Episodes

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…

Episode 318 — Karan Khanna | ListedKit AI: Meet Ava, the AI That Runs Your Transactions What if you could upload a contract and have every deadline, every party, every contingency extracted and organized automatically — in under 60 seconds? That's exactly what Karan Khanna built. Karan is the Product Lead of ListedKit AI, a platform powered by an AI assistant named Ava that reads real estate contracts — including handwritten ones — and builds out your entire transaction timeline in minutes. What used to take an agent or TC 35 minutes now takes under five. The platform has processed over 2,100 transactions across all 50 states and was named a 2025 Inman Innovators Award Finalist. In this episode, Karan walks us through how ListedKit came to be, what Ava actually does inside a live transaction, and why TCs using the platform are doubling and tripling their deal volume. He also shares what's coming next — Agentic Ava — a major upgrade where Ava stops waiting for prompts and starts man…

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…

Jess Lenouvel, founder of The Listings Lab and bestselling author of More Money, Less Hustle, joins Tracy Hayes for a direct conversation on what real estate agents need to change if they want to grow without burnout. Jess breaks down why so many agents stay stuck at six figures, why old-school prospecting keeps failing, and how digital marketing, personal brand, and human psychology work together to create inbound business. In this episode, Jess shares how she built her real estate business through digital marketing, why most agents misunderstand branding, and what actually moves someone from stranger to client online. She explains why agents should stop relying on just listed and just sold content, why case studies and personal stories matter more, and how systems, automation, and the right support team create the freedom most agents say they want. This is a strong episode for agents who want more leverage, better marketing, and a business that works without constant hustle. H…

In this episode of Real Estate Excellence, Tracy Hayes sits down with Taylor Diaz of Keller Williams Atlantic Partners for a grounded conversation on what buyers and sellers in Jacksonville and Northeast Florida need to understand right now. Taylor shares how her medical background shaped her calm, educational approach to hard conversations and why today’s market demands more honesty, clarity, and strategy from a local Realtor. The episode digs into some of the biggest issues affecting real estate decisions today, including pricing a home correctly from day one, navigating relocation into Jacksonville, evaluating new construction versus resale, and understanding how insurance, lifestyle, and long-term value all factor into the decision-making process. Taylor also breaks down what she’s seeing in Jacksonville Beach luxury, why SilverLeaf and Nocatee appeal to very different buyers, and how she helps clients think beyond the headline and focus on fit, timing, and total cost of owners…

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 313 features Megan Jernigan—five-time Diamond-Elite producer and Team Lead of The Jernigan Group at Compass—sharing what it really takes to build a high-performing real estate team in Nashville and serve clients across Williamson, Davidson, Sumner, and Wilson Counties. Megan doesn’t sugarcoat leadership. She talks about why your “team” is bigger than the people on payroll—your lender, inspector, flooring partner, movers—and why the standard is simple: “Everybody has to care.” She also breaks down the career reality for agents: “Year three is kind of the year that you're like, okay, I'm in or I'm out,” and why getting through that phase is where long-term momentum is built. This episode is packed with practical strategy: how she stays aggressive and proactive in finding buyers and sellers, why being physically present in neighborhoods (especially new construction) builds instant credibility, and how she protects the client experience by pushing value back to the customer—…

Debbi DiMaggio joins Tracy Hayes to unpack the real difference between having goals and actually achieving them: motion backed by a repeatable method. Debbi’s message is blunt—“action builds momentum…momentum builds confidence…and confidence delivers results”—and the conversation stays focused on how high performers cut the mental chatter and “lock in. Debbi explains how her upcoming book, Mindset in Motion: Activate Your Purpose, Power and Peak Performance (March 2026), was sparked while she was preparing for a TEDx-style talk and realized she needed to sharpen her message into a framework people could actually use. She walks through her 5-step Mindset In Motion Method—get clear on the goal, believe it’s possible, internalize it (writing/visualizing), share it with supportive people only, and activate with aligned action and the right help (coaches, community, accountability). One of the standout stories is her “marathon mindset”—running the LA Marathon with virtually no traini…

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…

In Episode 310 of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tina Priest for a powerful conversation about leadership, professionalism, and serving military families across Northeast Florida. As the spouse of a U.S. Navy veteran who served 21 years, Tina brings firsthand understanding of PCS moves, deployments, tight timelines, and the emotional realities military families face during relocation. That lived experience shapes how she approaches real estate in Jacksonville, Ponte Vedra, Nocatee, St. Johns County, and surrounding communities. Tina shares why real estate should never feel transactional, emphasizing the importance of authenticity and relationship-building. “I think they need to see a personal side of you and that they’re not a transaction.” Throughout the episode, she discusses how staying calm during heated negotiations, taking a moment before responding to bad news, and communicating with intention can protect both clients and contracts. …

