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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New Construction Traps, NAS Jacksonville Relocation and Northeast Florida's Master-Planned Communities: Ep 337 Angela Stancil
08/19/2026
New Construction Traps, NAS Jacksonville Relocation and Northeast Florida's Master-Planned Communities: Ep 337 Angela Stancil
What would happen to your business tomorrow if you suddenly could not personally handle every task you handle today?? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Angela Stancil. Angela Stancil is a Northeast Florida REALTOR whose career began in education, first in the classroom and later in school administration, before an unexpected relocation to Florida opened the door to real estate. Working behind the scenes with Team Davidow gave Angela an unusual introduction to the industry. Instead of beginning by chasing transactions, she first learned operations, client communication, negotiation, marketing, organization, and the systems that make a productive real estate business work. Angela shares how relationships became the foundation of her business and why listening carefully to buyers and sellers creates better outcomes than simply trying to make a sale. She explains the importance of consultations, transaction support, assistants, CRMs, customer appreciation events, vendor relationships, and delegation. Her experience also demonstrates why a business needs systems strong enough to continue when life becomes unpredictable. Angela’s story ultimately shows that sustainable success comes from relationships, preparation, communication, and building a business that does not depend on one person doing everything. If you are building a real estate career, take Angela’s advice seriously. Strengthen your systems, stay connected with your clients, delegate the work that keeps you away from relationships, and build a business capable of serving people consistently through every season. HighlightsTop of FormBottom of Form 00:00-24:46 From Education to Real Estate Angela’s career in teaching and school administration Relocating from North Carolina to Florida Meeting Amy Davidow through relocation Learning real estate from the back end Growing from open houses into millions in production 24:46-42:34 Systems Delegation and Client Service Building systems that allow agents to grow Hiring an assistant and delegating repeatable tasks Using client events and local businesses to stay connected Hiring transaction support before marketing support Using AI to simplify client communication 42:34-56:16 Relationships Team Culture and Cancer How Angela’s own relocation shaped her client experience Applying lessons from education to real estate Building an all for one team culture Keeping the business running through cancer treatment Using the CRM team and systems when she could not work fully 56:16-01:05:06 Relocation and Northeast Florida Expertise Helping military families with PCS relocations Balancing commute schools work and lifestyle Comparing Shearwater Silverleaf Rivertown and other communities Using area tours to help families make decisions Educating buyers about future roads schools and community changes 01:05:06-01:19:09 New Construction and Lifelong Clients Evaluating how long buyers plan to stay Understanding builders products and future phases Using multiple inspections in new construction Matching communities to family activities and lifestyle Maintaining vendor connections long after closing 01:19:09-01:24:45 Current Market Challenges and Choosing the Right Agent Setting realistic seller pricing and timing expectations Helping buyers understand available negotiation options Choosing an experienced new construction agent Asking builders lenders and insurance questions Using better questions to make more informed real estate decisions Quotes: “Tell me more. What’s your end goal? How can I get you there?” – Angela Stancil “Our goal is not to make decisions. The buyer or the seller is the one making the decisions, but we are to lay out pathways.” – Angela Stancil “The lender on the buy side and the title company on the sell side literally can make or break a deal.” – Angela Stancil “The building blocks and the foundation of your business are so much more important than your business card.” – Angela Stancil To contact Angela Stancil, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook. Connect with Angela Stancil! Website: Instagram: Facebook: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #AngelaStancil #RealEstatePodcast #TeamDavidow #ColdwellBankerVanguard #NortheastFloridaRealEstate #JacksonvilleRealEstate #FlemingIslandRealEstate #ClayCountyRealEstate #StJohnsCountyRealEstate #FloridaRealEstate #RealEstateAgent #RealEstateSystems #ReferralBusiness #RealEstateMarketing #ClientRelationships #RealEstateCareer #RealEstateSuccess #RealEstateTips #RealEstateLeadership
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The Pricing Mistake Costing Clay County Sellers Thousands | Tracy Frandsen Ep. 336
08/12/2026
The Pricing Mistake Costing Clay County Sellers Thousands | Tracy Frandsen Ep. 336
If relationships built your real estate business, what are you doing today to make sure those relationships still remember you when their next move happens? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tracy Frandsen. Tracy Frandsen is a Northeast Florida real estate professional with 20 years of experience navigating booming markets, the foreclosure crisis, changing technology, and the constant evolution of the real estate industry. Her career began in 2006 in Green Cove Springs and quickly put her in the middle of one of the most challenging periods in housing history, where she worked inside a Fannie Mae brokerage managing foreclosed properties, complicated transactions, distressed homeowners, renters, repairs, valuations, and investor offers. Over the years, Tracy built a business heavily driven by repeat clients and referrals while learning that relationships alone still require consistent nurturing. She shares how working alongside her daughter in law Holly expanded the business, allowed them to combine complementary strengths, and strengthened their marketing and social media presence. Tracy also explains why brokerage support, continuous education, collaboration with other agents, neighborhood farming, staying top of mind, adaptability, and strong negotiation skills remain essential regardless of how experienced an agent becomes. HighlightsTop of FormBottom of Form 00:00 - 05:20 Tracy Frandsen’s Journey Into Real Estate Twenty years in Northeast Florida real estate Moving to Florida and working in retail Getting licensed in 2006 Discovering a love for homes and people Recognizing the long term potential of real estate 05:21 - 12:52 Surviving the Foreclosure Crisis Joining a Fannie Mae brokerage Managing dozens of foreclosed properties Working with occupied and abandoned homes Handling repairs valuations and cash for keys Learning real estate during a historic downturn 12:53 - 23:12 Training Mentorship and Bringing Holly Into the Business Why new agents need hands on support Feeling isolated without strong brokerage leadership The importance of continuous education Holly considering real estate after expecting twins Combining Tracy and Holly’s complementary strengths 23:13 - 38:59 Building a Stronger Real Estate Team Creating flexibility through partnership Dividing responsibilities based on individual strengths Holly leading marketing and social media Managing the workload behind client transactions Using brokerage support to expand capacity 39:00 - 57:44 Staying Visible and Generating Repeat Business Why referrals alone are no longer enough Using technology and brokerage resources Staying consistent during busy and slow markets Neighborhood farming through targeted outreach Remaining top of mind with past clients 57:45 - 1:18:49 Collaboration Accountability and Negotiation Adjusting when buyers change their priorities Collaborating with agents inside and outside the brokerage Using accountability and education to keep growing Learning from successful agents and trusted vendors Navigating difficult negotiations and protecting client relationships Quotes: “I love the real estate business. I love going in homes and seeing what’s being done out there. I love growth. I love collaborating with other agents that are in the same business that I’m in.” – Tracy Frandsen “There’s always something to learn.” – Tracy Frandsen “You have to stay ahead of the game.” – Tracy Frandsen “You always have to be able to adjust. You have to listen.” – Tracy Frandsen To contact Tracy Frandsen, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook. Connect with Tracy Frandsen! Website: Instagram: Facebook: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #TracyFrandsen #RealEstateExcellence #RealEstatePodcast #NortheastFloridaRealEstate #JacksonvilleRealEstate #FloridaRealEstate #RealEstateAgent #RealEstateCareer #RealEstateSuccess #RealEstateTraining #RealEstateMarketing #RealEstateReferrals #RelationshipMarketing #RealEstateTeam #RealEstateNegotiation #RealEstateMentorship #RealtorLife #RealEstateGrowth #RealEstateTechnology #RealEstateCollaboration
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What Nocatee Buyers and Sellers Get Wrong in 2026 Ep. 335 Lisa Vernon
08/04/2026
What Nocatee Buyers and Sellers Get Wrong in 2026 Ep. 335 Lisa Vernon
Would you risk losing a commission today to protect a client from making the wrong decision for their future? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Lisa Vernon. Lisa Vernon is the owner broker of Imagine Real Estate in Nocatee, Florida, a real estate professional with mortgage experience dating back to 1998 and more than 240 transactions behind her. Known by clients as the House Whisperer, Lisa shares how her early financial background, psychology education, family experiences, mentorship, and knowledge of Northeast Florida shaped her client centered approach. Lisa explains why agents need mentors, operating systems, honest pricing conversations, transaction support, and the confidence to put a client’s interests ahead of an immediate commission. She also explores the realities of selling in Nocatee, navigating roof and insurance concerns, handling emotional negotiations, avoiding lowball mistakes, protecting new construction buyers, and helping relocating families find the community where they truly belong. Listen to the full episode to discover how integrity, preparation, local expertise, and calm communication can transform difficult transactions into lasting relationships and lifelong referrals. HighlightsTop of FormBottom of Form 00:00-10:15 Lisa Vernon and the Nocatee Lifestyle Real estate market cycles and long-term value Jacksonville growth after COVID Why Lisa chose Nocatee Golf cart living and community amenities Nocatee compared with Reston Virginia 10:16-16:26 From Psychology and Mortgages to Real Estate Graduating from Flagler College Starting in consumer finance Moving into the mortgage industry Leaving the corporate cubicle environment Transitioning into real estate after motherhood 16:27-25:37 Choosing a Brokerage and Finding Mentorship Why the first brokerage matters Starting at Prudential in Ponte Vedra Beach Treating real estate like a real job Finding accountability through mentorship Building goals around family and purpose 25:38-36:31 Building Systems and Delegating the Work Creating standard operating procedures Using checklists to protect every transaction Hiring a transaction coordinator Delegating work to an assistant Keeping the client experience as the priority 36:32-46:45 Integrity Client Trust and the Wow Factor Avoiding commission breath Guiding clients toward the right community Choosing the client over the immediate sale Building trust through honesty and confidence Creating lifelong referrals through extra effort 46:46-01:28:34 Negotiations Pricing New Construction and Community Handling difficult listings and negotiations Pricing homes according to buyer demand Managing low offers without emotion Protecting buyers in new construction Helping clients find the right community fit Quotes: “It was the right choice for them, not the right choice for me. It’s not about me. It has to be about them.” – Lisa Vernon “Your job is to not let the balls drop.” – Lisa Vernon “A house is worth what a buyer is willing to pay for it.” – Lisa Vernon “I get to be a part of their family, and that’s why I do it.” – Lisa Vernon To contact Lisa Vernon, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, and LinkedIn. Connect with Lisa Vernon! 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 ##LisaVernon #RealEstateExcellence #ImagineRealEstate #HouseWhisperer #NocateeRealEstate #NocateeFlorida #JacksonvilleRealEstate #NortheastFloridaRealEstate #FloridaRealtor #RealEstateBroker #RealEstateMentorship #ClientExperience #RealEstateNegotiation #HomeSellingTips #HomeBuyingTips #NewConstructionHomes #RealEstateIntegrity #ListingAgent #RealEstateSystems #PodcastInterview
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How One YouTube Channel Built a $110M Real Estate Business in The Villages
07/28/2026
How One YouTube Channel Built a $110M Real Estate Business in The Villages
