Real Estate Excellence

Tracy Hayes
  • 5.0 (23)
  • BUSINESS
  • UPDATED WEEKLY

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. 6D AGO

    What Makes a Broker Great? Jonathan Lickstein on Building Real Brokerage Culture

    What if the key to scaling your real estate career wasn't selling more—but letting go? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jonathan Lickstein, the award-winning COO of one of the nation's fastest-growing independent brokerages. From launching his career unexpectedly in Honduras to leading a 5,000-agent operation across six states, Jonathan reveals how he uses cutting-edge AI, strong culture, and deep mentorship to scale operations, without losing the human touch. Jonathan dives deep into how brokers can truly support agents in today's competitive market, why building relationships is more important than ever, and the powerful moment that made Jonathan realize he needed to let go in order to grow. Whether you're a solo agent, team leader, or managing broker, this episode offers a blueprint for sustainable growth, tech integration, and authentic leadership. Ready to level up your real estate career? Share this episode with a fellow agent, leave a review, and follow the Real Estate Excellence Podcast for more insider strategies from the industry's best.   Highlights: 00:00 – 07:04 From Georgia Tech to Honduras Career detour from engineering to real estate Building the largest property network on Roatan Selling million dollar homes at 19 The power of bilingual networking Returning to the US market with experience 07:05 – 14:01 Rebuilding in Florida with Relationships Restarting a business with zero clients Youth sports as a referral engine Using branded email for subtle marketing Getting 6 million in sales from one connection Leveraging everyday conversations 14:02 – 24:25 Winning with AI and Building Broker Efficiency How the brokerage won Inman's AI award Using AI to automate compliance and contracts Creating a GPT powered broker avatar Saving agents hours of manual entry Voice activated contract creation system 24:26 – 33:59 The Power of Letting Go to Scale The game changing moment on a baseball field Why delegation is critical for brokers Replacing yourself without losing culture Empowering your team to lead Avoiding burnout as a growing company 34:00 – 45:13 What Makes a Great Brokerage and How to Choose Red flags in bad broker leadership Why 100 percent commission isn't everything The importance of real support not just tools How brokers should evaluate their own value Questions every agent should ask before switching 45:14 – 59:50 Retention and Growth with Real Tech and Mentorship New agent mentoring that actually works Creating mastermind groups for real learning Using friends lists to maintain past clients Leveraging social media meaningfully The real reason agents stay or leave   Quotes: "This business is driven by relationships. AI should free you to build more of them—not replace them." – Jonathan Lickstein  "If I'm in line at a grocery store, by the time we leave, you'll know who I am, what I do, and how to get ahold of me." – Jonathan Lickstein "Support is the number one thing an agent should be looking for—not training, not branding, but support." – Jonathan Lickstein "There's no such thing as a past client—just someone you haven't reconnected with yet." – Jonathan Lickstein   To contact Jonathan Lickstein, 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 TikTok.   Connect with Jonathan Lickstein! Website: http://www.jonathanlickstein.com Instagram: https://www.instagram.com/thebrokerlick Facebook: https://www.facebook.com/jonathan.lickstein LinkedIn: https://www.linkedin.com/in/jonathanlickstein/   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 ##JonathanLickstein #RealEstatePodcast #NicheMarketing #AIInRealEstate #RealEstateTips #ContentMarketing #LuxuryHomes #EquestrianLifestyle #PropertyInvesting #NewAgentAdvice #SocialMediaForRealtors #RealEstateStrategy #FloridaRealEstate #HorseProperties #LuxuryListingAgent

