If you had to lose the paperwork and keep only one habit to grow your business this year would it be answering the phone or following up?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tina Priest. Tina shares how her service first mindset shaped her path into real estate through military life social work and operational leadership. She explains why Hover Girl Properties focuses on boundaries transparency and real relationships so clients feel seen not processed, especially when timelines are tight and emotions are high.

You will hear practical habits that helped Tina exceed her goal in 2025 including answering unknown calls working weekends when it matters and using Zoom consults to build trust fast with out of town buyers. She also breaks down why follow up creates raving fans, why a transaction coordinator protects your energy, and why the job often continues after closing for military clients who have not even arrived yet.

Subscribe to the Real Estate Excellence Podcast and share this episode with one agent who needs a simple playbook for relationships follow up and serving military clients well!

Highlights

00:00 - 04:03 Big goals without losing the relationship

• • 2025 results and 2026 pressure
• • Next person up mindset
• • Quality over quantity
• • Boundaries and team support
• • Staying present with each client

04:03 - 09:50 From service work to real estate calling

• • Why operations management mattered
• • Case work lessons and emotional weight
• • Military life and moving often
• • First connection to Hover Girls
• • Choosing the right season to start

09:50 - 23:58 Property management training ground

• • What property management taught fast
• • Setting expectations with owners and tenants
• • Vendor relationships and real costs
• • Culture of care and fixing mistakes
• • Getting licensed and launching with support

23:58 - 35:13 Trust building on Zoom and in person

• • Ride along learning with Joy and Laura
• • Staying organized through the process
• • Zoom consults as relationship accelerators
• • Military clients and straight talk communication
• • Listening for details that drive loyalty

35:13 - 01:00:02 Habits that keep the pipeline moving

• • Put the sign out and answer the phone
• • Show up weekends when needed
• • Follow up systems and simple touches
• • Serving military clients with extra care
• • Video walkthrough tips and VA realities

01:00:02 - 01:20:00 Stories, curveballs, and wow moments

• • Creepy showing and keeping a straight face
• • When there is no training and you pivot
• • HOA chaos and closing anyway
• • Doing the unglamorous work to wow clients
• • Negotiation mindset and closing thoughts

Quotes:

"People dont care how much you know until they know how much you care." – Tina Priest "I try not to get too focused on like the big numbers but just the person thats coming next." – Tina Priest "I think its being transparent out of the gate." – Tina Priest "Were not done yet." – Tina Priest

To contact Tina Priest, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, Facebook, and LinkedIn.

Connect with Tina Priest!

Website: https://hovergirlproperties.com/

Instagram: https://www.instagram.com/hovergirltina/

Facebook: https://www.facebook.com/TinaPriest01/

LinkedIn: https://www.linkedin.com/in/tina-priest-55430b44/

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #RealEstate #RealEstateAgent #MilitaryMoves #MilitaryRelocation #NavyLife #JacksonvilleRealEstate #Mayport #VAHomeLoan #PropertyManagement #ClientExperience #CustomerCare #RelationshipMarketing #FollowUp #RavingFans #TransactionCoordinator #ZoomConsultation #NewConstruction #HomeBuying #HomeSelling #RealEstateExcellence

What would your real estate career look like if you stopped learning and finally acted?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Christina Swyers breaks down the mindset, systems, and discipline that transformed her from a brand-new agent into a multi-state real estate leader. She shares how she rebuilt her entire business after relocating 1,000 miles to Florida, proving that success follows those who take action, stay uncomfortable, and relentlessly meet new people. Her story reveals how the right network, the right brokerage, and the right habits can accelerate success faster than any lead source on the planet.

Christina also opens up about the failures, fears, and high-risk decisions that shaped her into the confident entrepreneur she is today. From mastering social media to negotiating through chaos, she explains the psychology behind winning clients and the personal growth required to thrive in real estate. For any agent looking to scale, restart, or finally break through, this episode is a masterclass in the unsexy, daily work that builds a lasting business.

If this episode gave you clarity, inspiration, or the push you needed, share it with another agent who needs to hear the truth about what real success really takes. And don't forget to subscribe to the show for more top-tier conversations with the industry's best.