What are people arriving today getting wrong that you got wrong when you first moved to the area? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Robyn Cavallaro. Robyn Cavallaro is a real estate professional, author, educator, and local authority who has completed more than 300 transactions and surpassed 100 million dollars in sales while serving buyers and sellers in The Villages, Florida. After a failed coffeehouse placed her in bankruptcy at 56, she moved to Florida, earned her real estate license during the pandemic, and rebuilt her life using a phone, free editing tools, and a commitment to answering the questions buyers were already asking. Robyn explains how educational YouTube videos created a pipeline without paid leads, Zillow, or print advertising. She also shares why authenticity creates trust, how relocation planning calls and community tours strengthen client relationships, why agents must take responsibility for their own education, and how books, artificial intelligence, customer systems, and consistent follow up helped her become a trusted authority in a highly competitive market. Listen to the full conversation, subscribe to the Real Estate Excellence Podcast, and share this episode with an agent who wants to stop chasing leads and start attracting informed clients. HighlightsTop of FormBottom of Form 00:00 - 10:55 Rebuilding Her Life Through Real Estate Losing a business and entering bankruptcy at 56 Moving to Florida to be closer to family Earning a real estate license during the pandemic Starting YouTube with a phone and free tools Closing four homes after adding her contact information 10:55 - 20:19 Choosing the Right Brokerage Comparing commission splits and brokerage fees Beginning with Exit Realty on limited resources Moving to Florida Realty Investments Understanding the value of mentorship and support Taking responsibility for personal business growth 20:19 - 30:14 Creating Trust Through Authentic Video Producing content that solves customer problems Helping buyers purchase homes remotely Showing the problems inside each property Being authentic instead of overly polished Treating every incoming call as an opportunity 30:14 - 39:13 Becoming a Recognized Local Authority Launching Stop Chasing Start Attracting Becoming the expert buyers discover online Publishing community guides and real estate books Creating buyer journals with Canva and Amazon KDP Using artificial intelligence as a business assistant 39:13 - 49:36 Guiding Relocation Buyers Through The Villages Working with buyers relocating from across the country Understanding second homes and investment purchases Helping families downsize before moving to Florida Conducting detailed relocation planning calls Building relationships through community campus tours 49:36 - 1:10:59 Managing Transactions and Growing Through Service Managing 19 transactions within one month Representing remote buyers who never toured the homes Using a transaction coordinator and customer relationship system Maintaining communication throughout the closing process Providing value by identifying client pain and offering solutions Quotes: “It’s not about you, it’s about them. Find the pain.” – Robyn Cavallaro “Real estate is not a hard job, but you have to work hard at it.” – Robyn Cavallaro “You have to provide value in the content you’re creating and the customers will come.” – Robyn Cavallaro “You can’t be fake. You can’t be phony. You just need to be yourself and show them what you can do for them.” – Robyn Cavallaro To contact Robyn Cavallaro, learn more about her business, and make her a part of your network, make sure to follow her Website, X, Instagram, Facebook, YouTube, and LinkedIn. Connect with Robyn Cavallaro! Website: X: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #TracyHayes #RobynCavallaro #RealEstateExcellence #TracyHayes #TheVillagesFlorida #FloridaRealEstate #RealEstateAgent #YouTubeMarketing #RealEstateMarketing #ContentMarketing #PersonalBranding #RelocationSpecialist #BuyerAgent #RealEstateSuccess #AgentAuthority #StopChasingStartAttracting #RealEstatePodcast #RealEstateTraining #ClientTrust #LocalExpert #Entrepreneurship
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From Classroom to $36M: Military Relocation & St Johns County Top Real Estate Team Holly Taylor Ep 333
07/22/2026
From Classroom to $36M: Military Relocation & St Johns County Top Real Estate Team Holly Taylor Ep 333
Can real estate create genuine freedom when success still depends on being available when everyone else is off? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Holly Taylor. Holly Taylor is a former elementary and special education teacher who became a top producing St. Augustine real estate team leader serving military families, first time buyers, and growing families. She explains how she transitioned from teaching, committed fully to real estate, and built systems that allowed her business to grow while raising four children and navigating back-to-back pregnancies. Holly also breaks down why mentorship, disciplined follow up, fast Zillow response times, strong team culture, and family support are essential for long term success. Her story shows that financial freedom is built through relationships, accountability, grit, and a willingness to answer the phone when opportunity arrives. Listen to the full episode, subscribe to Real Estate Excellence, leave a five star review, and share this conversation with an agent who needs stronger systems, mentorship, and accountability. Highlights 00:00-15:49 From Teacher to Team Leader Teaching elementary and special education Choosing real estate for greater flexibility Building a career while raising four children Creating systems during back-to-back pregnancies Learning why collaboration accelerates growth 15:49-27:18 Mentorship and Zillow Growth Finding guidance as a new real estate agent Preparing financially before leaving a steady job Building a pipeline instead of chasing better splits Understanding Zillow Premier and Preferred programs Responding quickly to protect every lead opportunity 27:18-43:15 Lead Conversion and Team Culture Turning Zillow calls into appointments Building trust with both decision makers Recruiting agents with urgency and grit Creating a responsive and collaborative culture Receiving support from a committed spouse 43:15-58:42 Lessons Behind the Growth Learning from previous brokerage experiences Developing confidence as a business owner Making strategic investments in lead generation Balancing personal production with leadership Using experience to improve team training 58:42-01:13:36 Relationships Over Recognition Serving military families and relocating buyers Guiding first time buyers with patience Creating lasting relationships beyond closing Building trust through consistent communication Choosing meaningful connections over follower counts 01:13:36-01:28:56 Freedom and the Future Defining success through family and relationships Creating financial freedom through real estate Planning the continued growth of the Taylor Team Supporting agents through mentorship and accountability Closing reflections on building a fulfilling life Quotes: “I love real estate for the financial freedom that it has created.” – Holly Taylor “A lot of people think that it is an island business, and you need to lean on other people.” – Holly Taylor “If I were to go back to 2019 when I got my license, I would say get a mentor right away.” – Holly Taylor “Real estate I can teach. Are you a good person? Are people going to like you, and do you want to work?” – Holly Taylor To contact Holly Taylor, learn more about her business, and make her a part of your network, make sure to follow her Website and Instagram. Connect with Holly Taylor! 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 #TracyHayes #HollyTaylor #RealEstateExcellence #RealEstatePodcast #StAugustineRealEstate #FloridaRealEstate #RealtorSuccess #RealEstateTeam #RealEstateMentor #ZillowLeads #LeadConversion #MilitaryRelocation #FirstTimeHomeBuyer #WomenInRealEstate #TeacherToRealtor #RealEstateSystems #TeamCulture #AgentTraining #RealEstateLeadership #WorkLifeIntegration #RelationshipBasedBusiness
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From Command to Closing: What 30 Years in the Army Taught Her About Real Estate. Traci Crawford Ep. 332
07/15/2026
From Command to Closing: What 30 Years in the Army Taught Her About Real Estate. Traci Crawford Ep. 332
What was the moment you knew real estate was what came next after 30 years in uniform? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Traci Crawford. Traci is a retired United States Army Colonel, former military nurse, Global Real Estate Advisor, Broker Associate, Certified Residential Specialist, and Military Relocation Professional serving families throughout Northeast Florida. After 30 years of military service, Traci entered real estate with the same commitment to education, leadership, preparation, and compassionate service that guided her military career. Traci explains how she built a business after arriving in Jacksonville with a limited local network, earned the trust of military families relocating under demanding PCS timelines, and guides clients who sometimes purchase homes without seeing them in person. She also discusses brokerage selection, continuing education, VA loan misconceptions, buyer preparation, Nocatee living, professional partnerships, and why every successful agent needs someone who can recognize their blind spots. Listen to the full episode to discover how military leadership, continuing education, trusted partnerships, and genuine care can transform a real estate career. Share this conversation with a military family preparing for a PCS move, a veteran considering a new career, or an agent who wants to provide a higher level of service. HighlightsTop of FormBottom of Form 00:00-08:10 Military Service and Leadership Growing up with military influence Receiving an Army ROTC scholarship Beginning a career as a military nurse Supporting injured service members Advancing through education and leadership 08:10-18:00 Choosing Real Estate After Retirement Discovering an early interest in homes and architecture Choosing family time over becoming a nurse practitioner Earning a Florida real estate license Interviewing brokerages before choosing one Closing 11 transactions during the first year 18:00-32:58 Trust and Professional Partnership Transferring military skills into real estate Building repeatable systems through education Serving military families during PCS moves Guiding clients purchasing homes sight unseen Creating a trusted partnership with Pamela Hoffman 32:58-45:31 Jacksonville Relocation and Buyer Preparation Recognizing real estate as the next service focused career Overcoming uncertainty and imposter syndrome Understanding the culture and lifestyle of Nocatee Matching neighborhoods with schools and commute priorities Preparing financing before beginning the home search 45:31-01:02:14 VA Loans and Military Buyer Myths Addressing outdated beliefs about VA financing Explaining VA offers to sellers and listing agents Understanding appraisal and property condition requirements Preparing for closing costs and credit reviews Working with knowledgeable local professionals 01:02:14-01:21:30 Growth and Lasting Service Selecting a brokerage that supports continued growth Aligning with ONE Sotheby’s International Realty Applying military standards to luxury level service Using continuing education as a competitive advantage Building a career based on trust and relationships Quotes: “Education is everything. It helps you know what you need to do and make the best decisions.” – Traci Crawford “I honestly believe that caring about people is integral to real estate because people want to be seen and heard.” – Traci Crawford “I take very seriously the trust that they put in me, especially those who are purchasing sight unseen.” – Traci Crawford “It is nice to know that there is someone in your corner who is rooting for you and who you know 100 percent has your back.” – Traci Crawford To contact Traci Crawford, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, YouTube, and LinkedIn. Connect with Traci Crawford! Website: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #TracyHayes #TraciCrawford #RealEstateExcellence #MilitaryRelocation #VeteranRealtor #ArmyVeteran #JacksonvilleRealEstate #NortheastFloridaRealEstate #NocateeRealEstate #PonteVedraRealEstate #VALoan #PCSMove #MilitaryFamilies #RealEstateLeadership #RealEstateEducation #HomeBuying #SightUnseenHomeBuying #RealEstateAdvisor #BrokerAssociate #ONESothebys #ClientTrust
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From Teacher to Top Agent: Debora McCarty on Jacksonville Real Estate, Deals That Almost Died & What It Takes to Survive This Market
07/08/2026
From Teacher to Top Agent: Debora McCarty on Jacksonville Real Estate, Deals That Almost Died & What It Takes to Survive This Market
What happens when real estate stops being about the transaction and becomes about truly listening to people? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Debora McCarty. Debora is a Watson Realty real estate professional serving Jacksonville, Saint Johns County, and surrounding Northeast Florida communities after a career path that began in Brazil, continued through family life and teaching, and eventually led her into real estate. Her story shows how teaching, patience, community involvement, and deep preparation shaped the way she guides buyers and sellers through complicated decisions. In this conversation, Debora shares why education gives agents confidence, why consistency matters more than shortcuts, how relationships can become the foundation of a sustainable business, and why sellers must understand today’s market as an adjustment rather than a collapse. Listen to the full episode to hear how Debora uses calm guidance, local knowledge, and genuine care to help clients navigate Northeast Florida real estate with confidence. HighlightsTop of FormBottom of Form 00:00 - 09:24 From Brazil To The Classroom To Real Estate Brazilian background and move to the United States Life as a homemaker and community volunteer Teaching certification after divorce Computer education at Fruit Cove Middle School Choosing real estate after years of interest 09:24 - 18:07 Why Education Creates Confident Agents Passing the real estate exam on the first try Learning through Watson and NEFAR classes Why agents should repeat important courses The risk of using outdated forms Researching success through coaching and online learning 18:07 - 29:39 Building A Business Through Relationships Consistency as the key for new agents Ninja Selling and relationship-based business Staying connected through notes and follow up Helping clients beyond a simple transaction Matching buyers and sellers by listening closely 29:39 - 44:08 Turning Client Care Into Referrals Creating client experiences worth talking about Helping a family before they were ready to sell Earning referrals through patience and trust Handling difficult transactions with office support Inspection issues and polybutylene piping challenges 44:08 - 53:02 Navigating Market Taxes And Location Choices Florida property tax relief conversation Homestead portability and long-term savings Tax shock with new construction purchases Jacksonville and Saint John’s lifestyle questions Low interest rates and seller motivation 53:02 - 01:18:09 Motivation Technology And Lasting Success Understanding why a client really wants to move Guiding clients through rate concerns Using technology and AI as real estate tools Building trust through knowledge and communication Final advice on service education and consistency Quotes: “I love helping people.” – Debora McCarty “If you know your work, you know your trade, you can provide that best service for your client.” – Debora McCarty “You have to continue your education.” – Debora McCarty “I want to become the best real estate agent I can possibly be for my clients.” – Debora McCarty To contact Debora McCarty, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, YouTube, and LinkedIn. Connect with Debora McCarty! Website: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #TracyHayes #RealEstateExcellence #DeboraMcCarty #WatsonRealty #JacksonvilleRealEstate #SaintJohnsCounty #NortheastFloridaRealEstate #FloridaRealtor #RealEstateAgent #RealEstateEducation #ClientFirst #RelationshipMarketing #NinjaSelling #HomeBuying #HomeSelling #RealEstatePodcast #JacksonvilleHomes #SaintJohnsHomes #RealEstateTips #MarketKnowledge #RealtorLife
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The Deed That Shouldn't Exist: Deed Fraud, Probate Reality, and Protecting Inherited Property | Tammy Legette