    1h 10m

  2. 12/22/2025

    How to Buy Equestrian Property in Florida's Top Horse Regions

    Can mastering a niche early in your real estate career be the secret to selling million-dollar homes in your 20s? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes second-generation real estate agent Emma Horvatincic, a driven and self-made rising star specializing in equestrian properties in Northeast Florida. Emma shares her journey from growing up immersed in a business-minded household to building a flourishing career in real estate—all before turning 25. Her unique blend of professionalism, niche marketing, and dedication to elite service shines throughout the conversation. Emma reveals how her equestrian background, personalized marketing, and strategic use of old-school outreach (yes, real mail!) helped her break into the luxury real estate market. She gives valuable insights on building a solid foundation with the right brokerage, leveraging AI and blogging for future-proof content marketing, and why anticipating client needs in the luxury space is non-negotiable. Her proactive mindset, attention to detail, and genuine care for her clients set her apart as a future industry leader. Love what Emma shared? Don't wait—subscribe to Real Estate Excellence and follow Emma's journey! If you're a new agent wondering how to carve your niche, or a buyer looking for horse property expertise, this is the episode for you. Share it, review it, and start building your empire today.   Highlights: 00:00 - 02:35 Why You Shouldn't Wait to Buy ·        Emma's top advice for 2026 buyers ·        Timing the market vs. taking the leap ·        Why perfection isn't the goal ·        Interest rates and market myths ·        Action beats hesitation 02:36 - 13:30 From College to Closing Deals ·        Getting licensed during college ·        Family legacy in real estate ·        Studying business & entrepreneurship at UNF ·        Formal education vs. natural business instinct ·        Transitioning into full-time real estate 13:31 - 22:20 Nailing the Niche ·        Breaking into luxury through horse properties ·        What most agents get wrong in farm listings ·        Building trust with sellers through expertise ·        Targeting farms using handwritten outreach ·        Turning expired listings into closed deals 22:21 - 31:38 Marketing That Actually Works in 2025 ·        Why social media alone isn't enough ·        AI, blogs & the rise of Googleable agents ·        The value of a solid personal website ·        How reviews fuel AI visibility ·        Personalization vs. paid content 31:39 - 45:02 Serving Luxury Clients the Right Way ·        White-glove service from start to finish ·        Anticipating client needs proactively ·        Out-of-state buyers and concierge-level care ·        Why responsiveness is your superpower ·        Communicating value beyond just the home 45:03 - 01:17:23 Trends, Renovations & Real ROI ·        Pricing mistakes sellers make ·        High-end homes: what's still moving ·        Buyers' mindset in luxury vs. average price point ·        Are pre-listing renovations worth it? ·        Timing, market strategy, and honest advising   Quotes: "There's never going to be one perfect time to get in the market. When the time is right for you, make the jump." – Emma Horvatincic "You're always interviewing for your next opportunity. Nothing is guaranteed." – Emma Horvatincic "Substance will never go out of style, especially in a digital world." – Emma Horvatincic "If you're not looking for your next opportunity today, you'll feel it a few months from now." – Emma Horvatincic   To contact Emma Horvatincic, 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 TikTok.   Connect with Emma Horvatincic! Website: https://ehorvatincic.floridanetworkrealty.com/ Instagram: https://www.instagram.com/emma.horvatincic.realtor/ Facebook: https://www.facebook.com/emma.horvat.37051/   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 #EquestrianRealEstate #EmmaHorvatincic #WomenInRealEstate #BerkshireHathaway #RealEstatePodcast #NicheMarketing #AIInRealEstate #RealEstateTips #ContentMarketing #LuxuryHomes #EquestrianLifestyle #PropertyInvesting #NewAgentAdvice #SocialMediaForRealtors #RealEstateStrategy #FloridaRealEstate #HorseProperties #LuxuryListingAgent

