Real Estate Excellence Tracy Hayes

What critical steps did Zachary Williams take early in his real estate career that set him up for long-term success?
 
This episode is sponsored by Remi Graphics!:
 
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In this Real Estate Excellence podcast episode, Zachary Williams, a top-producing Jacksonville agent, discusses his journey from hospitality to real estate success. He highlights the importance of mentorship, building client relationships, adapting to market conditions, and prioritizing clients' best interests while fostering a supportive brokerage culture and treating real estate as a full-time job.
 
As a native of Jacksonville and a proud member of Berkshire Hathaway HomeServices Florida Network Realty since 2017, Zack prides himself in providing the absolute finest service, dedication, and expertise possible within the industry.  Whether you are looking to buy or sell, Zack will be able to advise on fair market value, take into account your must-haves and educate you on the areas of your interest. 
 
(00:00:00 - 00:05:59) The Early Days: From Hospitality to Real Estate
 
Zachary's fascination with architecture and design led him to pursue a career in real estate.
Working in the hospitality industry helped Zachary develop valuable customer service skills.
Zachary moved back to Jacksonville from South Florida to start his real estate career with the support of his friend and mentor, Josh Newton.
 
(00:06:00 - 00:14:59) The Importance of Mentorship and Brokerage Culture
 
Josh Newton's mentorship was instrumental in catapulting Zachary's real estate career.
Zachary gained valuable experience by working as an assistant to Liz Bobeck before partnering with Josh Newton.
The supportive and collaborative culture at Berkshire Hathaway Home Services Florida Network Realty has been crucial to Zachary's success.
 
(00:15:00 - 00:26:59) Adapting to Market Conditions and Proving Your Value
 
In the current market, it's essential for sellers to price their homes appropriately and optimize their properties before listing.
Agents must be knowledgeable about the contract and confidently demonstrate their worth to clients in light of the recent NAR settlement.
Zachary emphasizes the importance of being direct, honest, and tactful when communicating with clients.
 
(00:27:00 - 00:37:59) Nurturing Relationships and Staying Top of Mind
 
Zachary focuses on nurturing relationships with clients in his primary market, the Peninsula condominiums.
He stays top of mind by participating in resident events, sending personalized gifts, and utilizing tools like Lolo and autoflow.
Zachary prioritizes his own well-being, health, and fitness to ensure he can provide the best version of himself to his clients.
 
(00:38:00 - 01:17:00) Overcoming Challenges and Offering Advice for Success
 
Zachary has worked on overcoming his fear of public speaking by stepping out of his comfort zone and hosting sales meetings.
He advises new agents to find a mentor, start as an assistant, and gain experience through open houses and floor duty.
Zachary stresses the importance of building relationships with clients by being attentive, observant, and genuinely caring about their needs and preferences.



Quotes:
 
"I always want to be a good example for people." - Zachary Williams
 
"I really tried to foster the relationship with people, make them feel like a priority." - Zachary Williams
 
Connect with Zachary:
Website: www.ZackSellsJax.com
Instagram: https://www.instagram.com/zacksellsjax/
Facebook: https://www.facebook.com/zackeryw
 
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What proven strategies have propelled this husband and wife real estate team to consistently post impressive sales numbers month after month in the competitive Jacksonville market?
 
This episode is sponsored by Remi Graphics!:
 
Owned by Dunya Taylor, Remi Graphics offers stunning, personalized mugs perfect for closing gifts or client appreciation. With no minimum order and quick turnaround, it's easy to add a personal touch. Contact Dunya through Instagram or Facebook, or visit her website and make a lasting impression today!
Tracy Hayes interviews Jordan and Jacqueline Gallop, a top-performing husband and wife real estate team in Fernandina Beach, Florida. They discuss their journey from television to real estate, the importance of social media, building relationships, adapting to client needs, and using creative marketing strategies to succeed in a competitive market.
Jordan and Jacqueline Gallup are esteemed real estate agents from Amelia Island, Florida. Jordan, renowned for his top-producing results, leverages his innovative marketing skills and video production expertise to uniquely showcase homes and the island's distinct charm. Jacqueline, with a background in TV network programming, excels in understanding client needs and meticulous contract negotiations. Together, they deliver unparalleled service in the real estate market.
 
