Are you truly listening to clients or just waiting to ask your next question?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Shannon Messina. Shannon brings a kinetic blend of New York grit and Florida community savvy. In this conversation she unpacks how fitness and training shaped her sales engine, why relationships beat cold prospecting, and how themed open houses with real vibes convert neighbors into buyers. She shares the move that reset her life, rebuilt her career, and led to record sales in St Johns Golf.

Shannon fought through nine months of impaired vision, passed her licensing exam with a pirate patch, and surged back with 2020 sight and a bigger vision for her family and clients. Her takeaways land hard be relentlessly resourceful, sell every listing like it is your own, and let clients tell you what matters most then amplify it.

Subscribe and share this episode with one agent friend who needs a push of grit today. Follow the show for fresh playbooks that help you close with confidence.

Highlights:

00:00 - 11:39 Meet Shannon and visibility in real estate • First impressions and introduction • The importance of visibility in real estate • Balancing social media with authentic connection • Why screen time matters for agents • Staying consistent to remain top of mind

23:20 - 34:59 Restart in Florida referrals over cold hunting • Fitness coaching as sales training ground • Leadership lessons carried into real estate • Building trust beyond transactions • Listening deeply to client needs • Creating conversations that convert

35:00 - 46:39 Embracing discomfort to grow intentionally

• Business collapse and bold move south • First FSBO listing that sparked momentum • Treating every client like a marketing billboard • Relocating families through trust and connection • Using reels and hashtags to attract buyers

46:40 - 58:19 Selling with pride and execution • Studying with impaired vision and determination • Passing exams with a pirate patch • Life reset after eye surgery • Embracing discomfort to grow intentionally • A renewed mission in real estate

58:20 - 1:09:59 Hosting events to build community • Neighbors as natural recruiters • Hosting events to build community • Learning from the refrigerator fiasco • Staying calm under negotiation pressure • Relentless drive to find a solution

Quotes:

“I love real estate because I am in control of how much money I make.” – Shannon Messina

“Use what clients give you to ask your next question do not have a script.” – Shannon Messina

“Those dual side deals happened because I sold the home during the open house.” – Shannon Messina

“I like to do things that make me uncomfortable and then do well.” – Shannon Messina

To contact Shannon Messina, learn more about her business, and make her a part of your network, make sure to follow her on her Instagram and Facebook.

Connect with Shannon Messina!

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

Facebook: https://www.facebook.com/shannon.messina.106

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

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