Real Estate Excellence

What happens when you mix discipline, precision, and deep empathy into a real estate business?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Cindy James. Cindy is a licensed REALTOR, & Broker Associate, public speaker, and co-owner of Island Construction & Remodeling in Jacksonville, FL. With over 30 years in the corporate world and a background in real estate investing, Cindy blends business savvy, local expertise, and construction knowledge to help clients buy, sell, and transform homes with confidence. She’s built a standout brand by leading with heart, hustle, and an unwavering commitment to helping clients turn houses into homes—and investments into opportunities.

From flipping homes and streamlining renovation projects to guiding emotional first-time buyers, Cindy emphasizes the power of listening, empathy, and having a process. She doesn’t just help clients buy and sell homes—she helps them achieve life goals with clarity and confidence. Whether she's organizing a move, catching missed home defects, or coordinating cleanouts, Cindy shows that elite real estate agents are much more than transaction managers—they're life facilitators.

If you’re a real estate professional looking to elevate your client service or a buyer who wants a seamless and empathetic experience, follow Cindy James and stay connected!

Highlights:

00:00 - 05:12 Military Discipline & Early Influences

• Life with a drill sergeant father
• Spanish at home, English at school
• Friday night inspections and household order
• Lessons from growing up in a military family
• How discipline shaped her professional habits

05:13 - 12:34 Corporate to Real Estate Evolution

• 30-year corporate tenure at Florida Blue
• First home at 22: love for new construction
• Real estate investment beginnings
• Applying Six Sigma to her business transition
• Passion for process and continuous improvement

12:35 - 21:45 Making Chaos Seamless for Clients

• Problem-solving in real estate transactions
• The unexpected moving day challenge
• Leveraging contractors for fast turnarounds
• Protecting clients from behind-the-scenes stress
• The goal: smooth closings and stress-free clients

21:46 - 33:59 Relationships, Referrals & Reputation

• Creating client advocates through service
• Going beyond the transaction
• Building trust through action, not just words
• Referrals from people she’s never even sold to
• Consistency and care over commissions

34:00 - 46:02 Listening, Empathy & Emotional Sales

• Reading the room: listening with eyes and ears
• Understanding the story behind the sale
• Helping clients through trauma-driven moves
• The art of conversation and natural empathy
• Counseling clients while closing deals

46:03 - 01:10:01 Construction, Data & Dual Expertise

• How she became co-owner of a renovation firm
• Business structure meets on-site grit
• Seeing potential in properties others pass on
• Pricing renovations and value-add upgrades
• Targeted marketing using data and strategy
• Conclusion

Quotes:

"Everything is a process—we just don’t stop long enough to actually see it and map it out." – Cindy James

"My clients don’t need to know about the chaos behind the scenes. They need to feel like it was simple." – Cindy James

"I will talk you out of buying a house if it’s not the right thing to do." – Cindy James

"I don’t pretend to be perfect. I’m here to help people achieve a goal—that’s what drives me." – Cindy James

To contact Cindy James, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, and LinkedIn.

Connect with Cindy James!

Website: https://RealEstateWithCindyJames.com

Instagram: https://www.instagram.com/cindy.james.realtor/

Facebook: https://www.facebook.com/profile.php?id=100063589868070

LinkedIn: https://www.linkedin.com/in/cindy-james-realtor%C2%AE-broker-associate-3907a01a3/

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

 
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SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #CindyJames #JacksonvilleHomes #RealEstatePodcast #EmpathyInBusiness #WomenInRealEstate #HomeFlipping #RenovationExpert #SixSigma #TopAgent #RealEstateTips #HomeBuyers #RealEstateStrategy #LeadershipInRealEstate #ClientFirst #ConstructionToClosing #BilingualAgent #VAHomeLoans #ProcessImprovement #TrustedAdvisor #RealEstateJourney

What if the key to long-term success in real estate isn’t sales skills—but mentorship, purpose, and adaptability?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Sarah Olson, a powerhouse broker and mentor with over two decades of experience in Northeast Florida. From leading First Coast Collective at RE/MAX Unlimited to launching her own Real Estate Agent Success Academy, Sarah shares her journey of transformation—from a tax accountant to a top-tier agent and educator. With an innate ability to connect, teach, and inspire, she reveals the secrets behind her longevity in the business: personalized mentorship, entrepreneurial thinking, and building relationships that last decades.

