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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: https://anchoredregroup.com/ Instagram: https://instagram.com/thechanceclan Facebook: https://www.facebook.com/allisonhux YouTube: https://www.youtube.com/@allisonchance LinkedIn: https://www.linkedin.com/in/allison-chance-72425a1a/   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

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: https://www.listedkit.com LinkedIn: https://www.linkedin.com/in/karkhanna   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

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: https://alexisgamel.cirefc.com/ X: https://x.com/alexisgamel Instagram: https://www.instagram.com/lexgam81 Facebook: https://www.facebook.com/alexis.g.newman YouTube: https://www.youtube.com/@alexisgamel3057   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

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: https://www.thelistingslab.com Instagram: https://instagram.com/jesslenouvel Facebook: https://facebook.com/groups/thelistingslab YouTube: https://youtube.com/jesslenouvel   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

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: https://taylordiazhomes.brivityidx.com Instagram: https://www.instagram.com/taylor.diaz.realtor   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

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: https://leighhowe.ameliaislandrealestate.net/ Instagram: https://www.instagram.com/movetoamelia/ Facebook: https://www.facebook.com/leigh.howe.963   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

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: https://thejernigangroup.com/ Instagram: https://www.instagram.com/thejernigangroupatcompass/ Facebook: https://www.facebook.com/TheJerniganGroup YouTube: https://www.youtube.com/@thejernigangroupatcompass   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

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: https://www.debbidimaggio.com Podcast: https://youtube.com/@debbidimaggio X: https://x.com/debbidimaggio Instagram: https://www.instagram.com/debbidimaggio Facebook: https://www.facebook.com/DiMaggioBettaGroup YouTube: https://youtube.com/@debbidimaggio LinkedIn: https://youtube.com/@debbidimaggio   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

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: https://www.realdynamicagents.com/ Instagram: https://www.instagram.com/kimknappjax/ Facebook: https://www.facebook.com/1kimknapp/ YouTube: https://www.youtube.com/@CoachKimKnapp   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

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: https://hovergirlproperties.com/ Instagram: https://www.instagram.com/hovergirltina/ Facebook: https://www.facebook.com/TinaPriest01/ LinkedIn: https://www.linkedin.com/in/tina-priest-55430b44/   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

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: https://primelivingproperties.com Instagram: https://www.instagram.com/therealchristinaswyers/ Facebook: https://www.facebook.com/christinaswyers YouTube: https://www.youtube.com/@coastallivingwithchristina TikTok: https://www.tiktok.com/@therealchristinaswyers   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

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: https://x.com/j3showtime Instagram: https://www.instagram.com/j3showtime Facebook: https://www.facebook.com/share/1GvrVXsSTF/?mibextid=wwXIfr YouTube: https://youtube.com/@jstrumstherealtor LinkedIn: https://www.linkedin.com/in/jerry-strums-b0b711232   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    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

