Real Estate Excellence

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

What happens when decades of tech experience collide with luxury real estate and the power of artificial intelligence?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with real estate powerhouse Mandy Morrow, whose journey spans Fortune 50 leadership, tech innovation at IBM, and top-tier performance in Ponte Vedra’s luxury housing market. Mandy unpacks how her corporate and tech roots uniquely position her to serve high-net-worth clients with precision, authenticity, and deep local knowledge.

They explore how Mandy integrates artificial intelligence into market analysis, listing presentations, and CRM to elevate client consultations and streamline operations. She shares priceless insights for new and seasoned agents alike, emphasizing the value of asking the right questions, building genuine relationships, and focusing on long-term client value—not just transactions. It’s a masterclass in leveraging experience, tech, and heart to build a real estate empire.

Ready to elevate your real estate game? Subscribe to the Real Estate Excellence podcast for more industry masterclasses and connect with Mandy Morrow to learn how tech and trust can transform your client relationships.

Highlights:

00:00 - 12:30 Tech Roots & Transition to Real Estate

• Mandy’s corporate background with IBM and tech sector
• Early involvement in AI and supercomputing
• Lessons from working at Watson Research
• Why her tech background benefits her real estate career
• Bridging high-tech skills into luxury real estate

12:31 - 24:30 AI as a Realtor’s Secret Weapon

• Using ChatGPT, Claude, and Gemini for data analysis
• Uploading MLS data and prompting for insights
• How AI improves listing presentations and consultations
• Building confidence for new agents through roleplay
• Sharon Alter’s AI-driven listing description strategy

24:31 - 36:30 The Art of Client Understanding

• Asking strategic questions to uncover client goals
• Tailoring presentations for high-net-worth individuals
• Case study: closing a $13M luxury sale
• Why authenticity beats canned pitches
• Handling fast-paced luxury consultations

36:31 - 48:30 Navigating Neighborhoods & New Construction

• Guiding buyers through area orientation tours
• Addressing misconceptions about CDDs and communities
• How lifestyle questions reveal true buyer preferences
• Analyzing lot direction, surroundings, and value
• Protecting clients from future resale risks

48:31 - 01:04:00 Choosing the Right Brokerage & Tools

• Why Mandy left other major firms for Compass
• Comparing Compass tech stack to legacy systems
• Agent-first vs. brokerage-first technology
• Compass AI initiatives and integrated CRM
• The ROI of tech tools vs. lead-buying traps

04:01 - 01:18:58 Agent Growth, Education & Longevity

• Leveraging AI for CRM, P&L reviews, and marketing
• The importance of lifelong learning and contract knowledge
• Stepping into the CEO mindset as an agent
• Mandy’s involvement in committees and state leadership
• Building a client-centered, relationship-first career

Quotes:

“I don't make the market—I just tell you what the market is and then strategize based on your goals.” – Mandy Morrow

“The number one job is understanding your client—if you don’t ask the right questions, you could be blindsided.” – Mandy Morrow

“AI lets me stop being the CIO of my business and focus on what matters: my clients.” – Mandy Morrow

 “This business is about long-term relationships, not transactions—do your clients right, and you’ll always stay in business.” – Mandy Morrow

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

Connect with Mandy Morrow!

Website: https://mandymorrowgroup.com

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

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

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

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

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 #AIInRealEstate #MandyMorrow #CompassRealEstate #PonteVedraRealEstate #ArtificialIntelligence #RealEstateTech #RealEstateTips #FloridaHomes #EliteAgents #RealtorSuccess #AskMoreQuestions #ClientFirst #ConsultativeSelling #RealEstatePodcast #TopRealtor #ModernRealtor #RealEstateAdvice #AIForAgents

What if your smartest, most efficient business partner was already on your laptop — and free?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes dives deep with with 24-year-old trailblazer Bella Taazieh — a rising force in Northeast Florida real estate who’s harnessing AI to build a modern, personal, and wildly productive business. Bella unpacks how she’s blending ChatGPT, Gamma, Notebook LM, and more to save hours, close deals faster, and create lead-gen systems that work for her — even while she’s at the beach.

From building her own GPT assistant to turning transcripts into podcasts and sending weekly AI-generated “Deals of the Week,” Bella’s strategies are not just innovative — they’re replicable. She breaks down how even the busiest solo agent can reclaim time and scale their impact by letting AI carry the heavy lift. Whether you're tech-curious or AI-obsessed, this is the blueprint episode you've been waiting for.

If you're a realtor stuck in the hustle and grind, it's time to future-proof your business! Subscribe now, share this episode with your team, and follow Bella for game-changing content. Want Bella’s GPT tools? DM her now on Instagram @bellataazieh and unlock your AI-powered future!

