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Real Estate Excellence

Real Estate Excellence

Auteur(s): Tracy Hayes
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À propos de cet audio

 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.2021 - All Rights Reserved Économie
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  • Balancing Family, Investing & Real Estate the Right Way - Rachel Hanes

    Balancing Family, Investing & Real Estate the Right Way - Rachel Hanes
    Jan 23 2026
    What if the people who doubted your dreams actually helped fuel your success? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with powerhouse realtor Rachel Hanes, a former educator turned top-producing real estate agent in Northeast Florida. Rachel shares her inspiring journey from a young mom with no laptop to a referral-based business owner dominating the Jacksonville market. She dives into her early struggles, how a Craigslist ad and a leap of faith kickstarted her career, and how surrounding herself with the right mentors helped her build a thriving, integrity-driven business. Rachel emphasizes the power of authenticity, consistency, and community—not just with clients but among fellow agents. She discusses the value of collaboration over competition, how she transitioned into investment and Airbnb properties, and why building relationships is her #1 marketing strategy. This episode is packed with hard-earned wisdom and actionable advice for any agent ready to elevate their game. Inspired by Sarah's success? Start building real relationships today. Share this episode with a fellow agent, leave a review, and connect with Sarah online to see her strategies in action! Loved Rachel's journey? Subscribe to the Real Estate Excellence Podcast and share this episode with an agent who needs that extra push to believe in themselves! Highlights: 00:00 - 09:49 Roots and Rejection From violin teacher to real estate rookieStarting with no laptop and a Craigslist adJuggling motherhood and ambitionTurning naysayers into fuelBuilding belief through consistency 09:50 - 17:54 Building Trust Through Referrals Authentic connection over forced follow-upsRepeat clients and word-of-mouth successWhy integrity beats sales tacticsStaying top of mind without being pushyLetting results speak louder than promotions 17:55 - 26:05 Handling Ego and Emotions in Deals The danger of combative agentsEmotional intelligence during negotiationProtecting clients through calm professionalismCollaboration over confrontationHow ego can cost your client the deal 26:06 - 33:59 Finding the Right Brokerage and Community The value of a supportive brokerLearning through shared agent experienceGroup texts and collaborative growthWhy culture trumps commission splitsBeing in business for yourself, not by yourself 34:00 - 41:59 Investing and 1031 Exchanges Working with fiduciaries and trustsBreaking down 1031 exchange strategiesUnderstanding tax-deferred reinvestmentsHandling multi-heir trust propertiesHow education expands your client base 42:00 – 01:20:53 Airbnb and Short Term Rental Strategy What new investors often overlookManagement companies vs DIYThe truth about ROI and maintenanceHow to create a standout Airbnb listingRegulations, reviews, and real risk Quotes: "You don't always get immediate kudos for your decisions—it takes consistency for people to see your vision." – Rachel Hanes "I want people to feel that if they're coming to me with business, it's going to be handled with integrity." – Rachel Hanes "You're not being productive when you let ego take over a negotiation." – Rachel Hanes "Being collaborative in your professional life bleeds over to your personal life." – Rachel Hanes To contact Rachel Hanes, 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 Rachel Hanes! Website: https://hamiltonhousegroup.com Instagram: https://www.instagram.com/rachelhanesrealtor/ Facebook: https://www.facebook.com/rachelhanesrealtor LinkedIn: https://www.linkedin.com/in/rachel-hanes-8337a2131/ 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 #RachelHanes #ReferralBasedBusiness #JacksonvilleRealEstate #WomenInRealEstate #RealEstateMom #AirbnbInvesting #RealEstatePodcast #1031Exchange #REInvestorTips #Mompreneur #FloridaRealtor #ClientExperienceMatters #TrustBasedBusiness #AgentReferrals #RESuccessStory #RealEstateCommunity #IntegrityInBusiness #HomeBuyingTips #RealtorJourney
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    1 h et 21 min
  • How AI, Reviews & Referrals Are Shaping Real Estate

