Real Estate Excellence

What do buyers and sellers really need an agent for, beyond opening doors and filling forms

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down Maria Raymer. Maria’s journey from a young agent who questioned her value to a market leader known for straight talk and service. She explains how treating people with honesty and investing real time in them creates momentum that money follows. She shares how early office mentorship and daily reps built skill and confidence, plus how to communicate value even when you are new and your clients are older than you are.

Maria then lays out practical, battle tested playbooks. Prep sellers so inspections do not derail deals. Favor quality over quantity in lead gen. Build durable referral flywheels through useful quarterly touch points not holiday spam. And when growth hits, hire a transaction coordinator first so you can stay in your zone on listing appointments while files move flawlessly to close.

If this episode helped you sharpen your playbook, follow the show, drop a five star review, and share it with one agent who needs to hear it today. Then screenshot your favorite takeaway and tag the show on your platform of choice.

Highlights:

00:00–00:12 From college path to first closings

• The question that changed everything what do clients need me for
• Family nudges toward real estate and early doubts
• First brokerage start and love for unlimited upside
• Balancing life and a career without ceilings
• Rookie momentum and early wins in a different price era

00:12–00:24 Winning trust young and learning in the office

• The mediator role bringing buyers and sellers to the middle
• Emotion vs price how owners see their homes
• Nine to five in the office to absorb scripts and standards
• Riding the company’s track record while you build your own
• Honesty plus care as the secret trust accelerant

00:24–00:36 Brokerage math and the power of staying put

• •        Seventy percent repeat and referral as the business base
• •        Thirty percent fueled by brand network reach
• •        Longevity compounds reputation and opportunity
• •        Mentorship over splits when you feel stuck
• •        Every move costs momentum choose wisely

00:36–00:47 Follow up that clients actually like

• Stop holiday blast emails send a real card or a useful update
• Quarterly newsletters with hyper local stats win attention
• Community first support local to build real relationships
• Network through schools charities and church with intent
• CRM as non-negotiable foundation from day one

00:47–00:59 Negotiation calm and pre listing inspections

• Foreshadow inspection findings so sellers do not take offense
• Pre listing inspections as deal insurance reduce item count
• Guide reactions when curveballs land replace do not rage
• Buyers sometimes use inspection to exit recognize the signal
• Professional agent relationships protect your clients outcomes

00:59–01:11 Teams roles and scaling the right way

• The 2020 inflection point add help or cap growth
• Hire the transaction coordinator first pay per file and free your time
• Admin spine media contracts office and closing support
• Keep client communication in email with everyone in the loop
• Stay the listing table is your superpower and joy

Quotes:

“The investment of time and helping people and giving your honest opinion that is what they are looking for. Treat people right and the money and success will follow.” – Maria Raymer
“Sales come together better when you have someone in the middle bringing both sides to the middle.” – Maria Raymer
“You date the rate you marry the house.” – Maria Raymer
“Listings are the name of the game. I love sitting at the table with owners and winning that deal.” – Maria Raymer

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

Connect with Maria Raymer!

Website: https://stjohnsareahomefinder.com/

X: https://x.com/mariaraymer

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

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

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

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

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 #MariaRaymer #REMAX #NortheastFlorida #JacksonvilleRealEstate #SellerTips #BuyerTips #PreListingInspection #Negotiation #TransactionCoordinator #RealEstateTeam #CRM #FollowUp #ReferralBusiness #TopProducer #ListingAgent #HomeSelling #HomeBuying #CommunityFirst #Podcast

What bold move would you make if you knew your entire team’s future was on the line?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Corey Hasting for his third appearance — this time unveiling the biggest pivot of his career. At just 27, Corey launched a boutique Engel & Völkers franchise in Jacksonville Beach and scaled it into five thriving offices with 138 agents. But instead of resting on awards and billion-dollar sales, he shocked the market by transitioning his entire brokerage to Christie’s International Real Estate First Coast.