Highlights:

00:00 – 07:58 Bella’s AI Philosophy & Client-Centered Automation

• Why AI isn't impersonal—it's powerful
• Helping more clients without losing personal touch
• Fear vs. opportunity: why agents must adapt
• Hiring AI without payroll
• Examples of AI replacing team roles

10:11–21:16 ChatGPT as Your Smartest Assistant

• Bella’s “Who Am I” project: feeding ChatGPT her story
• Letting AI learn your tone, habits, and goals
• Using ChatGPT for negotiations and emotional intelligence
• AI-generated bios for branding
• Using AI like a personal coach or mentor

21:17–33:15 Building Lead Funnels: 250 Leads with Zero Ads

• Creating the “Deals of the Week” email funnel
• Turning weekly listings into relationship-building touchpoints
• Mass emails that feel personal
• Workshop results: leads within 11 minutes
• Why simple formatting and real-time data beat Canva graphics

33:16–45:00 Custom GPTs & Gamma AI for Seller Presentations

• What a custom GPT is and why you need one
• Bella’s Control+Me GPT and its four powerful commands
• How she created presentations in 5 minutes with Gamma AI
• Real-world example of winning a listing on short notice
• Beat experienced agents using speed + AI insights

45:01–57:45 Notebook LM & The AI Podcast Hack

• What is Notebook LM and how to use it
• Turning training sessions into listenable podcasts
• AI-generated conversation between two fake hosts
• Training your team with AI audio content
• Brainstorming business models from knowledge conversion

57:46–01:09:35 Automating as a Solo Agent: Scaling with Systems

• Using Trello + Zapier + ChatGPT for email workflows
• Email funnels that feel personal but are fully automated
• Creating daily motivation prompts from AI
• Monday GPT: the brutal but honest motivator
• Why AI saves time, energy, and sanity

1:09:36–01:18:51Branding, Follow-Up & Where Agents Waste Time

• Branding is not your logo—it’s your legacy
• Using AI to stay top-of-mind with leads weekly
• Automating touchpoints without sounding generic
• Following up with 200+ leads in 5 minutes
• Top two AI strategies every agent should implement now

Quotes:

 “Every single one of my clients feels loved—because I use AI to give them more of me, not less.” – Bella Taazieh

 “I created a GPT called Control+Me. It’s my assistant, strategist, and motivator all in one.” – Bella Taazieh

 “I built a Deals of the Week system that gave me 250 leads, 5 consultations, and didn’t cost me a dime.” – Bella Taazieh

 “AI isn’t here to replace agents—it’s here to empower the ones who are willing to lead.” – Bella Taazieh

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

Connect with Bella Taazieh!

Instagram: https://instagram.com/bellataaziehrealtor

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.

#RealEstateAI #BellaTaazieh #ChatGPTForRealtors #ControlPlusMe #AIRealtor #DealsOfTheWeek #LeadGenerationTips #RealEstateInnovation #AIWorkflows #SoloAgentSuccess #RealtorMarketing #DigitalRealEstate #AIProductivity #NotebookLM #GammaAI #CustomGPT #RealEstateBranding #ModernRealtor #AutomatedSystems #TimeSavingTools

Can mastering storytelling and creative production turn you into a top-performing real estate agent?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Sharon Alters—one of Northeast Florida’s most respected and dynamic real estate agents. With a unique background in advertising and film production, Sharon shares how her creative roots shaped her customer-first philosophy in the competitive real estate landscape. Through storytelling, staging, and strategic mindset work, she has transformed hundreds of lives and homes, becoming a community pillar in Fleming Island and beyond.

From filming commercials at Old Faithful to managing luxury listings with precision, Sharon reveals her journey and powerful mindset shifts that shaped her business success. She offers listeners wisdom on handling the shifting market, leveraging AI for listings, and the crucial role of culture and coaching in building a lasting real estate career. Whether you're a new agent or a seasoned pro, this episode is packed with valuable insights on what true excellence looks like in real estate.

Love hearing stories from industry leaders like Sharon? Subscribe to the Real Estate Excellence Podcast now and leave a review! Share this episode with a fellow real estate agent who needs inspiration to keep pushing forward!

