosting consistently and engaging potential clients. Educating buyers on new industry changes, including broker agreements. Adapting to the shifting real estate landscape with transparency and ethics. 34:15 – 39:49 Overcoming Challenges and Handling Difficult Clients Dealing with indecisive sellers and challenging negotiations. How patience and adaptability help navigate tough situations. Managing emotions and expectations in high-stakes transactions. Using humor and resilience to stay motivated. Lessons learned from handling unexpected roadblocks. 39:50 – 01:14:49 Maintaining a 24/7 Real Estate Career While Avoiding Burnout How real estate differs from a traditional 9-to-5 job. Setting boundaries while remaining available for clients. Creating efficient systems for workflow and time management. Converting short-term rentals into long-term investments. The value of client appreciation and maintaining lifelong relationships. Conclusion. Quotes: "You have to be confident. If you don't believe in what you're saying, neither will your clients." – Samantha Fisher "I knew I needed something more, and I took action right away. That was the difference." – Samantha Fisher "Every transaction is different. You have to be willing to adapt, learn, and problem-solve on the fly." – Samantha Fisher "It’s not just about selling houses; it’s about relationships. People need to trust you before they work with you." – Samantha Fisher To contact Samantha Fisher, learn more about her business, and make her a part of your network, make sure to follow her on Website and Instagram. Website: Instagram: 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 #SamanthaFisher #ConfidenceInRealEstate #NewAgentTips #RealtorLife #MarketMastery #Networking #RealEstateGrit #ClientRelationships #FloridaRealtor #TopProducer #CareerChange #RealEstateMarketing #OpenHouse #SocialMediaForRealtors #SalesStrategies #RealEstateTraining #BuyersAndSellers #RealEstateGrowth #LuxuryRealEstate
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Veronica Barba: Leading with the Heart
01/24/2025
Veronica Barba: Leading with the Heart
How can empathy and relentless determination reshape your approach to overcoming personal and professional challenges? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Veronica Barba, an extraordinary real estate agent from ERA One Team Realty. From her humble beginnings in Moldova under Soviet rule to her thriving career in Jacksonville, Florida, Veronica shares an awe-inspiring story of resilience, adaptability, and passion. Having moved to the U.S. with limited English skills, Veronica turned her challenges into opportunities by embracing a client-focused approach that combines deep market knowledge, unyielding dedication, and authentic care. Veronica was born in the Republic of Moldova at that time part of Soviet Union. At 18 started to work as a nurse at Oncological Institute then later decided to change the carrier and graduated from Technical University of Moldova with a bachelor degree in Interior Design, licensed engineer and Master Degree in Architecture and Construction. In 6 years, she was working as University Lecturer at Technical University of Moldova. 9 years ago, she moved directly to Jacksonville with less than 100 words in English, no family or friends in Jacksonville and now she’s 8 years of real estate journey. So far, her most successful year is 2024 with 45 closed homes.Enjoyed this episode? Share your thoughts on how empathy has played a role in your personal or professional life. Highlights 00:01 - 04:03 Veronica Barba: Leading with the Heart · Growing up in Moldova during Soviet control · The challenges of limited freedoms and access to opportunities · The dream of exploring life beyond Moldova’s borders · Studying abroad in Romania as a life-changing milestone · Family values and resilience in difficult societal conditions 04:04 - 21:04 Breaking into Real Estate: A Pivotal Encounter · How a persistent mentor introduced her to real estate · Overcoming doubts about her abilities in sales · Navigating the complexities of real estate licensure · The importance of finding purpose in her career choice · Her first steps toward mastering the real estate profession 21:05 - 34:12 Mastering the Real Estate Business · Learning the technical side of contracts and legalities · Gaining deep market knowledge through research · Finding creative solutions for first-time homebuyers · Understanding the mortgage process to better assist clients · Strategies for winning in competitive, multiple-offer situations 34:13 - 56:00 Heartfelt Stories: Making Dreams Come True · Helping an 81-year-old buy his first home · Going above and beyond to show the perfect property · Building lifelong client relationships through care and trust · Handling setbacks with determination and grace · The rewarding moments that fuel her passion for real estate 56:01 - 01:20:04 Advice for Aspiring and Experienced Agents · The importance of confidence, care, and authenticity · Leveraging past client relationships for referrals · How preparation and research create client trust · Staying adaptable in fluctuating market conditions · Continuous improvement as the cornerstone of success Quotes: "I may do this every day, but for them, it’s their first experience, and I have to be there for them." – Veronica Barba "If you look at life like a puzzle, finding solutions becomes a fulfilling mission." – Veronica Barba "Confidence and care—these are the foundations of building trust with clients." – Veronica Barba To contact Veronica Barba, learn more about her business, and make her a part of your network, make sure to follow her on LinkedIn, Instagram, and Facebook. LinkedIn: Instagram: Facebook: 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 #RealEstateJourney #GritAndSuccess #LeadingWithHeart #RealEstatePodcast #JacksonvilleHomes #MoldovanToAmericanDream #ClientFocused #EmpathyInBusiness #RealEstateAgentTips #OvercomingChallenges #RealEstateSuccess #ERARealty #RealEstateStrategies #FirstTimeHomeBuyers #RealEstateStories #PassionForRealEstate #InspiringJourneys #AmericanDream #BuildingConnections
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Jimmy Diamond: A Diamond in the Rough
01/20/2025
Jimmy Diamond: A Diamond in the Rough
How can adapting to your clients' needs and leveraging past experiences transform your real estate career? In this episode of the Real Estate Excellence Podcast, host Tracy Hayes interviews Jimmy Diamond. Jimmy is a successful realtor from United Real Estate Gallery, to explore the journey of mastering the real estate industry. From his early days in collections and auto finance to becoming a top-performing agent in Northeast Florida, Jimmy shares how his unique skills in communication, adaptability, and relentless commitment to clients set him apart in the competitive market. Jimmy discusses the importance of active listening, creative problem-solving, and maintaining a client-first approach, offering insights for both new and seasoned realtors. The episode dives into real-life challenges, from navigating insurance surprises to negotiating tough deals, and provides actionable advice for building trust and long-term client relationships. Whether you're a real estate professional or interested in buying or selling property, this episode is packed with valuable lessons and inspiration. How do you think adaptability and listening skills impact a real estate agent's success? Highlights 0:00 - 8:34 The Importance of Listening and Communication We welcome Jimmy Diamond to the show! Why active listening builds trust with clients Navigating difficult conversations with clients Lessons learned in handling tough negotiations Transitioning skills into real estate success 8:35 - 21:10 Challenges with Chinese Drywall in Florida Homes Understanding the issue and its widespread impact Lessons learned about inspections and due diligence Importance of insurance quotes during inspections Preparing clients for potential pitfalls in deals Educating buyers and sellers to set realistic expectations 21:11 - 33:12 Jimmy’s Transition to Northeast Florida Real Estate · Building a network in a new area Strategies for a strong first year in real estate Handling low appraisals and challenging negotiations Creative problem-solving to close difficult deals Balancing client needs with market realities 33:12 - 53:41 Market Trends and Growth in Northeast Florida Leveraging open houses to build experience The importance of collaboration and mentorship Building a strong lead generation funnel Active listening and personalized client service Staying adaptable in a changing market 53:41 - 1:11:43 Building Long-Term Client Relationships How honesty and integrity drive referrals Creating a lasting impact with superior service Avoiding ego in negotiations to protect client interests Partnering with other agents for collaborative open houses Expanding reach through consistent branding and marketing Conclusion. Quotes: "Listening is very important because clients will tell you what they want, and you have to work with that." – Jimmy Diamond "Flexibility is key in real estate. What worked yesterday might not work today." – Jimmy Diamond "I treat my clients' money like it's my own, always aiming to get them the best deal." – Jimmy Diamond "You’ve got to keep filling the funnel and grinding—treat every day like you’re unemployed." – Jimmy Diamond "It’s not a problem until it’s a problem. Preparation is everything." – Jimmy Diamond To contact Jimmy Diamond, learn more about his business, and make him a part of your network, make sure to follow his on LinkedIn, Instagram, and Facebook. LinkedIn: Instagram: Facebook: 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, #JimmyDiamond, #NortheastFloridaRealEstate, #ClientFirst, #ListeningSkills, #RealtorSuccess, #AdaptabilityInRealEstate, #OpenHouseStrategy, #RealEstateGrowth, #FloridaRealEstate, #RealEstatePodcast, #MarketTrends, #HomeBuyingTips, #RealEstateAgentLife, #NegotiationSkills, #RealEstateChallenges, #BuildingClientTrust, #RealEstateEducation, #NewAgents, #RealEstateLeadership
