Real Estate Excellence

What would you risk—your career, your comfort, or your security—to build the life you really want?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Karen Saez. Karen shares her incredible journey from corporate recruiting at Deutsche Bank to owning a bar and eventually finding her true passion in real estate. As a bilingual advisor and former military spouse, Karen brings heart, hustle, and unique experience to the Jacksonville market. She dives deep into what it takes to break into the industry, create a client-first business, and overcome the personal and professional challenges that come with bold life transitions.

Karen opens up about building relationships through social media, the pain of losing her first real estate deal, and how grit, consistency, and empathy have shaped her career. She also breaks down the realities of starting in real estate, the importance of structure, and how being a single mom motivated her to take the leap into entrepreneurship.

If you're thinking about making a career shift or want to level up in real estate, don't just dream it—do it. Follow Karen on Instagram for a behind-the-scenes look at real estate life, and subscribe to the Real Estate Excellence Podcast for more inspiring stories like this!

Highlights:

00:00–05:12 Karen's Big Month & Buyer Challenges

• Standout October sales performance
• Clients shifting from condos to homes
• Home search in eTown
• Quick 30-day close with decisive buyer
• Two closings pushed due to contingencies

05:13–10:05 Contingent Offers & Lending Solutions

• Challenges with out-of-state sellers
• Bridge loan limitations
• Explaining the "Purchase Edge" program
• Builder delays and shifting timelines
• Supporting a friend through new construction delays

10:06–15:24 Corporate Recruiting to Real Estate Agent

• From staffing agencies to Deutsche Bank
• Transferable skills: interviewing and listening
• Vetting brokerages like candidates
• Understanding client motivations
• Transitioning service mindset into real estate

15:25–20:56 Bar Ownership & Business Shift

• Opening a bar after a Tulum trip
• Managing dual careers: banking by day, bar by night
• Learning bartending to train staff
• Selling the bar for more meaningful work
• Pivoting toward real estate

20:57–30:13 Getting Started in Real Estate

• First brokerage experience at Coldwell Banker
• Why training helped but branding didn't align
• Meeting Mike and joining 904 Home Guide
• Bilingual outreach strategy
• Early listing failure: townhouse vs. condo mix-up

30:14–46:15 Mindset, Marketing & Consistency

• Love for guiding buyers and sellers
• Building lasting post-close relationships
• Consistent routines: hot sheets, follow-ups
• Leveraging Instagram for business growth
• Sharing personal stories to build connection

Quotes:

"You have to give yourself no option but to succeed." – Karen Saez

"It wasn't just a transaction or a paycheck for me—it's more of a 'you're my family now.'" – Karen Saez

"Just post the damn thing." – Karen Saez

"If it's your plan A, then go all in. If not, it's going to chew you up." – Karen Saez

To contact Karen Saez, 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 Karen Saez!

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

Facebook: https://www.facebook.com/karen.paz.77/

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

LinkedIn: https://www.linkedin.com/in/karen-saez-8552aaa0/

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 #WomenInBusiness #BilingualRealtor #EntrepreneurJourney #KarenSaez #904HomeGuide #RealEstatePodcast #RelocationExpert #MilitaryFriendlyRealtor #SocialSelling #RealtorLife #FloridaHomes #RealEstateSuccess #CareerPivot #GritAndGrace #FirstTimeHomeBuyer #RealEstateStories #ClosingDeals #InstagramMarketing

What if the key to succeeding in the luxury real estate market isn't flash or fame—but quiet consistency and old-school relationship-building?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with luxury real estate veteran Michael Curet, a former pro tennis writer turned top-tier coastal agent. With nearly three decades in the game, Michael shares how he transitioned from ATP rankings to real estate royalty in northeast Florida. He opens up about the early hustle, key relationships, and how his sports background uniquely positioned him to serve elite clientele, including NFL players, PGA pros, and high-net-worth individuals.

Michael doesn't hold back as he breaks down what it really takes to break into, and stay in, the luxury market. From handling high-stakes negotiations to navigating land issues like gopher tortoises and coastal construction lines, he gives a masterclass on trust, tenacity, and tactical thinking. Whether you're new to real estate or gunning for the 1%, this episode is a blueprint for sustainable success in competitive markets.

