Claire Sheehan: Top Jacksonville Realtor, Home Flipper and Investor

REE #252 Transcript

[00:00:00] Claire Sheehan: If you change your thinking, you change your life—anything you do, whether that's business, your marriage, or friendships. And I really think that's the key right there. It's just never not learning and growing. Life can be incredible.

Hey, welcome back to the Real Estate Excellence podcast! Today, we are featuring a top Jacksonville real estate agent, interior designer, and investor who has taken the market by storm. After launching her career in Tampa Bay, she moved to Jacksonville just two years ago and has already closed over $50 million in real estate volume while opening NetWorth.

[00:01:09] Tracy Hayes: Realty of Jacksonville. She's passionate about investing, designing, and helping others build wealth through real estate. Whether you're an investor, a homebuyer, or an agent looking to grow, you won't want [00:01:20] to miss her insights. So let's welcome Claire Sheehan to the show!

[00:01:23] Claire Sheehan: Thanks so much for having me! I'm excited.

[00:01:26] Tracy Hayes: I'm excited to dig in here because, as we talked about pre-show, you and your husband have branched off with NetWorth. I think other agents need to know what you're doing out there. And obviously, with what you guys are doing—renovating and flipping homes—agents have buyers for those homes. They need to have you on their speed dial and say, "Hey, what do you have coming up?"

[00:01:50] Claire Sheehan: Yeah, actually, I use that a lot. I’m very listing-heavy because I work with a lot of investors. That’s always the nice thing—chatting with the listing agents, sellers, or investors and seeing what their buyers are looking for.

A lot of times, buyer agents will build a relationship with me and call me like, "Hey, I have a buyer looking for a 4/2 in the San Jose area. What do you have coming up?" I can go into the inventory and see what’s available. Or, if I have a personal project, I can even tailor it to their preferences. It’s really cool when I get to do that.

[00:02:24] Tracy Hayes: Yeah, whether it's you, new construction builders, or other companies doing similar work—flipping properties—some of these guys have started buying lots and building spec homes. I think it's very important for every real estate agent to have those people on their speed dial.

A lot of times, it’s a first-time homebuyer just looking for that small home. These builders are buying small lots, whether in St. Augustine or Jacksonville. They’re not building a whole subdivision—they’ve got a lot here or a couple of lots where they’re putting up spec homes or renovating properties in great areas.

[00:03:03] Claire Sheehan: Yeah, I’ve seen that a lot. That’s what's interesting, especially around the outskirts of Murray Hill. You can still get that affordable price point—under $230K or so. We’re seeing new construction alongside manufactured homes.

It’s true—you see big companies coming in, buying up properties, and transforming the area. But I love the older homes because I do a lot of fix-and-flips and design work. I live in a 1940s bungalow in Jax Beach. I love getting to redo the original hardwood floors and keep unique features like skylights—

[00:03:39] Tracy Hayes: In 1940? I don’t think so! I think that was probably put in during the ‘80s.

[00:03:45] Claire Sheehan: [Laughs] The cool glass blocks! Or different windows, French doors—we have those. The old glass door handles—I love homes with character and charm.

Jacksonville is one of the last places in Florida to see more unique rehabs and renovations. A lot of Jacksonville homes still have basic finishes—carpeted bedrooms, standard kitchens—but the market is shifting. That’s why it’s helpful to talk to investors flipping and renovating. I’ll come in and suggest unique tiles, vanities, light fixtures, or mirrors. Those details stand out because not many people are doing that here. That’s a massive opportunity.

[00:04:37] Tracy Hayes: Let me ask you this—there’s still a lot of land to build.

[00:04:40] Claire Sheehan: Yeah.

[00:04:41] Tracy Hayes: Nassau County is expanding north toward the Georgia line. St. Johns still has huge areas of new construction. But affordability—especially for first-time homebuyers—is a challenge everywhere.

For these flips, do you see a distinct line between buyers wanting new construction and those realizing that’s out of their price range? Are they shifting to newly renovated homes, knowing they still get new appliances and upgrades without the new-build price tag?

[00:05:23] Claire Sheehan: It’s all relative. I came from Tampa Bay, where prices are practically double. My bread and butter in Tampa was around $400K, whereas here, you can get almost the same thing for under $300K.

Jacksonville is one of the oldest cities in America, but its prices and development have lagged. That’s changing. The ground is breaking—there’s $5 billion going into downtown. There’s a buzz. But you can still get properties for $50K just outside downtown.

As an investor, we have a diverse portfolio of rentals. We tried Airbnb but love long-term rentals and flips. The opportunity here is huge. You don’t need $100K or more in cash to buy, hold, and build equity. Even buyers looking for a family home can find something under $200K.

I sell a lot in neighborhoods like Tallulah, North Shore, and Panama Park—areas that still feel safe but remain affordable. I see those values skyrocketing over the next 5-10 years.

[00:07:02] Tracy Hayes: It sounds like you’re talking about neighborhoods on the edge—places that had a heyday, then declined over time. Maybe they became mostly rentals, but now investors are seeing opportunities.