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Wendy Griffis: Recognize the Difference
01/13/2025
Wendy Griffis: Recognize the Difference
How can combining professional coaching and emotional intelligence lead to long-term success in real estate? In this episode of the Real Estate Excellence Podcast, host Tracy Hayes interviews Wendy Griffis. Wendy is a Realtor®, Author and Group Leader in Jacksonville, Florida. Wendy has been serving the Jacksonville and surrounding areas since February 2000. Her experience and understanding of the area and market allows her to give accurate and thorough advice to her clients; providing successful, streamlined results, regardless of market conditions. Wendy acts in a consulting role – having an honest & direct approach with her clients. She knows how to help buyers and sellers follow her customized, but tried and true processes that gets results! Wendy has significantly outperformed the majority of the agents in our MLS in year over year sales numbers, property days on market, and list to sold price. Wendy is an advocate for her clients before, during and after the transaction. Wendy can be seen annually in the Jacksonville Journal Book of Lists. She was on the cover of Jacksonville Real Producers Magazine, and featured in articles in Florida Realtor and Buffini & Company magazines. Wendy discusses the importance of emotional intelligence, crafting relationship-based business models, and navigating difficult market conditions with grit and grace. Listeners will hear about her approach to balancing professionalism and personal connection, the lessons she learned during the Great Recession, and how she uses insights from industry leaders like Brian Buffini to stay ahead in an ever-evolving field. Ready to transform your real estate career? Explore coaching opportunities and take time to develop your emotional intelligence. Highlights 00:32 – 06:53 Wendy Griffis: Recognize the Difference · We welcome Wendy Griffis to the show! · How she transitioned from aspiring math teacher to successful realtor. · Rebounding from job loss due to Y2K and finding her path in real estate. · The growth and her philosophies for sustained success in the industry. 06:54 – 13:19 Emotional Intelligence in Real Estate · Wendy talks about her journey from selling six houses in the first year to over twenty annually by the second year. · Initially driven by the need for income and lacking a CRM. · The evolution of technology and its impact on customer service. · The transitioning phase of not wanting to be a sale-sy agent and choosing to build a relationship-based business. · Maintaining professionalism and changing industry perceptions. 13:20 – 25:56 Coaching and Continuous Learning · How Wendy’s journey went from hosting client events to enduring the economic turmoil of the late 2000s. · The emotional toll of difficult client conversations and personal financial struggles. · The underestimated daily tasks of a realtor. · Building long-term business relationships and setting personal boundaries. · The often-ignored emotional intelligence required in the industry. 25:57 – 36:49 Handling Tough Conversations · The crucial role of a seasoned real estate agent in guiding clients through complex home-buying processes. · The significance of soft skills like emotional intelligence. · The necessity of developmental learning and effective client interactions. · Competent service and the impact of personal growth through literature and networking. · Effective strategies for new which includes blending short-term client acquisition with long-term relationship management. 36:50 – 55:07 Developing Emotional Intelligence · Wendy’s journey of personal and professional growth through reading and developing emotional intelligence. · How emotional intelligence helps in not taking rejection personally and swiftly moving towards solutions. · How handle setbacks promptly. · How personal notes fostered a genuine connection with clients. · The value of buyer consultations and the proper handling of buyer broker agreements are examined. 55:08 – 01:23:06 Strategic Selling and Pricing · Wendy discusses how effective pricing and negotiation tactics to the importance of deepening client relationships. · The challenges faced by agents dealing with new constructions and builder incentives. · The importance of consistent systems, client engagement through events. · Leveraging additional help such as transaction coordinators and operations managers. · Conclusion. Quotes: “Real estate is not sales. I’m not selling anybody anything—I’m helping them achieve their goals.” – Wendy Griffis “ Emotional intelligence is about not taking things personally and focusing on solutions.” – Wendy Griffis “Price isn’t always the problem, but it’s often the solution” – Wendy Griffis To contact Wendy Griffis, learn more about his business, and make her a part of your network, make sure to follow her on Instagram, Facebook, and Website. Instagram: Facebook: 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.
