Episodi

  • Florida Amendment 3 Explained with Cyndee Haydon Ep 346

    Florida Amendment 3 Explained with Cyndee Haydon Ep 346
    Oct 22 2026
    Florida's Amendment 3 could reshape property taxes, but what does it mean for homeowners, renters, and future buyers? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Cyndee Haydon. Cyndee Haydon, Broker Associate with Future Home Realty and Treasurer of Florida Realtors, to discuss the proposal ahead of the November 3, 2026 election. They explain how Amendment 3 would increase the homestead exemption for non-school property taxes to $150,000 in 2027 and $250,000 in 2028, potentially providing significant savings while leaving school taxes unchanged. Cyndee breaks down how the amendment could impact current homeowners, first-time buyers, renters, investors, and people relocating to Florida. The discussion covers Save Our Homes protections, portability, residency requirements, and the proposed 5% non-homestead assessment cap. Tracy raises concerns about local government budgets, emergency services, and potential tax shifts to businesses and renters. Cyndee explains Florida Realtors' support for the amendment, emphasizing responsible government spending, essential services, and long-term housing affordability. With 60% voter approval required, understanding Amendment 3 is essential before Election Day. Watch this episode to explore its potential benefits, challenges, and effects on Florida property taxes. HighlightsTop of FormBottom of Form 00:00–12:19 Understanding Amendment 3 Proposed Property Tax ChangesFlorida's Government FundingRising Costs and SpendingFirst-Time Buyer ChallengesHousing and Retirement Costs 12:19–21:39 Homeowner Tax Savings Property Tax ReliefBuyer Residency RulesTax Savings and School FundingHomestead Exemption BenefitsWhy Tax Relief Matters 21:39–36:25 Government Budgets and Public Safety Protecting Emergency ServicesGovernment Spending TransparencyImpact Across Florida CountiesRising Property Tax BillsGovernment Spending Accountability 36:25–44:12 Homestead and Rental Properties Save Our Homes and PortabilityFlorida Residency RequirementsImpact on Renters5% Assessment CapRental and Investment Properties 44:12–1:07:53 Tax Shifts and Affordability Tax Shifts and Public ServicesGovernment Budgets and RevenueFlorida Realtors' SupportBudget Planning and ImplementationHousing Affordability and Growth 1:07:53–1:18:35 Voting and Final Takeaways Amendment 3 True or False60% Voting RequirementFlorida Realtors' Next StepsFuture Housing PoliciesFinal Thoughts and Resources Quotes: "When the math doesn't math, it doesn't work." – Cyndee Haydon "Your Save Our Homes cap is the same. Your portability is the same" – Cyndee Haydon "We do not have to choose between safe neighborhoods and tax relief." – Cyndee Haydon "Would more room in your budget help your family?" – Cyndee Haydon To contact Cyndee Haydon, learn more about her business, and make her a part of your network, make sure to follow her Website, X, Instagram, Facebook, YouTube, and LinkedIn. Connect with Cyndee Haydon! Website: https://www.skool.com/ai-thats-easy-implementer-club/about X: https://x.com/cyndeehaydon Instagram: https://www.instagram.com/cyndeehaydon/ Facebook: https://www.facebook.com/cyndeehaydon/ YouTube: https://www.youtube.com/user/cyndeehaydon LinkedIn: https://www.linkedin.com/in/cyndeehaydon/ 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. #FloridaAmendment3 #PropertyTaxRelief #FloridaRealEstate #FloridaPropertyTaxes #HomesteadExemption #HousingAffordability #FloridaHomeowners #RealEstateExcellence #TracyHayes #CyndeeHaydon #FloridaRealtors #HomebuyerTips #PropertyTaxSavings #FloridaHousingMarket #RealEstatePodcast
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    1 ora e 19 min
  • Serve Before You Sell: Jacksonville Realtor Tiara Bolton Ep 345

    Serve Before You Sell: Jacksonville Realtor Tiara Bolton Ep 345
    Oct 19 2026