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Christina Swyers, a multi-state real estate team leader, relocation specialist, and founder of Prime Living Properties. Licensed in both Missouri and Florida, Christina shares how she built a cross-market business while relocating her life and production to Northeast Florida. Christina breaks down what agents actually need to succeed — from choosing the right brokerage and building a powerful referral network to leveraging social media, video, and authentic relationships to stay top of mind. She offers real insight into negotiation, confidence, and why preparation and communication are non-negotiable in today’s market. The conversation dives deep into relocation challenges, including taxes, HOAs, CDD fees, and new construction pitfalls buyers often overlook. Christina also explains why local lenders, outside inspections, and strong representation matter — especially when working with builders. F…

EPISODE 308 – Jerry Strums | Builder Sales, Buyer Psychology & Site Agent Strategy In Episode 308 of the Real Estate Excellence Podcast, host Tracy Hayes sits down with Jerry Strums, a high-performing new construction site agent representing Richmond American Homes in Jacksonville, Florida. Jerry opens up about what it really takes to succeed as a builder rep—from navigating demanding buyer expectations to mastering the builder-agent relationship. This is a rare inside look at the site agent role—and how it differs from traditional resale real estate. After two and a half years on-site and millions in volume, Jerry shares how structure, discipline, and full-time focus transformed his career: “I had my hands in 50 different baskets. Working for a builder gave me structure—and that changed everything.” You'll hear how Jerry handles first-time buyers, VA clients, outside lenders, and competitive inventory across markets like Jacksonville, Nocatee, and St. Augustine. Plus, …

Episode 307 – Madison Partridge: From Medical Field to Market Leader in Northeast Florida Real Estate In this episode, Tracy Hayes sits down with Madison Partridge, founder of Local Roots Group and one of the most strategic, fast-rising agents in Northeast Florida. Formerly in the medical field, Madison made the bold leap into real estate and built a business rooted in relationship marketing, open houses, and consistent community touchpoints. Madison shares how she turned door knocking and open house strategy into 65% of her business, why she thrives working with VA and first-time buyers, and how her upbringing shaped her leadership mindset. This conversation offers a deep dive into her systems for client follow-up, her open house routines, and the personal grit that fuels her growth in Clay County and beyond. You’ll Learn: How to make open houses a core lead gen strategy Why mindset matters more than marketing in year one Her exact follow-up system using pop-bys, CM…

Episode 306 – Robyn McIntosh: Builder Insights, Listing Prep, and Real Talk for Agents In this episode, Tracy sits down with Robyn McIntosh, a former Pulte Homes site agent turned top-producing Realtor in Jacksonville. Robyn shares the raw truth about what buyers miss in new construction, how agents can better protect their clients, and why listing prep isn’t just about photos—it's about psychology. With over 15 years in Northeast Florida and a background in psychology and customer service, Robyn brings a rare mix of empathy, precision, and systems to every transaction. She dives deep into her transition from builder rep to full-service agent, the power of transparency in tough conversations, and why agents must master the walkthrough. Whether you're an agent looking to level up your listing skills, or you want to understand the builder mindset from the inside, this episode is packed with clarity, strategy, and hard-earned lessons.

Episode 305 – Rachel Hanes: Real Estate, Family, and Building a Collaborative Brand In Episode 305 of the Real Estate Excellence Podcast, Rachel Hanes joins Tracy Hayes to share how she balances raising four children with building a high-integrity real estate business across Northeast Florida. With nearly a decade of experience and a growing focus on short-term rentals and investor opportunities, Rachel reveals how she’s creating success without sacrificing her values. From Macclenny to Jacksonville and St. Augustine, Rachel’s journey highlights the power of relationships, trust, and an abundance mindset. She opens up about her approach to Airbnb investing, growing through community connections, and why she believes collaboration—not competition—is the future of real estate. If you’re a Realtor®, investor, or buyer who values authenticity, this conversation delivers both strategy and substance. In This Episode: How Rachel built her business while raising four kids He…

Episode 304: Sarah Schwartz — Leading with Relationships, Powered by Results Top 1% Northeast Florida Realtor Sarah Schwartz returns to the Real Estate Excellence Podcast to break down the exact strategies that helped her close over $100 million in career sales. From answering every call to building deep-rooted community ties, Sarah shares how authenticity, responsiveness, and consistent visibility fuel her referral machine. In this episode, Sarah discusses: How she converted 97 out of 100 homes in her neighborhood into referral sources—with hot chocolate bombs and handwritten notes. Why 80–85% of her business comes from sphere and repeat clients—and how that starts with simply answering your phone. The power of her AI assistant “Alex” for 24/7 website lead follow-up. How to spot the right brokerage fit—and why she recently joined Realty One Group Elevate. What buyers expect in today’s pickier, post-COVID market—and how sellers can meet those expectations with sma…

