Real Estate Excellence

Tracy Hayes

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. 2d ago

    "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

  2. 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

  3. 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

  4. 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

  5. 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

  6. Aug 4

    What Nocatee Buyers and Sellers Get Wrong in 2026 Ep. 335 Lisa Vernon

    Would you risk losing a commission today to protect a client from making the wrong decision for their future? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Lisa Vernon. Lisa Vernon is the owner broker of Imagine Real Estate in Nocatee, Florida, a real estate professional with mortgage experience dating back to 1998 and more than 240 transactions behind her. Known by clients as the House Whisperer, Lisa shares how her early financial background, psychology education, family experiences, mentorship, and knowledge of Northeast Florida shaped her client centered approach. Lisa explains why agents need mentors, operating systems, honest pricing conversations, transaction support, and the confidence to put a client's interests ahead of an immediate commission. She also explores the realities of selling in Nocatee, navigating roof and insurance concerns, handling emotional negotiations, avoiding lowball mistakes, protecting new construction buyers, and helping relocating families find the community where they truly belong. Listen to the full episode to discover how integrity, preparation, local expertise, and calm communication can transform difficult transactions into lasting relationships and lifelong referrals.   HighlightsTop of FormBottom of Form 00:00-10:15 Lisa Vernon and the Nocatee Lifestyle Real estate market cycles and long-term value Jacksonville growth after COVID Why Lisa chose Nocatee Golf cart living and community amenities Nocatee compared with Reston Virginia 10:16-16:26 From Psychology and Mortgages to Real Estate Graduating from Flagler College Starting in consumer finance Moving into the mortgage industry Leaving the corporate cubicle environment Transitioning into real estate after motherhood 16:27-25:37 Choosing a Brokerage and Finding Mentorship Why the first brokerage matters Starting at Prudential in Ponte Vedra Beach Treating real estate like a real job Finding accountability through mentorship Building goals around family and purpose 25:38-36:31 Building Systems and Delegating the Work Creating standard operating procedures Using checklists to protect every transaction Hiring a transaction coordinator Delegating work to an assistant Keeping the client experience as the priority 36:32-46:45 Integrity Client Trust and the Wow Factor Avoiding commission breath Guiding clients toward the right community Choosing the client over the immediate sale Building trust through honesty and confidence Creating lifelong referrals through extra effort 46:46-01:28:34 Negotiations Pricing New Construction and Community Handling difficult listings and negotiations Pricing homes according to buyer demand Managing low offers without emotion Protecting buyers in new construction Helping clients find the right community fit   Quotes: "It was the right choice for them, not the right choice for me. It's not about me. It has to be about them." – Lisa Vernon "Your job is to not let the balls drop." – Lisa Vernon "A house is worth what a buyer is willing to pay for it." – Lisa Vernon "I get to be a part of their family, and that's why I do it." – Lisa Vernon   To contact Lisa Vernon, 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 Lisa Vernon! Website: https://imagineflorida.com/ Instagram: https://www.instagram.com/lisavernonrealtor/ Facebook: https://www.facebook.com/lisa.vernon17/ LinkedIn: https://www.linkedin.com/in/lisavernonrealtor/   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 ##LisaVernon #RealEstateExcellence #ImagineRealEstate #HouseWhisperer #NocateeRealEstate #NocateeFlorida #JacksonvilleRealEstate #NortheastFloridaRealEstate #FloridaRealtor #RealEstateBroker #RealEstateMentorship #ClientExperience #RealEstateNegotiation #HomeSellingTips #HomeBuyingTips #NewConstructionHomes #RealEstateIntegrity #ListingAgent #RealEstateSystems #PodcastInterview