    What does it take to survive a housing crash, navigate difficult clients, and build a real estate career that lasts? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tiara Bolton. Tiara Bolton is a Jacksonville native, Realtor with Momentum Realty, and seasoned real estate professional with more than 22 years of experience across residential sales, property management, luxury homes, and bank owned properties. In this episode of Real Estate Excellence, Tracy Hayes explores Tiara's remarkable journey from purchasing her first home at just 18 years old to navigating the financial challenges of the housing crash. Tiara shares the hard lessons she learned from owning investment properties, working with foreclosures, recognizing real estate scams, and prioritizing personal safety in an industry where every new opportunity comes with potential risks. The conversation also explores what truly separates an exceptional Realtor from an average salesperson. Tiara explains why understanding a client's lifestyle, preparing homes properly, setting realistic expectations, and putting relationships before commissions create better outcomes. She offers valuable perspectives on new construction, pricing strategies, insurance concerns, and helping older homeowners navigate downsizing and major life transitions. Her philosophy is simple yet powerful. Great real estate service starts with listening, understanding, and finding solutions that genuinely improve people's lives. Enjoyed this conversation? Subscribe to Real Estate Excellence, share this episode with a fellow real estate professional, and discover why serving people first can be the foundation of a lasting career. HighlightsTop of FormBottom of Form 00:00 - 21:54 Early Beginnings and Realtor Safety Introduction to Tiara Bolton and her real estate journeyBuying her first home at 18 as a single motherUsing first time homebuyer assistance to build wealthEarly property management experience and lessons learnedScreening prospective clients and recognizing safety risks 21:55 - 31:30 Surviving the Housing Crash Getting licensed in 2004 and beginning residential salesFacing investment property losses during the housing crashUnderstanding investor goals and long term rental strategiesEntering the bank owned property businessNegotiating with banks and asset management companies 31:30 - 46:30 Helping Buyers Make Better Decisions Understanding long term ownership goalsEvaluating new construction and builder incentivesIdentifying buyer priorities and lifestyle needsChoosing communities based on future plansNarrowing down locations and property preferences 46:30 - 56:30 Serving Before Selling Building trust through authentic client relationshipsUnderstanding the philosophy of serving before sellingReading clients and recognizing their needsGoing beyond expectations to help clientsHelping buyers recognize ownership costs and responsibilities 56:30 - 1:16:30 Pricing and Property Preparation Why listing agents need to prepare properties thoroughlyAnalyzing competition and current market conditionsUnderstanding renovation costs and buyer expectationsWorking together to solve transaction challengesEvaluating flood zones, insurance, and new construction concerns 1:16:30 - 1:30:04 Downsizing and Life Transitions Understanding the emotional challenges of downsizingHelping older homeowners evaluate their next chapterDiscussing family proximity and lifestyle prioritiesNavigating family conversations and estate planningWhy Tiara loves helping people through real estate Quotes: "I truly love real estate, 'cause I really do. I know it's such a cliche, but I love helping people." – Tiara Bolton "I'm not going to go after something if I'm just not comfortable with it." – Tiara Bolton "It all depends on the stage of life they're in and where they're at, whether it is their last home, if it's by themselves or not by themselves, what they like to do, what they want to focus on. Do they want to be close to family?" – Tiara Bolton "A lot of buyers don't understand that, yeah, you own the house, but after that, there's upkeep and maintenance, and what is it going to look like?" – Tiara Bolton To contact Tiara Bolton, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, YouTube, and LinkedIn. Connect with Tiara Bolton! Website: https://movewithmomentum.com/agents/tiara-bolton Instagram: https://www.instagram.com/tiaraboltonrealtor/ Facebook: https://www.facebook.com/tiara.boltonrealtor YouTube: https://www.youtube.com/@JaxLivingWithTiaraBolton LinkedIn: https://www.linkedin.com/in/tiara-boltonrealtor/ 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 #TiaraBolton #TracyHayes #JacksonvilleRealEstate #...
