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. 6d ago

    The Deed That Shouldn't Exist: Deed Fraud, Probate Reality, and Protecting Inherited Property | Tammy Legette

    What does the new threat look like for inherited properties right now? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tammy Legette. Tammy is a Charlotte based real estate broker, inherited property specialist, author, and founder of Inherited Property Navigator. In this episode, she shares how her own family experiences with probate, foreclosure risk, heir disputes, and deed fraud shaped her mission to educate families and real estate professionals before inherited property becomes a crisis. Tammy explains why inherited property is not the same as a normal real estate transaction. She breaks down the importance of opening an estate, identifying rightful heirs, securing proper authority to sell, checking deeds, understanding family dynamics, and protecting generational wealth before grief, confusion, or fraud takes control. Listen to the full episode, share it with a family member or real estate professional who handles inherited property, and subscribe to the Real Estate Excellence Podcast for more conversations that protect clients and strengthen the industry.   HighlightsTop of FormBottom of Form 00:00 - 16:52 Inherited property begins with grief and responsibility Tammy's path from moving company owner to real estate broker Early real estate marketing and client building REO work and mortgage industry experience Her mother's passing and the 15 inherited homes Why inherited property is not a normal real estate listing 16:52 - 30:46 Estate planning before the family crisis Tammy turns her personal experience into public education Families learn why an estate must be opened Legal heirs and administrators create early confusion Wills, trusts, and planning protect generational wealth Legal costs can drain the value of inherited property 30:46 - 47:05 The fraudulent deed that exposed the system The story behind From Death to Disposition Her grandfather's estate reveals a false affidavit A deed appears after death with impossible signatures The property is nearly sold without rightful heirs included Tammy begins fighting for deed fraud prevention 47:05 - 55:19 Family myths that destroy inherited wealth Why property does not automatically transfer after death Living in the home does not guarantee ownership Siblings need clear conversations before grief arrives Administrators carry serious legal responsibility Families need a plan before conflict takes over 55:19 - 01:03:05 What agents must verify before the deal Buyer agents should ask for estate authority documents Listing agents must confirm who can legally sell Title problems can appear late and stop the closing New deeds should be compared with prior deeds AI makes deed fraud harder to detect 01:03:05 - 01:16:44 Protecting homeowners from title fraud Paid off homes can become easier fraud targets Mortgaged homes can still be vulnerable Families should regularly check property records Agents need better probate and fraud awareness Tammy shares how education can protect family wealth   Quotes: "Inherited property is a different, totally different animal." – Tammy Legette "Selling homes, that is the end product. The beginning product is the grief." – Tammy Legette "One small disagreement can destroy your whole estate." – Tammy Legette "All it takes is a pen and someone willing to go and record a document that says they own your home." – Tammy Legette   To contact Tammy Legette, learn more about her business, and make her a part of your network, make sure to follow her Website, X, Instagram, YouTube, and LinkedIn.   Connect with Tammy Legette! Website: https://inheritedpropertynavigator.com X: https://x.com/tammyblegette Instagram: https://www.instagram.com/tammy_legette/ Facebook: https://www.facebook.com/tammybarbourlegette/ YouTube: https://www.youtube.com/tammylegette LinkedIn: https://www.linkedin.com/in/tammylegette/   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 #RealEstateExcellence #TammyLegette #InheritedProperty #InheritedPropertyNavigator #ProbateRealEstate #EstatePlanning #DeedFraud #TitleFraud #GenerationalWealth #RealEstateAgents #RealtorEducation #RealEstatePodcast #FamilyProperty #HeirProperty #ProbateSpecialist #EstateAdministration #RealEstateTraining #PropertyRights #TitleSearch #HomeownerProtection

    1h 17m

  2. Jun 24

    From $38M Agent to Broker Owner: What Tanya Cosmini Learned the Hard Way | Ep. 329

