Real Estate Excellence

Are you building a website that answers your ideal client’s real questions or a brochure that only talks about you?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Real Estate Tomato founder Jim Cronin. Jim breaks down how agents win online today by pairing deeply targeted websites with consistently updated, authority rich content. Long tail questions drive discovery, and AI overviews now pull heavily from blog articles and market snapshots written by true local experts. If your site speaks directly to a defined persona and proves expertise with specifics, you rise above portals and generic pages.

He walks through a standout case study the Lake Life directory where each lake page includes listings, drone visuals, drive times, FAQs, and monthly market snapshots. Jim shows why freshness signals and on the ground insight beat big box data, then shares his Coffee Chats system to extract stories from agents and spin them into blogs, shorts, and social posts at scale. Net effect you become the source AI cites and the site clients click.

Pick one niche you love and ship one authority page this week. Add five buyer and five seller FAQs and a current month market snapshot. Repeat monthly. When you are ready to scale that cadence, book a Coffee Chat with your marketing partner and turn the transcript into blogs and posts for the next four weeks.

Highlights:

00:00-12:00 Foundations of great content

·        Why content volume matters today.

·        Audience questions as the starting point.

·        Best answer wins attention.

·        From brochure sites to problem solvers.

·        Setting the stage for the discussion.

12:00-22:00 Blogging and long-tail search

·        Multi-word queries drive discovery.

·        Blogs fuel AI overviews and snippets.

·        Consistency beats sporadic posting.

·        Writing for one clear persona.

·        Blogging’s comeback in real estate.

22:00-32:00 Niche focus and authority building

·        Clear persona targeting.

·        Speaking with empathy and proof.

·        Creating lake and neighborhood hubs.

·        Turning listings into resources.

·        Authority that compounds over time.

32:00-42:00 Lake Life case study

·        Why focus on 30 lakes, not 100.

·        Pairing listings with local context.

·        Drone visuals and lifestyle content.

·        Rules, drive times, and species data.

·        Long-term lead generation results.

42:00-55:00 Freshness and ongoing updates

·        AI values current local snapshots.

·        Monthly market reporting cadence.

·        FAQs for buyers and sellers.

·        Local expertise vs national portals.

·        Linking posts to strengthen core pages.

55:00-01:13:04 Scaling with Coffee Chats and AI

·        Recording conversations to mine stories.

·        Guardrails to keep AI on brand.

·        Multiplying blogs and social posts.

·        Becoming the cited local source.

·        Final takeaways and action steps.

Quotes:

 “There’s no excuse for why you can’t create a lot of great content… can you build enough content to prove to them that you’re the best answer That’s the formula.” – Jim Cronin

 “Blogging is back because AI overviews and conversations are pulling from people’s blog articles where the authority is.” – Jim Cronin

 “These sites are going to be the ones that are showing up when people are asking AI how’s the market in southwest Michigan for lake homes.” – Jim Cronin

To contact Jim Cronin, learn more about his business, and make him a part of your network, make sure to follow him on his Website, X, Instagram, Facebook, and LinkedIn.

Connect with Jim Cronin!

Website: https://readtomato.com

X: http://x.com/retomato

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

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

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

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

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

#RealEstateExcellence #RealEstateMarketing #ContentMarketing #BloggingForBusiness #AIForAgents #SEO #LongTailSearch #LocalExpert #MarketUpdates #LeadGeneration #BrandStorytelling #IDX #NicheMarketing #PersonaDriven #SocialProof #CoffeeChats #AuthorityContent #WebsiteDesign #RealEstateLeads #LakeHomes

What does it really take to thrive as a real estate professional when the market collapses and short sales dominate?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Jacksonville native and seasoned agent Ethan Gregory, who has averaged 50+ transactions annually for over two decades. Ethan shares how he entered the industry after graduating from the University of Florida, beginning with flipping homes before the 2007–2008 crash shifted him into the world of short sales and REO properties. His adaptability, discipline, and problem-solving approach helped him thrive when many agents left the business.

