From $38M Agent to Broker Owner: What Tanya Cosmini Learned the Hard Way | Ep. 329
What happens when agents realize the support they thought they had is not actually there when a deal starts falling apart?
In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tanya Cosmini. Tanya is a broker owner, real estate leader, and producing agent who returned to the Real Estate Excellence Podcast to share what she has learned after nearly four years of running Realty One Group Elevate.
Tanya Cosmini discusses the reality of opening and leading a brokerage, why recruiting is a longer game than expected, and how true agent support shows up in moments of stress. Tanya also explains why she still sells real estate, how consistency beats shiny objects, and why knowing the contract is one of the strongest ways agents can protect their clients. They also dig into new agent training, collaborative culture, realtor safety, pricing strategy, and the market shift in St. Johns County. Tanya makes it clear that successful agents need support, discipline, safety awareness, and the humility to keep learning from both wins and losses.
Listen to the full episode, share it with an agent who needs stronger support, and subscribe to the Real Estate Excellence Podcast for more conversations with top real estate professionals.
HighlightsTop of FormBottom of Form
00:00-11:08 Brokerage lessons and real support
- Tanya returns to the podcast after launching Realty One Group Elevate
- She reflects on what changed after becoming a broker owner
- Tanya explains why she expected more deal saving and conflict
- She shares how supporting agents builds confidence during stressful moments
- She explains why still selling real estate keeps her connected to the market
11:08-20:44 Recruiting agents and brokerage support
- Tanya explains why recruiting takes longer than expected
- She describes the one-to-two-year recruiting cycle
- Support becomes the main reason agents consider changing brokerages
- She shares why agents from other brokerages still call her for help
- Technology matters but most top agents already have their own systems
20:44-24:15 Consistency beats shiny objects
- Tanya calls out shiny object syndrome in real estate
- She says consistency is the real secret sauce
- Agents need consistent calls, open houses, and sphere work
- AI and automation can help but cannot replace real conversations
- Tanya reminds agents that the phone still matters
24:15-31:54 Training new agents and building culture
- Tanya explains her slow fast approach for new agents
- New agents need a strong foundation before chasing quick closings
- Her brokerage provides weekly training, calls, and appointment support
- Mentorship and coaching are built into the brokerage culture
- Tanya explains why collaborative agents thrive and scarcity minded agents leave
31:54-43:11 Contract lessons and realtor safety
- Tanya shares a difficult buyer broker agreement situation
- She explains the importance of doing the full buyer consult
- She encourages agents to use Forewarn before meeting strangers
- Tracy and Tanya discuss trusting intuition and avoiding unsafe situations
- Tanya shares practical safety steps like sharing location and using a code call
43:13-01:33:47 Pricing strategy in St. Johns County
- Tanya says many agents still think homes will sell themselves
- Pricing remains the most important factor in getting a home sold
- Great photos and marketing cannot overcome the wrong price
- St. Johns County demand does not erase the need for strategic pricing
- Sellers need to understand what happens when a home is listed too high
Quotes:
“My goal is to foster a collaborative culture with an abundance mindset.” – Tanya Cosmini
“Real estate is a practice. It’s not, you’re never going to master it.” – Tanya Cosmini
“The secret sauce in real estate is consistency.” – Tanya Cosmini
“You can win deals and protect your customers by knowing the contract.” – Tanya Cosmini
To contact Tanya Cosmini, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, and LinkedIn.
Connect with Tanya Cosmini!
Website: https://www.sellinghomesin904.com/
Instagram: https://www.instagram.com/tanyaarslaniancosmini/
Facebook: https://www.facebook.com/tanya.holst.a
LinkedIn: https://www.linkedin.com/in/tanya-cosmini-29473b157/
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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Are you ready to take your real estate game to the next level? Look no further than Real Estate Excellence - the ultimate podcast for real estate professionals. From top agents and loan officers, to expert home inspectors and more, we bring you the best of the best in the industry. Tune in and gain valuable insights, tips, and tricks from industry leaders as they share their own trials and triumphs. Whether you're a seasoned pro or just starting out, a homebuyer or seller, or simply interested in the real estate industry, Real Estate Excellence has something for you. Join us and discover how to become a true expert in the field.
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