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Real Estate Excellence

Real Estate Excellence

By: Tracy Hayes
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 The Real Estate Excellence Podcast brings you real conversations with the top real estate agents, brokers, and industry leaders in Northeast Florida and beyond. Hosted by Tracy Hayes, each episode uncovers the mindset, strategies, and stories behind the most successful professionals in the business. Whether you're a new agent or a seasoned pro, you'll find the insight and inspiration you need to elevate your real estate career.2021 - All Rights Reserved Economics
Episodes
  • Selling $5M Homes in Ponte Vedra Beach

    Selling $5M Homes in Ponte Vedra Beach
    Nov 3 2025
    What if the key to succeeding in the luxury real estate market isn't flash or fame—but quiet consistency and old-school relationship-building? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with luxury real estate veteran Michael Curet, a former pro tennis writer turned top-tier coastal agent. With nearly three decades in the game, Michael shares how he transitioned from ATP rankings to real estate royalty in northeast Florida. He opens up about the early hustle, key relationships, and how his sports background uniquely positioned him to serve elite clientele, including NFL players, PGA pros, and high-net-worth individuals. Michael doesn't hold back as he breaks down what it really takes to break into, and stay in, the luxury market. From handling high-stakes negotiations to navigating land issues like gopher tortoises and coastal construction lines, he gives a masterclass on trust, tenacity, and tactical thinking. Whether you're new to real estate or gunning for the 1%, this episode is a blueprint for sustainable success in competitive markets. Loved this episode? Share it with a fellow agent chasing the luxury dream! Subscribe, leave a 5-star review, and connect with us on social media for behind-the-scenes insights and upcoming guest announcements. Highlights: 00:00 - 03:12 Real Estate Lessons & Local Life in Ponte Vedra · Staying calm during high-stress deals · Halloween traditions in upscale neighborhoods · Golf cart culture and trick-or-treating · Family aging and changing community vibes · What makes Ponte Vedra's neighborhoods unique 03:13 - 10:21 From Pro Tennis to Pro Listings · Starting as a tennis writer for ATP · Transitioning from journalism to real estate · Traveling the world: Wimbledon, Paris, US Open · Moving to Ponte Vedra Beach for the ATP HQ · Building credibility through elite sports networks 10:22 - 18:11 Breaking into Real Estate with NFL and PGA Ties · Landing Fred Taylor as a client · Working with Jaguars during their early years · From networking to nurturing lasting relationships · Competing with seasoned agents early on · Leveraging sports background in real estate 18:12 - 27:44 Cracking the Luxury Oceanfront Market · Turning neglected FSBO lots into listings · Building trust with absentee landowners · Creating snowball momentum from one big break · Selling more oceanfront land than anyone else · Long-distance rapport building and remote sales 27:45 - 36:04 Coastal Real Estate Technical Mastery · What buyers must know about oceanfront lots · Coastal construction lines and elevation factors · Dealing with gopher tortoises and sea turtles · Building relationships with DEP consultants · Selling safety and certainty with due diligence 36:05 - 55:46 Elite Habits, Emotional Control & Career Longevity · Staying consistent after nearly 3 decades · Handling high-stakes, emotional transactions · Why calm negotiation wins in luxury real estate · Daily habits, relationships, and proactive lead gen · Off-market properties and building agent trust Quotes: "Cooler heads prevail. That's advice for real estate and life." – Michael Curet "I never even met the seller. It was all about building trust over the phone." – Michael Curet "Luxury real estate is like the music business; you just need one break." – Michael Curet "You don't need to know everything. But you need to know who to call." – Michael Curet To contact Michael Curet, learn more about his business, and make him a part of your network, make sure to follow him on his Website, Instagram, Facebook, and LinkedIn. Connect with Michael Curet! Website: https://www.pontevedra.com/ Instagram: https://www.instagram.com/curetmh/ Facebook: https://www.facebook.com/michael.h.curet LinkedIn: https://www.linkedin.com/in/michael-h-curet-3b989017/ 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 #FloridaRealEstate #MichaelCuret #PonteVedraBeach #RealEstatePodcast #HighEndHomes #OceanfrontLiving #RealEstateTips #LuxuryAgent #PropertyInvestment #RealEstateLife #TennisToRealEstate #RealtorLife #ExclusiveListings #MillionDollarListing #NortheastFlorida #HomeBuyers #EliteAgent #LandDeals #RealEstateStories
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    1 hr and 10 mins
  • She Flipped the NYC Brokerage Model --And Agents Are Thriving