Corey opens up about the 18-month journey, the risks, the sleepless nights, and the why behind the move. He shares how he retained almost every agent through the shift, why brand power and growth potential drove his decision, and how Christie’s global reach and tech innovation will elevate luxury real estate in Northeast Florida.

If you’ve ever wondered how great leaders navigate risk, transition, and growth — this conversation will inspire you to think bigger. Don’t forget to subscribe, share this episode with a colleague, and leave us a 5-star review to keep these powerful stories coming!

Highlights:

00:00 – 06:30 Corey’s Bold Leap

• Launching Engel & Völkers at 27
• Scaling to 5 offices and 138 agents
• Winning America’s Cup “Shop of the Year”
• Early frustrations with tech & innovation
• Beginning the search for what’s next

06:31 – 14:45 The Christie's Connection

• Why brand identity matters more than ever
• Retaining 137 of 138 agents through transition
• Exclusive territory expansion rights
• Breaking past Engel & Völkers growth limits
• Building the foundation for expansion

14:46 – 21:59 Elevating Luxury in Northeast Florida

• Dominating high-end listings
• Christie's auction house credibility
• Positioning in global feeder markets
• Networking with billion-dollar brokerages
• Recruiting luxury-focused agents

22:00 – 30:15 Innovation & Technology Shift

• Partnering with Luxury Presence websites
• Launching First Coast Luxury mobile app
• Revitalizing marketing with flexibility & variety
• SEO, pay-per-click, and seller visibility
• Why print marketing still matters

30:16 – 38:40 Growth, Expansion & Recruiting

• New HQ in Atlantic Beach
• Targeting St. Augustine & St. Simon’s Island
• Recruiting with value vs. splits
• Why retention is the ultimate measure
• White-glove brokerage service model

38:41 – 57:48 Leadership, Culture & The Future

• Bringing Christie's CEO & leadership to Florida
• Building a one-vision, one-culture region
• Systems that create more time for agents
• Supporting top producers to break ceilings
• Taking First Coast “to the moon”

Quotes:

“There’s no such thing as a perfect brokerage — it’s about finding what you’re missing and who solves that problem.” – Corey Hasting

“If you’re not growing, you’re dying — in business and in life.” – Corey Hasting

“Our job is to make agents two places at once by creating more time for them to do what they do best.” – Corey Hasting

“We’re not making this move to stay the same. We’re doing it to grow, to dominate luxury, and to take it to the moon.” – Corey Hasting

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

Connect with Corey Hasting!

Website: https://cirefc.com/agents/corey-hasting

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

Facebook: https://www.facebook.com/corey.hasting.3

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

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

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 #CoreyHasting #ChristiesInternational #LuxuryRealEstate #BrokerageGrowth #JacksonvilleBeach #StAugustineRealEstate #NortheastFlorida #BrokerageLeadership #RealEstatePodcast #RealEstateInnovation #RealEstateTechnology #AgentRecruiting #LuxuryHomes #BrokerageTransition #ChristiesFirstCoast #RealEstateExpansion #GlobalRealEstate #AgentSuccess #BillionDollarBrokerage

What would change in your business if you treated time as your most valuable commodity and priced every hour accordingly?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with luxury agent and team leader Gail DeMarco. Gail drops the polite filter and lays out how she built a near billion in lifetime sales by staying lean, obsessing over data, and designing a brand that shows up everywhere. From four open houses every weekend to hyper-focused farming and YouTube consistency, she explains exactly how she creates momentum in new markets and turns listings into market share.

The conversation digs into hiring for coachability, running a tight listing operation, delegating fast, and engineering deals with assumable loans and lender-powered rate buydowns. It is an unvarnished masterclass on standards, time discipline, and creative structure in a tough market, capped with faith-driven leadership and straight talk on saying no to bad fits.

If this episode pushed you to tighten your standards and reclaim your calendar, share it with one agent who needs a wake-up call and DM us the one change you will make this week.