Ethan discusses how to navigate complex bank-owned transactions, manage distressed properties, and balance the demands of institutional clients. Beyond his professional expertise, he emphasizes the importance of industry involvement through leadership roles like serving as the 2025 president of Real MLS and contributing to Jacksonville’s Historic Preservation Commission. His story is a roadmap for agents on resilience, strategy, and long-term success in volatile markets.

If you’re a real estate professional looking to strengthen your adaptability and learn from market veterans, make sure to subscribe to the Real Estate Excellence Podcast and share this episode with colleagues who want to prepare for the next market shift.

Highlights:

00:00 - 08:00 Early Career and Market Entry

·        Ethan’s University of Florida background and sociology degree

·        Growing up around real estate with his father’s influence

·        Getting licensed in 2004 and diving into flips

·        The market peak of 2006 and looming challenges

·        Transitioning from investing to being a full-time agent

08:01 - 16:30 Learning Short Sales and Surviving the Crash

·        Adapting to massive inventory post-2007

·        Building expertise in short sales and REO

·        Coaching sellers and negotiating with banks

·        Partnerships with title companies and problem solving

·        Developing an analytical and detail-oriented approach

16:31 - 25:00 The REO Business Model

·        What makes REO agents different from luxury agents

·        Handling code violations, fines, and neglected properties

·        Working with cities on compliance and patience in deals

·        Asset managers and their expectations

·        The challenge of distressed home conditions

25:01 - 33:00 Market Cycles and Transaction Realities

·        Comparison of 2008 and today’s market conditions

·        The importance of proactive pricing and repairs

·        Why inspections are the top deal-breaker today

·        Advice for agents handling REO sales

·        Buyer misconceptions about getting “deals” on foreclosures

33:01 - 42:00 Industry Shifts and MLS Leadership

·        Changes in regulations and processes since 2007

·        Banks becoming better “neighbors” with foreclosures

·        Repair strategies for maximizing property value

·        Importance of involvement in MLS boards

·        Balancing personal business with industry service

42:01 - 50:00 Advocacy, Policy, and the Future of Real Estate

·        Why RPAC and legislative advocacy matter

·        Rising insurance costs and affordability challenges

·        The evolution of MLS data sharing across Florida

·        Breaking down “old guard” barriers to information

·        How agents can stay ahead of industry changes

Quotes:

“Your real estate agent is like your advisor. Your professional that is going to help you through the transaction.” – Ethan Gregory
“If there is a hundred thousand dollars in violations and the home is worth a hundred thousand dollars the city will negotiate and settle.” – Ethan Gregory
There is no emotion in it for institutional sellers. It is all about their numbers and a clean contract.” – Ethan Gregory
“The more you give the more you get back in return.” – Ethan Gregory

To contact Ethan Gregory, learn more about his business, and make him a part of your network, make sure to follow him on his Website, Instagram, and Facebook.

Connect with Ethan Gregory!

Website: https://jaxhomesrealty.com/

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

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

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

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

#RealEstateExcellence #EthanGregory #REO #ShortSale #Foreclosure #JacksonvilleRealEstate #CodeViolations #TitleClearing #InvestorTips #FirstTimeAgents #MLS #NEFAR #FAR #DataShare #MarketShift #HomeBuying #Inspections #Appraisal #PricingStrategy #FloridaRealEstate

If rejection is the price of success, how many “no’s” are you willing to endure before you get your breakthrough “yes”?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with powerhouse agent, author, and YouTube influencer Kati Spaniak. From her beginnings in photography and graphic design to building a half-billion-dollar sales career, Kati shares the pivotal moments that shaped her journey—navigating 9/11’s economic crash, re-entering real estate post-divorce, and scaling to become one of the top agents in her market. Her story reveals the discipline of hyperlocal focus, the power of rejection as a growth tool, and the necessity of deep market knowledge.

Kati also opens up about her YouTube strategy that grew to over 64,000 subscribers and 3 million views. She breaks down the do’s and don’ts of national vs. local content, why you must speak to one clear audience, and how she’s turned her platform into a nationwide referral network. Whether you’re a new agent, a seasoned pro, or a content creator looking to grow your influence, her insights on business focus, mentorship, and personal branding are invaluable.

