Real Estate Excellence

Are your real estate deals falling apart because you're not mastering the art of negotiation and timing?

In this episode of the Real Estate Excellence Podcast, Bobbie Jean DeMunck joins Tracy Hayes to unpack what it takes to thrive in today's volatile real estate market. With over 15 years in the business and a background in interior design and banking, Bobbie shares how blending aesthetics with strategy helps her listings stand out and sell faster—even in a slower market.

She reveals her unique approach to negotiation, how she wins offers by shortening inspection periods and timelines, and why building strong relationships with inspectors, lenders, and other agents is key to closing. This episode is a masterclass for agents seeking to elevate their game with real-world tips on marketing, client psychology, and leveraging AI tools to stay ahead.

If you're a real estate pro looking to upgrade your strategy or a buyer/seller wanting to navigate the market smartly, subscribe now and share this episode with a colleague or friend!

Highlights:

00:00–06:12 From Banking to Real Estate: Bobbie Jean's Journey

• Transitioning from a banking career into real estate
• Leveraging past experiences for success
• Discovering sales is about building trust
• How design and finance shaped her real estate style
• Learning to listen to what clients really want

06:13–14:01 Winning Strategies in Today’s Housing Market

• Why timelines can make or break an offer
• Creating trust with clean and quick contracts
• Avoiding the “back on market” scenario
• Using home inspections to gain leverage
• Reading between the lines in buyer-seller motivations

14:02–21:05 Design, Decluttering, and Staging for the Win

• Using interior design to create buyer connection
• The power of removing distractions
• Helping clients understand market presentation
• How staging can affect appraisal value
• Creating emotional impact in showings

21:06–28:39 The Power of Vendor Relationships

• Building a reliable and fast-moving vendor list
• The importance of vendor-client-agent synergy
• Keeping transactions smooth with the right contacts
• Elevating client experience through preparedness
• When your reputation opens vendor doors

28:40–36:11 Using AI to Elevate Real Estate Marketing

• Writing listing descriptions with AI support
• Automating bios, captions, and social content
• Enhancing Google and SEO strategy through tech
• How AI helps agents work smarter, not harder
• Avoiding the common traps of lazy automation

36:12–01:20:18 Market Psychology, Buyer Hesitation & Agent Advice

• Explaining value over fear of high rates
• Handling “forever home” myths with clarity
• Empowering buyers to act in uncertain conditions
• What great agents do differently in communication
• Bobbie’s final take on effort, presence, and professionalism

Quotes:

 “Timeline is the most important thing—you win by tightening it.” – Bobbie Jean DeMunck

 “If you listen to your buyers and sellers, you can usually figure out what they really want.” – Bobbie Jean DeMunck

 “You’re never too busy in life—it’s what you choose to make time for.” – Bobbie Jean DeMunck

 “I can walk into a house and immediately see what walls to knock down.” – Bobbie Jean DeMunck

To contact Edwina Burch, learn more about her business, and make her a part of your network, make sure to follow her on her Website and Instagram.

Connect with Bobbie Jean DeMunck!

Website: https://bobbiejeanrealtor.com

Twitter: https://x.com/demunckbj 

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

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

LinkedIn: https://www.linkedin.com/in/bobbie-jean-demunck/

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 #JacksonvilleRealtor ##RealEstatePodcast #TopRealtorTips #RealEstateStrategy #InteriorDesignInRealEstate #TimelineNegotiation #HomeSellingTips #AIInRealEstate #FloridaRealtor #RealEstateMarketing #RealEstateExcellence #ListingAgentLife #RealEstateSuccess #JacksonvilleHomes #RealEstateDeals #RealtorMindset #NegotiationTips #HomeSellingStrategy #PonteVedraRealEstate #MarketShift2025 #RealtorRelationships

What if your side hustle became your true calling?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits Edwina Burch. Edwina Burch is a dynamic Jacksonville real estate agent, shares her journey from aspiring attorney to becoming one of the top real estate agents in northeast Florida. Starting her career in education administration, Edwina transitioned to real estate after being inspired by a colleague’s challenging real estate deal. Quickly realizing that selling real estate was not as simple as HGTV portrayed, Edwina embraced the challenge and soon achieved significant success by focusing on building authentic relationships and mastering the art of negotiation.

Throughout the episode, Edwina emphasizes the importance of authenticity, consistency, and mindset in her career. She highlights pivotal decisions, such as hiring a transaction coordinator and leveraging social media effectively, which propelled her rapid rise in the industry. 

Her story illustrates that with the right mindset, grit, and genuine connections, rapid success in real estate is attainable even for newcomers.

Listen now to discover Edwina’s secrets to quick and sustainable success in real estate. Don't forget to subscribe and leave a review if her story inspired you!

