Lead Gen & Prospecting Episodes

Kati Spaniak is back on the Real Estate Excellence Podcast for round two — and this visit is entirely about how she built Truth in Real Estate®, the referral company that has placed close to $2 billion in real estate with vetted agents across the country. (Her first appearance, Episode 283, covers her full backstory.) Spaniak and her daughter Lisa personally review every agent who enters their network through what she calls a five-level pyramid: experience, marketing and listing photography, team structure, professionalism and integrity, and finally, gut — whether the seller and agent actually click. They've hand-vetted more than 6,000 agents and keep a running "do not refer" list for anyone who treats a referral call as spam or mishandles a seller once they get one. The conversation gets into the deal that led Spaniak to create the Protect the Seller Circle — an agent who declined a referral in writing, then closed the deal anyway, and the legal dead end Spaniak hit trying to c…

Robyn Cavallaro didn't come up through real estate the traditional way. No college degree, a lifetime as an entrepreneur, and a restaurant that closed in 2019 — then a mid-pandemic decision to get licensed online because, in her words, "Self, you better come up with a Plan B." Since then, she's built a $110 million business out of Florida Realty Investments in The Villages, one of the most unique markets in the country, without a single paid lead. In this episode, Robyn breaks down how she turned raw, unedited restaurant-era videos into a full content system that now drives every client she has — buyers who trust her enough to purchase homes sight-unseen, some without ever meeting her in person. She and Tracy dig into the real financial and lifestyle math of The Villages: the bond system that confuses nearly every buyer, the difference between MLS and the developer's own VLS listings, snowbird versus full-time ownership, and the three-county tax trap that catches people off guard a…

Jess Lenouvel, founder of The Listings Lab and bestselling author of More Money, Less Hustle, joins Tracy Hayes for a direct conversation on what real estate agents need to change if they want to grow without burnout. Jess breaks down why so many agents stay stuck at six figures, why old-school prospecting keeps failing, and how digital marketing, personal brand, and human psychology work together to create inbound business. In this episode, Jess shares how she built her real estate business through digital marketing, why most agents misunderstand branding, and what actually moves someone from stranger to client online. She explains why agents should stop relying on just listed and just sold content, why case studies and personal stories matter more, and how systems, automation, and the right support team create the freedom most agents say they want. This is a strong episode for agents who want more leverage, better marketing, and a business that works without constant hustle. H…

In Episode 310 of the Real Estate Excellence Podcast, Tracy Hayes sits down with Tina Priest for a powerful conversation about leadership, professionalism, and serving military families across Northeast Florida. As the spouse of a U.S. Navy veteran who served 21 years, Tina brings firsthand understanding of PCS moves, deployments, tight timelines, and the emotional realities military families face during relocation. That lived experience shapes how she approaches real estate in Jacksonville, Ponte Vedra, Nocatee, St. Johns County, and surrounding communities. Tina shares why real estate should never feel transactional, emphasizing the importance of authenticity and relationship-building. “I think they need to see a personal side of you and that they’re not a transaction.” Throughout the episode, she discusses how staying calm during heated negotiations, taking a moment before responding to bad news, and communicating with intention can protect both clients and contracts. …

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Christina Swyers, a multi-state real estate team leader, relocation specialist, and founder of Prime Living Properties. Licensed in both Missouri and Florida, Christina shares how she built a cross-market business while relocating her life and production to Northeast Florida. Christina breaks down what agents actually need to succeed — from choosing the right brokerage and building a powerful referral network to leveraging social media, video, and authentic relationships to stay top of mind. She offers real insight into negotiation, confidence, and why preparation and communication are non-negotiable in today’s market. The conversation dives deep into relocation challenges, including taxes, HOAs, CDD fees, and new construction pitfalls buyers often overlook. Christina also explains why local lenders, outside inspections, and strong representation matter — especially when working with builders. F…

Episode 307 – Madison Partridge: From Medical Field to Market Leader in Northeast Florida Real Estate In this episode, Tracy Hayes sits down with Madison Partridge, founder of Local Roots Group and one of the most strategic, fast-rising agents in Northeast Florida. Formerly in the medical field, Madison made the bold leap into real estate and built a business rooted in relationship marketing, open houses, and consistent community touchpoints. Madison shares how she turned door knocking and open house strategy into 65% of her business, why she thrives working with VA and first-time buyers, and how her upbringing shaped her leadership mindset. This conversation offers a deep dive into her systems for client follow-up, her open house routines, and the personal grit that fuels her growth in Clay County and beyond. You’ll Learn: How to make open houses a core lead gen strategy Why mindset matters more than marketing in year one Her exact follow-up system using pop-bys, CM…

Episode 305 – Rachel Hanes: Real Estate, Family, and Building a Collaborative Brand In Episode 305 of the Real Estate Excellence Podcast, Rachel Hanes joins Tracy Hayes to share how she balances raising four children with building a high-integrity real estate business across Northeast Florida. With nearly a decade of experience and a growing focus on short-term rentals and investor opportunities, Rachel reveals how she’s creating success without sacrificing her values. From Macclenny to Jacksonville and St. Augustine, Rachel’s journey highlights the power of relationships, trust, and an abundance mindset. She opens up about her approach to Airbnb investing, growing through community connections, and why she believes collaboration—not competition—is the future of real estate. If you’re a Realtor®, investor, or buyer who values authenticity, this conversation delivers both strategy and substance. In This Episode: How Rachel built her business while raising four kids He…

Episode 304: Sarah Schwartz — Leading with Relationships, Powered by Results Top 1% Northeast Florida Realtor Sarah Schwartz returns to the Real Estate Excellence Podcast to break down the exact strategies that helped her close over $100 million in career sales. From answering every call to building deep-rooted community ties, Sarah shares how authenticity, responsiveness, and consistent visibility fuel her referral machine. In this episode, Sarah discusses: How she converted 97 out of 100 homes in her neighborhood into referral sources—with hot chocolate bombs and handwritten notes. Why 80–85% of her business comes from sphere and repeat clients—and how that starts with simply answering your phone. The power of her AI assistant “Alex” for 24/7 website lead follow-up. How to spot the right brokerage fit—and why she recently joined Realty One Group Elevate. What buyers expect in today’s pickier, post-COVID market—and how sellers can meet those expectations with sma…

Amy Barton-Cotney: Building a Real Estate Brand with 1.3M Followers and Zero Fluff From boutique owner to national speaker to real estate marketing powerhouse—Amy Barton-Cotney brings the energy, the strategy, and the results. In this episode, Amy shares how she used simple, unfiltered content to grow a following of over 1.3 million on TikTok and hundreds of thousands more across Instagram. We dive into how one casual WaveRunner video landed her two $4 million listings, the mindset agents need to stop overthinking content, and why authenticity always outperforms production. As the Marketing Director at Roots Real Estate in Auburn, Alabama, Amy’s no-nonsense branding approach has made her a trusted voice in both real estate and social media. Whether you’re building your personal brand or trying to convert followers into clients, Amy delivers practical, proven advice you can apply today. 🎙 Episode 303 – Amy Barton-Cotney 🎧 Listen now + full transcript at: tracyhayespodcast.…