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    1 ora e 31 min
  • The TC Experience: How a Transaction Coordinator Changes Your Business: Ep 344 Travis Moore

    The TC Experience: How a Transaction Coordinator Changes Your Business: Ep 344 Travis Moore
    Oct 7 2026
    Who actually needs a transaction coordinator, and why is the belief that only top producers need one costing mid-level agents money? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Travis Moore. Travis Moore is a co-founder of Next Level Agent Support who has spent roughly a decade in real estate and has worked on thousands of transactions after beginning his career in hospitality, customer service and real estate sales. He explains how he discovered that his strengths were in the details, coordination and behind the scenes work that keeps transactions moving. That realization eventually led him and his partners to build Next Level Agent Support and support more than 100 agents. Travis and Tracy explore what a great transaction coordinator actually does beyond tracking signatures and deadlines. They discuss resolving conflicts between agents, Florida HOA and condo compliance, writing offers, commission changes, giving agents their personal time back, expanding systems across Florida and Georgia and using AI without eliminating the human touch. Travis also explains how his hospitality background shaped his focus on creating memorable client experiences, how Next Level works directly with brokerages and how the company gives back through charitable donations from every transaction. If your real estate business is growing but your evenings, weekends and family time are disappearing, this episode offers a different way to think about leverage. Listen to the full conversation, share it with an agent who is trying to grow without burning out and follow Real Estate Excellence for more conversations with professionals building stronger real estate businesses. HighlightsTop of FormBottom of Form 00:51 - 20:42 From Agent to Transaction Coordinator Travis Moore's path from hospitality and sales into real estateDiscovering transaction coordination as the right career fitCreating Next Level Agent Support with a collaborative teamHiring for customer service, detail and follow throughManaging conflict and becoming a resource for agents 20:43 - 32:36 AI Human Touch and Client Experience Building a collective knowledge base with AIWhere automation can reduce repetitive workWhy technology still needs a human touchBringing hospitality principles into real estateCreating memorable experiences that generate referrals 32:37 - 46:40 Beyond Paperwork and Florida Compliance Why transaction coordination is more than checking boxesGiving agents back evenings and personal timeSolving a heated HOA transaction through communicationWhy transaction coordinators can help agents at every production levelTracking Florida HOA and condo requirements 46:41 - 1:02:46 Custom Support Offers and Systems Customizing support around each agent and brokerageUnderstanding the value of the transaction coordination feeHelping agents unplug during vacations and family timeWriting offers and adapting to commission changesMaintaining compliance systems across Florida and Georgia 1:02:47 - 1:16:23 Culture Brokerages and Community Impact Turning internal culture into a better customer experienceBuilding long term relationships with agentsServing as an outsourced transaction team for brokeragesExpanding toward a more complete one stop service modelGiving back through the Closing Tide charity initiative 1:16:24 - 1:22:11 Production Growth Relationships and Purpose Examples of agents increasing their transaction volumeFreeing agents to focus on prospecting and relationshipsWhy relationship building requires time and attentionHow a strong team allows agents to stay visible in their communitiesWhy Travis finds fulfillment in helping agents and customers succeed Quotes: "It's all about the relationships." – Travis Moore "We truly are kind of the center of gravity for a lot of these transactions." – Travis Moore "You're not here to do a job, you're not here to do a task, you're here to facilitate an experience." – Travis Moore "There is still always going to need to be a human touch." – Travis Moore To contact Travis Moore, 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 Travis Moore! Website: https://nextlevelfl.com/home Instagram: https://www.instagram.com/nextlevelagentsupport Facebook: https://www.facebook.com/nextlevelagentsupport/ LinkedIn: https://www.linkedin.com/company/next-level-agent-support 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. #RealEstate #RealEstateAgent #RealEstateBusiness #TransactionCoordinator #TransactionCoordination #NextLevelAgentSupport #TravisMoore #RealEstateExcellence #RealEstatePodcast #RealEstateSuccess #RealEstateSystems #RealEstateTechnology #RealEstateAI #AgentSupport #RealEstateCompliance #FloridaRealEstate #...