Sarah opens up about why most agents fail, the crucial mistakes they make when choosing brokerages, and how she’s leveraging both data and AI to coach her team effectively. Whether discussing the perils of kids on e-bikes in Nocatee or explaining the logic behind her successful lead tracker, Sarah offers a masterclass in running a real estate business like a business. Her passion for helping agents succeed shines through every story.

If you’re an agent looking to level up your career or someone considering diving into the real estate world, follow Sarah Olson and dive into the Real Estate Agent Success Academy.

Subscribe to the Real Estate Excellence Podcast and leave us a 5-star review if you’re inspired by Sarah’s story!

Highlights:

00:00 – 07:59 From Burnout to Breakthrough: Knowing When to Delegate

• Understanding personal capacity and time limits
• Tracy’s AI-powered podcast intro strategy
• Tiffany’s take on ChatGPT in bios and branding
• How AI is reshaping home search and buyer interactions
• The future of conversational real estate websites

08:00 – 17:59 From Real Estate Legacy to Reluctant Heir

• Growing up in a small-town real estate family
• Why Tiffany originally rejected the real estate path
• How military life shifted her career vision
• Meeting Debbie Tufts and finding mentorship
• The early admin years and learning the business backend

18:00 – 26:59 Beacon Born: Building a Business Behind the Scenes

• Launching a transaction coordination company
• Supporting agents with scale and efficiency
• Tiffany’s behind-the-scenes role in 2,000+ transactions
• The value of TC systems and training
• Why she eventually shut down Beacon

27:00 – 38:59 Tools of the Trade: TC Systems and Outsourcing Smarts

• What to look for when hiring a TC
• The power of Open to Close software
• TCs vs. assistants—what agents should know
• Personality matching with transaction partners
• Vacation coverage, communication, and expectations

39:00 – 01:00:59 Growth Gaps: Breaking Through the Agent Ceiling

• Why so many agents plateau at $6–9M
• How TCs can free agents to grow
• Real client experiences and better service
• Overcoming the mental block of paying for help
• Transitioning from TC to front-end sales

01:01:00 – 01:29:52 Scaling with Intention: Teams, Tools & Real Talk

• Breaking income ceilings through delegation
• Hiring a marketing manager: Sarah’s first leap after 20+ years
• The difference a great TC can make
• Building systems that support consistent referral flow
• Choosing the right brokerage and leadership mindset
• Conclusion

Quotes:

“You’ve got to have a pillar—what you wake up in the morning and what you do.” – Sarah Olson
“I have never sold a house in my life. I service my clients, and that’s why they refer me.” – Sarah Olson
“It’s not about the sale; it’s about the story. The lifestyle. What’s your weekend look like?” – Sarah Olson
“Be so good they never forget you—and track you down 15 years later.” – Sarah Olson

To contact Sarah Olson, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, and LinkedIn.

Connect with Sarah Olson!

Website: https://www.firstcoastcollective.com

Instagram: https://www.instagram.com/reagentsuccessacademy/

Facebook: https://www.facebook.com/realestateagentsuccessacademy

LinkedIn: https://www.linkedin.com/in/saraholiviaolson/

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

 
If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation!

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #RealEstatePodcast #SarahOlson #MentorshipMatters #RealtorLife #TeamBuilding #AIInRealEstate #TransactionCoordinator #RealEstateSystems #DelegationWins #NocateeRealtor #GreenHomes #BrokerLeadership #ClientExperience #ReferralMarketing #RealEstateTips #ScalingSmart #RealEstateEducation #FemaleLeaders #LegacyBuilders #JacksonvilleRealEstate

What if the secret to leveling up your real estate game lies in the systems you don’t see?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Tiffany Freeman—a former transaction coordinator turned high-performing agent with Ingle & Volkers. With a sharp mind for systems and strategy honed through military family life and 2,000+ real estate transactions, Tiffany unveils her journey from resisting real estate to thriving at its forefront.

Listeners get a front-row seat to Tiffany’s unique insights on how backend mastery, tech-savvy tools, and effective delegation supercharge growth. She breaks down the value of transaction coordinators, why agents hit a growth ceiling, and how she leveraged every past experience to transition into a top agent role. Her story is proof that running a real estate business like a business is the key to scaling—and staying sane.

Are you a real estate agent stuck under your growth ceiling? Take a page from Tiffany’s playbook: delegate, systemize, and elevate. Subscribe to the show, share this episode, and follow Tiffany’s journey to get inspired on how to scale smart!

