Real Estate Excellence

Tracy Hayes
  • 5.0 (24)
  • Business
  • Updated Biweekly

The Real Estate Excellence Podcast brings you real conversations with the top real estate agents, brokers, and industry leaders in Northeast Florida and beyond. Hosted by Tracy Hayes, each episode uncovers the mindset, strategies, and stories behind the most successful professionals in the business. Whether you're a new agent or a seasoned pro, you'll find the insight and inspiration you need to elevate your real estate career.

  1. 4d ago

    Moving to St Augustine, Pricing, Mistakes & Building a Business With Zero Paid Leads: Ep 343 Niki Sparks

    Can you build a successful real estate business without cold calls, paid leads, or door knocking? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Niki Sparks. Niki Sparks is a St. Augustine real estate professional with Keller Williams Atlantic Partners whose deep family roots in Northeast Florida stretch back generations. After years as a stay at home homeschooling mom, she earned her real estate license and built a successful business by studying her market, developing genuine relationships, and becoming a trusted source of local knowledge. Niki and Tracy discuss what new agents need to understand about treating real estate like a business, choosing the right brokerage and mentor, building a referral driven business, preparing and pricing listings, navigating difficult transactions, Florida insurance, CDDs, HOAs, historic homes, World Golf Village, TrailMark, short term rentals, and the changing St. Augustine market. Listen to the full episode to hear how Niki combines local knowledge, detailed market research, strong relationships, and a client first approach to build a real estate business designed for long term success.   HighlightsTop of FormBottom of Form 00:00-11:00 St. Augustine Roots and Local Knowledge Niki's family connection to St. Augustine dating back to 1565 How generations of local history shape her real estate perspective Understanding neighborhood growth and future development Researching roads, surrounding land, cell towers, and infrastructure Helping buyers understand what their neighborhood could become 11:00-34:07 Building a Real Estate Business Moving from homeschooling into a real estate career Spending months learning inventory before pursuing clients Treating real estate as a business from the beginning Managing taxes, expenses, marketing, and business finances Choosing Keller Williams and the importance of coaching and mentorship  34:07-52:00 Transactions Relationships and Seller Preparation Lessons from a difficult closing where almost everything went wrong Handling utility transfers and preventing closing day problems How Niki built a business through relationships and referrals Using newsletters and market reports to demonstrate expertise Preparing sellers to win through price, condition, and presentation  52:00-1:00:00 Pricing and Unique Properties Handling sellers whose price expectations exceed the market Using current data instead of guessing at property values Closing the expectation gap between buyers and sellers Pricing historic and highly unique St. Augustine homes Listening to market feedback when direct comparable sales are limited  1:00:00-1:12:12 Marketing Insurance and Buyer Education Identifying the ideal buyer for each listing Targeted online advertising and social media marketing Understanding Florida homeowner insurance and older roofs Pre listing inspections and home warranties Explaining CDD fees, HOA costs, taxes, and homestead exemption  1:12:12-1:23:00 St. Augustine Lifestyle and Why Real Estate Matters Matching World Golf Village buyers with the right lifestyle TrailMark and its nature focused community amenities Evaluating short term rental opportunities in St. Augustine Nights of Lights and seasonal visitor demand Why helping people find home keeps Niki passionate about real estate   Quotes: "I want my clients to make the best decision for them based on every available piece of information we have." – Niki Sparks "You are now a business owner. You're building a business." – Niki Sparks "I have no desire to be everyone's realtor." – Niki Sparks "It's truly about people for me. It's about helping them find home." – Niki Sparks   To contact Niki Sparks, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, and LinkedIn.   Connect with Niki Sparks! Website: https://nikisparksrealtor.com Instagram: https://www.instagram.com/niki.sells.real.estate/ Facebook: https://www.facebook.com/nikisparksandteam LinkedIn: https://www.linkedin.com/in/nikisparksrealtor/   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.   #NikiSparks #RealEstateExcellence #RealEstatePodcast #StAugustineRealEstate #FloridaRealEstate #StAugustineFlorida #RealEstateAgent #RealtorLife #RealEstateBusiness #RealEstateTraining #RealEstateMarketing #RealEstateTips #KellerWilliams #ReferralBusiness #ListingAgent #HomeSelling #HomeBuying #WorldGolfVillage #TrailMark #NortheastFlorida