Highlights

00:00:00–00:14:40 Christina's Journey, EXP, and Building a Career from Scratch

• Early career beginnings and misalignments
• Discovering EXP Realty's model and mission
• The role of her husband in pushing her into real estate
• Transitioning from traditional brokerages to cloud-based systems
• Why EXP appealed to her entrepreneurial mindset

00:14:40–00:27:55 The Power of Networks, Events, and Finding the Right Rooms

• How top producers leverage events and conferences
• Building referral networks through personal connections
• Learning to be "the dumbest person in the room"
• Accidental leadership and stepping into new roles
• Why agents fail when they isolate themselves

00:27:55–00:41:10 Choosing a Brokerage and Understanding Your Own Psychology

• How to evaluate whether a brokerage fits your goals
• The mindset differences between successful agents and failing agents
• Understanding your client avatar and personal tendencies
• Why self-awareness determines long-term success
• The psychology behind confidence and taking action

00:41:10–00:55:20 Relocating 1,000 Miles and Rebuilding a Business in 30 Days

• Moving to Florida and starting over with zero contacts
• Leveraging social media as a relocation engine
• Identifying feeder markets and lifestyle marketing opportunities
• Creating early traction through networking and collaboration
• Using brokerage tools and systems to jumpstart momentum

00:55:20–01:09:10 Social Media Engines, Referrals, and Modern Lead Generation

• Community spotlight videos and collaborating with businesses
• Turning Instagram and TikTok into conversation starters
• Capitalizing on referral relationships with agents nationwide
• Using DMs to build trust and convert followers to clients
• Repurposing content across multiple platforms for maximum reach

01:09:10–01:25:54 Negotiation Mastery, Mindset, and Becoming an Elite Agent

• Breaking down inspection reports into solvable buckets
• Managing emotions, expectations, and difficult personalities
• The importance of communication and attention to detail
• How experience shapes negotiation strategy and outcomes
• Solving bigger problems to earn bigger opportunities

Quotes:

"You gain confidence by keeping promises to yourself." – Christina Swyers

"Without people, we don't have a business — meet new people every single day." – Christina Swyers

"Real estate is just the vehicle. The mindset and the mission are what drive everything." – Christina Swyers

"The money we make is equal to the size of the problems we're willing to solve." – Christina Swyers

To contact Christina Swyers, learn more about his business, and make him a part of your network, make sure to follow him on his Website, Instagram, Facebook, TikTok, and YouTube.

Connect with Christina Swyers!

Website: https://primelivingproperties.com

Instagram: https://www.instagram.com/therealchristinaswyers/

Facebook: https://www.facebook.com/christinaswyers

YouTube: https://www.youtube.com/@coastallivingwithchristina

TikTok: https://www.tiktok.com/@therealchristinaswyers

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #RealtorLife #RealEstatePodcast #ChristinaSwyers #TopAgentTips #RealEstateSuccess #EntrepreneurMindset #LeadershipInRealEstate #RealEstateTraining #RealEstateCoaching #RealtorNetworking #RealEstateMarketing #EXPRealty #SocialMediaForRealtors #NegotiationSkills #MindsetMatters #RealEstateInvesting #HomeBuyingTips #RealEstateCareer #GrowthMindset

Are you using every resource in front of you or waiting for success to knock on your door?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jerry Strums of Richmond Homes to explore the world of new construction from the builder's side. From military buyers to first-time homeowners, Jerry shares what it takes to succeed in Northeast Florida's competitive housing market—and how agents can better partner with site reps for smooth transactions and happier clients.

Listeners will discover the unspoken rules of registering buyers, the power of relationship building with site agents, and the often overlooked role of communication in securing the best deals for buyers. Jerry's transparency and passion shine through as he opens up about his journey from hustling multiple side jobs to dominating new home sales. Whether you're a seasoned realtor or just getting your license, this episode offers real value, real strategy, and real talk.

If you're an agent navigating new construction or want to be, send this episode to your real estate team, connect with your local site agent today, and don't forget to follow the show for more behind-the-scenes real estate wisdom!