Highlights:

00:00 – 07:59 From Burnout to Breakthrough: Knowing When to Delegate

• Understanding personal capacity and time limits
• Tracy’s AI-powered podcast intro strategy
• Tiffany’s take on ChatGPT in bios and branding
• How AI is reshaping home search and buyer interactions
• The future of conversational real estate websites

08:00 – 17:59 From Real Estate Legacy to Reluctant Heir

• Growing up in a small-town real estate family
• Why Tiffany originally rejected the real estate path
• How military life shifted her career vision
• Meeting Debbie Tufts and finding mentorship
• The early admin years and learning the business backend

18:00 – 26:59 Beacon Born: Building a Business Behind the Scenes

• Launching a transaction coordination company
• Supporting agents with scale and efficiency
• Tiffany’s behind-the-scenes role in 2,000+ transactions
• The value of TC systems and training
• Why she eventually shut down Beacon

27:00 – 38:59 Tools of the Trade: TC Systems and Outsourcing Smarts

• What to look for when hiring a TC
• The power of Open to Close software
• TCs vs. assistants—what agents should know
• Personality matching with transaction partners
• Vacation coverage, communication, and expectations

39:00 – 01:00:59 Growth Gaps: Breaking Through the Agent Ceiling

• Why so many agents plateau at $6–9M
• How TCs can free agents to grow
• Real client experiences and better service
• Overcoming the mental block of paying for help
• Transitioning from TC to front-end sales

01:01:00 – 01:14:59 Elevating the Client Experience

• Buyer consults, setting expectations, and weekly reporting
• Creating structure for high-level service
• Building referral-worthy processes
• Client events and marketing delegation
• Making real estate personal and predictable

01:15:00 – 01:26:42 Final Advice and Operational Wisdom

• Hiring the right TC for your business style
• Understanding the true value of your time
• Tapping into TC knowledge as a new agent
• Transitioning gracefully from backend to frontlines
• Leaving listeners with tactical takeaways
• Conclusion

Quotes:

"Every agent has a capacity ceiling. A TC gives you your life—and your business—back." – Tiffany Freeman

"Just because you’re doing well doesn’t mean you can’t be doing better—with systems." – Tiffany Freeman

"We’re in people’s lives during their most emotional transitions. That’s an honor." – Tiffany Freeman

To contact Tiffany Freeman, learn more about their business, and make them a part of your network, make sure to follow them on Website, Instagram, Facebook, and LinkedIn.

Connect with Kimberly L. Waterhouse, Veteran USMC!

Website: http://debbietuftsgroup.evrealestate.com/

Instagram: https://www.instagram.com/tiffsellsjax/

Facebook: https://www.facebook.com/TiffanyFreemanRealEstate

LinkedIn: https://www.linkedin.com/in/tiffanytfreeman/

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

 
If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation!

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #TiffanyFreeman #JacksonvilleRealtor #RealEstatePodcast #MilitarySpouseRealtor #TransactionCoordinator #AIinRealEstate #RealEstateSuccess #WomenInRealEstate #RealEstateTips #EngelAndVolkers #SmartDelegation #ClientExperience #RealEstateGrowth #ScalingYourBusiness #RealEstateStrategy #TechInRealEstate #RealEstateMentorship #RealEstateCareer #WorkLifeBalance

Is your brokerage truly giving you freedom, flexibility, and financial growth?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes with Kimberly L. Waterhouse, Veteran USMC. Kimberly shares how her journey from the United States Marine Corps to Jacksonville real estate has been a masterclass in reinvention. With a rich background in media, marketing, and business leadership, Kimberly brings more than just property expertise—she brings people-first values, military grit, and a deep understanding of Jacksonville’s evolving communities.

Kimberly dives deep into the nuances of VA loans, new construction challenges, and the power of truly knowing your client. From advocating for veteran homebuyers to spearheading relocation success stories, Kimberly's authenticity and dedication shine. Whether you're a new agent, seasoned pro, or simply passionate about purpose-driven business, this episode will leave you energized and informed.

Loved Kimberly’s story? Share this episode with a veteran, aspiring agent, or someone relocating to Jacksonville!