Amy Barton-Cotney: Building a Real Estate Brand with 1.3M Followers and Zero Fluff From boutique owner to national speaker to real estate marketing powerhouse—Amy Barton-Cotney brings the energy, the strategy, and the results. In this episode, Amy shares how she used simple, unfiltered content to grow a following of over 1.3 million on TikTok and hundreds of thousands more across Instagram. We dive into how one casual WaveRunner video landed her two $4 million listings, the mindset agents need to stop overthinking content, and why authenticity always outperforms production. As the Marketing Director at Roots Real Estate in Auburn, Alabama, Amy’s no-nonsense branding approach has made her a trusted voice in both real estate and social media. Whether you’re building your personal brand or trying to convert followers into clients, Amy delivers practical, proven advice you can apply today. 🎙 Episode 303 – Amy Barton-Cotney 🎧 Listen now + full transcript at: tracyhayespodcast.…

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…

EP. 301 – Jonathan Lickstein: What Makes a Great Broker in 2025 Jonathan Lickstein, COO of LoKation Real Estate, joins the Real Estate Excellence Podcast to break down what truly separates top brokers from the rest. Leading over 5,000 agents across six states, Jonathan shares how real leadership, agent support, and smart brokerage structure are transforming the industry. From his early career selling real estate in Honduras to building one of Florida’s fastest-growing brokerages, Jonathan reveals the mindsets and systems that help agents thrive. In this episode: The traits of truly great brokers What agents should demand from their brokerage Why support and access matter more than splits How AI and automation are changing brokerage leadership The secret to agent retention and real culture 🎧 Listen in and learn what it takes to lead—and to be led—at the highest level. 📍 Featuring insights for agents across Jacksonville, St. Augustine, Ponte Vedra, and all …

🎙️ Episode 300: Emma Horvatincic – Equestrian Property Expertise in Northeast Florida In this milestone episode, Tracy Hayes sits down with Emma Horvatincic, a second-generation Realtor with Berkshire Hathaway HomeServices Florida Network Realty. Based in St. Johns County, Emma brings a sharp business mindset, equestrian background, and deep local knowledge to every transaction — especially in the luxury and horse property space. Emma shares what it really takes to succeed in today’s market, from her relationship-first approach to how she’s helping high-end buyers and sellers navigate one of the biggest decisions of their lives. With multiple million-dollar transactions closed in 2025, Emma’s voice is one every serious buyer and seller needs to hear. What You’ll Learn in This Episode: How Emma transitioned from running a riding academy to closing luxury real estate Red flags to avoid when selecting an agent The pricing mistakes sellers made in 2025 — and how to avoid them What …

EPISODE 299 – Sasha Tripp: Turning Real Estate Agents Into CEOs In this episode, Tracy Hayes sits down with Sasha Tripp—Principal Broker and Owner of Story House Real Estate in Charlottesville, VA. Sasha shares how she scaled her boutique brand without losing her identity by partnering with REAL Broker and PLACE. Known for her systems-first mindset, Sasha explains how she helps agents break through growth ceilings and truly run their business like a CEO. From hiring mistakes to structured mentorship, Sasha offers actionable insights for agents ready to stop doing it all and start building something bigger. Key Topics: Building a scalable boutique brand Why agents struggle to delegate and hire How systems drive long-term growth The truth behind agent burnout Mentorship, leadership, and leveraging partnerships Quote from Sasha: "I turn agents into CEOs. You can’t grow by accident—you grow with intention." Listen now to learn how to shift from solo agent to business leader.

Episode 298 — Michael “Drew” Kazemba | From Cold Calls to Coastal Closings In this episode of the Real Estate Excellence Podcast, I sit down with Jacksonville Beach-based Realtor Michael “Drew” Kazemba, a rising star who’s closed over 100 transactions since getting licensed in late 2022. Drew shares his unconventional entry into real estate—literally scheduling an appendectomy just to carve out time to get licensed—and how his early experience with investor deals shaped the high-performance mindset he brings to buyers and sellers today. We dive into: How Drew helps buyers win in today’s shifting market His expert take on pricing and prepping listings at the beach The power of equity-first investing strategies in 2025 How he uses ChatGPT, time-blocking, and CRM discipline to scale What it’s like transitioning from high-volume teams to boutique development with Some Day Homes If you’re buying, selling, or investing in Jacksonville Beach, Atlantic Beach, or Nep…