Team Leaders & Brokers Episodes

Five years after her first appearance on the show (Episode 3), Bailey Martin returns with a different story to tell. Earlier this year she left her longtime brokerage to open STA Sunrise Realty, built on a simple premise: real estate should feel human. Bailey has held her license for about a decade, spending seven years at her previous brokerage before striking out on her own. She's lived the markets she sells — eight years in World Golf Village, now over a year on Anastasia Island — and that firsthand experience shapes how she works with clients navigating St. Johns County's shifting landscape. The conversation covers what's really happening with sellers who bought at the top of the market and now can't afford to sell without bringing cash to closing, why she gave up her own 4% mortgage rate to move to the island, and how she coaches first-time buyers through a process most of them know nothing about going in. Her signature move with every client, especially those relocating…

Holly Frandsen didn't come up through real estate — she came up through sports marketing, and it shows in how she runs listings today. On this episode of the Real Estate Excellence Podcast, Holly joins Tracy Hayes to break down how she and her mother-in-law, Tracy Frandsen, built the Frandsen Team at Christie's International Real Estate First Coast, and why keeping the team small and hands-on beats scaling up for its own sake. Holly walks through the content strategy behind the team's organic growth — 1,200 Instagram followers with individual videos pulling 40,000+ views, built on short, keyword-packed clips that withhold just enough information to generate real leads. From there, the conversation moves into buyer strategy across St. Johns and Clay County: what Rivertown and Eagle Harbor actually deliver that online research misses, how to price a resale home honestly against new construction incentives, and the CDD fees, insurance costs, and HOA line items that a pre-approval lett…

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…

Tanya Cosmini first joined Tracy on Episode 97 when she had just launched Realty ONE Group Elevate in St. Augustine. Four years later she's back — and the real education is what nobody told her was coming. Tanya breaks down what it actually takes to go from top-producing solo agent to broker-owner: the recruiting cycle that takes one to two years (not one meeting), why answering the phone is still the single biggest differentiator in brokerage, and how she built a collaborative culture where agents thrive instead of compete. She covers strategic pricing in St. Johns County — where 97% of listings are selling at or near list price — and why agents who ignore that data are losing listings. New construction, buyer agreements, realtor safety with Forewarn, leveraging virtual assistants, when to hire your first TC, and how she blends Buffini's referral systems with Tom Ferry's open house principles into a coaching program designed to get new agents under contract within 120 days. …