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    1 ora e 23 min
  • Moving to St Augustine, Pricing, Mistakes & Building a Business With Zero Paid Leads: Ep 343 Niki Sparks

    Moving to St Augustine, Pricing, Mistakes & Building a Business With Zero Paid Leads: Ep 343 Niki Sparks
    Sep 30 2026
    Can you build a successful real estate business without cold calls, paid leads, or door knocking? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Niki Sparks. Niki Sparks is a St. Augustine real estate professional with Keller Williams Atlantic Partners whose deep family roots in Northeast Florida stretch back generations. After years as a stay at home homeschooling mom, she earned her real estate license and built a successful business by studying her market, developing genuine relationships, and becoming a trusted source of local knowledge. Niki and Tracy discuss what new agents need to understand about treating real estate like a business, choosing the right brokerage and mentor, building a referral driven business, preparing and pricing listings, navigating difficult transactions, Florida insurance, CDDs, HOAs, historic homes, World Golf Village, TrailMark, short term rentals, and the changing St. Augustine market. Listen to the full episode to hear how Niki combines local knowledge, detailed market research, strong relationships, and a client first approach to build a real estate business designed for long term success. HighlightsTop of FormBottom of Form 00:00-11:00 St. Augustine Roots and Local Knowledge Niki's family connection to St. Augustine dating back to 1565 How generations of local history shape her real estate perspective Understanding neighborhood growth and future development Researching roads, surrounding land, cell towers, and infrastructure Helping buyers understand what their neighborhood could become 11:00-34:07 Building a Real Estate Business Moving from homeschooling into a real estate careerSpending months learning inventory before pursuing clientsTreating real estate as a business from the beginningManaging taxes, expenses, marketing, and business financesChoosing Keller Williams and the importance of coaching and mentorship 34:07-52:00 Transactions Relationships and Seller Preparation Lessons from a difficult closing where almost everything went wrongHandling utility transfers and preventing closing day problemsHow Niki built a business through relationships and referralsUsing newsletters and market reports to demonstrate expertisePreparing sellers to win through price, condition, and presentation 52:00-1:00:00 Pricing and Unique Properties Handling sellers whose price expectations exceed the marketUsing current data instead of guessing at property valuesClosing the expectation gap between buyers and sellersPricing historic and highly unique St. Augustine homesListening to market feedback when direct comparable sales are limited 1:00:00-1:12:12 Marketing Insurance and Buyer Education Identifying the ideal buyer for each listingTargeted online advertising and social media marketingUnderstanding Florida homeowner insurance and older roofsPre listing inspections and home warrantiesExplaining CDD fees, HOA costs, taxes, and homestead exemption 1:12:12-1:23:00 St. Augustine Lifestyle and Why Real Estate Matters Matching World Golf Village buyers with the right lifestyleTrailMark and its nature focused community amenitiesEvaluating short term rental opportunities in St. AugustineNights of Lights and seasonal visitor demandWhy helping people find home keeps Niki passionate about real estate Quotes: "I want my clients to make the best decision for them based on every available piece of information we have." – Niki Sparks "You are now a business owner. You're building a business." – Niki Sparks "I have no desire to be everyone's realtor." – Niki Sparks "It's truly about people for me. It's about helping them find home." – Niki Sparks To contact Niki Sparks, 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 Niki Sparks! Website: https://nikisparksrealtor.com Instagram: https://www.instagram.com/niki.sells.real.estate/ Facebook: https://www.facebook.com/nikisparksandteam LinkedIn: https://www.linkedin.com/in/nikisparksrealtor/ 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. #NikiSparks #RealEstateExcellence #RealEstatePodcast #StAugustineRealEstate #FloridaRealEstate #StAugustineFlorida #RealEstateAgent #RealtorLife #RealEstateBusiness #RealEstateTraining #RealEstateMarketing #RealEstateTips #KellerWilliams #ReferralBusiness #ListingAgent #HomeSelling #HomeBuying #WorldGolfVillage #TrailMark #NortheastFlorida
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    1 ora e 23 min
  • Historic Home Red Flags in Jacksonville: Ep 342 Aubrey Wessolowski

    Historic Home Red Flags in Jacksonville: Ep 342 Aubrey Wessolowski
    Sep 23 2026
