Épisodes

  • 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
  • Real Estate 2026: How Buyers, Sellers & Agents Win in a Shifting Market

    Real Estate 2026: How Buyers, Sellers & Agents Win in a Shifting Market
    Jan 9 2026
    Are you building a business that feels like you—or one you think people expect to see? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes powerhouse agent Dori Nugent, whose bold pivot from a 20-year fitness career to real estate during the pandemic has quickly made her a standout in Northeast Florida. Dori shares how her deep roots in client service, leadership, and authentic human connection have been the key drivers of her rapid success, closing over 90 transactions in just a few years. From mastering social media with purpose to navigating the unique challenges of coastal real estate, Dori dives into the lessons she brought from the gym floor to the negotiation table. Her story proves that when you lead with heart, structure, and the desire to serve, you're already ahead of the game. If you're looking for more than just another real estate agent and want someone who truly gets your lifestyle dreams, connect with Dori Nugent or follow the podcast for more insider insights like this. Don't forget to rate, review, and share this episode with someone thinking about making a fearless career change or move to Florida! Highlights: 00:00 - 10:55 From Gym Rat to Fitness Leader Dori's entry into fitness as a young momClimbing from instructor to operations directorManaging over 70 instructorsEmployee engagement lessonsHer first taste of public speaking 10:56 - 20:40 Pivoting into Real Estate During a Pandemic Leaving a 20-year fitness careerCOVID's impact on the fitness worldCompeting for and winning the podcast host roleDiscovering a passion for connection and communicationWhy authenticity helped her stand out 20:41 - 31:25 Falling in Love with St. Augustine Visiting multiple beach townsWhy Hilton Head and Myrtle Beach didn't workThe lifestyle pull of Vilano and Anastasia IslandKey factors in choosing a new home locationThe buyer's mindset when relocating 31:26 - 40:50 Beach Buyers, Rentals, and Smart Agent Choices Why hyper-local agent knowledge is essentialFlood zones, short-term rental rules, HOAsHelping buyers visualize lifestyle, not just homesThe real value of social media for agentsSelling trust before sales volume 40:51 - 53:00 Navigating New Construction and Military Moves Unique strategies for working with military buyersThe resale trap of early-phase new buildsRealistic pricing for listings near buildersHow she sets expectations with sellersUnderstanding your real buyer 53:01 - 1:07:15 Service, Connection, and Standing Out Customer service mindset from fitness to real estatePersonal touches that matter (coffee, snacks, notes)Reading people and rewarding them accordinglySocial media vs real impactUsing AI and staying future-focused 1:07:16 - 1:19:21 Books, Tools, and Staying Grounded Dori's top books for real estate mindsetUnreasonable Hospitality, Endless Referrals, moreBalancing authenticity with technologyStaying top of mind without overspendingFinal thoughts and advice to new agents Quotes: "You sell when you make people feel a certain way." – Dori Nugent "Authenticity builds trust. And trust is everything in real estate." – Dori Nugent "Every client wants to be rewarded differently; you have to pay attention." – Dori Nugent "I'm trying to connect with that woman in Ohio sitting on her couch at 8 PM, dreaming of living by the beach." – Dori Nugent To contact Dori Nugent, 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 Dori Nugent! Website: https://dori-nugent.cbpphomes.com/ Instagram: https://www.instagram.com/dorinuge/ Facebook: https://www.facebook.com/dori.carenugent YouTube: https://www.youtube.com/@DoriNugent LinkedIn: https://www.linkedin.com/in/dori-nugent-90b38747/ 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 #DoriNugent #AuthenticBranding #FitnessToRealEstate #BeachLifeFlorida #StAugustineRealEstate #MilitaryRealtor #CoastalLiving #LifestyleSelling #RealtorTips #RealEstateJourney #WomenInRealEstate #NewConstructionTips #RealtorLife #HomeBuyingTips #RealEstateMarketing #CustomerExperience #RealEstateStrategy #AIInRealEstate #HyperLocalExpert
