Jax Real Producers ~ November 2023

JACKSONVILLE

C O N N E C T I N G .

E L E VAT I N G .

SHERRI NELSON

I N S P I R I N G .

TO P P R O D U C E R

PARTNER SPOTLIGHT JoyLights RISING STAR Elizabeth Elliott FALL FEST

NOVEMBER 2023

Close with Confidence! www.landmarktitle.com 904-998-9733 2 • November 2023

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Jacksonville Real Producers • 3

TAB LE OF

CONTENTS 07 Meet the Jax RP Team

12

Pub Note: Happy Thanksgiving!

14

Partner Spotlight: Shining Brightly with JoyLights

HELPING YOUR CLIENTS GET STARTED WITH A FASTER, EASIER, CHEAPER MORTGAGE NO.1 MORTGAGE BROKER IN THE NATION

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Top Producer: Sherri Nelson

26

Fall Fest at Atlantic Beach Country Club

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sneeley@nexamortgage.com 3100 W RAY RD., STE 201, #209 CHANDLER, AZ 85226

Rising Star: Elizabeth Elliott

FA S T & E A S Y P R E -A P P R OVA L S

If you are interested in nominating people for certain stories, please email us at Kristin.Lunsford@n2co.com and/or Brian.Lunsford@n2co.com.

DISCLAIMER:Any articles included in this publication and/or opinions expressed therein do not necessarily reflect the views of The N2 Company d/b/a Real Producers but remain solely those of the author(s). The paid advertisements contained within the Jacksonville Real Producers magazine are not endorsed or recommended by The N2 Company or the publisher. Therefore, neither The N2 Company nor the publisher may be held liable or responsible for business practices of these companies.

4 • November 2023

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If you are interested in contributing or nominating REALTORS® for certain stories, please email us at kristin.lunsford@n2co.com.

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Jacksonville Real Producers • 7

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Jacksonville Real Producers • 11

COMPREHENSIVE CONSULTATIONS & SOLUTIONS TO SET YOU UP FOR SUCCESS Retirement planning

Insurance planning

Business planning

Legacy planning

pub note

Happy Thanksgiving!

Happy Thanksgiving Ben Whitacre 410-961-6548

Ben@Whitacrewealthmanagement.com whitacrewealthmanagement.com

A Poem of Gratitude to All Real Estate Professionals

The views and opinions expressed by LPL Financial Advisor(s) may not be representative of the views of other Financial Advisors and are not indicative of future performance or success. Neither LPL Financial nor the LPL Financial Advisor can be held responsible for any direct or incidental loss incurred by applying any of the information offered.

In the realm of homes, where dreams reside, I tread with gratitude, my heart open wide, For every house, a story to tell, I find my purpose, in this market’s swell.

In keys exchanged, and contracts sealed, In each family’s joy, a truth revealed, I’m thankful for this role I play, Guiding paths in a real estate array.

LICENSE NO. IM3014

With each transaction, bonds are made, In the world of deeds, foundations laid, For trust bestowed in every deal, I’m grateful for the clients, whose dreams are real.

In homes bought and sold, I find my art, A blend of passion and business smart, With gratitude, I navigate this stream, Thankful for each real estate dream.

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Jacksonville Real Producers • 13

The JoyLights Leadership Team: Michelle Foster, Kristin Lunsford, Brian Lunsford, Tony Capozzi, Brian Wescott

JOYLIGHTS SEASONAL AND PERMANENT LIGHTSCAPES

By Zachary Cohen | Photos by Scott Golmic

For many years, Brian and Kristin Lunsford have operated their family of companies with a simple but profound motto: Bring the Joy. The vision for creating joy in the lives of others has been ushered into the community through LunsPro Inspections, Kingfish Pest Control, and Jacksonville Real Producers. In 2022, they welcomed their fourth company to the stage. JoyLights Seasonal and Permanent Lightscapes is perhaps the most obvious example of their dedication to creating joy. (Their fifth company, Fix-it Flamingo Home Services, was established this year.)

busy season for outdoor light installations, meaning they could allow their inspectors and pest control field staff to stay busy by installing lighting systems along with the full-time JoyLights techs. It also meant a strong leadership team was already in place. JoyLights is led by vice president Michelle Foster, who is also the VP for LunsPro Inspections, vice president Brian Wescott, who is also the VP of Kingfish Pest Control, and general manager Tony Capozzi, who doubles as LunsPro’s Services Leader.

The vision for JoyLights was born at Brian and Kristin’s family home. “Brian often talks about how when he and Kristin first got Christmas lights on their home (from another local company), they were overcome with a joyful feeling as they stood there as a family looking at the lights on their home,” JoyLights’ vice president Michelle Foster explains.