Subscribe to the Real Estate Excellence podcast and connect with us on social media for more unfiltered conversations with top industry leaders. Ready to level up your real estate game? Take Kati’s challenge—commit to mastering your craft, one hyper focused step at a time.

Highlights:

00:00 - 12:45 Early Career & Breaking Into Real Estate

·        From photography to graphic design in real estate marketing

·        Launching her own marketing firm before 9/11

·        Economic collapse forcing a career pivot

·        Partnering with her mother in real estate

·        Early industry observations before the 2008 crash

12:46 - 21:05 Restarting & Rising to the Top Locally

·        Re-entering real estate post-divorce

·        Hyperlocal strategy for market domination

·        Running the numbers to identify opportunity

·        Scaling from $3M to $24M in three years

·        Avoiding overexpansion mistakes

21:06 - 29:15 Brokerage Choices & Agent Mindset

·        Why your business isn’t your brokerage’s brand

·        Choosing the right brokerage model for your strengths

·        Cloud brokerages vs. traditional offices

·        Resilience through rejection

·        Coaching and continuous education

29:16 - 38:40 Building a Real Estate Team

·        Recognizing personal strengths & weaknesses via DISC

·        Early mistakes and financial pitfalls of team building

·        Paying for tasks before sharing commissions

·        The reality of turnover and agent retention

·        Location-dependent viability of teams

38:41 - 47:55 YouTube Strategy & Growth Lessons

·        Initial failed attempts with outsourced video production

·        Narrowing audience focus to sellers

·        The dangers of mixing national and local content

·        Hyperlocal channel creation for Valencia subdivision

·        Understanding YouTube’s algorithm and audience trust

47:56 - 1:21:20 Referrals, Brand Power & Social Proof

·        Converting YouTube reach into a referral network

·        Vetting agents and maintaining standards

·        Balancing national reach with local presence

·        Social proof as a marketing asset

·        Using video strategically for credibility

Quotes:

“Selling real estate made me a better person because it taught me how to get back up after thousands of rejections.” – Kati Spaniak

“You can only speak to one person on YouTube—mixing messages will kill your channel.” – Kati Spaniak

“A team is a losing proposition unless you know exactly how to structure and feed it.” – Kati Spaniak

“If sellers choose the wrong agent, they can lose tens or even hundreds of thousands of dollars.” – Kati Spaniak

To contact Kati Spaniak, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, and YouTube.

Connect with Kati Spaniak!

Website: https://www.katispaniak.com

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

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

YouTube: https://www.youtube.com/channel/UChYYnJlrKrEZySmGzhzj7-Q

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

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

#RealEstateExcellence #KatiSpaniak #RealEstateSuccess #YouTubeForRealtors #HyperlocalMarketing #RealEstateTips #TeamBuilding #RealEstateAgentLife #SellerTips #RealEstateCoaching #ReferralNetwork #AgentMindset #RealEstateBranding #SocialProof #CloudBrokerage #MarketDomination #OvercomingRejection #RealEstateStrategy #ListingAgentTips #ContentMarketingForAgents

What does it really take to thrive in real estate for nearly three decades through every market shift imaginable?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Clay County real estate icon Eden Jordan. With 27 years of experience, over 800 families served, and countless agents mentored, Eden shares a candid look at the grit, adaptability, and strategic thinking needed to not only survive but thrive in the industry’s constant cycles. From the early days of handwritten contracts to the rise of social media marketing, Eden’s story blends hard-earned wisdom with relatable humor.

Listeners will hear Eden’s journey from Disney College Program graduate to top-producing Realtor, her creative grassroots networking in playgrounds and ballfields, and her no-nonsense take on market trends, government influence, and the “greed factor” in housing. She opens up about setbacks, including lawsuits and the 2008 crash, and reveals the key systems, relationships, and mindset shifts that keep her business strong year after year.

If you’re an agent looking for longevity and growth in your business, take a page from Eden’s playbook—listen in, take notes, and start applying these timeless strategies today. Subscribe to Real Estate Excellence for more top-tier insights from the best in the business.

