Real Estate Agents Episodes

Episode 342: Aubrey Wessolowski — What It Actually Takes to Master Jacksonville's Historic Home Market Aubrey Wessolowski of The Gilman Group at Berkshire Hathaway HomeServices Florida Network Realty joins Tracy Hayes to break down what buying and selling actually looks like in Jacksonville's historic corridor — Avondale, San Marco, Riverside, and Murray Hill. A Jacksonville native with an economics degree and a background in fintech project management, Aubrey brings a numbers-first lens to real estate most agents don't have. They cover the insurance and inspection issues that catch buyers off guard in older homes, why overpricing costs sellers more than it saves in today's market, what NAR's Clear Cooperation rule actually changed for pre-market access, and why specialization — not a big territory — is what separates a great agent from a generalist in 2026. Aubrey also talks about building her business alongside her mother, Marilyn Gilman, and what a two-person team can deliver…

Kati Spaniak is back on the Real Estate Excellence Podcast for round two — and this visit is entirely about how she built Truth in Real Estate®, the referral company that has placed close to $2 billion in real estate with vetted agents across the country. (Her first appearance, Episode 283, covers her full backstory.) Spaniak and her daughter Lisa personally review every agent who enters their network through what she calls a five-level pyramid: experience, marketing and listing photography, team structure, professionalism and integrity, and finally, gut — whether the seller and agent actually click. They've hand-vetted more than 6,000 agents and keep a running "do not refer" list for anyone who treats a referral call as spam or mishandles a seller once they get one. The conversation gets into the deal that led Spaniak to create the Protect the Seller Circle — an agent who declined a referral in writing, then closed the deal anyway, and the legal dead end Spaniak hit trying to c…

Five years after her first appearance on the show (Episode 3), Bailey Martin returns with a different story to tell. Earlier this year she left her longtime brokerage to open STA Sunrise Realty, built on a simple premise: real estate should feel human. Bailey has held her license for about a decade, spending seven years at her previous brokerage before striking out on her own. She's lived the markets she sells — eight years in World Golf Village, now over a year on Anastasia Island — and that firsthand experience shapes how she works with clients navigating St. Johns County's shifting landscape. The conversation covers what's really happening with sellers who bought at the top of the market and now can't afford to sell without bringing cash to closing, why she gave up her own 4% mortgage rate to move to the island, and how she coaches first-time buyers through a process most of them know nothing about going in. Her signature move with every client, especially those relocating…

Marilyn Gilman didn't plan on becoming a Jacksonville real estate agent — she got her license in 2019 after nearly two decades raising her family, stepping into a market she already understood from close to 40 years around her husband's family development business. She hit Rookie of the Year in her first year, sold just over $5 million, and now leads a mother-daughter team with Berkshire Hathaway HomeServices Florida Network Realty, ranked the #3 small team in Florida. In this episode, Marilyn breaks down what actually happens when a seller won't move on price. Her read: sellers who wait too long "start dripping blood in the water" — and buyers' agents notice fast. She and Tracy also dig into Florida's November property tax ballot measure, the state's improving insurance market, and what it means to act as a true fiduciary when a client wants to hear a number you can't honestly give them. The conversation covers plenty of Jacksonville-specific ground too — the trade-offs between…

Angela Stancil spent nearly a decade in education — classroom teacher to assistant principal — before she ever wrote a real estate offer. On this episode of the Real Estate Excellence Podcast, she joins Tracy Hayes to talk about how that background shapes the way she works today as a REALTOR® with Team Davidow at Coldwell Banker Vanguard Realty, one of Northeast Florida's top-producing teams. Angela built her business almost entirely on referrals and relationships, and shares how the systems her team put in place kept her transactions running smoothly even through a serious personal health challenge — proof that the right infrastructure can carry a business through anything. The conversation goes deep on new construction, including the exact questions buyers should ask any agent to find out if they actually know the local builders, and why representation costs a buyer nothing since the builder pays the commission either way. Angela also breaks down how she works with military fa…

Tracy Frandsen has sold real estate in Northeast Florida for 20 years — long enough to work the foreclosure crisis from the inside. As part of a Fannie Mae brokerage relationship, she handled REO properties directly: assessing homes with renters still living in them, managing cleanouts, and deciding property by property whether to sell as-is or put on a new roof. "Sometimes I felt like I worked for Fannie Mae," she says, "instead of my brokerage." That negotiation instinct never left. Now with the Frandsen Team at Christie's International Real Estate First Coast — a team she built with her daughter-in-law Holly in 2020 — Tracy talks about what it actually takes to keep a deal alive. In the last six months alone, she's had to talk three different sellers off the cliff, including one Ortega-area deal where a frustrated seller was ready to walk over a repair request. Tracy Hayes and Tracy Frandsen also get into the Clay County vs. St. Johns County decision buyers face constantly, w…