“That’s where it all started.”

Tony Capozzi, JoyLights’ general manager and a military veteran with over 13 years of service in the Army, echoes Michelle’s sentiment. “Bringing the joy — often, we find that as soon as we install lights, especially the Gemstone Lights that are multi-seasonal, people are out in their driveways, excitedly looking at the different colors and feeling genuinely thrilled about it.”

SHINING

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Bringing the Joy — Year Round With so much experience running businesses and a full staff already on board, the Lunsfords had a headstart in making the leap from idea conception to serving the community through outdoor lighting solutions. The real estate market — the industry some of their other companies inhabit — has seasonal swings. The slower times often coincide with the

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Tony Capozzi, General Manager of JoyLights and Military Veteran.

Jacksonville Real Producers • 15

Brian and Kristin Lunsford, Owners of JoyLights JoyLights is an authorized dealer of Gemstone Lights.

“The consistent theme for us is that the team cares deeply about each other and the community,” Tony adds.

JoyLights is more than just a seasonal lights business. The company brings an opportunity to experience brightness and joy year-round. Their dedication to creating stunning seasonal and permanent lighting experiences and their unwavering commitment to exceptional customer service make them a shining star in the Jacksonville community.

THE CONSISTENT THEME FOR US IS THAT THE TEAM CARES DEEPLY ABOUT

“We wanted to create an opportunity to expand the services we can offer to our customer base with the goal to be a one-stop-shop for home services. This is the next piece of that puzzle,” Michelle closes.

EACH OTHER & THE COMMUNITY. “The building blocks were already there,” Brian Wescott shares. “Michelle took the reins and headed up the project, while I personally have a love for small businesses and startups. It’s a synergy between all of our companies in the service industry. We want to provide a high level of service to customers.”

Industry Best Solutions JoyLights doesn’t cut any corners with its solutions. They offer seasonal Christmas and holiday light installations as well as permanent solutions.

JoyLights is an authorized dealer and installer for Gemstone Lights, a programmable LED lighting system that can be controlled with a smart device.

The Gemstone lighting solution can be installed on homes and businesses, lanai cages around pools, and landscaping.

“We interviewed a lot of different dealers and decided on Gemstone because they have the same values and culture as we do,” Michelle explains.

“The level of customer service is top-notch. They interviewed us to make sure we were going to deliver the customer service they expect.”

Building Trust Clients already trust the Lunsford’s companies to inspect their homes and remediate pest issues; now, they can trust them to install lighting, too.

“Why not refer people to the same family of companies? JoyLights is another business they know will give them top customer service,” Brian Wescott explains.

MILITARY CONNECTIONS

Tony Capozzi is a proud U.S. Army Veteran and graduate of West Point.

With such a large population of active and retired military members in Northeast Florida, Tony’s extensive experience in the Army at West Point comes in handy. He has a unique ability to connect with and serve all customers, including those from a military background.

For more information, visit WeBringTheJoy.com.

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Jacksonville Real Producers • 17

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SHERRI NELSON 20 • November 2023

Sherri served many years at St. Francis Barracks

top producer

By Zachary Cohen Photos By Renee Parenteau

“I wondered, how does my experience translate? And I found out that it didn’t,” Sherri shares frankly.

“Corporate culture is very different.

And what I know, my experience just didn’t translate. I would have had to start at the entry level, and I was used to running the show.”

Sherri knew she needed to find a new professional path. She and her husband had previously run a custom residential contracting company and owned several investment properties, so a career in real estate was a natural next step.

GROWING

STRONGER

By the time Sherri Nelson retired from the military in 2017, she had been serving for more than 30 years, was deeply entrenched in military life, and was well-established as a senior human resources manager. Sherri enjoyed her time in HR and assumed she’d pick up her professional life in corporate HR, but, as many military veterans discover, transitioning to civilian life wasn’t easy.

Sherri applied to over 50 human resources positions, but none of the opportunities she was offered felt like the right fit.

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“One thing I loved about HR and serving in the military is that I was able to support others and ensure our members were taken care of,” Sherri shares. “I liked that in real estate, I would be working in my communities. I could choose where to work, what commute I was willing to make, and design my own path.

Being able to make an impact on my community is an amazing aspect of this job. Being in the military, I have a heart for service, and real estate was another way to serve.”

BECOMING A LEADER AGAIN

Sherri launched her real estate career that same year (2017). From day one, she was able to effectively leverage the skills she honed in the military to grow her business and serve her clients.

“I already knew how to read people, how to talk and listen to people and all different personalities and ranks, anticipate their needs, and had strong leadership skills,” Sherri explains.