07/01/2026
The Deed That Shouldn't Exist: Deed Fraud, Probate Reality, and Protecting Inherited Property | Tammy Legette
What does the new threat look like for inherited properties right now? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tammy Legette. Tammy is a Charlotte based real estate broker, inherited property specialist, author, and founder of Inherited Property Navigator. In this episode, she shares how her own family experiences with probate, foreclosure risk, heir disputes, and deed fraud shaped her mission to educate families and real estate professionals before inherited property becomes a crisis. Tammy explains why inherited property is not the same as a normal real estate transaction. She breaks down the importance of opening an estate, identifying rightful heirs, securing proper authority to sell, checking deeds, understanding family dynamics, and protecting generational wealth before grief, confusion, or fraud takes control. Listen to the full episode, share it with a family member or real estate professional who handles inherited property, and subscribe to the Real Estate Excellence Podcast for more conversations that protect clients and strengthen the industry. HighlightsTop of FormBottom of Form 00:00 - 16:52 Inherited property begins with grief and responsibility Tammy’s path from moving company owner to real estate broker Early real estate marketing and client building REO work and mortgage industry experience Her mother’s passing and the 15 inherited homes Why inherited property is not a normal real estate listing 16:52 - 30:46 Estate planning before the family crisis Tammy turns her personal experience into public education Families learn why an estate must be opened Legal heirs and administrators create early confusion Wills, trusts, and planning protect generational wealth Legal costs can drain the value of inherited property 30:46 - 47:05 The fraudulent deed that exposed the system The story behind From Death to Disposition Her grandfather’s estate reveals a false affidavit A deed appears after death with impossible signatures The property is nearly sold without rightful heirs included Tammy begins fighting for deed fraud prevention 47:05 - 55:19 Family myths that destroy inherited wealth Why property does not automatically transfer after death Living in the home does not guarantee ownership Siblings need clear conversations before grief arrives Administrators carry serious legal responsibility Families need a plan before conflict takes over 55:19 - 01:03:05 What agents must verify before the deal Buyer agents should ask for estate authority documents Listing agents must confirm who can legally sell Title problems can appear late and stop the closing New deeds should be compared with prior deeds AI makes deed fraud harder to detect 01:03:05 - 01:16:44 Protecting homeowners from title fraud Paid off homes can become easier fraud targets Mortgaged homes can still be vulnerable Families should regularly check property records Agents need better probate and fraud awareness Tammy shares how education can protect family wealth Quotes: “Inherited property is a different, totally different animal.” – Tammy Legette “Selling homes, that is the end product. The beginning product is the grief.” – Tammy Legette “One small disagreement can destroy your whole estate.” – Tammy Legette “All it takes is a pen and someone willing to go and record a document that says they own your home.” – Tammy Legette To contact Tammy Legette, learn more about her business, and make her a part of your network, make sure to follow her Website, X, Instagram, YouTube, and LinkedIn. Connect with Tammy Legette! Website: X: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #TracyHayes #RealEstateExcellence #TammyLegette #InheritedProperty #InheritedPropertyNavigator #ProbateRealEstate #EstatePlanning #DeedFraud #TitleFraud #GenerationalWealth #RealEstateAgents #RealtorEducation #RealEstatePodcast #FamilyProperty #HeirProperty #ProbateSpecialist #EstateAdministration #RealEstateTraining #PropertyRights #TitleSearch #HomeownerProtection
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From $38M Agent to Broker Owner: What Tanya Cosmini Learned the Hard Way | Ep. 329
06/24/2026
From $38M Agent to Broker Owner: What Tanya Cosmini Learned the Hard Way | Ep. 329
What happens when agents realize the support they thought they had is not actually there when a deal starts falling apart? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tanya Cosmini. Tanya is a broker owner, real estate leader, and producing agent who returned to the Real Estate Excellence Podcast to share what she has learned after nearly four years of running Realty One Group Elevate. Tanya Cosmini discusses the reality of opening and leading a brokerage, why recruiting is a longer game than expected, and how true agent support shows up in moments of stress. Tanya also explains why she still sells real estate, how consistency beats shiny objects, and why knowing the contract is one of the strongest ways agents can protect their clients. They also dig into new agent training, collaborative culture, realtor safety, pricing strategy, and the market shift in St. Johns County. Tanya makes it clear that successful agents need support, discipline, safety awareness, and the humility to keep learning from both wins and losses. Listen to the full episode, share it with an agent who needs stronger support, and subscribe to the Real Estate Excellence Podcast for more conversations with top real estate professionals. HighlightsTop of FormBottom of Form 00:00-11:08 Brokerage lessons and real support Tanya returns to the podcast after launching Realty One Group Elevate She reflects on what changed after becoming a broker owner Tanya explains why she expected more deal saving and conflict She shares how supporting agents builds confidence during stressful moments She explains why still selling real estate keeps her connected to the market 11:08-20:44 Recruiting agents and brokerage support Tanya explains why recruiting takes longer than expected She describes the one-to-two-year recruiting cycle Support becomes the main reason agents consider changing brokerages She shares why agents from other brokerages still call her for help Technology matters but most top agents already have their own systems 20:44-24:15 Consistency beats shiny objects Tanya calls out shiny object syndrome in real estate She says consistency is the real secret sauce Agents need consistent calls, open houses, and sphere work AI and automation can help but cannot replace real conversations Tanya reminds agents that the phone still matters 24:15-31:54 Training new agents and building culture Tanya explains her slow fast approach for new agents New agents need a strong foundation before chasing quick closings Her brokerage provides weekly training, calls, and appointment support Mentorship and coaching are built into the brokerage culture Tanya explains why collaborative agents thrive and scarcity minded agents leave 31:54-43:11 Contract lessons and realtor safety Tanya shares a difficult buyer broker agreement situation She explains the importance of doing the full buyer consult She encourages agents to use Forewarn before meeting strangers Tracy and Tanya discuss trusting intuition and avoiding unsafe situations Tanya shares practical safety steps like sharing location and using a code call 43:13-01:33:47 Pricing strategy in St. Johns County Tanya says many agents still think homes will sell themselves Pricing remains the most important factor in getting a home sold Great photos and marketing cannot overcome the wrong price St. Johns County demand does not erase the need for strategic pricing Sellers need to understand what happens when a home is listed too high Quotes: “My goal is to foster a collaborative culture with an abundance mindset.” – Tanya Cosmini “Real estate is a practice. It’s not, you’re never going to master it.” – Tanya Cosmini “The secret sauce in real estate is consistency.” – Tanya Cosmini “You can win deals and protect your customers by knowing the contract.” – Tanya Cosmini To contact Tanya Cosmini, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, and LinkedIn. Connect with Tanya Cosmini! 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 #TracyHayes #TanyaCosmini #RealEstatePodcast #RealEstateBroker #BrokerOwner #RealtyOneGroupElevate #RealEstateAgents #AgentSupport #RealEstateTraining #RealEstateRecruiting #RealEstateCoaching #RealEstateMentor #RealEstateContracts #RealtorSafety #Forewarn #StJohnsCountyRealEstate #RealEstatePricing #OpenHouses #RealEstateConsistency
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The Trilingual Agent Closing Deals in Jacksonville's Buyer's Market | Claudia Hernandez, Ep. 328
06/17/2026
The Trilingual Agent Closing Deals in Jacksonville's Buyer's Market | Claudia Hernandez, Ep. 328
How different would your results be if you stopped focusing on commission splits and started focusing on the tools, mentorship, and systems that actually help you succeed? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Claudia Hernandez. Claudia Hernandez is a Jacksonville real estate agent with Coldwell Banker Anandale Basin Realty who specializes in helping buyers, first time homeowners, veterans, and relocating families navigate the home buying process. Fluent in Spanish, English, and French, Claudia brings a unique perspective shaped by her journey from Mexico to Florida and her background in translation and interpretation. Claudia shares how mentorship, technology, and the right brokerage transformed her career from having no clients to building a thriving real estate business. She discusses the importance of setting expectations, guiding first time buyers, leveraging AI responsibly, serving Spanish speaking clients, and creating confidence through education and communication. Her story highlights perseverance, adaptability, and the value of surrounding yourself with the right people and systems. If you enjoyed this episode, subscribe to the Real Estate Excellence Podcast, leave a review, and share this conversation with a real estate professional, homebuyer, or entrepreneur who wants to learn how mentorship, technology, and persistence can accelerate success. HighlightsTop of FormBottom of Form 00:00 - 13:42 Building Trust and Creating Buyer Confidence Setting expectations from the first conversation Creating a stress-free buying experience Using transaction coordinators for client support Helping first time buyers feel comfortable Building credibility through communication 13:42 - 28:15 Technology Mentorship and Modern Real Estate Choosing brokerage value over commission splits Why mentorship accelerates growth Using AI as a real estate tool Combining technology with human expertise Learning from experienced professionals 28:15 - 42:08 From Mexico to Jacksonville Growing up in Puebla Mexico Starting a career in Cabo San Lucas Learning from an international mentor Discovering Jacksonville neighborhoods Developing a passion for real estate 42:08 - 56:37 Overcoming Challenges and Starting From Scratch Working at a golf course community Saving money for real estate education Learning contracts in Spanish first Passing the licensing exam after setbacks Navigating early career struggles 56:37 - 01:12:04 Finding the Right Brokerage and Support System Recognizing limitations in previous training The importance of hands-on experience Discovering Coldwell Banker Anabasis Meeting Bryce and embracing innovation Turning opportunities into business growth 01:12:04 - 01:28:16 Helping Buyers Achieve Homeownership Supporting Spanish speaking families Explaining contracts with clarity Guiding first time home buyers Helping veterans maximize VA benefits Creating successful outcomes for clients Quotes: "I absolutely love having a connection with people." – Claudia Hernandez "When I believe in something and I fall in love with it, it is very easy for me to transmit that feeling." – Claudia Hernandez "AI is never going to replace a human. It is a tool." – Claudia Hernandez "If I put my mind into something, it is going to happen." – Claudia Hernandez To contact Claudia Hernandez, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook. Connect with Claudia Hernandez! Website: Instagram: Facebook: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #ClaudiaHernandez #RealEstateExcellence #JacksonvilleRealEstate #FloridaRealEstate #HomeBuying #FirstTimeHomeBuyer #VeteransBenefits #VALoan #RealEstateAgent #ColdwellBanker #Mentorship #ArtificialIntelligence #RealEstateTechnology #JacksonvilleFlorida #RelocationExpert #SpanishSpeakingAgent #HomeOwnership #RealEstateCareer #BusinessGrowth #Podcast
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Wire Fraud, Fake Payoffs & Stolen Titles: What's Really Happening at Closing with Megan Lopez
06/10/2026
Wire Fraud, Fake Payoffs & Stolen Titles: What's Really Happening at Closing with Megan Lopez
