Episodes

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…

Are you running a business or just duct taping one together? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Lauren Duke. Lauren is the founder and CEO of Core Ops Collective, to unpack how she went from military spouse and hairdresser to running operations for one of the nation’s top real estate teams—closing over 3000 transactions and opening 21 expansion locations. Lauren explains why so many agents get stuck wearing every hat, how culture can’t just be “fami...

Episode 286: Shannon Messina — Grit, Growth, and Real Estate Mastery In this episode, host Tracy Hayes sits down with Shannon Messina, a top-producing Realtor® in St. Johns County, Florida. Shannon shares her powerful journey from a successful fitness career in New York to rebuilding her life and business in Florida's competitive real estate market. Shannon opens up about the obstacles she overcame—including vision loss and career loss during the pandemic—and how she used grit, resourcefulness, and relationship-building to close over $10 million in sales within her first few years. From hosting themed open houses to mastering social media visibility (even when she doesn’t love it), Shannon offers actionable insights for agents and clients alike. What You’ll Learn: Why real estate is not a “me” business The power of referrals and authentic client relationships How themed open houses can emotionally connect buyers How Shannon rebuilt after a life-altering health scare Tips for s…

Episode #285 – Jim Cronin: Building Real Estate Websites That Rank in the Age of AI In this episode of the Real Estate Excellence Podcast, we welcome digital marketing pioneer Jim Cronin, founder of Real Estate Tomato and ReadTomato.com. With over two decades of experience helping agents build high-performing websites, Jim breaks down why owning your own domain is now non-negotiable—especially as AI reshapes how buyers and sellers find agents online. We dive into: ✅ The comeback of Real Estate Blogging and why AI rewards it ✅ Why social media alone is a dangerous strategy ✅ How to build a site that aligns with your brand goal ✅ The power of Content Marketing for Agents ✅ Tactical ways to dominate Local SEO for Realtors ✅ How AI Marketing for Realtors will soon define visibility ✅ The proven framework Jim uses to make agents the answer AI search engines choose Jim’s message is clear: Your website needs to be more than a brochure—it must be your brand’s authority hub, bu…

Episode 284: Ethan Gregory — Mastering REO, Leading RealMLS, and Embracing AI in Real Estate In this episode of the Real Estate Excellence Podcast, Jacksonville native and REO expert Ethan Gregory shares his journey from flipping homes to becoming a trusted partner for institutional sellers and banks. With over 20 years of experience and 50+ transactions annually, Ethan dives into the operational strategies that make REO work successful, how RealMLS is evolving under his leadership as its 2025 President, and why AI tools like UseDeli are shaping the future of home search. Whether you're a seasoned agent or just getting started, Ethan’s insights on pricing, compliance, innovation, and market adaptation are essential listening. 🎧 Listen now on Apple Podcasts, Spotify, or watch on YouTube. 🔗 More info: www.tracyhayespodcast.com/284 #REO #EthanGregory #RealMLS #AIinRealEstate #RealEstateExcellence

Episode 283 – Kati Spaniak: Real Talk on YouTube Growth, Real Estate Teams & Building Trust In this powerful episode, Tracy Hayes sits down with nationally recognized real estate leader and YouTube strategist Kati Spaniak to unpack the mindset, methods, and mistakes that shape top-performing agents. From scaling to nearly half a billion in sales volume to building a 64K+ subscriber YouTube channel, Kati shares how honesty, hyperlocal focus, and relentless commitment to her craft helped her become a go-to voice for sellers and agents nationwide. You’ll hear Kati’s unfiltered take on: The two most important skills every agent must master Why most real estate teams fail (and how to build one that works) The YouTube algorithm mistake that nearly tanked her channel Why your brand wins over the brand—every time How rejection and coaching made her a better agent and person This is a must-listen for agents at every level — packed with tactical insights, hard truths,…