People are buying homes for $100K-$150K, putting another $100K-$150K into renovations, and still making a profit. It helps transition these neighborhoods back into desirable areas where families want to move. That, in turn, improves schools and builds stronger communities.

[00:08:00] Claire Sheehan: Absolutely. I see that all the time. The potential is massive. But I also love that every neighborhood has its own character and style of homes.

Take Historic Springfield—I have a friend who lives in a house from 1893 with a double balcony. That’s so cool! Older homes were built differently. I love high ceilings, big windows—things you don’t always get in new construction.

For buyers, this is a balanced market. They have a little bit of leverage, and…

[00:09:00] Claire Sheehan: You know, buyers can get a lot more in closing costs, and there are programs where they can get 100% financing. I feel like Jacksonville is really pushing to make homeownership more affordable, like with the H2H program. I think that one's currently suspended because the funding ran out, but it always refreshes every so often.

There are a lot of cool initiatives like that. Many buyers in the lower price points never thought they could own a home. I’m working with a buyer right now—he’s 72 years old, a kind and sweet man—who never thought homeownership was possible for him. I’ve been working with him, showing him that it is a reality. You can just see his eyes light up with excitement. Making a dream come true like that is what makes my job so rewarding.

[00:09:25] Tracy Hayes: I’m going to transition here, but we’ll revisit this in detail. First, a little commercial break.

Claire, you’ve got a nice hot pink one of these in your bag—Remi Graphics makes these great mugs for me. Let me get it in the light here. There we go—Remi Graphics. It’s got the show logo on one side, their logo on the other. They do laser-engraved gifts, and the mug is just one of many items they offer.

She’ll do one-offs, too, so if you’re doing housewarming gifts and want something custom—like “John and Sally, welcome to Jacksonville”—she can make that for you. Claire’s got a hot pink one to take home.

All right, let’s get into your background. You were born in Texas and played volleyball. You go off to college, end up at South Florida. As you told me pre-show, give everyone a little background—toward the end of your college career, you meet your husband. What happens next? What leads you into real estate?

[00:10:25] Claire Sheehan: Yeah! So, I played volleyball at the University of South Florida, but I tore my ACL. My husband did the same thing.

[00:10:36] Tracy Hayes: Did you meet in rehab? Is that where—

[00:10:37] Claire Sheehan: [Laughs] Not quite! We actually met through SAC—the Student-Athlete Advisory Committee. A few people from each team would get together biweekly to talk about events and ways to improve athletics.

I was the secretary, and he became the president. I had a big knee brace on at the time, and then a few weeks later, he tore his ACL, too. So we kind of connected through that.

[00:10:58] Tracy Hayes: Oh, my goodness.

[00:10:58] Claire Sheehan: Yeah, but it turned out to be a blessing in disguise. It’s cool how life works—you think something is just an obstacle, but we believe there are no coincidences. Everything happens for a reason. It’s about what you do with it and how you move forward.

So, we met in college, worked in Tampa Bay for years, and I’ve always been a creative person—I love painting, cooking, graphic design, advertising, and marketing. That’s what I love about real estate—it allows me to exercise that creativity while also using my business mindset.

Being an athlete, I’ve always been competitive and driven. I love entrepreneurship—building a portfolio, not having a traditional job, and creating something meaningful. Real estate lets me do that while making an impact in a city, which is really exciting.

Traditional real estate is marketing, and this year is a big transition for me. In the past, I was always in organized chaos, constantly handling investment deals coming my way. But now, for the first time, I get to be intentional—focus on branding, marketing, and building a vision. I’m excited to experiment with different videos, content, and experiences.

[00:12:42] Tracy Hayes: Your husband got into real estate first. Tell us how he ended up at NetWorth, how you got your license, and how you both got deeper into the business.

[00:12:59] Claire Sheehan: Yeah, so after college, my husband Riley went application crazy—he was meeting with all these different people. That’s when he met Joshua Too, our mentor and broker-owner of NetWorth Realty of Tampa.

Joshua became an amazing, impactful person in our lives. He introduced us to the people we now do professional coaching with and really helped shape who we are today. We can’t thank him enough for giving us that opportunity.

Riley joined NetWorth and became the number-one agent in the nation for the company. He’s still incredible at what he does, mainly in the investment real estate space.

[00:13:34] Tracy Hayes: For people listening, when you say “investment real estate,” what exactly do you mean?

[00:13:40] Claire Sheehan: Our company closes on about 20 to 35 properties a month, all distressed properties. These aren’t homes you can get traditional financing on. We close on them, then either hold onto them or have other investors come in to fix and flip or buy and hold.

If someone came to Riley and said, “Hey, I want to buy a house,” he’d say, “Go talk to Claire.” He could help, but I’m the expert on traditional real estate. His focus is purely investment properties.

At NetWorth, we had an in-house listing agent who handled renovated properties once they were ready to sell. When she decided to move to Paraguay, Joshua came to me and said, “I believe in you. You know the business. Will you take over?”

At that point, I hadn’t done a single deal—but I said, “Absolutely, let’s do it.” I jumped into the deep end and closed 52 deals in my first year.