Highlights:

00:00 – 09:15 Eden’s Market Perspective and the “Greed Factor”

• No housing shortage in Florida? Eden’s take on supply and demand
• The role of Airbnb in shifting inventory
• How government intervention impacts housing cycles
• Why affordable housing is a moving target
• Builders, pricing jumps, and the COVID-era market

09:16 – 18:42 From Disney to Real Estate – Eden’s Early Career Path

• Disney College Program lessons in customer experience
• Trade show sales success and discovering her sales talent
• Transitioning from national events to local real estate
• Learning the ropes from seasoned agents at RE/MAX
• Starting in real estate before social media

18:43 – 28:10 Pre-Social Media Networking Tactics

• Viral email marketing before Facebook
• Leveraging MySpace for community engagement
• Playground and sports field networking strategies
• Building reputation through knowledge, not sales pitches
• Early career advantages as a young agent in an older industry

28:11 – 38:05 Thriving in Changing Markets

• Why some agents excel in tough conditions
• The danger of hibernating instead of staying visible
• Power of collaboration and peer support
• Mentoring new agents to overcome stagnation
• Lessons from working with top-performing peers

38:06 – 49:20 Setbacks, Lawsuits, and Lessons Learned

• The voluntary HOA lawsuit over $100
• Emotional toll of feeling exposed in business
• Learning resilience from legal challenges
• Separating personal identity from the Realtor role
• Building a strong support team to handle business operations

49:21 – 1:21:55 Longevity, Leverage, and Consistency

• Hiring assistants early to focus on strengths
• Knowing when to scale with help or partners
• Social media’s growing workload for agents
• Advice for agents approaching growth limits
• Balancing business drive with family priorities

Quotes:

“There is no shortage of housing in this state—that’s what I believe.” – Eden Jordan

“I was an overnight success, but the best thing that happened to me was 2008 because my ego got back in check.” – Eden Jordan

“The problem now is nobody’s sitting there talking—they’re just in their phones.” – Eden Jordan

“If you’re doing more than 10 or 12 deals a year, I don’t know how people are doing it without help.” – Eden Jordan

To contact Eden Jordan, learn more about her business, and make her a part of your network, make sure to follow her on her Instagram, YouTube, and LinkedIn.

Connect with Eden Jordan!

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

YouTube: https://www.youtube.com/@micheletremblayrealestate3200

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

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

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

#RealEstateExcellence #EdenJordan #ClayCountyRealEstate #RealEstatePodcast #RealtorLife #MarketCycles #RealEstateMentor #AgentTips #HousingMarket #PropertyInvesting #AirbnbMarket #FloridaRealEstate #RealEstateNetworking #RealtorGrowth #BusinessLongevity #SalesSuccess #MarketInsights #RealEstateStories #AgentLife #RealEstateTraining

What happens when a Broadway-bound performer turns her stage presence into real estate success?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits Michele Tremblay. Michelle shares her inspiring journey from center stage to top-producing real estate agent in Northeast Florida. With a rich background in performance, voiceover, and hospitality, Michele brings a rare blend of empathy, creativity, and grit to her clients—earning accolades such as a 2024 Five Star Rising Star award and ranking #55 out of nearly 12,000 agents by the Jacksonville Business Journal.

Tracy Hayes dives deep into Michele's career pivot, her luxury branding, and her unwavering consistency. Michele opens up about the realities of starting from scratch as a single mom, leveraging her skills from the entertainment world to thrive in a competitive market. Her story isn't just about selling homes—it's about building a business that reflects her heart, values, and drive.

Love this story of transformation and grit? Share this episode with someone dreaming of making a bold career move. Don’t forget to subscribe, leave a review, and follow us for more behind-the-scenes stories of real estate success!

