Sep 16, 2026 · 1 hr 27 min · 13 segments
How can sellers know which agent they can truly trust? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Kati Spaniak. Kati Spaniak is a nine-time eXp Icon Agent…
Kati SpaniakGuestTracy HayesHostBut it's a little bit because of, in reality, we know there's only a very small percentage that actually are producing consistently year in and year out.
And we say there's 12,000 agents in northeast Florida, but we really only know there's a couple hundred that are truly actually producing.
yeah and so it's it's also more than that you know you get a lot of groups where i'm talking from the agent side okay this is more agent to agent not the seller side but the you know when we as agents get a lead a referral lead and we want to place it with somebody the first thing people do is like do you know an agent in that area You know, you ask out to your network or you ask somebody.
And as agents, we think, oh, we're just going to give it to this person who seems great and nice.
Without really checking, are they going to close that deal? And I know all this because we've gone through the whole process of making lots and lots and lots of mistakes.
And so, you know, the first thing is, are they going to close the deal? Because that's money in your pocket.
My first transaction after doing hundreds of hours of YouTube was $1,700 check is what I got.
It is kind of that it's a where are we going? What are we doing? So the referral side of the business is very difficult because I get a lead.
But it's a little bit because of, in reality, we know there's only a very small percentage that actually are producing consistently year in and year out.
And we say there's 12,000 agents in northeast Florida, but we really only know there's a couple hundred that are truly actually producing.
yeah and so it's it's also more than that you know you get a lot of groups where i'm talking from the agent side okay this is more agent to agent not the seller side but the you know when we as agents get a lead a referral lead and we want to place it with somebody the first thing people do is like do you know an agent in that area You know, you ask out to your network or you ask somebody.
And as agents, we think, oh, we're just going to give it to this person who seems great and nice.
Without really checking, are they going to close that deal? And I know all this because we've gone through the whole process of making lots and lots and lots of mistakes.
And so, you know, the first thing is, are they going to close the deal? Because that's money in your pocket.
My first transaction after doing hundreds of hours of YouTube was $1,700 check is what I got.
It is kind of that it's a where are we going? What are we doing? So the referral side of the business is very difficult because I get a lead.
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