[00:15:03] Tracy Hayes: Wow. So on Riley’s side, he’s out finding distressed properties with investor money—mostly cash deals, right?

[00:15:22] Claire Sheehan: Yep, all cash deals. That’s his expertise—finding distressed properties, estimating rehab costs, and determining resale value.

That’s what’s great about what we do. I handle traditional buyers and sellers, but I also have a deep understanding of the investment side. I know what a distressed home could become, what renovations cost, and how to assess value.

A lot of people overestimate costs—like, they think a new roof is going to be $20K. We always joke that if a roofer quotes you $20K, you better be shaking their hand while they enjoy their lobster dinner! [Laughs] It’s just about understanding the numbers.

Having that knowledge helps my buyers, too. When they go through an inspection and see something like aluminum wiring or a double-tap breaker, I can immediately explain what it is and what the cost will be.

[00:16:33] Tracy Hayes: That peace of mind is huge.

[00:16:40] Claire Sheehan: Exactly. For example, I had a Zillow buyer who found a beautiful home in Deer Creek, but it was outdated—like a 1990s house. They loved the layout but weren’t sure about the aesthetics.

After learning what I do, they realized they could renovate. I helped them update the master suite, flooring, lighting, and even transformed an upstairs space into a man cave.

[00:17:19] Tracy Hayes: That’s amazing. Was this one of your investment flips, or just a home they found?

[00:17:38] Claire Sheehan: No, this was just a regular home on the market. They bought it with a conventional loan and had the cash to do the renovations.

We negotiated a large seller concession to save them money at closing, which they used to renovate. I helped facilitate everything—choosing tile, flooring, and design elements. It was really rewarding because they told me, “We would have never bought this home if we didn’t know what was possible.”

[00:18:40] Tracy Hayes: Man, that’s a skill that many agents should be searching for—the ability to do that.

Especially with the affordability challenge across the country, being able to go in and see the potential in a home is huge. Coming from lending, I always remind people we do renovation loans.

If you find a house that doesn’t have a pool, but everything else is perfect, we can do a renovation loan and add the pool. That location is unique—there’s only one piece of dirt in that spot. If that’s the house for you, but it just needs a tweak, let’s make it work.

I’m sure agents run into this all the time—we talk about it often on the podcast. Buyers walk into a house, and sometimes just the paint color throws them off. It’s like, “We can just paint the walls for you.”

Or they say, “I don’t think my king-sized bed will fit in this master bedroom.” Dude, it’s Florida—every master bedroom is big enough for a king-sized bed! [Laughs] But those little things throw people off.

The ability to translate that vision for a buyer is so important. That Deer Creek house you mentioned—it sounded pretty straightforward. They understood your skill set. But I imagine you’ve had other clients who needed a little more convincing?

[00:19:54] Claire Sheehan: Yeah, it’s intimidating for a lot of people. I’m used to walking into properties that are not in good shape—mold, bad roofs, total gut jobs. Some of our projects need $150K+ in renovations. That scares a lot of buyers.

So, when we find a property like the one in Deer Creek—perfectly financeable, just needs a bathroom update, kitchen refresh, new light fixtures—it’s much easier to help buyers see the vision.

But yeah, most people can’t walk in and say, “Okay, let’s knock down this wall, even out the countertops, add recessed lighting.” That’s overwhelming.

That house in Deer Creek ended up selling for about $625K with $25K in concessions. After renovations, it’s probably worth around $700K now. So that’s instant equity for the buyer.

[00:20:51] Tracy Hayes: Right. They put some money in, but now they’ve got a home with a much higher value.

I heard someone say recently, “If I put a dollar into a renovation, I’ll get a dollar back.” And I thought, that is so 2006. That’s not always true, is it?

[00:21:07] Claire Sheehan: No, not at all.

People can really tell quality now, especially with inventory a little higher. If you walk into a flip and see basic carpet, white shaker cabinets, silver hardware—it doesn’t stand out. It’s fine, but it’s basic.

Versus a house where they put in specialty tile, higher-quality flooring, or upgraded fixtures—that one will stand out. If three similar houses are on the market, the one with better finishes is going to sell first.

[00:21:49] Tracy Hayes: Speaking of that—what are buyers looking for?

Agents listening right now might think, “Well, I already know,” but when you go into a home from the ‘70s that needs $75K–$100K in work, what are the must-do renovations?

[00:22:14] Claire Sheehan: If we’re talking about a distressed home—not a total gut job, but one that needs a full renovation—our team at NetWorth accounts for everything.

Full kitchen gut, full bathroom gut, paint, lighting, fixtures. We always look at major systems—roof, HVAC, water heater, electric panel, plumbing. If it needs it all, we account for it all.

Sometimes we overestimate, then realize, “Okay, the water heater is fine,” or “These cabinets can just be repainted with new hardware.” But in most cases, we do everything because we want to put out a quality product we’re proud of.

[00:22:56] Tracy Hayes: That makes sense. You’re competing with new construction and homes built in the last decade, so you have to go the extra mile.