If a hidden lien, fraudulent seller, or wire scam surfaced after closing, would you know who is actually protecting your ownership rights? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Megan Lopez. Megan is an Agent Account Manager with Fidelity National Financial and a title insurance expert serving Northeast Florida. Drawing from a family background deeply rooted in real estate and title work, Megan explains the critical role title insurance plays in protecting homeowners, lenders, agents, and real estate transactions from hidden risks. Throughout the conversation, Megan breaks down the differences between owner and lender title policies, discusses real world fraud cases involving seller impersonation and wire fraud, and explains how title professionals verify ownership, resolve title defects, and protect consumers from costly claims. She also shares insights into Fidelity's underwriting process, fraud prevention strategies, and the ongoing importance of human expertise in an increasingly digital real estate landscape. If you found value in this episode, subscribe to the Real Estate Excellence Podcast, share this episode with fellow real estate professionals, and leave a review to help more buyers, sellers, agents, and lenders stay informed and protected. HighlightsTop of FormBottom of Form 00:00 - 09:43 Megan's Journey Into Title Insurance and Real Estate · Family background in title and real estate · Starting as a receptionist in a real estate law firm · Becoming a licensed title agent · Moving to Jacksonville and joining Fidelity · Understanding the role of a title underwriter 09:43 - 18:29 Understanding Title Searches and Title Insurance Protection · How title searches are performed · Identifying liens mortgages and ownership issues · The relationship between title companies and underwriters · Differences between owner and lender policies · Why title insurance matters for every buyer 18:29 - 25:54 Real World Claims and Hidden Risks Homeowners Face · Common title insurance claims · Unknown heirs and probate disputes · Mechanic lien issues in new construction · Tax judgments and outstanding debts · How title insurance protects property ownership 25:54 - 34:40 Seller Fraud and Identity Verification Challenges · Rise of seller impersonation fraud · Vacant land fraud schemes · Warning signs agents should recognize · Identity verification best practices · Technology tools used to detect fraud 34:40 - 48:15 Wire Fraud Threats and Transaction Security · How wire fraud attacks happen · Email compromise and phishing schemes · Fake lenders and fraudulent instructions · Secure portals and verification platforms · Protecting buyers sellers and escrow funds 48:15 - 01:05:37 Fidelity's Role Supporting Agencies and Protecting Consumers · Education and training for agents and lenders · Marketing and growth support for title agencies · Underwriting expertise for complex transactions · Escrow oversight and reconciliation reviews · The future of title insurance and consumer protection Quotes: "I don't think AI will completely take over what title professionals do day in and day out." – Megan Lopez "The owner's policy is paid once at closing and protects them for the life of them owning that home." – Megan Lopez "We're seeing a lot of fraud and those are usually the biggest losses." – Megan Lopez "The more we all are informed and educated about the benefits of title insurance, the dangers of fraud, it protects us all." – Megan Lopez To contact Laura Megan Lopez, learn more about her business, and make her a part of your network, make sure to follow her website, Instagram, and LinkedIn. Connect with Megan Lopez! Website: Instagram: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #MeganLopez #TitleInsurance #RealEstate #RealEstateExcellence #HomeOwnership #PropertyProtection #FidelityNationalFinancial #RealEstateFraud #WireFraud #TitleSearch #HomeBuying #RealEstateAgent #MortgageLending #OwnerPolicy #LenderPolicy #PropertyOwnership #EscrowSecurity #FraudPrevention #RealEstateEducation #JacksonvilleRealEstate
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Dominating Durbin Crossing, Building REMAX Welcome Home & Why She Bet on St. Johns County During the Rate Crisis | Laura Jean Ranneklev
06/03/2026
Dominating Durbin Crossing, Building REMAX Welcome Home & Why She Bet on St. Johns County During the Rate Crisis | Laura Jean Ranneklev
As AI changes how consumers search for homes and choose agents, are real estate professionals adapting fast enough to stay relevant? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Laura Jean Ranneklev. Laura Jean Ranneklev is the broker owner of RE/MAX Welcome Home, a marketing expert, and one of Northeast Florida's top performing real estate leaders. In this conversation, she shares her journey of opening a brokerage during a challenging market, navigating major industry changes, and embracing emerging technology to create opportunities for agents and clients alike. Laura dives deep into the growing impact of artificial intelligence in real estate, explaining how agents can use AI powered tools, blogging, video marketing, and hyperlocal content to build stronger brands and generate more business. She also discusses leadership, agent development, luxury marketing, and why staying involved with agents on a daily basis is critical for long term success. If you enjoyed this episode, subscribe to the Real Estate Excellence Podcast, leave a review, and share this conversation with a real estate professional looking to leverage AI, marketing, and leadership to grow their business. HighlightsTop of FormBottom of Form 00:00–04:30 RE/MAX Transition, Real Merger & Brokerage Growth Choosing RE/MAX RE/MAX–Real Merger Franchise Launch Brokerage Rebranding Technology Evaluation 04:31–09:32 AI's Impact on Real Estate & Business Strategy ChatGPT & Claude AI Marketing Tools Business Strategy Prompt Engineering Future of AI 09:33–23:14 Marketing, Lifestyle Selling & Hyperlocal Content Lifestyle Marketing Buyer Avatars Video Content Blogging & SEO Hyperlocal Branding 23:15–35:42 Laura's Journey into Real Estate & Leadership Philosophy Move from New York Real Estate Career Start Brokerage Experience Agent Mentorship Leadership Development 35:43–42:00 Technology, Agent Support & Building a Modern Brokerage Agent Coaching Brokerage Culture RE/MAX Technology Real Integration Leadership by Example 42:01–01:09:20 Market Expertise, Farming & Client-Centered Selling Market Timing Durbin Crossing Success Geographic Farming Personal Branding Client Education Quotes: "If you would've asked me what's the one thing that motivates me right now, I would say AI." – Laura Jean Ranneklev "It really gets to know your personality, and then it's amazing the ideas that come back." – Laura Jean Ranneklev "I think being a leader that's involved, a leader that leads by example, is very important." – Laura Jean Ranneklev "It's not enough. If you're not going to use the tools that it can do, then it's just a static page." – Laura Jean Ranneklev To contact Laura Jean Ranneklev, learn more about her business, and make her a part of your network, make sure to follow her website. Connect with Laura Jean Ranneklev! Website: Instagram: Facebook: YouTube: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #LauraJeanRanneklev #RealEstateExcellence #REMAX #REMAXWelcomeHome #RealEstateMarketing #AIForRealtors #ArtificialIntelligence #LuxuryRealEstate #BrokerOwner #RealEstateLeadership #RealEstateTechnology #HyperlocalMarketing #ContentMarketing #VideoMarketing #BloggingStrategy #FloridaRealEstate #StJohnsCounty #AgentSuccess #RealEstateGrowth #DigitalMarketing
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25 Years of Jacksonville Real Estate: Laila Hassan on Luxury, Grit, and Getting Sellers More Money
05/27/2026
25 Years of Jacksonville Real Estate: Laila Hassan on Luxury, Grit, and Getting Sellers More Money
What does it really take to survive real estate crashes, rebuild from scratch, and still dominate a competitive market decades later? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Laila Hassan. Laila is a Jacksonville born real estate expert with more than 25 years of experience spanning lending, short sales, luxury real estate, and market negotiations. In this episode she shares how she survived the 2008 crash, built her business while raising two children, and became one of the most trusted names in Northeast Florida real estate. Laila opens up about the emotional side of real estate, why listening matters more than selling, and how grit carried her through the toughest years of the market. She also breaks down Jacksonville growth opportunities, luxury client expectations, why AI cannot replace great agents, and what truly separates top producers from everyone else. Follow the show for more conversations with top real estate professionals, market experts, and business leaders shaping the future of Jacksonville real estate. HighlightsTop of FormBottom of Form 00:00 - 12:59 Early Real Estate Career and Lending Lessons Getting started in real estate in 2001 Why she failed early in the business Transitioning into mortgage lending The chaos of pre 2008 lending Surviving the market crash with grit 13:00 - 25:11 Building a Business Through Hardship Working through the recession years Supporting a family on commission income Selling low priced homes just to survive Returning to real estate full time Becoming a short sale specialist 25:12 - 37:28 Relationships Follow Up and Jacksonville Growth Why follow up creates long term success The importance of listening to clients How emotional life events affect buyers Building trust through client care Jacksonville market growth opportunities 37:29 - 49:04 Luxury Real Estate and Market Insights Transitioning into luxury real estate What high end buyers expect from agents Why concierge level service matters Thoughts on Jacksonville market conditions Why certain homes still get multiple offers 49:05 - 1:03:10 Real Estate Trends AI and Industry Changes Why AI cannot replace great agents The value of office culture and collaboration Lessons learned from top producing agents How experienced agents handle negotiations The reality behind commission-based careers 1:03:11 - 1:17:48 Success Mindset and Future Outlook Breaking sales records at Christies The mindset required to stay successful How she approaches difficult clients Why Jacksonville still has major upside Advice for new agents entering the business Quotes: “I love helping people. I love seeing the joy on their faces.” – Laila Hassan “My kids were not going to suffer.” – Laila Hassan “You can’t just let a client go and expect them to remember you.” – Laila Hassan “It’s so important to really understand what clients need not just hearing them but truly listening to them.” – Laila Hassan To contact Laila Hassan, learn more about her business, and make her a part of your network, make sure to follow her website. Connect with Laila Hassan! Website: https://www.jaxrealestateagent.com Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #JacksonvilleRealEstate #LuxuryHomes #LailaHassan #RealEstateAgent #HousingMarket #LuxuryRealEstate #ShortSales #Jacksonville #FloridaRealEstate #TopRealtor #HomeBuying #HomeSelling #MarketUpdate #Entrepreneur #WomenInBusiness #RealEstatePodcast #InvestmentProperty #LuxuryLiving #BusinessGrowth
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From Puerto Rico to Jacksonville's Best Realtor: 300 Families, a 16-Agent Team, and Why Full-Price Agents Always Win | Joselyn Reyes
05/22/2026
From Puerto Rico to Jacksonville's Best Realtor: 300 Families, a 16-Agent Team, and Why Full-Price Agents Always Win | Joselyn Reyes
Can AI ever replace the personal connection of a trusted real estate agent? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Joselyn Reyes, Joselyn Reyes is a top producing Jacksonville real estate agent, team leader, and mentor who shares her journey from solo agent to leading a fast growing 16 person real estate team. She opens up about the challenges of balancing business, motherhood, mentorship, and leadership while staying authentic in a constantly evolving market. Joselyn discusses Jacksonville’s explosive growth, why so many buyers are relocating from places like New York, Puerto Rico, Miami, and California, and where the best opportunities exist for first time homebuyers. She also explains why relationships, trust, and personalized service will always matter more than technology in real estate. If you enjoyed this episode, subscribe to the Real Estate Excellence Podcast, leave a review, and share this episode with someone looking to grow in real estate or relocate to Jacksonville. HighlightsTop of FormBottom of Form 00:00 - 08:33 Why AI Cannot Replace Real Estate Agents Personalized customer service matters Building trust during transactions From Puerto Rico dream to real estate success Mentoring new agents in Jacksonville Learning balance after burnout 08:33 - 18:00 Building a Successful Real Estate Team Launching the IMAX Team Creating accountability and team culture Leading weekly sales meetings Why mentorship changes careers Growing from 7 to 16 agents 18:00 - 31:05 Why Buyers Are Moving to Jacksonville Relocation trends from New York and Puerto Rico Why St Johns County attracts families Beach communities attracting retirees SilverLeaf versus Nocatee discussion How affordability drives migration 31:05 - 47:40 Best Opportunities for First Time Buyers Affordable areas in Jacksonville New construction versus older homes Why land ownership creates wealth Manufactured homes as investment opportunities Growth potential in Baker County and Callahan 47:40 - 01:08:20 Balancing Motherhood and Real Estate Leadership Managing family and business life Setting boundaries to avoid burnout Supporting agents through challenges Creating long term relationships Why authenticity matters in leadership 01:08:20 - 01:32:57 The Future of Real Estate and Personal Branding Why relationships still win in real estate Providing value in a competitive market How agents can stand out online Continuous learning and adapting Advice for new real estate professionals Bottom of Form Quotes: “We are not gonna be replaced by AI because people still want that one on one service.” – Joselyn Reyes “You gotta be authentic. You gotta be informative. You gotta offer something of value.” – Joselyn Reyes “I always saw myself as a solo agent but I fell in love with helping other agents grow.” – Joselyn Reyes “You have to have boundaries in this business and that’s something I did not have.” – Joselyn Reyes To contact Joselyn Reyes, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook. Connect with Joselyn Reyes! Website: Instagram: Facebook: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #JoselynReyes #RealEstateExcellence #JacksonvilleRealEstate #FloridaRealEstate #RealEstatePodcast #TeamBuilding #FirstTimeHomeBuyer #JacksonvilleFlorida #StJohnsCounty #Nocatee #SilverLeaf #RealEstateAgent #WomenInRealEstate #RealEstateLeadership #HousingMarket #RelocationExpert #MilitaryRelocation #RealEstateCoach #Entrepreneurship #HomeBuying
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Military Families, Builder Secrets & the NE Florida Market in 2026 | Marissa Scott
05/18/2026
Military Families, Builder Secrets & the NE Florida Market in 2026 | Marissa Scott