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Cindy Bleiel: The Art of Patience in Real Estate
01/10/2025
Cindy Bleiel: The Art of Patience in Real Estate
What foundational skills from your past have unexpectedly become critical to your success today? In this episode of the Real Estate Excellence Podcast, host Tracy Hayes interviews Cindy Bleiel. Cindy has over 10 years in the real estate industry, she has honed her skills to provide unparalleled service to her clients. Her extensive background includes a proven track record of successful transactions, demonstrating her commitment to professionalism, integrity, and achieving optimal results. Cindy Bleiel is not just a Realtor but a dedicated partner committed to turning your real estate dreams into reality. Cindy reflects on the lessons she learned from her early career, including the importance of staying calm under pressure and fostering clear communication. These skills have become cornerstones of her success in real estate, where she navigates complex negotiations and emotionally charged transactions. The conversation also delves into the evolving real estate market, the power of leveraging AI tools for efficiency, and the critical role of consistency in building a thriving referral-based business. Cindy’s insights offer a wealth of inspiration for both new and seasoned agents. Tune in to this episode as Cindy as she highlights her approach to negotiations, staying informed on industry changes, and embracing technology like AI to enhance her work! Highlights 00:00 - 06:23 Grit from the Ground Up · We welcome Cindy to the show! · Cindy’s upbringing on a small farm taught her grit and responsibility. · Early mornings spent mucking stalls and feeding animals instilled discipline. · These traits became key to her professional success. 06:24 - 21:17 Transitioning Careers · Cindy’s desire for a more flexible yet professional career led her to real estate. · Initial challenges: figuring out lead generation and navigating commission-based work. · The role of mentorship and learning from seasoned agents. 21:16 - 45:21 Early Challenges in Real Estate · Cindy stresses the value of being physically present in the office to learn from peers. · Shadowing experienced agents provides real-world insights. · Finding a brokerage that offers growth opportunities is critical for new agents. 45:20 - 52:07 The Human Side of Real Estate · Cindy shares how AI tools like ChatGPT have streamlined her work, from writing client emails to crafting property descriptions. · The importance of balancing technology with a personal touch in client communications. 52:06 - 01:13:35 Building a Referral-Based Business · Staying calm and focusing on facts is key to effective negotiation. · Cindy recounts unique challenges, such as navigating 1031 exchanges and rural property deals. · Collaboration with experts helps resolve complex situations. 01:13:35 - 01:22:38 Unique Transactions and Problem Solving · Cindy highlights the value of maintaining a strong database and consistently staying in touch with clients. · Success stories show how persistence and relationship-building pay off in the long term. · Tips for new agents: build a referral-based business over chasing leads. Quotes: “You don’t know what you don’t know. Sitting at home won’t teach you the business—get into the office, ask questions, and shadow experienced agents.” – Cindy Bleiel “ Early on, I learned to stay calm under pressure. In real estate, that skill helps diffuse emotional situations and keep transactions on track.” – Cindy Bleiel “Overpricing doesn’t work anymore. If you price it right, you’ll generate interest and likely get offers close to asking.” – Cindy Bleiel To contact Cindy Bleiel, learn more about his business, and make her a part of your network, make sure to follow her on Instagram, Facebook, YouTube, LinkedIn, and Website. Instagram: Facebook: YouTube: LinkedIn: 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.
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Rick Gonzalez: The O.H.A.N.A Strategy
01/06/2025
Rick Gonzalez: The O.H.A.N.A Strategy
Do you want to boost your real estate game with videos? In this episode of the Real Estate Excellence Podcast, host Tracy Hayes interviews Rick Gonzalez. Rick is an Elite real estate professional specializing in residential properties, with a deep commitment to serving military families moving to or from Eglin AFB and the surrounding area of the Florida Panhandle (Fort Walton Beach/Destin Metro Area). Helping his private clients sell their existing homes and clients find new homes, ensuring that each client receives personalized and dedicated service. Rick Gonzalez shares his insights and strategies for creating impactful real estate content. Rick discusses the importance of getting to know the market, forming relationships with other agents, and utilizing video content to build a brand. With practical tips on conducting open house tours, producing long-form walkthrough videos, and leveraging social media platforms like TikTok and YouTube, this episode provides a comprehensive guide for both new and experienced agents looking to enhance their online presence and grow their business in 2025. Tune in to this episode as Rick shares how to boost your real estate game with social media content! Highlights 00:00 - 09:48 Rick Gonzalez: The O.H.A.N.A Strategy · We welcome Rick to the show! · Rick details how new and seasoned agents can revamp their strategies for better results. · Utilizing community engagement, content creation, and market knowledge. · The need to adapt and build a strong, localized presence in a new market. 09:49 - 23:55 Learning Local Market Nuances · Rick discusses his innovative approach called the O.H.A.N.A (Open House Agent Network Opportunity) Strategy. · He aims to build relationships with local realtors. · Create engaging content for social media. · Enhancing market presence and client relations. 23:56 - 44:56 Outsourcing Content Creation · Meeting local agents and exploring the hidden aspects of new communities. · Rick emphasizes the value of being on the ground, gathering local insights, and forming strategic partnerships. · Enhancing the agent’s confidence and credibility in unfamiliar territories. · Rick provides practical tips on leveraging video content, community engagement, and digital techniques. 44:57 - 52:36 Leveraging AI and Outsourcing for Video Content · The importance of consistent content creation for real estate agents on social media platforms like Instagram and TikTok. · Utilizing longer video formats like those allowed on TikTok. · Real-world examples and successful strategies from other content creators are shared to illustrate effective practices. · The goal is to focus on providing valuable information and establishing oneself as a local expert to drive engagement and sales. 52:37 - 56:27 Final Thoughts and Encouragement · Rick offers practical advice, including using voiceovers, hiring a videographer, and utilizing AI tools. · The importance of becoming an expert in your field. · Using thoughtful content strategies to grow your business. · Finding creative ways to produce content. · Conclusion. Quotes: “ Be the expert in those builders, be the expert in those communities, be the expert in your city, and show the expertise as you're talking to your audience.” – Rick Gonzalez “ You don't have to be overly excitable. You don't have to be this fake persona. You need to be you.” – Rick Gonzalez “R real estate is a people business.” – Rick Gonzalez To contact Rick Gonzalez, learn more about his business, and make her a part of your network, make sure to follow her on LinkedIn, Facebook, YouTube, Website, and Email. Instagram: Facebook: YouTube: LinkedIn: Podcast: Website: Email: Sharran Srivatsaa: Roland Osage: Raj Sahoo: Rick’s editor: 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.
