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 realtor
Team goal: everyone should out-earn the leader
2023 production 389M team, 80M personal
Lean teams beat big teams, people get lost
Expect 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 listings
Premium signage and consistent open house experience
Compliance first, even with team branding
Treat 450k and multi-million the same, remove ego
Hospitality touches: Fiji water, booklets, consistency

15:51-19:59 Mailers metrics and momentum

Four-page data-driven mailers co-op with lender
Pull the plug when the farm does not pencil, like a stock
Proof of everywhere affects community recognition
Give to the community and spend to make money
YouTube surge from 400 to 67k with consistency

20:20-22:20 Hyper-focus and the price of time

Farm a few micro-markets deeply
Co-list luxury so you can be everywhere the listing needs
Signs concentrate perception: you sell everything here
Time is the most valuable commodity, price your hours
If 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 it
Pay a premium TC to keep you out of real estate jail
Contact sport: get off the modules and host more opens
Role play Breakfast Club for objections
When 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 reductions
Assumable loans open doors with patience on closing
Competing with builders: incentives and differentiation
Say no to listings that cannot appraise or perform
Closeout 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

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Gail DeMarco: Top St Johns County FL Agent