Can today’s real estate agents survive without mastering relationships and adapting to market changes? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Marissa Scott. Marissa is a top producing Northeast Florida Realtor, military relocation expert, mentor, and worship leader with nearly 19 years of experience in the real estate industry. In this episode, she shares how the Jacksonville market is evolving, why affordability and interest rates are reshaping buyer behavior, and how military families are approaching housing decisions differently than they did just a few years ago. Marissa also opens up about the emotional side of real estate, mentoring new agents, handling difficult listings, maintaining client trust, and why relationships continue to matter more than technology. The conversation dives deep into pricing strategies, market corrections, insurance costs, builder incentives, and the mindset required to survive long term in today’s competitive housing market. Follow the podcast for more conversations with top real estate professionals, market leaders, and entrepreneurs shaping the future of the industry. HighlightsTop of FormBottom of Form 00:00 - 06:18 Jacksonville Market Shifts and Interest Rates Market correction after COVID pricing Why buyers are waiting on the sidelines Builder incentives and rate buydowns VA loan assumptions challenges Affordability concerns in Northeast Florida 06:18 - 14:41 Military Relocation and Buyer Trends Work from home migration slowdown Military families choosing rentals again Traffic and commute considerations Why Jacksonville remains attractive New construction versus resale decisions 14:41 - 25:22 Mentoring New Real Estate Agents Unrealistic expectations from social media Why relationships matter more than technology Overreliance on ChatGPT and Google Importance of training and field experience Staying positive during market challenges 25:22 - 35:48 Jacksonville Rankings and Pricing Strategy Jacksonville ranked buyer friendly market Why Northeast Florida stands out St Augustine and Amelia Island appeal Pricing homes correctly from day one Weekly seller communication strategies 35:48 - 42:15 Difficult Clients and Trust in Business Losing a listing despite strong effort Working with friends and acquaintances Emotional investment in transactions Trust issues in client relationships Lessons from difficult deals 42:15 - 50:25 Military Housing and Insurance Challenges BAH and affordability conversations Choosing neighborhoods near bases Insurance costs impacting buyers Why military buyers choose new construction Annual insurance shopping adviceTop of Form Bottom of Form Quotes: “As a new agent, you have to learn and you learn by making mistakes.” – Marissa Scott “This business is about relationship.” – Marissa Scott “The best information that you'll get is when you go out there and start doing these transactions.” – Marissa Scott “When you pour your heart and your soul into a transaction, that’s not just business for me.” – Marissa Scott To contact Marissa Scott, learn more about his business, and make him a part of your network, make sure to follow his Website, X, Instagram, Facebook, and LinkedIn. Connect with Marissa Scott! Website: X: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #JacksonvilleRealEstate #MilitaryRelocation #FloridaRealEstate #HousingMarket #MortgageRates #NewConstruction #VAHomeLoan #RealEstateAgent #RealtorLife #HomeBuying #HomeSelling #JacksonvilleFL #StAugustine #AmeliaIsland #RealEstatePodcast #Buffini #MarketUpdate #NortheastFlorida #Entrepreneur
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What a Builder Insider Knows About Tampa Real Estate That Most Agents Don't | Craig Kincheloe
05/11/2026
What a Builder Insider Knows About Tampa Real Estate That Most Agents Don't | Craig Kincheloe
Is Florida real estate really a buyer’s market or does the answer depend entirely on the property type location and strategy? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Craig Kincheloe. Craig Kincheloe is a Tampa native luxury real estate specialist licensed lender and former new construction sales expert with more than 23 years of experience in Florida real estate. In this episode Craig shares how he evolved through every major market shift from the 2008 housing crash to short sales investing luxury real estate and navigating today’s changing condo and insurance landscape. Craig explains why market conditions vary dramatically depending on property type neighborhood and price point. He shares insider builder negotiation strategies luxury listing marketing techniques the growing role of AI in real estate and why understanding data and buyer psychology creates better outcomes for clients. The conversation also dives into condo assessments Florida insurance challenges and the hidden opportunities available in today’s market. If you enjoyed this episode, be sure to subscribe share this episode with another real estate professional and leave a review for the Real Estate Excellence Podcast. Highlights 00:00 - 05:18 Florida Market Trends and Buyer Conditions Why every market depends on property type The impact of inventory and location differences How pricing changes by neighborhood and zip code Why some homes sell immediately while others sit Understanding today’s buyer versus seller market 05:18 - 13:42 Craig’s Real Estate Journey and Builder Expertise Starting in real estate at 22 years old Learning sales through new construction communities Understanding how builders think and operate Why builder negotiations are completely different Hidden incentives buyers miss without representation 13:42 - 21:50 Surviving the Crash and Building Through Short Sales Transitioning during the 2008 housing collapse Helping investors buy builder inventory creatively Launching a short sale negotiation company Managing over 120 distressed listings at once Why relationships mattered during difficult negotiations 21:50 - 34:12 Luxury Buyers Data and AI in Real Estate Using market data to guide buyer decisions How rare properties create urgency for buyers Working with high-net-worth luxury clients Using AI to strengthen negotiation strategies Why local expertise still beats artificial intelligence 34:12 - 47:36 Breaking Records and Marketing Luxury Listings Creating buyer avatars for luxury properties Selling homes far above neighborhood comps Why storytelling creates emotional connection Fixing expired listings through better presentation How staging lighting and positioning affect sales 47:36 - 01:00:00 Florida Insurance Condo Risks and Market Opportunities Why insurance rates may finally be stabilizing Preparing buyers for inspection and insurance issues The complexity of Florida condo transactions Reviewing condo financials and structural reports Using AI tools to analyze condo health Top of FormBottom of Form Quotes: “No deal is the same. No transaction’s the same.” – Craig Kincheloe “We fall to the level of our systems and processes.” – Craig Kincheloe “The best predictor of the future is the past.” – Craig Kincheloe “Each showing is more valuable. You have to make the most of each showing as an agent.” – Craig Kincheloe To contact Craig Kincheloe, learn more about his business, and make him a part of your network, make sure to follow his Website, Instagram, Facebook, and LinkedIn. Connect with Craig Kincheloe! Website: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #FloridaRealEstate #TampaRealEstate #LuxuryHomes #CraigKincheloe #RealEstateInvesting #NewConstruction #LuxuryCondos #FloridaHousing #HomeBuying #ShortSales #AIInRealEstate #TampaLuxury #HousingMarket #RealEstatePodcast #PropertyInvesting #CondoLiving #MortgageRates #RealEstateTips #FloridaHomes
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What Every Buyer and Seller in Nassau County FL Needs to Know Right Now | Nicole Reams
05/06/2026
What Every Buyer and Seller in Nassau County FL Needs to Know Right Now | Nicole Reams
Are you building systems that support your success or are you setting yourself up to drown when growth comes? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Nicole Reams. Nicole is a top producing real estate agent in North Florida who built a 100 million dollar career as a solo agent while raising her children as a single mom. In this episode she shares her journey from corporate America to real estate and the mindset shifts that helped her succeed in a demanding and unpredictable industry. The conversation dives deep into systems time blocking client relationships and the realities of today’s market. Nicole explains why flexibility is not freedom how overpricing destroys deals and why relationships and community involvement are the foundation of long term success in real estate. If you want to grow your business and avoid costly mistakes start implementing systems today and connect with people intentionally every single day. Highlights 00:00 - 12:15 From Corporate to Real Estate Leaving corporate America for family flexibility Inspiration from personal home buying experience Starting as an assistant in real estate Getting licensed and early career moves Transition to solo agent success 12:15 - 24:30 Flexibility Systems and Daily Discipline Flexibility versus reality in real estate Time blocking and structured schedules Morning routines and follow ups CRM and database as foundation Managing workload and avoiding burnout 24:30 - 37:45 Relationships and Community Focus Building genuine client relationships Importance of human connection over automation Volunteer work and local involvement Water mission and giving back Becoming a trusted local resource 37:45 - 52:10 Market Conditions and Negotiation Skills Current market challenges and uncertainty Buyer versus seller expectations Handling deal cancellations Importance of strong negotiation strategies Navigating contingencies and risks 52:10 - 01:08:20 Pricing Strategy and Seller Mistakes Dangers of overpricing listings First two weeks importance Buyer psychology and perception Creating demand through pricing Winning multiple offer scenarios 01:08:20 - 01:20:31 New Construction and Buyer Guidance Understanding builder representation Hidden negotiation opportunities Comparing builders and incentives First time buyer considerations Custom builds and alternative optionsTop of FormBottom of Form Quotes: “If you just starting out get your systems in place upfront because they will carry you through everything.” – Nicole Reams “Flexibility does not mean freedom it means working around everyone else’s schedule.” – Nicole Reams “Your first offer is always your best offer.” – Nicole Reams “I know a guy is one of the most valuable things you can say in real estate.” – Nicole Reams To contact Nicole Reams, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, and LinkedIn. Connect with Nicole Reams! Website: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #NicoleReams #RealEstateSuccess #Entrepreneurship #SingleMomSuccess #BusinessSystems #TimeBlocking #RealEstateTips #HousingMarket #NegotiationSkills #ClientRelationships #LeadGeneration #CRM #SalesStrategy #RealEstateLife #WomenInBusiness #MarketTrends #NewAgents #GrowthMindset #SuccessHabits
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The Real Monthly Payment, Rate Lock Paralysis, and Why Long-Term Agents Win | Windy Keene
05/01/2026
The Real Monthly Payment, Rate Lock Paralysis, and Why Long-Term Agents Win | Windy Keene
Is real estate really about selling homes or is it about guiding people through their biggest life decisions? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Windy Keene. Wendy Keen is a seasoned real estate agent with over 20 years of experience navigating every type of market cycle from booming highs to challenging downturns. In this episode she shares how success in real estate is not about quick wins but about consistency relationships and integrity. Her journey from an accounting graduate to a trusted advisor highlights the importance of adapting to change and embracing the realities of a demanding industry. Throughout the conversation Wendy emphasizes that real estate is deeply human work. It involves emotions financial pressure and life transitions. She explains how building long term relationships focusing on client needs and maintaining honesty are the real drivers of a sustainable business. From pricing strategies to handling negotiations and guiding clients through uncertainty her approach is rooted in calm rational decision making and genuine care. If you want to build a lasting real estate career or make smarter buying and selling decisions listen closely and apply these timeless principles. Highlights 00:00 - 10:12 Introduction and Early Career Journey Wendy Keene experience overview Discovery through social media College and accounting degree Transition into real estate 10:12 - 24:38 Entering the Market and Surviving the Crash Starting in a booming market Misconception of easy success Market downturn lessons Short sales and foreclosure era Developing resilience and work ethic 24:38 - 39:55 Building a Relationship Driven Business Importance of relationships Repeat clients and referrals Marketing vs connection Serving clients beyond closing Integrity as core strategy 39:55 - 55:21 Negotiation Strategy and Emotional Discipline Managing emotions in deals Rational decision making Advising clients under pressure Collaboration with other agents Avoiding ego driven conflicts 55:21 - 01:10:07 Brokerage Shift and Professional Growth Transition to Round Table Realty Collaborative culture advantages Leadership and mentorship Training through industry changes Support systems and accountability 01:10:07 - 01:20:44 Market Insights and Client Guidance Pricing strategy in current market Buyer and seller expectations New construction versus established homes Insurance and affordability discussions Helping clients make confident decisions Top of Form Bottom of Form Quotes: “Everybody thinks this is easy until the market shifts and then they realize how hard it really is.” – Windy Keene “This job is about people making their most important financial decision.” – Windy Keene “You have to respond with integrity not emotion.” – Windy Keene “I want to help people realize their next stage in life.” – Windy Keene To contact Windy Keene, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook. Connect with Windy Keene! Website: Instagram: Facebook: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #WindyKeene #realestate #realestateagent #housingmarket #homebuying #homeselling #realestatetips #propertymarket #realestateinvesting #marketcycles #negotiation #leadership #clientrelationships #realestatelife #housingadvice #realtorlife #businessgrowth #salesstrategy #entrepreneurship #realestatesuccess
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Military Relocation, Pricing Strategy & Why The Best Agents Out Perform AI | Allison Chance
04/20/2026
Military Relocation, Pricing Strategy & Why The Best Agents Out Perform AI | Allison Chance