  2. Sep 23

    Historic Home Red Flags in Jacksonville: Ep 342 Aubrey Wessolowski

    What should a buyer or seller actually look for when choosing an agent, and does specialization matter more now than it did three years ago? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Aubrey Wessolowski. Aubrey Wessolowski is a Jacksonville native, real estate professional with the Gilman Group, and former fintech professional who brings an economics background, creative perspective, and deep neighborhood knowledge to buyers and sellers throughout Jacksonville. She joins Tracy Hayes to discuss how financial literacy, market awareness, strong relationships, and the ability to explain complicated information in everyday language help clients make better real estate decisions. Aubrey shares her transition from corporate life into real estate, the realities of building a business around relationships, and the importance of choosing the right brokerage and professional network. She also dives deeply into Jacksonville historic neighborhoods including Murray Hill, Riverside, Avondale, San Marco, and surrounding communities, explaining pricing strategy, preservation requirements, inspections, older home systems, lifestyle marketing, seller preparation, neighborhood specialization, and why knowing a market street by street can create opportunities that buyers may otherwise miss. If you are buying or selling in Jacksonville, especially in one of its historic neighborhoods, work with professionals who understand not only the property but also the streets, systems, preservation considerations, vendors, lifestyle, and stories behind the community. Subscribe to the Real Estate Excellence Podcast for more conversations with professionals shaping Northeast Florida real estate.   HighlightsTop of FormBottom of Form 00:00 - 23:48 From Finance to Real Estate Using economics and finance knowledge to explain rates and market conditions Aubrey's early interest in fashion design blogging and business Motherhood and the decision to leave corporate life Joining her mother and beginning a real estate career The time commitment and business mindset required in real estate 23:48 - 34:45 Brokerage Culture and Pricing Choosing a brokerage with training collaboration and productive professionals Learning from experienced agents through real transaction challenges Using neighborhood experience to evaluate property pricing Creating buyer urgency with the right initial listing price Watching competing listings and current market activity 34:45 - 47:59 Historic Neighborhood Expertise Pricing unique homes throughout Jacksonville historic neighborhoods Why boots on the ground neighborhood knowledge matters The lifestyle appeal of Murray Hill Riverside Avondale and nearby communities Helping buyers understand renovation opportunities Navigating historic preservation requirements and property restrictions 48:00 - 1:00:35 Older Home Due Diligence Identifying electrical systems that may create insurance concerns Understanding chimney moisture plumbing and other older home issues Working with trusted specialists familiar with historic properties Resolving known problems before difficult negotiations begin Using pre listing inspections to prepare sellers for the market 01:00:36 - 01:16:50 Selling the Neighborhood Lifestyle Marketing lifestyle instead of only bedrooms and bathrooms Highlighting walkability parks restaurants shops and community activities Downtown Jacksonville growth and surrounding neighborhood opportunities Changing housing needs for families across Jacksonville communities Preparing listings while focusing resources on improvements that matter 01:16:50 - 01:25:17 Specialization and Relationships Why micro market specialization matters for buyers and sellers Questions consumers should ask when interviewing agents Building neighborhood knowledge through long standing local relationships Finding opportunities through community connections and Facebook groups Why relationships creativity and impact keep Aubrey passionate about real estate   Quotes: "You could have all the analytics in the world, but if you're not able to articulate that to an everyday buyer or seller, I think you may be doing them a disservice." – Aubrey Wessolowski "You're a business owner. You're doing the marketing. You're doing the finances." – Aubrey Wessolowski "Having an agent and having a team that knows that and where to go for things is huge, especially in a timely manner." – Aubrey Wessolowski "It's what you put into it too. I love that I can genuinely feel what effort I'm putting forth. I get to actually see it." – Aubrey Wessolowski   To contact Aubrey Wessolowski, learn more about her business, and make her a part of your network, make sure to follow her Instagram and Facebook.   Connect with Aubrey Wessolowski! Instagram: https://www.instagram.com/aubreywessolowski/ Facebook: https://www.facebook.com/aubrey.mathews/   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. #AubreyWessolowski #TracyHayes #RealEstateExcellence #JacksonvilleRealEstate #JacksonvilleRealtor #HistoricHomes #MurrayHill #RiversideJacksonville #AvondaleJacksonville #SanMarcoJacksonville #SanJoseJacksonville #FloridaRealEstate #HomeBuying #HomeSelling #RealEstateAgent #HyperlocalRealEstate #RealEstateMarketing #HistoricPreservation #FirstTimeHomeBuyer #RealEstateExpert