Highlights

00:00 - 11:45 Breaking Into Real Estate

• Jerry's journey from server to licensed agent
• Hustling with side gigs before going full-time
• The friend who sparked his real estate career
• Early struggles without mentorship or guidance
• First experiences with Red Zone and Compass

11:45 - 24:30 Builder Life: Structure, Sales, and Strategy

• Gaining stability through Richmond Homes
• Leaving multiple side hustles behind
• How builder sales differ from retail real estate
• Common myths about "easy" site agent jobs
• Building routines and sales systems

24:30 - 37:10 Inside the New Construction Process

• Buyer incentives and affordability breakdown
• VA loan success stories and payment examples
• Warranties explained: bumper-to-bumper vs structural
• Outside lenders vs in-house financing
• Navigating buyer registration protocols

37:10 - 50:15 Realtor-Site Agent Relationships

• Why some agents distrust site reps
• The importance of early introductions and transparency
• How Jerry makes agents feel like true partners
• Role clarity and mutual respect in the transaction
• Resolving conflict without ego

50:15 - 01:06:45 Communication, Control, and Customer Experience

• Setting expectations when handing off buyers
• How to properly introduce clients at a model home
• Building trust through shared goals
• Using CRM and follow-up to retain business
• Making the client feel like everyone's on one team

01:06:45 - 01:23:07 Elevating Your Builder Game

• Tips for new agents visiting subdivisions
• The power of in-person rapport with site reps
• Jerry's method for following up and adding value
• Building long-term agent relationships
• Final advice on winning in new construction sales

Quotes:

"When I came to the builder, I was able to quit that serving job and just focus directly on real estate." – Jerry Strums

"You bring them here, let me close them for you, but you're always part of the team." – Jerry Strums

"The builder gave me structure. Real estate became more than a hustle, it became a career." – Jerry Strums

"Realtors are my network, and I treat them like family." – Jerry Strums

To contact Jerry Strums, learn more about his business, and make him a part of your network, make sure to follow him on his X, Instagram, Facebook, YouTube, and LinkedIn.

Connect with Jerry Strums!

X: https://x.com/j3showtime

Instagram: https://www.instagram.com/j3showtime

Facebook: https://www.facebook.com/share/1GvrVXsSTF/?mibextid=wwXIfr

YouTube: https://youtube.com/@jstrumstherealtor

LinkedIn: https://www.linkedin.com/in/jerry-strums-b0b711232

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #NewConstructionHomes #JacksonvilleRealEstate #SiteAgentLife #RealEstateTips #BuilderIncentives #NortheastFloridaHomes #HomeBuyingTips #VeteranHomeLoans #RichmondHomes #RealtorTips #RealEstateTraining #HousingMarket2024 #StJohnsCounty #StAugustineHomes #HomeOwnershipJourney #AgentCollaboration #RealtorNetwork #FirstTimeHomebuyer #RealEstateMindset

Are you using every resource in front of you or waiting for success to knock on your door?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Madison Partridge, founder of Local Roots Group, who shares her raw journey from zero experience to building a purpose-driven real estate business in Northeast Florida. Leaving a medical career behind, Madison threw herself into real estate without a budget but armed with grit, open houses, and a relentless drive to connect with people.

Now a leader in her market, Madison reveals how getting uncomfortable and showing up consistently on social media and in person has helped her cultivate a loyal sphere that accounts for over 65 percent of her business. From door knocking and hosting open houses to educating VA and first-time buyers, her story is a blueprint for young agents looking to build from the ground up.

If Madison's story inspired you share it with a new agent or entrepreneur who needs to hear that success is built on consistency and courage. Subscribe to Real Estate Excellence for more episodes featuring top-performing agents who lead with heart and hustle

Highlights:

00:00 – 11:06 Starting from Scratch with a Mindset for Growth

• Leaving the medical field for real estate
• Embracing discomfort and uncertainty early on
• Using every free tool and tactic in the beginning
• Door knocking and open houses as launchpad
• Advice from her mother and how it shaped her drive

11:07 – 22:13 Faith Consistency and Building a Strong Foundation

• Letting faith and clarity guide business choices
• The power of repetition and relationship building
• Lessons learned from mentors and podcasts
• Getting real about CRM and system resistance
• Why 65 percent of her business comes from her sphere

22:14 – 33:20 The Open House Advantage and Local Branding

• Why open houses work best for relationship builders
• Creating high-touch memorable open house experiences
• Door knocking with strategic invites and face-to-face trust
• Turning neighbors into advocates and future clients
• How her presentation builds long-term reputation