Highlights:

00:00 – 14:00 From Stage to Strategy

• Michele’s early dream of Broadway
• Cruise ship performances & voiceover work
• Transition from acting to motherhood
• Why real estate became the next act
• Interviewing agents before getting licensed

14:01 – 28:00 Getting Real About Real Estate

• Early challenges and financial realities
• First 8 months without a deal
• Importance of mentorship and support
• Choosing Keller Williams
• Building confidence through community

28:01 – 42:00 Grit, Growth, and Getting Noticed

• Juggling motherhood and a new career
• Showing up consistently and staying available
• Why she loves the job
• How past skills shaped her approach
• Learning to perform under pressure

42:01 – 56:00 Creating Signature Experiences

• Open houses with style and substance
• Champagne, cookies, and coloring books
• Turning every showing into a show
• Helping buyers visualize potential
• Marketing with a creative flair

56:01 – 1:12:00 Building Trust and Staying Top-of-Mind

• Providing real value before the sale
• How long-term follow-up pays off
• Collaborating with top-producing agents
• Personal touches that win clients
• Empowering new agents with advice

1:12:01 – 1:27:56 Scaling with Heart and Hustle

• Serving luxury markets authentically
• Staging, renovations, and listing prep
• Balancing business with family life
• Staying consistent with outreach
• Turning one deal into many

Quotes:

"In real estate, I have this very real impact on the families that I help... it's humbling and it's a gift." – Michele Tremblay

"You have to be ready to go on a dime—you are your business." – Michele Tremblay

"The house feels different when you walk in with a glass of bubbly in your hand." – Michele Tremblay

"You’re not just buying a home; you’re stepping into the next chapter of your life. That’s sacred." – Michele Tremblay

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

Connect with Michele Tremblay!

Website: https://www.micheletremblayrealestate.com

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

Facebook: https://www.facebook.com/michele.l.tremblay.7/

YouTube: https://www.youtube.com/@micheletremblayrealestate3200

LinkedIn: https://www.linkedin.com/in/michele-tremblay11/

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

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

#RealEstateExcellence #LuxuryRealEstate #RealtorLife #WomenInRealEstate #CareerChange #FromStageToSales #NortheastFlorida #JacksonvilleRealEstate #StAugustineHomes #HomeBuyingJourney #LuxuryListings #OpenHouseStrategy #RealEstateTips #RealEstatePodcast #KWRealtor #SingleMomSuccess #AgentLife #VoiceOverToRealEstate #BoldCareerMoves #EliteAgents

What if the hardest transaction you face becomes the one that teaches you the most?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with top-producing agent Delaney Henderson to uncover the mindset, grit, and strategies that catapulted her from a burned-out paralegal in DC to one of Northeast Florida’s most respected and relatable real estate mentors. Delaney doesn’t sugarcoat the truth—she opens up about industry misconceptions, failed transactions, emotional burnouts, and the quiet resilience required to succeed in a chaotic market.

Delaney shares the deeply personal reasons she journals every transaction, how mentoring new agents forces her to stay sharp, and why authenticity, handwritten notes, and a picture of her dog on a business card transformed her lead generation game. This conversation is raw, real, and rich with advice every agent—rookie or seasoned—should hear.

Loved Delaney’s insights? Share this episode with a fellow agent or mentor! Don’t forget to subscribe, rate, and leave a review on your favorite podcast platform. Looking to connect with Delaney or join Momentum Realty? Reach out via social or tune in to future episodes for more mentorship magic!

Highlights:

00:00 – 04:20 Early Roots & Real Estate DNA

• Growing up in a real estate family
• Misconceptions about the daily grind
• The contrast between childhood exposure and adult reality
• Why real estate looked easier from the outside
• How the industry constantly pivots

04:21 – 10:02 Learning Through Transactions

• Why every agent should keep a diary
• Documenting daily wins and losses
• Lessons learned from tough deals
• How journaling builds better systems
• Emotional growth from reflecting on your process

10:03 – 17:40 The Power of Mentorship

• Becoming a mentor at Momentum Realty
• What most new agents don’t know they don’t know
• Tailoring mentorship to each agent’s strengths
• Mentorship as a way of giving back
• Transparency and honesty as teaching tools

17:41 – 25:20 Hard Conversations & Market Realities

• How to set healthy boundaries
• Why it’s okay to fire clients
• Working through unrealistic seller expectations
• Why the market data matters
• Building trust by managing client psychology

