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Real Estate Excellence

Real Estate Excellence

Auteur(s): Tracy Hayes
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 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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  • Gail DeMarco: Top St Johns County FL Agent

    Gail DeMarco: Top St Johns County FL Agent
    Sep 29 2025
    What would change in your business if you treated time as your most valuable commodity and priced every hour accordingly? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with luxury agent and team leader Gail DeMarco. Gail drops the polite filter and lays out how she built a near billion in lifetime sales by staying lean, obsessing over data, and designing a brand that shows up everywhere. From four open houses every weekend to hyper-focused farming and YouTube consistency, she explains exactly how she creates momentum in new markets and turns listings into market share. The conversation digs into hiring for coachability, running a tight listing operation, delegating fast, and engineering deals with assumable loans and lender-powered rate buydowns. It is an unvarnished masterclass on standards, time discipline, and creative structure in a tough market, capped with faith-driven leadership and straight talk on saying no to bad fits. If this episode pushed you to tighten your standards and reclaim your calendar, share it with one agent who needs a wake-up call and DM us the one change you will make this week. Highlights: 0:00-5:59 Numbers that make you sit up Why she is in the business of real estate not just a realtorTeam goal: everyone should out-earn the leader2023 production 389M team, 80M personalLean teams beat big teams, people get lostExpect scar tissue and weekly tears on the climb 10:00-13:00 Branding that actually moves property Name recognition as the north star, top of mind wins listingsPremium signage and consistent open house experienceCompliance first, even with team brandingTreat 450k and multi-million the same, remove egoHospitality touches: Fiji water, booklets, consistency 15:51-19:59 Mailers metrics and momentum Four-page data-driven mailers co-op with lenderPull the plug when the farm does not pencil, like a stockProof of everywhere affects community recognitionGive to the community and spend to make moneyYouTube surge from 400 to 67k with consistency 20:20-22:20 Hyper-focus and the price of time Farm a few micro-markets deeplyCo-list luxury so you can be everywhere the listing needsSigns concentrate perception: you sell everything hereTime is the most valuable commodity, price your hoursIf it is not on calendar, it is a no, including Pilates conflicts 52:20-1:00:37 Delegate to elevate and operational excellence If it is not income producing, do not do itPay a premium TC to keep you out of real estate jailContact sport: get off the modules and host more opensRole play Breakfast Club for objectionsWhen to spend three hundred monthly or get a part-time job 1:01:48-1:07:14 Creative deals, lenders, and the close Advertise payment, not price: buydowns beat reductionsAssumable loans open doors with patience on closingCompeting with builders: incentives and differentiationSay no to listings that cannot appraise or performCloseout lender love and episode wrap Quotes: “I am not a realtor I am in the business of real estate.” – Gail DeMarco “I want everyone on my team to make more money than me that is my goal.” – Gail DeMarco “Your most valuable commodity is your time.” – Gail DeMarco “You have to delegate to elevate.” – Gail DeMarco To contact Gail DeMarco, 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 Gail DeMarco! Website: https://www.movetostjohnsfl.com/ Instagram: https://www.instagram.com/relentlessrealtor/ Facebook: https://www.facebook.com/gail.d.demarco/ YouTube: https://www.youtube.com/@LivinginStJohnsStJohnsCountyFL LinkedIn: https://www.linkedin.com/in/gaildemarco/ 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 #GailDeMarco #LuxuryRealEstate #ListingAgent #RealEstateBranding #OpenHouses #YouTubeForAgents #RealEstateCoach #TimeManagement #DelegateToElevate #AssumableLoans #RateBuydown #LenderPartner #FarmingStrategy #MailersThatWork #PonteVedra #Rivertown #Over55Communities #eXpRealty #RealEstateMindset
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    1 h et 8 min
  • Jamie Hallman: "Consider It Closed" Professional TC's