Are you using every resource in front of you or waiting for success to knock on your door? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Madison Partridge, founder of Local Roots Group, who shares her raw journey from zero experience to building a purpose-driven real estate business in Northeast Florida. Leaving a medical career behind, Madison threw herself into real estate without a budget but armed with grit, open houses, and a relentless drive to connect with people. Now a leader in her market, Madison reveals how getting uncomfortable and showing up consistently on social media and in person has helped her cultivate a loyal sphere that accounts for over 65 percent of her business. From door knocking and hosting open houses to educating VA and first-time buyers, her story is a blueprint for young agents looking to build from the ground up. If Madison's story inspired you share it with a new agent or entrepreneur who needs to hear that success is built on consistency and courage. Subscribe to Real Estate Excellence for more episodes featuring top-performing agents who lead with heart and hustle   Highlights: 00:00 – 11:06 Starting from Scratch with a Mindset for Growth Leaving the medical field for real estate Embracing discomfort and uncertainty early on Using every free tool and tactic in the beginning Door knocking and open houses as launchpad Advice from her mother and how it shaped her drive 11:07 – 22:13 Faith Consistency and Building a Strong Foundation Letting faith and clarity guide business choices The power of repetition and relationship building Lessons learned from mentors and podcasts Getting real about CRM and system resistance Why 65 percent of her business comes from her sphere 22:14 – 33:20 The Open House Advantage and Local Branding Why open houses work best for relationship builders Creating high-touch memorable open house experiences Door knocking with strategic invites and face-to-face trust Turning neighbors into advocates and future clients How her presentation builds long-term reputation 33:21 – 44:26 Events and Community as Client Retention Tools Organizing low-cost high-value client events Leveraging vendor relationships for co-hosting Scaling appreciation events as her team grows Clay County as her niche and local expertise Community growth and long-term investment strategy 44:27 – 55:33 Educating and Empowering VA and First-Time Buyers Why she specializes in VA buyers and military families Combatting misconceptions about VA loans Setting expectations about pricing and home types Using buyer consults to prep for negotiation Getting creative with concessions and buy-downs 55:34 – 01:06:40 Strategic Negotiation and Future-Focused Guidance Managing seller resistance in a shifting market Handling low savings and credit with empathy Long-term thinking with equity building Comparing rent vs owning with visual tactics Her long-term goals in flipping and investing   Quotes: "Get comfortable with the uncomfortable that is what this business is about." – Madison Partridge "Every conversation is an opportunity waiting to happen." – Madison Partridge "If I can get in front of someone I know I can build that trust." – Madison Partridge "You are not buying your forever house you are building equity and leveling up." – Madison Partridge    To contact Madison Partridge, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, YouTube, and LinkedIn.   Connect with Madison Partridge! Website: https://localrootsgroup.unitedrealestategallery.com/ Instagram: https://www.instagram.com/madisonsellsthe904/ Facebook: https://www.facebook.com/Madisonsellsthe904 YouTube: https://www.youtube.com/@LocalRootsGroupJax LinkedIn: https://www.linkedin.com/in/madison-partridge-yates-12069b171/   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.   #RealEstateExcellence #RealEstateExcellence #MadisonPartridge #OpenHouseWins #VAHomeLoans #FirstTimeBuyerHelp #YoungRealtorLife #RealEstateMindset #WomenInRealEstate #DoorKnockingStrategy #LocalRootsGroup #ClayCountyHomes #FaithDrivenBusiness #RealEstateFlorida #RealtorTips #SphereOfInfluence #HomeBuyerHelp #JacksonvilleHomes #ClientCareMatters #RealEstateCoaching #MarketLikeAPro

How does emotional intelligence give real estate agents an edge in guiding clients through one of life's most stressful decisions? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Robyn McIntosh, a top-tier real estate professional with a rich background in psychology and insurance. Robyn opens up about her unexpected path from working catastrophe claims at State Farm to becoming one of Florida's most trusted names in real estate. Her ability to blend empathy with industry knowledge helps clients navigate not only deals but emotions, turning stress into strategy. From navigating new construction pitfalls to educating buyers on insurance red flags, Robyn emphasizes the value of transparency, community, and staying informed. Whether it's explaining roof replacement impact on home values or the critical timing of involving an insurance agent, she lays out the realities that every buyer and seller should hear. Her journey is a masterclass in resilience, customer service, and intentional business-building. Enjoyed this episode? Share it with someone considering a move or career in real estate! Don't forget to subscribe and leave a 5-star review on Apple Podcasts or Spotify.   Highlights: 00:00 - 14:49 New Construction Exposed How Robyn's builder background shaped her strategy Why agents should attend builder meetings Critical need for third-party inspections Permitting issues and layout mix-ups The communication breakdown in national builder pipelines 14:50 - 28:59 The Insurance Mindset Advantage Robyn's State Farm experience in catastrophe claims How it shifted her approach to risk in real estate Explaining Florida insurance pitfalls to out-of-state buyers Why home age affects insurability Avoiding last-minute insurance deal-breakers 29:00 - 42:49 Roofs, Claims, and Seller Strategy When to address aging roofs before listing Educating sellers on repair ROI vs. reality How inspectors and insurance agents derail contracts Preparing buyers and sellers emotionally for negotiations The true cost of ignoring deferred maintenance 42:50 - 57:59 Pivoting from Setback to Success Robyn's career curveball: from nuclear medicine to real estate Losing out on a medical program led to reinvention How real estate filled the service gap she craved Her "Come to Jesus" moment with her husband Turning rejection into redirection 58:00 - 01:12:29 Service, Community & Emotional EQ What "being of service" means to Robyn Why communication is more powerful than contracts Balancing emotion with education in transactions Her husband's public service and how it influences her work The mindset shift from salesperson to problem-solver 01:12:30 - 01:28:59 Broker Choices & Real Estate Realities Choosing the right brokerage for growth Online courses vs. classroom experience Learning curves and mentorship matters Brokerage fit vs. personal discipline Advice for new agents entering the market   Quotes: "Before my feet hit the floor, I say: money flows to me easily and abundantly." – Robyn McIntosh "You don't need an inspector because it's a bad builder—you need one to cover everything." – Robyn McIntosh "Life is hard. If selling your home is the hardest thing you face, let me help you through it." – Robyn McIntosh "I love everything about homes—their stories, their challenges, their potential." – Robyn McIntosh   To contact Robyn McIntosh, learn more about her business, and make her a part of your network, make sure to follow her on her Website.   Connect with Robyn McIntosh! Website: https://www.christiesrealestate.com/real-estate-agents/robyn-mcintosh/35322/   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.   #RealEstateExcellence #RobynMcIntosh #RealEstatePodcast #HomeBuyingTips #FloridaRealEstate #WomenInRealEstate #ServiceDrivenSales #NewConstruction #RealEstateExpert #RealEstateJourney #CustomerExperience #HomeSellingTips #RealEstateMarketing #InsuranceTips #HomeInspection #EmotionalIntelligence #RealEstateLife #PodcastInterview #RealEstateMentor #RealEstateEducation #RoofReplacement #JacksonvilleRealEstate