Highlights:

0:00-5:59 Numbers that make you sit up

• Why she is in the business of real estate not just a realtor
• Team goal: everyone should out-earn the leader
• 2023 production 389M team, 80M personal
• Lean teams beat big teams, people get lost
• Expect scar tissue and weekly tears on the climb

10:00-13:00 Branding that actually moves property

• Name recognition as the north star, top of mind wins listings
• Premium signage and consistent open house experience
• Compliance first, even with team branding
• Treat 450k and multi-million the same, remove ego
• Hospitality touches: Fiji water, booklets, consistency

15:51-19:59 Mailers metrics and momentum

• Four-page data-driven mailers co-op with lender
• Pull the plug when the farm does not pencil, like a stock
• Proof of everywhere affects community recognition
• Give to the community and spend to make money
• YouTube surge from 400 to 67k with consistency

20:20-22:20 Hyper-focus and the price of time

• Farm a few micro-markets deeply
• Co-list luxury so you can be everywhere the listing needs
• Signs concentrate perception: you sell everything here
• Time is the most valuable commodity, price your hours
• If it is not on calendar, it is a no, including Pilates conflicts

52:20-1:00:37 Delegate to elevate and operational excellence

• If it is not income producing, do not do it
• Pay a premium TC to keep you out of real estate jail
• Contact sport: get off the modules and host more opens
• Role play Breakfast Club for objections
• When to spend three hundred monthly or get a part-time job

1:01:48-1:07:14 Creative deals, lenders, and the close

• Advertise payment, not price: buydowns beat reductions
• Assumable loans open doors with patience on closing
• Competing with builders: incentives and differentiation
• Say no to listings that cannot appraise or perform
• Closeout lender love and episode wrap

Quotes:

“I am not a realtor I am in the business of real estate.” – Gail DeMarco

“I want everyone on my team to make more money than me that is my goal.” – Gail DeMarco

“Your most valuable commodity is your time.” – Gail DeMarco

“You have to delegate to elevate.” – Gail DeMarco

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

Connect with Gail DeMarco!

Website: https://www.movetostjohnsfl.com/

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

Facebook: https://www.facebook.com/gail.d.demarco/

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

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

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 #GailDeMarco #LuxuryRealEstate #ListingAgent #RealEstateBranding #OpenHouses #YouTubeForAgents #RealEstateCoach #TimeManagement #DelegateToElevate #AssumableLoans #RateBuydown #LenderPartner #FarmingStrategy #MailersThatWork #PonteVedra #Rivertown #Over55Communities #eXpRealty #RealEstateMindset

What if the key to scaling your real estate business isn’t selling more homes, but learning how to delegate smarter?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jamie Hallman, founder of Consider It Closed and a powerhouse in the world of transaction coordination. Jamie shares her fascinating journey from working as a registered dietitian to traveling the world on a mission trip, and ultimately discovering her passion and skillset were perfectly aligned with real estate coordination. She opens up about how her solutions-driven mindset, love for structure, and eye for detail led her to create one of Florida’s top transaction coordination companies.

Jamie explains why delegation is essential for agents at every stage—from those closing just a few deals a year to top producers juggling dozens. With powerful stories, she illustrates how TCs provide agents with peace of mind, client satisfaction, and compliance assurance, while also helping them navigate unexpected hurdles like insurance issues, squatter situations, or even the shocking death of a seller on closing day.

If you’re ready to level up your business and stop leaving growth on the table, share this episode with a fellow agent and start a conversation about the power of transaction coordination. Don’t forget to subscribe to Real Estate Excellence for more insider stories and strategies from top performers.

