"Probably completely wrong." That's how Lisa describes her first brokerage pick. Lisa Vernon, Imagine Real Estate, Nocatee FL. And it taught her something most new agents don't learn until later. Lisa and her mom drove around evaluating offices the way her mom knew how — based on decades in new…
Rookie of the Year in year one. It started with a phone call from a friend. 🎙️ Full Episode 339: tracyhayespodcast.com/339 Tracy Hayes calls commission a measurement of your ability — the reward, the recognition, and the money as a byproduct. Marilyn Gilman says that's right: making money wasn't the…
20 years in. Still not tired of it. Tracy Frandsen on why real estate never got old. Even retirement won't come from burnout. DESCRIPTION BODY (after "...more"): Twenty years into real estate, Tracy Frandsen still isn't tired of it — and she's clear about why. She's a people person first.…
Four or five kids. What they're looking for. What the last agent said. It all goes in the CRM. Holly Frandsen on turning notes into a plan. The Frandsen Team writes everything down. Meet someone at an open house, find out they have four or five kids and here's what…
Would you trust a real estate agent more if they were willing to lose a commission to stop you from making the wrong financial decision? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Marilyn Gilman. Marilyn Gilman is a Berkshire Hathaway HomeServices real estate…
There's a specific tell for an agent who cares more about the check than about you. Lisa Vernon, Imagine Real Estate, Nocatee FL. She learned to spot it as a teenager. Lisa's mom worked model homes, and Lisa spent her teenage years watching how she handled buyers. Warm. Present. And…
Six or seven agents. One meeting a month. Three goals each — announced out loud, written down, and asked about next time. Holly Frandsen on accountability that actually sticks. The group meets monthly, not weekly, on purpose. Weekly is a lot when you're also trying to grow your own business,…
Ask her how many homes she closed last year. She has no clue. Lisa Vernon, Imagine Real Estate, Nocatee FL. That answer is the whole point. DESCRIPTION BODY: Tracy asked her to look straight into the camera and say why she loves real estate. What came out wasn't a production…
Most new agents hire a marketing person first. Angela Stancil says that's backwards. Angela Stancil, Team Davidow, Coldwell Banker Vanguard Realty. Her answer to "who's your first hire" isn't what most agents expect. "I would say the transaction coordinator would be the first hire. The transaction is more important than…
90% of their business comes from referrals. That doesn't happen by accident. Holly Frandsen on the touches that keep past clients talking. Tracy Hayes' framing: whoever you're working with right now is your billboard for the rest of your career. How well that billboard talks about you depends entirely on…
From mid-May to mid-June, Robyn Cavallaro closed 19 transactions. She sold two homes that same week to buyers who'd never seen them in person. Here's what that kind of trust actually requires. DESCRIPTION BODY: Robyn Cavallaro had 19 transactions in one month — each one its own inspection process, its…
Most buyers think closing costs are a fixed number. They're not — and that gap can cost thousands. Angela Stancil, Team Davidow, Coldwell Banker Vanguard Realty. This is why "just find me a good rate" isn't the full conversation. "If you don't have a good agent, you don't even know…
Everyone posts their best day. Nobody posts the struggle. Holly Frandsen on what actually performs on social. Tracy Hayes' point: agents on social media only show you their best. They're having the same struggles you are — and they're in a completely different chapter of their career than you. Seasoned…
She ran campaigns before she ran listings. Holly Frandsen on the one habit that carried over. Tracy Hayes asked what her sports marketing background gave her that most agents in this market simply don't have. Her answer: if something doesn't work, figure out a way to make it work. Put…
What would change in your real estate business if you stopped trying to look perfect online and focused instead on consistently showing people something genuinely useful? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Holly Frandsen. Holly Frandsen is a Northeast Florida real estate…
Three sellers. Six months. All ready to walk. Tracy Frandsen on the negotiation that saves deals. Even her husband noticed she's good at this. DESCRIPTION BODY (after "...more"): Tracy Frandsen calls herself a good negotiator — and in the last six months alone, she's had to talk three different sellers…
Most agents treat an open house like a formality. Angela Stancil doesn't. Angela Stancil, Team Davidow, Coldwell Banker Vanguard Realty. She's not standing by the door handing out flyers — she's working the room. "I do a real open house, and I really try to start those real conversations, listen…
"A house is worth what a buyer is willing to pay for it. It does not matter what your numbers look like." Lisa Vernon, Imagine Real Estate, Nocatee FL. One seller almost learned that the hard way. Lisa doesn't soften this one. If you're pricing where you think you need…
People ask what makes her team different. This is it. Angela Stancil, Team Davidow, Coldwell Banker Vanguard Realty. The answer isn't hustle — it's what's running in the background so she doesn't have to think about it. "We have our systems in place, and we have the people helping us…
Money won't get you out of bed. Something else has to. Lisa Vernon, Imagine Real Estate, Nocatee FL. The exercise that changed her entire business. Early on, a mentor made Lisa write down what she was actually working for. Not a revenue target — a reason. "Because it can't be…
She won't make this decision for you. Angela Stancil, Team Davidow, Coldwell Banker Vanguard Realty. Here's the job that actually is hers. Buyers and sellers hire an agent expecting someone to make the call for them. Angela draws a hard line on that. "Our goal is not to make decisions.…
No college education. An entrepreneur her whole life. Mid-COVID, she told herself: "Self, you better come up with a Plan B." That's the moment Robyn Cavallaro got her real estate license. DESCRIPTION BODY: Robyn Cavallaro had no college degree and had been an entrepreneur her whole life when COVID hit…
This is the mindset behind everything she does for clients. Angela Stancil, Team Davidow, Coldwell Banker Vanguard Realty. Not talking anyone into anything — making sure they walk in with their eyes open. "Wanting to be somebody's realtor for life, I think puts you in the mindset of helping them…
What would happen to your business tomorrow if you suddenly could not personally handle every task you handle today?? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Angela Stancil. Angela Stancil is a Northeast Florida REALTOR whose career began in education, first in the…