Sure, you could cut corners and maybe make a little more profit, but if you modernize it right, that house sells way faster.

[00:23:31] Claire Sheehan: Exactly. And for our personal projects, we’re not trying to hit a home run on every single deal. We’re more focused on quantity—doing 10–12 flips a year instead of one or two big ones.

And Jacksonville may be a big city, but in the investment and real estate circles, it’s small. Your reputation matters.

That’s why we stick to our core values—excellence, honor, and gratitude. That’s helped us build strong relationships in a short amount of time.

[00:24:17] Tracy Hayes: That’s a great point. Agents should have you on their speed dial. If they bring a buyer to one of your renovated homes and the craftsmanship is off—corners cut, cabinets misaligned, floors uneven—that’s a bad look.

Buyers are signing up for a 30-year loan. The house needs to be solid. If the foundation isn’t level or there are structural issues, you’ve got to address that.

[00:25:14] Claire Sheehan: Definitely. But there’s also a balance. Some investors over-improve—they’ll put in a $15K fence or a $10K asphalt driveway that wasn’t necessary.

Now, they’ve lost money because the comps don’t support that price.

If it’s your forever home, fine—go custom, use premium materials. But if you’re selling soon, you have to be strategic.

[00:25:58] Tracy Hayes: Right. A lot of first-time buyers think their first home is their last home. But things change. People move. Jacksonville is a transient city.

I think some agents need to ask more questions. Some are great at it, but others just throw buyers into new construction without considering resale value.

[00:26:31] Claire Sheehan: Exactly. I had a friend in Springfield who bought a beautiful 1893 home. Then they had to put a ton into plumbing and other repairs.

They’re in the Navy and got transferred, so now they’re renting it out—not because it’s a great rental, but because selling right now would mean losing money. That’s the tricky part in a military city like Jacksonville—some people settle here long-term, but others get relocated.

[00:27:04] Tracy Hayes: Back to renovations—what are the “wow” features that really make a difference? Granite countertops?

[00:27:28] Claire Sheehan: It depends on the price point.

One of my favorite kitchen upgrades is a farmhouse sink. I always use quartz—it’s durable, doesn’t stain easily, and has a good price point. Calacatta quartz is a favorite because it has a subtle vein pattern that adds style.

For higher-end flips, we love double waterfall countertops. We did that in a house in St. Augustine, and it completely transformed the kitchen.

[00:28:05] Tracy Hayes: What about flooring?

[00:28:11] Claire Sheehan: It depends on the house.

In my own home—a 1940s bungalow in Jax Beach—we refinished the original hardwood floors. They’ve got some waves in them, but that’s part of the charm.

In other homes, we’ll use a 20mm luxury vinyl plank. It’s waterproof, durable, and looks great.

Every project is different. Some people love the character of hardwood, others want modern and sleek. My job is to figure out their style and make it work.

[00:31:06] Tracy Hayes: I lost my train of thought on my next question, but we’ll pivot slightly.

52 homes in your first year—that’s impressive. Many agents I have on the show start by signing up with a traditional brokerage. Obviously, you and your husband took a different path.

I don’t want to dwell too much on learning the game from a broker, but you mentioned your mentor, who owns the Tampa franchise. Your husband got into real estate first, did very well, and then you came in.

What were some things you had to learn—about real estate, about yourself?

[00:31:53] Claire Sheehan: Absolutely.

I truly had one day of training with a woman before she moved to Paraguay. So, I jumped in with both feet. I had the NetWorth Realty team in Tampa behind me, but they weren’t doing exactly what I did.

[00:32:11] Tracy Hayes: Right, they were more on the front end—finding and renovating homes—while you were handling the finished product.

[00:32:16] Claire Sheehan: Exactly. I worked with investors who’d say, “Hey, my house is ready to sell.”

Honestly, I learned to be charismatic. I love connecting with people, adapting to different personalities, and building trust.

I became massive on communication—keeping clients informed, setting expectations, and learning the game of real estate. I always joke with new agents on our team: “Flirt a little.” Not in a bad way, but in the sense of engaging, asking deeper questions, and making real connections.

[00:32:46] Tracy Hayes: Women have a power they don’t always use. [Laughs]

[00:32:50] Claire Sheehan: [Laughs] Right? But seriously, it’s about asking the right questions.

A lot of agents don’t dig deep enough. If a buyer says, “Oh, I don’t know about this house because of the roof,” I ask, “Okay, if we get an inspector out and confirm the roof is good, are you 100% ready to move forward?”

Suddenly, the conversation shifts.

I apply the same strategy with investors. Are they prioritizing speed? Maximum profit? Favorable terms? Understanding their real goal lets me position negotiations to benefit everyone.

At the same time, I’ve developed strong core values—honor, gratitude, grit, and excellence. When every decision is based on those, everything else falls into place.

[00:33:48] Tracy Hayes: You’ve listened to my show before. [Laughs]

[00:33:50] Claire Sheehan: A little bit! I love the grit and excellence talk.

[00:33:55] Tracy Hayes: [Laughs] Well, you were touching on something important.

From the lending side, you have to listen—not just to what clients say, but what they don’t say.

