Real Estate Excellence Tracy Hayes

What if you could focus solely on selling homes while someone else handled all the behind-the-scenes work in your real estate 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 of the Real Estate Excellence podcast, host Tracy Hayes interviews Samantha Cox, owner of OpSuite LLC. With her extensive background in real estate operations, Samantha shares how her company helps agents streamline their businesses through services like transaction coordination and marketing strategies, enabling them to focus on selling homes and building client relationships.
After years as a Director of Operations, Samantha Cox founded OpSuite in 2023, aimed at revolutionizing real estate and small business operations by providing sophisticated systems to streamline processes and enhance customer experiences.
 
[00:00:00 - 00:15:00] The Journey from Teacher to Real Estate Ops Guru
 
Samantha transitioned from teaching to real estate, doubling her salary in the first year.
She worked with top-producing teams, including the Rocco Group, before starting OpSuite.
Samantha's passion for operations grew from seeing the multifaceted nature of real estate businesses.
 
[00:15:00 - 00:30:00] Building a Business Within a Business
 
Real estate agents need to view their practice as a business and run it accordingly.
Leveraging support staff allows agents to focus on high-value activities like client acquisition and servicing.
Samantha's company offers customizable services to fit each agent's needs and goals.
 
[00:30:00 - 00:45:00] The Art of Client Retention and Referrals
 
Staying top-of-mind with past clients is crucial for generating referrals.
OpSuite helps implement and execute client retention strategies, including events and targeted communications.
Consistent follow-up and personalized touches can significantly impact an agent's business growth.
 
[00:45:00 - 01:00:00] Transaction Coordination: More Than Just Paperwork
 
Transaction coordinators should aim to leverage the agent's time and handle communication proactively.
OpSuite customizes its approach for each agent, adapting to their preferred communication styles and processes.
The goal is to make transactions smoother for both the agent and their clients.
 
[01:00:00 - 01:22:00] The Full Suite: From Listing Management to Business Freedom
 
Listing management services can help agents present properties in the best light and address issues proactively.
OpSuite's comprehensive approach allows agents to take time off without their business grinding to a halt.
The ultimate goal is to give agents more freedom while ensuring their business continues to thrive.
 
Key Quotes:
"Real estate agents need to view their practice as a business and run it accordingly." - Samantha Cox
 
"Staying top-of-mind with past clients is crucial for generating referrals." - Samantha Cox
 
Connect with Samantha:
Instagram: https://www.instagram.com/my_opsuite/
Facebook: https://www.facebook.com/myopsuite
LinkedIn: https://www.linkedin.com/in/samanthareneecox/
 
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What surprising career path led Demi Judd to become a top-performing real estate agent in Jacksonville, Florida?
 
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, Tracy Hayes interviews Demi Judd, a real estate agent in Jacksonville, Florida. Demi shares her transition from wedding planner to realtor, emphasizing relationship-building, market challenges, social media authenticity, mentorship importance, personal branding, and adapting to new technologies.
Born and raised in St. John's County, Florida, she left to attend Bible College in California, traveling abroad extensively. Returning to Florida, she initially worked in wedding planning, even appearing on TLC's "Four Weddings." After marrying and becoming a stepmom, she transitioned into real estate through a friend's influence. Now a mother of two, she passionately helps families relocate to Florida, focusing on building lasting relationships rather than mere transactions. Her background ensures meticulous attention to detail, making relocation smooth and rewarding for her clients.
 
(00:00:00 - 00:10:59) From Wedding Planner to Real Estate Agent: Demi's Unconventional Journey
- Demi shares her background growing up in St. Augustine and her early career aspirations
- She discusses her experience as a wedding planner and how it prepared her for real estate
- Demi explains how a friend's encouragement led her to pursue a career in real estate
 
(00:11:00 - 00:27:59) Navigating the Challenges of the Ever-Changing Real Estate Market
- Demi shares her approach to helping clients navigate the school zoning issues in St. Johns County
- She discusses the importance of being authentic on social media and overcoming camera fear
- Demi explains how she creates value for clients through guides, resources, and personal touches
 