    What happens when agents realize the support they thought they had is not actually there when a deal starts falling apart? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tanya Cosmini. Tanya is a broker owner, real estate leader, and producing agent who returned to the Real Estate Excellence Podcast to share what she has learned after nearly four years of running Realty One Group Elevate. Tanya Cosmini discusses the reality of opening and leading a brokerage, why recruiting is a longer game than expected, and how true agent support shows up in moments of stress. Tanya also explains why she still sells real estate, how consistency beats shiny objects, and why knowing the contract is one of the strongest ways agents can protect their clients. They also dig into new agent training, collaborative culture, realtor safety, pricing strategy, and the market shift in St. Johns County. Tanya makes it clear that successful agents need support, discipline, safety awareness, and the humility to keep learning from both wins and losses. Listen to the full episode, share it with an agent who needs stronger support, and subscribe to the Real Estate Excellence Podcast for more conversations with top real estate professionals.   HighlightsTop of FormBottom of Form 00:00-11:08 Brokerage lessons and real support Tanya returns to the podcast after launching Realty One Group Elevate She reflects on what changed after becoming a broker owner Tanya explains why she expected more deal saving and conflict She shares how supporting agents builds confidence during stressful moments She explains why still selling real estate keeps her connected to the market 11:08-20:44 Recruiting agents and brokerage support Tanya explains why recruiting takes longer than expected She describes the one-to-two-year recruiting cycle Support becomes the main reason agents consider changing brokerages She shares why agents from other brokerages still call her for help Technology matters but most top agents already have their own systems 20:44-24:15 Consistency beats shiny objects Tanya calls out shiny object syndrome in real estate She says consistency is the real secret sauce Agents need consistent calls, open houses, and sphere work AI and automation can help but cannot replace real conversations Tanya reminds agents that the phone still matters 24:15-31:54 Training new agents and building culture Tanya explains her slow fast approach for new agents New agents need a strong foundation before chasing quick closings Her brokerage provides weekly training, calls, and appointment support Mentorship and coaching are built into the brokerage culture Tanya explains why collaborative agents thrive and scarcity minded agents leave 31:54-43:11 Contract lessons and realtor safety Tanya shares a difficult buyer broker agreement situation She explains the importance of doing the full buyer consult She encourages agents to use Forewarn before meeting strangers Tracy and Tanya discuss trusting intuition and avoiding unsafe situations Tanya shares practical safety steps like sharing location and using a code call 43:13-01:33:47 Pricing strategy in St. Johns County Tanya says many agents still think homes will sell themselves Pricing remains the most important factor in getting a home sold Great photos and marketing cannot overcome the wrong price St. Johns County demand does not erase the need for strategic pricing Sellers need to understand what happens when a home is listed too high   Quotes: "My goal is to foster a collaborative culture with an abundance mindset." – Tanya Cosmini "Real estate is a practice. It's not, you're never going to master it." – Tanya Cosmini "The secret sauce in real estate is consistency." – Tanya Cosmini "You can win deals and protect your customers by knowing the contract." – Tanya Cosmini   To contact Tanya Cosmini, 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 Tanya Cosmini! Website: https://www.sellinghomesin904.com/ Instagram: https://www.instagram.com/tanyaarslaniancosmini/ Facebook: https://www.facebook.com/tanya.holst.a LinkedIn: https://www.linkedin.com/in/tanya-cosmini-29473b157/   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 #TanyaCosmini #RealEstatePodcast #RealEstateBroker #BrokerOwner #RealtyOneGroupElevate #RealEstateAgents #AgentSupport #RealEstateTraining #RealEstateRecruiting #RealEstateCoaching #RealEstateMentor #RealEstateContracts #RealtorSafety #Forewarn #StJohnsCountyRealEstate #RealEstatePricing #OpenHouses #RealEstateConsistency

    1h 34m

  3. Jun 17

    The Trilingual Agent Closing Deals in Jacksonville's Buyer's Market | Claudia Hernandez, Ep. 328