People in real estate often claim, “I’m not a salesperson.” But you are—because you have to take the deal from contract to closing.

Agents who keep their ears open catch potential financing issues early.

I get calls all the time from agents saying, “Hey, I need you to call this buyer. I can’t get them to tell me how much they have for a down payment.”

Buyers expect a lender to ask those questions, but sometimes agents are too bashful to ask about finances. Simple questions like, “How much are you putting down? Is it in savings?” can reveal, “Oh, no—I need to sell my other house first.”

Well, now we know this is a contingent deal.

[00:35:42] Claire Sheehan: Exactly. I have a VA buyer right now who needed $25,000 in seller credits to qualify for a home.

The numbers were tight, and the seller couldn’t go that low. But this buyer needed to pay off a credit card and a car loan to qualify.

So, instead of pushing for the original house, we found another one $50,000 cheaper. The buyer still wanted $25,000 in credits, but he didn’t need them.

I checked with the lender: “Does he need this, or just want it?” That’s a key difference. I want to get my buyers the best deal, but I also need to negotiate terms that work for both sides.

[00:36:41] Tracy Hayes: Right. And for anyone listening—VA loans allow up to 4% in seller concessions for closing costs, but sellers can also pay off debts beyond that.

VA is a great loan, but understanding those little nuances—like paying off credit cards—can make a huge difference.

[00:37:11] Claire Sheehan: Absolutely.

[00:37:11] Tracy Hayes: You mentioned grit.

I’ve been talking about this a lot lately—I read Grit by Angela Duckworth. Have you read it?

[00:37:20] Claire Sheehan: Not yet!

[00:37:22] Tracy Hayes: You should. I’m actually developing a talk on grit in real estate.

You’re episode 252, and I’ve noticed something—agents all go through periods where they question themselves.

You’re emotionally invested in your clients, deals fall through, the market slows down… and you start thinking, “Am I doing what I should be doing?”

I call it the LLC—Love, Laughter, and Consistency.

So, I’m going to ask you—what do you love about real estate?

[00:38:40] Tracy Hayes: Being young, your experiences are building. When you get as old as me, you start looking back, and when life throws you a curveball, you realize—it’s meant to challenge you, to make you better.

Today, I laugh at things that used to stress me out. We go, “Oh my God,” but then we think about it and realize, I’ve overcome things before. I’ve done this, I’ve done that. That’s the “laughter” part.

So, I want you to think of a time when something set you back—something that made you go, Wow, okay… how do I see the glass half full here? Something that made you laugh and press on.

Then, we’ll talk about consistency—what you do consistently in your business.

But first, let’s start with love—why do you love real estate? Especially with what you guys are doing, because it’s unique. You’re not just doing standard real estate; you’re involved in fix-and-flips.

It must feel good to take a house with weeds growing up, plumbing issues, and outdated everything—and transform it into something beautiful.

[00:39:04] Claire Sheehan: I love, first and foremost, connecting with all different kinds of people.

As we touched on earlier, Jacksonville is an international market. I’ve met people who’ve come from almost nothing—from Serbia, Albania—who have built wealth through rentals and flips. It’s incredible to see their journey.

I also love working with a team. Unlike some realtors, I go into the office every day. We collaborate, brainstorm, and support each other.

And of course, I love creating beautiful spaces. Some people look at a neglected house and say, Tear it down. I see potential. I love taking something ugly and turning it into something no one would even recognize.

[00:39:50] Tracy Hayes: Love that. Now, give us the laughter part—something that set you back, gave you a little reality check, but you pressed on.

[00:39:58] Claire Sheehan: Honestly, this ties into consistency, too.

I try to stack my wins. If the market slows down, or if things get tough, I focus on what’s working.

For example, we had a great business in Tampa Bay. It was rolling. But we saw potential in Jacksonville, so we took the leap.

That was tough. We had to have extreme grit—starting fresh in a city where many people have lived their whole lives. Everyone knows each other here—their aunts, uncles, cousins. You have to build trust and relationships from scratch.

That wasn’t easy, but I made a decision: I’m going to work hard. I’m going to build relationships. I’m going to be excellent. And things fell into place.

Life is too short to not enjoy the ride. Like when I blew out my knee in volleyball—I could have gone pro. But that injury led me here.

Everything happens for you, not to you. If you learn from a loss, you’re actually winning.

[00:41:25] Tracy Hayes: Well said.

People underestimate the grit you guys needed to do what you did.

Looking back, if it hadn’t worked out, you’d have regrets. You might have thought, We should’ve stayed in Tampa. It was rolling there.

But you took the risk, made sacrifices, and now—look at where you are.

And I don’t see an end in sight for you guys. Maybe you’ll have to move further out as the market shifts—Clay County, St. Augustine, who knows? There’s plenty of opportunity still ahead.

Plus, this year, you’re shifting into more traditional real estate—working with buyers and listings that don’t need full gut jobs. You’ve got all this experience now.

[00:43:04] Claire Sheehan: Yeah, we have big goals.

Right now, we work within a 100-mile radius of Jacksonville, including St. Augustine.