  7. Jul 28

    How One YouTube Channel Built a $110M Real Estate Business in The Villages

    What are people arriving today getting wrong that you got wrong when you first moved to the area? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Robyn Cavallaro. Robyn Cavallaro is a real estate professional, author, educator, and local authority who has completed more than 300 transactions and surpassed 100 million dollars in sales while serving buyers and sellers in The Villages, Florida. After a failed coffeehouse placed her in bankruptcy at 56, she moved to Florida, earned her real estate license during the pandemic, and rebuilt her life using a phone, free editing tools, and a commitment to answering the questions buyers were already asking. Robyn explains how educational YouTube videos created a pipeline without paid leads, Zillow, or print advertising. She also shares why authenticity creates trust, how relocation planning calls and community tours strengthen client relationships, why agents must take responsibility for their own education, and how books, artificial intelligence, customer systems, and consistent follow up helped her become a trusted authority in a highly competitive market. Listen to the full conversation, subscribe to the Real Estate Excellence Podcast, and share this episode with an agent who wants to stop chasing leads and start attracting informed clients.   HighlightsTop of FormBottom of Form 00:00 - 10:55 Rebuilding Her Life Through Real Estate Losing a business and entering bankruptcy at 56 Moving to Florida to be closer to family Earning a real estate license during the pandemic Starting YouTube with a phone and free tools Closing four homes after adding her contact information 10:55 - 20:19 Choosing the Right Brokerage Comparing commission splits and brokerage fees Beginning with Exit Realty on limited resources Moving to Florida Realty Investments Understanding the value of mentorship and support Taking responsibility for personal business growth 20:19 - 30:14 Creating Trust Through Authentic Video Producing content that solves customer problems Helping buyers purchase homes remotely Showing the problems inside each property Being authentic instead of overly polished Treating every incoming call as an opportunity 30:14 - 39:13 Becoming a Recognized Local Authority Launching Stop Chasing Start Attracting Becoming the expert buyers discover online Publishing community guides and real estate books Creating buyer journals with Canva and Amazon KDP Using artificial intelligence as a business assistant 39:13 - 49:36 Guiding Relocation Buyers Through The Villages Working with buyers relocating from across the country Understanding second homes and investment purchases Helping families downsize before moving to Florida Conducting detailed relocation planning calls Building relationships through community campus tours 49:36 - 1:10:59 Managing Transactions and Growing Through Service Managing 19 transactions within one month Representing remote buyers who never toured the homes Using a transaction coordinator and customer relationship system Maintaining communication throughout the closing process Providing value by identifying client pain and offering solutions   Quotes: "It's not about you, it's about them. Find the pain." – Robyn Cavallaro "Real estate is not a hard job, but you have to work hard at it." – Robyn Cavallaro "You have to provide value in the content you're creating and the customers will come." – Robyn Cavallaro "You can't be fake. You can't be phony. You just need to be yourself and show them what you can do for them." – Robyn Cavallaro   To contact Robyn Cavallaro, learn more about her business, and make her a part of your network, make sure to follow her Website, X, Instagram, Facebook, YouTube, and LinkedIn.   Connect with Robyn Cavallaro! Website: https://robyncavallaro.com X: https://x.com/RobynCavallaro Instagram: https://instagram.com/robyncavallaro/ Facebook: https://facebook.com/robyncavallaro1 YouTube: https://youtube.com/@Robyncavallaro LinkedIn: https://linkedin.com/in/robyncavallaro/   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 #TracyHayes #RobynCavallaro #RealEstateExcellence #TracyHayes #TheVillagesFlorida #FloridaRealEstate #RealEstateAgent #YouTubeMarketing #RealEstateMarketing #ContentMarketing #PersonalBranding #RelocationSpecialist #BuyerAgent #RealEstateSuccess #AgentAuthority #StopChasingStartAttracting #RealEstatePodcast #RealEstateTraining #ClientTrust #LocalExpert #Entrepreneurship

  8. Jul 22

    From Classroom to $36M: Military Relocation & St Johns County Top Real Estate Team Holly Taylor Ep 333

    Can real estate create genuine freedom when success still depends on being available when everyone else is off? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Holly Taylor. Holly Taylor is a former elementary and special education teacher who became a top producing St. Augustine real estate team leader serving military families, first time buyers, and growing families. She explains how she transitioned from teaching, committed fully to real estate, and built systems that allowed her business to grow while raising four children and navigating back-to-back pregnancies. Holly also breaks down why mentorship, disciplined follow up, fast Zillow response times, strong team culture, and family support are essential for long term success. Her story shows that financial freedom is built through relationships, accountability, grit, and a willingness to answer the phone when opportunity arrives. Listen to the full episode, subscribe to Real Estate Excellence, leave a five star review, and share this conversation with an agent who needs stronger systems, mentorship, and accountability.   Highlights 00:00-15:49 From Teacher to Team Leader Teaching elementary and special education Choosing real estate for greater flexibility Building a career while raising four children Creating systems during back-to-back pregnancies Learning why collaboration accelerates growth 15:49-27:18 Mentorship and Zillow Growth Finding guidance as a new real estate agent Preparing financially before leaving a steady job Building a pipeline instead of chasing better splits Understanding Zillow Premier and Preferred programs Responding quickly to protect every lead opportunity 27:18-43:15 Lead Conversion and Team Culture Turning Zillow calls into appointments Building trust with both decision makers Recruiting agents with urgency and grit Creating a responsive and collaborative culture Receiving support from a committed spouse 43:15-58:42 Lessons Behind the Growth Learning from previous brokerage experiences Developing confidence as a business owner Making strategic investments in lead generation Balancing personal production with leadership Using experience to improve team training 58:42-01:13:36 Relationships Over Recognition Serving military families and relocating buyers Guiding first time buyers with patience Creating lasting relationships beyond closing Building trust through consistent communication Choosing meaningful connections over follower counts 01:13:36-01:28:56 Freedom and the Future Defining success through family and relationships Creating financial freedom through real estate Planning the continued growth of the Taylor Team Supporting agents through mentorship and accountability Closing reflections on building a fulfilling life   Quotes: "I love real estate for the financial freedom that it has created." – Holly Taylor "A lot of people think that it is an island business, and you need to lean on other people." – Holly Taylor "If I were to go back to 2019 when I got my license, I would say get a mentor right away." – Holly Taylor "Real estate I can teach. Are you a good person? Are people going to like you, and do you want to work?" – Holly Taylor To contact Holly Taylor, learn more about her business, and make her a part of your network, make sure to follow her Website and Instagram.   Connect with Holly Taylor! Website: https://www.taylorteamjacksonville.com/ Instagram: https://www.instagram.com/p/Cw7s1y1ub_J/ 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 #TracyHayes #HollyTaylor #RealEstateExcellence #RealEstatePodcast #StAugustineRealEstate #FloridaRealEstate #RealtorSuccess #RealEstateTeam #RealEstateMentor #ZillowLeads #LeadConversion #MilitaryRelocation #FirstTimeHomeBuyer #WomenInRealEstate #TeacherToRealtor #RealEstateSystems #TeamCulture #AgentTraining #RealEstateLeadership #WorkLifeIntegration #RelationshipBasedBusiness

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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
    341
  • Rating
    Explicit
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