    1h 18m

  3. 12/18/2025

    How To Make Real Estate Agents CEO's

    Are you holding back your real estate growth because you're afraid to let go of control? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with the sharp and candid Sasha Tripp, founder of Story House Real Estate in Central Virginia. Sasha opens up about her journey from independent boutique brokerage owner to partnering with Real and Place to scale her operations without sacrificing her brand. With a strong emphasis on leadership, systems, and strategic partnerships, she shares how she broke through growth plateaus and found new ways to elevate both her agents and her own career. Sasha dives into the biggest roadblocks agents face when scaling: fear of hiring, delegation paralysis, and the unwillingness to systematize. She unpacks why mindset—not just skillset—is often the reason agents plateau. From firing her first assistant nine times (yes, really) to building a scalable machine supported by backend platforms like Place, this episode is a goldmine for any agent who's tired of doing it all solo and ready to make a quantum leap. Feeling stuck in your real estate business? Stop wearing every hat and start thinking like a CEO. Subscribe, leave a review, and share this episode with someone still trying to "do it all." Then ask yourself: Who do I need to hire next to level up?   Highlights: 00:00–06:15 From Boutique to Brand Powerhouse •        Sasha's journey from independent brokerage to Real •        Keeping Story House branding through private label •        Why she chose Real and Place for scale •        Saving money while gaining backend leverage •        Layering national partnerships while staying local 06:16–13:45 Hitting a Plateau and Finding Leverage •        Five years of stagnant growth despite experience •        Why doing more didn't move the needle •        Creating scalable opportunity through Place •        Building an exit plan and long-term value •        Staying relevant in a shifting market 13:46–21:12 The Hiring Mistakes Most Agents Make •        Why most agents fail at hiring help •        Delegating without systems leads to chaos •        Overcoming fear of expense and loss of control •        Creating SOPs and screen recordings for training •        Cost of turnover vs cost of staying stuck 21:13–29:30 From Pantyhose to Property Pro •        Sasha's start in staffing and sudden pivot •        Her eye-opening experience in warehouse HR •        Learning real estate out of curiosity •        Earning trust through education and networking •        The shift from focusing on homes to focusing on people 29:31–42:40 Mentorship Systems and Real Agent Growth •        Why most agents fail in their first year •        How Sasha mentors agents with structure and care •        What new agents should look for in a team •        The real impact of splits versus systems •        The role of video and authenticity in growth 42:41–58:00 Scripts Strategy and Seller Psychology •        Handling lowball offers with logic and empathy •        Sasha's 10-minute listing appointment strategy •        Getting hired by offering a clear roadmap •        How to stand out in a 3-agent interview •        Teaching agents to prep like CEOs 58:01–01:12:30 Market Shifts Buyer Broker Rules and Confidence •        The impact of NAR rule changes on buyers and sellers •        Sasha's approach to buyer broker agreements •        How it improved agent performance and professionalism •        Navigating commission conversations in today's market •        What experienced agents still get wrong 01:12:31–01:18:10 Real Talk Rapid Fire •        What Sasha stopped doing that changed everything •        Building trust through clear systems and boundaries •        Why real estate is now an authenticity economy •        Sasha's biggest leadership lesson •        How agents can prep for success in under 10 minutes   Quotes: "You're just one 'who' away from your next leveling up." – Sasha Tripp "There are no bad hires—only bad employers and bad onboarding." – Sasha Tripp "People want to trust someone. They don't need more info—they need authenticity." – Sasha Tripp "You can't grow by accident, you grow with intention." – Sasha Tripp   To contact Sasha Tripp, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, and Facebook.   Connect with Sasha Tripp! Website: https://www.sashatripp.com/ Instagram: https://www.instagram.com/sashacharlottesville Facebook: https://www.facebook.com/sashafarmer   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 #SashaTripp #RealBroker #PlacePlatform #RealEstateScaling #SoloToCEO #AgentLeverage #BrokerageGrowth #RealEstatePodcast #LeadershipInRealEstate #RealEstateHiring #RealEstateMentorship #SystemsOverStress #AgentBurnout #StoryHouseRealEstate #RealEstateTools #RealtorLife #NAREthics #NewAgentTips #ModernRealEstate