Loved this episode? Share it with a fellow agent chasing the luxury dream! Subscribe, leave a 5-star review, and connect with us on social media for behind-the-scenes insights and upcoming guest announcements.

Highlights:

00:00 - 03:12 Real Estate Lessons & Local Life in Ponte Vedra

·        Staying calm during high-stress deals

·        Halloween traditions in upscale neighborhoods

·        Golf cart culture and trick-or-treating

·        Family aging and changing community vibes

·        What makes Ponte Vedra's neighborhoods unique

03:13 - 10:21 From Pro Tennis to Pro Listings

·        Starting as a tennis writer for ATP

·        Transitioning from journalism to real estate

·        Traveling the world: Wimbledon, Paris, US Open

·        Moving to Ponte Vedra Beach for the ATP HQ

·        Building credibility through elite sports networks

10:22 - 18:11 Breaking into Real Estate with NFL and PGA Ties

·        Landing Fred Taylor as a client

·        Working with Jaguars during their early years

·        From networking to nurturing lasting relationships

·        Competing with seasoned agents early on

·        Leveraging sports background in real estate

18:12 - 27:44 Cracking the Luxury Oceanfront Market

·        Turning neglected FSBO lots into listings

·        Building trust with absentee landowners

·        Creating snowball momentum from one big break

·        Selling more oceanfront land than anyone else

·        Long-distance rapport building and remote sales

27:45 - 36:04 Coastal Real Estate Technical Mastery

·        What buyers must know about oceanfront lots

·        Coastal construction lines and elevation factors

·        Dealing with gopher tortoises and sea turtles

·        Building relationships with DEP consultants

·        Selling safety and certainty with due diligence

36:05 - 55:46 Elite Habits, Emotional Control & Career Longevity

·        Staying consistent after nearly 3 decades

·        Handling high-stakes, emotional transactions

·        Why calm negotiation wins in luxury real estate

·        Daily habits, relationships, and proactive lead gen

·        Off-market properties and building agent trust

Quotes:

"Cooler heads prevail. That's advice for real estate and life." – Michael Curet "I never even met the seller. It was all about building trust over the phone." – Michael Curet

"Luxury real estate is like the music business; you just need one break." – Michael Curet

"You don't need to know everything. But you need to know who to call." – Michael Curet

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

Connect with Michael Curet!

Website: https://www.pontevedra.com/

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

Facebook: https://www.facebook.com/michael.h.curet

LinkedIn: https://www.linkedin.com/in/michael-h-curet-3b989017/

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 #FloridaRealEstate #MichaelCuret #PonteVedraBeach #RealEstatePodcast #HighEndHomes #OceanfrontLiving #RealEstateTips #LuxuryAgent #PropertyInvestment #RealEstateLife #TennisToRealEstate #RealtorLife #ExclusiveListings #MillionDollarListing #NortheastFlorida #HomeBuyers #EliteAgent #LandDeals #RealEstateStories

What does it really take to lead one of Manhattan's most iconic brokerages through a historic acquisition while preserving its soul and scaling its influence?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Kevelyn Guzman, a visionary leader who took a 100-year-old boutique Manhattan brokerage through a transformative acquisition by Coldwell Banker. She opens up about her journey from Wall Street to real estate, her philosophy of treating agents as clients, and her approach to maintaining culture, innovation, and collaboration in a fiercely competitive market.

Kevelyn doesn't just talk about leadership—she lives it. From supporting women in real estate to demystifying CRMs and AI, she breaks down the real work behind agent retention, marketing strategy, and building a brand that lasts. Whether you're an agent, broker, or aspiring leader, this episode will challenge you to lead with authenticity and strategy.

If you're a real estate leader or agent looking to elevate your business, follow Kevelyn Guzman on LinkedIn and keep an eye out for her upcoming book. Don't forget to subscribe to Real Estate Excellence, leave a review, and share this episode with a real estate pro who needs to hear it!