00:00:00 - 00:10:47 | From College Sweethearts to Real Estate Partners
- Jordan and Jacqueline share their unique story of meeting on a college dating game show
- The couple discusses how their experience in college sports shaped their work ethic and drive
- They describe their early careers in the television industry and the skills they acquired
 
00:10:48 - 00:22:59 | Transitioning from Television to Real Estate
- Jordan shares his journey into real estate, starting with flipping houses and obtaining his license
- The couple explains how they fell in love with Amelia Island and decided to make it their home
- They discuss the challenges and successes of their first few years in real estate
 
00:23:00 - 00:37:59 | Leveraging Social Media and Creative Marketing
- Jordan and Jacqueline emphasize the importance of utilizing YouTube and social media for long-term success
- They share examples of creative video content that has helped them connect with clients and showcase properties
- The couple discusses the value of thinking outside the box and tailoring marketing strategies to each property
 
00:38:00 - 00:49:59 | Adapting to Client Needs and Building a Strong Team Dynamic
- Jordan and Jacqueline explain how they assess client preferences and adapt their approach accordingly
- They discuss the importance of having a strong team dynamic and supporting each other's strengths
- The couple shares their experience working with a transaction coordinator and the benefits it provides
 
00:50:00 - 01:22:00 | Navigating the Evolving Real Estate Landscape in Northeast Florida
- Jordan and Jacqueline discuss the diverse range of buyers attracted to the Amelia Island area
- They share insights on the short-term rental market and the importance of understanding local regulations
- The couple offers their perspective on the upcoming changes in the real estate industry and how they plan to adapt



Quotes:
 
"In real estate, you make money when you buy the property, not just when you sell it. The lower the purchase price, the more potential for profit. Trying to sell a house for more simply by adding nicer countertops doesn't work; it's all about finding the right deal from the start." - Jordan Gallop
 
"Every home has a unique story to tell, and it's our job as real estate agents to showcase how potential buyers can live in and enjoy that space. If your marketing feels like a generic PowerPoint presentation, you're not doing justice to the property or connecting with your audience on an emotional level." - Jordan Gallop
 
Connect with Jordan and Jaqueline

How is Florida Realtors, led by 2024 President Gia Arvin, addressing industry challenges and empowering agents to showcase their value?
 
This episode is sponsored by Remi Graphics!:
 
Owned by Dunya Taylor, Remi Graphics offers stunning, personalized mugs perfect for closing gifts or client appreciation. With no minimum order and quick turnaround, it's easy to add a personal touch. Contact Dunya through Instagram or Facebook, or visit her website and make a lasting impression today!
 
In this episode, Tracy Hayes welcomes Gia Arvin, 2024 President of Florida Realtors. Gia shares her experience as a second-generation realtor and discusses the importance of involvement in local boards, the realtor brand, and the code of ethics. She addresses industry challenges and highlights the resources Florida Realtors provides to its members.
 
​​Gia Arvin, broker-owner of Matchmaker Realty in Gainesville, is the 2024 president of Florida Realtors®. A leader in regional, state, and national real estate associations, Arvin focuses on addressing Florida's real estate issues through her "Homegrown" approach. She advocates for affordable housing, adhering to high professional standards, and demonstrating the value Realtors® provide to their clients and communities.
 
(00:00:00 - 00:07:59) Growing Up in Real Estate: Gia Arvin's Journey to Leadership
- Gia shares her background as a second-generation realtor and her initial resistance to joining the industry
- The importance of getting involved in local boards and committees from the start of one's career
- How Gia's mother instilled the value of giving back to the profession and serving others
 
(00:08:00 - 00:22:59) The Realtor Brand: Ethics, Professionalism, and Expressing Value
- The significance of the realtor code of ethics in setting standards for the profession
- Strategies for agents to effectively communicate their value to clients
- The role of brokerages in providing training and support to agents, and the importance of finding the right fit
 
(00:23:00 - 00:38:59) Navigating the NAR Settlement: Florida Realtors' Response and Resources
- An overview of the NAR settlement and its impact on the real estate industry
- Florida Realtors' efforts to provide updated forms, training, and support to agents and brokers
- The importance of adapting to change and maintaining open communication within the industry
 
(00:39:00 - 00:54:59) Advocacy and Education: Empowering Agents Through Florida Realtors
- Gia's experience in various leadership roles and the lessons learned along the way
- The value of RPAC and Florida Realtors' advocacy efforts at the state and national levels
- Initiatives to promote professionalism and education, such as the Board Certified Real Estate Professional program
 
(00:55:00 - 01:19:00) The Future of Real Estate: Challenges and Opportunities
- Addressing affordability issues and the need for innovative solutions in workforce housing
- The potential impact of demographic shifts on realtor membership in the coming years
- The wide range of resources and services provided by Florida Realtors to support its members, including legal and tech hotlines, market research tools, and educational content
 
Quotes:
 
"Realtors are unsettled because they don't have a clear understanding of what's expected and what the changes are going to be, but we're hoping to take that mystery out of it and really be their support system through this change." - Gia Arvin
 
"We're only as strong as our weakest link. Anything that I can do to help grow someone else and leave the profession better than I found it, we all have a responsibility to collaborate and work together." - Gia Arvin
 
Connect with Gia:
Facebook: https://www.facebook.com/gia.m.arvin
 
Instagram: https://www.instagram.com/arvingia/
 
LinkedIn: https://www.linkedin.com/in/gia-arvin-134a687/
 
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What pivotal moment inspired a successful real estate broker to hire a coach and transform her business?
 