    How different would your results be if you stopped focusing on commission splits and started focusing on the tools, mentorship, and systems that actually help you succeed? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Claudia Hernandez. Claudia Hernandez is a Jacksonville real estate agent with Coldwell Banker Anandale Basin Realty who specializes in helping buyers, first time homeowners, veterans, and relocating families navigate the home buying process. Fluent in Spanish, English, and French, Claudia brings a unique perspective shaped by her journey from Mexico to Florida and her background in translation and interpretation. Claudia shares how mentorship, technology, and the right brokerage transformed her career from having no clients to building a thriving real estate business. She discusses the importance of setting expectations, guiding first time buyers, leveraging AI responsibly, serving Spanish speaking clients, and creating confidence through education and communication. Her story highlights perseverance, adaptability, and the value of surrounding yourself with the right people and systems. If you enjoyed this episode, subscribe to the Real Estate Excellence Podcast, leave a review, and share this conversation with a real estate professional, homebuyer, or entrepreneur who wants to learn how mentorship, technology, and persistence can accelerate success.   HighlightsTop of FormBottom of Form 00:00 - 13:42 Building Trust and Creating Buyer Confidence Setting expectations from the first conversation Creating a stress-free buying experience Using transaction coordinators for client support Helping first time buyers feel comfortable Building credibility through communication 13:42 - 28:15 Technology Mentorship and Modern Real Estate Choosing brokerage value over commission splits Why mentorship accelerates growth Using AI as a real estate tool Combining technology with human expertise Learning from experienced professionals 28:15 - 42:08 From Mexico to Jacksonville Growing up in Puebla Mexico Starting a career in Cabo San Lucas Learning from an international mentor Discovering Jacksonville neighborhoods Developing a passion for real estate 42:08 - 56:37 Overcoming Challenges and Starting From Scratch Working at a golf course community Saving money for real estate education Learning contracts in Spanish first Passing the licensing exam after setbacks Navigating early career struggles 56:37 - 01:12:04 Finding the Right Brokerage and Support System Recognizing limitations in previous training The importance of hands-on experience Discovering Coldwell Banker Anabasis Meeting Bryce and embracing innovation Turning opportunities into business growth 01:12:04 - 01:28:16 Helping Buyers Achieve Homeownership Supporting Spanish speaking families Explaining contracts with clarity Guiding first time home buyers Helping veterans maximize VA benefits Creating successful outcomes for clients   Quotes: "I absolutely love having a connection with people." – Claudia Hernandez "When I believe in something and I fall in love with it, it is very easy for me to transmit that feeling." – Claudia Hernandez "AI is never going to replace a human. It is a tool." – Claudia Hernandez "If I put my mind into something, it is going to happen." – Claudia Hernandez   To contact Claudia Hernandez, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook.   Connect with Claudia Hernandez! Website: https://claudiasellsjax.sites.cbmoxi.com Instagram: http://instagram.com/claudia.sellsjax Facebook: http://facebook.com/claudiahhz   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 #RealEstate #ClaudiaHernandez #RealEstateExcellence #JacksonvilleRealEstate #FloridaRealEstate #HomeBuying #FirstTimeHomeBuyer #VeteransBenefits #VALoan #RealEstateAgent #ColdwellBanker #Mentorship #ArtificialIntelligence #RealEstateTechnology #JacksonvilleFlorida #RelocationExpert #SpanishSpeakingAgent #HomeOwnership #RealEstateCareer #BusinessGrowth #Podcast

    1h 28m

  4. Jun 10

    Wire Fraud, Fake Payoffs & Stolen Titles: What's Really Happening at Closing with Megan Lopez