    Jamie Hallman: "Consider It Closed" Professional TC's
    Sep 12 2025
    What if the key to scaling your real estate business isn’t selling more homes, but learning how to delegate smarter? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jamie Hallman, founder of Consider It Closed and a powerhouse in the world of transaction coordination. Jamie shares her fascinating journey from working as a registered dietitian to traveling the world on a mission trip, and ultimately discovering her passion and skillset were perfectly aligned with real estate coordination. She opens up about how her solutions-driven mindset, love for structure, and eye for detail led her to create one of Florida’s top transaction coordination companies. Jamie explains why delegation is essential for agents at every stage—from those closing just a few deals a year to top producers juggling dozens. With powerful stories, she illustrates how TCs provide agents with peace of mind, client satisfaction, and compliance assurance, while also helping them navigate unexpected hurdles like insurance issues, squatter situations, or even the shocking death of a seller on closing day. If you’re ready to level up your business and stop leaving growth on the table, share this episode with a fellow agent and start a conversation about the power of transaction coordination. Don’t forget to subscribe to Real Estate Excellence for more insider stories and strategies from top performers. Highlights: 00:00 – 06:39 Hitting Limits and Delegating • Why agents reach capacity • Benefits of handing off tasks • Assistants versus transaction coordinators • Early struggles in scaling • Marketing support roles 06:40 – 17:29 From Dietitian to Real Estate • Starting in healthcare • A life-changing mission trip • Husband’s influence and guidance • Discovering transaction coordination • Fulfillment in problem solving 18:30 – 25:59 Onboarding Agents the Right Way • Structured intake process • Aligning with agent goals • Lessons from The Expectations Gap • Power of clear communication • Building trust and relationships 26:00 – 36:19 Solving Problems in Every Deal • Managing emotions in real estate • When transactions take unexpected turns • Handling squatters and disputes • Insurance pitfalls and delays • Creative solutions that work 36:20 - 53:59 Systems That Drive Success • What contract to close includes • Email and compliance management • Listing setup and MLS rules • Streamlined intake forms • Training and leading the team 54:00 – 01:18:47 Scaling a Business and Industry Impact • Growing from TC to business owner • Mentorship and collaboration benefits • Broker versus agent perspectives • Getting insurance handled early • The future of transaction coordination Quotes: “You’re only gonna get so far as you’re willing to delegate and grow in this business.” – Jamie Hallman “There’s always a solution—and I get to be the one to help make that solution happen.” – Jamie Hallman “Not everyone’s a great fit for us. Our name is tied to their business too.” – Jamie Hallman “Every transaction is different, and that’s why computers will never fully replace us.” – Jamie Hallman To contact Jamie Hallman, 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 Jamie Hallman! Website: https://www.consideritclosedfl.com/ Instagram: https://www.instagram.com/consideritclosedfl/ Facebook: https://www.facebook.com/ConsiderItClosedFL/ LinkedIn: https://www.linkedin.com/in/jamie-hallman/ 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 #TransactionCoordinator #RealEstateSuccess #ConsiderateClose #ScalingYourBusiness #Delegation #RealEstateTips #PropertyDeals #AgentGrowth #BehindTheScenesRealEstate #RealEstateMindset #TCServices #FloridaRealEstate #AgentSupport #RealEstatePodcast #ClosingDeals #PropertyManagement #EntrepreneurMindset #RealtorTips #RealEstateCoaching
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    1 h et 19 min
  • Lauren Duke: CoreOps Collective

    Lauren Duke: CoreOps Collective
    Sep 5 2025
    Are you running a business or just duct taping one together? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Lauren Duke. Lauren is the founder and CEO of Core Ops Collective, to unpack how she went from military spouse and hairdresser to running operations for one of the nation’s top real estate teams—closing over 3000 transactions and opening 21 expansion locations. Lauren explains why so many agents get stuck wearing every hat, how culture can’t just be “family,” and the difference between surviving and scaling. She dives into her signature SCALE framework—Set the vision, Capture attention, Acquire business, Lead with systems, Elevate experience—showing agents how to replace chaos with clarity. From CRMs and lead magnets to touch plans and KPI dashboards, Lauren reveals the tools and mindset shifts that free agents from survival mode and position them to grow like true CEOs. If this conversation gave you clarity, share it with another agent who’s grinding without a plan. Subscribe to Real Estate Excellence, leave a review, and commit to setting up one system this week that will carry your business further. Highlights: 0:00 - 6:00 Introduction and agent struggles Why agents hit a ceiling earlyMisconceptions about brokerage supportOverwhelm from CRMs and tech toolsWhy systems matter before scaling 6:00 - 15:00 Lauren’s background and entry into real estate From hairdresser to military spouse lifeLaunching a VA business on FacebookFirst role as a transaction coordinatorLearning operations by trial and error 15:00 - 25:00 Building and leading teams Expanding to 21 locations nationwideManaging 100+ agents and staffCulture vs. family in teamsLaunching Core Ops Collective after parting ways 25:00 - 41:00 The SCALE framework Setting the vision with auditsCapturing attention with core valuesAcquiring business through CRMsLeading with measurable systems 41:00 - 55:00 Systems, automation, and client touch plans Building landing pages and lead formsUsing Facebook groups for lead gen 00:45:30 to 01:22:23 Dashboards, hiring, and team building · CEO dashboards for KPIs and cost of sale · Avoiding the pay-per-lead trap · Setting clear roles and accountability for admins Dashboards and KPIs for agents Final advice on scaling with clarity Quotes: “We replace survival mode with structure.” – Lauren Duke “You can’t grow a team if you don’t even know how you want to show up for clients.” – Lauren Duke “If you don’t know your core values, decisions will paralyze you.” – Lauren Duke “Your assistant should be an extension of you.” – Lauren Duke To contact Lauren Duke, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, and Podcast. Connect with Lauren Duke! Website: https://www.coreopscollective.com Instagram: https://www.instagram.com/coreopscollective Facebook: https://www.facebook.com/coreopscollective Podcast: https://open.spotify.com/show/0CeMtpitmpW2KB4j05cI7i 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 #LaurenDuke #CoreOpsCollective #RealEstateOps #ScaleYourBusiness #CRMSystems #LeadGeneration #TeamBuilding #Brokerage #AgentSuccess #BusinessSystems #EntrepreneurMindset #OperationsExcellence #RealEstateCoaching #ScalingAgents #CEOAgent #ClientExperience #KPIDashboard #Leadership #Authenticity
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    1 h et 21 min
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