33:21 – 44:26 Events and Community as Client Retention Tools

• Organizing low-cost high-value client events
• Leveraging vendor relationships for co-hosting
• Scaling appreciation events as her team grows
• Clay County as her niche and local expertise
• Community growth and long-term investment strategy

44:27 – 55:33 Educating and Empowering VA and First-Time Buyers

• Why she specializes in VA buyers and military families
• Combatting misconceptions about VA loans
• Setting expectations about pricing and home types
• Using buyer consults to prep for negotiation
• Getting creative with concessions and buy-downs

55:34 – 01:06:40 Strategic Negotiation and Future-Focused Guidance

• Managing seller resistance in a shifting market
• Handling low savings and credit with empathy
• Long-term thinking with equity building
• Comparing rent vs owning with visual tactics
• Her long-term goals in flipping and investing

Quotes:

"Get comfortable with the uncomfortable that is what this business is about." – Madison Partridge "Every conversation is an opportunity waiting to happen." – Madison Partridge "If I can get in front of someone I know I can build that trust." – Madison Partridge "You are not buying your forever house you are building equity and leveling up." – Madison Partridge

To contact Madison Partridge, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, YouTube, and LinkedIn.

Connect with Madison Partridge!

Website: https://localrootsgroup.unitedrealestategallery.com/

Instagram: https://www.instagram.com/madisonsellsthe904/

Facebook: https://www.facebook.com/Madisonsellsthe904

YouTube: https://www.youtube.com/@LocalRootsGroupJax

LinkedIn: https://www.linkedin.com/in/madison-partridge-yates-12069b171/

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #RealEstateExcellence #MadisonPartridge #OpenHouseWins #VAHomeLoans #FirstTimeBuyerHelp #YoungRealtorLife #RealEstateMindset #WomenInRealEstate #DoorKnockingStrategy #LocalRootsGroup #ClayCountyHomes #FaithDrivenBusiness #RealEstateFlorida #RealtorTips #SphereOfInfluence #HomeBuyerHelp #JacksonvilleHomes #ClientCareMatters #RealEstateCoaching #MarketLikeAPro

How does emotional intelligence give real estate agents an edge in guiding clients through one of life's most stressful decisions?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Robyn McIntosh, a top-tier real estate professional with a rich background in psychology and insurance. Robyn opens up about her unexpected path from working catastrophe claims at State Farm to becoming one of Florida's most trusted names in real estate. Her ability to blend empathy with industry knowledge helps clients navigate not only deals but emotions, turning stress into strategy.

From navigating new construction pitfalls to educating buyers on insurance red flags, Robyn emphasizes the value of transparency, community, and staying informed. Whether it's explaining roof replacement impact on home values or the critical timing of involving an insurance agent, she lays out the realities that every buyer and seller should hear. Her journey is a masterclass in resilience, customer service, and intentional business-building.

Enjoyed this episode? Share it with someone considering a move or career in real estate! Don't forget to subscribe and leave a 5-star review on Apple Podcasts or Spotify.

Highlights:

00:00 - 14:49 New Construction Exposed

• How Robyn's builder background shaped her strategy
• Why agents should attend builder meetings
• Critical need for third-party inspections
• Permitting issues and layout mix-ups
• The communication breakdown in national builder pipelines

14:50 - 28:59 The Insurance Mindset Advantage

• Robyn's State Farm experience in catastrophe claims
• How it shifted her approach to risk in real estate
• Explaining Florida insurance pitfalls to out-of-state buyers
• Why home age affects insurability
• Avoiding last-minute insurance deal-breakers

29:00 - 42:49 Roofs, Claims, and Seller Strategy

• When to address aging roofs before listing
• Educating sellers on repair ROI vs. reality
• How inspectors and insurance agents derail contracts
• Preparing buyers and sellers emotionally for negotiations
• The true cost of ignoring deferred maintenance

42:50 - 57:59 Pivoting from Setback to Success

• Robyn's career curveball: from nuclear medicine to real estate
• Losing out on a medical program led to reinvention
• How real estate filled the service gap she craved
• Her "Come to Jesus" moment with her husband
• Turning rejection into redirection