Jacksonville Real Producers • 21

Six years after beginning her career as a REALTOR®, Sherri is using those leadership skills well. She leads the Sheryl Nelson Group with Keller Williams Realty Atlantic Partners St. Augustine, a team she began growing in 2020, and is on the KW Associate Leadership Council.

Sherri’s military experience also comes in handy when serving clients. Over 50% of her business is sourced from military families. Every member of her team has a military connection.

“Every person on our team has the same heart and compassion that falls in line with our value proposition. Also, we are members of the KW Military community. I’m our office’s Keller Williams military rep as well,” Sherri says. “Our military connection is strong.”

GROWING STRONGER

Sherri is most proud of the work she’s doing in her community. Clients like working with her and her team because they are trustworthy and genuine. As the team grows, Sherri aspires to keep doing more and more for the military community. She’s already giving back through events like the gift-giving Christmas event she ran for veterans last year, and even aspires to one day start a veteran-centric nonprofit.

Sherri served our country for more than 30 years.

“As I continue to build out my team, I want to do more to help our communities, especially veterans,” Sherri explains. “And I want to dominate. I want our team to be known as the military team that can be trusted, that people have fun with, that they want to work with and stay friends with. From the moment we make a connection, our number one goal is to keep that client forever.”

22 • November 2023

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Jacksonville Real Producers • 23

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BEYOND REAL ESTATE

Outside work, you’ll find Sherri spending time with her husband, Kerry, and two children, Korey (who is a REALTOR® on her team) and Shayla.

Sherri also enjoys travel and water sports of all kinds. “I would love to have a team that I can pass off to my family… that I can give to my children.”

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Fall Fest AT AT L A N T I C B E A C H C O U N T R Y C L U B

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Thank You TO OUR SPONSORS!

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Jacksonville Real Producers • 33

“But that was only the beginning,” she continues. “I trained for over 12 months, including Basic, Officer Candidate School, and Officer Leadership Course before going to my first unit as a conductor and Associate Bandmaster. It was a great privilege to lead hundreds of musicians from all over the world who had attended renowned conservatories, like Julliard. I traveled the country, worked with world-class musicians, played for dignitaries, and made incredible music.”

rising star

Elizabeth ELLIOTT

By Ruth Gnirk | Photos By Scott Golmic

Through their example, Elizabeth learned the importance of investing in people, the community, and real estate.

She saw that generational wealth produced greater opportunities to share love and light with others.

Elizabeth dedicated herself to a lifelong journey of striving for excellence in everything she pursued. Her biggest passion was music. It was the language of her heart and she “spoke” it eloquently. While a student at the University of Florida, she earned her bachelor’s degree in Music Education and met her husband Scott.

34 • November 2023

The pandemic shutdowns made it difficult to find childcare for Oliver, balance motherhood, and be a fully-committed Army officer. As the fifth female officer of the U.S. Army Band, Elizabeth had dreamed of staying in the Army until becoming a Colonel. However, losing Madison had taught Elizabeth that her highest goal was not reaching a status, it was being present with her family.

Change of Perspective In 2018, the music in Elizabeth’s world came to a sudden stop when her first child, Madison Hope, was stillborn. Soon after, Elizabeth commissioned a piece of music to be written in Madison’s honor.

A L i fe o f L ov e a n d L i g h t Elizabeth Elliott’s family has lived and served in St. Augustine since 1913. Her grandfather sold real estate and insurance near Castillo de San Marco, her uncle was an architect who worked on the Casa Monica, and her parents owned and flipped countless investment properties all over Northeast Florida.

“We had to drive with a U-Haul and a newborn, and then I started a new job in a new place with a new baby!” She reflects, “I’ve learned a lot about empathy for those who experience the moving process.”

A month after their graduation in 2011, they were married.

Elizabeth then accepted a full ride to earn her master’s degree in Music Performance and Conducting at the University of Miami. She was surrounded by people of excellence who challenged her to perfection. In time, she would be recognized by the New York Times and through National Public Radio for her skill and passion as a musician.

“The joy from a great performance would last only a few days,” she muses, “but the joy of my babies is deeper and lasts a lifetime.”

“My final concert I conducted in the Army was the World Premiere of ‘Love and Light’ by Brian Balmages, and dedicated to my daughter, Madison. The music takes you through the stages of grief after losing a child. It has gone on to win prestigious awards and has been played in more states, countries, and continents than I can even name,” Elizabeth shares. “I conducted it 32 weeks pregnant with my rainbow baby, Oliver. It is by far the highlight of my career.”