    What should a buyer or seller actually look for when choosing an agent, and does specialization matter more now than it did three years ago? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Aubrey Wessolowski. Aubrey Wessolowski is a Jacksonville native, real estate professional with the Gilman Group, and former fintech professional who brings an economics background, creative perspective, and deep neighborhood knowledge to buyers and sellers throughout Jacksonville. She joins Tracy Hayes to discuss how financial literacy, market awareness, strong relationships, and the ability to explain complicated information in everyday language help clients make better real estate decisions. Aubrey shares her transition from corporate life into real estate, the realities of building a business around relationships, and the importance of choosing the right brokerage and professional network. She also dives deeply into Jacksonville historic neighborhoods including Murray Hill, Riverside, Avondale, San Marco, and surrounding communities, explaining pricing strategy, preservation requirements, inspections, older home systems, lifestyle marketing, seller preparation, neighborhood specialization, and why knowing a market street by street can create opportunities that buyers may otherwise miss. If you are buying or selling in Jacksonville, especially in one of its historic neighborhoods, work with professionals who understand not only the property but also the streets, systems, preservation considerations, vendors, lifestyle, and stories behind the community. Subscribe to the Real Estate Excellence Podcast for more conversations with professionals shaping Northeast Florida real estate. HighlightsTop of FormBottom of Form 00:00 - 23:48 From Finance to Real Estate Using economics and finance knowledge to explain rates and market conditionsAubrey's early interest in fashion design blogging and businessMotherhood and the decision to leave corporate lifeJoining her mother and beginning a real estate careerThe time commitment and business mindset required in real estate 23:48 - 34:45 Brokerage Culture and Pricing Choosing a brokerage with training collaboration and productive professionalsLearning from experienced agents through real transaction challengesUsing neighborhood experience to evaluate property pricingCreating buyer urgency with the right initial listing priceWatching competing listings and current market activity 34:45 - 47:59 Historic Neighborhood Expertise Pricing unique homes throughout Jacksonville historic neighborhoodsWhy boots on the ground neighborhood knowledge mattersThe lifestyle appeal of Murray Hill Riverside Avondale and nearby communitiesHelping buyers understand renovation opportunitiesNavigating historic preservation requirements and property restrictions 48:00 - 1:00:35 Older Home Due Diligence Identifying electrical systems that may create insurance concernsUnderstanding chimney moisture plumbing and other older home issuesWorking with trusted specialists familiar with historic propertiesResolving known problems before difficult negotiations beginUsing pre listing inspections to prepare sellers for the market 01:00:36 - 01:16:50 Selling the Neighborhood Lifestyle Marketing lifestyle instead of only bedrooms and bathroomsHighlighting walkability parks restaurants shops and community activitiesDowntown Jacksonville growth and surrounding neighborhood opportunitiesChanging housing needs for families across Jacksonville communitiesPreparing listings while focusing resources on improvements that matter 01:16:50 - 01:25:17 Specialization and Relationships Why micro market specialization matters for buyers and sellersQuestions consumers should ask when interviewing agentsBuilding neighborhood knowledge through long standing local relationshipsFinding opportunities through community connections and Facebook groupsWhy relationships creativity and impact keep Aubrey passionate about real estate Quotes: "You could have all the analytics in the world, but if you're not able to articulate that to an everyday buyer or seller, I think you may be doing them a disservice." – Aubrey Wessolowski "You're a business owner. You're doing the marketing. You're doing the finances." – Aubrey Wessolowski "Having an agent and having a team that knows that and where to go for things is huge, especially in a timely manner." – Aubrey Wessolowski "It's what you put into it too. I love that I can genuinely feel what effort I'm putting forth. I get to actually see it." – Aubrey Wessolowski To contact Aubrey Wessolowski, learn more about her business, and make her a part of your network, make sure to follow her Instagram and Facebook. Connect with Aubrey Wessolowski! Instagram: https://www.instagram.com/aubreywessolowski/ Facebook: https://www.facebook.com/aubrey.mathews/ Connect with me! Website: toprealtorjacksonville.com Website: toprealtorstaugustine.com ...
