How do you gain trust and authority in a high-stakes industry when you're young, inexperienced, and just starting out?
In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Willie Lane—northeast Florida native, luxury real estate expert, and founder of the Willie Lane Group at Compass Realty. Willie reveals how he built a successful real estate business from the ground up starting at just 22, facing skepticism, inexperience, and a tough market. He discusses the power of consistency, networking over coffee (or beer), and the importance of putting your head down and doing the work—even when the results are 18 months away.
Willie also dives into the structure of his team, how to guide young agents, why trust is the currency of the business, and how social media and mentorship have transformed his growth. From door knocking in a suit to managing a thriving real estate group, Willie’s story is a blueprint for every aspiring agent wondering if they have what it takes.
Love this episode? Share it with a young real estate hustler or someone who needs to hear that perseverance pays off. Don’t forget to subscribe, rate, and follow the Real Estate Excellence Podcast for more behind-the-scenes insights from top-producing agents!
Highlights:
00:00–10:58 From Clueless to Compass
10:59–21:27 The Grit Behind the Growth
21:28–32:10 Systemize or Stall
32:11–43:04 Face-to-Face, The Real Strategy
43:05–56:37 Pricing in the Reality Check Era
56:38–1:13:22 Construction Clarity & Final Gold Nuggets
Quotes:
"Put your head down, do the work, and trust the process—it’ll pay off in 12 to 18 months." – Willie Lane
"I was door knocking in a suit on Saturdays, sweating—but I was doing the work." – Willie Lane
"You want someone to trust you? Be genuine and ask about them." – Willie Lane
"Your goal is to walk into a party and have someone ask you how the market is—that’s when you know your brand is working." – Willie Lane
To contact Willie Lane, learn more about her business, and make him a part of your network, make sure to follow him on his website, Instagram, Facebook.
Connect with Willie Lane!
Website: https://willielanegroup.com/
Instagram: https://www.instagram.com/willielanegroup/
Facebook: https://www.facebook.com/WillieLaneGroup
Connect with me!
Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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