Lisa Vernon has sold every home she's listed in Nocatee. Not most. Every one. In a market she says is down 6% to 8% with more than 200 expired listings at one point, that record isn't luck — it's a pricing conversation most agents avoid having. Lisa joins Tracy Hayes for Episode 335 to break down how she got there, starting in 1998 on the mortgage side. Commercial Credit, then EverBank, Washington Mutual, PHH — cubicle after cubicle, phone call after phone call. A difficult pregnancy in 2008 pulled her out of the business entirely. She came back in 2013 with a real estate license, a mentor at Keller Williams, and a vision board with a $52,000 income goal on it. She blew past it. The phrase that anchors this episode is one Lisa learned watching her mother work model homes as a teenager: "Commission breath is when you can tell that that agent cares more about their commission than making sure you're making the right choice." She tells the story of a buyer named Lynn who was ready …

Robyn Cavallaro didn't come up through real estate the traditional way. No college degree, a lifetime as an entrepreneur, and a restaurant that closed in 2019 — then a mid-pandemic decision to get licensed online because, in her words, "Self, you better come up with a Plan B." Since then, she's built a $110 million business out of Florida Realty Investments in The Villages, one of the most unique markets in the country, without a single paid lead. In this episode, Robyn breaks down how she turned raw, unedited restaurant-era videos into a full content system that now drives every client she has — buyers who trust her enough to purchase homes sight-unseen, some without ever meeting her in person. She and Tracy dig into the real financial and lifestyle math of The Villages: the bond system that confuses nearly every buyer, the difference between MLS and the developer's own VLS listings, snowbird versus full-time ownership, and the three-county tax trap that catches people off guard a…

Traci Crawford spent more than 30 years in the U.S. Army, retiring as a Colonel and Deputy Commander of Brooke Army Medical Center. Today she's a Global Real Estate Advisor with ONE Sotheby's International Realty in Jacksonville, ranked among the top 1.5% of real estate professionals nationwide by RealTrends. In this episode, Tracy Hayes sits down with Traci to talk about the realities of military relocation in Northeast Florida — from matching PCS families to the right neighborhood near NAS Jacksonville and Mayport, to the VA loan myths that are still costing buyers and sellers money in 2026. Traci also breaks down what's actually changed in the Ponte Vedra Beach and Nocatee markets, how she prepares sellers who are downsizing in a more patient market, and what 30 years of Army command taught her about leading clients through high-pressure decisions. Traci sums up her approach simply: "People don't remember the pieces and parts. They remember how you made them feel." Whether…

Debora McCarty didn't take a traditional path into real estate. She came to the United States from Brazil at 30, spent 25 years as a homemaker, earned her teaching certification, and taught computer education at Fruit Cove Middle School in St. Johns County before going full-time in real estate with Watson Realty in 2022. That background — immigrant, educator, community volunteer — shapes everything about how she serves buyers and sellers across Jacksonville and St. Johns County today. In this episode, Debora and Tracy cover the Jacksonville market in 2026, including why sellers are still anchored to pandemic-era expectations, how the rate lock-up is keeping inventory tight, and what it actually takes to unlock a motivated seller who's sitting on a 2.5% mortgage. They dig into Florida property tax portability — one of the most underutilized tools in real estate — and how Debora uses it to show move-up sellers and downsizers what they're really working with financially before they ma…

Tammy Legette is a Charlotte-based real estate broker licensed in NC, SC, and Ghana with 26 years of experience and 14 years in mortgage. She founded Inherited Property Navigator and holds the CIPN designation. Her entire platform was born from personal experience — not theory. Her story: After her mother died in 2015 leaving 15 properties, Tammy navigated every inherited property scenario firsthand — heir disputes, foreclosure, minor heirs, tenant complications, and a niece who refused to sign four days before closing, costing the family the property entirely. The deed fraud case: Her grandfather passed September 2024. His second wife opened the estate fraudulently claiming he had no children — erasing eight grandchildren from the record. A deed was then prepared January 2025, held until March 2025, and filed with a notarized signature of a man already deceased. That triggered a criminal conviction. The property record still wasn't corrected. Key education points covered: -…