25:21 – 36:10 Building Relationships That Pay Off

• Treating other agents like partners
• The value of follow-up and communication
• Why agents should never skip the call
• The ripple effects of burning bridges
• How reputation wins in a competitive market

36:11 – 1:14:22 Grit, Growth, and Gratitude

• When everything goes wrong—three closings and two lost offers
• Calling mentors during emotional breakdowns
• Why failure often precedes better outcomes
• Staying consistent with past clients
• The love of the work, despite the setbacks

Quotes:

“Some people come to me thinking they’ll never buy a home—and a month later, we’re at the closing table.” – Delaney Henderson

“Even if I have no business, that’s better than working with difficult people who make my life stressful.” – Delaney Henderson

“Top agents make it look easy—but they rarely show how devastating some transactions can be.” – Delaney Henderson

“You don’t burn bridges in real estate. You’ll always run into them again.” – Delaney Henderson

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

Connect with Delaney Henderson!

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

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

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

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

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

#RealEstateExcellence #DelaneyHenderson #MentorshipMatters #RealEstateAgentLife #TopAgentTips #RealEstatePodcast #WomenInRealEstate #FloridaRealtor #RealEstateGrit #RealEstateMentor #MomentumRealty #NewAgentSupport #RealEstateGrowth #ClientFirst #PropertySuccess #ListingTips #BuyersJourney #RealEstateTruth #AgentMindset #AuthenticSelling

What if your biggest limitation became the launchpad for your real estate empire?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Julianne Grant-Johnson, a top-producing real estate agent in Northeast Florida, for her second appearance on the show. This time, they dive deep into the business side of her success, exploring how she built the Grant Johnson Group while on pregnancy bedrest, leveraged her military ties to dominate the VA market, and now leads a thriving, multi-location real estate team. Julianne gets real about the challenges of growing a team, setting boundaries, and leading with transparency and grit.

Julianne drops actionable insights on handling VA loans, educating new agents, and navigating the current real estate market. Whether you’re a seasoned agent or just starting out, this episode is packed with honest, no-fluff advice on scaling with intention, managing clients with clarity, and building a brand that clients trust—even from across the country.

Loved Julianne’s insights? Follow her journey and reach out if you're a new agent looking to learn or a veteran buyer ready to maximize your VA benefits. Don’t forget to subscribe, leave a 5-star review, and share this episode with a fellow realtor!

Highlights:

00:00 - 10:00 Real Relationships Drive Real Results

•        Why being relatable wins clients

•        Understanding the VA buyer mindset

•        Leveraging shared life experiences

•        Social media as a credibility tool

•        Tapping into the Naval Academy network

10:01 - 20:00 Launching the Grant Johnson Group

•        Starting a team while on bedrest

•        Broker’s role in team formation

•        Trusting the organic process

•        Creating a team with shared values

•        Making a leap with confidence

20:01 - 30:00 Structuring and Leading a New Team

•        Hiring green agents intentionally

•        Trial periods to measure fit

•        Complementing strengths and weaknesses

•        Setting performance and branding standards

•        Defining internal roles and expectations

30:01 - 40:00 Breaking the Solo Ceiling and Expanding

•        Recognizing when you hit your capacity

•        Delegating without losing client experience

•        Balancing motherhood and leadership

•        Expanding strategically into Pensacola

•        Using referrals to build outside markets

40:01 - 53:00 Market Shifts and Setting Expectations

•        Having tough pricing conversations

•        Educating sellers on timelines

•        The power of honest consultations

•        How buyers behave in a high-rate market

•        Importance of response systems within the team

53:01 – 01:07:14 VA Loan Myths and Tactical Strategy

•        Common misconceptions about VA loans

•        Appraisal and repair realities

•        Winning seller trust with VA offers

•        VA renovation loans as a solution

•        Advocating fiercely for veteran clients

Quotes:

"You can’t delegate your brand—so your team has to reflect your standards." – Julianne Grant-Johnson

"If you’re gonna lean on our stats, you better follow our process." – Julianne Grant-Johnson

"You’re not going to see homes unless you’re ready to buy them." – Julianne Grant-Johnson

"VA buyers are my favorite—they’ve earned that benefit and I’ll fight for it every time." – Julianne Grant-Johnson

To contact Julianne Grant-Johnson, learn more about her business, and make her a part of your network, make sure to follow him on his website, Instagram, and Facebook.