Are you adapting to change fast enough or will your industry leave you behind? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Allison Chance. Allison Chance is a real estate leader military relocation expert and founder of Anchored Real Estate Group who shares her journey of growth leadership and adaptation in an ever-evolving market. She reflects on how her business has transformed over the years the importance of embracing change and how she continues to refine her leadership skills while balancing family life and a growing team. Allison dives into the realities of today’s real estate market including pricing strategies buyer behavior and the impact of AI on the industry. She emphasizes the importance of communication relationships and authenticity while leveraging technology wisely. From delegation struggles to navigating difficult negotiations Allison provides a raw and insightful look into what it truly takes to succeed in real estate today. If you want to stay ahead in real estate and business start embracing change refine your strategy and focus on delivering real value to your clients! Highlights 00:00 - 08:40 Mindset growth and business evolution Staying open to learning Adapting to industry changes Allison’s journey and background Growth of Anchored Real Estate Group Balancing family and career 08:40 - 25:10 AI and modern real estate communication Using AI in daily workflow Risks of unedited AI content Maintaining authenticity in messaging Client communication preferences Blending automation with human connection 25:10 - 36:30 Leadership team building and delegation Organic hiring approach Finding the right team fit Mentorship and onboarding Struggles with delegating tasks Building trust within the team 36:30 - 50:45 Systems workflows and client management Text versus phone communication Using automation for efficiency Managing inbound leads Personalizing client experience Staying organized with simple tools 50:45 - 1:20:10 Market trends buyer behavior and pricing Understanding buyer friendly conditions Turnkey versus non turnkey homes Military buyer strategies Using comps and market data Setting realistic seller expectations 1:20:10 - 1:35:52 Negotiation challenges and agent value Handling negotiation standstills Working with other agents effectively Explaining net outcomes to clients Behind the scenes challenges Reinforcing the value of real estate agents Quotes: “Real estate is evolving every single day and if you are not willing to go with the changes then this probably is not the industry for you." – Allison Chance “AI is not going to replace your job but if you do not embrace AI it will replace you." – Allison Chance “I feel like sometimes I cannot win because no matter what strategy you choose someone will always question it." – Allison Chance “At the end of the day my job is to educate and help my clients make the best decision for their situation." – Allison Chance To contact Allison Chance, learn more about her business, and make her part of your network, make sure to follow her Website, Instagram, Facebook, YouTube, and LinkedIn. Connect with Allison Chance! Website: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #AllisonChance #RealEstate #AIinRealEstate #Leadership #Entrepreneurship #RealEstateAgent #BusinessGrowth #MarketTrends #Negotiation #HomeBuying #HomeSelling #MilitaryFamilies #PropertyInvestment #RealEstateTips #SalesStrategy #ClientExperience #WomenInBusiness #StartupLife #ScalingBusiness #TechInBusiness #Productivity
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How to Leverage a AI Transaction Coordinator to Close More Deals: Listedkit AI
04/10/2026
How to Leverage a AI Transaction Coordinator to Close More Deals: Listedkit AI
What if your real estate assistant never slept and handled your entire transaction for you? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Karan Khanna. Karan is the product lead behind ListedKit AI and the creator of Ava an AI assistant transforming how real estate agents and transaction coordinators manage deals. In this episode he shares how he entered the real estate space from outside the industry and quickly identified inefficiencies in transaction management that could be solved with AI. The conversation dives into how Ava reads contracts in seconds builds timelines automates communication and allows agents to focus on client relationships instead of paperwork. Karan also explains the future of autonomous AI assistants that can manage deals proactively giving agents more freedom and scalability than ever before. If you want to stay ahead in real estate and leverage AI before everyone else catches up this episode is a must listen! Highlights 00:00 - 01:25 Introduction to Ava and AI in real estate Overview of AI assistant Ava Speed of contract processing Impact on agents and transaction coordinators Industry recognition and scale Why this conversation matters 01:25 - 06:05 Karan Khanna background and origin story Coming from outside real estate Product manager mindset Harmony Venture Labs influence Identifying real estate inefficiencies Shift from static software to AI 06:05 - 12:40 Understanding the core problem in transactions Challenges of independent transaction coordinators Managing multiple systems and workflows Agent struggles with admin work Broker expectations for productivity Defining the true industry bottleneck 12:40 - 20:10 Listing workflow and pre contract automation Uploading listing agreements Task creation and deadline tracking Managing offers with Ava AI generated listing descriptions Handling multiple offers efficiently 20:10 - 30:15 Contract to closing automation Extracting contract data instantly Building timelines and calendars Email drafting and communication CRM integration and contact syncing Mobile usage and real time updates 30:15 - 45:10 Scaling agents and teams with AI Template creation for repeat workflows Doubling transaction volume Team collaboration features Improved client communication Reducing manual workload 45:10 – 01:14:25 Future of AI and Agentic Ava Autonomous AI handling deal Inbox monitoring and task execution Text messaging and voice interaction Trust and approval systems Vision for fully automated transactions Quotes: "Reading four offers at once is now a thing" – Karan Khanna "I just want to be out there selling instead of stuck doing paperwork" – Karan Khanna "We're trying to create an invisible workflow" – Karan Khanna "Ava can wake up and start working on your deals automatically" – Karan Khanna To contact Karan Khanna, learn more about his business, and make him a part of your network, make sure to follow his Website and LinkedIn. Connect with Karan Khanna! Website: 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 #KaranKhanna #RealEstateAI #AIForAgents #TransactionCoordinator #PropTech #AIAutomation #RealEstateTools #AgentProductivity #RealEstateTech #AIAssistant #ListedKit #AvaAI #RealEstateWorkflow #CRMIntegration #AIRevolution #FutureOfWork #AutomationTools #RealEstateBusiness #SalesProductivity #DigitalTransformation #TechInRealEstate
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Why Listings Sit, Buyers Hesitate, and Top Agents Still Win | Alexis Gamel
04/03/2026
Why Listings Sit, Buyers Hesitate, and Top Agents Still Win | Alexis Gamel
If buyers finally have more leverage again, are they prepared to use it wisely or are they still waiting for a crash that may never come? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Alexis Gamel. Alexis is a Northeast Florida real estate agent with deep roots in development, construction, residential strategy, and beach market expertise. In this conversation, she shares how her background in land sales, custom homes, and family life shaped the way she now helps buyers and sellers make smarter decisions. The episode explores pricing strategy, the difference between a normalizing market and a distressed one, how to think about new construction versus resale, and why experience matters so much in negotiation, inspections, and market positioning. Alexis also talks about the power of relationships, office culture, investor trends, equestrian properties, and the kind of service that builds long term trust. If this episode helped you see the market more clearly, subscribe to the show, share it with a buyer seller or agent who needs it, and connect with Alexis Gamel for guidance in Northeast Florida. Highlights 00:00 - 15:00 Alexis Gamel’s real estate roots Development background and horse farm beginnings How 2008 changed her path Returning to work after raising her kids Why construction knowledge helps buyers and sellers How early experience built confidence 15:00 - 30:00 Finding the right brokerage fit Why commercial real estate was not the right fit Her move into residential sales The value of team support early on Why culture matters more than commission split How office collaboration helps agents grow 30:00 - 37:29 New construction versus beach resale How buyers weigh location and condition Why new does not always mean better Why beach property carries a premium Why this market is normalizing not crashing What today’s buyers expect from older homes 37:29 - 49:30 Saving a deal under pressure Preparing a dated home for market How an open house produced the buyer The neighbor landscaping issue before closing Keeping both sides calm through the chaos What the deal taught her about problem solving 49:30 - 01:06:00 Pricing a home to win Why the first two weeks matter most The risk of pricing too high How buyers react to price drops Why higher rates can create buying opportunity How proper positioning protects value 01:06:00 - 01:21:46 Relationships over transactions Why service matters more than the sale What has changed for Airbnb investors Long term upside in downtown Jacksonville What makes equestrian property unique Why trust is the best part of real estate Quotes: “You can’t just put a sign in the yard anymore. You really have to do a lot behind the scenes and get things ready to position them correctly.” – Alexis Gamel “Those first two weeks on the market are critical. It’s when you get the most traction, when you get the most views, when you get most activity, when you get the most feet through the door.” – Alexis Gamel “I don’t think we’re ever gonna see a two, three, or a four again in my lifetime. That was an anomaly.” – Alexis Gamel “It’s more about the relationship over the transaction.” – Alexis Gamel To contact Alexis Gamel, learn more about her business, and make her a part of your network, make sure to follow her Website, X, Instagram, Facebook, and YouTube. Connect with Alexis Gamel! Website: X: Instagram: Facebook: YouTube: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #AlexisGamel #RealEstateExcellence #FloridaRealEstate #JacksonvilleRealEstate #NortheastFlorida #BeachMarket #HomeSellingTips #HomeBuyingTips #PricingStrategy #NewConstruction #ResaleHomes #BuyerLeverage #SellerStrategy #RealEstateAgent #LuxuryRealEstate #EquestrianProperty #InvestmentProperty #AirbnbInvesting #JacksonvilleBeaches #MarketNormalization
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How The Listings Lab Can 10X Your Business With Jess Lenouvel
03/30/2026
How The Listings Lab Can 10X Your Business With Jess Lenouvel
What would change in your business if you stopped chasing ready now leads and started building trust with people much earlier in their decision-making journey? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jess Lenouvel. Jess is the founder of The Listings Lab, author of More Money Less Hustle, and a real estate marketing strategist known for helping agents build scalable businesses through digital marketing, systems, and psychology. In this conversation, she explains why outdated prospecting methods are failing, why most agents misunderstand branding, and how attraction-based marketing creates stronger long term client relationships. She also breaks down the biggest gaps holding agents back, including poor messaging, weak systems, AI misuse, and a lack of understanding of human psychology. Jess shares how she built her first 100 deals through early Facebook conversations, why luxury is not a real niche, and how agents can move from burnout to a true business model with more income and less hustle. Highlights 00:00 - 04:07 Breaking Past the Solo Agent Growth Ceiling How fast growth creates operational pressure Why agents hit a production ceiling. The danger of waiting too long to build support. Systems before overwhelm. Preparing for a surge in business before it happens. 04:07 - 08:28 Running Real Estate Like a True Business Why commissions are not all personal income. Business accounts versus personal accounts. Paying yourself a salary. Budgeting for growth and support. Why agents need financial structure early. 08:28 - 18:00 From Shy New Agent to Digital Marketing Trailblazer Jess shares how she entered real estate. Why traditional training did not fit her. Building on Facebook in 2005.How conversations turned renters into buyers. Using psychology to turn strangers into clients. 18:00 - 28:50 Building a Personal Brand That Attracts Clients Why brokerages are not the consumer facing brand. Why logos and colors matter less in 2026. Turning yourself into the hook. Speaking to people earlier in their journey. Why connection and personal story matter online. 28:50 - 45:14 Using AI, Branding, and Systems to Scale How Jess uses her book to train AI in her voice. What bad AI content looks like. Why agents must edit and fact check outputs. The role of systems, automation, and support. Moving from agent operator to CEO. 45:14 - 55:25 The Digital Marketing Mistakes Agents Still Make Why just listed and just sold posts are not enough. The difference between content that gets engagement and appointments. How case studies outperform property posts. Why trial reels matter for audience growth. Where agents should start if they are stuck at six figures. Quotes: “If you would not run an ad that said I only work with rich people then you should not market yourself as a luxury agent.” – Jess Lenouvel “If your life does not show it you do not know it.” – Jess Lenouvel “Nostalgia is not a strategy.” – Jess Lenouvel “You will never come up with anything brilliant if you are busy all day.” – Jess Lenouvel To contact Jess Lenouvel, learn more about her business, and make her a part of your network, make sure to follow her Website and Instagram. Connect with Jess Lenouvel! Website: Instagram: Facebook: YouTube: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #JessLenouvel #realestate #realestateagent #realestatemarketing #digitalmarketing #socialmediamarketing #personalbrand #branding #leadgeneration #contentmarketing #realestatecoach #marketingstrategy #aiinmarketing #instagrammarketing #realtorlife #realestatebusiness #businesssystems #agentgrowth #realestatepodcast #moremoneylesshustle #listinglab
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Jacksonville Relocation, New Construction, Beach Luxury and Pricing Right with Taylor Diaz
03/27/2026
Jacksonville Relocation, New Construction, Beach Luxury and Pricing Right with Taylor Diaz
