The day you get licensed, you stop being an employee. Most new agents miss that. 🎙️ Full Episode 343: tracyhayespodcast.com/343 Niki Sparks doesn't soften it: "You are now a business owner. You own a business. You're building a business." It's why she chose Keller Williams after interviewing several brokerages. "I…
If you are a top agent in your market, she already knows which list you are on. 🎙️ Full Episode 341: tracyhayespodcast.com/341 Tracy Hayes points out what an agent actually gets out of this: the client shows up already educated. No re-selling. The work is done before the appointment starts.…
Passing the exam keeps you out of trouble. It does not teach you how to sell a house. 🎙️ Full Episode 343: tracyhayespodcast.com/343 Niki Sparks tells every agent coming into the business the same thing: get the proper training. "The real estate exam in the state of Florida does not…
There is almost no barrier to entry. That is the whole problem. 🎙️ Full Episode 341: tracyhayespodcast.com/341 Kati Spaniak has closed more than 700 transactions, and she still learns something new on every single contract she writes. "That is the only way you learn in this industry. On-the-job training. Which…
A $20,000 gap. One question closed it. 🎙️ Full Episode 339: tracyhayespodcast.com/339 Tracy Hayes has watched buyers walk away from a $600,000 house over $1,000 — the same people who'd drop $1,000 on a pair of shoes without blinking. Somewhere in the negotiation they lose the fact that they love…
She could map every neighborhood in World Golf Village. Then she moved. 🎙️ Full Episode 340: tracyhayespodcast.com/340 Tracy Hayes points out the obvious risk with Anastasia Island: you don't just buy a house and decide you're running an Airbnb. There are things you have to learn — fast — when…
Price it high to test the market and you've already started from behind. 🎙️ Full Episode 339: tracyhayespodcast.com/339 Marilyn Gilman's answer to the seller who wants to test the market is flat: there's no such thing. You're leading from behind before you've begun. "I think that's a terrible way to…
Can you build a successful real estate business without cold calls, paid leads, or door knocking? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Niki Sparks. Niki Sparks is a St. Augustine real estate professional with Keller Williams Atlantic Partners whose deep family roots…
Ten years of expertise. One bridge. Back to the bottom of the curve. 🎙️ Full Episode 340: tracyhayespodcast.com/340 Bailey Martin knew her territory cold — she says she could almost draw an exact map of every neighborhood between World Golf Village and Julington Creek, because she worked it that hard…
Ask why she loves real estate and the second answer is the honest one. 🎙️ Full Episode 339: tracyhayespodcast.com/339 Last question of the episode: look right into the camera and tell everyone why you love real estate. Marilyn Gilman leads with the answer everyone gives — the cheese-ball one, in…
Bought after 2022? Selling right now means bringing cash to closing. 🎙️ Full Episode 340: tracyhayespodcast.com/340 Tracy Hayes asks the question every listing agent is dancing around: it's common sense to you and me, but it isn't common sense to the seller. How do you have that conversation? Bailey Martin's…
Sometimes the right advice is: don't buy. 🎙️ Full Episode 339: tracyhayespodcast.com/339 Marilyn Gilman doesn't think everyone should own right now. It depends on the season someone is in. She has a seller on the market at the moment who plans to rent afterward. She wants to travel and doesn't…
Staying because it's cheap, or living where you actually want to be? 🎙️ Full Episode 340: tracyhayespodcast.com/340 When a St. Augustine homeowner is frozen at the thought of trading a low rate for double the interest, Tracy Hayes wants to know the real question that gets underneath the rate objection.…
The appraisal came in under. Here is the entire menu. 🎙️ Full Episode 339: tracyhayespodcast.com/339 When a house doesn't make value, Marilyn Gilman lays out the options and stops: cancel the contract, the seller lowers the price, the buyer brings cash to the table — or the two sides find…
Get in young. Pay the mortgage. Ten years later you're a wealthy adult. 🎙️ Full Episode 340: tracyhayespodcast.com/340 Northeast Florida keeps ranking as one of the top markets for first-time home buyers, so Tracy Hayes asked Bailey Martin to walk through a recent one — what they assumed they needed…
What should a buyer or seller actually look for when choosing an agent, and does specialization matter more now than it did three years ago? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Aubrey Wessolowski. Aubrey Wessolowski is a Jacksonville native, real estate professional…
Listening is a skill. It did not come naturally to her. 🎙️ Full Episode 339: tracyhayespodcast.com/339 Tracy Hayes' read: when you're actually engaged and actively listening, the client is "sucking up the trust." Marilyn Gilman agrees it's a skill — and admits it wasn't organic to her. "I'm a Chatty…
One family. Three kids. Multiple home sales. Tracy Frandsen on why loyal clients used to be enough. Not anymore — here's what changed. Tracy Frandsen has always had a strong repeat and referral business. She can point to one family alone where she helped all three of their children buy…
She was a teacher before she had kids of her own — and it changed how she sees every family she works with. Angela Stancil, Team Davidow, Coldwell Banker Vanguard Realty. This is the lens she brings to every closing. "I was a teacher before I had children, and so…
She collects socks, blankets, and backpacks for foster kids. Tracy Frandsen on why one child is worth it. Then she connects it to a warning every buyer needs to hear. Tracy Frandsen's summer campaign collects pillows, blankets, mosquito spray, rain ponchos, umbrellas, non-perishable foods, and socks. In winter, it's jackets,…
PCS orders to NAS Jacksonville don't mean one search area — she covers three bases and one entire neighboring state. Angela Stancil, Team Davidow, Coldwell Banker Vanguard Realty. Before she shows a single house, she's running a much bigger equation. "So all three of them, the first conversation is always:…
The mortgage payment is not the whole cost of the house. 🎙️ Full Episode 339: tracyhayespodcast.com/339 Marilyn Gilman's rule: "I don't want, on my watch, someone to buy a house they really can't afford." Her picture of it — you bought the car, but the tires are built for a…
One bad hire can spoil the whole team. She's watched it happen — and she won't force a fit that isn't real. Angela Stancil, Team Davidow, Coldwell Banker Vanguard Realty. Growth isn't the goal. The right fit is. "You can't just say, 'Oh, we're busy, we need somebody, here you…
How can sellers know which agent they can truly trust? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Kati Spaniak. Kati Spaniak is a nine-time eXp Icon Agent, former association president, seller educator, and experienced real estate professional who has closed more than 700…