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    1 h et 19 min
  • What Makes a Broker Great? Jonathan Lickstein on Building Real Brokerage Culture

    What Makes a Broker Great? Jonathan Lickstein on Building Real Brokerage Culture
    Dec 26 2025
    What if the key to scaling your real estate career wasn't selling more—but letting go? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jonathan Lickstein, the award-winning COO of one of the nation's fastest-growing independent brokerages. From launching his career unexpectedly in Honduras to leading a 5,000-agent operation across six states, Jonathan reveals how he uses cutting-edge AI, strong culture, and deep mentorship to scale operations, without losing the human touch. Jonathan dives deep into how brokers can truly support agents in today's competitive market, why building relationships is more important than ever, and the powerful moment that made Jonathan realize he needed to let go in order to grow. Whether you're a solo agent, team leader, or managing broker, this episode offers a blueprint for sustainable growth, tech integration, and authentic leadership. Ready to level up your real estate career? Share this episode with a fellow agent, leave a review, and follow the Real Estate Excellence Podcast for more insider strategies from the industry's best. Highlights: 00:00 – 07:04 From Georgia Tech to Honduras Career detour from engineering to real estateBuilding the largest property network on RoatanSelling million dollar homes at 19The power of bilingual networkingReturning to the US market with experience 07:05 – 14:01 Rebuilding in Florida with Relationships Restarting a business with zero clientsYouth sports as a referral engineUsing branded email for subtle marketingGetting 6 million in sales from one connectionLeveraging everyday conversations 14:02 – 24:25 Winning with AI and Building Broker Efficiency How the brokerage won Inman's AI awardUsing AI to automate compliance and contractsCreating a GPT powered broker avatarSaving agents hours of manual entry Voice activated contract creation system 24:26 – 33:59 The Power of Letting Go to Scale The game changing moment on a baseball fieldWhy delegation is critical for brokersReplacing yourself without losing cultureEmpowering your team to leadAvoiding burnout as a growing company 34:00 – 45:13 What Makes a Great Brokerage and How to Choose Red flags in bad broker leadershipWhy 100 percent commission isn't everythingThe importance of real support not just toolsHow brokers should evaluate their own valueQuestions every agent should ask before switching 45:14 – 59:50 Retention and Growth with Real Tech and Mentorship New agent mentoring that actually worksCreating mastermind groups for real learningUsing friends lists to maintain past clientsLeveraging social media meaningfullyThe real reason agents stay or leave Quotes: "This business is driven by relationships. AI should free you to build more of them—not replace them." – Jonathan Lickstein "If I'm in line at a grocery store, by the time we leave, you'll know who I am, what I do, and how to get ahold of me." – Jonathan Lickstein "Support is the number one thing an agent should be looking for—not training, not branding, but support." – Jonathan Lickstein "There's no such thing as a past client—just someone you haven't reconnected with yet." – Jonathan Lickstein To contact Jonathan Lickstein, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, YouTube, and TikTok. Connect with Jonathan Lickstein! Website: http://www.jonathanlickstein.com Instagram: https://www.instagram.com/thebrokerlick Facebook: https://www.facebook.com/jonathan.lickstein LinkedIn: https://www.linkedin.com/in/jonathanlickstein/ Connect with me! Website: toprealtorjacksonville.com Website: toprealtorstaugustine.com SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence ##JonathanLickstein #RealEstatePodcast #NicheMarketing #AIInRealEstate #RealEstateTips #ContentMarketing #LuxuryHomes #EquestrianLifestyle #PropertyInvesting #NewAgentAdvice #SocialMediaForRealtors #RealEstateStrategy #FloridaRealEstate #HorseProperties #LuxuryListingAgent
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    1 h et 10 min
  • How to Buy Equestrian Property in Florida's Top Horse Regions

