Can you build a billion-dollar brokerage by saying "no" more than you say "yes"?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Corey Hasting. Corey opened his first Engel & Völkers shop in Jacksonville Beach on April 30, 2018. Since then, Corey has opened 3 additional shops located in Amelia Island, the Beaches Town Center and St. Johns Florida. Since opening Corey has recruited over 80 top producing advisors who should sell more than $700,000,000 in volume and over 1500 transactions in 2021. Corey has been awarded countless awards since opening the Jacksonville franchise including being a member of the class of 2020 for the prestigious 40 under 40 list by the Jacksonville Business Journal and in 2021, Engel & Völkers Jacksonville, under Corey's leadership was awarded the 12th fastest growing company in Northeast Florida and the #1 fastest growing Real Estate brokerage by the Jacksonville Business Journal.

Corey fosters a high-performance culture, the non-negotiables he upholds in agent recruitment, and how technology—especially AI—is being used to empower advisors. From managing listings that linger to creating scalable systems that support both agent growth and work-life balance, Corey offers a masterclass in leadership and vision in modern real estate.

If you're a broker, team lead, or top producer stuck at a ceiling—this episode is your breakthrough.

Highlights:

00:00–12:13 Building the Foundation & Elite Brokerage Culture

• Corey's leadership values: humility, curiosity, and discipline
• From D1 athlete to award-winning broker
• Reaching just under $1B in sales with 136 advisors
• Engel & Völkers' reputation in luxury and international markets
• Establishing high standards for culture, production, and full-time commitment

12:14–25:47 Market Dynamics, Pricing Challenges & Seller Education

• Shifts in market behavior and seller psychology
• Empowering agents with data-driven listing conversations
• Cash buyers regaining leverage post-COVID
• Listing strategy adjustments in high-supply neighborhoods
• Creating structure and confidence around value and negotiation

25:48–38:59 Elevating Agent Performance Through Systems & Support

• Transitioning agents from $6M–$15M with backend support
• Exclusive in-house marketing and TC team models
• Time-saving tools that boost daily productivity
• High agent engagement in training and meetings
• 89% of agents grow production in 6 months

39:00–50:52 Culture-Driven Recruiting & Strategic Growth

• Vetting for cultural fit before adding new agents
• Turning down high-volume producers to preserve standards
• Competing through support and service—not splits
• Reinvesting profits into systems over headcount
• Organic team growth via pride and internal referrals

50:53–01:03:59 Leadership Evolution, Vision & Self-Discipline

• Lessons from launching a brokerage at 27
• Milestones to $300M, $500M, and the $1B target
• Balancing ambition with appreciation for the journey
• Vulnerability and personal growth as a founder
• Mental discipline from sports background applied to real estate

01:04:00–01:13:31 Tactical Advice for Brokers & Long-Term Impact

• Mastering recruiting, value proposition, and vision setting
• Full-service vs. capping model decisions
• Why enjoying the wins matters more than just chasing them
• Redefining success as impact, not income
• How broker support creates ripple effects across agent careers
• Conclusion

Quotes:

"Technology is useless if you don't know how to use it or where to find it." - Corey Hasting

"If you're not using some sort of AI, you're falling behind pretty quickly." - Corey Hasting

"Not every business is good business—sometimes you have to say no." - Corey Hasting

"People buy people before they buy product—this is a customer service industry first." - Corey Hasting

To contact Corey Hasting, learn more about his business, and make them a part of your network, make sure to follow him on Instagram, Facebook, and LinkedIn.

Connect with Corey Hasting!

Instagram: https://www.instagram.com/corey_hasting Facebook: https://www.facebook.com/corey.hasting.3 LinkedIn: https://www.linkedin.com/in/chasting/

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

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