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    1 ora e 27 min
  • Truth in Real Estate: Protect the Seller, TruthCertified Agents, and Her $2B Referral Network Ep 341 Kati Spaniak

    Truth in Real Estate: Protect the Seller, TruthCertified Agents, and Her $2B Referral Network Ep 341 Kati Spaniak
    Sep 16 2026
    How can sellers know which agent they can truly trust? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Kati Spaniak. Kati Spaniak is a nine-time eXp Icon Agent, former association president, seller educator, and experienced real estate professional who has closed more than 700 transactions representing nearly half a billion dollars in real estate. Through Truth in Real Estate, her national referral operation has placed almost two billion dollars in real estate referrals while personally evaluating thousands of agents. In this conversation with Tracy Hayes, Kati explains why finding a licensed agent is easy, but finding an experienced, ethical, communicative, and professionally marketed agent is much harder. Kati breaks down the standards she uses to evaluate agents, including experience, professional listing photography, online presence, team structure, communication, integrity, and consumer focused service. She also explains the Protect the Seller Circle, the ten commitments agents can make in writing, the referral problems that inspired the movement, and why sellers should expect transparency before signing a listing agreement. The conversation expands into referral ethics, seller education, professional branding, websites, social media, AI search visibility, and why agents who invest in credibility can separate themselves from the competition. Real estate agents who want to join the Protect the Seller Circle can visit protecttheseller.com, choose the agent option, and answer the ten commitment questions. Sellers can also use the resource to understand what they should expect from an agent before signing an agreement. HighlightsTop of FormBottom of Form 00:00 - 17:00 Building a Trusted Referral Network Seller Education Through YouTubeThe Truth in Real Estate Referral ModelPersonal Agent VettingExperience as a Qualification StandardA Consumer First Real Estate Approach 17:00 - 31:47 Trust Communication and Seller Expectations The Protect the Seller CircleListing Agreement TransparencySeller Communication StandardsTrust in the Agent Selection ProcessResponsiveness and Referral Reputation 31:47 - 53:42 The Five Levels of Agent Vetting Professional Listing PhotographyAgent Websites and Digital PresenceTeam Structure and Client SupportProfessionalism Integrity and Emotional IntelligenceWritten Seller Protection Commitments 53:42 - 01:04:01 The Business and Ethics of Referrals Referral Systems and Agent DatabasesReferral Documentation and Follow UpReferral Agreement RisksEthics Mediation and Commission DisputesLong Term Referral Relationships 01:04:01 - 01:15:04 Joining the Protect the Seller Movement Joining the Protect the Seller CircleThe Ten Seller CommitmentsSeller Education as a Trust BuilderChallenges in Difficult Referral MarketsProfessional Branding and Online Visibility 01:15:04 - 01:26:35 Building a Brand Sellers Can Trust Consistent Social Media BrandingSocial Media During Agent VettingOnline Content and Professional CredibilityAgent Marketing Versus Property MarketingEducation Authenticity and Long Term Referrals Quotes: "If we start putting the consumer first, our industry is going to change." – Kati Spaniak "The reason that most sellers choose an agent is because they trust them. Bottom line, trust." – Kati Spaniak "We want to change the industry." – Kati Spaniak "You have to invest in your business. You have to make professional marketing. You have to put that brand out there." – Kati Spaniak To contact Kati Spaniak, learn more about her business, and make her a part of your network, make sure to follow her Email, Instagram, Facebook, and YouTube. Connect with Kati Spaniak! Website: https://www.katispaniak.com Instagram: https://www.instagram.com/katispaniak/ Facebook: https://www.facebook.com/katispaniak YouTube: https://www.youtube.com/channel/UChYYnJlrKrEZySmGzhzj7-Q 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. #KatiSpaniak #RealEstateExcellence #TruthInRealEstate #ProtectTheSeller #TruthCertified #RealEstateAgents #RealEstateReferrals #SellerEducation #HomeSelling #ListingAgent #RealEstateMarketing #AgentBranding #RealEstateEthics #ConsumerFirst #SellerProtection #RealEstateTrust #ListingPresentation #RealEstateBusiness #ProfessionalMarketing #RealEstateLeadership
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    1 ora e 27 min
  • "What Does Your Tuesday Look Like?" — The Question That Changes Everything: Ep 340 Bailey Martin