Highlights:

00:00 – 05:18 From Wall Street to Real Estate

• Never make emotional decisions
• Kevelyn's early career on Wall Street
• Realizing real estate is about relationships
• Moving into real estate in 2006
• Surviving the 2008 crash

05:19 – 13:25 Guiding a Legacy Firm Through Acquisition

• Warburg Realty's 100-year legacy
• Transition to Coldwell Banker
• Choosing the right buyer
• International reach and global network
• Supporting international clients

13:26 – 24:38 Building a Culture of Agent-Centric Leadership

• Treating agents as clients
• Helping agents build business infrastructure
• Leadership lessons from "boots on the ground"
• Recruiting and retaining top talent
• Putting the agent brand first

24:39 – 34:18 Coaching Through Change and Custom Strategy

• Quarterly strategy sessions with agents
• Helping agents adapt to AI tools
• Embracing individual marketing styles
• Social media resistance turned success
• Metrics-driven coaching and consistency

34:19 – 47:42 Tools, Tech, and the CRM Problem

• Matching tools to agent strengths
• Real-world uses for CRMs
• White-glove support vs. tech overload
• Key tools: Canva, Listing Concierge, Revitalize
• Building processes to let agents focus on deals

47:43 – 1:03:40 Women in Real Estate and Industry Outlook

• Launching the NYC chapter of "What Moves Her"
• Gender bias in luxury real estate
• Cultural and building-level dynamics
• 2026 NYC market predictions
• Embracing visibility, passion, and future goals

Quotes:

"Never make decisions when you are highly emotional. Just give it some time." – Kevelyn Guzman

"Our agents are the CEOs of their business—we're just here to support that infrastructure." – Kevelyn Guzman

"It's not always about the money. Support, culture, and visibility matter more than splits." – Kevelyn Guzman

"Real estate isn't just a job for me. It's a passion I live out seven days a week." – Kevelyn Guzman

To contact Kevelyn Guzman, 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 Kaitlin Chernyshov!

Website: https://cbwarburg.com/agent/kevelyn-guzman

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

LinkedIn: https://www.linkedin.com/in/kevelyn-g-055676b/

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 #KevelynGuzman #NYCRealEstate #WomenInRealEstate #RealEstateLeadership #BrokerLife #ColdwellBanker #AgentSupport #BusinessStrategy #WallStreetToRealEstate #RealEstateCoach #LuxuryRealEstate #RealEstateBranding #WhatMovesHer #CRMforAgents #AIinRealEstate #AuthenticLeadership #RealEstateRetention #RealEstateInnovation #SocialMediaStrategy

What if the secret to your real estate breakthrough isn't a better market... but a better mindset?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Kaitlin Chernyshov. Kaitin shares how she went from uncertainty and switching seven brokerages to becoming one of Northeast Florida's top-producing agents. Despite working in what headlines call the worst real estate market in recent years, she has already closed over 40 homes and is tracking more than 20 million in sales for 2025.

Kaitlin unpacks the mindset shift that sparked her explosive growth, her transition from buyer-heavy business to dominating listings, and the creative open house tactics that actually work. She also talks about starting her team at United Real Estate, hiring the right support, and building a business fueled almost entirely by referrals. Whether you're new to real estate or stuck in a rut, Kaitlin's story will show you what's possible when purpose meets strategy.

Looking to reignite your real estate momentum? Follow Kaitlin Chernyshov on Instagram and TikTok. Then hit subscribe to the podcast for more proven growth strategies from real agents winning in today's market.

Highlights:

00:00 – 08:25 Finding Direction in Real Estate

• Kaitlin introduces her seven-year journey
• Switching brokerages seven times
• Why she finally found her home at United
• Launching Market Makers team
• How she tripled her business in one year

08:26 – 17:03 Creating Open House Magic

• How she transitioned from 90 percent buyers to 70 percent listings
• Using open houses as conversion tools
• The Santa and Grinch event that led to a closing
• Turning a no-show open house into a double deal
• From open house guest to future team member

17:04 – 25:45 Scaling with Structure and Support

• Starting her own team within United
• Leading agents while maintaining production
• Hiring a transaction coordinator and social media help
• Shifting from solo hustling to systemized growth
• Building referrals from past clients

25:46 – 34:12 What Buyers and Sellers Need to Hear in 2025

• Why waiting for rates might be a mistake
• Her own buying experience during high interest
• Advice for buyers on timing and equity
• Local market resilience in Jacksonville
• St. Johns County as a top family relocation spot

34:13 – 48:18 Mastering the Listing Side of Real Estate

• Overcoming seller hesitation with proof and data
• Turning expired listings around in under 30 days
• Smart staging on a budget
• How she communicates tough feedback to sellers
• Understanding what buyers want today