58:00 - 01:12:29 Service, Community & Emotional EQ

• What "being of service" means to Robyn
• Why communication is more powerful than contracts
• Balancing emotion with education in transactions
• Her husband's public service and how it influences her work
• The mindset shift from salesperson to problem-solver

01:12:30 - 01:28:59 Broker Choices & Real Estate Realities

• Choosing the right brokerage for growth
• Online courses vs. classroom experience
• Learning curves and mentorship matters
• Brokerage fit vs. personal discipline
• Advice for new agents entering the market

Quotes:

"Before my feet hit the floor, I say: money flows to me easily and abundantly." – Robyn McIntosh

"You don't need an inspector because it's a bad builder—you need one to cover everything." – Robyn McIntosh

"Life is hard. If selling your home is the hardest thing you face, let me help you through it." – Robyn McIntosh

"I love everything about homes—their stories, their challenges, their potential." – Robyn McIntosh

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

Connect with Robyn McIntosh!

Website: https://www.christiesrealestate.com/real-estate-agents/robyn-mcintosh/35322/

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #RobynMcIntosh #RealEstatePodcast #HomeBuyingTips #FloridaRealEstate #WomenInRealEstate #ServiceDrivenSales #NewConstruction #RealEstateExpert #RealEstateJourney #CustomerExperience #HomeSellingTips #RealEstateMarketing #InsuranceTips #HomeInspection #EmotionalIntelligence #RealEstateLife #PodcastInterview #RealEstateMentor #RealEstateEducation #RoofReplacement #JacksonvilleRealEstate

What if the people who doubted your dreams actually helped fuel your success?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with powerhouse realtor Rachel Hanes, a former educator turned top-producing real estate agent in Northeast Florida. Rachel shares her inspiring journey from a young mom with no laptop to a referral-based business owner dominating the Jacksonville market. She dives into her early struggles, how a Craigslist ad and a leap of faith kickstarted her career, and how surrounding herself with the right mentors helped her build a thriving, integrity-driven business.

Rachel emphasizes the power of authenticity, consistency, and community—not just with clients but among fellow agents. She discusses the value of collaboration over competition, how she transitioned into investment and Airbnb properties, and why building relationships is her #1 marketing strategy. This episode is packed with hard-earned wisdom and actionable advice for any agent ready to elevate their game.

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!

Loved Rachel's journey? Subscribe to the Real Estate Excellence Podcast and share this episode with an agent who needs that extra push to believe in themselves!

Highlights:

00:00 - 09:49 Roots and Rejection

• From violin teacher to real estate rookie
• Starting with no laptop and a Craigslist ad
• Juggling motherhood and ambition
• Turning naysayers into fuel
• Building belief through consistency

09:50 - 17:54 Building Trust Through Referrals

• Authentic connection over forced follow-ups
• Repeat clients and word-of-mouth success
• Why integrity beats sales tactics
• Staying top of mind without being pushy
• Letting results speak louder than promotions

17:55 - 26:05 Handling Ego and Emotions in Deals

• The danger of combative agents
• Emotional intelligence during negotiation
• Protecting clients through calm professionalism
• Collaboration over confrontation
• How ego can cost your client the deal

26:06 - 33:59 Finding the Right Brokerage and Community

• The value of a supportive broker
• Learning through shared agent experience
• Group texts and collaborative growth
• Why culture trumps commission splits
• Being in business for yourself, not by yourself

34:00 - 41:59 Investing and 1031 Exchanges

• Working with fiduciaries and trusts
• Breaking down 1031 exchange strategies
• Understanding tax-deferred reinvestments
• Handling multi-heir trust properties
• How education expands your client base

42:00 – 01:20:53 Airbnb and Short Term Rental Strategy

• What new investors often overlook
• Management companies vs DIY
• The truth about ROI and maintenance
• How to create a standout Airbnb listing
• Regulations, reviews, and real risk

Quotes:

"You don't always get immediate kudos for your decisions—it takes consistency for people to see your vision." – Rachel Hanes

"I want people to feel that if they're coming to me with business, it's going to be handled with integrity." – Rachel Hanes

"You're not being productive when you let ego take over a negotiation." – Rachel Hanes

"Being collaborative in your professional life bleeds over to your personal life." – Rachel Hanes

To contact Rachel Hanes, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, and LinkedIn.

