Episodes

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 sca…

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...

If your client was riding in your car all day, would they see you as a dedicated professional, or just someone running errands? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Sharon Mills. Sharon is one of Northeast Florida's leading realtors. Sharon dives deep into her journey, highlighting how her early corporate experiences at General Motors shaped her into a meticulous professional dedicated to client service and relentless attention to detail. She shares invalua...

Are your real estate deals falling apart because you're not mastering the art of negotiation and timing? In this episode of the Real Estate Excellence Podcast, Bobbie Jean DeMunck joins Tracy Hayes to unpack what it takes to thrive in today's volatile real estate market. With over 15 years in the business and a background in interior design and banking, Bobbie shares how blending aesthetics with strategy helps her listings stand out and sell faster—even in a slower market. She reveals her uni...

What if your side hustle became your true calling? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits Edwina Burch. Edwina Burch is a dynamic Jacksonville real estate agent, shares her journey from aspiring attorney to becoming one of the top real estate agents in northeast Florida. Starting her career in education administration, Edwina transitioned to real estate after being inspired by a colleague’s challenging real estate deal. Quickly realizing that selling real estate ...

What does it take to build a thriving real estate business from scratch—while raising three kids as a single mom? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Beverly Hecht, a top Jacksonville Beach realtor, who shares her compelling journey from IT sales to becoming a real estate powerhouse. A Jacksonville native with deep community roots, Beverly dives into how her corporate discipline, single-mom tenacity, and relentless drive helped her transition into re...

What happens when you mix discipline, precision, and deep empathy into a real estate business? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Cindy James. Cindy is a licensed REALTOR, & Broker Associate, public speaker, and co-owner of Island Construction & Remodeling in Jacksonville, FL. With over 30 years in the corporate world and a background in real estate investing, Cindy blends business savvy, local expertise, and construction knowledge to help clients buy, se...

Episode 268 – Sarah Olson: From Accounting to Top Agent in Nocatee & Real Estate Mentor In this episode of the Real Estate Excellence Podcast, host Tracy Hayes sits down with Sarah Olson, team leader at First Coast Collective with RE/MAX Unlimited in Nocatee, Florida. With over two decades of experience in real estate, Sarah shares how she built a client-first business rooted in service, mentorship, and systems. Sarah discusses her transition from a background in accounting to becoming a top-performing agent in Ponte Vedra and Nocatee. She breaks down the key tools that have helped her scale—like AI-powered lead tracking and intentional time management—and explains how her Real Estate Agent Success Academy is giving back to the industry by helping agents run smarter, more sustainable businesses. If you're an agent ready to level up or a buyer or seller looking for one of the most respected professionals in Northeast Florida, this episode is packed with real value. Watch or…

What if the secret to leveling up your real estate game lies in the systems you don’t see? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Tiffany Freeman—a former transaction coordinator turned high-performing agent with Ingle & Volkers. With a sharp mind for systems and strategy honed through military family life and 2,000+ real estate transactions, Tiffany unveils her journey from resisting real estate to thriving at its forefront. Listeners get a front-row s...

Is your brokerage truly giving you freedom, flexibility, and financial growth? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes with Kimberly L. Waterhouse, Veteran USMC. Kimberly shares how her journey from the United States Marine Corps to Jacksonville real estate has been a masterclass in reinvention. With a rich background in media, marketing, and business leadership, Kimberly brings more than just property expertise—she brings people-first values, military grit...

🎙️ Episode 265 – Angela "Gigi" Urbanski & Mike Rolewicz | Why REAL Brokerage Is Reshaping Real Estate In this episode of the Real Estate Excellence Podcast, host Tracy Hayes sits down with two of Northeast Florida’s sharpest voices in real estate — Angela “Gigi” Urbanski and Mike Rolewicz — to unpack the movement behind REAL Brokerage and how it’s transforming the game for modern agents. From tech-powered transactions and revenue-sharing models to community-focused masterminds and luxury-level support, Gigi and Mike lay out exactly why agents at all levels are leaving traditional brokerages for something more innovative, scalable, and agent-owned. With tools like the Leo Copilot AI, wallet-based commission tracking, and customizable learning portals, REAL is offering agents the power to run their business like entrepreneurs — with freedom, collaboration, and wealth-building potential at the core. “REAL is not the destination — it’s the vehicle.” – Mike Rolewicz “You’re with RE…

Ep. 264 – Jessica Mendez & Joel Gonzalez | Building Trust in Every Transaction In this episode of the Real Estate Excellence Podcast, we sit down with Jessica Mendez and Joel Gonzalez, the powerhouse duo behind the Real 4 Jax Team at Rise Realty Advisors. Known for their deep commitment to Jacksonville’s Spanish-speaking community, Jessica and Joel share how their relationship-first approach, relentless client education, and dedication to long-term service have made them one of Northeast Florida’s most trusted real estate teams. They break down what it means to deliver high-level service beyond the closing table, how they manage client stress behind the scenes, and why their business continues to grow through referrals and reputation. If you believe real estate is about more than transactions, this episode will speak your language. 🎧 Listen now to discover how Jessica and Joel are raising the bar — one relationship at a time