(00:28:00 - 00:45:59) Building a Personal Brand and Finding Your Niche in the Industry
- Demi shares her experience working on a real estate team and why she ultimately decided to go solo
- She discusses the importance of finding your niche and building a personal brand in the industry
- Demi explains how she leverages her past experience and unique personality to stand out in a crowded market
 
(00:46:00 - 01:09:59) The Value of Mentorship and Coaching in Real Estate
- Demi shares her decision to hire a coach and the impact it has had on her business
- She discusses the importance of having a mentor or partner to cover for you and provide support
- Demi explains how her coach has helped her overcome imposter syndrome and focus on her strengths
 
(01:10:00 - 01:27:00) The Future of Real Estate: Adapting to New Technologies and Changing Client Expectations
- Demi shares her thoughts on the impact of AI and other new technologies on the real estate industry
- She discusses the importance of providing value and quality service to clients in the face of changing expectations
- Demi shares her vision for the future of her business and her passion for coaching and mentoring other agents
 
Quotes:
 
"Real estate doesn't have to be a cold caller, an open house, or a doorknock. It has to be you. You're Real Estate. Why can't you sell yourself." - Demi Judd
 
"I want to help. I can't change an industry. There's an industry issue. That's a whole different thing. But I can change a life of an agent." - Demi Judd
 
Connect with Demi:
 
Website: https://www.juddssold.com
Instagram: https://www.instagram.com/juddssold/
 
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How can real estate agents effectively cater to the unique needs of military clients and navigate the challenges of sight-unseen home purchases?
 
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 Julianne Grant-Johnson, a top-producing agent specializing in military clients. Julianne shares strategies for success, including building relationships, providing detailed information, and accommodating clients purchasing homes sight unseen. She also discusses VA loan benefits, video content marketing, and maintaining consistency in the real estate business.
 
Julianne, a top-performing Jacksonville realtor with roots in Pensacola, combines her finance degree and passion for serving military families. As a military spouse herself, she specializes in helping military buyers and sellers navigate the housing market, consistently ranking among the top 5% of Berkshire Hathaway HomeServices realtors globally.
 
(00:00:00 - 00:10:59) Mastering the Art of High-Volume Real Estate
Julianne's record-breaking month with 7 closings and 2 referral closings
The importance of having a supportive team, including a transaction coordinator and showing assistance
Balancing work and family life as a successful real estate agent and mother of three
 
(00:11:00 - 00:22:59) Leveraging Video Content for Authentic Client Connections
The power of incorporating the agent in listing videos to build trust and Soft staging homes for optimal presentation in photos and videos
Finding the balance between showcasing a home's best features and maintaining realism
 
(00:23:00 - 00:33:59) Navigating the Challenges of Real Estate as a Military Spouse
Julianne's journey from finance major to successful real estate agent
The importance of investing in training and finding the right mentor
Overcoming the misconception that real estate is an easy, flexible career
 
(00:34:00 - 00:44:59) Crafting a Seamless Sight-Unseen Home Buying Experience
Providing detailed information and video content to help clients visualize the home and neighborhood
Addressing fair housing laws while showcasing properties remotely
Building trust and credibility through referrals and consistent communication
 
(00:45:00 - 00:79:59) Maximizing the Benefits of VA Loans for Military Clients
Educating clients on the advantages of VA loans and dispelling common misconceptions
Collaborating with lenders to ensure a smooth transaction process
Exploring the potential of VA loan assumptions in the current market
 
Quotes:
 
"I am selling my service. I am not selling a house. I mean, sure, that's what's on paper and what's on MLS, but I am selling my expertise and my service of helping you through the transaction." - Julianne Grant-Johnson
 
"Be consistent, be consistent on your content, whether it's sharing your family, sharing your struggles with the business, sharing your wins with the business, be consistent, be consistent on communicating with your clients, have those check-ins, whether it's a year after closing or a week after consult." - Julianne Grant-Johnson
 
Connect with Julianne:
 
Website: https://www.jaxwithjules.com
Instagram: https://www.instagram.com/jaxwithjules/?next=%2F
Facebook: https://www.facebook.com/jaxwithjules
 
If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all  powered by content creation!
 
SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.
 

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!:
 
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 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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