What would change in your business if you treated time as your most valuable commodity and priced every hour accordingly? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with luxury agent and team leader Gail DeMarco. Gail drops the polite filter and lays out how she built a near billion in lifetime sales by staying lean, obsessing over data, and designing a brand that shows up everywhere. From four open houses every weekend to hyper-focused farming and YouTube consistency, she explains exactly how she creates momentum in new markets and turns listings into market share. The conversation digs into hiring for coachability, running a tight listing operation, delegating fast, and engineering deals with assumable loans and lender-powered rate buydowns. It is an unvarnished masterclass on standards, time discipline, and creative structure in a tough market, capped with faith-driven leadership and straight talk on saying no to bad fits. If this episode pushed you to tighten your standards and reclaim your calendar, share it with one agent who needs a wake-up call and DM us the one change you will make this week. Highlights: 0:00-5:59 Numbers that make you sit up Why she is in the business of real estate not just a realtorTeam goal: everyone should out-earn the leader2023 production 389M team, 80M personalLean teams beat big teams, people get lostExpect scar tissue and weekly tears on the climb 10:00-13:00 Branding that actually moves property Name recognition as the north star, top of mind wins listingsPremium signage and consistent open house experienceCompliance first, even with team brandingTreat 450k and multi-million the same, remove egoHospitality touches: Fiji water, booklets, consistency 15:51-19:59 Mailers metrics and momentum Four-page data-driven mailers co-op with lenderPull the plug when the farm does not pencil, like a stockProof of everywhere affects community recognitionGive to the community and spend to make moneyYouTube surge from 400 to 67k with consistency 20:20-22:20 Hyper-focus and the price of time Farm a few micro-markets deeplyCo-list luxury so you can be everywhere the listing needsSigns concentrate perception: you sell everything hereTime is the most valuable commodity, price your hoursIf it is not on calendar, it is a no, including Pilates conflicts 52:20-1:00:37 Delegate to elevate and operational excellence If it is not income producing, do not do itPay a premium TC to keep you out of real estate jailContact sport: get off the modules and host more opensRole play Breakfast Club for objectionsWhen to spend three hundred monthly or get a part-time job 1:01:48-1:07:14 Creative deals, lenders, and the close Advertise payment, not price: buydowns beat reductionsAssumable loans open doors with patience on closingCompeting with builders: incentives and differentiationSay no to listings that cannot appraise or performCloseout lender love and episode wrap Quotes: “I am not a realtor I am in the business of real estate.” – Gail DeMarco “I want everyone on my team to make more money than me that is my goal.” – Gail DeMarco “Your most valuable commodity is your time.” – Gail DeMarco “You have to delegate to elevate.” – Gail DeMarco To contact Gail DeMarco, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, Youtube, and LinkedIn. Connect with Gail DeMarco! Website: https://www.movetostjohnsfl.com/ Instagram: https://www.instagram.com/relentlessrealtor/ Facebook: https://www.facebook.com/gail.d.demarco/ YouTube: https://www.youtube.com/@LivinginStJohnsStJohnsCountyFL LinkedIn: https://www.linkedin.com/in/gaildemarco/ Connect with me! Website: toprealtorjacksonville.com Website: toprealtorstaugustine.com SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #RealEstateExcellence #GailDeMarco #LuxuryRealEstate #ListingAgent #RealEstateBranding #OpenHouses #YouTubeForAgents #RealEstateCoach #TimeManagement #DelegateToElevate #AssumableLoans #RateBuydown #LenderPartner #FarmingStrategy #MailersThatWork #PonteVedra #Rivertown #Over55Communities #eXpRealty #RealEstateMindset
Show More
Show Less
Sep 29 20251 hr and 8 mins