Claudia Hernandez didn't take the traditional path into real estate. She came to Jacksonville from Cabo San Lucas, spent years exploring the city before she could legally work, passed her real estate exam on the fourth attempt, and built her business from zero — no local network, no college connections, no family pipeline. Today she's a producing agent at Coldwell Banker Anabasis Realty serving buyers and sellers across Duval, Clay, and St. Johns County, and she does it in three languages: Spanish, English, and French. In this episode, Tracy and Claudia cover what it actually takes to win as a new agent, why brokerage selection is the most important decision you'll make in year one, and how the agents winning right now are the ones who embraced technology instead of fighting it. Claudia breaks down how she uses a transaction coordinator to stay forward-facing with clients, why she evaluates every property through the lens of insurability before the inspection report arrives, and…

Laila Hassan has been selling real estate in Jacksonville for 25 years — and she was born and raised here. That combination of deep roots and decades of experience puts her in a category very few agents can claim. In this episode, Laila gets candid about how she built her business from scratch, survived the 2008 crash, pivoted from lending to real estate, and ultimately became one of Jacksonville's most respected luxury agents and top negotiators. Laila breaks down what it actually takes to sell a $2 million-plus home — from professional marketing and drone photography to the negotiation moves that only come with experience. She shares the story of a waterfront property that had failed to sell five times with other agents before she listed it, marketed it right, and sold it for $245,000 over asking in the first seven days. She also gets honest about how she runs her business — she doesn't want to be micromanaged, she doesn't chase feedback that doesn't matter, and she tells clie…

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 b...

Craig Kincheloe didn't start in real estate — he started inside it. At 22 he joined KB Home, ranked top 3% nationally, and helped build entire Tampa Bay communities including Southfork, Southbay Lakes, and Churchill Bend. Before 30 he had been part of over 1,000 transactions. Today he leads the Kincheloe Group at REAL Broker specializing in luxury, new construction, and high-rise condos across Tampa Bay. What you'll learn: New Construction Secrets — Craig spent five years on the builder side. He breaks down how builders structure incentives, why they'll never cut price before offering upgrades and rate buydowns first, and how to negotiate deals most buyers don't know exist. Florida Condo Landmines — Craig calls high-rise condo purchases "the most complex residential transaction in Florida right now." Post-Surfside legislation, reserve requirements, and HOA financial health have created a minefield most agents can't navigate. Tampa's Development Boom — Gas Worx, West Riverw…

Episode 321 — Nicole Reams | Amelia Island's $100M Solo Agent on Luxury, Land, Military Buyers & What It Really Takes to Succeed Nicole Reams has built one of the most respected real estate careers on Amelia Island and throughout Nassau County — over $100 million in production as a solo agent and single mom, named a Top Producing Agent in North Florida every year since going independent in 2018, recognized among Florida's Top 500, featured in Real Producers Magazine, and even appeared on HGTV. In this episode, Nicole pulls back the curtain on what it actually takes to succeed in one of Northeast Florida's most dynamic and complex markets. She breaks down why the Fernandina Beach market is neither a buyer's nor seller's market right now — and what that means for anyone on either side of a transaction. She explains step by step what happens when sellers overprice, why your first offer is always your best offer, and how pricing it right from day one can generate multiple offers and a f…

Windy Keene has been serving buyers and sellers in St. Johns County and Northeast Florida for over 20 years. In this episode, Tracy Hayes sits down with one of the area's most respected and relationship-driven Realtors to talk about what it really takes to build a lasting real estate career — and what buyers and sellers need to know about today's market. Windy shares how she got her start in 2005 during a booming market, survived the crash, navigated short sales and foreclosures, and built a business rooted entirely in integrity, honesty, and long-term relationships. She breaks down the current St. Johns County market for both buyers and sellers, explains why overpricing is costing sellers more than they realize, and walks through the hidden costs — insurance, CDD fees, HOA dues — that are blindsiding buyers at closing. The conversation covers the post-NAR settlement reality, why commissions have actually increased since the ruling, and what buyers risk when they walk into a bui…

In Episode 317 of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jacksonville native and Christie’s International Real Estate First Coast agent Alexis Gamel for a straight-talking conversation about today’s Northeast Florida real estate market. Alexis brings a unique perspective shaped by experience in development, land sales, residential real estate, and a lifetime around construction through her father, a longtime custom home builder. She explains how that background helps her buyers evaluate new construction and resale homes, understand inspection reports, and look beyond finishes to what really matters. Tracy and Alexis break down the Jacksonville Beaches market, why coastal properties command a premium, and why Alexis believes the market is normalizing, not crashing. They discuss the disconnect between buyer and seller expectations and why pricing a home correctly from day one is critical. They also get into mortgage rates, seller concessions and rate buy…