Highlights:

00:00 – 13:59 Starting Strong: Military Roots and Real Estate Beginnings

• Kimberly’s Marine Corps experience and discipline
• Transition from military to business world
• Lessons from Camp Pendleton
• Embracing military values in real estate
• Starting with Berkshire Hathaway

14:00 – 25:59 VA Loans Demystified

• Why many veterans don’t use their VA benefits
• Key misconceptions about VA loans
• How VA loans compare to other options
• Educating sellers about VA buyers
• Leveraging VA loan assumptions

26:00 – 38:59 The Power of Pre-Listing Inspections

• Importance in today’s insurance market
• Real examples of inspection deal-breakers
• How it builds trust with buyers
• Avoiding renegotiation pitfalls
• Saving time and money upfront

39:00 – 50:59 Homeownership Journeys: Personal and Professional

• Kimberly’s first-time homebuyer story
• Budgeting, planning, and long-term vision
• Unexpected life changes and real estate impact
• The rise of single women homeowners
• Using her journey to guide clients

51:00 – 1:04:59 New Construction: Expect the Unexpected

• Why new builds still need inspections
• Issues with builders during high-demand years
• Being a client advocate during construction
• Virtual check-ins and milestone walkthroughs
• Learning to speak up for the buyer

1:05:00 – 1:22:31 Market Trends and Local Expertise

• Navigating Florida’s competitive housing market
• The impact of interest rates and inventory shifts
• Balancing seller concessions and buyer needs
• Strategic marketing and community presence
• Staying ahead with local knowledge
• Conclusion

Quotes:

 “You learn so much about yourself when you're out in the field, digging your own latrine and pitching your own shelter.” – Kimberly L. Waterhouse, Veteran USMC

 “Just because you're a veteran doesn't mean you can't still benefit—VA loans are powerful and underutilized.” – Kimberly L. Waterhouse, Veteran USMC

“I shine in openness and conversation—there’s no substitute for showing up and listening.” – Kimberly L. Waterhouse, Veteran USMC

 “It’s not about the technology; it’s about using it to give you more time for the human connection." – Kimberly L. Waterhouse, Veteran USMC

To contact Kimberly L. Waterhouse, learn more about their business, and make them a part of your network, make sure to follow them on Website, Twitter, Instagram, and Facebook.

Connect with Kimberly L. Waterhouse, Veteran USMC!

Website: https://www.realestatenefl.com

Twitter (X): https://twitter.com/@reconnectornefl

Instagram: https://www.instagram.com/realestatenorthflorida/

Facebook: https://www.facebook.com/klwaterhouse

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

 
If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation!

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #VeteranRealtor #MarineCorpsToRealtor #VALoanExpert #JacksonvilleRealEstate #MilitaryRelocation #WomenInRealEstate #NewConstructionTips #HomeBuyingJourney #AIInRealEstate #KimberlyWaterhouse #BHHSFloridaNetwork #RelocationSpecialist #RealEstateTraining #RealtorLife #LeadershipInRealEstate #SpringfieldLiving #SupportOurVets #RealEstatePodcast #DigitalMarketingForAgents

Is your brokerage truly giving you freedom, flexibility, and financial growth?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes dives into the dynamic world of REAL Brokerage with guests Gigi Urbanski and Mike Rolewicz. Together, they explore how REAL is disrupting the traditional brokerage model by focusing on scalable support, tech-driven efficiency, and multiple income streams. From streamlined operations to a thriving agent community, REAL positions itself not as a destination, but a vehicle to entrepreneurial success.

The conversation uncovers how REAL's powerful tech stack, AI tools like Leo Copilot, and agent-driven training platforms are empowering agents at all levels. Whether you're a new agent looking for structure or a seasoned professional craving freedom and ownership, REAL's transparent model offers simplicity, equity, and genuine collaboration that inspires agents to not only succeed but to build wealth with purpose.

Ready to break away from the ordinary?

Highlights:

00:00 – 04:17 Introduction and REAL’s Positioning

• REAL as a platform versus destination
• Movement-based culture and branding
• Sneaker culture and dress code
• ChatGPT used for show prep
• REAL’s buzz compared to LPT

04:17 – 10:50 Tech Stack and Broker Efficiency

• App-based tools and transaction management
• Broker support through Leo and real-time calls
• Transparent commission preview and compliance AI
• Wallet integration and Visa payouts
• REAL's scalability in tech and communication

10:50 – 19:54 Community, Culture and Plug-in Potential

• Education via peer-contributed modules
• Local masterminds and “come as you are” vibe
• Relevant agents as trainers
• Personal stories of switching from other brokerages
• Adapting to solo, team, or boutique styles