I once knew someone who read a book about “Big Hairy Audacious Goals” (BHAGs)—and that idea really stuck with me.

If you don’t set big, intimidating goals, you’re not pushing yourself.

Every year, we look back at our goals, and we keep exceeding them. Our office—NetWorth Realty of Jacksonville—became #1 in the nation by volume out of all NetWorth Realty offices, even those that have been around 15-20 years.

And we did that in under two years.

That’s the power of setting ambitious goals, working hard, and surrounding yourself with the right people.

[00:44:00] Tracy Hayes: It sounds like NetWorth Realty has a blueprint for success.

There are, what—27 markets?

[00:44:13] Claire Sheehan: Yep, 27 markets.

[00:44:13] Tracy Hayes: And they’ve already evaluated Jacksonville for you before sending you and your husband here.

They’re taking successful people from strong markets like Tampa and expanding.

But when you talk about big, hairy audacious goals, one thing comes to mind—naysayers.

Have you had to deal with that? Have you had to distance yourself from negativity?

Because every house you buy is a risk. And even though you’re using investor money, that money can dry up if you’re not delivering returns.

[00:45:12] Claire Sheehan: Oh, we could talk about that for hours. [Laughs]

Luckily, both Riley and I have supportive families.

But a lot of them have 9-to-5 mindsets. They love us, but they don’t fully understand what we do.

When we moved to Jacksonville, we were on our own funds. We had to make it happen. We followed the playbook, but we had to execute it ourselves.

And yes, going into real estate—both of us, full-time, commission-based—it was intimidating for the people around us.

[00:45:43] Tracy Hayes: Right. “Oh, you’re going 100% commission? Are you crazy?”

[00:45:47] Claire Sheehan: Exactly! But that excites us.

We’re former athletes. We’re competitive. We love that there’s no cap.

People say, “You are the average of the five people you spend the most time with.”

I believe you are the average of the five people you let influence you.

We surround ourselves with high-level thinkers—millionaires, billionaires. Not just financially, but people who excel in relationships, business, and mindset.

We do personal coaching calls, masterminds, and constantly put ourselves in rooms where we can level up.

And that has changed everything.

Some of our family and friends were intimidated when we started doing rentals and flips. But now, they’re watching us grow. They’re seeing what’s possible.

And that’s the best part—watching people evolve, explore, and realize what they’re truly capable of.

[00:46:58] Tracy Hayes: That’s huge.

It’s refreshing to hear young people talk like this. Clearly, you’ve had strong mentors.

A lot of people are stuck in the “safe” playbook—work 9-to-5, avoid risks.

But if you have a plumbing issue, you don’t call someone who’s never fixed a pipe. You call the plumber.

And in your case, you’re proving that the risk was worth it.

[00:48:00] Tracy Hayes: A lot of people take advice from those who have no experience in where they want to go.

I’ve heard this said many times—you see it online, in personal development reels—“Don’t take advice from someone who hasn’t been where you want to go.”

So many dreams are shot down before they even get a chance to grow.

[00:48:03] Claire Sheehan: Yeah, and a lot of people are scared to invest in themselves.

Most millionaires and billionaires spend at least 10% of their income every year on personal growth. But the average person? They see a $2,000 coaching program or a conference and think, Oh, that’s too much.

What they don’t realize is—personal growth isn’t a one-time event. It’s consistent stacking of knowledge and skills.

One of our coaches—Keith Craft, out of Texas—calls himself a think coach. He always says, If you change your thinking, you change your life.

That applies to business, relationships, everything. The key is to never stop learning and growing.

[00:49:03] Tracy Hayes: Bringing that back to real estate—you came in at a totally different angle than the average agent.

Most agents get their license, then start trying to find buyers and sellers. But you were born into the business—investments, flips, seeing what real estate can be.

That gives you a much broader vision. You don’t just see what is, you see opportunity—even in areas where others might not want to invest.

[00:49:51] Claire Sheehan: Exactly.

I was just talking to a South African investor I work with. She buys flips, I do the interior design, and then I list them at a higher commission.

She has a property on Franklin Street, just north of downtown near the stadium. We were discussing whether to flip it or hold it as a rental.

I told her about the $5 billion going into downtown—the Gateway River Jax project, the redevelopment efforts. Having that background knowledge helps investors make smarter decisions.

[00:50:31] Tracy Hayes: Right, because the renovation strategy changes based on the goal.

If the plan is to rent for 5–7 years while the area develops, you renovate for durability, not for resale. Then, once the area appreciates, you do a lighter update and sell at a premium.

[00:51:11] Claire Sheehan: Exactly. That’s just smart investing—having a solid team that understands the market.

We saw this happen in Tampa. We lived South of Gandy, near MacDill Air Force Base. When we first bought there, it was a nice neighborhood, but not a hotspot.

But we saw two Publix stores being built within five minutes of our house. That was our clue—growth was coming.

And sure enough, it ended up being the best real estate move we ever made.

We lived there, sold at a profit, and then moved to Jacksonville.

That’s what’s exciting about Jacksonville—we’re in a golden era right now.