What does it really take to make it in real estate when the flexibility everyone talks about turns out to be one of the biggest myths in the business? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Taylor Diaz. Taylor is a Northeast Florida real estate agent who shares how she went from working in the medical field to building a career in real estate through discipline, mentorship, and long term relationship building. In this conversation, she opens up about getting licensed during COVID, joining Sarah Rocco’s highly structured team, and learning how consistency and accountability shape success. Taylor also breaks down what new agents often misunderstand about the business, why time blocking and lead generation matter, how to choose the right team, and what buyers and sellers need to understand in today’s Jacksonville market. Her insights on relationships over transactions, DISC personalities, open house strategy, and the 30, 60, 90 day pipeline make this episode especially valuable for both new and experienced agents. Listen in to hear Taylor’s honest advice on building a real estate business that lasts and reach out if her approach resonates with you. Highlights 00:00 - 12:15 From medicine to real estate during a global shutdown Taylor’s early dream of working in medicine Why she left nursing and studied psychology What felt missing in the medical field Getting licensed during the COVID shutdown How the testing delays nearly derailed her start 12:15 - 20:30 Choosing Keller Williams and finding the right team Why education and training mattered most Starting as a solo agent while still in medicine The frustration of trying to do both careers at once Hearing Sarah Rocco speak and feeling drawn to her style Why joining a team finally became the next step 20:30 - 34:35 What Taylor learned from Sarah Rocco and the Rocco team Why relationships over transactions became a core belief How DISC personalities improved client communication What the rule of three taught her about solving problems The discipline and production standards on the team Why many agents underestimate the work real estate demands 34:35 - 50:20 How agents should build a real estate business that lasts Why self-discipline matters for solo agents How time blocking creates consistency The value of choosing three lead sources Why the 30, 60, 90-day rule matters How to avoid the rollercoaster income cycle 50:20 - 01:06:30 Open houses, tracking, and better buyer strategy Why open houses need planning not guesswork How timing and seasonality affect traffic Why lenders can strengthen an open house experience How buyers should think in monthly payments not just price Why seller concessions can be a strategic advantage 01:06:30 - 01:33:28 Jacksonville market insights and building a life in real estate Why Taylor sees Jacksonville as a buyer’s market How attractive and well-priced homes still move quickly What sellers misunderstand about pricing and net proceeds Why real estate can support family life and flexibility later on What makes helping clients through life changes so meaningful Quotes: “Failure is not an option. This is going to happen.” – Taylor Diaz “It’s all about the intentionality behind it. Like, I’m intentionally listening and putting it in the back of the filing cabinet in my brain.” – Taylor Diaz “Consistency with lead generation is so, so, so important.” – Taylor Diaz To contact Taylor Diaz, learn more about her business, and make her a part of your network, make sure to follow her Website and Instagram. Connect with Taylor Diaz! Website: Instagram: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #TaylorDiaz #TracyHayes #RealEstateExcellence #NortheastFlorida #JacksonvilleRealEstate #KellerWilliams #SarahRocco #RealEstateAgent #LeadGeneration #OpenHouses #LuxuryRealEstate #JacksonvilleBeach #SilverLeaf #Nocatee #StJohnsCounty #BuyerMarket #SellerConcessions #NewConstruction #AIinRealEstate #RelationshipMarketing
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How to Sell Luxury Real Estate in 2026: Leigh Howe Amelia Island
03/16/2026
How to Sell Luxury Real Estate in 2026: Leigh Howe Amelia Island
What do luxury buyers need to understand about owning on Amelia Island that most agents never explain? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Leigh Howe. Leigh shares a career path that started far from traditional real estate. She moved from teaching, nursing, retail, and sales into land development and homebuilding after she and her husband took on a 100 acre project in Gainesville. That experience gave her deep knowledge in zoning, infrastructure, construction, customer selections, and the human side of real estate. She explains how surviving the housing crash and later the COVID era shaped her approach, eventually leading her to focus on retail real estate on Amelia Island where she could combine expertise with relationship driven service. Leigh then shifts into what makes Amelia Island so desirable and what it really takes to serve affluent buyers well. Leigh explains that luxury clients still need guidance, clarity, and confidence even when they are highly accomplished professionals. She talks about joining the right brokerage, learning the south end of the island, listening to other agents, building trust through referrals, asking better questions, and staying authentic instead of sounding overly sales driven. The episode also explores off market opportunities, AI in real estate, local ownership nuances, and why true value comes from knowledge, professionalism, and anticipating needs before clients even ask. Thinking about buying, selling, or investing on Amelia Island Reach out to Leigh Howe and start with a smart strategy before the next great property is gone. Highlights 00:00 - 05:41 From teacher to developer Tracy introduces Leigh Howe and her background in Nassau County real estate Leigh explains she did not plan to become a real estate agent A lunch with a landowner leads to a 100 acre development opportunity She and her husband sell the first 60 half acre lots Building the last 40 homes launches her hands on real estate education 05:41 - 13:20 Surviving the crash and finding a new lane The early growth years make development look unstoppable The recession hits and unsold homes turn into rentals Leigh describes cashing in retirement savings to survive During COVID they build multifamily rentals for long term stability She transitions fully into Amelia Island real estate and enjoys the freedom of agency work 13:20 - 20:55 Why Amelia Island keeps pulling people back Leigh calls Amelia a magical place that sells itself The island blends blue collar roots with resort lifestyle appeal Buyers are drawn to beaches, boating, marsh views, and historic downtown Most of her clients are second home or third home buyers Privacy, simplicity, and ocean views drive many luxury decisions 20:57 - 31:08 How Leigh broke into luxury real estate She identifies her knowledge gap on the south end of the island Joining a brokerage behind the gate gives her direct access to luxury inventory She learns by sitting with experienced agents and listening closely Leigh builds her own style by staying authentic instead of salesy Referrals, community involvement, Facebook, and Instagram help expand her visibility 31:36 - 43:52 What affluent buyers really need from an agent Leigh is surprised that high powered buyers often feel unsure during transactions She explains why successful people still need handholding and clear expectations Concierge level service means anticipating needs and guiding every step Asking better questions helps narrow the search without wasting time Referrals, trust, and quiet off market conversations create new opportunities 44:00 - 1:20:25 AI local nuance and the realities of ownership Tracy and Leigh discuss how AI may improve search and targeting Leigh says local knowledge still matters more than generic estimates She highlights ownership realities like taxes, turtle lighting, and shore stabilization costs They talk about pricing psychology, negotiation, and market corrections The episode closes with a story that shows how small details can decide a sale Quotes: “People don't like surprises.” – Leigh Howe “It's a magical place.” – Leigh Howe “If you're not a salesy person, then don't be salesy.” – Leigh Howe “I'm always going to answer the phone when you call me.” – Leigh Howe To contact Leigh Howe, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook. Connect with Leigh Howe! Website: Instagram: Facebook: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #AmeliaIsland #LuxuryRealEstate #LeighHowe #FloridaRealEstate #CoastalLiving #OceanfrontHomes #SecondHomeBuyers #HighEndRealEstate #RealEstateMarketing #LuxuryLifestyle #AmeliaIslandLiving #NassauCounty #HomeBuyingTips #OffMarketListings #ConciergeService #AuthenticSelling #RealEstatePodcast #AIinRealEstate #WaterfrontProperty #IslandLife
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How To Successfully Build A Top Producing Real Estate Team: Megan Jernigan
03/09/2026
How To Successfully Build A Top Producing Real Estate Team: Megan Jernigan
What happens when you stop chasing commissions and start obsessing over service, systems, and solving problems before they explode? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Megan Jernigan shares how she built a high performing real estate business in Nashville by committing to service, discipline, and relentless follow through. She explains that strong vendor relationships are not about perks or kickbacks, but about responsiveness, trust, and doing what is best for the client every single time. She also opens up about leaving the security of a corporate path, betting on herself in real estate, and working with a failure is not an option mindset until the business gained momentum. The conversation goes deep into the systems behind her success. Megan talks about why year three is a make or break point for many agents, how her assistant became a true accountability partner, and why a team only works when the right people are on the bus. She also breaks down what she looks for in agents, why organization matters, how thoughtful prospecting beats box checking, and why the real payoff in this business comes from serving people so well that referrals become inevitable. If this episode challenged the way you think about growth, leadership, and client service, share it with another agent who needs to hear it, follow the show, and connect with Megan Jernigan through the show notes to keep the conversation going. Highlights 00:00 - 08:20 Client First Vendor Relationships Why Megan avoids gifts and personal perks Passing savings directly to clients Choosing vendors based on trust and speed Why response time matters in a transaction Making sure everyone involved truly cares 08:21 - 27:20 From Corporate Work To Real Estate Her early career path before real estate Feeling boxed in by traditional roles Why she wanted more ownership and freedom Taking the risk to bet on herself Building confidence through hard work 27:21 - 40:59 The Year Three Breakthrough Why year three is a key test for agents Moving from survival mode to stability Building momentum through consistency Hiring help earlier than expected Creating accountability that drives growth 41:00 - 49:39 Building The Right Team Why adding people needs real purpose Creating systems that support service Finding people who can adapt and grow Protecting culture as the business expands Getting the right people on the bus 49:40 - 01:11:46 Prospecting And Market Strategy Using broker opens with intention Hosting open houses in target areas Building local knowledge and credibility Prospecting with purpose instead of habit Using marketing to attract more listings 01:11:47 - 01:15:34 Service As The Real Advantage Solving problems before they get bigger Looking ahead for clients at every step Reducing stress during the transaction Hiring people who care about service Why strong service creates long term success Quotes: “I know I’m a great problem solver and I just thought if I can just work eight days a week. For 26 hours a day for long enough. And that’s exactly what I did.” – Megan Jernigan “Everybody has to care.” – Megan Jernigan “If you can get to year three, you will quickly see if you are going to launch or you need to go find another job.” – Megan Jernigan “I love fixing problems before their problems and having the right people and solution and making this like really stressful time looking ahead six steps to where it is no longer stressful." – Megan Jernigan To contact Megan Jernigan, learn more about her business, and make her a part of your network, make sure to follow her Website, Podcast, X, Instagram, Facebook, YouTube, and LinkedIn. Connect with Megan Jernigan! Website: Instagram: Facebook: YouTube: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #MindsetInMotion #RealEstateExcellence #RealEstatePodcast #DebbiDiMaggio #MindsetMatters #Momentum #TakeAction #PeakPerformance #GoalSetting #HighPerformanceHabits #RealEstateAgentLife #RealtorMindset #AuthenticBrand #Networking #OneOnOnes #Accountability #BNI #MarathonMindset #Resilience #PersonalGrowth
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Mindset In Motion with Debbi DiMaggio
02/27/2026
Mindset In Motion with Debbi DiMaggio
What if the only thing standing between you and your next breakthrough is the decision to move before you feel ready? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Debbi DiMaggio. Debbi shares how clarity, belief, and relentless action shaped her 35 year career in real estate and her life beyond it. From writing down ten things she wanted at age 25 to building a thriving business during the Great Recession, Debbi reveals how mindset in motion became her secret weapon. She explains why most agents do not need more motivation. They need movement. Debbi also opens up about running the LA Marathon with almost no training, launching a company in one of the toughest markets in history, and writing her fifth book Mindset in Motion. Through real stories and practical wisdom, she breaks down her five step framework that turns intention into aligned action. This conversation is a masterclass in momentum, resilience, and activating your potential when it matters most. If you are ready to stop waiting and start moving, share this episode with a fellow agent, subscribe to the podcast, and commit to one bold action today that moves you closer to your goal. Highlights 0:00 - 3:00 Missing Link Between Goals and Results Why goals stall without a method Motion beats waiting for motivation Action creates momentum and confidence What you will learn in this episode 3:00 - 14:48 Debbi’s Path Into Real Estate Why she avoided real estate growing up The ten things list that gave her direction Starting in San Francisco rentals pre internet How rentals turned into a long term pipeline 14:48 - 28:42 Why She Wrote Mindset In Motion A Ted talk course triggered the idea She needed a clear repeatable message Turning life wins into a framework Marathon story as the proof point 28:42 - 39:55 The Five Step Method Get clear on one specific goal Choose belief before the how Internalize with writing and vision Activate with people resources and accountability 39:55 - 1:05:49 Momentum Habits and Routine Smallest move when stuck get up and leave home Protect mornings from noise and distractions Her early routine meditation water meetings One on ones to build relationships and referrals 1:05:49 - 1:17:54 Challenge and Closing Seven-day challenge to build momentum Start with ten minutes of daily meditation BNI and community to stay in motion How to connect and what comes next Quotes: "Action builds momentum. Momentum builds confidence, and confidence delivers results." – Debbi DiMaggio "No is not an option. I finish what I begin." – Debbi DiMaggio "You never know unless you ask." – Debbi DiMaggio "I never know what is going to happen. I am always looking for the magic." – Debbi DiMaggio To contact Debbi DiMaggio, learn more about her business, and make her a part of your network, make sure to follow her Website, Podcast, X, Instagram, Facebook, YouTube, and LinkedIn. Connect with Debbi DiMaggio! Website: Podcast: X: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #MindsetInMotion #RealEstateExcellence #RealEstatePodcast #DebbiDiMaggio #MindsetMatters #Momentum #TakeAction #PeakPerformance #GoalSetting #HighPerformanceHabits #RealEstateAgentLife #RealtorMindset #AuthenticBrand #Networking #OneOnOnes #Accountability #BNI #MarathonMindset #Resilience #PersonalGrowth