19:54 – 35:21 Business Tools, Financial Planning and ROI

• Capping, post-cap structure, and stock incentives
• Integrated budgeting with accountability calls
• REAL-built one-page business plans
• Tools for boutique or indie brokers
• Ease of use and agent empowerment

35:21 – 44:14 Revenue Streams and Support Systems

• Breakdown of split models and fees
• REAL Academy and Elite Agent program
• Referral ecosystem and organic recruiting
• Agent wins and mentorship stories
• Collaboration without hard pitching

44:14 – 01:14:26 Leadership, Masterminds, and Events

• Coffee meetings and spontaneous conversions
• Mastermind access (Women of Real, Social Media Leaders)
• Eric Hatch’s free coaching sessions
• RealX events and open-door policy
• Cross-brokerage collaboration and local engagement
• Conclusion

Quotes:

"REAL is not the destination—it's the vehicle." – Mike Rolewicz

"We're going to be doing this with or without you—it’d just be cool if you were with us." – Mike Rolewicz

"You're with REAL, you don’t have to wear heels anymore." – Gigi Urbanski

"Agents aren’t looking for another meeting, they’re looking for a community." – Gigi Urbanski

To contact Angela “Gigi” Urbanski and Mike Rolewicz, learn more about their business, and make them a part of your network, make sure to follow them on Website, Instagram, Facebook, YouTube, and LinkedIn.

Connect with Angela “Gigi” Urbanski!

Website: https://angelaurbanski.exprealty.com

Instagram: https://www.instagram.com/gigiofjax/
Facebook: https://www.facebook.com/GiGiofJAXHomeSquad/

YouTube: https://www.youtube.com/channel/UCdor_3bwxhJ3HQ8dEU7iYag

LinkedIn: https://www.linkedin.com/in/gigiyourhomegirl/

Connect with Mike Rolewicz!

Website: https://www.904homeguide.com

Instagram: https://www.instagram.com/904homeguide/

Facebook: https://www.facebook.com/904homeguide/

YouTube: https://www.youtube.com/@mikerolewicz904homeguide
LinkedIn: https://www.linkedin.com/in/mike-rolewicz-b37135b

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

 
If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation!

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealBrokerage #RealEstateTech #AgentTools #BrokerageDisruption #StockAwards #RealEstateLife #CloudBrokerage #RealEstateMovement #RealTalk #RealAgents #RealResults #LeoCopilot #RealEstateCommunity #TeamLeaderLife #OpenHouseTips #LuxuryRealEstate #WomenInRealEstate #FinancialFreedom #AIinRealEstate #RealtorLife

What drives a couple to leave corporate careers to transform real estate for their community?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes interviews Jessica Mendez and Joel Gonzalez, the dynamic duo behind the Real 4 Jax team with Rise Realty Advisors. Originally from Venezuela, Jessica and Joel share their inspiring journey from adapting to life in the U.S. to becoming one of the most trusted real estate teams serving Jacksonville’s Hispanic community. Their mission? To help families build generational wealth through homeownership, using a personalized and bilingual approach that fills in crucial cultural and language gaps for their clients.

Jessica’s natural people skills and Joel’s corporate background merged perfectly when they realized the immense opportunity and need for real estate professionals who truly understand and serve the Spanish-speaking market. Together, they’re educating clients, navigating financial systems, and building lasting relationships that stretch far beyond the closing table. From community involvement to leveraging social media and education, their impact is both practical and deeply personal.

If you’re ready to serve your community with passion or looking to own your future with confidence, this episode will inspire you to take that leap!

Highlights:

00:00 - 10:15 Community Roots and Cultural Impact

• Deep ties with Jacksonville’s Hispanic community
• Embracing support through presence and purchases
• From Venezuela to Miami, Georgia, and Jacksonville
• First impressions of American homeownership
• Real estate as a pathway to generational wealth

10:16 - 22:00 Navigating Cultural Barriers in Homeownership

• Credit myths and distrust in financial systems
• Lending challenges: cash buyers and untraceable income
• Educational gaps for first-time buyers
• Real-world lending stories and frustrations
• Helping immigrants understand financial requirements

22:01 - 35:00 From Corporate to Client-First Real Estate

• Joel’s transition from industrial engineering to real estate
• Jessica’s spark for real estate through helping others
• Building a business with family and flexibility
• Supporting each other’s careers through synergy
• Early hurdles and overcoming language and cultural bias

