What if the secret to success in luxury real estate isn't selling more homes, but creating a lifestyle buyers never knew they wanted?
In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with John Hillman. John Hillman is a luxury real estate developer, entrepreneur, and cofounder of Cabana Lane, a Northeast Florida real estate and homebuilding company he established with his wife. In this episode of Real Estate Excellence, John joins Tracy Hayes to share his approach to building client trust, asking better questions, and creating distinctive residential communities. From his work on Amelia Island and Crane Island to his latest venture, The Eleven at Congaree and Penn, John explains how thoughtful development can bring architecture, nature, and community together.
John also explores the evolving luxury real estate market, the importance of understanding a buyer's lifestyle before showing properties, and why agents must become trusted advisors rather than simply transaction facilitators. He discusses custom homebuilding, the advantages of boutique brokerage operations, creative property solutions, and his philosophy of conservation through development. Throughout the conversation, John offers lessons on patience, persistence, customer service, and creating lasting value in an increasingly competitive market.
Tune in to discover how John Hillman is redefining luxury living in Northeast Florida and what real estate professionals can learn from his approach to development, relationships, and service. Subscribe to Real Estate Excellence for more conversations with industry leaders.
Highlights
00:00 Building Trust and Understanding Buyers
10:32 Luxury Development and The Eleven at Congaree and Penn
28:00 The Cabana Lane Business Model
36:02 Crane Island and the Luxury Buyer Experience
48:00 Delivering Exceptional Service and Lasting Value
01:00:00 Amelia Island, Community Planning, and the Future
Quotes:
"You got to be patient, you got to know when to press, and you got to earn the right to ask for the business." – John Hillman
"I don't want to earn a commission on what I think is a bad decision. I want to earn a commission on a really good decision." – John Hillman
"Your land, your food sources, and how you live should all be one integrated system." – John Hillman
"Luxury doesn't always have to be.” – John Hillman
To contact John Hillman, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and LinkedIn.
Connect with John Hillman!
Website: https://cabanalane.com
Instagram: https://instagram.com/cabanalane
LinkedIn: https://www.linkedin.com/in/johnahillman/
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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