  3. Sep 16

    Truth in Real Estate: Protect the Seller, TruthCertified Agents, and Her $2B Referral Network Ep 341 Kati Spaniak

    How can sellers know which agent they can truly trust? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Kati Spaniak. Kati Spaniak is a nine-time eXp Icon Agent, former association president, seller educator, and experienced real estate professional who has closed more than 700 transactions representing nearly half a billion dollars in real estate. Through Truth in Real Estate, her national referral operation has placed almost two billion dollars in real estate referrals while personally evaluating thousands of agents. In this conversation with Tracy Hayes, Kati explains why finding a licensed agent is easy, but finding an experienced, ethical, communicative, and professionally marketed agent is much harder. Kati breaks down the standards she uses to evaluate agents, including experience, professional listing photography, online presence, team structure, communication, integrity, and consumer focused service. She also explains the Protect the Seller Circle, the ten commitments agents can make in writing, the referral problems that inspired the movement, and why sellers should expect transparency before signing a listing agreement. The conversation expands into referral ethics, seller education, professional branding, websites, social media, AI search visibility, and why agents who invest in credibility can separate themselves from the competition. Real estate agents who want to join the Protect the Seller Circle can visit protecttheseller.com, choose the agent option, and answer the ten commitment questions. Sellers can also use the resource to understand what they should expect from an agent before signing an agreement.   HighlightsTop of FormBottom of Form 00:00 - 17:00 Building a Trusted Referral Network Seller Education Through YouTube The Truth in Real Estate Referral Model Personal Agent Vetting Experience as a Qualification Standard A Consumer First Real Estate Approach 17:00 - 31:47 Trust Communication and Seller Expectations The Protect the Seller Circle Listing Agreement Transparency Seller Communication Standards Trust in the Agent Selection Process Responsiveness and Referral Reputation 31:47 - 53:42 The Five Levels of Agent Vetting Professional Listing Photography Agent Websites and Digital Presence Team Structure and Client Support Professionalism Integrity and Emotional Intelligence Written Seller Protection Commitments 53:42 - 01:04:01 The Business and Ethics of Referrals Referral Systems and Agent Databases Referral Documentation and Follow Up Referral Agreement Risks Ethics Mediation and Commission Disputes Long Term Referral Relationships 01:04:01 - 01:15:04 Joining the Protect the Seller Movement Joining the Protect the Seller Circle The Ten Seller Commitments Seller Education as a Trust Builder Challenges in Difficult Referral Markets Professional Branding and Online Visibility 01:15:04 - 01:26:35 Building a Brand Sellers Can Trust Consistent Social Media Branding Social Media During Agent Vetting Online Content and Professional Credibility Agent Marketing Versus Property Marketing Education Authenticity and Long Term Referrals   Quotes: "If we start putting the consumer first, our industry is going to change." – Kati Spaniak "The reason that most sellers choose an agent is because they trust them. Bottom line, trust." – Kati Spaniak "We want to change the industry." – Kati Spaniak "You have to invest in your business. You have to make professional marketing. You have to put that brand out there." – Kati Spaniak   To contact Kati Spaniak, learn more about her business, and make her a part of your network, make sure to follow her Email, Instagram, Facebook, and YouTube.   Connect with Kati Spaniak! Website: https://www.katispaniak.com Instagram: https://www.instagram.com/katispaniak/ Facebook: https://www.facebook.com/katispaniak YouTube: https://www.youtube.com/channel/UChYYnJlrKrEZySmGzhzj7-Q   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. #KatiSpaniak #RealEstateExcellence #TruthInRealEstate #ProtectTheSeller #TruthCertified #RealEstateAgents #RealEstateReferrals #SellerEducation #HomeSelling #ListingAgent #RealEstateMarketing #AgentBranding #RealEstateEthics #ConsumerFirst #SellerProtection #RealEstateTrust #ListingPresentation #RealEstateBusiness #ProfessionalMarketing #RealEstateLeadership