    She Flipped the NYC Brokerage Model --And Agents Are Thriving
    Oct 31 2025
    What does it really take to lead one of Manhattan's most iconic brokerages through a historic acquisition while preserving its soul and scaling its influence? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Kevelyn Guzman, a visionary leader who took a 100-year-old boutique Manhattan brokerage through a transformative acquisition by Coldwell Banker. She opens up about her journey from Wall Street to real estate, her philosophy of treating agents as clients, and her approach to maintaining culture, innovation, and collaboration in a fiercely competitive market. Kevelyn doesn't just talk about leadership—she lives it. From supporting women in real estate to demystifying CRMs and AI, she breaks down the real work behind agent retention, marketing strategy, and building a brand that lasts. Whether you're an agent, broker, or aspiring leader, this episode will challenge you to lead with authenticity and strategy. If you're a real estate leader or agent looking to elevate your business, follow Kevelyn Guzman on LinkedIn and keep an eye out for her upcoming book. Don't forget to subscribe to Real Estate Excellence, leave a review, and share this episode with a real estate pro who needs to hear it! Highlights: 00:00 – 05:18 From Wall Street to Real Estate Never make emotional decisionsKevelyn's early career on Wall StreetRealizing real estate is about relationshipsMoving into real estate in 2006Surviving the 2008 crash 05:19 – 13:25 Guiding a Legacy Firm Through Acquisition Warburg Realty's 100-year legacyTransition to Coldwell BankerChoosing the right buyerInternational reach and global networkSupporting international clients 13:26 – 24:38 Building a Culture of Agent-Centric Leadership Treating agents as clientsHelping agents build business infrastructureLeadership lessons from "boots on the ground"Recruiting and retaining top talentPutting the agent brand first 24:39 – 34:18 Coaching Through Change and Custom Strategy Quarterly strategy sessions with agentsHelping agents adapt to AI toolsEmbracing individual marketing stylesSocial media resistance turned successMetrics-driven coaching and consistency 34:19 – 47:42 Tools, Tech, and the CRM Problem Matching tools to agent strengthsReal-world uses for CRMsWhite-glove support vs. tech overloadKey tools: Canva, Listing Concierge, RevitalizeBuilding processes to let agents focus on deals 47:43 – 1:03:40 Women in Real Estate and Industry Outlook Launching the NYC chapter of "What Moves Her"Gender bias in luxury real estateCultural and building-level dynamics2026 NYC market predictionsEmbracing visibility, passion, and future goals Quotes: "Never make decisions when you are highly emotional. Just give it some time." – Kevelyn Guzman "Our agents are the CEOs of their business—we're just here to support that infrastructure." – Kevelyn Guzman "It's not always about the money. Support, culture, and visibility matter more than splits." – Kevelyn Guzman "Real estate isn't just a job for me. It's a passion I live out seven days a week." – Kevelyn Guzman To contact Kevelyn Guzman, 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 Kaitlin Chernyshov! Website: https://cbwarburg.com/agent/kevelyn-guzman Instagram: https://www.instagram.com/kevelynguzman LinkedIn: https://www.linkedin.com/in/kevelyn-g-055676b/ 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 #KevelynGuzman #NYCRealEstate #WomenInRealEstate #RealEstateLeadership #BrokerLife #ColdwellBanker #AgentSupport #BusinessStrategy #WallStreetToRealEstate #RealEstateCoach #LuxuryRealEstate #RealEstateBranding #WhatMovesHer #CRMforAgents #AIinRealEstate #AuthenticLeadership #RealEstateRetention #RealEstateInnovation #SocialMediaStrategy
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    1 hr and 4 mins
  • How to 2.5x Your Sales in a Down Market: $8M to $20M in 2025