    If a hidden lien, fraudulent seller, or wire scam surfaced after closing, would you know who is actually protecting your ownership rights? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Megan Lopez. Megan is an Agent Account Manager with Fidelity National Financial and a title insurance expert serving Northeast Florida. Drawing from a family background deeply rooted in real estate and title work, Megan explains the critical role title insurance plays in protecting homeowners, lenders, agents, and real estate transactions from hidden risks. Throughout the conversation, Megan breaks down the differences between owner and lender title policies, discusses real world fraud cases involving seller impersonation and wire fraud, and explains how title professionals verify ownership, resolve title defects, and protect consumers from costly claims. She also shares insights into Fidelity's underwriting process, fraud prevention strategies, and the ongoing importance of human expertise in an increasingly digital real estate landscape. If you found value in this episode, subscribe to the Real Estate Excellence Podcast, share this episode with fellow real estate professionals, and leave a review to help more buyers, sellers, agents, and lenders stay informed and protected.   HighlightsTop of FormBottom of Form 00:00 - 09:43 Megan's Journey Into Title Insurance and Real Estate ·       Family background in title and real estate ·       Starting as a receptionist in a real estate law firm ·       Becoming a licensed title agent ·       Moving to Jacksonville and joining Fidelity ·        Understanding the role of a title underwriter 09:43 - 18:29 Understanding Title Searches and Title Insurance Protection ·        How title searches are performed ·        Identifying liens mortgages and ownership issues ·        The relationship between title companies and underwriters ·        Differences between owner and lender policies ·        Why title insurance matters for every buyer 18:29 - 25:54 Real World Claims and Hidden Risks Homeowners Face ·        Common title insurance claims ·        Unknown heirs and probate disputes ·        Mechanic lien issues in new construction ·        Tax judgments and outstanding debts ·        How title insurance protects property ownership 25:54 - 34:40 Seller Fraud and Identity Verification Challenges ·        Rise of seller impersonation fraud ·        Vacant land fraud schemes ·        Warning signs agents should recognize ·        Identity verification best practices ·        Technology tools used to detect fraud 34:40 - 48:15 Wire Fraud Threats and Transaction Security ·        How wire fraud attacks happen ·        Email compromise and phishing schemes ·        Fake lenders and fraudulent instructions ·        Secure portals and verification platforms ·        Protecting buyers sellers and escrow funds 48:15 - 01:05:37 Fidelity's Role Supporting Agencies and Protecting Consumers ·        Education and training for agents and lenders ·        Marketing and growth support for title agencies ·        Underwriting expertise for complex transactions ·        Escrow oversight and reconciliation reviews ·        The future of title insurance and consumer protection     Quotes: "I don't think AI will completely take over what title professionals do day in and day out." – Megan Lopez "The owner's policy is paid once at closing and protects them for the life of them owning that home." – Megan Lopez "We're seeing a lot of fraud and those are usually the biggest losses." – Megan Lopez "The more we all are informed and educated about the benefits of title insurance, the dangers of fraud, it protects us all." – Megan Lopez   To contact Laura Megan Lopez, learn more about her business, and make her a part of your network, make sure to follow her website, Instagram, and LinkedIn.   Connect with Megan Lopez! Website: https://nationalagency.fnf.com/home Instagram: https://www.instagram.com/megan_lopez_fnfagency/ LinkedIn: https://www.linkedin.com/in/megan-lopez-48a535a3   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 #RealEstate #MeganLopez #TitleInsurance #RealEstate #RealEstateExcellence #HomeOwnership #PropertyProtection #FidelityNationalFinancial #RealEstateFraud #WireFraud #TitleSearch #HomeBuying #RealEstateAgent #MortgageLending #OwnerPolicy #LenderPolicy #PropertyOwnership #EscrowSecurity #FraudPrevention #RealEstateEducation #JacksonvilleRealEstate

    1h 6m

  5. Jun 3

    Dominating Durbin Crossing, Building REMAX Welcome Home & Why She Bet on St. Johns County During the Rate Crisis | Laura Jean Ranneklev

