Her condition for joining the brokerage: zero cold calls. 🎙️ Full Episode 343: tracyhayespodcast.com/343 Tracy Hayes points out that the way one agent pulls business from their sphere looks nothing like how the agent at the next desk does it. Niki Sparks drew her line on day one. When she…
They need a lot of support. They don't know anything about the process. 🎙️ Full Episode 340: tracyhayespodcast.com/340 Bailey Martin loves working with first-time home buyers, and she'll tell you why in one line: "I just love helping people get into the game." Her reasoning is straight math. "You get…
85,000 subscribers. 11 million views. An audience of sellers, not agents. 🎙️ Full Episode 341: tracyhayespodcast.com/341 Kati Spaniak does not hedge it with Tracy Hayes: "I think what I'm doing is going to change the real estate industry. I truly believe it." It is her and her daughter Lisa. That…
Mentoring the agents who could compete with her doesn't worry her at all. 🎙️ Full Episode 343: tracyhayespodcast.com/343 Niki Sparks serves on her office's Associate Leadership Council, mentoring new agents as they come in. So why share what works? "I have no desire to be everyone's realtor." Some clients will…
The agents with 4,000 sales stopped playing the 90-day game a long time ago. 🎙️ Full Episode 341: tracyhayespodcast.com/341 Kati Spaniak's read on why most agents never break through: they operate inside a 90-day window. The ones who do break through do not. "I've got 4,000 sales because I've learned…
Most agents picture a TC as someone who checks boxes. That is not the job. 🎙️ Full Episode 344: tracyhayespodcast.com/344 Tracy Hayes asks Travis Moore what agents picture when they hear "transaction coordinator," and how far off that is from what he actually delivers. Travis says most people assume a…
Who actually needs a transaction coordinator, and why is the belief that only top producers need one costing mid-level agents money? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Travis Moore. Travis Moore is a co-founder of Next Level Agent Support who has spent…
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…