    How to Buy Equestrian Property in Florida's Top Horse Regions
    Dec 22 2025
    Can mastering a niche early in your real estate career be the secret to selling million-dollar homes in your 20s? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes second-generation real estate agent Emma Horvatincic, a driven and self-made rising star specializing in equestrian properties in Northeast Florida. Emma shares her journey from growing up immersed in a business-minded household to building a flourishing career in real estate—all before turning 25. Her unique blend of professionalism, niche marketing, and dedication to elite service shines throughout the conversation. Emma reveals how her equestrian background, personalized marketing, and strategic use of old-school outreach (yes, real mail!) helped her break into the luxury real estate market. She gives valuable insights on building a solid foundation with the right brokerage, leveraging AI and blogging for future-proof content marketing, and why anticipating client needs in the luxury space is non-negotiable. Her proactive mindset, attention to detail, and genuine care for her clients set her apart as a future industry leader. Love what Emma shared? Don't wait—subscribe to Real Estate Excellence and follow Emma's journey! If you're a new agent wondering how to carve your niche, or a buyer looking for horse property expertise, this is the episode for you. Share it, review it, and start building your empire today. Highlights: 00:00 - 02:35 Why You Shouldn't Wait to Buy · Emma's top advice for 2026 buyers · Timing the market vs. taking the leap · Why perfection isn't the goal · Interest rates and market myths · Action beats hesitation 02:36 - 13:30 From College to Closing Deals · Getting licensed during college · Family legacy in real estate · Studying business & entrepreneurship at UNF · Formal education vs. natural business instinct · Transitioning into full-time real estate 13:31 - 22:20 Nailing the Niche · Breaking into luxury through horse properties · What most agents get wrong in farm listings · Building trust with sellers through expertise · Targeting farms using handwritten outreach · Turning expired listings into closed deals 22:21 - 31:38 Marketing That Actually Works in 2025 · Why social media alone isn't enough · AI, blogs & the rise of Googleable agents · The value of a solid personal website · How reviews fuel AI visibility · Personalization vs. paid content 31:39 - 45:02 Serving Luxury Clients the Right Way · White-glove service from start to finish · Anticipating client needs proactively · Out-of-state buyers and concierge-level care · Why responsiveness is your superpower · Communicating value beyond just the home 45:03 - 01:17:23 Trends, Renovations & Real ROI · Pricing mistakes sellers make · High-end homes: what's still moving · Buyers' mindset in luxury vs. average price point · Are pre-listing renovations worth it? · Timing, market strategy, and honest advising Quotes: "There's never going to be one perfect time to get in the market. When the time is right for you, make the jump." – Emma Horvatincic "You're always interviewing for your next opportunity. Nothing is guaranteed." – Emma Horvatincic "Substance will never go out of style, especially in a digital world." – Emma Horvatincic "If you're not looking for your next opportunity today, you'll feel it a few months from now." – Emma Horvatincic To contact Emma Horvatincic, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, YouTube, and TikTok. Connect with Emma Horvatincic! Website: https://ehorvatincic.floridanetworkrealty.com/ Instagram: https://www.instagram.com/emma.horvatincic.realtor/ Facebook: https://www.facebook.com/emma.horvat.37051/ Connect with me! Website: toprealtorjacksonville.com Website: toprealtorstaugustine.com SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #LuxuryRealEstate #EquestrianRealEstate #EmmaHorvatincic #WomenInRealEstate #BerkshireHathaway #RealEstatePodcast #NicheMarketing #AIInRealEstate #RealEstateTips #ContentMarketing #LuxuryHomes #EquestrianLifestyle #PropertyInvesting #NewAgentAdvice #SocialMediaForRealtors #RealEstateStrategy #FloridaRealEstate #HorseProperties #LuxuryListingAgent
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    1 h et 18 min
