Episodes

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.…

Episode 303 – Amy Barton-Cotney: From Boutique Shops to 1.3M Followers – Building a Real Estate Brand That Actually Converts In this episode, we sit down with Amy Barton-Cotney, Marketing Director at Roots Real Estate in Auburn, Alabama—and one of the most dynamic real estate voices online today. With over 1.3 million TikTok followers and two booming Instagram accounts, Amy has mastered the balance of content, connection, and conversion. But her story goes deeper than social media. Amy shares how a spontaneous WaveRunner video landed her two $4 million listings, why authenticity outperforms perfection, and what most agents still get wrong about building a personal brand. We talk luxury, relocation, speaking stages, and how Amy went from boutique owner to top-performing Realtor with national influence. This episode is packed with real-world examples, tactical advice, and zero fluff—just the way Amy likes it. If you’re an agent trying to break through online—or a team leader…

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…

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 bu…

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…

Ep. 297 – Karen Saez: Grit, Growth & Bilingual Real Estate Leadership in Jacksonville In this episode, Karen Saez of the 904Homeguide team at Real Broker shares her incredible journey from corporate recruiting at Deutsche Bank to bar ownership and now thriving in real estate. A bilingual powerhouse and single mom, Karen opens up about building her business from scratch, earning trust in the Jacksonville market, and why passion—not just paychecks—drives the best agents. From relocation tips to mindset shifts, this conversation is packed with raw insight and inspiration.

Episode 296 – Michael Curet | Mastering Oceanfront Real Estate in Ponte Vedra In this episode, Tracy Hayes sits down with Michael Curet, one of Northeast Florida’s most accomplished coastal real estate agents. With nearly three decades of experience, Michael shares how he transitioned from professional tennis writing to becoming Ponte Vedra’s go-to expert for luxury and oceanfront properties. He discusses the power of relationships, the importance of specialized coastal knowledge, and how agents can break into and stay relevant in the luxury market. Whether you're a buyer, seller, or aspiring top producer, this conversation is packed with actionable insights.

Episode 295: Kevelyn Guzman – Transforming the Brokerage Model from the Inside Out In this episode, Tracy Hayes sits down with Kevelyn Guzman, Regional Vice President at Coldwell Banker Warburg, to explore how she’s flipping the traditional brokerage model and building a culture where agents thrive. With roots on Wall Street and a bold leadership role in one of Manhattan’s most competitive markets, Kevelyn shares how she helped guide Warburg Realty through its pivotal Coldwell Banker acquisition — and why her agent-first approach is attracting attention across the industry. Kevelyn opens up about what agents really need in 2025, how brokerages can stop losing talent, and why she believes in building customized marketing strategies that play to each agent’s strengths. From launching the NYC chapter of “What Moves Her” to becoming an Inman Power Player, Kevelyn’s influence goes beyond operations — it’s cultural, strategic, and deeply human. Whether you’re an agent, broker, or t…

Episode 294 – Kaitlin Chernyshov: From $8M to $20M in a Tough Market In this powerhouse episode of the Real Estate Excellence Podcast, I sit down with Kaitlin Chernyshov, a Northeast Florida real estate agent who’s gone from $8 million in sales in 2024 to a projected $20 million+ in 2025 — all while navigating one of the most challenging housing markets in recent memory. We dive deep into Kaitlin’s incredible journey: How she transitioned from part-time to all-in in real estate The mindset shift that changed everything Why moving between brokerages helped her find her true voice as an agent The role of grit, consistency, and goal-setting in scaling her business How she turned open houses into client-magnets And why recognition still matters in today’s real estate landscape Whether you’re a new agent trying to get traction, or a seasoned pro looking for inspiration in a slow market — Kaitlin’s story will reignite your motivation and give you actionable takeaw…

Episode 293 – Jamie McLaughlin: From Classroom to Closings | St. Johns County Realtor In this episode, host Tracy Hayes welcomes Jamie McLaughlin, a lifelong St. Johns County resident, former math teacher, and now one of the area’s most trusted Realtors. Jamie shares how her background in education shaped her people-first approach to real estate, guiding clients with clarity, patience, and integrity. You’ll hear Jamie break down the importance of buyer consultations, smart seller pricing, and why even new construction homes need inspections. She also shares real stories from the field — including new build nightmares, pre-listing prep mistakes, and the emotional side of real estate decisions. Whether you’re a buyer, seller, or fellow agent, Jamie’s insights on community, strategy, and staying true to your values in this ever-changing market are not to be missed.