35:01 - 47:30 Service With Heart Going the Extra Mile

• Treating every client like a long-term partner
• Examples of cleaning, staging, and trimming trees
• Refusing to delegate home prep to others
• Focus on community-based content and video marketing
• Real estate as more than sales—it's relationship work

47:31 - 01:01:00 Education, Marketing and Staying Top-of-Mind

• Hosting educational seminars and classes
• Using newsletters and social media for outreach
• Building lifelong relationships with clients
• Staying connected through community invites
• Proactive inspection advice and long-term planning

01:01:01 - 01:23:43 Mindset, Grit and the Power of Purpose

• Real estate as a calling and personal mission
• Playing the long game over short-term gains
• Transforming skepticism into motivation
• The emotional impact of helping families succeed
• Serving with integrity, resilience, and empathy
• Conclusion

Quotes:

"We came here to grind. To do the best we can to achieve that American dream." – Joel Gonzalez

"I always tell them: this is not the end. This is just the beginning." – Jessica Mendez

"Real estate is not about transactions. It’s about relationships." – Joel Gonzalez

"If you don't know me, you don’t know anybody!" – Jessica Mendez

To contact Joel and Jessica Mendez, learn more about his business, and make them a part of your network, make sure to follow him on Instagram and Website.

Connect with Jessica Mendez and Joel Mendez!

Website: https://real4jax.com

Instagram: https://www.instagram.com/jessicamendezrealtor?igsh=bGZmaTIxemZoc2V3

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

 
If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation!

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #GenerationalWealth #HispanicCommunity #JacksonvilleRealEstate #Real4Jax #BilingualAgents #VenezuelanImmigrants #HomeownershipMatters #LatinoRealEstate #RISERealty #RealEstateSuccess #TopAgentsFL #SpanishSpeakingRealtor #RealEstateWithHeart #RealEstateJourney #AmericanDream #RealEstateMotivation #RealEstatePodcast #FromVenezuelaToJax #ServingWithExcellence

Can you build a billion-dollar brokerage by saying “no” more than you say “yes”?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Corey Hasting. Corey opened his first Engel & Völkers shop in Jacksonville Beach on April 30, 2018. Since then, Corey has opened 3 additional shops located in Amelia Island, the Beaches Town Center and St. Johns Florida. Since opening Corey has recruited over 80 top producing advisors who should sell more than $700,000,000 in volume and over 1500 transactions in 2021. Corey has been awarded countless awards since opening the Jacksonville franchise including being a member of the class of 2020 for the prestigious 40 under 40 list by the Jacksonville Business Journal and in 2021, Engel & Völkers Jacksonville, under Corey’s leadership was awarded the 12th fastest growing company in Northeast Florida and the #1 fastest growing Real Estate brokerage by the Jacksonville Business Journal.

Corey fosters a high-performance culture, the non-negotiables he upholds in agent recruitment, and how technology—especially AI—is being used to empower advisors. From managing listings that linger to creating scalable systems that support both agent growth and work-life balance, Corey offers a masterclass in leadership and vision in modern real estate.

If you're a broker, team lead, or top producer stuck at a ceiling—this episode is your breakthrough.

Highlights:

00:00–12:13 Building the Foundation & Elite Brokerage Culture

• Corey's leadership values: humility, curiosity, and discipline
• From D1 athlete to award-winning broker
• Reaching just under $1B in sales with 136 advisors
• Engel & Völkers' reputation in luxury and international markets
• Establishing high standards for culture, production, and full-time commitment

12:14–25:47 Market Dynamics, Pricing Challenges & Seller Education

• Shifts in market behavior and seller psychology
• Empowering agents with data-driven listing conversations
• Cash buyers regaining leverage post-COVID
• Listing strategy adjustments in high-supply neighborhoods
• Creating structure and confidence around value and negotiation

25:48–38:59 Elevating Agent Performance Through Systems & Support

• Transitioning agents from $6M–$15M with backend support
• Exclusive in-house marketing and TC team models
• Time-saving tools that boost daily productivity
• High agent engagement in training and meetings
• 89% of agents grow production in 6 months

39:00–50:52 Culture-Driven Recruiting & Strategic Growth

• Vetting for cultural fit before adding new agents
• Turning down high-volume producers to preserve standards
• Competing through support and service—not splits
• Reinvesting profits into systems over headcount
• Organic team growth via pride and internal referrals

