Two deals. Two neighborhoods. One lesson. Tracy Frandsen on the "wow factor" that turns clients into referral machines. It's not about the sale. It's what happens after. DESCRIPTION BODY (after "...more"): Tracy Hayes calls it the "wow factor" — the thing top agents do that clients never asked for, but…
A marketing background met 16 years of experience. They merged — and then refused to grow. Holly Frandsen on why small is the strategy. Holly Frandsen came out of marketing. Her mother-in-law, Tracy Frandsen, had been selling real estate for 15 or 16 years. They merged forces — her marketing,…
"Always." That's Lisa's answer on whether new construction needs a home inspector. Lisa Vernon, Imagine Real Estate, Nocatee FL. Most buyers assume the county already covered it. The county inspects a few specific things. Not the whole home. That gap is where problems hide. New construction actually works in your…
Over an acre. Needed some TLC. They were worried. It went under contract before the newsletter even went out. Holly Frandsen on why. Green Springs. A normal home on a good-sized property, over an acre, needing a little TLC — nothing major. The Frandsen Team's honest read going in was…
Renters living in homes nobody was paying for. Tracy Frandsen on the reality of working foreclosures. "Sometimes I felt like I worked for Fannie Mae." DESCRIPTION BODY (after "...more"): During the foreclosure years, Tracy Frandsen worked directly with a Fannie Mae brokerage — and the job went far beyond listing…
What do you want a typical Tuesday to look like? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Bailey Martin. Bailey Martin is a St Augustine real estate broker, entrepreneur, and owner of Sunrise Realty who brings nearly a decade of local experience to…
Newer agent. Talking fast. Treating every other agent like competition. Holly Frandsen on the two things her mother-in-law fixed. When Holly Frandsen started working with Tracy Frandsen — her mother-in-law and the other half of the Frandsen Team — she was operating like the business was a competition. What she…
Some buyers sign with Robyn Cavallaro without ever meeting her in person. They've just seen her on video enough times to trust her completely. Here's how that trust gets built. DESCRIPTION BODY: Robyn Cavallaro has sold homes to buyers who never walked the property and, in some cases, never met…
She doesn't guess what to post. Her buyers hand her the keywords — in their own complaints. Holly Frandsen on content that actually pulls. Tracy Hayes asked the practical question: where do the keywords and phrases come from — the ones that need to be in the video and in…
"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…
