How to Sell Luxury Real Estate in 2026: Leigh Howe Amelia Island
What do luxury buyers need to understand about owning on Amelia Island that most agents never explain?
In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Leigh Howe. Leigh shares a career path that started far from traditional real estate. She moved from teaching, nursing, retail, and sales into land development and homebuilding after she and her husband took on a 100 acre project in Gainesville. That experience gave her deep knowledge in zoning, infrastructure, construction, customer selections, and the human side of real estate. She explains how surviving the housing crash and later the COVID era shaped her approach, eventually leading her to focus on retail real estate on Amelia Island where she could combine expertise with relationship driven service.
Leigh then shifts into what makes Amelia Island so desirable and what it really takes to serve affluent buyers well. Leigh explains that luxury clients still need guidance, clarity, and confidence even when they are highly accomplished professionals. She talks about joining the right brokerage, learning the south end of the island, listening to other agents, building trust through referrals, asking better questions, and staying authentic instead of sounding overly sales driven. The episode also explores off market opportunities, AI in real estate, local ownership nuances, and why true value comes from knowledge, professionalism, and anticipating needs before clients even ask.
Thinking about buying, selling, or investing on Amelia Island Reach out to Leigh Howe and start with a smart strategy before the next great property is gone.
Highlights
00:00 - 05:41 From teacher to developer
- Tracy introduces Leigh Howe and her background in Nassau County real estate
- Leigh explains she did not plan to become a real estate agent
- A lunch with a landowner leads to a 100 acre development opportunity
- She and her husband sell the first 60 half acre lots
- Building the last 40 homes launches her hands on real estate education
05:41 - 13:20 Surviving the crash and finding a new lane
- The early growth years make development look unstoppable
- The recession hits and unsold homes turn into rentals
- Leigh describes cashing in retirement savings to survive
- During COVID they build multifamily rentals for long term stability
- She transitions fully into Amelia Island real estate and enjoys the freedom of agency work
13:20 - 20:55 Why Amelia Island keeps pulling people back
- Leigh calls Amelia a magical place that sells itself
- The island blends blue collar roots with resort lifestyle appeal
- Buyers are drawn to beaches, boating, marsh views, and historic downtown
- Most of her clients are second home or third home buyers
- Privacy, simplicity, and ocean views drive many luxury decisions
20:57 - 31:08 How Leigh broke into luxury real estate
- She identifies her knowledge gap on the south end of the island
- Joining a brokerage behind the gate gives her direct access to luxury inventory
- She learns by sitting with experienced agents and listening closely
- Leigh builds her own style by staying authentic instead of salesy
- Referrals, community involvement, Facebook, and Instagram help expand her visibility
31:36 - 43:52 What affluent buyers really need from an agent
- Leigh is surprised that high powered buyers often feel unsure during transactions
- She explains why successful people still need handholding and clear expectations
- Concierge level service means anticipating needs and guiding every step
- Asking better questions helps narrow the search without wasting time
- Referrals, trust, and quiet off market conversations create new opportunities
44:00 - 1:20:25 AI local nuance and the realities of ownership
- Tracy and Leigh discuss how AI may improve search and targeting
- Leigh says local knowledge still matters more than generic estimates
- She highlights ownership realities like taxes, turtle lighting, and shore stabilization costs
- They talk about pricing psychology, negotiation, and market corrections
- The episode closes with a story that shows how small details can decide a sale
Quotes:
“People don't like surprises.” – Leigh Howe
“It's a magical place.” – Leigh Howe
“If you're not a salesy person, then don't be salesy.” – Leigh Howe
“I'm always going to answer the phone when you call me.” – Leigh Howe
To contact Leigh Howe, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook.
Connect with Leigh Howe!
Website: https://leighhowe.ameliaislandrealestate.net/
Instagram: https://www.instagram.com/movetoamelia/
Facebook: https://www.facebook.com/leigh.howe.963
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.
The content in these videos and posts are for informational and educational purposes only. The information contained in the posted content represents the views and opinions of the original creators and does not necessarily represent the views or opinions of Townebank Mortgage NMLS: #512138.