This episode is sponsored by Remi Graphics!:
 
Owned by Dunya Taylor, Remi Graphics offers stunning, personalized mugs perfect for closing gifts or client appreciation. With no minimum order and quick turnaround, it's easy to add a personal touch. Contact Dunya through Instagram or Facebook, or visit her website and make a lasting impression today!
 
In this insightful episode of the Real Estate Excellence podcast, Tracy Hayes interviews Shanon Voce, the owner and broker of Anchor Realty Jaxx. Shanon shares her journey from working in retail management to becoming a thriving real estate broker. She highlights the importance of customer service, communication, and building relationships in her success. Shanon also opens up about the challenges of running a small brokerage and the profound impact hiring a coach, Angie Bell, had on her personal and professional growth. Throughout the conversation, Shanon emphasizes the significance of nurturing relationships, staying positive, and consistently putting yourself out there to attract clients and grow your business.
 
Shanon is a experienced Real Estate Broker with a demonstrated history of working in the real estate industry. Skilled in Sellers, Negotiation, Buyer Representation, Customer Service, and Sales. Strong real estate professional with a Bachelor of Science (B.S.) focused in Business Administration and Management, General from University of Central Florida.
 
00:00:00 - 00:10:57 | From Retail to Real Estate: Shanon's Journey
- Shanon shares her background in retail management and her decision to pursue a career in real estate
- The importance of customer service and communication in both retail and real estate
- Transitioning from working for a company to becoming an independent broker
 
00:10:58 - 00:23:59 | Mastering the Art of Delegation
- The significance of hiring a transaction coordinator to focus on relationship-building
- Setting expectations and communicating effectively with a transaction coordinator
- The benefits of delegating tasks to grow your business and provide better customer service
 
00:24:00 - 00:37:59 | The Transformative Power of Coaching
- Shanon's decision to hire a coach, Angie Bell, to overcome feelings of isolation and grow her business
- How coaching helped Shanon identify and nurture relationships, set goals, and allocate resources effectively
- The importance of having a supportive coach who understands your values and helps you achieve work-life balance
 
00:38:00 - 00:50:57 | Staying Positive in a Challenging Market
- Shanon's advice for agents navigating a high-interest rate market: focus on client goals and educate them on the long-term benefits of homeownership
- The importance of staying positive and not letting fear or noise distract you from your purpose
- Strategies for staying top-of-mind with your sphere of influence and consistently providing value
 
00:50:58 - 01:25:00 | Overcoming Self-Doubt and Embracing Authenticity
- Shanon's experience with self-doubt and the importance of pushing through it to put yourself out there
- The power of sharing your authentic self on social media and in your marketing efforts
- Recognizing that not everyone will resonate with your message, but focusing on those who do and the value you provide
 
Quotes:
 
"I think communication is just key. I think that helps people so much be able to navigate their thoughts, their feelings, their expectations." - Shanon Voce
 
"If you're going to write the story, write it in a good way." - Shanon Voce
 
Connect with Shanon:
 
Instagram: https://www.instagram.com/shanonvoce/
Facebook: https://www.facebook.com/ShanonVoce
Website: https://www.anchorrealtyjax.com/
 
 
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How can real estate agents leverage their diverse backgrounds and embrace delegation to reach new levels of success in their business?
 
This episode is sponsored by Remi Graphics!:
 
Owned by Dunya Taylor, Remi Graphics offers stunning, personalized mugs perfect for closing gifts or client appreciation. With no minimum order and quick turnaround, it's easy to add a personal touch. Contact Dunya through Instagram or Facebook, or visit her website and make a lasting impression today!
 
In this episode, Tracy Hayes interviews Joy Williams, a successful Northeast Florida real estate agent with a background in bookkeeping for investment firms. Joy shares her insights on wealth-building, property renovation, staying top-of-mind with clients through social media, delegating tasks, and the recent NAR settlement, exemplifying a customer-centric approach.
 
Joy Williams is a passionate and experienced real estate broker associate who has been helping clients achieve their home-selling goals for over eight years. With a vast database of qualified buyers and a proven track record of selling homes faster and for top dollar, Joy is committed to providing exceptional service to her clients. Her innovative marketing strategies and dedication to professionalism have earned her a reputation as one of the most trusted and successful agents in the greater Jacksonville area.
 