    As AI changes how consumers search for homes and choose agents, are real estate professionals adapting fast enough to stay relevant? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Laura Jean Ranneklev. Laura Jean Ranneklev is the broker owner of RE/MAX Welcome Home, a marketing expert, and one of Northeast Florida's top performing real estate leaders. In this conversation, she shares her journey of opening a brokerage during a challenging market, navigating major industry changes, and embracing emerging technology to create opportunities for agents and clients alike.   Laura dives deep into the growing impact of artificial intelligence in real estate, explaining how agents can use AI powered tools, blogging, video marketing, and hyperlocal content to build stronger brands and generate more business. She also discusses leadership, agent development, luxury marketing, and why staying involved with agents on a daily basis is critical for long term success. If you enjoyed this episode, subscribe to the Real Estate Excellence Podcast, leave a review, and share this conversation with a real estate professional looking to leverage AI, marketing, and leadership to grow their business.   HighlightsTop of FormBottom of Form 00:00–04:30 RE/MAX Transition, Real Merger & Brokerage Growth Choosing RE/MAX RE/MAX–Real Merger Franchise Launch Brokerage Rebranding Technology Evaluation 04:31–09:32 AI's Impact on Real Estate & Business Strategy ChatGPT & Claude AI Marketing Tools Business Strategy Prompt Engineering Future of AI 09:33–23:14 Marketing, Lifestyle Selling & Hyperlocal Content Lifestyle Marketing Buyer Avatars Video Content Blogging & SEO Hyperlocal Branding 23:15–35:42 Laura's Journey into Real Estate & Leadership Philosophy Move from New York Real Estate Career Start Brokerage Experience Agent Mentorship Leadership Development 35:43–42:00 Technology, Agent Support & Building a Modern Brokerage Agent Coaching Brokerage Culture RE/MAX Technology Real Integration Leadership by Example 42:01–01:09:20 Market Expertise, Farming & Client-Centered Selling Market Timing Durbin Crossing Success Geographic Farming Personal Branding Client Education     Quotes: "If you would've asked me what's the one thing that motivates me right now, I would say AI." – Laura Jean Ranneklev "It really gets to know your personality, and then it's amazing the ideas that come back." – Laura Jean Ranneklev "I think being a leader that's involved, a leader that leads by example, is very important." – Laura Jean Ranneklev "It's not enough. If you're not going to use the tools that it can do, then it's just a static page." – Laura Jean Ranneklev   To contact Laura Jean Ranneklev, learn more about her business, and make her a part of your network, make sure to follow her website.   Connect with Laura Jean Ranneklev! Website: https://www.REMAXwelcomehomeFL.com Instagram: https://www.instagram.com/stjohnsflrealtorlaurajean/ Facebook: https://www.facebook.com/stjohnsflrealtorLAURAJEAN/ YouTube: https://www.youtube.com/@NorthFloridaRealEstate   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 #RealEstate #LauraJeanRanneklev #RealEstateExcellence #REMAX #REMAXWelcomeHome #RealEstateMarketing #AIForRealtors #ArtificialIntelligence #LuxuryRealEstate #BrokerOwner #RealEstateLeadership #RealEstateTechnology #HyperlocalMarketing #ContentMarketing #VideoMarketing #BloggingStrategy #FloridaRealEstate #StJohnsCounty #AgentSuccess #RealEstateGrowth #DigitalMarketing

    1h 25m

  6. May 27

    25 Years of Jacksonville Real Estate: Laila Hassan on Luxury, Grit, and Getting Sellers More Money

    What does it really take to survive real estate crashes, rebuild from scratch, and still dominate a competitive market decades later? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Laila Hassan. Laila is a Jacksonville born real estate expert with more than 25 years of experience spanning lending, short sales, luxury real estate, and market negotiations. In this episode she shares how she survived the 2008 crash, built her business while raising two children, and became one of the most trusted names in Northeast Florida real estate. Laila opens up about the emotional side of real estate, why listening matters more than selling, and how grit carried her through the toughest years of the market. She also breaks down Jacksonville growth opportunities, luxury client expectations, why AI cannot replace great agents, and what truly separates top producers from everyone else. Follow the show for more conversations with top real estate professionals, market experts, and business leaders shaping the future of Jacksonville real estate.   HighlightsTop of FormBottom of Form 00:00 - 12:59 Early Real Estate Career and Lending Lessons Getting started in real estate in 2001 Why she failed early in the business Transitioning into mortgage lending The chaos of pre 2008 lending Surviving the market crash with grit 13:00 - 25:11 Building a Business Through Hardship Working through the recession years Supporting a family on commission income Selling low priced homes just to survive Returning to real estate full time Becoming a short sale specialist 25:12 - 37:28 Relationships Follow Up and Jacksonville Growth Why follow up creates long term success The importance of listening to clients How emotional life events affect buyers Building trust through client care Jacksonville market growth opportunities 37:29 - 49:04 Luxury Real Estate and Market Insights Transitioning into luxury real estate What high end buyers expect from agents Why concierge level service matters Thoughts on Jacksonville market conditions Why certain homes still get multiple offers 49:05 - 1:03:10 Real Estate Trends AI and Industry Changes Why AI cannot replace great agents The value of office culture and collaboration Lessons learned from top producing agents How experienced agents handle negotiations The reality behind commission-based careers 1:03:11 - 1:17:48 Success Mindset and Future Outlook Breaking sales records at Christies The mindset required to stay successful How she approaches difficult clients Why Jacksonville still has major upside Advice for new agents entering the business     Quotes: "I love helping people. I love seeing the joy on their faces." – Laila Hassan "My kids were not going to suffer." – Laila Hassan "You can't just let a client go and expect them to remember you." – Laila Hassan "It's so important to really understand what clients need not just hearing them but truly listening to them." – Laila Hassan   To contact Laila Hassan, learn more about her business, and make her a part of your network, make sure to follow her website.   Connect with Laila Hassan! Website: https://www.jaxrealestateagent.com   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 #RealEstate #JacksonvilleRealEstate #LuxuryHomes #LailaHassan #RealEstateAgent #HousingMarket #LuxuryRealEstate #ShortSales #Jacksonville #FloridaRealEstate #TopRealtor #HomeBuying #HomeSelling #MarketUpdate #Entrepreneur #WomenInBusiness #RealEstatePodcast #InvestmentProperty #LuxuryLiving #BusinessGrowth