Connect with Rachel Hanes!

Website: https://hamiltonhousegroup.com

Instagram: https://www.instagram.com/rachelhanesrealtor/

Facebook: https://www.facebook.com/rachelhanesrealtor

LinkedIn: https://www.linkedin.com/in/rachel-hanes-8337a2131/

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #RachelHanes #ReferralBasedBusiness #JacksonvilleRealEstate #WomenInRealEstate #RealEstateMom #AirbnbInvesting #RealEstatePodcast #1031Exchange #REInvestorTips #Mompreneur #FloridaRealtor #ClientExperienceMatters #TrustBasedBusiness #AgentReferrals #RESuccessStory #RealEstateCommunity #IntegrityInBusiness #HomeBuyingTips #RealtorJourney

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

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #RealEstateExcellence #RealEstateTips #RelationshipMarketing #TopRealtor #RealEstatePodcast #GoogleReviews #AIinRealEstate #BrokerageSwitch #NortheastFloridaRealtor #LuxuryHomes #ListingTips #RealtorLife #ClientFirst #MarketingTips #NeighborhoodFarming #ReferralBusiness #JacksonvilleRealEstate #WomenInRealEstate #RealEstateBranding #RealEstateStrategies

Are you missing out on 90% of your potential business because you're afraid to show your face on social media?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes Amy B. Cotney, a real estate powerhouse who's turned her authentic personality into a thriving brand online. With over 300,000 followers on Instagram and more than 1.3 million on TikTok, Amy breaks down the real ROI of social media for agents and why being yourself is your biggest marketing weapon. From humble beginnings and mistakes to landing $4 million listings off a Jet Ski video, Amy's journey is as inspiring as it is practical.

Amy explains how being consistent, ditching perfection, and tapping into your community can organically grow your business. She shares her branding secrets (hello, orange fridge and pink sweaters), talks openly about the criticism she's faced, and reveals the real secret behind content that converts — connection, not clicks. If you've ever been stuck wondering what to post or if social media even works, Amy proves it's not just possible, it's powerful.

Ready to stop overthinking and start building your brand?

Highlights:

00:00 - 10:15 The Power of Consistency in Social Media

• Why social media works like the gym
• Getting over the fear of showing your face
• 90% of Amy's business comes from social
• From baby agent to top producer
• Perfection is the enemy of posting

10:16 - 21:30 Building Influence Through Authenticity

• Being relatable vs. being polished
• How her audience grew to recognize her voice
• Sharing daily posts at 6:30 AM
• Creating community trust through video
• Marketing as a daily discipline

21:31 - 34:50 Amy's Backstory

• Her pivot from apparel to real estate
• Early grind and learning self-discipline
• Why coaching programs didn't work for her
• Mentorship and first brokerage experience
• Advice for new agents and choosing the right brokerage

34:51 - 47:30 From Orange Fridge to Luxury Homes

• Using color, wardrobe, and props as brand signals
• TikTok growth and audience expectations
• Dropping the wine content to grow serious business
• The psychology of being memorable
• Adapting your style for luxury clients

47:31 - 58:00 Turning Videos into Listings

• The $4M listing from a WaveRunner video
• Facebook vs. Instagram vs. TikTok strategies
• Customizing content per platform
• Why Facebook is hyperlocal gold
• Creating lifestyle video tours

58:01 - 1:12:40 Content Creation, Tools, and Staying Authentic

• Managing multiple platforms with purpose
• Should you post the same video everywhere?
• Organic calls to action vs. automation
• Stirring the pot to drive engagement
• Leveraging your voice and personality in marketing

1:12:41 - 1:21:58 Listings, Brand Power, and Final Advice

• Using social media stats to win listings
• Why numbers matter in a pitch
• Knowing your ideal client
• Loving the process even on tough days
• Amy's final thoughts on joy, work ethic, and being "one-take Amy"

Quotes:

"It doesn't have to be perfect. Just post it. Just go." – Amy B. Cotney

"You are your own brand. Be unapologetically you." – Amy B. Cotney

"People want to work with someone real, not someone perfect." – Amy B. Cotney

"Marketing is my jam, it's what gets me up at 3:30 in the morning." – Amy B. Cotney

To contact Amy Cotney, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, YouTube, and TikTok.