50:53–01:03:59 Leadership Evolution, Vision & Self-Discipline

• Lessons from launching a brokerage at 27
• Milestones to $300M, $500M, and the $1B target
• Balancing ambition with appreciation for the journey
• Vulnerability and personal growth as a founder
• Mental discipline from sports background applied to real estate

01:04:00–01:13:31 Tactical Advice for Brokers & Long-Term Impact

• Mastering recruiting, value proposition, and vision setting
• Full-service vs. capping model decisions
• Why enjoying the wins matters more than just chasing them
• Redefining success as impact, not income
• How broker support creates ripple effects across agent careers
• Conclusion

Quotes:

 “Technology is useless if you don’t know how to use it or where to find it.” - Corey Hasting

“If you’re not using some sort of AI, you’re falling behind pretty quickly.” - Corey Hasting

 “Not every business is good business—sometimes you have to say no.” - Corey Hasting

 “People buy people before they buy product—this is a customer service industry first.” - Corey Hasting

To contact Corey Hasting, learn more about his business, and make them a part of your network, make sure to follow him on Instagram, Facebook, and LinkedIn.

Connect with Corey Hasting!

Instagram: https://www.instagram.com/corey_hasting
Facebook: https://www.facebook.com/corey.hasting.3
LinkedIn: https://www.linkedin.com/in/chasting/

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

 
If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation!

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #CoreyHastings #EngelVolkers #LuxuryRealEstate #JacksonvilleRealEstate #BrokerLeadership #RealEstateTech #AIInRealEstate #TopProducerMindset #RealEstatePodcast #BrokerageSuccess #RealTrends #RealEstateRecruiting #RealEstateStrategy #MarketMastery #ListingTips #RealEstateCulture #TopAgentSupport #BrokerTips #TeamGrowth

What happens when passion meets persistence in one of Florida’s hottest coastal markets?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes a true powerhouse of Amelia Island real estate, Tammy Tingle. Tammy shares how she went from a stay-at-home mom to a Grand Centurion Award-winning top agent with Century 21 in just four years. She dives into her love for the Amelia Island community, her grassroots approach to lead generation, and why consistency—not flashy tools—is the key to her unstoppable growth.

Through laughter, grit, and a relentless work ethic, Tammy explains how building authentic relationships and embracing change, like buyer broker agreements and AI, have propelled her career. From neighborhood farming to creating a thriving community-focused Facebook group, she’s proving that when you lead with value and show up every day, success is inevitable.

Want to dominate your market like Tammy? Tap into the power of consistency, connection, and creativity. And don’t forget to follow her legendary Eats & Events Facebook group if you're on Amelia Island!

Highlights

00:00 – 15:17 Starting Strong: Tammy’s Real Estate Launch and Mindset

• Tammy’s entry into real estate and early achievements
• Balancing family life with new professional goals
• Daily structure and commitment to office hours
• Approach to the buyer broker agreement
• Establishing professionalism in client relationships

15:18 – 23:41 Life Experience and Finding a Career in Real Estate

• Personal background and multiple relocations
• Finding home in Amelia Island
• Influence of life transitions on real estate empathy
• Return to the workforce and choosing real estate
• Building a new career with purpose and community

23:42 – 31:04 Brokerage Choice, Training, and Local Farming Strategy

• Choosing Century 21 and value of direct training
• Early success through condo community farming
• Deep dive into condo expertise and client education
• Importance of hyper-local knowledge
• Focusing on service and personal connection

31:05 – 38:00 Client Relationships, Grit, and Navigating Setbacks

• Relationships as the foundation of her business
• Turning inspections into opportunities
• Handling setbacks with optimism and action
• Prioritizing long-term client satisfaction
• Viewing every deal as future business

38:01 – 47:15 Community Engagement and Branding Through Social Media

• Creating and growing a Facebook lifestyle group
• Promoting local events, restaurants, and businesses
• Consistently branding real estate within the group
• Community engagement turning into lead generation
• Maintaining fun, useful, and positive content

47:16 – 01:05:00 Tech Tools, AI, and Market Adaptation

• Using ChatGPT for marketing, planning, and efficiency
• Leveraging AI for listing descriptions and social content
• Embracing structure and goal-setting tools
• Observing a market slowdown and shifting strategies
• Teaching open house systems and maximizing exposure
• Conclusion

Quotes:

“Strangers are just friends I haven’t met yet.” - Tammy Tingle

“If you’re not willing to fix the problem to keep the deal moving, you’re in the wrong business.” - Tammy Tingle

 “Consistency is the secret sauce. I show up every day. My clients know it.” - Tammy Tingle

 “That Facebook group is just fun… and it turned into my biggest business driver.” - Tammy Tingle

To contact Tammy Tingle, learn more about his business, and make them a part of your network, make sure to follow him on Email, Website, Instagram, LinkedIn, and Facebook.

