How do you build a long-term real estate career in a constantly shifting market?

In this episode of the Real Estate Excellence Podcast, Tracy sits down with Jena Perez, a top-producing real estate agent in Jacksonville, Florida, with nearly 20 years of experience. Jena shares her journey from starting as an administrative assistant for her parents’ real estate business to becoming a well-respected, high-producing agent. She discusses the ups and downs of the market, the importance of building lasting client relationships, and how to push through difficult moments in the industry.

Jena is passionate about helping clients buy, sell, and invest while providing exceptional service and communication. She has been honored as a Top Producer in North Florida and featured in the Jacksonville Business Journal’s Residential Real Estate List.

Take a page from Jena’s playbook: Stay connected with your clients, build trust, and never stop learning!

Highlights

00:00 – 05:14 Jena Perez: Top Jacksonville Realtor Reveals Pro Tips

Working for her parents in real estate administration
Learning the backend of real estate transactions
Transitioning into sales and overcoming early fears
The importance of mentorship in the beginning stages
Realizing real estate was the right career path

05:15 – 12:30 Overcoming Self-Doubt

Moving to Jacksonville and starting over in a new market
Struggles with confidence as a young real estate agent
Considering leaving real estate and exploring other careers
Finding the right support system and mentors
How persistence and passion helped her push through

12:31 – 20:45 The Power of Client Relationships

Why real estate is about long-term connections, not just transactions
The importance of staying in touch with past clients
Creative ways to provide value beyond the sale
How personal branding plays a role in client retention
The difference between transactional and relationship-based agents

20:46 – 35:00 Handling the Ups and Downs

The reality of feast and famine in real estate
Why many agents struggle with consistency and motivation
How to build a sustainable business model that weathers slow periods
Leveraging social media, referrals, and networking for steady growth
The mindset shift that keeps top producers ahead

35:01 – 01:12:57 Lessons in Negotiation & Leadership

The role of emotional intelligence in real estate deals
Strategies for handling difficult conversations with clients
How to keep deals together when challenges arise
The importance of removing ego from negotiations
Learning from every transaction to improve as an agent
Conclusion

Quotes:

"You have to love what you do and take the ups and downs. If you stay consistent and keep pushing through, success will come." – Jena Perez

"The key to a long-term real estate career? Stay in touch with your past clients. Don’t be a secret agent!" – Jena Perez

"Every transaction teaches you something new. Even after 20 years, I’m still learning with every deal." – Jena Perez

To contact Jena Perez, learn more about her business, and make them a part of your network, make sure to follow her on Facebook, Instagram, and Website.

Facebook: https://www.facebook.com/jena.wickowski

Instagram: https://www.instagram.com/jenasellsjax

Website: https://jenaperez.myrealtyonegroup.com/

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

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