  4. Sep 9

    "What Does Your Tuesday Look Like?" — The Question That Changes Everything: Ep 340 Bailey Martin

    What do you want a typical Tuesday to look like? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Bailey Martin. Bailey Martin is a St Augustine real estate broker, entrepreneur, and owner of Sunrise Realty who brings nearly a decade of local experience to buyers and sellers throughout Anastasia Island, downtown St Augustine, World Golf Village, and northwest St Johns County. Bailey shares why she left the larger brokerage environment to build a smaller and more personal business while also making a major lifestyle move with her family from Heritage Landing to Anastasia Island. Bailey and Tracy explore what buyers need to understand about local communities, new construction competition, insurance, short term rentals, affordability, interest rates, staging, and negotiations. More importantly, Bailey explains why successful real estate is about understanding the person behind the transaction, asking better lifestyle questions, staying ahead of problems, and helping clients make decisions that support the life they actually want. If you are buying, selling, or relocating to St Augustine or St Johns County, connect with Bailey Martin and start the conversation around more than bedrooms, bathrooms, and price. Think about the lifestyle you want, the community that supports it, and the local knowledge you need to make the right move.   HighlightsTop of FormBottom of Form 00:00 - 14:59 Building Sunrise Realty and Learning the Island Why Bailey decided to open Sunrise Realty Moving from World Golf Village to Anastasia Island Building a small and collaborative brokerage culture Learning island zoning, flood zones, beach access, and older homes Using financial knowledge and new technology to simplify information 15:00 - 26:41 Relationships and Lifestyle Driven Real Estate Why buyers and sellers feel more nervous in the current market The memorable first transactions at Bailey's new brokerage Understanding the personal story behind a real estate move Using the typical Tuesday question to discover lifestyle priorities Living the Anastasia Island lifestyle and building community connections 26:42 - 41:59 Choosing St Johns County Communities Rapid growth around World Golf Village Heritage Landing and the value of mature communities Builder incentives and the challenge they create for resale homes TrailMark amenities, trails, events, and community lifestyle Silverleaf growth and helping relocation buyers plan years ahead 42:00 - 56:53 Insurance Investment Pressure and Affordability Getting homeowners insurance involved early in the transaction Watching roof age and water heater age before problems appear Insurance challenges with otherwise functional older homes Short term rental saturation and changing investment returns Housing affordability and the need for more attainable options 56:54 - 1:03:02 The Low Rate Trap and Selling With Purpose Deciding whether a low mortgage rate should control your life Choosing lifestyle and happiness over staying somewhere simply because it is cheaper Using home equity when considering the next purchase Looking at monthly payment instead of obsessing over rate alone Creating strong listing exposure through photography, online marketing, and social media 1:03:03 - 1:11:05 Staging Negotiation and the Human Side of the Deal Staging occupied homes without overspending Using virtual staging for vacant properties Giving clients honest guidance while respecting their final decision Removing ego from negotiations and maintaining professional relationships Recognizing the emotion underneath seemingly small disagreements   Quotes: "I love meeting people. I love the relationships. I love helping people." – Bailey Martin "You take care of people and then everything takes care of you." – Bailey Martin "You only get one chance at this, and I want to be happy on a daily basis." – Bailey Martin "Swallow your ego. Let's be friendly, let's be professional, let's be kind, and let's make a deal." – Bailey Martin   To contact Bailey Martin, learn more about her business, and make her a part of your network, make sure to follow her Email, Instagram, Facebook, LinkedIn, and YouTube.   Connect with Bailey Martin! Email: https://www.instagram.com/baileymartin_realtor/ Instagram: https://www.instagram.com/baileymartin_realtor/ Facebook: http://www.fb.com/baileymartinrealtor LinkedIn: https://www.linkedin.com/in/bailey-martin1774/ YouTube: https://bit.ly/2RCLZ0b   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.   #BaileyMartin #RealEstateExcellence #StAugustineRealEstate #StAugustineFlorida #AnastasiaIsland #SunriseRealty #FloridaRealEstate #NortheastFlorida #StJohnsCounty #WorldGolfVillage #HeritageLanding #TrailMark #Silverleaf #RiverTown #RealEstateBroker #HomeBuying #HomeSelling #Relocation #RealEstateNegotiation #IslandLife