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Debbie Tufts: Running A Professional Real Estate Business
12/27/2024
Debbie Tufts: Running A Professional Real Estate Business
How do you maintain your real estate edge? In this episode of the Real Estate Excellence Podcast, host Tracy Hayes interviews Debbie Tufts. Debbie Tufts is a top-producing real estate agent with Engel and Völkers in Northeast Florida, shares her extensive knowledge and experiences. With over 20 years in the industry, Debbie discusses the importance of leveraging skilled team members, the value of maintaining a high-engagement database, and the impact of working with the right brokerage. She also touches on the challenges faced in the ever-changing real estate market and how staying educated and adaptable is crucial for success. Tune in to this episode as Debbie shares her valuable tips and personal stories that highlight the highs and lows of a career in real estate! Highlights 00:00 - 08:11 Debbie Tufts: Running A Professional Real Estate Business · We welcome Debbie Tufts to the show! · Debbie shares her insights into a well-managed database, leadership culture, and choosing the right brokerage. · Focusing on a core group of high-value contacts. · Sustaining and growing a successful real estate business. · Maintaining strong relationships. · How her team plans to enhance their methods in 2025. 08:11 - 20:57 Engaging Clients Through Creative Marketing · Debbie’s innovative methods to stay top-of-mind. · Her monthly themed mailers and community spotlights. · Engaging clients but also ensure they feel like VIPs. · Consistent communication. · The role of CRM tools. · Leveraging data to enhance client relationships. · The balance between traditional methods and creative tactics. 20:57 - 40:50 Starting a Real Estate Career in Atlanta · Debbie needed to re-enter the workforce to ensure her daughters received the best education. · Starting as an assistant to a top real estate producer. · Learning the ins and outs of the business. · The importance of mentorship, continuing education, and staying updated on market trends. · The value of choosing the right brokerage. · How a supportive environment can significantly influence an agent's career. · The role of data in making informed decisions. · Understanding market dynamics are also discussed. 40:50 - 01:07:38 Engel & Völkers: A Unique Brokerage · Debbie’s experiences of real estate agents at Engel & Völkers. · Focusing on the unique supportive environment fostered by broker Corey. · The distinct global offerings of Engel & Völkers. · The high standards set by Corey that drive agent performance. · The value of mentorship, preparation, and leveraging team strengths. · Positive work culture and continuous learning to break through career ceilings. · Advising new agents to seek out experienced mentors. · Embracing the diverse aspects of the real estate business. 01:07:38 - 01:19:11 Consistency and Faith in Business · The importance of consistency, love, and laughter in both personal and professional life. Debbie’s daily practices like morning prayers. · The use of checklists to stay organized. · Updating business processes by implementing a new CRM system. · Surrounding oneself with knowledgeable people. · The value of building relationships with local businesses. · The impact of networking and consistent communication with clients. · Conclusion. Quotes: “ I came to realize what a gift it is because they knew so they could do things much better than I could even though I thought I could do it better.” – Debbie Tufts “Sometimes our setbacks are the best breakthroughs that we can possibly.” – Debbie Tufts “ When you look at the results of our brokerage in such a very short time, the results speak for themselves.” – Debbie Tufts To contact Debbie Tufts, learn more about her business, and make her a part of your network, make sure to follow her on LinkedIn, Facebook, YouTube, Website, and Email. LinkedIn: Facebook: YouTube: Website: Email: 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.
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