Be All You Can Be “I worked as a teaching assistant at the collegiate level, then taught high school band for three years,” Elizabeth reminisces. “During that time, I frequently traveled the country to conduct, and was noticed by the U.S. Army Band in Washington D.C. They invited me to audition in 2016, and after a grueling callback audition process in D.C., I won the spot!”

A few months later, she received new orders and the Elliotts packed up to move again. Their precious son Oliver was only two months old.

Elizabeth was stationed in the 82nd Airborne Division in Fort Bragg, North Carolina, where she would be the officer in charge of the 82nd Airborne All American Chorus.

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About a year later, Elizabeth received an honorable discharge and became a stay-at-home mom.

Elizabeth in front of her uncle’s old house on St. George Street. Her family has lived in St. Augustine since 1913.

“I loved it! It was exactly what I needed to do at the time,” Elizabeth shares. “During that year at home I got pregnant with our second son, Theodore. I found myself being the person that my friends came to for help and questions about home ownership.

I had been relatively young when I bought my first home using my VA loan. And when the Army had issued Permanent Change of Station (PCS) orders, I turned that home into a rental property.

I moved 10 times in 11 years, so I understand the stress and the toll that it can take on a family. I was honored to share my knowledge and experience with my friends.”

Jacksonville Real Producers • 35

#LizSellsJax “I spent the last 15 years working as a professional in some capacity and had learned life skills that I needed to continue to develop and grow. I love a good challenge, and I love to learn and to help people,” Elizabeth smiles, “so I got my real estate license in the fall of 2022 while sitting at home feeding Theodore!”

She found her home at Round Table Realty where they live out their motto, People Before Property. Elizabeth came into the industry as a person with years of life experience and a well-developed network.

She decided not to be a “secret agent,” but to start sharing her passion for real estate with others just like she shared her passion for music. Elizabeth completed her first sale this March and is working as a solo agent, building her own brand.

meet people where they are. Find out their why and do whatever it is to help them get where they’re trying to go!”

Elizabeth Elliott is her own competition. She is striving to be the best she can be so that she can bring even more love and light to others. The Elliotts are in the process of buying another investment property. Elizabeth knows that the residual income could allow her to retire early, so she can travel the world with her family. She can also imagine

herself as a real estate broker one day.

“I think that if you can really champion your local small businesses, you will truly thrive in this business,” shares Elizabeth.

“A music mentor of mine told me that to succeed I needed three attributes: personality, expertise, and organization. I still believe that today! The best leaders in the world have been capable of making others feel like the best version of themselves. That’s what I strive for.”

Elizabeth’s grandpa, James Wilton Davis, standing outside his real estate and insurance office in downtown St. Augustine sometime in the 1960s.

36 • November 2023

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For Elizabeth, passion for style and design in home renovation is another form of ‘art appreciation.’ She also enjoys going to the gym and lifting weights.

“Physical strength and mental strength are very intertwined,” notes Elizabeth.

“It is just another way of making myself better and challenging myself to go a little further. The best things I can do are to be humble and to continue to learn and grow so I can serve others to the best of my ability. It is essential to have empathy and warmth mixed with knowledge and competence. You have to know how to listen and

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having knowledgable real estate lawyers on their side.

Elizabeth served as a conductor for the U.S. Army band.

Elizabeth is married with two sons.

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Elizabeth standing outside what used to be her grandfather’s office.

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Jacksonville Real Producers • 37

VETERANS

SALUTING OUR COMMUNITY’S

Jax Listing Sisters’ late grandparents, William and Margaret Raulerson, who served in the Navy.

Joy Doyle (Hover Girl Properties) with Glenn (their Broker) and was the Commodore over all of the the helicopter community in Jacksonville prior to retiring.

Helen Kizer’s (Better Homes and Gardens Lifestyles) father, Carl S Kizer - Captain 1st Infantry Division of the Army.

Marissa Scott (United Real Estate Gallery) with her husband CDR Mark Scott, a dedicated veteran who proudly served in the US Navy for nearly 23 years.

Jan Rice (Momentum Realty) - LS1 (SW/AW) Rice Suzan Rogalski’s (RE/MAX Specialists) father Col. John R. Shipe. He served in the Air Force for 32 years as a pilot.

Danny Fontaine (RE/MAX Relations) - Navy Veteran

Brittany Turnbull Laurin (Momentum Realty) with her husband Josh Laurin active duty Navy.

Steven Coutu (Someday Homes Realty) - Navy and husband to Maria Coutu of Atlantic Coast Title.

Brooke Hewitt’s (Momentum Realty) late father-in-law, who served in the United States Army.

