Market Trends & Data Episodes

Episode 342: Aubrey Wessolowski — What It Actually Takes to Master Jacksonville's Historic Home Market Aubrey Wessolowski of The Gilman Group at Berkshire Hathaway HomeServices Florida Network Realty joins Tracy Hayes to break down what buying and selling actually looks like in Jacksonville's historic corridor — Avondale, San Marco, Riverside, and Murray Hill. A Jacksonville native with an economics degree and a background in fintech project management, Aubrey brings a numbers-first lens to real estate most agents don't have. They cover the insurance and inspection issues that catch buyers off guard in older homes, why overpricing costs sellers more than it saves in today's market, what NAR's Clear Cooperation rule actually changed for pre-market access, and why specialization — not a big territory — is what separates a great agent from a generalist in 2026. Aubrey also talks about building her business alongside her mother, Marilyn Gilman, and what a two-person team can deliver…

Marilyn Gilman didn't plan on becoming a Jacksonville real estate agent — she got her license in 2019 after nearly two decades raising her family, stepping into a market she already understood from close to 40 years around her husband's family development business. She hit Rookie of the Year in her first year, sold just over $5 million, and now leads a mother-daughter team with Berkshire Hathaway HomeServices Florida Network Realty, ranked the #3 small team in Florida. In this episode, Marilyn breaks down what actually happens when a seller won't move on price. Her read: sellers who wait too long "start dripping blood in the water" — and buyers' agents notice fast. She and Tracy also dig into Florida's November property tax ballot measure, the state's improving insurance market, and what it means to act as a true fiduciary when a client wants to hear a number you can't honestly give them. The conversation covers plenty of Jacksonville-specific ground too — the trade-offs between…

Angela Stancil spent nearly a decade in education — classroom teacher to assistant principal — before she ever wrote a real estate offer. On this episode of the Real Estate Excellence Podcast, she joins Tracy Hayes to talk about how that background shapes the way she works today as a REALTOR® with Team Davidow at Coldwell Banker Vanguard Realty, one of Northeast Florida's top-producing teams. Angela built her business almost entirely on referrals and relationships, and shares how the systems her team put in place kept her transactions running smoothly even through a serious personal health challenge — proof that the right infrastructure can carry a business through anything. The conversation goes deep on new construction, including the exact questions buyers should ask any agent to find out if they actually know the local builders, and why representation costs a buyer nothing since the builder pays the commission either way. Angela also breaks down how she works with military fa…

Lisa Vernon has sold every home she's listed in Nocatee. Not most. Every one. In a market she says is down 6% to 8% with more than 200 expired listings at one point, that record isn't luck — it's a pricing conversation most agents avoid having. Lisa joins Tracy Hayes for Episode 335 to break down how she got there, starting in 1998 on the mortgage side. Commercial Credit, then EverBank, Washington Mutual, PHH — cubicle after cubicle, phone call after phone call. A difficult pregnancy in 2008 pulled her out of the business entirely. She came back in 2013 with a real estate license, a mentor at Keller Williams, and a vision board with a $52,000 income goal on it. She blew past it. The phrase that anchors this episode is one Lisa learned watching her mother work model homes as a teenager: "Commission breath is when you can tell that that agent cares more about their commission than making sure you're making the right choice." She tells the story of a buyer named Lynn who was ready …

Holly Taylor spent nine years teaching elementary and special education before building The Taylor Team at Herron Real Estate in St. Augustine — closing 93 transactions worth $36 million in 2025 alone. In this episode, Holly and Tracy dig into what teachers bring to real estate that sales training can't replicate, then move into hyperlocal buyer and seller strategy for St. Johns County: the CDD-versus-HOA fee confusion that trips up new residents, why the Florida homestead exemption deadline costs unprepared buyers real money every year, and the lingering myths around VA loan offers that still cost military buyers negotiating power. Holly also walks through what a military family's compressed PCS timeline actually looks like from the agent's side, what buyers need to know before choosing SilverLeaf as new schools and amenities come online, and how she's advising buyers to win offers in a St. Augustine market where only 9% of homes sell over asking. It's a grounded, practical conversat…

Joselyn Reyes Carrion grew up in Puerto Rico dreaming of becoming a real estate agent. Today she's a Platinum Agent with United Real Estate Gallery, team lead of the iMath Group, and Jacksonville's 2025 Best Realtor as recognized by Folio Weekly. With over 300 families served and 9 years of experience across Duval, Nassau, Clay, and St. Johns County, Joselyn brings strategy, heart, and relentless advocacy to every transaction. In this episode, Tracy and Joselyn cover what's actually happening on the ground in Jacksonville's 2026 market — from where relocating buyers are landing and why, to how the full cost of homeownership is catching buyers off guard. Joselyn shares how she navigates the insurance conversation, how she guides buyers through new construction versus resale decisions, and what it takes to serve military families on a 60-day PCS timeline from 2,000 miles away. Joselyn also gets personal — talking about building the iMath Team from scratch as a single mom of three,…

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 b...