  5. Sep 2

    Why Price Drops Kill Home Sellers: Ep 339 Marilyn Gilman

    Would you trust a real estate agent more if they were willing to lose a commission to stop you from making the wrong financial decision? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Marilyn Gilman. Marilyn Gilman is a Berkshire Hathaway HomeServices real estate professional whose background includes decades of exposure to real estate development through her husband's family business before she earned her own license in 2019. After spending 19 years raising her family, Marilyn entered real estate at age 50, earned Rookie of the Year recognition, sold more than $5 million during her first year, and eventually built a team with her daughter Aubrey. Her experience shaped an approach centered on relationships, listening, judgment, negotiation and putting the client's interests before the transaction. Marilyn and Tracy Hayes explore what separates successful agents from people who simply hold a license. Marilyn explains why trust must be earned, why agents need to slow clients down before they make emotional decisions, and why she will sometimes talk someone out of buying real estate. The conversation also covers pricing, appraisals, affordability, insurance, property taxes, investment properties, changing Jacksonville neighborhoods, fiduciary responsibility, working diplomatically with other agents and the importance of following up when a deal appears lost. For Marilyn, the reward comes from helping people make sound decisions while still embracing the negotiation and business side of real estate that keeps her addicted to the hustle.  If this conversation helped you think differently about real estate, relationships and serving clients as a true fiduciary, subscribe to the Real Estate Excellence Podcast, share this episode with an agent who needs to hear it and follow the show for more conversations with top real estate professionals.   HighlightsTop of FormBottom of Form 00:00-18:30 Building a Career Through Life Experience Starting real estate at 50 Working with daughter Aubrey Balancing technology and relationships Returning to work after raising a family Turning life experience into real estate skills 18:30-38:11 Building Trust With Clients Why relationships drive the business Listening before giving advice Talking buyers out of the wrong house What new agents need to understand Professional image and personal safety 38:11-01:00:33 Buyers Negotiations and Pricing Understanding what buyers really want Balancing emotion and financial reality Finding common ground in negotiations Pricing homes for the current market Why every transaction requires a different strategy 01:00:33-01:13:49 The Real Cost of Homeownership Property taxes and portability Insurance costs in Florida Roof age and insurability Looking beyond the mortgage payment Helping buyers understand affordability 01:13:49-01:25:26 Knowing When Not to Buy When renting can be the better choice Avoiding financial overextension Evaluating investment properties carefully Choosing communities around lifestyle needs Comparing older and newer Jacksonville neighborhoods 01:25:26-01:38:01 Fiduciary Advice and the Real Estate Hustle Handling a low appraisal Helping buyers and sellers find common ground Keeping personalities out of negotiations Following up when a deal falls apart Why Marilyn loves the hustle and business of real estate   Quotes: "We're more alike than different in general." – Marilyn Gilman "You need to figure out what you don't want to figure out what you do want." – Marilyn Gilman "I don't want on my watch someone to buy a house they really can't afford." – Marilyn Gilman "I like the helping people, like everybody probably says, but I'm really addicted to the hustle." – Marilyn Gilman   To contact Marilyn Gilman, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, and LinkedIn.   Connect with Marilyn Gilman! Website: http://www.thegilmamgroupfl.com Instagram: https://www.instagram.com/Malgilman/ Facebook: https://www.facebook.com/share/19HuY5jiY6/?mibextid=wwXIfr LinkedIn: https://www.linkedin.com/in/marilyn-gilman/   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. #MarilynGilman #TracyHayes #RealEstateExcellence #RealEstatePodcast #JacksonvilleRealEstate #FloridaRealEstate #RealEstateAgent #RealEstateSuccess #RealEstateAdvice #RealEstateInvesting #HomeBuying #HomeSelling #RealEstateNegotiation #ClientRelationships #RealEstateFiduciary #RealEstateCareer #RealEstateTeam #PropertyInvestment #Homeownership #RealEstateHustle