Connect with Tammy Tingle!

Email: tammystingle@aol.com

Website: https://www.century21.com/real-estate-agent/profile/tammy-tingle-P80107491

Instagram: https://www.instagram.com/amelia_island_realtor/

LinkedIn: https://www.linkedin.com/in/tammy-tingle-471a69193/

Facebook: https://www.facebook.com/movetoameliaisland/

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

 
If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation!

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #AmeliaIslandRealtor #TammyTingle #WomenInRealEstate #FloridaRealEstate #TopAgent #GrandCenturion #Century21Elite #LuxuryRealEstate #CondoExpert #AIInRealEstate #LeadGeneration #FacebookMarketing #LocalExpert #HomeBuyersGuide #CommunityFirst #MomBoss #RealEstateTips #ListingSuccess #OpenHouseStrategy

What if your next dream home could find you — using just your words?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Lyman Starmer, the CEO and founder of Deli, a revolutionary AI-powered real estate search tool. Lyman dives deep into how natural language processing is transforming the home-buying experience for both agents and consumers. No more rigid dropdown menus — now, users can simply tell the AI what they’re looking for and receive intelligent, hyper-personalized listings.

From his early work with digital infrastructure in 55+ communities to creating a widget that reimagines how buyers and renters search online, Lyman takes us behind the scenes on how Deli evolved. He also unpacks how AI-generated property summaries and real-time lead capture can level up agent workflows and site engagement. Deli isn’t just enhancing search — it’s changing the game entirely.

Ready to bring AI to your real estate site in just 5 minutes?

Highlights

00:00 - 06:40 Origins of Peer Life and Digital Infrastructure

• Launching Peer Life
• Inspired by Disney's tech
• Filling digital gaps in communities
• Data sharing with real estate portals
• APIs for real estate insights

06:39 - 13:20 Creating the Unify Score Widget

• Widget concept explained
• Prioritizing lifestyle needs
• Integration with search sites
• Data-driven property matching
• Agent reactions to the tool

13:19 - 21:40 How DELI Was Born

• Brainstorming over coffee
• Rise of natural language search
• IDX vs AI-based tools
• Teaching AI to understand intent
• Handling messy MLS data

21:41 - 31:20 Deli Sense and Smart Listings

• AI-ready data platform
• Custom listing pages
• Matching photos to features
• Personalized content for SEO
• Using AI to write better listings

31:21 - 42:20 Real-World Agent Use and Feedback

• Broker feedback
• Lead tracking and drip campaigns
• Feature requests from users
• Promoting listings with Deli
• Instant integration setup

42:21 – 1:03:35 Deli’s Vision and the Future of Search

• AI-first search experiences
• Competing with portals
• Learning from user behavior
• Teaching local real estate terms
• Expansion into more MLS areas
• Conclusion

Quotes:

“People want to describe their dream home, not just pick from checkboxes.” - Lyman Starmer

“AI understands when you say ‘near the beach’—but only after you teach it what that means.” - Lyman Starmer

“The future of real estate search is one-click. You ask, and the right home appears.” - Lyman Starmer

“We’re training AI to not just find homes, but to make sense of your context and lifestyle.” - Lyman Starmer

To contact Lyman Starmer, learn more about his business, and make them a part of your network, make sure to follow him on Website, Twitter (X), Instagram, YouTube, and LinkedIn.

Connect with Lyman Starmer!

Website: https://usedeli.com

Twitter (X): https://x.com/ls_writes1

Instagram: https://www.instagram.com/deli.re

YouTube: https://www.youtube.com/@usedeli

LinkedIn: https://www.linkedin.com/in/lymanstarmer/

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

 
If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation!

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #AIInRealEstate #NaturalLanguageSearch #HomeBuyingTech #RealtorTools #RealEstateInnovation #DigitalTransformation #ChatGPTForRealEstate #MLSData #RealtorMarketing #RealEstateWidget #IDXAlternative #AIDrivenSearch #LeadCapture #AIListingDescriptions #HomeSearchSimplified #RealtorSEO #PerplexityAI #FutureOfSearch #DeliRealEstate