Connect with Amy B. Cotney!

Website: https://amybcotney.com/

Instagram: https://www.instagram.com/sweethomeauburnal/

Facebook: https://www.facebook.com/sweethomeauburnal

YouTube: https://www.instagram.com/sweethomeauburnal/

TikTok: https://www.tiktok.com/@amybartoncotney

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #RealEstateMarketing #SocialMediaForRealtors #AmyCotney #RealtorBranding #InstagramRealtor #TikTokRealEstate #RealEstateInfluencer #AuthenticMarketing #OneTakeAmy #LuxuryRealEstate #RealEstateTips #RealtorLife #SocialMediaStrategy #VideoMarketing #ListingVideos #ContentMarketing #ReBarCamp #RealEstateExcellence #WomenInRealEstate #CommunityMarketing

Are you building a business that feels like you—or one you think people expect to see?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes welcomes powerhouse agent Dori Nugent, whose bold pivot from a 20-year fitness career to real estate during the pandemic has quickly made her a standout in Northeast Florida. Dori shares how her deep roots in client service, leadership, and authentic human connection have been the key drivers of her rapid success, closing over 90 transactions in just a few years.

From mastering social media with purpose to navigating the unique challenges of coastal real estate, Dori dives into the lessons she brought from the gym floor to the negotiation table. Her story proves that when you lead with heart, structure, and the desire to serve, you're already ahead of the game.

If you're looking for more than just another real estate agent and want someone who truly gets your lifestyle dreams, connect with Dori Nugent or follow the podcast for more insider insights like this. Don't forget to rate, review, and share this episode with someone thinking about making a fearless career change or move to Florida!

Highlights:

00:00 - 10:55 From Gym Rat to Fitness Leader

• Dori's entry into fitness as a young mom
• Climbing from instructor to operations director
• Managing over 70 instructors
• Employee engagement lessons
• Her first taste of public speaking

10:56 - 20:40 Pivoting into Real Estate During a Pandemic

• Leaving a 20-year fitness career
• COVID's impact on the fitness world
• Competing for and winning the podcast host role
• Discovering a passion for connection and communication
• Why authenticity helped her stand out

20:41 - 31:25 Falling in Love with St. Augustine

• Visiting multiple beach towns
• Why Hilton Head and Myrtle Beach didn't work
• The lifestyle pull of Vilano and Anastasia Island
• Key factors in choosing a new home location
• The buyer's mindset when relocating

31:26 - 40:50 Beach Buyers, Rentals, and Smart Agent Choices

• Why hyper-local agent knowledge is essential
• Flood zones, short-term rental rules, HOAs
• Helping buyers visualize lifestyle, not just homes
• The real value of social media for agents
• Selling trust before sales volume

40:51 - 53:00 Navigating New Construction and Military Moves

• Unique strategies for working with military buyers
• The resale trap of early-phase new builds
• Realistic pricing for listings near builders
• How she sets expectations with sellers
• Understanding your real buyer

53:01 - 1:07:15 Service, Connection, and Standing Out

• Customer service mindset from fitness to real estate
• Personal touches that matter (coffee, snacks, notes)
• Reading people and rewarding them accordingly
• Social media vs real impact
• Using AI and staying future-focused

1:07:16 - 1:19:21 Books, Tools, and Staying Grounded

• Dori's top books for real estate mindset
• Unreasonable Hospitality, Endless Referrals, more
• Balancing authenticity with technology
• Staying top of mind without overspending
• Final thoughts and advice to new agents

Quotes:

"You sell when you make people feel a certain way." – Dori Nugent

"Authenticity builds trust. And trust is everything in real estate." – Dori Nugent

"Every client wants to be rewarded differently; you have to pay attention." – Dori Nugent

"I'm trying to connect with that woman in Ohio sitting on her couch at 8 PM, dreaming of living by the beach." – Dori Nugent

To contact Dori Nugent, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, YouTube, and TikTok.

Connect with Dori Nugent!