In this episode of Real Estate Excellence, Tracy Hayes sits down with Taylor Diaz of Keller Williams Atlantic Partners for a grounded conversation on what buyers and sellers in Jacksonville and Northeast Florida need to understand right now. Taylor shares how her medical background shaped her calm, educational approach to hard conversations and why today’s market demands more honesty, clarity, and strategy from a local Realtor. The episode digs into some of the biggest issues affecting real estate decisions today, including pricing a home correctly from day one, navigating relocation into Jacksonville, evaluating new construction versus resale, and understanding how insurance, lifestyle, and long-term value all factor into the decision-making process. Taylor also breaks down what she’s seeing in Jacksonville Beach luxury, why SilverLeaf and Nocatee appeal to very different buyers, and how she helps clients think beyond the headline and focus on fit, timing, and total cost of owners…

In Episode 314 of the Real Estate Excellence Podcast, Tracy Hayes sits down with Amelia Island Realtor Leigh Howe for a conversation packed with real-world experience, market insight, and practical advice for both consumers and agents. Leigh shares how her career evolved from teaching and hands-on homebuilding into high-level real estate sales, and how that background gave her a rare advantage in understanding land, construction, development, negotiation, and the full client experience. Leigh breaks down what makes Amelia Island such a unique market, from its lifestyle appeal and natural beauty to its growing luxury presence and strong second-home demand. She explains why so many buyers are drawn to the area for privacy, simplicity, and long-term lifestyle value, while also highlighting the realities that come with coastal ownership, luxury expectations, and a changing market. The episode also delivers strong takeaways for real estate agents. Leigh talks about the importance of …

Debbi DiMaggio joins Tracy Hayes to unpack the real difference between having goals and actually achieving them: motion backed by a repeatable method. Debbi’s message is blunt—“action builds momentum…momentum builds confidence…and confidence delivers results”—and the conversation stays focused on how high performers cut the mental chatter and “lock in. Debbi explains how her upcoming book, Mindset in Motion: Activate Your Purpose, Power and Peak Performance (March 2026), was sparked while she was preparing for a TEDx-style talk and realized she needed to sharpen her message into a framework people could actually use. She walks through her 5-step Mindset In Motion Method—get clear on the goal, believe it’s possible, internalize it (writing/visualizing), share it with supportive people only, and activate with aligned action and the right help (coaches, community, accountability). One of the standout stories is her “marathon mindset”—running the LA Marathon with virtually no traini…

In Episode 310 of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tina Priest for a powerful conversation about leadership, professionalism, and serving military families across Northeast Florida. As the spouse of a U.S. Navy veteran who served 21 years, Tina brings firsthand understanding of PCS moves, deployments, tight timelines, and the emotional realities military families face during relocation. That lived experience shapes how she approaches real estate in Jacksonville, Ponte Vedra, Nocatee, St. Johns County, and surrounding communities. Tina shares why real estate should never feel transactional, emphasizing the importance of authenticity and relationship-building. “I think they need to see a personal side of you and that they’re not a transaction.” Throughout the episode, she discusses how staying calm during heated negotiations, taking a moment before responding to bad news, and communicating with intention can protect both clients and contracts. …

EPISODE 308 – Jerry Strums | Builder Sales, Buyer Psychology & Site Agent Strategy In Episode 308 of the Real Estate Excellence Podcast, host Tracy Hayes sits down with Jerry Strums, a high-performing new construction site agent representing Richmond American Homes in Jacksonville, Florida. Jerry opens up about what it really takes to succeed as a builder rep—from navigating demanding buyer expectations to mastering the builder-agent relationship. This is a rare inside look at the site agent role—and how it differs from traditional resale real estate. After two and a half years on-site and millions in volume, Jerry shares how structure, discipline, and full-time focus transformed his career: “I had my hands in 50 different baskets. Working for a builder gave me structure—and that changed everything.” You'll hear how Jerry handles first-time buyers, VA clients, outside lenders, and competitive inventory across markets like Jacksonville, Nocatee, and St. Augustine. Plus, …

Episode 307 – Madison Partridge: From Medical Field to Market Leader in Northeast Florida Real Estate In this episode, Tracy Hayes sits down with Madison Partridge, founder of Local Roots Group and one of the most strategic, fast-rising agents in Northeast Florida. Formerly in the medical field, Madison made the bold leap into real estate and built a business rooted in relationship marketing, open houses, and consistent community touchpoints. Madison shares how she turned door knocking and open house strategy into 65% of her business, why she thrives working with VA and first-time buyers, and how her upbringing shaped her leadership mindset. This conversation offers a deep dive into her systems for client follow-up, her open house routines, and the personal grit that fuels her growth in Clay County and beyond. You’ll Learn: How to make open houses a core lead gen strategy Why mindset matters more than marketing in year one Her exact follow-up system using pop-bys, CM…