    How to 2.5x Your Sales in a Down Market: $8M to $20M in 2025
    Oct 27 2025
    What if the secret to your real estate breakthrough isn't a better market... but a better mindset? In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Kaitlin Chernyshov. Kaitin shares how she went from uncertainty and switching seven brokerages to becoming one of Northeast Florida's top-producing agents. Despite working in what headlines call the worst real estate market in recent years, she has already closed over 40 homes and is tracking more than 20 million in sales for 2025. Kaitlin unpacks the mindset shift that sparked her explosive growth, her transition from buyer-heavy business to dominating listings, and the creative open house tactics that actually work. She also talks about starting her team at United Real Estate, hiring the right support, and building a business fueled almost entirely by referrals. Whether you're new to real estate or stuck in a rut, Kaitlin's story will show you what's possible when purpose meets strategy. Looking to reignite your real estate momentum? Follow Kaitlin Chernyshov on Instagram and TikTok. Then hit subscribe to the podcast for more proven growth strategies from real agents winning in today's market. Highlights: 00:00 – 08:25 Finding Direction in Real Estate Kaitlin introduces her seven-year journeySwitching brokerages seven timesWhy she finally found her home at UnitedLaunching Market Makers teamHow she tripled her business in one year 08:26 – 17:03 Creating Open House Magic How she transitioned from 90 percent buyers to 70 percent listingsUsing open houses as conversion toolsThe Santa and Grinch event that led to a closingTurning a no-show open house into a double dealFrom open house guest to future team member 17:04 – 25:45 Scaling with Structure and Support Starting her own team within UnitedLeading agents while maintaining productionHiring a transaction coordinator and social media helpShifting from solo hustling to systemized growthBuilding referrals from past clients 25:46 – 34:12 What Buyers and Sellers Need to Hear in 2025 Why waiting for rates might be a mistakeHer own buying experience during high interestAdvice for buyers on timing and equityLocal market resilience in JacksonvilleSt. Johns County as a top family relocation spot 34:13 – 48:18 Mastering the Listing Side of Real Estate Overcoming seller hesitation with proof and dataTurning expired listings around in under 30 daysSmart staging on a budgetHow she communicates tough feedback to sellersUnderstanding what buyers want today 48:19 – 1:08:43 Mindset, Teams and Market Predictions When Kaitlin stopped stressing over her next dealPre-listing inspections and preventing deal falloutWhat she looks for in a brokerageThe social side of real estate successWhy 2025 may shift from buyer to seller's market Quotes: "I treat every closing like it's my own and that's what makes the difference" – Kaitlin Chernyshov "When I stopped obsessing about where the next deal was coming from it all started to flow" – Kaitlin Chernyshov "People say open houses don't work I've sold over ten from them" – Kaitlin Chernyshov "You can be successful anywhere but the right environment accelerates everything" – Kaitlin Chernyshov To contact Kaitlin Chernyshov, 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 Kaitlin Chernyshov! Website: https://kaitlinchernyshov.com Instagram: https://www.instagram.com/kaitlinchernyshovrealestate Facebook: https://www.facebook.com/share/15jC681zA3/ LinkedIn: https://www.linkedin.com/me?trk=p_mwlite_me_notifications-secondary_nav 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 #KaitlinChernyshov #RealEstatePodcast #ListingAgentTips #RealtorSuccess #MarketMakers #JacksonvilleRealEstate #StJohnsCountyHomes #WomenInRealEstate #RealEstateLeadership #RealtorLife #RealEstateStrategy #HomeSellingTips #ReferralBusiness #TopProducer #OpenHouseSuccess #RealEstateMarketing #NortheastFloridaHomes #RealEstateTeam #MindsetShift
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    1 hr and 9 mins
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