(00:00:00 - 00:10:47) From Bookkeeper to Real Estate Powerhouse: Joy's Unconventional Journey
- Joy's background in bookkeeping for real estate investment firms
- Transitioning from part-time to full-time real estate
- The importance of having a diverse skillset in real estate
 
(00:10:48 - 00:27:59) Mastering the Art of Staying Top-of-Mind: Joy's Social Media Strategy
- The power of intentional social media engagement
- Implementing a structured plan for staying connected with clients
- Balancing personal branding with providing value to followers
 
(00:28:00 - 00:43:17) Delegation: The Key to Sustainable Growth in Real Estate
- Recognizing when it's time to start delegating tasks
- Finding the right partners to support your business
- The benefits of working with experienced transaction coordinators
 
(00:43:18 - 00:54:11) Navigating the NAR Settlement: Joy's Perspective and Approach
- Understanding the implications of the settlement for agents
- Maintaining transparency and prioritizing consumer protection
- Adapting to changes while staying true to your business principles
 
(00:54:12 - 01:20:00) Investing in Your Business: Strategies for Success and Growth
- The importance of hiring professional photographers and videographers
- Leveraging open houses to generate long-term leads
- Providing exceptional, distraction-free service to clients
 
Quotes:
 
"Social media is a pillar in my business, but it does not bring me leads. What it does is it supports my business and it shows my sphere of influence that everybody knows Joy is actively working in real estate." - Joy Williams
 
"When you get to a certain point, you have to delegate. If you don't, you won't grow. You'll probably start retracting." - Joy Williams
 
Connect with Joy:
Website: https://buyorsellwithjoy.kw.com/
Instagram: https://www.instagram.com/buyorsellwithjoy/
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How can experienced real estate agents navigate the ever-changing market landscape and continue to thrive in their careers?
 
This episode is sponsored by Remi Graphics!:
 
Owned by Dunya Taylor, Remi Graphics offers stunning, personalized mugs perfect for closing gifts or client appreciation. With no minimum order and quick turnaround, it's easy to add a personal touch. Contact Dunya through Instagram or Facebook, or visit her website and make a lasting impression today!
 
In this episode of the Real Estate Excellence podcast, host Tracy Hayes sits down with Angela Tharp, a highly respected agent with over 25 years of experience in Northeast Florida. Angela shares her insights on the importance of adaptability, continued education, and building strong relationships with clients and industry professionals. She discusses the challenges faced by agents in the current market, including the impact of rising interest rates and increased competition from new construction. Angela also emphasizes the value of having a supportive brokerage, such as Engel & Völkers, which provides its agents with top-notch marketing, training, and resources. Throughout the conversation, Angela stresses the significance of staying focused on the customer, maintaining a positive attitude, and embracing change as an opportunity for growth.
 
Angela Tharp, a 25-year real estate veteran, has closed over 660 transactions totaling more than $160 million in sales. With 40% of her income from referrals, she consistently achieves top producer status and is in the top 3% of Northeast Florida agents. Angela holds the prestigious CRS designation and is dedicated to improving her knowledge and serving her community. A Jacksonville resident for 34 years, she is a three-year NEFAR Board Member. Angela's success is built on technology, honesty, ethics, and service, and she values spending time with her family.
 
[00:00:00] - [00:10:59] Navigating the Ups and Downs of the Real Estate Market
 Real estate is a local business, and while nationwide trends affect the market, it's essential to focus on what's happening in your specific area.
 Experienced agents must adapt to market changes and retrain themselves to handle new challenges effectively.
 Staying organized, focused, and continuously marketing oneself is crucial for success in the real estate industry.
 
[00:11:00] - [00:22:59] The Importance of Continued Education and Collaboration
 
 Agents should take advantage of the various designations and classes offered by organizations like NEFAR, FAR, and NAR to expand their knowledge and skills.
 Attending conferences and events allows agents to network with like-minded professionals, learn from their experiences, and stay up-to-date with industry trends.
 Collaborating with other agents, even those from different brokerages, can lead to valuable insights and better problem-solving in transactions.
 
[00:23:00] - [00:34:59] Adapting to the Changing Real Estate Landscape
 
 The real estate industry is facing significant changes, such as the elimination of the word "commissions" and the introduction of buyer's agreements, which will require agents to adjust their processes and mindset.
 Newer agents may find it easier to adapt to these changes, as they won't have to unlearn old habits, while experienced agents will need to retrain themselves.
 Agents must focus on demonstrating their value to clients and setting clear expectations throughout the transaction process.
 
[00:35:00] - [00:46:59] The Role of a Supportive Brokerage in Agent Success
 
 As agents progress in their careers, they may require different types of support from their brokers, such as strategic thinking and marketing guidance.
 Engel & Völkers provides its agents with a strong support system, including transaction coordinators, admins, and a proactive broker who stays ahead of industry changes.
 A brokerage that foster