Highlights:

00:00 – 07:58 Mastering the Market Basics

• Location, condition, and price
• High rates vs. historical norms
• Why homes still hold value
• Buyer fears explained
• Market cycles then and now

07:59 – 18:28 From Film Sets to Sales

• Breaking into advertising
• Clio award-winning work
• Creative skills in real estate
• Excellence from production days
• Blending art and business

18:29 – 31:08 Starting in Real Estate

• Why Sharon got licensed
• Turning skills into sales
• Building confidence fast
• Early wins with relocation
• Never fail mindset

31:09 – 38:22 Tech Tools and Tactics

• AI for listings and ads
• Collaborating with sellers
• Writing for target buyers
• Smart home upgrade advice
• Power of staging

38:23 – 45:19 Choosing the Right Brokerage

• Culture over commissions
• Why cloud offices fall short
• Asking the right questions
• Mentorship matters
• Learning by collaboration

45:20 – 1:15:28 Mindset and Client Success

• Ninja Selling system
• Routines and follow-up
• Understanding personality types
• Going the extra mile
• Service with heart and hustle

Quotes:

 “Failure is not an option. I was not going to fail. No matter what.” – Sharon Alters

 “Every real estate transaction is a mini-production.” – Sharon Alters

 “I treat my business like a ministry—if I make a mistake, I pay for it.” – Sharon Alters

“Photography may not sell a home, but it gets them in the door.” – Sharon Alters

To contact Sharon Alters, 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 Sharon Alters!

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

Facebook: https://www.facebook.com/sharon.alters/

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 #SharonAlters #NortheastFloridaHomes #LuxuryRealEstate #RealEstateMindset #WomenInRealEstate #NinjaSelling #AIinRealEstate #ListingStrategies #RealEstateCoach #ColdwellBanker #SothebysRealty #WatsonRealty #HomeBuyersTips #RealtorLife #RealEstatePodcast #FromFilmToRealty #CustomerFirst #RealEstatePhotography #CreativeSelling

If your client was riding in your car all day, would they see you as a dedicated professional, or just someone running errands?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Sharon Mills. Sharon is one of Northeast Florida's leading realtors. Sharon dives deep into her journey, highlighting how her early corporate experiences at General Motors shaped her into a meticulous professional dedicated to client service and relentless attention to detail. She shares invaluable lessons learned from transitioning through multiple industries—including owning an interior design firm—to becoming a top-producing luxury real estate agent.

Throughout the conversation, Sharon emphasizes the importance of treating real estate like a true profession, investing deeply in self-education, and knowing your market inside and out. From setting clear boundaries with clients to maintaining consistent work ethics even during downturns, Sharon delivers actionable advice on building resilience and establishing yourself as a go-to realtor for life.

Want to set yourself apart in the competitive world of real estate? Tune in, learn Sharon’s proven strategies, and commit to investing in yourself. Subscribe to the Real Estate Excellence Podcast now and elevate your real estate career!

Highlights:

00:00 - 14:20 Sharon Mills Early Career and Life Experiences

• Sharon’s journey from Buffalo to Jacksonville
• Working at Liberty Mutual as a teenager
• Corporate growth at General Motors
• Importance of mentors and early responsibilities
• Transition from corporate America to entrepreneurship

14:21 - 28:50 Building a Real Estate Career Amid Challenges

• Entering real estate during the 2006 downturn
• Consistency and discipline during tough markets
• Learning short sales and foreclosures
• Rising to the top 1% of agents
• Reinventing yourself to stay relevant

28:51 - 43:15 Treating Real Estate as a Serious Profession

• Structuring your business day effectively
• Setting clear professional boundaries with clients
• Defining work hours and customer expectations
• Importance of business mindset and planning
• Creating worklife balance through scheduling

43:16 - 58:00 Importance of Continuous Learning and Preparation

• Educating yourself beyond basic real estate skills
• Understanding the nuances of luxury homes
• Attending seminars and training events nationwide
• Developing confidence through knowledge
• Building relationships through informed conversations

58:01 - 01:11:40 Establishing a Loyal Client Base

• Providing genuine value and consistent followup
• Understanding client needs and preferences
• Becoming the go-to real estate professional for life
• Maintaining integrity and honesty in transactions
• Using knowledge as the foundation of relationships

01:11:41 - 01:26:43 Advice for New and Growing Agents

• Developing market expertise early
• Managing downtime effectively
• Leveraging your network and community involvement
• Avoiding comparison and focusing on personal growth
• Committing to continuous selfimprovement and adaptability

Quotes:

"You have to have a passion for what you do and keep reinventing yourself." – Sharon Mills

"Customer service isn't just customer service—it's people service." – Sharon Mills

"The biggest mistake agents make is assuming success will just fall into their laps." – Sharon Mills

"If you don't know your value, others will define it for you." – Sharon Mills

To contact Sharon Mills, 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 Sharon Mills!

Website: http://sharonmills.com

Instagram: https://www.instagram.com/sharonmills10/

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 #SharonMills #LuxuryRealEstate #RealEstateCareer #TopAgent #CustomerService #RealEstateAdvice #FloridaRealEstate #MillionDollarAgent #AgentTips #RealEstateSuccess #RealtorLife #RealEstatePodcast #JacksonvilleRealtor #RealEstateEducation #BusinessMindset #RealEstateAgent #HomeSellingTips #ContinuousLearning #PodcastEpisode

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