Website: https://dori-nugent.cbpphomes.com/

Instagram: https://www.instagram.com/dorinuge/

Facebook: https://www.facebook.com/dori.carenugent YouTube: https://www.youtube.com/@DoriNugent LinkedIn: https://www.linkedin.com/in/dori-nugent-90b38747/

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence #DoriNugent #AuthenticBranding #FitnessToRealEstate #BeachLifeFlorida #StAugustineRealEstate #MilitaryRealtor #CoastalLiving #LifestyleSelling #RealtorTips #RealEstateJourney #WomenInRealEstate #NewConstructionTips #RealtorLife #HomeBuyingTips #RealEstateMarketing #CustomerExperience #RealEstateStrategy #AIInRealEstate #HyperLocalExpert

What if the key to scaling your real estate career wasn't selling more—but letting go?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jonathan Lickstein, the award-winning COO of one of the nation's fastest-growing independent brokerages. From launching his career unexpectedly in Honduras to leading a 5,000-agent operation across six states, Jonathan reveals how he uses cutting-edge AI, strong culture, and deep mentorship to scale operations, without losing the human touch.

Jonathan dives deep into how brokers can truly support agents in today's competitive market, why building relationships is more important than ever, and the powerful moment that made Jonathan realize he needed to let go in order to grow. Whether you're a solo agent, team leader, or managing broker, this episode offers a blueprint for sustainable growth, tech integration, and authentic leadership.

Ready to level up your real estate career? Share this episode with a fellow agent, leave a review, and follow the Real Estate Excellence Podcast for more insider strategies from the industry's best.

Highlights:

00:00 – 07:04 From Georgia Tech to Honduras

• Career detour from engineering to real estate
• Building the largest property network on Roatan
• Selling million dollar homes at 19
• The power of bilingual networking
• Returning to the US market with experience

07:05 – 14:01 Rebuilding in Florida with Relationships

• Restarting a business with zero clients
• Youth sports as a referral engine
• Using branded email for subtle marketing
• Getting 6 million in sales from one connection
• Leveraging everyday conversations

14:02 – 24:25 Winning with AI and Building Broker Efficiency

• How the brokerage won Inman's AI award
• Using AI to automate compliance and contracts
• Creating a GPT powered broker avatar
• Saving agents hours of manual entry

• Voice activated contract creation system

24:26 – 33:59 The Power of Letting Go to Scale

• The game changing moment on a baseball field
• Why delegation is critical for brokers
• Replacing yourself without losing culture
• Empowering your team to lead
• Avoiding burnout as a growing company

34:00 – 45:13 What Makes a Great Brokerage and How to Choose

• Red flags in bad broker leadership
• Why 100 percent commission isn't everything
• The importance of real support not just tools
• How brokers should evaluate their own value
• Questions every agent should ask before switching

45:14 – 59:50 Retention and Growth with Real Tech and Mentorship

• New agent mentoring that actually works
• Creating mastermind groups for real learning
• Using friends lists to maintain past clients
• Leveraging social media meaningfully
• The real reason agents stay or leave

Quotes:

"This business is driven by relationships. AI should free you to build more of them—not replace them." – Jonathan Lickstein

"If I'm in line at a grocery store, by the time we leave, you'll know who I am, what I do, and how to get ahold of me." – Jonathan Lickstein

"Support is the number one thing an agent should be looking for—not training, not branding, but support." – Jonathan Lickstein

"There's no such thing as a past client—just someone you haven't reconnected with yet." – Jonathan Lickstein

To contact Jonathan Lickstein, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, YouTube, and TikTok.

Connect with Jonathan Lickstein!

Website: http://www.jonathanlickstein.com Instagram: https://www.instagram.com/thebrokerlick

Facebook: https://www.facebook.com/jonathan.lickstein

LinkedIn: https://www.linkedin.com/in/jonathanlickstein/

Connect with me! Website: toprealtorjacksonville.com

Website: toprealtorstaugustine.com

SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

#RealEstateExcellence ##JonathanLickstein #RealEstatePodcast #NicheMarketing #AIInRealEstate #RealEstateTips #ContentMarketing #LuxuryHomes #EquestrianLifestyle #PropertyInvesting #NewAgentAdvice #SocialMediaForRealtors #RealEstateStrategy #FloridaRealEstate #HorseProperties #LuxuryListingAgent