    1h 18m

  7. May 22

    From Puerto Rico to Jacksonville's Best Realtor: 300 Families, a 16-Agent Team, and Why Full-Price Agents Always Win | Joselyn Reyes

    Can AI ever replace the personal connection of a trusted real estate agent? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Joselyn Reyes, Joselyn Reyes is a top producing Jacksonville real estate agent, team leader, and mentor who shares her journey from solo agent to leading a fast growing 16 person real estate team. She opens up about the challenges of balancing business, motherhood, mentorship, and leadership while staying authentic in a constantly evolving market. Joselyn discusses Jacksonville's explosive growth, why so many buyers are relocating from places like New York, Puerto Rico, Miami, and California, and where the best opportunities exist for first time homebuyers. She also explains why relationships, trust, and personalized service will always matter more than technology in real estate. If you enjoyed this episode, subscribe to the Real Estate Excellence Podcast, leave a review, and share this episode with someone looking to grow in real estate or relocate to Jacksonville.   HighlightsTop of FormBottom of Form 00:00 - 08:33 Why AI Cannot Replace Real Estate Agents Personalized customer service matters Building trust during transactions From Puerto Rico dream to real estate success Mentoring new agents in Jacksonville Learning balance after burnout 08:33 - 18:00 Building a Successful Real Estate Team Launching the IMAX Team Creating accountability and team culture Leading weekly sales meetings Why mentorship changes careers Growing from 7 to 16 agents 18:00 - 31:05 Why Buyers Are Moving to Jacksonville Relocation trends from New York and Puerto Rico Why St Johns County attracts families Beach communities attracting retirees SilverLeaf versus Nocatee discussion How affordability drives migration 31:05 - 47:40 Best Opportunities for First Time Buyers Affordable areas in Jacksonville New construction versus older homes Why land ownership creates wealth Manufactured homes as investment opportunities Growth potential in Baker County and Callahan 47:40 - 01:08:20 Balancing Motherhood and Real Estate Leadership Managing family and business life Setting boundaries to avoid burnout Supporting agents through challenges Creating long term relationships Why authenticity matters in leadership 01:08:20 - 01:32:57 The Future of Real Estate and Personal Branding Why relationships still win in real estate Providing value in a competitive market How agents can stand out online Continuous learning and adapting Advice for new real estate professionals Bottom of Form     Quotes: "We are not gonna be replaced by AI because people still want that one on one service." – Joselyn Reyes "You gotta be authentic. You gotta be informative. You gotta offer something of value." – Joselyn Reyes "I always saw myself as a solo agent but I fell in love with helping other agents grow." – Joselyn Reyes "You have to have boundaries in this business and that's something I did not have." – Joselyn Reyes   To contact Joselyn Reyes, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook.   Connect with Joselyn Reyes! Website: https://joselynbrunelle.exitrealestategallery.com/ Instagram: https://www.instagram.com/Joselyn.sells.real.estate/ Facebook: https://www.facebook.com/joselynsellsrealestate   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 #RealEstate #JoselynReyes #RealEstateExcellence #JacksonvilleRealEstate #FloridaRealEstate #RealEstatePodcast #TeamBuilding #FirstTimeHomeBuyer #JacksonvilleFlorida #StJohnsCounty #Nocatee #SilverLeaf #RealEstateAgent #WomenInRealEstate #RealEstateLeadership #HousingMarket #RelocationExpert #MilitaryRelocation #RealEstateCoach #Entrepreneurship #HomeBuying

