Daniel Hulett: Local Firefighter to Successful Real Estate Agent

REE #233 Full Video Transcript

[00:00:00] Tracy Hayes: They expect you to be the expert, not just in real estate, but in the whole area.

[00:00:04] Daniel Hulett: Right. You know everything—who's the best dentist, where's the best restaurant, where should I go for this? With clients, you’re first selling them on a lifestyle in a town before you even see a home. They need to love the town, see themselves living that life, and then you sell the house. Knowing all those details is how you get them there.

[00:00:59] Tracy Hayes: Hey, welcome back to the Real Estate Excellence podcast. Today’s guest was a firefighter and paramedic for over 12 years before transitioning to real estate. He's a top producer at his brokerage with only three and a half years in the business. Let’s welcome Daniel Hulett of ONE Sotheby’s International Realty to the show.

[00:01:26] Daniel Hulett: Thank you! Great to be here.

[00:01:28] Tracy Hayes: Came all the way down from Fernandina?

[00:01:30] Daniel Hulett: Yep, from Fernandina Beach.

[00:01:33] Tracy Hayes: As a local, do you differentiate between Fernandina Beach and Fernandina?

[00:01:36] Daniel Hulett: Not really. Locals will say “Fernandina” or “Fernandina Beach,” but we know tourists by how they call it “Amelia Island,” which is how we market it more broadly.

[00:01:42] Tracy Hayes: Right, Amelia Island is all part of Fernandina Beach, correct?

[00:01:44] Daniel Hulett: Correct. Fernandina is on Amelia Island.

[00:01:46] Tracy Hayes: For prestige, people probably prefer to say Amelia Island, right?

[00:01:50] Daniel Hulett: Exactly, and then there’s Yulee, which is another line of demarcation.

[00:02:00] Tracy Hayes: So, you grew up there?

[00:02:01] Daniel Hulett: I did.

[00:02:10] Tracy Hayes: Did you go to Fernandina High?

[00:02:11] Daniel Hulett: Yes, I went to Fernandina High School.

[00:02:12] Tracy Hayes: No Yulee High back then?

[00:02:13] Daniel Hulett: No, it wasn’t built yet.

[00:02:59] Tracy Hayes: Let’s talk about our sponsor from your area, Remy Graphics. They’re local to you. They make personalized, laser-engraved gifts, like these mugs.

[00:03:00] Tracy Hayes: So, what was it like growing up in Fernandina?

[00:04:18] Daniel Hulett: It was a quiet beach town, supported by a local mill. We always had the south end with developments like Amelia Island Plantation and the Ritz Carlton, but it was mostly a quiet, blue-collar town.

[00:04:31] Tracy Hayes: How many kids in your high school class?

[00:04:34] Daniel Hulett: Maybe 400.

[00:04:36] Tracy Hayes: So, everybody sort of knew each other?

[00:04:39] Daniel Hulett: Yeah, everywhere you went, somebody knew who you were.

[00:05:00] Tracy Hayes: How does Fernandina Beach feel now with all the growth, like the Wildlight development?

[00:05:12] Daniel Hulett: Growth has been significant but limited. Planning and zoning are careful about development, which is great as a local, but challenging as a real estate agent.

[00:06:18] Tracy Hayes: With people moving into the area, are they mostly retired, or are you seeing full-time workers as well?

[00:08:06] Daniel Hulett: Most of my clients are retired or seasonal homeowners, though we see some healthcare workers and people from the ports, Mayport, and Kings Bay.

[00:10:18] Tracy Hayes: So, you graduated high school without a clear direction. How did you end up as a firefighter?

[00:10:50] Daniel Hulett: A friend suggested it, and I thought, “Why not?” It turned out to be a great career. I stayed with Fernandina Fire for 15 years.

[00:11:15] Tracy Hayes: Did the discipline from firefighting help you in real estate?

[00:11:20] Daniel Hulett: Absolutely. It teaches you structure, bedside manner, and resilience, which are all valuable in real estate.

[00:12:09] Tracy Hayes: How did people react when you transitioned to real estate?

[00:12:30] Daniel Hulett: It was a bit of a challenge. People knew me as a firefighter, so it took time to establish my new identity in real estate.

[00:13:05] Tracy Hayes: Why real estate? What got you interested?

[00:13:31] Daniel Hulett: My wife runs a concierge service for seasonal homeowners, and we had a client who wanted to buy a property. I referred them to a friend who made a big commission, and I thought, “I’ll never do that again!” So, I signed up for real estate school.

[00:15:00] Tracy Hayes: Where did you start your real estate career?

[00:15:51] Daniel Hulett: I started at Keller Williams because a trusted friend was there. They have a strong program for training and accountability, which was perfect for me as a new agent.

[00:16:52] Tracy Hayes: So, after Keller Williams, you moved to ONE Sotheby’s. How was that transition?

[00:16:54] Daniel Hulett: Another friend invited me to join ONE Sotheby’s, which felt like a better fit for my clientele.

[00:18:03] Tracy Hayes: What would you advise new agents when choosing a brokerage?

[00:18:27] Daniel Hulett: Interview each brokerage, see what they offer, and understand the mentorship structure. Surround yourself with knowledgeable, supportive people.

[00:20:03] Tracy Hayes: How important has consistency been in growing your business?

[00:20:06] Daniel Hulett: It’s huge. Staying top of mind with clients is essential. Relationships and genuine interactions are what lead to referrals and repeat business.

[00:26:56] Tracy Hayes: What’s the core of your business that makes clients keep coming back?

[00:27:00] Daniel Hulett: Trust. Building authentic relationships and delivering a great experience. I’m genuinely invested in my clients’ satisfaction.

[00:34:38] Tracy Hayes: What’s your daily routine like now?

[00:35:05] Daniel Hulett: I’ve developed a structured routine—coffee, social media updates, face-to-face meetings, and writing three letters each week to past clients or people I appreciate.

[00:36:23] Tracy Hayes: Those personal letters must make a big impact.

[00:36:47] Daniel Hulett: Absolutely. People appreciate the personal touch and often respond, keeping the relationship strong.

[00:42:30] Tracy Hayes: Can you share a challenging moment that tested your resilience?

[00:43:00] Daniel Hulett: When my mom passed away unexpectedly, I was still balancing real estate and the fire department. It was a tough time, but ultimately, I decided to leave firefighting to focus on real estate fully. It was the best decision.

[00:46:10] Tracy Hayes: That’s powerful. Having supportive people around you must have made a big difference.

[00:46:20] Daniel Hulett: Definitely. My wife has been incredibly supportive, and I’ve been fortunate with mentors who encouraged me to take that leap.

[01:00:14] Tracy Hayes: Given the current market, what are three things agents should be doing now?

[01:00:34] Daniel Hulett: First, education. Stay updated on market changes and how to communicate them to clients. Second, consistency—whether it’s social media or in-person networking, stay top of mind. Third, understand both the micro and macro market data, so you can provide accurate insights.

[01:05:29] Tracy Hayes: And how about outsourcing? How has that helped you?

[01:07:15] Daniel Hulett: I focus on client-facing work and leave back-office tasks to others when possible. I’m lucky ONE Sotheby’s provides marketing support, so I don’t have to design every postcard or flyer from scratch. It frees me up to do what I do best.

[01:12:46] Tracy Hayes: Anything else you’d like to add?

[01:13:00] Daniel Hulett: Thanks for having me