Connect with Julianne Grant-Johnson!

Website: https://www.jaxwithjules.com

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

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

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

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

#RealEstateExcellence #RealEstatePodcast #VAloans #MilitaryRealtor #WomenInRealEstate #RealEstateTips #TeamBuilding #RealEstateMarketing #RealtorSuccess #NortheastFlorida #RealEstateExcellence #AgentLeadership #RealEstateGrowth #PensacolaRealtor #VAHomeLoans #HomeBuyingTips #RealtorLife #HouseHacking #RealEstateMentor #BuyerConsultation #MilitarySpouseBusiness

How can one woman’s mission to stabilize families through homeownership ripple out to transform entire communities—and even the world?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Dana Johnson, a dynamic leader in real estate and economic empowerment. Dana shares her journey from aspiring fighter pilot to real estate mogul, highlighting how owning a home can offer not just wealth but stability, resilience, and generational impact. She delves into her work with the "She's Owning It" Home Buyers Club, a 10-module course that arms women with the tools to leverage real estate for financial growth.

Dana also talks about graduating from Goldman Sachs’ One Million Black Women program, revealing how it enhanced her business acumen and helped scale her mission to close the wealth gap. She opens up about mentoring agents, the power of RPAC, and how grit, education, and community are foundational for success in today’s real estate climate. A must-listen for anyone ready to break ceilings and build legacy.

Inspired by Dana’s mission? Reach out, join the “She’s Owning It” movement, and take that first step toward building generational wealth through real estate. Follow Dana Johnson on social media and get involved with your local real estate associations!

Highlights:

00:00 - 13:30 Foundations of Impact

• Dana’s passion for real estate
• Power of homeownership for community stability
• Insights from Goldman Sachs 1MBB program
• Social impact and access to capital
• Transformational success stories

13:31 - 27:50 She's Owning It Movement

• Creation of She's Owning It Home Buyers Club
• 10-step homeownership and investing course
• Faith-based approach to financial empowerment
• Addressing the wealth gap for women
• Real-life results and community accountability

27:51 - 41:10 From IT to Real Estate

• Dana’s journey from tech to real estate
• Lessons from buying her first home at 23
• Passion for education and mentorship
• Surviving the 2008 market crash
• Grit and consistency as career anchors

41:11 - 54:10 Coaching and Connection

• Mentoring new agents with systems and strategy
• Identifying agent and client personas
• Importance of organic networking
• Leveraging technology for follow-up
• Staying visible and intentional

54:11 - 1:08:00 Advocacy and Mindset

• The power of mindset in down markets
• RPAC advocacy and agent involvement
• Collaborating with top producers
• Real estate as a service ministry
• Free resources and relationship building

1:08:01 - 1:21:40 Branding with Purpose

• Everyday branding and marketing tips
• Leveraging identity and visibility
• Practical networking scenarios
• Building consistency with community
• Final thoughts on service and impact

Quotes:

"If you stabilize a family, you'll stabilize a community. If you stabilize a community, the world is going to be better." – Dana Johnson

"We don’t just sell homes—we teach women how to emotionally and financially own them." – Dana Johnson

"I was my worst client. If someone takes longer than four years to buy a home, I’m retiring." – Dana Johnson

"I’m just a speck of dust with a shelf life, but the impact I help make can last generations." – Dana Johnson

To contact Dana Johnson, learn more about her business, and make him a part of your network, make sure to follow him on his website, Instagram, Facebook.

Connect with Dana Johnson!