    "What Does Your Tuesday Look Like?" — The Question That Changes Everything: Ep 340 Bailey Martin
    Sep 9 2026
    What do you want a typical Tuesday to look like? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Bailey Martin. Bailey Martin is a St Augustine real estate broker, entrepreneur, and owner of Sunrise Realty who brings nearly a decade of local experience to buyers and sellers throughout Anastasia Island, downtown St Augustine, World Golf Village, and northwest St Johns County. Bailey shares why she left the larger brokerage environment to build a smaller and more personal business while also making a major lifestyle move with her family from Heritage Landing to Anastasia Island. Bailey and Tracy explore what buyers need to understand about local communities, new construction competition, insurance, short term rentals, affordability, interest rates, staging, and negotiations. More importantly, Bailey explains why successful real estate is about understanding the person behind the transaction, asking better lifestyle questions, staying ahead of problems, and helping clients make decisions that support the life they actually want. If you are buying, selling, or relocating to St Augustine or St Johns County, connect with Bailey Martin and start the conversation around more than bedrooms, bathrooms, and price. Think about the lifestyle you want, the community that supports it, and the local knowledge you need to make the right move. HighlightsTop of FormBottom of Form 00:00 - 14:59 Building Sunrise Realty and Learning the Island Why Bailey decided to open Sunrise RealtyMoving from World Golf Village to Anastasia IslandBuilding a small and collaborative brokerage cultureLearning island zoning, flood zones, beach access, and older homesUsing financial knowledge and new technology to simplify information 15:00 - 26:41 Relationships and Lifestyle Driven Real Estate Why buyers and sellers feel more nervous in the current marketThe memorable first transactions at Bailey's new brokerageUnderstanding the personal story behind a real estate moveUsing the typical Tuesday question to discover lifestyle prioritiesLiving the Anastasia Island lifestyle and building community connections 26:42 - 41:59 Choosing St Johns County Communities Rapid growth around World Golf VillageHeritage Landing and the value of mature communitiesBuilder incentives and the challenge they create for resale homesTrailMark amenities, trails, events, and community lifestyleSilverleaf growth and helping relocation buyers plan years ahead 42:00 - 56:53 Insurance Investment Pressure and Affordability Getting homeowners insurance involved early in the transactionWatching roof age and water heater age before problems appearInsurance challenges with otherwise functional older homesShort term rental saturation and changing investment returnsHousing affordability and the need for more attainable options 56:54 - 1:03:02 The Low Rate Trap and Selling With Purpose Deciding whether a low mortgage rate should control your lifeChoosing lifestyle and happiness over staying somewhere simply because it is cheaperUsing home equity when considering the next purchaseLooking at monthly payment instead of obsessing over rate aloneCreating strong listing exposure through photography, online marketing, and social media 1:03:03 - 1:11:05 Staging Negotiation and the Human Side of the Deal Staging occupied homes without overspendingUsing virtual staging for vacant propertiesGiving clients honest guidance while respecting their final decisionRemoving ego from negotiations and maintaining professional relationshipsRecognizing the emotion underneath seemingly small disagreements Quotes: "I love meeting people. I love the relationships. I love helping people." – Bailey Martin "You take care of people and then everything takes care of you." – Bailey Martin "You only get one chance at this, and I want to be happy on a daily basis." – Bailey Martin "Swallow your ego. Let's be friendly, let's be professional, let's be kind, and let's make a deal." – Bailey Martin To contact Bailey Martin, learn more about her business, and make her a part of your network, make sure to follow her Email, Instagram, Facebook, LinkedIn, and YouTube. Connect with Bailey Martin! Email: https://www.instagram.com/baileymartin_realtor/ Instagram: https://www.instagram.com/baileymartin_realtor/ Facebook: http://www.fb.com/baileymartinrealtor LinkedIn: https://www.linkedin.com/in/bailey-martin1774/ YouTube: https://bit.ly/2RCLZ0b 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. #BaileyMartin #RealEstateExcellence #StAugustineRealEstate #StAugustineFlorida #AnastasiaIsland #SunriseRealty #FloridaRealEstate #NortheastFlorida #StJohnsCounty #WorldGolfVillage #HeritageLanding #TrailMark #Silverleaf #RiverTown #RealEstateBroker #HomeBuying #HomeSelling #Relocation #RealEstateNegotiation #IslandLife