Craig Kincheloe didn't start in real estate — he started inside it. At 22 he joined KB Home, ranked top 3% nationally, and helped build entire Tampa Bay communities including Southfork, Southbay Lakes, and Churchill Bend. Before 30 he had been part of over 1,000 transactions. Today he leads the Kincheloe Group at REAL Broker specializing in luxury, new construction, and high-rise condos across Tampa Bay. What you'll learn: New Construction Secrets — Craig spent five years on the builder side. He breaks down how builders structure incentives, why they'll never cut price before offering upgrades and rate buydowns first, and how to negotiate deals most buyers don't know exist. Florida Condo Landmines — Craig calls high-rise condo purchases "the most complex residential transaction in Florida right now." Post-Surfside legislation, reserve requirements, and HOA financial health have created a minefield most agents can't navigate. Tampa's Development Boom — Gas Worx, West Riverw…

Episode 321 — Nicole Reams | Amelia Island's $100M Solo Agent on Luxury, Land, Military Buyers & What It Really Takes to Succeed Nicole Reams has built one of the most respected real estate careers on Amelia Island and throughout Nassau County — over $100 million in production as a solo agent and single mom, named a Top Producing Agent in North Florida every year since going independent in 2018, recognized among Florida's Top 500, featured in Real Producers Magazine, and even appeared on HGTV. In this episode, Nicole pulls back the curtain on what it actually takes to succeed in one of Northeast Florida's most dynamic and complex markets. She breaks down why the Fernandina Beach market is neither a buyer's nor seller's market right now — and what that means for anyone on either side of a transaction. She explains step by step what happens when sellers overprice, why your first offer is always your best offer, and how pricing it right from day one can generate multiple offers and a f…

Windy Keene has been serving buyers and sellers in St. Johns County and Northeast Florida for over 20 years. In this episode, Tracy Hayes sits down with one of the area's most respected and relationship-driven Realtors to talk about what it really takes to build a lasting real estate career — and what buyers and sellers need to know about today's market. Windy shares how she got her start in 2005 during a booming market, survived the crash, navigated short sales and foreclosures, and built a business rooted entirely in integrity, honesty, and long-term relationships. She breaks down the current St. Johns County market for both buyers and sellers, explains why overpricing is costing sellers more than they realize, and walks through the hidden costs — insurance, CDD fees, HOA dues — that are blindsiding buyers at closing. The conversation covers the post-NAR settlement reality, why commissions have actually increased since the ruling, and what buyers risk when they walk into a bui…

EPISODE 319 — ALLISON CHANCE | ANCHORED REAL ESTATE GROUP Allison Chance returns to the Real Estate Excellence Podcast for the first time since Episode 45, and five years later she has a lot to share. As the founder of Anchored Real Estate Group, a Military Relocation Professional, and a Navy wife who relocated eight times in ten years, Allison brings a perspective on Jacksonville real estate that very few agents can match — she has lived the experience her clients are going through. In this episode, Tracy and Allison dig into what is really happening on the ground in Northeast Florida right now. Allison breaks down why pricing a home correctly on day one is the single most important decision a seller can make, and why the strategy of listing high and dropping in small increments is quietly costing sellers thousands. She walks through her one-page listing presentation approach, how she reads cumulative days on market to set realistic expectations, and why sellers who wait for the pe…

In Episode 317 of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jacksonville native and Christie’s International Real Estate First Coast agent Alexis Gamel for a straight-talking conversation about today’s Northeast Florida real estate market. Alexis brings a unique perspective shaped by experience in development, land sales, residential real estate, and a lifetime around construction through her father, a longtime custom home builder. She explains how that background helps her buyers evaluate new construction and resale homes, understand inspection reports, and look beyond finishes to what really matters. Tracy and Alexis break down the Jacksonville Beaches market, why coastal properties command a premium, and why Alexis believes the market is normalizing, not crashing. They discuss the disconnect between buyer and seller expectations and why pricing a home correctly from day one is critical. They also get into mortgage rates, seller concessions and rate buy…

In Episode 314 of the Real Estate Excellence Podcast, Tracy Hayes sits down with Amelia Island Realtor Leigh Howe for a conversation packed with real-world experience, market insight, and practical advice for both consumers and agents. Leigh shares how her career evolved from teaching and hands-on homebuilding into high-level real estate sales, and how that background gave her a rare advantage in understanding land, construction, development, negotiation, and the full client experience. Leigh breaks down what makes Amelia Island such a unique market, from its lifestyle appeal and natural beauty to its growing luxury presence and strong second-home demand. She explains why so many buyers are drawn to the area for privacy, simplicity, and long-term lifestyle value, while also highlighting the realities that come with coastal ownership, luxury expectations, and a changing market. The episode also delivers strong takeaways for real estate agents. Leigh talks about the importance of …

Episode 311 – Kim Knapp (NEFAR President): “Do It Right – Keep It Real” In this episode of Real Estate Excellence, Tracy sits down with Kim Knapp, one of the most influential leaders in Northeast Florida real estate—now serving as President of the Northeast Florida Association of Realtors (NEFAR) for 2025 while continuing to lead the Fleming Island office for Coldwell Banker Vanguard. Kim breaks down her 2025 vision for NEFAR and what agents actually need right now: stronger mindset, better contract knowledge, higher professionalism, and a commitment to doing things the right way. She shares details on major initiatives like the Top Five Forum (bringing together the top 5% of local producers with high-level speakers), expanding broker communication, building ready-to-use education slide packs, launching more regional lunch-and-learns, and increasing involvement with a goal of 500 engaged volunteers. They also dig into the realities agents are facing today—post-settlement chan…

Dori Nugent made the leap from a 20-year career in fitness leadership, sales, and public speaking into real estate—and quickly discovered that many of the same skills that create an exceptional customer experience translate directly to helping buyers and sellers. In Episode 302 of Real Estate Excellence, Dori joins Tracy Hayes to share how she built a successful real estate business in St. Augustine and St. Johns County, closing more than 90 transactions while developing a highly personal, service-driven approach. Dori explains why she focuses on “selling the lifestyle” to relocation buyers, especially those dreaming of St. Augustine Beach, Vilano Beach, Anastasia Island, and coastal Northeast Florida. The conversation dives into what buyers and sellers need to know in today’s market, including the importance of hyper-local expertise when buying near the beach, navigating new construction, setting realistic seller expectations, pricing a home correctly, and understanding what to…