  • How To Make Real Estate Agents CEO's

    How To Make Real Estate Agents CEO's
    Dec 18 2025
    Are you holding back your real estate growth because you're afraid to let go of control? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with the sharp and candid Sasha Tripp, founder of Story House Real Estate in Central Virginia. Sasha opens up about her journey from independent boutique brokerage owner to partnering with Real and Place to scale her operations without sacrificing her brand. With a strong emphasis on leadership, systems, and strategic partnerships, she shares how she broke through growth plateaus and found new ways to elevate both her agents and her own career. Sasha dives into the biggest roadblocks agents face when scaling: fear of hiring, delegation paralysis, and the unwillingness to systematize. She unpacks why mindset—not just skillset—is often the reason agents plateau. From firing her first assistant nine times (yes, really) to building a scalable machine supported by backend platforms like Place, this episode is a goldmine for any agent who's tired of doing it all solo and ready to make a quantum leap. Feeling stuck in your real estate business? Stop wearing every hat and start thinking like a CEO. Subscribe, leave a review, and share this episode with someone still trying to "do it all." Then ask yourself: Who do I need to hire next to level up? Highlights: 00:00–06:15 From Boutique to Brand Powerhouse • Sasha's journey from independent brokerage to Real • Keeping Story House branding through private label • Why she chose Real and Place for scale • Saving money while gaining backend leverage • Layering national partnerships while staying local06:16–13:45 Hitting a Plateau and Finding Leverage • Five years of stagnant growth despite experience • Why doing more didn't move the needle • Creating scalable opportunity through Place • Building an exit plan and long-term value • Staying relevant in a shifting market 13:46–21:12 The Hiring Mistakes Most Agents Make • Why most agents fail at hiring help • Delegating without systems leads to chaos • Overcoming fear of expense and loss of control • Creating SOPs and screen recordings for training • Cost of turnover vs cost of staying stuck 21:13–29:30 From Pantyhose to Property Pro • Sasha's start in staffing and sudden pivot • Her eye-opening experience in warehouse HR • Learning real estate out of curiosity • Earning trust through education and networking • The shift from focusing on homes to focusing on people 29:31–42:40 Mentorship Systems and Real Agent Growth • Why most agents fail in their first year • How Sasha mentors agents with structure and care • What new agents should look for in a team • The real impact of splits versus systems • The role of video and authenticity in growth 42:41–58:00 Scripts Strategy and Seller Psychology • Handling lowball offers with logic and empathy • Sasha's 10-minute listing appointment strategy • Getting hired by offering a clear roadmap • How to stand out in a 3-agent interview • Teaching agents to prep like CEOs 58:01–01:12:30 Market Shifts Buyer Broker Rules and Confidence • The impact of NAR rule changes on buyers and sellers • Sasha's approach to buyer broker agreements • How it improved agent performance and professionalism • Navigating commission conversations in today's market • What experienced agents still get wrong 01:12:31–01:18:10 Real Talk Rapid Fire • What Sasha stopped doing that changed everything • Building trust through clear systems and boundaries • Why real estate is now an authenticity economy • Sasha's biggest leadership lesson • How agents can prep for success in under 10 minutes Quotes: "You're just one 'who' away from your next leveling up." – Sasha Tripp "There are no bad hires—only bad employers and bad onboarding." – Sasha Tripp "People want to trust someone. They don't need more info—they need authenticity." – Sasha Tripp "You can't grow by accident, you grow with intention." – Sasha Tripp To contact Sasha Tripp, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, and Facebook. Connect with Sasha Tripp! Website: https://www.sashatripp.com/ Instagram: https://www.instagram.com/sashacharlottesville Facebook: https://www.facebook.com/sashafarmer Connect with me! Website: ...