[00:52:06] Tracy Hayes: Yeah, and the jobs are here.

People who live here say, “Oh, Jacksonville is becoming unaffordable,” but compared to Tampa, Miami, or Naples, we’re still incredibly affordable.

[00:52:34] Claire Sheehan: Exactly. Jacksonville is the last coastal city in Florida that hasn’t had massive price surges.

Miami, Naples, Tampa, and Orlando have all skyrocketed. Jacksonville is just as big as those markets—but still has room to grow.

In 5–10 years, it’s going to look completely different.

[00:52:53] Tracy Hayes: Let’s talk about lending challenges—especially in the sub-$400K price point, where first-time homebuyers are struggling with interest rates.

What challenges are you seeing?

[00:53:22] Claire Sheehan: The good news is—buyers have more negotiating power right now.

I’m asking for closing cost credits on almost every deal. That’s helping buyers keep more cash in their pocket.

[00:53:31] Tracy Hayes: And appraisals? Have you had any low appraisals recently?

[00:53:35] Claire Sheehan: Not as many as before.

It still happens—sometimes an appraiser from another county doesn’t understand the neighborhood value. They see everything in black and white, and it’s frustrating.

But for the most part, I haven’t had major issues.

The good thing about Florida—especially Jacksonville—is that there are creative lenders who find solutions.

I had one buyer who just wasn’t financially ready. He needed more savings. But for everyone else, we’ve been able to make deals work—whether that’s through seller credits, adjusting price points, or negotiating incentives like new appliances.

[00:54:37] Tracy Hayes: Yeah, and sometimes you have to rework the deal.

If a buyer needs $5K in concessions, maybe you increase the offer price by $5K to balance it out—especially since appraisals are still coming in strong.

[00:55:21] Claire Sheehan: Exactly.

For example, I have a buyer going under contract today on a townhouse in Southside.

We negotiated all new appliances, 3% in closing costs, and we’re adjusting the price slightly so she can use extra funds for minor renovations.

She and her husband are handy, so they’ll use that money for painting, updating a bathroom, or small kitchen tweaks.

[00:55:51] Tracy Hayes: That’s smart.

Another thing agents should know—VA loans allow up to $6K for energy-efficient upgrades.

So if you have a VA buyer looking at an older home, and it needs a new water heater or AC, they can roll that cost into the loan.

[00:57:48] Claire Sheehan: I didn’t know that! That’s really cool.

[00:57:50] Tracy Hayes: Yeah, and insurance is another big factor with older homes.

A bad roof or outdated wiring could push a buyer’s insurance premium up by $100/month—enough to make the home unaffordable.

[00:58:15] Claire Sheehan: Absolutely.

One thing I do like about Jacksonville compared to Tampa—we don’t have as many flood zones.

In Tampa, flood insurance was a major factor. Here, I live 10 blocks from the beach, and I’m not in a flood zone. Jacksonville is funny that way.

[00:58:36] Tracy Hayes: Right. But I always tell people—if you live in Florida, you should have flood insurance.

It’s cheap if you’re not in a high-risk zone, but look at what just happened in North Carolina—those people had no flood insurance because they thought they didn’t need it.

[00:59:10] Claire Sheehan: Exactly.

[00:59:20] Tracy Hayes: Let me shift the question a little—since you work closely with traditional agents, what are three things you think they should be better at?

[01:00:00] Tracy Hayes: What are two or three things agents should be aware of when working in older parts of town?

[01:00:10] Claire Sheehan: First, always get a full inspection report.

With aluminum wiring, you can use AlumiConn connectors to make it insurable, but regular wiring is always preferred. Galvanized plumbing can last 50-100 years but can also fail suddenly. Insurance companies are getting stricter, so knowing what needs to be replaced before closing is key.

If you’re representing a buyer, negotiate repairs before closing, whether that’s a new fence, appliances, or a back door. Also, home warranties can be a good option for buyers with tight budgets.

[01:01:33] Tracy Hayes: What about roofs? When do you decide to replace them?

[01:01:48] Claire Sheehan: Anything over 12-14 years old should be evaluated. Insurance companies start cutting back after 10 years, and at 18 years, coverage options shrink dramatically. Even if a roof is relatively new, poor installation can be an issue.

[01:03:00] Tracy Hayes: And circuit breaker panels?

[01:03:02] Claire Sheehan: Older panels, like Federal Pacific or Zinsco, are major red flags. If an inspector finds one, it usually needs replacing for insurance approval.

[01:04:25] Tracy Hayes: What about plumbing?

[01:04:52] Claire Sheehan: Most homes now have PVC or copper, but older homes might still have galvanized pipes or even clay sewer lines. It’s crucial to scope the sewer line, especially if the house has been sitting vacant.

[01:05:13] Tracy Hayes: And septic systems?

[01:05:14] Claire Sheehan: Jacksonville is about 60% septic, and many older homes have DIY septic setups that weren’t professionally installed. That can be a huge hidden cost, so always get a septic inspection.

[01:06:40] Tracy Hayes: How do you ensure quality work on renovations?