48:19 – 1:08:43 Mindset, Teams and Market Predictions

• When Kaitlin stopped stressing over her next deal
• Pre-listing inspections and preventing deal fallout
• What she looks for in a brokerage
• The social side of real estate success
• Why 2025 may shift from buyer to seller's market

Quotes:

"I treat every closing like it's my own and that's what makes the difference" – Kaitlin Chernyshov
"When I stopped obsessing about where the next deal was coming from it all started to flow" – Kaitlin Chernyshov
"People say open houses don't work I've sold over ten from them" – Kaitlin Chernyshov
"You can be successful anywhere but the right environment accelerates everything" – Kaitlin Chernyshov

To contact Kaitlin Chernyshov, 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 Kaitlin Chernyshov!

Website: https://kaitlinchernyshov.com

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

Facebook: https://www.facebook.com/share/15jC681zA3/

LinkedIn: https://www.linkedin.com/me?trk=p_mwlite_me_notifications-secondary_nav

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 #KaitlinChernyshov #RealEstatePodcast #ListingAgentTips
#RealtorSuccess #MarketMakers #JacksonvilleRealEstate #StJohnsCountyHomes #WomenInRealEstate #RealEstateLeadership #RealtorLife #RealEstateStrategy #HomeSellingTips #ReferralBusiness #TopProducer #OpenHouseSuccess #RealEstateMarketing #NortheastFloridaHomes #RealEstateTeam #MindsetShift

Are you just buying a house, or are you investing in a lifestyle that matches your future?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes former middle school math teacher turned real estate agent, Jamie McLaughlin. Jamie shares her inspiring journey from the classroom to becoming a trusted realtor in St. Johns County, Florida. With deep roots in the community and a teacher's heart, Jamie brings patience, structure, and honesty to every transaction—serving not just clients, but building long-lasting relationships.

Tracy dives into the challenges and strategies of selling in today's market—from handling CDD fees, insurance hurdles, and new construction pitfalls to emphasizing education-based buyer consultations and proper pricing for sellers. Jamie also reveals how her background as a mentor and volleyball coach influences her people-first approach. Whether it's pre-inspections, dealing with builders, or navigating complex buyer expectations, Jamie's approach is a masterclass in thoughtful, integrity-driven real estate.

If you're a buyer or seller in Northeast Florida, take a cue from Jamie's playbook—partner with an agent who educates, advocates, and isn't afraid to speak the hard truths. Subscribe to the Real Estate Excellence podcast and share this episode with someone ready to make smarter real estate decisions!

Highlights:

00:00 - 13:50 Jamie's Journey From Teacher to Realtor

• How Hurricane Andrew led Jamie to St. Johns County
• Teaching math and pivoting to real estate
• Marketing background and first job selling Suns tickets
• Bringing mentorship and coaching into real estate
• Building relationships that last beyond the transaction

13:51 - 24:00 Understanding the Real Buyer's Needs

• Asking the hard questions early in buyer consults
• CDD, HOA, and insurance costs affecting decisions
• Buying with long-term goals in mind
• New construction vs resale: planning ahead
• Helping military families make smarter buys

24:01 - 30:32 Expectation Management & Teaching the Process

• Using teaching experience to walk buyers through steps
• Contingencies, loan types, and offer strategy
• Repair issues and listing prep surprises
• When deals almost fall apart
• Importance of communication at every stage

30:33 - 36:00 New Construction Inspectors, Superintendents & Slab Surprises

• Hidden issues in new builds—plumbing nightmares
• Advocating for pre-slab, pre-drywall, pre-close inspections
• Value of a Realtor during construction
• Blue tape walkthroughs and designated "bad guy" role
• Real stories of builder mistakes caught just in time

36:01 - 44:16 The Seller Side Marketing, Staging & Strategy

• 60/40 split: Jamie's seller focus
• Pricing strategies based on timeline and comps
• Professional photos, video, and staging impact
• A real-world staging success story
• Helping sellers invest to gain more return

44:17 – 01:20:06 Navigating a Changing Market

• Trending real estate questions and hot takes
• Dealing with slow markets and higher inventory
• Buyer concessions, mortgage payment focus
• Why every buyer should interview their agent
• Emotional intelligence in negotiation and transaction

Quotes:

"If you don't like my style or beliefs, there's someone else out there—but I bring value in my time and what I offer." – Jamie McLaughlin   "I want to be your friend forever—not just your Realtor." – Jamie McLaughlin

"You sometimes have to spend money to make money. That's how I built my real estate career." – Jamie McLaughlin

"I can't stress enough how important inspections are—even for new construction." – Jamie McLaughlin

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

Connect with Jamie McLaughlin!

