What if the secret to scaling your real estate business isn't leads—but relationships?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes back powerhouse Realtor Sarah Schwartz, who shares how she dominated her market with over $36 million in sales from 57 transactions—all while managing life as a mom, wife, and business owner. Sarah reveals the secrets behind her explosive growth, including how she leverages her husband as her business partner, invests in her neighborhood relationships, and maintains an unrivaled level of client service that converts every transaction into a future referral.

They dive deep into the psychology of client retention, why genuine human connection outperforms flashy marketing, and how Sarah's fierce commitment to relationships keeps her top-of-mind in Northeast Florida's competitive market. Her community-first strategy, powered by local events, handwritten notes, and hot chocolate bombs, proves that you don't need hundreds of leads—you need people who trust you.

Inspired by Sarah's success? Start building real relationships today. Share this episode with a fellow agent, leave a review, and connect with Sarah online to see her strategies in action!

Highlights:

00:00–06:12 Building a Real Estate Power Couple

• Husband's role as licensed contractor, realtor, and drone pilot
• Creating custom marketing materials
• How partnership enables business growth and personal time
• Travel and work-life balance
• Supporting each other through business systems

06:13–14:20 Scaling with Systems & Support

• Closing 57 transactions solo with a TC
• Delegation of tasks to stay focused
• Streamlining listings with checklists and support
• Using AI and website design for lead generation
• Importance of consistency in business operations

14:21–22:26 Relationship Building Over Sales Pitches

• Monthly gifts, newsletters, and personal check-ins
• Maintaining contact with clients from years ago
• Posting family life alongside business online
• How authenticity builds trust
• Turning past clients into lifelong referral partners

22:27–33:59 Digital Authority and Online Strategy

• Power of Google reviews and how to request them
• Why reviews drive AI visibility
• Building a searchable, content-rich website
• Role of blogs and keywords in AI search results
• Educating the market through local content

34:00–42:58 Brokerage Moves and Business Alignment

• Evaluating broker support and culture
• Finding a broker who supports your growth
• Leaving cloud brokerages for more personal support
• Importance of mentorship and coaching
• Aligning business model with brokerage strengths

42:59–01:24:03 Farming the Neighborhood Like a Queen

• Turning 100 homes into over 10 million in business
• Neighborhood drop-bys with QR codes
• Hosting events like Friendsgiving and book club
• Becoming the go-to resource for community updates
• Building business through connection and consistency

Quotes:

"He is what puts the Schwartz in Sarah Schwartz." – Sarah Schwartz

"Every client, even from 7 years ago, still hears from me—because they matter." – Sarah Schwartz

"I didn't realize how important a broker's support was until I didn't have it." – Sarah Schwartz

"Referrals are a girl's best friend." – Sarah Schwartz

To contact Sarah Schwartz, learn more about her business, and make her a part of your network, make sure to follow her on her Website.

Connect with Sarah Schwartz!

Website: http://www.sarahschwartzgroup.com

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

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