Website: https://provincerealtygroup.com

Facebook: https://www.facebook.com/dana.o.johnson.2025

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

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

TikTok: https://www.tiktok.com/@danaojohnson

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

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

#RealEstateExcellence #DanaJohnson #HomeBuyersClub #SheOwnsIt #WomenInRealEstate #GenerationalWealth #BlackWomenInBusiness #RealEstateMentor #RPAC #CommunityHousing #FaithAndFinance #WealthBuilding #JacksonvilleRealEstate #FirstTimeHomeBuyer #WomenInvestors #EconomicEmpowerment #LuxuryRealEstate #RealEstateEducation #RealEstateLeadership #MortgageMindset

How do you gain trust and authority in a high-stakes industry when you're young, inexperienced, and just starting out?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Willie Lane—northeast Florida native, luxury real estate expert, and founder of the Willie Lane Group at Compass Realty. Willie reveals how he built a successful real estate business from the ground up starting at just 22, facing skepticism, inexperience, and a tough market. He discusses the power of consistency, networking over coffee (or beer), and the importance of putting your head down and doing the work—even when the results are 18 months away.

Willie also dives into the structure of his team, how to guide young agents, why trust is the currency of the business, and how social media and mentorship have transformed his growth. From door knocking in a suit to managing a thriving real estate group, Willie’s story is a blueprint for every aspiring agent wondering if they have what it takes.

Love this episode? Share it with a young real estate hustler or someone who needs to hear that perseverance pays off. Don’t forget to subscribe, rate, and follow the Real Estate Excellence Podcast for more behind-the-scenes insights from top-producing agents!

Highlights:

00:00–10:58 From Clueless to Compass

• Willie’s college years and first exposure to sales
• Landing in real estate “by accident”
• Facing the fear of selling homes while living with his parents
• Being the youngest agent in the office
• Struggling to gain client trust at 22

10:59–21:27 The Grit Behind the Growth

• Reflecting on the emotional rollercoaster of early years
• Preaching patience: why it takes 12–18 months to pay off
• Advice Willie would give his younger self
• Why some agents rocket ahead—and others burn out
• The importance of having a relentless mentor

21:28–32:10 Systemize or Stall

• Why most agents hit a ceiling by year 5
• Building a scalable business model
• The birth of the Willie Lane Group
• Recruiting your first team member (even if it's a friend)
• The hard truth about bringing on brand-new agents

32:11–43:04 Face-to-Face, The Real Strategy

• Creating daily habits for consistent outreach
• Why you should never eat lunch alone
• Building trust without pitching
• How to own the room (and the driveway)
• Real-world tips for converting casual chats into business

43:05–56:37 Pricing in the Reality Check Era

• Coaching sellers in a buyer’s market
• The real reason homes sit: it’s not the photos
• Navigating pricing wars with builder competition
• When to walk away from a listing
• Prepping your team for tough client conversations

56:38–1:13:22 Construction Clarity & Final Gold Nuggets

• Why every new construction deal needs a second set of eyes
• Inspectors vs. supers: behind-the-scenes stories
• Custom vs. tract homes: what buyers need to know
• Forecasting market shifts and adjusting tactics
• Willie’s #1 philosophy for scaling with excellence

Quotes:

"Put your head down, do the work, and trust the process—it’ll pay off in 12 to 18 months." – Willie Lane

"I was door knocking in a suit on Saturdays, sweating—but I was doing the work." – Willie Lane

"You want someone to trust you? Be genuine and ask about them." – Willie Lane

"Your goal is to walk into a party and have someone ask you how the market is—that’s when you know your brand is working." – Willie Lane

To contact Willie Lane, learn more about her business, and make him a part of your network, make sure to follow him on his website, Instagram, Facebook.

Connect with  Willie Lane!

Website: https://willielanegroup.com/

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

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

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

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

#RealEstateExcellence #WillieLaneGroup #LuxuryRealEstate #YoungAgentSuccess #RealEstatePodcast #TrustTheProcess #RealEstateMentorship #AgentGrit #FromInternToTopProducer #RealEstateTips #FirstTimeHomebuyer #RealEstateJourney #FloridaRealtor #SocialSelling #MarketPositioning #RealEstateNetworking #TeamBuilding #LeadWithTrust #HomeSellingStrategy #NewAgentAdvice