Website: https://www.jamiemclaughlin.org/

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

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

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

LinkedIn: https://www.linkedin.com/in/jamie-mclaughlin-4a7a731a2/

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 #StJohnsCounty #NortheastFloridaRealEstate #JamieMcLaughlin #HomeBuyingTips #RealEstatePodcast #NewConstructionHomes #RealtorLife #RealEstateStrategy #CDDFees #HOA #MortgageTips #BuyersAgent #SellersAgent #FloridaRealtor #RealEstateEducation #HomeSelling #StagingHomes #RealEstateInspection #RealEstateMentorship

What would change if you stopped chasing one off flips and rebuilt a real business that runs without you?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tiffany High. Tiffany lays out how she left a demanding corporate path to be present for family, stumbled into flipping, then scaled from 40 flips in year one to a virtual operation closing 20 plus deals a month. The turning point was tearing everything down in 90 days and rebuilding with systems, training, and leadership so the company could run without constant firefighting.

She explains why newbies should start with wholesaling, how to use licensed inspections plus a GC to scope work, and why leverage and team building beat solo grind. The theme is simple. Real estate is copy and paste when you install infrastructure and remove limiting beliefs.

If you are ready to replace hustle with a system, check out the four week Real Estate Business Accelerator and grab a seat at the Columbus workshop. Start implementing one channel, one closer, one scorecard today.

Highlights:

00:00 - 09:59 Origin story and first flips

• ·        Leaving corporate to support family
• ·        Discovering flipping and investing in education
• ·        First 40 flips as a one person show
• ·        Early mistakes without CRM or lists
• ·        Why wholesaling should have come first

10:00 - 19:59 From grind to systems

• ·        Hiring a GC before subs
• ·        Virtual acquisitions and scope of work flow
• ·        Inspector plus GC on site together
• ·        Cosmetic rehabs over gut jobs
• ·        Median price focus for multiple exits

20:00 - 29:59 Rebuilding the business

• ·        Year two crash and 90 days reset
• ·        Installing onboarding training tracking
• ·        Each closer worth eight deals a month
• ·        Leadership and removing limiting beliefs
• ·        Option freedom through leverage

30:00 - 39:59 Marketing and deal flow

• ·        Diversified channels inbound and outbound
• ·        Partnering with a realtor team for listings
• ·        San Diego success case million-dollar month
• ·        Define success then reverse engineer

40:00 - 49:59 Money and risk management

• ·        Private lenders and double-digit returns
• ·        Deals versus business capital
• ·        Why real estate beats stocks for control
• ·        Lender package inspections comps photos
• ·        Only funding deals you would take over

50:00 - 01:00:53 Wholesaling first and next steps

• ·        What wholesaling is and why to begin there
• ·        Contract timelines 30 day close 21-day inspection
• ·        Dispo in under three weeks with buyers list
• ·        Workshops plus four-week accelerator outline
• ·        Tactical podcast for ongoing execution

Quotes:

"Flipping a house is not a unique thing. It is a copy and paste system." – Tiffany High
"We rebuilt every aspect in less than 90 days and did 300 deals after that." – Tiffany High
"We lock everything up virtually over the phone through an acquisitions process." – Tiffany High
"Success is you define it. Our job is to get you to where you want to go." – Tiffany High

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

Connect with Tiffany High!

Website: https://resultsdrivenrei.com/

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

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

YouTube: http://www.youtube.com/@resultsdriven-rei

Podcast: https://www.theresultsdrivenpodcast.com/

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 #TiffanyHigh #RealEstateInvesting #WholesalingHouses #HouseFlipping #VirtualFlipping #Acquisitions #Dispositions #PrivateLending #RealEstateSystems #KPI #CRM #DealFlow #MarketingChannels #GC #HomeInspection #MindsetShift #Leadership #OptionFreedom #ResultsDriven #ColumbusRealEstate #SanDiegoRealEstate

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