    1h 33m

  8. May 18

    Military Families, Builder Secrets & the NE Florida Market in 2026 | Marissa Scott

    Can today's real estate agents survive without mastering relationships and adapting to market changes? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Marissa Scott. Marissa is a top producing Northeast Florida Realtor, military relocation expert, mentor, and worship leader with nearly 19 years of experience in the real estate industry. In this episode, she shares how the Jacksonville market is evolving, why affordability and interest rates are reshaping buyer behavior, and how military families are approaching housing decisions differently than they did just a few years ago. Marissa also opens up about the emotional side of real estate, mentoring new agents, handling difficult listings, maintaining client trust, and why relationships continue to matter more than technology. The conversation dives deep into pricing strategies, market corrections, insurance costs, builder incentives, and the mindset required to survive long term in today's competitive housing market. Follow the podcast for more conversations with top real estate professionals, market leaders, and entrepreneurs shaping the future of the industry.   HighlightsTop of FormBottom of Form 00:00 - 06:18 Jacksonville Market Shifts and Interest Rates Market correction after COVID pricing Why buyers are waiting on the sidelines Builder incentives and rate buydowns VA loan assumptions challenges Affordability concerns in Northeast Florida 06:18 - 14:41 Military Relocation and Buyer Trends Work from home migration slowdown Military families choosing rentals again Traffic and commute considerations Why Jacksonville remains attractive New construction versus resale decisions 14:41 - 25:22 Mentoring New Real Estate Agents Unrealistic expectations from social media Why relationships matter more than technology Overreliance on ChatGPT and Google Importance of training and field experience Staying positive during market challenges 25:22 - 35:48 Jacksonville Rankings and Pricing Strategy Jacksonville ranked buyer friendly market Why Northeast Florida stands out St Augustine and Amelia Island appeal Pricing homes correctly from day one Weekly seller communication strategies 35:48 - 42:15 Difficult Clients and Trust in Business Losing a listing despite strong effort Working with friends and acquaintances Emotional investment in transactions Trust issues in client relationships Lessons from difficult deals 42:15 - 50:25 Military Housing and Insurance Challenges BAH and affordability conversations Choosing neighborhoods near bases Insurance costs impacting buyers Why military buyers choose new construction Annual insurance shopping adviceTop of Form Bottom of Form   Quotes: "As a new agent, you have to learn and you learn by making mistakes." – Marissa Scott "This business is about relationship." – Marissa Scott "The best information that you'll get is when you go out there and start doing these transactions." – Marissa Scott "When you pour your heart and your soul into a transaction, that's not just business for me." – Marissa Scott   To contact Marissa Scott, learn more about his business, and make him a part of your network, make sure to follow his Website, X, Instagram, Facebook, and LinkedIn.   Connect with Marissa Scott! Website: http://www.2jaxhome.com X: https://twitter.com/MarissaScottRE Instagram: https://www.instagram.com/marissascotthomes/ Facebook: https://www.facebook.com/marissa.scott.3000 LinkedIn: https://www.linkedin.com/in/marissa-scott-pa-30198814/   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 #RealEstate #JacksonvilleRealEstate #MilitaryRelocation #FloridaRealEstate #HousingMarket #MortgageRates #NewConstruction #VAHomeLoan #RealEstateAgent #RealtorLife #HomeBuying #HomeSelling #JacksonvilleFL #StAugustine #AmeliaIsland #RealEstatePodcast #Buffini #MarketUpdate #NortheastFlorida #Entrepreneur

    1h 35m
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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
    331
  • Rating
    Explicit
  • Copyright
    © 2021 - All Rights Reserved
  • Show Website
    Real Estate Excellence

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