  6. Aug 26

    The Marketing Difference Between Listing a Home and Selling One: Ep 338 Holly Frandsen

    What would change in your real estate business if you stopped trying to look perfect online and focused instead on consistently showing people something genuinely useful? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Holly Frandsen. Holly Frandsen is a Northeast Florida real estate professional who co leads a team under Christie's International Real Estate and combines a marketing background with firsthand knowledge of the communities where she works and raises her three boys. Holly explains how she and her mother-in-law built a complementary partnership by leaning into their individual strengths while maintaining the same expectations for every client. She also shares how consistency, authenticity, and understanding what buyers actually want helped their social media presence grow organically and produce videos reaching tens of thousands of viewers. The conversation expands into accountability, referrals, listing preparation, hyperlocal marketing, AI, blogging, relocation, neighborhood selection, new construction, resale homes, CDD and HOA costs, pricing, and seller expectations. Holly repeatedly returns to relationships and service as the foundation of her business, noting that roughly 90 percent of their business comes from referrals and explaining why clients often begin as customers but ultimately become friends and family. If you are an agent looking to strengthen your marketing or a buyer or seller navigating Northeast Florida, listen through the full conversation and identify one strategy you can implement immediately. Follow the Real Estate Excellence Podcast for more conversations with professionals who are actively working inside the market.   HighlightsTop of FormBottom of Form 00:00-12:38 Team Building and Social Media Growth Combining marketing and real estate experience Keeping the team small for better service Showing up together for every client Creating viral new construction content Turning social engagement into real leads 12:39-24:13 Relationships Sports and Perseverance Choosing Flagler College for community Building opportunities through alumni connections Applying lessons from collegiate soccer Learning to pivot when plans change Staying consistent and authentic in business 24:14-40:08 Accountability Referrals and Listing Marketing Building a practical accountability group Setting achievable monthly business goals Using CRM touches to strengthen relationships Growing a referral driven real estate business Creating a repeatable listing launch process 40:09-49:08 AI Blogging and Hyperlocal Marketing Learning from real buyer questions Using AI to identify content ideas Creating more authentic marketing content Building authority through hyperlocal blogs Connecting keywords across digital platforms 49:09-1:00:05 Listing Strategy and Client Relationships Explaining the full property marketing plan Educating sellers throughout the process Adjusting strategy when listings struggle Dividing responsibilities within the team Building stronger agent relationships 1:00:06-1:21:41 Buyers Sellers and Community Fit Helping relocating buyers choose communities Comparing Northeast Florida neighborhoods Choosing between resale and new construction Understanding CDD HOA and monthly costs Matching pricing lifestyle and location needs   Quotes: "My favorite thing about real estate truly is the people we get to meet and the relationships that we form." – Holly Frandsen "You put your blinders on and you grind, it will work." – Holly Frandsen "People really want to see real life." – Holly Frandsen "Don't always tell people what you want to hear. Tell them the truth." – Holly Frandsen   To contact Holly Frandsen, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook.   Connect with Holly Frandsen! Website: https://www.frandsenteam.com Instagram: https://www.instagram.com/thefrandsenteam Facebook: https://www.facebook.com/thefrandsenteam   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.   #HollyFrandsen #RealEstateExcellence #RealEstatePodcast #NortheastFloridaRealEstate #JacksonvilleRealEstate #StJohnsCounty #ClayCounty #FloridaRealEstate #RealEstateMarketing #SocialMediaMarketing #RealEstateAgent #ListingAgent #HomeBuying #HomeSelling #NewConstruction #RealEstateTips #ReferralBusiness #RealEstateTeam #ChristiesInternationalRealEstate #RealEstateSuccess