Highlights:

00:00–06:07 Intro & Career Beginnings

• Choosing Real Estate Over Law
• Moving to Jacksonville
• From Education to Real Estate
• First Brokerage Experience
• The Importance of Initial Training

06:08–13:54 Making the Shift to Full-Time Real Estate

• Realizing Real Estate Wasn’t HGTV
• Building Initial Relationships
• First Transactions and Key Learnings
• Transitioning from Boutique Brokerage to Keller Williams
• Importance of Brokerage Choice

13:55–20:25 Strategies and Negotiations

• Learning to Negotiate
• Adapting to Market Changes
• Seller Pricing Strategies
• Buyer’s Market Realities
• Challenges Competing with New Builds

20:26–26:00 Leveraging AI and Technology

• Adopting AI for Listing Descriptions
• AI Impact on Real Estate Searches
• Tech Integration in Business
• Utilizing LinkedIn and SEO
• Advantages of AI

26:01–36:45 Scaling with Support

• Importance of Transaction Coordinators
• How Support Staff Elevates Productivity
• Delegation for Success
• Interviewing the Right Coordinator
• Expanding Through Mentorship

36:46–01:15:54 Edwina’s Secrets to Success

• Personality and Consistency
• Pivoting in Changing Markets
• Staying Authentic and Engaged
• Love for Real Estate and Community
• Creating Organic Connections

Quotes:

 “Real estate was my calling, not law school. It should have been my goal at age 13 or 14.” – Edwina Burch

 “It’s all about relationships—authenticity always wins.” – Edwina Burch

 “A good transaction coordinator is a game changer. They let you focus on income-producing activities.” – Edwina Burch

 “You have to pivot in real estate; the market changes, and so must you.” – Edwina Burch

To contact Edwina Burch, learn more about her business, and make her a part of your network, make sure to follow her on her Website and Instagram.

Connect with Edwina Burch!

Website: http://www.edwinaburchrealestate.com

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

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 #JacksonvilleRealtor #RealEstateSuccess #JacksonvilleRealEstate #EdwinaBurch #RealEstatePodcast #RealEstateMindset #RealEstateTips #KellerWilliams #Authenticity #RealEstateStrategy #HomeBuying #HomeSelling #RealEstateLife #TransactionCoordinator #FirstTimeHomeBuyer #RealEstateCareer #RealEstateJourney #AgentLife #AIinRealEstate #BusinessGrowth #WomenInRealEstate

What does it take to build a thriving real estate business from scratch—while raising three kids as a single mom?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Beverly Hecht, a top Jacksonville Beach realtor, who shares her compelling journey from IT sales to becoming a real estate powerhouse. A Jacksonville native with deep community roots, Beverly dives into how her corporate discipline, single-mom tenacity, and relentless drive helped her transition into real estate and build a loyal client base along Florida’s First Coast.

From navigating tough markets like 2008’s crash to today’s complex insurance landscape and evolving buyer expectations, Beverly offers rich insights and strategies that new and seasoned agents alike can benefit from. Her love for the beaches, community involvement, and commitment to lifelong learning truly set her apart in a competitive industry.

Loved Beverly’s story? Subscribe now and leave us a review! Share this episode with someone who dreams of turning obstacles into opportunity in the real estate world.

Highlights:

• 00:00 - 04:30 Beverly’s Early Career & Transition
• ·        Shifts in buyer behavior
• ·        Parenting perspectives on adulthood
• ·        Helping all age groups purchase homes
• ·        Insight into young vs. seasoned buyers
• ·        Real estate as a path to wealth

04:31 - 11:00 Navigating Generational Differences

• ·        Pursuing teaching for family time
• ·        Corporate-sponsored bachelor's degree
• ·        Missed opportunity at UF master's program
• ·        Management and HR experience
• ·        Reflection on shifting corporate values

11:01 - 20:00 Jacksonville’s Unique Real Estate Market

• ·        Geographic and lifestyle diversity
• ·        Schools’ influence on buying decisions
• ·        Customized client tours
• ·        Community needs: golf, beach, fitness
• ·        Real-life relocation scenarios

20:01 - 27:00 Insurance Woes & Structural Challenges

• ·        Florida's condo insurance chaos
• ·        Effects of new regulations
• ·        Firsthand experience with rising premiums
• ·        Advice for home buyers
• ·        Navigating inspections and requirements

27:01 - 00:38:00 Insurance, Market Challenges, and Pricing

• ·        Shifts in market dynamics
• ·        Personal sacrifices during 2008 crisis
• ·        Foreclosures and investor impact
• ·        Strategy for buyers in today’s market
• ·        Education on value vs. price

38:01 – 01:11:03 Agent Growth & New Market Realities

• ·        Helping buyers in a high-rate environment
• ·        Tips for new agents post-NAR changes
• ·        The power of open houses
• ·        Buyer rep agreements and their perception
• ·        Risk management in today’s market
• ·        Conclusion

Quotes:

“I feel very fortunate that I come from a corporate background where there were methods and procedures.” – Beverly Hecht

“You’re not going to get the perfect storm—low rates and low home prices with the home you want.” – Beverly Hecht

“My heart’s not in working with investors looking to take advantage of people.” – Beverly Hecht

“Real estate does more for me than sometimes I think it does for them.” – Beverly Hecht

To contact Beverly Hecht, 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 Beverly Hecht!

Website: https://www.beverlyhechtrealtor.com

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

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

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

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 #JacksonvilleRealtor #BeverlyHecht #BeachLifeHomes #RealEstatePodcast #WomenInRealEstate #RealEstateGrit #FloridaHomes #RelocationExpert #HousingMarket2025 #HomeBuyers #RealEstateTips #RealtorLife #SingleMomSuccess #MarketInsights #BuyersMarket #CondoLiving #RealEstateEducation #FloridaInsurance #LocalLeadership

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 

 
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 #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