    1h 18m

  4. 11/24/2025

    He Bet Everything on Real Estate — And It Worked

    Would you be willing to remove an organ just to escape your 9-to-5 and chase your dream? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Drew Kazemba. Drew shares one of the most unconventional entries into real estate ever told—he voluntarily had his appendix removed to get time off work and take his real estate exam. Drew walks us through how he transitioned from a miserable medical sales job into building a thriving real estate career in Jacksonville, Florida. From cold-calling hedge funds and wholesaling to learning the ropes at DJ & Lindsey, Drew reveals the gritty hustle behind his rapid success. He also dives into how technology like ChatGPT has supercharged his operations, the power of learning from top agents, and why real estate isn't just about selling homes but building wealth and strategic opportunities for clients. This episode is packed with golden insights for both new agents and seasoned pros looking to level up. Are you stuck in a job you hate and dreaming of diving into real estate? Don't wait for the perfect moment—take action now. Subscribe to the Real Estate Excellence Podcast for more inspiring stories and tactical advice. Follow and message Drew Kazemba to learn how you can build wealth through real estate—no appendix removal required.   Highlights: 00:00 - The Appendix Exit Plan & Real Estate Awakening Drew's bold plan: appendix removal for PTO Leaving medical sales for real estate Self-teaching wholesaling after hours Scoring a big deal that never paid, but lit the fire The moment he knew real estate was it 11:59 - 22:59 Building Skills Through Volume Interviewing brokerages and choosing DJ & Lindsey Call time, leads, and sales floor discipline Learning fast through repetition and structure At-bats vs. years: why high-volume matters Outgrowing a lead-based model 23:00 - 32:59 Time-Blocking, Tech, and ChatGPT Mastery ChatGPT as virtual assistant and knowledge base Automating follow-ups with Zapier Using AI to build reports and analyze tax strategies Structuring days with time blocks Why tech-savvy agents have the edge 33:00 - 46:28 From Agent to Developer Meeting Matt Roberts again and joining Someday Learning construction, development, and investment modeling Using project experience to serve investor clients Helping buyers buy smart with long-term mindset Real estate as a launchpad to bigger things 46:29 - 1:00:00 Equity, Cash Flow, and Pitfalls The myth of guaranteed cash flow Evaluating properties like a pro Why break-even deals still build wealth Common investor mistakes and bad flips How Drew calculates cost of money, rehab, and ROI 1:00:01 - 1:16:11 Airbnb Realities & Final Real Estate Lessons Is Airbnb still worth it in NE Florida? Short-term rental logistics and costs How Drew advises on STR vs long-term play Risk management and truth-telling for investors Empowering buyers with education and honesty   Quotes: "I got my appendix removed just to take time off and chase real estate—I'm not kidding." "You win in real estate when you buy the house, not when you sell it." "You're not going to cry about the deal you didn't get; you're going to cry about the one you lost money on." "ChatGPT is my best friend. I vent to it, I time-block with it, and I learn from it." – Drew Kazemba   To contact Drew Kazemba, 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 TikTok.   Connect with Drew Kazemba! Website: https://www.somedayhomesteam.com/ Instagram: https://www.instagram.com/drewkaz_jaxrealtor/ Facebook: https://www.facebook.com/drew.kazemba/ YouTube: https://www.youtube.com/@DrewKRealty TikTok: https://www.tiktok.com/@dkazemba   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 #DrewKazemba #RealtorLife #RealEstatePodcast #From9to5ToRealEstate #JacksonvilleRealEstate #Wholesaling #FirstTimeBuyer #RealEstateInvesting #ChatGPTForBusiness #ModernRealtor #LeadGeneration #HomeOwnershipJourney #DJandLindsey #RealEstateMentor #SomedayHomes #TimeBlocking #DownPaymentAssistance #FlipToFreedom #RealEstateTech

    1h 16m

  5. 11/17/2025

    From Recruiting to Real Estate: Karen Saez's Rise in Northeast Florida

    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

    1h 13m

  6. 11/03/2025

    Selling $5M Homes in Ponte Vedra Beach

    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

    1h 10m

  7. 10/31/2025

    She Flipped the NYC Brokerage Model --And Agents Are Thriving

    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

    1h 4m

  8. 10/27/2025

    How to 2.5x Your Sales in a Down Market: $8M to $20M in 2025

    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

    1h 9m
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5
out of 5
23 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 - 2025
  • Episodes
    302
  • Rating
    Clean
  • Copyright
    © 2021 - All Rights Reserved
  • Show Website
    Real Estate Excellence