  7. Aug 19

    New Construction Traps, NAS Jacksonville Relocation and Northeast Florida's Master-Planned Communities: Ep 337 Angela Stancil

    What would happen to your business tomorrow if you suddenly could not personally handle every task you handle today?? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Angela Stancil. Angela Stancil is a Northeast Florida REALTOR whose career began in education, first in the classroom and later in school administration, before an unexpected relocation to Florida opened the door to real estate. Working behind the scenes with Team Davidow gave Angela an unusual introduction to the industry. Instead of beginning by chasing transactions, she first learned operations, client communication, negotiation, marketing, organization, and the systems that make a productive real estate business work. Angela shares how relationships became the foundation of her business and why listening carefully to buyers and sellers creates better outcomes than simply trying to make a sale. She explains the importance of consultations, transaction support, assistants, CRMs, customer appreciation events, vendor relationships, and delegation. Her experience also demonstrates why a business needs systems strong enough to continue when life becomes unpredictable. Angela's story ultimately shows that sustainable success comes from relationships, preparation, communication, and building a business that does not depend on one person doing everything. If you are building a real estate career, take Angela's advice seriously. Strengthen your systems, stay connected with your clients, delegate the work that keeps you away from relationships, and build a business capable of serving people consistently through every season.   HighlightsTop of FormBottom of Form 00:00-24:46 From Education to Real Estate Angela's career in teaching and school administration Relocating from North Carolina to Florida Meeting Amy Davidow through relocation Learning real estate from the back end Growing from open houses into millions in production 24:46-42:34 Systems Delegation and Client Service Building systems that allow agents to grow Hiring an assistant and delegating repeatable tasks Using client events and local businesses to stay connected Hiring transaction support before marketing support Using AI to simplify client communication 42:34-56:16 Relationships Team Culture and Cancer How Angela's own relocation shaped her client experience Applying lessons from education to real estate Building an all for one team culture Keeping the business running through cancer treatment Using the CRM team and systems when she could not work fully 56:16-01:05:06 Relocation and Northeast Florida Expertise Helping military families with PCS relocations Balancing commute schools work and lifestyle Comparing Shearwater Silverleaf Rivertown and other communities Using area tours to help families make decisions Educating buyers about future roads schools and community changes 01:05:06-01:19:09 New Construction and Lifelong Clients Evaluating how long buyers plan to stay Understanding builders products and future phases Using multiple inspections in new construction Matching communities to family activities and lifestyle Maintaining vendor connections long after closing 01:19:09-01:24:45 Current Market Challenges and Choosing the Right Agent Setting realistic seller pricing and timing expectations Helping buyers understand available negotiation options Choosing an experienced new construction agent Asking builders lenders and insurance questions Using better questions to make more informed real estate decisions   Quotes: "Tell me more. What's your end goal? How can I get you there?" – Angela Stancil "Our goal is not to make decisions. The buyer or the seller is the one making the decisions, but we are to lay out pathways." – Angela Stancil "The lender on the buy side and the title company on the sell side literally can make or break a deal." – Angela Stancil "The building blocks and the foundation of your business are so much more important than your business card." – Angela Stancil   To contact Angela Stancil, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook.   Connect with Angela Stancil! Website: https://www.teamdavidow.com Instagram: https://instagram.com/angelastancilrealtor Facebook: https://facebook.com/teamdavidow   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 #AngelaStancil #RealEstatePodcast #TeamDavidow #ColdwellBankerVanguard #NortheastFloridaRealEstate #JacksonvilleRealEstate #FlemingIslandRealEstate #ClayCountyRealEstate #StJohnsCountyRealEstate #FloridaRealEstate #RealEstateAgent #RealEstateSystems #ReferralBusiness #RealEstateMarketing #ClientRelationships #RealEstateCareer #RealEstateSuccess #RealEstateTips #RealEstateLeadership

  8. Aug 12

    The Pricing Mistake Costing Clay County Sellers Thousands | Tracy Frandsen Ep. 336