Episode 282 – Eden Jordan: 27 Years of Real Estate Excellence in Clay County, FL Eden Jordan has been a top-producing Realtor in Clay County, Florida since 1998, serving the communities of Fleming Island, Green Cove Springs, Middleburg, and Orange Park. With more than 800 families helped and countless agents mentored into top performers, Eden’s career is built on integrity, problem-solving, and a passion for people. In this episode of the Real Estate Excellence Podcast, Eden sits down with Tracy Hayes to share: Why success in real estate is never just about the house How to thrive through market shifts and downturns The importance of mentorship, collaboration, and finding the right office culture Why negotiation and closing the deal still fuel her passion after 27 years Advice for new and plateaued agents looking for their breakthrough Eden’s insights blend “old-school” relationship building with sharp, data-driven market expertise. Whether you’re a new agent o…

Episode 281 – Michele Tremblay: Luxury Real Estate Excellence in Northeast Florida In this episode of the Real Estate Excellence Podcast, host Tracy Hayes welcomes Michele Tremblay, one of Northeast Florida’s top luxury real estate agents serving Nocatee and Ponte Vedra Beach. Michele shares her journey, mindset, and proven strategies for success in today’s market. From crafting unforgettable open house experiences to maintaining a “calm in the storm” approach during negotiations, Michele offers insights valuable to both buyers and sellers. She explains why now can still be a smart time to buy, how to navigate a shifting market, and the small details that leave a lasting impression on clients. Listeners will learn: Why a buyer’s market presents unique opportunities Staging and presentation tips that get homes noticed Building trust and strong client relationships from the first meeting The personal touches that make Michele’s listings stand out Whether you’re l…

Episode 280 – Delaney Henderson: It Takes Grit What does it really take to thrive in real estate when the deals get messy, emotions run high, and the market is constantly shifting? In this episode of Real Estate Excellence, Tracy Hayes sits down with top-producing Northeast Florida Realtor® Delaney Henderson to explore the mindset, resilience, and strategies that propelled her from a burned-out paralegal in DC to one of Jacksonville’s most respected agents and mentors. Delaney opens up about the personal lessons learned from her toughest transactions, the power of journaling every deal, and how mentorship keeps her sharp while helping the next generation of agents succeed. She shares how authenticity, handwritten notes, and even a picture of her dog on her business card helped her stand out in a competitive market. This conversation is raw, real, and full of actionable advice for both new and seasoned agents—covering everything from setting boundaries with clients, handlin…

What if your biggest limitation became the launchpad for your real estate empire? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Julianne Grant-Johnson, a top-producing real estate agent in Northeast Florida, for her second appearance on the show. This time, they dive deep into the business side of her success, exploring how she built the Grant Johnson Group while on pregnancy bedrest, leveraged her military ties to dominate the VA market, and now leads a thriv...

How can one woman’s mission to stabilize families through homeownership ripple out to transform entire communities—and even the world? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Dana Johnson, a dynamic leader in real estate and economic empowerment. Dana shares her journey from aspiring fighter pilot to real estate mogul, highlighting how owning a home can offer not just wealth but stability, resilience, and generational impact. She delves into her work wit...

How do you gain trust and authority in a high-stakes industry when you're young, inexperienced, and just starting out? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Willie Lane—northeast Florida native, luxury real estate expert, and founder of the Willie Lane Group at Compass Realty. Willie reveals how he built a successful real estate business from the ground up starting at just 22, facing skepticism, inexperience, and a tough market. He discusses the power ...

What happens when decades of tech experience collide with luxury real estate and the power of artificial intelligence? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with real estate powerhouse Mandy Morrow, whose journey spans Fortune 50 leadership, tech innovation at IBM, and top-tier performance in Ponte Vedra’s luxury housing market. Mandy unpacks how her corporate and tech roots uniquely position her to serve high-net-worth clients with precision, authenticity,...

What if your smartest, most efficient business partner was already on your laptop — and free? In this episode of the Real Estate Excellence Podcast, Tracy Hayes dives deep with with 24-year-old trailblazer Bella Taazieh — a rising force in Northeast Florida real estate who’s harnessing AI to build a modern, personal, and wildly productive business. Bella unpacks how she’s blending ChatGPT, Gamma, Notebook LM, and more to save hours, close deals faster, and create lead-gen systems that work for h...

Can mastering storytelling and creative production turn you into a top-performing real estate agent? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Sharon Alters—one of Northeast Florida’s most respected and dynamic real estate agents. With a unique background in advertising and film production, Sharon shares how her creative roots shaped her customer-first philosophy in the competitive real estate landscape. Through storytelling, staging, and strategic mindset...