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    1 h et 18 min
  • He Bet Everything on Real Estate — And It Worked

    He Bet Everything on Real Estate — And It Worked
    Nov 24 2025
    Would you be willing to remove an organ just to escape your 9-to-5 and chase your dream? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Drew Kazemba. Drew shares one of the most unconventional entries into real estate ever told—he voluntarily had his appendix removed to get time off work and take his real estate exam. Drew walks us through how he transitioned from a miserable medical sales job into building a thriving real estate career in Jacksonville, Florida. From cold-calling hedge funds and wholesaling to learning the ropes at DJ & Lindsey, Drew reveals the gritty hustle behind his rapid success. He also dives into how technology like ChatGPT has supercharged his operations, the power of learning from top agents, and why real estate isn't just about selling homes but building wealth and strategic opportunities for clients. This episode is packed with golden insights for both new agents and seasoned pros looking to level up. Are you stuck in a job you hate and dreaming of diving into real estate? Don't wait for the perfect moment—take action now. Subscribe to the Real Estate Excellence Podcast for more inspiring stories and tactical advice. Follow and message Drew Kazemba to learn how you can build wealth through real estate—no appendix removal required. Highlights: 00:00 - The Appendix Exit Plan & Real Estate Awakening Drew's bold plan: appendix removal for PTOLeaving medical sales for real estateSelf-teaching wholesaling after hoursScoring a big deal that never paid, but lit the fireThe moment he knew real estate was it 11:59 - 22:59 Building Skills Through Volume Interviewing brokerages and choosing DJ & LindseyCall time, leads, and sales floor disciplineLearning fast through repetition and structureAt-bats vs. years: why high-volume mattersOutgrowing a lead-based model 23:00 - 32:59 Time-Blocking, Tech, and ChatGPT Mastery ChatGPT as virtual assistant and knowledge baseAutomating follow-ups with ZapierUsing AI to build reports and analyze tax strategiesStructuring days with time blocksWhy tech-savvy agents have the edge 33:00 - 46:28 From Agent to Developer Meeting Matt Roberts again and joining SomedayLearning construction, development, and investment modelingUsing project experience to serve investor clientsHelping buyers buy smart with long-term mindsetReal estate as a launchpad to bigger things 46:29 - 1:00:00 Equity, Cash Flow, and Pitfalls The myth of guaranteed cash flowEvaluating properties like a proWhy break-even deals still build wealthCommon investor mistakes and bad flipsHow Drew calculates cost of money, rehab, and ROI 1:00:01 - 1:16:11 Airbnb Realities & Final Real Estate Lessons Is Airbnb still worth it in NE Florida?Short-term rental logistics and costsHow Drew advises on STR vs long-term playRisk management and truth-telling for investorsEmpowering buyers with education and honesty Quotes: "I got my appendix removed just to take time off and chase real estate—I'm not kidding." "You win in real estate when you buy the house, not when you sell it." "You're not going to cry about the deal you didn't get; you're going to cry about the one you lost money on." "ChatGPT is my best friend. I vent to it, I time-block with it, and I learn from it." – Drew Kazemba To contact Drew Kazemba, learn more about his business, and make him a part of your network, make sure to follow him on his Website, Instagram, Facebook, YouTube, and TikTok. Connect with Drew Kazemba! Website: https://www.somedayhomesteam.com/ Instagram: https://www.instagram.com/drewkaz_jaxrealtor/ Facebook: https://www.facebook.com/drew.kazemba/ YouTube: https://www.youtube.com/@DrewKRealty TikTok: https://www.tiktok.com/@dkazemba Connect with me! Website: toprealtorjacksonville.com Website: toprealtorstaugustine.com SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #DrewKazemba #RealtorLife #RealEstatePodcast #From9to5ToRealEstate #JacksonvilleRealEstate #Wholesaling #FirstTimeBuyer #RealEstateInvesting #ChatGPTForBusiness #ModernRealtor #LeadGeneration #HomeOwnershipJourney #DJandLindsey #RealEstateMentor #SomedayHomes #TimeBlocking #DownPaymentAssistance #FlipToFreedom #RealEstateTech
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    1 h et 16 min