Highlights:

00:00 – 06:39 Hitting Limits and Delegating

• Why agents reach capacity
• Benefits of handing off tasks
• Assistants versus transaction coordinators
• Early struggles in scaling
• Marketing support roles

06:40 – 17:29 From Dietitian to Real Estate

• Starting in healthcare
• A life-changing mission trip
• Husband’s influence and guidance
• Discovering transaction coordination
• Fulfillment in problem solving

18:30 – 25:59 Onboarding Agents the Right Way
• Structured intake process
• Aligning with agent goals
• Lessons from The Expectations Gap
• Power of clear communication
• Building trust and relationships

26:00 – 36:19 Solving Problems in Every Deal

• Managing emotions in real estate
• When transactions take unexpected turns
• Handling squatters and disputes
• Insurance pitfalls and delays
• Creative solutions that work

36:20 - 53:59 Systems That Drive Success

• What contract to close includes
• Email and compliance management
• Listing setup and MLS rules
• Streamlined intake forms
• Training and leading the team

54:00 – 01:18:47 Scaling a Business and Industry Impact

• Growing from TC to business owner
• Mentorship and collaboration benefits
• Broker versus agent perspectives
• Getting insurance handled early
• The future of transaction coordination

Quotes:

“You’re only gonna get so far as you’re willing to delegate and grow in this business.” – Jamie Hallman

“There’s always a solution—and I get to be the one to help make that solution happen.” – Jamie Hallman

“Not everyone’s a great fit for us. Our name is tied to their business too.” – Jamie Hallman

“Every transaction is different, and that’s why computers will never fully replace us.” – Jamie Hallman

To contact Jamie Hallman, 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 Jamie Hallman!

Website: https://www.consideritclosedfl.com/

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

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

LinkedIn: https://www.linkedin.com/in/jamie-hallman/

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 #TransactionCoordinator #RealEstateSuccess #ConsiderateClose #ScalingYourBusiness #Delegation #RealEstateTips #PropertyDeals #AgentGrowth #BehindTheScenesRealEstate #RealEstateMindset #TCServices #FloridaRealEstate #AgentSupport #RealEstatePodcast #ClosingDeals #PropertyManagement #EntrepreneurMindset #RealtorTips #RealEstateCoaching

Are you running a business or just duct taping one together?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Lauren Duke. Lauren is the founder and CEO of Core Ops Collective, to unpack how she went from military spouse and hairdresser to running operations for one of the nation’s top real estate teams—closing over 3000 transactions and opening 21 expansion locations. Lauren explains why so many agents get stuck wearing every hat, how culture can’t just be “family,” and the difference between surviving and scaling.

She dives into her signature SCALE framework—Set the vision, Capture attention, Acquire business, Lead with systems, Elevate experience—showing agents how to replace chaos with clarity. From CRMs and lead magnets to touch plans and KPI dashboards, Lauren reveals the tools and mindset shifts that free agents from survival mode and position them to grow like true CEOs.

If this conversation gave you clarity, share it with another agent who’s grinding without a plan. Subscribe to Real Estate Excellence, leave a review, and commit to setting up one system this week that will carry your business further.

Highlights:

0:00 - 6:00 Introduction and agent struggles

• Why agents hit a ceiling early
• Misconceptions about brokerage support
• Overwhelm from CRMs and tech tools
• Why systems matter before scaling

6:00 - 15:00 Lauren’s background and entry into real estate

• From hairdresser to military spouse life
• Launching a VA business on Facebook
• First role as a transaction coordinator
• Learning operations by trial and error

15:00 - 25:00 Building and leading teams

• Expanding to 21 locations nationwide
• Managing 100+ agents and staff
• Culture vs. family in teams
• Launching Core Ops Collective after parting ways

25:00 - 41:00 The SCALE framework

• Setting the vision with audits
• Capturing attention with core values
• Acquiring business through CRMs
• Leading with measurable systems

41:00 - 55:00 Systems, automation, and client touch plans

• Building landing pages and lead forms
• Using Facebook groups for lead gen

00:45:30 to 01:22:23 Dashboards, hiring, and team building

·        CEO dashboards for KPIs and cost of sale

·        Avoiding the pay-per-lead trap

·        Setting clear roles and accountability for admins

• Dashboards and KPIs for agents
• Final advice on scaling with clarity

Quotes:

 “We replace survival mode with structure.” – Lauren Duke
“You can’t grow a team if you don’t even know how you want to show up for clients.” – Lauren Duke
“If you don’t know your core values, decisions will paralyze you.” – Lauren Duke
“Your assistant should be an extension of you.” – Lauren Duke

To contact Lauren Duke, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, and Podcast.