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NEFAR President Kim Knapp: 2026 Playbook for Florida Realtors | AI, Contracts & Leadership
02/20/2026
NEFAR President Kim Knapp: 2026 Playbook for Florida Realtors | AI, Contracts & Leadership
If you had to prove your value to every buyer before showing a single home, what would you change first in your process? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Kim Knapp. Kim shares her vision for leading the Northeast Florida Association of Realtors in 2025 with a focus on doing it right and keeping it real. She talks about building stronger volunteer leadership systems, reconnecting members through local councils and training, and pulling top producers closer with a Top Five Forum featuring an NAR economist and business coaching. The conversation shifts into the post settlement reality and the mindset agents need to win with buyer agreements, then goes deep on practical AI use in real estate from business ops to marketing and search friendly listing content. Kim also highlights common ethics and contract pitfalls, why agents must stop acting like attorneys, and how quarterly planning and a simple passion plan can turn big goals into real execution. Pick one idea from the chapters below and implement it in the next 7 days, then share this episode with one agent who keeps saying the market has changed but has not changed their process. Highlights 00:00 Leading with do it right keep it real 09:27 Member value and stronger local connection 18:03 Buyer agreements and the new normal 20:00 AI for real estate speed and marketing 33:07 Ethics compliance and contract pitfalls 41:43 Execution planning and long term growth Quotes: “If you can think it ask it.” – Kim Knapp “Anybody can be average without trying.” – Kim Knapp “Tell it exactly what you want and itll guide you through it.” – Kim Knapp “I love real estate people and Im glad to be on the in the tribe.” – Kim Knapp To contact Kim Knapp, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, and YouTube. Connect with Kim Knapp! Website: Instagram: Facebook: YouTube: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #RealEstateAgents #Realtors #NEFAR #FloridaRealtors #Leadership #TopProducers #BuyerAgency #BuyerBrokerAgreement #PostSettlement #Negotiation #CodeOfEthics #Compliance #Contracts #TransactionCoordinator #CondoInsurance #AIForRealEstate #ChatGPT #MarketingStrategy #BusinessPlanning
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Tina Priest: Military Spouse to Real Estate Agent Star
02/16/2026
Tina Priest: Military Spouse to Real Estate Agent Star
If you had to lose the paperwork and keep only one habit to grow your business this year would it be answering the phone or following up? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tina Priest. Tina shares how her service first mindset shaped her path into real estate through military life social work and operational leadership. She explains why Hover Girl Properties focuses on boundaries transparency and real relationships so clients feel seen not processed, especially when timelines are tight and emotions are high. You will hear practical habits that helped Tina exceed her goal in 2025 including answering unknown calls working weekends when it matters and using Zoom consults to build trust fast with out of town buyers. She also breaks down why follow up creates raving fans, why a transaction coordinator protects your energy, and why the job often continues after closing for military clients who have not even arrived yet. Subscribe to the Real Estate Excellence Podcast and share this episode with one agent who needs a simple playbook for relationships follow up and serving military clients well! Highlights 00:00 - 04:03 Big goals without losing the relationship • 2025 results and 2026 pressure • Next person up mindset • Quality over quantity • Boundaries and team support • Staying present with each client 04:03 - 09:50 From service work to real estate calling • Why operations management mattered • Case work lessons and emotional weight • Military life and moving often • First connection to Hover Girls • Choosing the right season to start 09:50 - 23:58 Property management training ground • What property management taught fast • Setting expectations with owners and tenants • Vendor relationships and real costs • Culture of care and fixing mistakes • Getting licensed and launching with support 23:58 - 35:13 Trust building on Zoom and in person • Ride along learning with Joy and Laura • Staying organized through the process • Zoom consults as relationship accelerators • Military clients and straight talk communication • Listening for details that drive loyalty 35:13 - 01:00:02 Habits that keep the pipeline moving • Put the sign out and answer the phone • Show up weekends when needed • Follow up systems and simple touches • Serving military clients with extra care • Video walkthrough tips and VA realities 01:00:02 - 01:20:00 Stories, curveballs, and wow moments • Creepy showing and keeping a straight face • When there is no training and you pivot • HOA chaos and closing anyway • Doing the unglamorous work to wow clients • Negotiation mindset and closing thoughts Quotes: “People dont care how much you know until they know how much you care.“ – Tina Priest “I try not to get too focused on like the big numbers but just the person thats coming next.” – Tina Priest “I think its being transparent out of the gate.” – Tina Priest “Were not done yet.” – Tina Priest To contact Tina Priest, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, and LinkedIn. Connect with Tina Priest! Website: Instagram: Facebook: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealEstate #RealEstateAgent #MilitaryMoves #MilitaryRelocation #NavyLife #JacksonvilleRealEstate #Mayport #VAHomeLoan #PropertyManagement #ClientExperience #CustomerCare #RelationshipMarketing #FollowUp #RavingFans #TransactionCoordinator #ZoomConsultation #NewConstruction #HomeBuying #HomeSelling #RealEstateExcellence
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How Christina Swyers Built a Cross-Market Real Estate Business Through Relocation, Leadership, and Grit
02/09/2026
How Christina Swyers Built a Cross-Market Real Estate Business Through Relocation, Leadership, and Grit
What would your real estate career look like if you stopped learning and finally acted? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Christina Swyers breaks down the mindset, systems, and discipline that transformed her from a brand-new agent into a multi-state real estate leader. She shares how she rebuilt her entire business after relocating 1,000 miles to Florida, proving that success follows those who take action, stay uncomfortable, and relentlessly meet new people. Her story reveals how the right network, the right brokerage, and the right habits can accelerate success faster than any lead source on the planet. Christina also opens up about the failures, fears, and high-risk decisions that shaped her into the confident entrepreneur she is today. From mastering social media to negotiating through chaos, she explains the psychology behind winning clients and the personal growth required to thrive in real estate. For any agent looking to scale, restart, or finally break through, this episode is a masterclass in the unsexy, daily work that builds a lasting business. If this episode gave you clarity, inspiration, or the push you needed, share it with another agent who needs to hear the truth about what real success really takes. And don’t forget to subscribe to the show for more top-tier conversations with the industry’s best. Highlights 00:00:00–00:14:40 Christina’s Journey, EXP, and Building a Career from Scratch Early career beginnings and misalignments Discovering EXP Realty’s model and mission The role of her husband in pushing her into real estate Transitioning from traditional brokerages to cloud-based systems Why EXP appealed to her entrepreneurial mindset 00:14:40–00:27:55 The Power of Networks, Events, and Finding the Right Rooms How top producers leverage events and conferences Building referral networks through personal connections Learning to be “the dumbest person in the room” Accidental leadership and stepping into new roles Why agents fail when they isolate themselves 00:27:55–00:41:10 Choosing a Brokerage and Understanding Your Own Psychology How to evaluate whether a brokerage fits your goals The mindset differences between successful agents and failing agents Understanding your client avatar and personal tendencies Why self-awareness determines long-term success The psychology behind confidence and taking action 00:41:10–00:55:20 Relocating 1,000 Miles and Rebuilding a Business in 30 Days Moving to Florida and starting over with zero contacts Leveraging social media as a relocation engine Identifying feeder markets and lifestyle marketing opportunities Creating early traction through networking and collaboration Using brokerage tools and systems to jumpstart momentum 00:55:20–01:09:10 Social Media Engines, Referrals, and Modern Lead Generation Community spotlight videos and collaborating with businesses Turning Instagram and TikTok into conversation starters Capitalizing on referral relationships with agents nationwide Using DMs to build trust and convert followers to clients Repurposing content across multiple platforms for maximum reach 01:09:10–01:25:54 Negotiation Mastery, Mindset, and Becoming an Elite Agent Breaking down inspection reports into solvable buckets Managing emotions, expectations, and difficult personalities The importance of communication and attention to detail How experience shapes negotiation strategy and outcomes Solving bigger problems to earn bigger opportunities Quotes: “You gain confidence by keeping promises to yourself.” – Christina Swyers “Without people, we don’t have a business — meet new people every single day.” – Christina Swyers “Real estate is just the vehicle. The mindset and the mission are what drive everything.” – Christina Swyers “The money we make is equal to the size of the problems we’re willing to solve.” – Christina Swyers To contact Christina Swyers, learn more about his business, and make him a part of your network, make sure to follow him on his Website, Instagram, Facebook, TikTok, and YouTube. Connect with Christina Swyers! Website: Instagram: Facebook: YouTube: TikTok: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #RealtorLife #RealEstatePodcast #ChristinaSwyers #TopAgentTips #RealEstateSuccess #EntrepreneurMindset #LeadershipInRealEstate #RealEstateTraining #RealEstateCoaching #RealtorNetworking #RealEstateMarketing #EXPRealty #SocialMediaForRealtors #NegotiationSkills #MindsetMatters #RealEstateInvesting #HomeBuyingTips #RealEstateCareer #GrowthMindset
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Winning in New Construction Sales: Discipline, Builder Strategy & Buyer Wins with Jerry Strums
02/06/2026
Winning in New Construction Sales: Discipline, Builder Strategy & Buyer Wins with Jerry Strums
Are you using every resource in front of you or waiting for success to knock on your door? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jerry Strums of Richmond Homes to explore the world of new construction from the builder’s side. From military buyers to first-time homeowners, Jerry shares what it takes to succeed in Northeast Florida’s competitive housing market—and how agents can better partner with site reps for smooth transactions and happier clients. Listeners will discover the unspoken rules of registering buyers, the power of relationship building with site agents, and the often overlooked role of communication in securing the best deals for buyers. Jerry’s transparency and passion shine through as he opens up about his journey from hustling multiple side jobs to dominating new home sales. Whether you’re a seasoned realtor or just getting your license, this episode offers real value, real strategy, and real talk. If you’re an agent navigating new construction or want to be, send this episode to your real estate team, connect with your local site agent today, and don’t forget to follow the show for more behind-the-scenes real estate wisdom! Highlights 00:00 - 11:45 Breaking Into Real Estate Jerry’s journey from server to licensed agent Hustling with side gigs before going full-time The friend who sparked his real estate career Early struggles without mentorship or guidance First experiences with Red Zone and Compass 11:45 - 24:30 Builder Life: Structure, Sales, and Strategy Gaining stability through Richmond Homes Leaving multiple side hustles behind How builder sales differ from retail real estate Common myths about “easy” site agent jobs Building routines and sales systems 24:30 - 37:10 Inside the New Construction Process Buyer incentives and affordability breakdown VA loan success stories and payment examples Warranties explained: bumper-to-bumper vs structural Outside lenders vs in-house financing Navigating buyer registration protocols 37:10 - 50:15 Realtor-Site Agent Relationships Why some agents distrust site reps The importance of early introductions and transparency How Jerry makes agents feel like true partners Role clarity and mutual respect in the transaction Resolving conflict without ego 50:15 - 01:06:45 Communication, Control, and Customer Experience Setting expectations when handing off buyers How to properly introduce clients at a model home Building trust through shared goals Using CRM and follow-up to retain business Making the client feel like everyone’s on one team 01:06:45 - 01:23:07 Elevating Your Builder Game Tips for new agents visiting subdivisions The power of in-person rapport with site reps Jerry’s method for following up and adding value Building long-term agent relationships Final advice on winning in new construction sales Quotes: “When I came to the builder, I was able to quit that serving job and just focus directly on real estate.” – Jerry Strums “You bring them here, let me close them for you, but you’re always part of the team.” – Jerry Strums “The builder gave me structure. Real estate became more than a hustle, it became a career.” – Jerry Strums “Realtors are my network, and I treat them like family.” – Jerry Strums To contact Jerry Strums, learn more about his business, and make him a part of your network, make sure to follow him on his X, Instagram, Facebook, YouTube, and LinkedIn. Connect with Jerry Strums! X: Instagram: Facebook: YouTube: LinkedIn: Connect with me! Website: Website: SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #NewConstructionHomes #JacksonvilleRealEstate #SiteAgentLife #RealEstateTips #BuilderIncentives #NortheastFloridaHomes #HomeBuyingTips #VeteranHomeLoans #RichmondHomes #RealtorTips #RealEstateTraining #HousingMarket2024 #StJohnsCounty #StAugustineHomes #HomeOwnershipJourney #AgentCollaboration #RealtorNetwork #FirstTimeHomebuyer #RealEstateMindset
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