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    1 ora e 11 min
  • Why Price Drops Kill Home Sellers: Ep 339 Marilyn Gilman

    Why Price Drops Kill Home Sellers: Ep 339 Marilyn Gilman
    Sep 2 2026
    Would you trust a real estate agent more if they were willing to lose a commission to stop you from making the wrong financial decision? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Marilyn Gilman. Marilyn Gilman is a Berkshire Hathaway HomeServices real estate professional whose background includes decades of exposure to real estate development through her husband's family business before she earned her own license in 2019. After spending 19 years raising her family, Marilyn entered real estate at age 50, earned Rookie of the Year recognition, sold more than $5 million during her first year, and eventually built a team with her daughter Aubrey. Her experience shaped an approach centered on relationships, listening, judgment, negotiation and putting the client's interests before the transaction. Marilyn and Tracy Hayes explore what separates successful agents from people who simply hold a license. Marilyn explains why trust must be earned, why agents need to slow clients down before they make emotional decisions, and why she will sometimes talk someone out of buying real estate. The conversation also covers pricing, appraisals, affordability, insurance, property taxes, investment properties, changing Jacksonville neighborhoods, fiduciary responsibility, working diplomatically with other agents and the importance of following up when a deal appears lost. For Marilyn, the reward comes from helping people make sound decisions while still embracing the negotiation and business side of real estate that keeps her addicted to the hustle. If this conversation helped you think differently about real estate, relationships and serving clients as a true fiduciary, subscribe to the Real Estate Excellence Podcast, share this episode with an agent who needs to hear it and follow the show for more conversations with top real estate professionals. HighlightsTop of FormBottom of Form 00:00-18:30 Building a Career Through Life Experience Starting real estate at 50Working with daughter AubreyBalancing technology and relationshipsReturning to work after raising a familyTurning life experience into real estate skills 18:30-38:11 Building Trust With Clients Why relationships drive the businessListening before giving adviceTalking buyers out of the wrong houseWhat new agents need to understandProfessional image and personal safety 38:11-01:00:33 Buyers Negotiations and Pricing Understanding what buyers really wantBalancing emotion and financial realityFinding common ground in negotiationsPricing homes for the current marketWhy every transaction requires a different strategy 01:00:33-01:13:49 The Real Cost of Homeownership Property taxes and portabilityInsurance costs in FloridaRoof age and insurabilityLooking beyond the mortgage paymentHelping buyers understand affordability 01:13:49-01:25:26 Knowing When Not to Buy When renting can be the better choiceAvoiding financial overextensionEvaluating investment properties carefullyChoosing communities around lifestyle needsComparing older and newer Jacksonville neighborhoods 01:25:26-01:38:01 Fiduciary Advice and the Real Estate Hustle Handling a low appraisalHelping buyers and sellers find common groundKeeping personalities out of negotiationsFollowing up when a deal falls apartWhy Marilyn loves the hustle and business of real estate Quotes: "We're more alike than different in general." – Marilyn Gilman "You need to figure out what you don't want to figure out what you do want." – Marilyn Gilman "I don't want on my watch someone to buy a house they really can't afford." – Marilyn Gilman "I like the helping people, like everybody probably says, but I'm really addicted to the hustle." – Marilyn Gilman To contact Marilyn Gilman, 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 Marilyn Gilman! Website: http://www.thegilmamgroupfl.com Instagram: https://www.instagram.com/Malgilman/ Facebook: https://www.facebook.com/share/19HuY5jiY6/?mibextid=wwXIfr LinkedIn: https://www.linkedin.com/in/marilyn-gilman/ 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. #MarilynGilman #TracyHayes #RealEstateExcellence #RealEstatePodcast #JacksonvilleRealEstate #FloridaRealEstate #RealEstateAgent #RealEstateSuccess #RealEstateAdvice #RealEstateInvesting #HomeBuying #HomeSelling #RealEstateNegotiation #ClientRelationships #RealEstateFiduciary #RealEstateCareer #RealEstateTeam #PropertyInvestment #Homeownership #RealEstateHustle
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    1 ora e 38 min