Elaine Morgin (Coldwell Banker Vanguard) with her husband, Bmcs Vincent Lookebill

Susan Fedor’s (Keller Williams Realty Atlantic Partners) husband Chris Fedor - US Army

38 • November 2023

Danny Fontaine (RE/MAX Relations) Navy Veteran

Chris Cooper, US Marines (LunsPro Inspections)

Tony Capozzi (LunsPro Inspections and JoyLights) US Army and husband to Kelly Capozzi (First Coast Mortgage)

Scott LaPierre (LunsPro Inspections), U.S. Air Force

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Andrew Michael (eXp Realty) with other NCOs (NonCommissioned Officers). Andrew enlisted in the Marine Reserves and was deployed for the invasion of Iraq in 2003.

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Jacksonville Real Producers • 39

THANK YOU FOR YOUR SERVICE

Molly Evans (Hover Girl Properties) with her dad on her wedding day.

Images That Take YOU To The Next Level

Let's work together

With access to over 100 carriers, I'll shop the market to meet your clients needs and budget.

Without the hassle.

Susan Fedor (Keller Williams Realty Atlantic Partners) with her husband Chris Fedor

Call me today!

Joy Doyle (Hover Girl Properties) - 2 generations serving our nation.

Michele Mcilmurray Licensed Agent 904-930-4597 michele.mcilmurray@brightway.com

904-236-5337 • reneeparenteauphoto.com Corporate Photography • Team and individual shots on location or in the studio Corporate Branding • Magazine & Commercial Shoots Cover Photos • Advertising • Local, Regional & National Publications

Helen Kizer’s (Better Homes and Gardens Lifestyles) uncle, Joseph L Kaplowe, Jr - US Navy Corpsman E5.

Jason Wentworth, US Army (LunsPro Inspections)

HOME INSPECTION SERVICES MADE EASY

Helen Kizer’s (Better Homes and Gardens Lifestyles) brother, Michael J Shashaty Specialist E3 in the US Army.

Brooke Booth (1st Class Real Estate-Elevate) with husband Tyler Booth - Navy.

Ben Glynn’s (Berkshire Hathaway Homeservices) stepdad was in the Green Berets - Special Forces of the Army

Marissa Scott’s (United Real Estate Gallery) husband CDR Mark Scott

Sherri Nelson (Keller Williams Realty Atlantic Partners St. Augustine)

40 • November 2023

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Jacksonville Real Producers • 41

CLOSING LOCATIONS THROUGHOUT THE STATE OF FLORIDA

FROM THE DESK OF THE PRESIDENT:

STRONG HOME SALES DESPITE HIGH INTEREST RATES

PARTNERS

OUR JACKSONVILLE TEAM

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Leighann Triplett

Paul Wagner

Jessica Dickerson

904-716-7285 | www.MilestoneTitleSvcs.com

By Mike McGraw, 2023 President at Florida REALTORS®

Florida’s housing market in August reflected similar trends as the past few months – statewide median sales prices rose year-over-year while sales slowed, according to Florida REALTORS’® latest housing data.

Last month, closed sales of existing single-family homes statewide totaled 22,917, down 7.9% from August 2022, while existing condo-townhouse sales totaled 9,279, down 7.2% from the same time a year ago, according to data from Florida REALTORS® Research Department in partnership with local REALTOR® boards/ associations.

42 • November 2023

Although a more than 7% drop is frustrating it is important to note that nationwide sales were down more than twice that, showing that the Florida market is still strong.

Economists agree rising interest rates are the dominant factor in a drop in sales.

The other issue impacting the market is that Florida’s statewide median sales price for single-family existing homes in August was $415,000, up 2% from the same month a year ago, while the statewide median price for condo-townhouse units was $324,000, up 6.2% over the August 2022 figure.

Unfortunately affordability is a real challenge in Florida.

So why are we not seeing a total decline in sales? According to Dr. Lawrence Yun, NAR’s chief economist, although sales are declining in the next two year we will see 7 million new-born babies, 3 million marriages, 1.5 million divorces 7 million turn 65 years old, 4 million deaths, 4 million net new jobs & 50 million job switches. These all impact the need for housing.

REALTORS® are needed now more than ever. Our communities need your unique talents and expertise to match the right properties with qualified buyers. Keep working your networks, it appears interest rates will begin falling late next year so as we see our world continue to change there is opportunities everywhere.

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Jacksonville Real Producers • 43

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Reach out to us today and let us assist with all your insurance needs.

44 • November 2023

WDO Inspections provided by our sister company, Kingfish Pest Control, a Proud Partner of the Jacksonville Jaguars

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Jacksonville Real Producers • 45

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