    How AI, Reviews & Referrals Are Shaping Real Estate
    Jan 16 2026
    What if the secret to scaling your real estate business isn't leads—but relationships? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes back powerhouse Realtor Sarah Schwartz, who shares how she dominated her market with over $36 million in sales from 57 transactions—all while managing life as a mom, wife, and business owner. Sarah reveals the secrets behind her explosive growth, including how she leverages her husband as her business partner, invests in her neighborhood relationships, and maintains an unrivaled level of client service that converts every transaction into a future referral. They dive deep into the psychology of client retention, why genuine human connection outperforms flashy marketing, and how Sarah's fierce commitment to relationships keeps her top-of-mind in Northeast Florida's competitive market. Her community-first strategy, powered by local events, handwritten notes, and hot chocolate bombs, proves that you don't need hundreds of leads—you need people who trust you. Inspired by Sarah's success? Start building real relationships today. Share this episode with a fellow agent, leave a review, and connect with Sarah online to see her strategies in action! Highlights: 00:00–06:12 Building a Real Estate Power Couple Husband's role as licensed contractor, realtor, and drone pilotCreating custom marketing materialsHow partnership enables business growth and personal timeTravel and work-life balanceSupporting each other through business systems 06:13–14:20 Scaling with Systems & Support Closing 57 transactions solo with a TCDelegation of tasks to stay focusedStreamlining listings with checklists and supportUsing AI and website design for lead generationImportance of consistency in business operations 14:21–22:26 Relationship Building Over Sales Pitches Monthly gifts, newsletters, and personal check-insMaintaining contact with clients from years agoPosting family life alongside business onlineHow authenticity builds trustTurning past clients into lifelong referral partners 22:27–33:59 Digital Authority and Online Strategy Power of Google reviews and how to request themWhy reviews drive AI visibilityBuilding a searchable, content-rich websiteRole of blogs and keywords in AI search resultsEducating the market through local content 34:00–42:58 Brokerage Moves and Business Alignment Evaluating broker support and cultureFinding a broker who supports your growthLeaving cloud brokerages for more personal supportImportance of mentorship and coachingAligning business model with brokerage strengths 42:59–01:24:03 Farming the Neighborhood Like a Queen Turning 100 homes into over 10 million in businessNeighborhood drop-bys with QR codesHosting events like Friendsgiving and book clubBecoming the go-to resource for community updatesBuilding business through connection and consistency Quotes: "He is what puts the Schwartz in Sarah Schwartz." – Sarah Schwartz "Every client, even from 7 years ago, still hears from me—because they matter." – Sarah Schwartz "I didn't realize how important a broker's support was until I didn't have it." – Sarah Schwartz "Referrals are a girl's best friend." – Sarah Schwartz To contact Sarah Schwartz, learn more about her business, and make her a part of your network, make sure to follow her on her Website. Connect with Sarah Schwartz! Website: http://www.sarahschwartzgroup.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 #RealEstateExcellence #RealEstateTips #RelationshipMarketing #TopRealtor #RealEstatePodcast #GoogleReviews #AIinRealEstate #BrokerageSwitch #NortheastFloridaRealtor #LuxuryHomes #ListingTips #RealtorLife #ClientFirst #MarketingTips #NeighborhoodFarming #ReferralBusiness #JacksonvilleRealEstate #WomenInRealEstate #RealEstateBranding #RealEstateStrategies
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    1 h et 24 min
  • Real Estate Branding, Viral Marketing & No Fluff Content Strategy

    Real Estate Branding, Viral Marketing & No Fluff Content Strategy
    Jan 12 2026
    Are you missing out on 90% of your potential business because you're afraid to show your face on social media? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Amy B. Cotney, a real estate powerhouse who's turned her authentic personality into a thriving brand online. With over 300,000 followers on Instagram and more than 1.3 million on TikTok, Amy breaks down the real ROI of social media for agents and why being yourself is your biggest marketing weapon. From humble beginnings and mistakes to landing $4 million listings off a Jet Ski video, Amy's journey is as inspiring as it is practical. Amy explains how being consistent, ditching perfection, and tapping into your community can organically grow your business. She shares her branding secrets (hello, orange fridge and pink sweaters), talks openly about the criticism she's faced, and reveals the real secret behind content that converts — connection, not clicks. If you've ever been stuck wondering what to post or if social media even works, Amy proves it's not just possible, it's powerful. Ready to stop overthinking and start building your brand? Highlights: 00:00 - 10:15 The Power of Consistency in Social Media Why social media works like the gymGetting over the fear of showing your face90% of Amy's business comes from socialFrom baby agent to top producerPerfection is the enemy of posting 10:16 - 21:30 Building Influence Through Authenticity Being relatable vs. being polishedHow her audience grew to recognize her voiceSharing daily posts at 6:30 AMCreating community trust through videoMarketing as a daily discipline 21:31 - 34:50 Amy's Backstory Her pivot from apparel to real estateEarly grind and learning self-disciplineWhy coaching programs didn't work for herMentorship and first brokerage experienceAdvice for new agents and choosing the right brokerage 34:51 - 47:30 From Orange Fridge to Luxury Homes Using color, wardrobe, and props as brand signalsTikTok growth and audience expectationsDropping the wine content to grow serious businessThe psychology of being memorableAdapting your style for luxury clients 47:31 - 58:00 Turning Videos into Listings The $4M listing from a WaveRunner videoFacebook vs. Instagram vs. TikTok strategiesCustomizing content per platformWhy Facebook is hyperlocal goldCreating lifestyle video tours 58:01 - 1:12:40 Content Creation, Tools, and Staying Authentic Managing multiple platforms with purposeShould you post the same video everywhere?Organic calls to action vs. automationStirring the pot to drive engagementLeveraging your voice and personality in marketing 1:12:41 - 1:21:58 Listings, Brand Power, and Final Advice Using social media stats to win listingsWhy numbers matter in a pitchKnowing your ideal clientLoving the process even on tough daysAmy's final thoughts on joy, work ethic, and being "one-take Amy" Quotes: "It doesn't have to be perfect. Just post it. Just go." – Amy B. Cotney "You are your own brand. Be unapologetically you." – Amy B. Cotney "People want to work with someone real, not someone perfect." – Amy B. Cotney "Marketing is my jam, it's what gets me up at 3:30 in the morning." – Amy B. Cotney To contact Amy Cotney, 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 Amy B. Cotney! Website: https://amybcotney.com/ Instagram: https://www.instagram.com/sweethomeauburnal/ Facebook: https://www.facebook.com/sweethomeauburnal YouTube: https://www.instagram.com/sweethomeauburnal/ TikTok: https://www.tiktok.com/@amybartoncotney 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 #RealEstateMarketing #SocialMediaForRealtors #AmyCotney #RealtorBranding #InstagramRealtor #TikTokRealEstate #RealEstateInfluencer #AuthenticMarketing #OneTakeAmy #LuxuryRealEstate #RealEstateTips #RealtorLife #SocialMediaStrategy #VideoMarketing #ListingVideos #ContentMarketing #ReBarCamp #RealEstateExcellence #WomenInRealEstate #CommunityMarketing
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    1 h et 22 min
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