Episode 292 – Tiffany High | From Chaos to Scale: How to Build a Real Estate Business That Runs Without You In this episode of the Real Estate Excellence Podcast, Tiffany High shares her journey from walking away from a thriving corporate career to flipping 40 homes in her first year — and how that success nearly broke her. After closing 165 deals in year two, she and her husband Josh realized the business wasn’t sustainable. The turning point? A full 90-day reset. They tore down everything and rebuilt with systems, training, and leadership that now allow them to close 20+ deals per month virtually — without being in the daily grind. Tiffany dives deep into: Why wholesaling is the best starting point for new investors How to raise private money without fear or begging The systems and team structure that allow a business to scale Why most people confuse flipping houses with building a business The mindset shifts needed to stop hustling and start leading 🎧 Lis…

Episode 291 – Maria Raymer: Building a Top 1% Real Estate Business on Trust, Consistency, and Communication In this episode, host Tracy Hayes sits down with Maria Raymer, one of Northeast Florida’s most trusted and top-performing real estate agents. With over 30 years in the industry and deep roots in the Jacksonville area, Maria shares how she built a referral-driven, top 1% business by focusing on client relationships, elite-level negotiation, and consistent communication. Maria offers real-world advice for new agents, breaks down why trust and perception matter more than scripts, and explains her philosophy behind “marry the house, date the rate” in today’s shifting market. Whether you’re an agent looking to level up or a buyer or seller seeking clarity in a noisy market, Maria brings calm, wisdom, and strategy to every part of the transaction. 🎧 Listen now and learn why success in real estate is earned through hustle, integrity, and the long game.

In this must-listen episode, returning guest Corey Hasting, Owner and Broker of the newly launched Christie’s International Real Estate | First Coast, sits down with Tracy Hayes to share the bold decision behind one of the most talked-about brokerage transitions in Northeast Florida. Corey led 138 agents and 5 offices through a complete shift from Engel & Völkers to Christie’s—elevating his brand and positioning his team to lead in the luxury real estate space across the region. From St. Simons Island, GA to Flagler Beach, FL, Corey now holds exclusive territory rights and has his sights set on growth, innovation, and setting new standards of excellence. 🎙️ Topics Covered: Why Christie’s? The brand power, global reputation, and tech advantage How Corey got full buy-in from his agents—and what it took behind the scenes The launch of “First Coast Luxury,” their branded mobile app and tech stack What luxury clients and agents truly want in today’s market Leadership l…

What would change in your business if you treated time as your most valuable commodity and priced every hour accordingly? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with luxury agent and team leader Gail DeMarco. Gail drops the polite filter and lays out how she built a near billion in lifetime sales by staying lean, obsessing over data, and designing a brand that shows up everywhere. From four open houses every weekend to hyper-focused farming and YouTube consi...

Episode 288: Jamie Hallman – Elevating Real Estate Through Transaction Coordination In this episode, host Tracy Hayes sits down with Jamie Hallman, founder of Consider It Closed, to explore how top-tier transaction coordination transforms real estate businesses — and client experiences. Jamie shares her journey from Registered Dietitian to real estate systems expert, and how a global mission trip helped shape her purpose. Jamie breaks down the science of being a great TC, how her team makes agents look like rockstars, and why setting expectations early (especially around insurance and paperwork) prevents deals from falling apart. If you're an agent looking to scale — or a client who wants a smoother real estate process — this episode will shift how you think about the team behind the transaction. Listen now to learn: Why even low-volume agents benefit from a TC How Jamie’s team customizes systems for every agent The top compliance mistakes that kill deals Why prof…