Connect with Lauren Duke!

Website: https://www.coreopscollective.com

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

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

Podcast: https://open.spotify.com/show/0CeMtpitmpW2KB4j05cI7i

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 #LaurenDuke #CoreOpsCollective #RealEstateOps #ScaleYourBusiness #CRMSystems #LeadGeneration #TeamBuilding #Brokerage #AgentSuccess #BusinessSystems #EntrepreneurMindset #OperationsExcellence #RealEstateCoaching #ScalingAgents #CEOAgent #ClientExperience #KPIDashboard #Leadership #Authenticity

Are you truly listening to clients or just waiting to ask your next question?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Shannon Messina. Shannon brings a kinetic blend of New York grit and Florida community savvy. In this conversation she unpacks how fitness and training shaped her sales engine, why relationships beat cold prospecting, and how themed open houses with real vibes convert neighbors into buyers. She shares the move that reset her life, rebuilt her career, and led to record sales in St Johns Golf.

Shannon fought through nine months of impaired vision, passed her licensing exam with a pirate patch, and surged back with 2020 sight and a bigger vision for her family and clients. Her takeaways land hard be relentlessly resourceful, sell every listing like it is your own, and let clients tell you what matters most then amplify it.

Subscribe and share this episode with one agent friend who needs a push of grit today. Follow the show for fresh playbooks that help you close with confidence.

Highlights:

00:00 - 11:39 Meet Shannon and visibility in real estate
• First impressions and introduction
• The importance of visibility in real estate
• Balancing social media with authentic connection
• Why screen time matters for agents
• Staying consistent to remain top of mind

23:20 - 34:59 Restart in Florida referrals over cold hunting
• Fitness coaching as sales training ground
• Leadership lessons carried into real estate
• Building trust beyond transactions
• Listening deeply to client needs
• Creating conversations that convert

35:00 - 46:39 Embracing discomfort to grow intentionally

• Business collapse and bold move south
• First FSBO listing that sparked momentum
• Treating every client like a marketing billboard
• Relocating families through trust and connection
• Using reels and hashtags to attract buyers

46:40 - 58:19 Selling with pride and execution
• Studying with impaired vision and determination
• Passing exams with a pirate patch
• Life reset after eye surgery
• Embracing discomfort to grow intentionally
• A renewed mission in real estate

58:20 - 1:09:59 Hosting events to build community
• Neighbors as natural recruiters
• Hosting events to build community
• Learning from the refrigerator fiasco
• Staying calm under negotiation pressure
• Relentless drive to find a solution

Quotes:

“I love real estate because I am in control of how much money I make.” – Shannon Messina

“Use what clients give you to ask your next question do not have a script.” – Shannon Messina

“Those dual side deals happened because I sold the home during the open house.” – Shannon Messina

“I like to do things that make me uncomfortable and then do well.” – Shannon Messina

To contact Shannon Messina, learn more about her business, and make her a part of your network, make sure to follow her on her Instagram and Facebook.

Connect with Shannon Messina!

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

Facebook: https://www.facebook.com/shannon.messina.106

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 #ShannonMessina #FloridaRealEstate #NewYorkToFlorida #AgentGrit #OpenHouseIdeas #StJohnsCounty #RelationshipSelling #ReferralsWork #ListingStrategy #BuyerMindset #DualAgency #SellItLikeYours #CommunityMarketing #SocialMediaForAgents #MargaritavilleVibes #CoffeeTruckOpenHouse #Resilience #WomenInRealEstate #GritWins

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