    If relationships built your real estate business, what are you doing today to make sure those relationships still remember you when their next move happens? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tracy Frandsen. Tracy Frandsen is a Northeast Florida real estate professional with 20 years of experience navigating booming markets, the foreclosure crisis, changing technology, and the constant evolution of the real estate industry. Her career began in 2006 in Green Cove Springs and quickly put her in the middle of one of the most challenging periods in housing history, where she worked inside a Fannie Mae brokerage managing foreclosed properties, complicated transactions, distressed homeowners, renters, repairs, valuations, and investor offers. Over the years, Tracy built a business heavily driven by repeat clients and referrals while learning that relationships alone still require consistent nurturing. She shares how working alongside her daughter in law Holly expanded the business, allowed them to combine complementary strengths, and strengthened their marketing and social media presence. Tracy also explains why brokerage support, continuous education, collaboration with other agents, neighborhood farming, staying top of mind, adaptability, and strong negotiation skills remain essential regardless of how experienced an agent becomes.   HighlightsTop of FormBottom of Form 00:00 - 05:20 Tracy Frandsen's Journey Into Real Estate Twenty years in Northeast Florida real estate Moving to Florida and working in retail Getting licensed in 2006 Discovering a love for homes and people Recognizing the long term potential of real estate 05:21 - 12:52 Surviving the Foreclosure Crisis Joining a Fannie Mae brokerage Managing dozens of foreclosed properties Working with occupied and abandoned homes Handling repairs valuations and cash for keys Learning real estate during a historic downturn 12:53 - 23:12 Training Mentorship and Bringing Holly Into the Business Why new agents need hands on support Feeling isolated without strong brokerage leadership The importance of continuous education Holly considering real estate after expecting twins Combining Tracy and Holly's complementary strengths 23:13 - 38:59 Building a Stronger Real Estate Team Creating flexibility through partnership Dividing responsibilities based on individual strengths Holly leading marketing and social media Managing the workload behind client transactions Using brokerage support to expand capacity 39:00 - 57:44 Staying Visible and Generating Repeat Business Why referrals alone are no longer enough Using technology and brokerage resources Staying consistent during busy and slow markets Neighborhood farming through targeted outreach Remaining top of mind with past clients 57:45 - 1:18:49 Collaboration Accountability and Negotiation Adjusting when buyers change their priorities Collaborating with agents inside and outside the brokerage Using accountability and education to keep growing Learning from successful agents and trusted vendors Navigating difficult negotiations and protecting client relationships   Quotes: "I love the real estate business. I love going in homes and seeing what's being done out there. I love growth. I love collaborating with other agents that are in the same business that I'm in." – Tracy Frandsen "There's always something to learn." – Tracy Frandsen "You have to stay ahead of the game." – Tracy Frandsen "You always have to be able to adjust. You have to listen." – Tracy Frandsen   To contact Tracy Frandsen, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook.   Connect with Tracy Frandsen! Website: http://Frandsenteam.com Instagram: https://www.instagram.com/thefrandsenteam Facebook: https://www.facebook.com/thefrandsenteam   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 #TracyFrandsen #RealEstateExcellence #RealEstatePodcast #NortheastFloridaRealEstate #JacksonvilleRealEstate #FloridaRealEstate #RealEstateAgent #RealEstateCareer #RealEstateSuccess #RealEstateTraining #RealEstateMarketing #RealEstateReferrals #RelationshipMarketing #RealEstateTeam #RealEstateNegotiation #RealEstateMentorship #RealtorLife #RealEstateGrowth #RealEstateTechnology #RealEstateCollaboration

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5
out of 5
24 Ratings

About

The Real Estate Excellence Podcast brings you real conversations with the top real estate agents, brokers, and industry leaders in Northeast Florida and beyond. Hosted by Tracy Hayes, each episode uncovers the mindset, strategies, and stories behind the most successful professionals in the business. Whether you're a new agent or a seasoned pro, you'll find the insight and inspiration you need to elevate your real estate career.

Information

  • Creator
    Tracy Hayes
  • Years Active
    2021 - 2026
  • Episodes
    344
  • Rating
    Explicit
  • Copyright
    © 2021 - All Rights Reserved
  • Show Website
    Real Estate Excellence

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