[01:06:55] Claire Sheehan: We have trusted crews that we keep busy with consistent work, which helps maintain quality. If you’re hiring a contractor for a personal project, always:

1. Get referrals from people you trust.
2. Use a structured payment draw system—never pay in full upfront.
3. Verify their past work before signing anything.

Many investors get burned by unreliable contractors who take deposits and disappear. Having a solid network is key to avoiding that.

[01:07:35] Tracy Hayes: You mentioned meetups—tell me about those.

[01:07:37] Claire Sheehan: We’re huge on meetups.

We’re actually a corporate sponsor at Jax REIA (Jacksonville Real Estate Investors Association). They host tons of events throughout the year, and they’re a great way to meet contractors, investors, and other real estate professionals.

Even if you’re just curious about real estate investing, I’d recommend going. They bring in great guest speakers and have solid networking opportunities.

There are also other meetups like YellowBird, FLIP JAX, and more. These events attract people from both the investment and traditional real estate worlds—including plenty of contractors looking for work.

[01:08:14] Tracy Hayes: So, the contractors going to these meetups—what’s their angle?

Are they primarily renovation contractors? Or do you see a mix of new construction guys, too?

[01:09:16] Claire Sheehan: New construction is a whole different ballgame.

I haven’t personally built a home from scratch—I’ve sold plenty of new construction, but I haven’t been involved in the build process.

New construction takes way longer—permits, city approvals, delays—it’s a completely different timeline than flipping a house in 4 to 8 weeks.

[01:09:43] Tracy Hayes: Right, and I think people don’t realize—when you’re building 1,000 homes in a subdivision, those contractors are just cranking out houses as fast as possible.

The quality standard is different. It’s mass production—cheaper labor, lower costs.

With renovations, you’re working on a single house at a time, and there’s more attention to detail.

[01:10:34] Claire Sheehan: Exactly.

Some contractors are cheaper and work fast, but they might cut corners. Others are more expensive, but they’re consistent and reliable.

That’s why many investors build their own teams—a crew of 6–10 guys who handle everything from plumbing to electrical to roofing.

And keeping them busy is key. When they finish one project, they roll straight into the next.

[01:11:14] Tracy Hayes: That’s important for agents to understand—renovation work costs more, but the quality is higher.

These contractors specialize in renovations, and they know that if they do a great job, they’ll get repeat business.

[01:11:39] Tracy Hayes: Anything else you want to add?

[01:11:41] Claire Sheehan: No, I think we covered a lot of great topics!

[01:11:43] Tracy Hayes: We definitely did.

For agents listening—connect with NetWorth Realty.

Just like you stay in touch with new construction reps, you should be talking to renovation specialists like Claire.

If a buyer is looking for a move-in-ready home, and Claire has a renovation that will be done in June, that’s an option worth exploring.

[01:12:10] Claire Sheehan: Absolutely.

And if you’re an agent with a distressed listing, we’d love to connect.

We have a brick-and-mortar office and we’re always looking to network.

Also, we’re hosting a quarterly meetup at Intuition Brewery on March 16th. It’s on the rooftop—free food, a beer, and great networking.

[01:12:32] Tracy Hayes: Now, some agents might be thinking, “Oh, they’re just going to lowball me.”

Why should they at least let you take a look at the property?

[01:12:46] Claire Sheehan: We don’t just throw out numbers—we provide detailed reasoning behind every offer.

We’ll call from the driveway and explain:

• What it’s worth in its current state
• What repairs are needed
• Why our offer makes sense

Plus, we’re reliable. We can literally pull up our redacted closing statements from 2024 and show you—we closed 252 properties last year. That speaks for itself.

[01:13:18] Tracy Hayes: I’ve heard of some investors paying agents referral fees for finding distressed properties.

Do you guys offer anything like that?

[01:13:40] Claire Sheehan: Oh, yeah—100%.

I’m not in acquisitions, but I can connect you with the right person on our team.

We have agents who work with us repeatedly—because we value relationships.

[01:14:03] Tracy Hayes: So, it’s not just a one-time handoff. It’s an opportunity to build an ongoing partnership.

[01:14:11] Claire Sheehan: Exactly.

We love long-term relationships—our business is built on trust and repeat connections.

[01:14:16] Tracy Hayes: Well, Claire, I really appreciate you coming on today.

[01:14:22] Claire Sheehan: Thank you so much!

[01:14:26] Tracy Hayes: I think you’ve expanded a lot of agents’ perspectives today.

For new agents—it’s inspiring to see how you jumped in and took off.

And for experienced agents—it’s a reminder that there are people like you at NetWorth Realty who are actively flipping houses and offering inventory under $300K—a price point where buyers really need options.

And speaking of affordability—Towne Bank is launching new grant money from the Federal Home Loan Bank on February 24th.

It’s grant money—meaning buyers don’t have to pay it back.

[01:15:22] Claire Sheehan: That’s amazing! Yes, let’s chat about that.

[01:15:26] Tracy Hayes: Claire, thanks again for being on the show!

[01:15:30] Claire Sheehan: Thank you!