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…
Twenty years in and she's still learning. Tracy Frandsen on the training gap killing new agents. This is the difference between staying and quitting. DESCRIPTION BODY (after "...more"): Tracy Frandsen has been selling real estate for 20 years, and she'll still tell you there's always something new to learn. She…
$775,000 for a duplex. Run the numbers and it falls apart. 🎙️ Full Episode 339: tracyhayespodcast.com/339 Jacksonville's older neighborhoods — Avondale, Riverside, San Marco — have plenty of duplexes. That's the problem. They're desirable, so they're priced like it. Marilyn Gilman's read: "The math doesn't math." Take a duplex at…
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…