What if the people who doubted your dreams actually helped fuel your success? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with powerhouse realtor Rachel Hanes, a former educator turned top-producing real estate agent in Northeast Florida. Rachel shares her inspiring journey from a young mom with no laptop to a referral-based business owner dominating the Jacksonville market. She dives into her early struggles, how a Craigslist ad and a leap of faith kickstarted her career, and how surrounding herself with the right mentors helped her build a thriving, integrity-driven business. Rachel emphasizes the power of authenticity, consistency, and community—not just with clients but among fellow agents. She discusses the value of collaboration over competition, how she transitioned into investment and Airbnb properties, and why building relationships is her #1 marketing strategy. This episode is packed with hard-earned wisdom and actionable advice for any agent ready to elevate their game. Inspired by Sarah's success? Start building real relationships today. Share this episode with a fellow agent, leave a review, and connect with Sarah online to see her strategies in action! Loved Rachel's journey? Subscribe to the Real Estate Excellence Podcast and share this episode with an agent who needs that extra push to believe in themselves!   Highlights: 00:00 - 09:49 Roots and Rejection From violin teacher to real estate rookie Starting with no laptop and a Craigslist ad Juggling motherhood and ambition Turning naysayers into fuel Building belief through consistency 09:50 - 17:54 Building Trust Through Referrals Authentic connection over forced follow-ups Repeat clients and word-of-mouth success Why integrity beats sales tactics Staying top of mind without being pushy Letting results speak louder than promotions 17:55 - 26:05 Handling Ego and Emotions in Deals The danger of combative agents Emotional intelligence during negotiation Protecting clients through calm professionalism Collaboration over confrontation How ego can cost your client the deal 26:06 - 33:59 Finding the Right Brokerage and Community The value of a supportive broker Learning through shared agent experience Group texts and collaborative growth Why culture trumps commission splits Being in business for yourself, not by yourself 34:00 - 41:59 Investing and 1031 Exchanges Working with fiduciaries and trusts Breaking down 1031 exchange strategies Understanding tax-deferred reinvestments Handling multi-heir trust properties How education expands your client base 42:00 – 01:20:53 Airbnb and Short Term Rental Strategy What new investors often overlook Management companies vs DIY The truth about ROI and maintenance How to create a standout Airbnb listing Regulations, reviews, and real risk   Quotes: "You don't always get immediate kudos for your decisions—it takes consistency for people to see your vision." – Rachel Hanes "I want people to feel that if they're coming to me with business, it's going to be handled with integrity." – Rachel Hanes "You're not being productive when you let ego take over a negotiation." – Rachel Hanes "Being collaborative in your professional life bleeds over to your personal life." – Rachel Hanes   To contact Rachel Hanes, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, and LinkedIn.   Connect with Rachel Hanes! Website: https://hamiltonhousegroup.com Instagram: https://www.instagram.com/rachelhanesrealtor/ Facebook: https://www.facebook.com/rachelhanesrealtor LinkedIn: https://www.linkedin.com/in/rachel-hanes-8337a2131/   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.   #RealEstateExcellence #RachelHanes #ReferralBasedBusiness #JacksonvilleRealEstate #WomenInRealEstate #RealEstateMom #AirbnbInvesting #RealEstatePodcast #1031Exchange #REInvestorTips #Mompreneur #FloridaRealtor #ClientExperienceMatters #TrustBasedBusiness #AgentReferrals #RESuccessStory #RealEstateCommunity #IntegrityInBusiness #HomeBuyingTips #RealtorJourney