Hustle Humbly Podcast

Is there a magical number when it comes to pricing a listing? No, not really. But there IS a way to walk into every listing appointment confident, prepared, and ready to have a real conversation about price with your sellers. In this episode, we are finally tackling the how-to of pricing a listing. We have touched on it before, but today we are getting into the actual nuts and bolts of how we prep, what we bring, what we say, and how we guide sellers through one of the most important (and emotional) parts of the listing process. We are sharing the exact questions we ask on that first call, how we prep our CMAs, the talking points we lean on every single time, and the framework that has never failed us: price, location, and condition. We also dig into the pricing pyramid, the buyer pool conversation, and why the data has to drive every decision, even when sellers want a number that the data just does not support. Here's what we cover in this episode: The questions we ask on the very first seller call How we prep before walking into a listing appointment Why we never give a price before we see the house in person How to use the CMA summary as a collaborative tool with sellers Why price per square foot is a guide, not a rule The three components of every listing: price, location, and condition The pricing pyramid and how it impacts your buyer pool What to say when sellers want a number the data does not support How to handle the "how did you come up with this price?" question Why pending and active listings matter as much as solds How to set up neighborhood searches to keep sellers engaged before they list How to talk about price reductions before they happen The detective work that sets you apart from every other agent Key Quotes & Takeaways: "I am a data driven person. I come from a family of appraisers. I want the numbers to fit in a box." Alissa "I do not want you doing showings for 90 days. I want you to do it right for two weeks or less." Katy "When I list your house and another agent calls me to ask how I came up with that price, I need to be able to support it with data." Alissa "If we have no showings, it is the price. If we have lots of showings but no offers, it is the condition." Katy "There is no magic number. You have to do the work, and you have to be ready to adjust." Alissa Products, People & Previous Episodes Mentioned: Episode 97: How to Do a CMA (hustlehumblypodcast.com) Episode 144: Numbers to Know (hustlehumblypodcast.com) Episode 321: Pre-Listing Appraisal: Helpful or Hindering? (hustlehumblypodcast.com) Seller Net Sheet + Buyer Cost Sheet (hustlehumblypodcast.com/netsheet) Agent Systems 101 Hustle Humbly Community Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly

This is the follow up to our buyer myths episode, and y'all, sellers have some misconceptions of their own that we need to talk about. We kick things off with a hilarious story about Alissa's seller who found the podcast, started listening to staging episodes while packing boxes, and voluntarily took down more decor than they even discussed. (If only every seller came with a built-in podcast habit, right?) This episode is a great one to share with your sellers, especially first timers who might need a little myth busting before they list. From Zestimates and spring selling to price reductions and open houses, we're breaking down the biggest home selling myths that trip up sellers and agents all the time. Plus, we're sharing our individual top three myths and some real stories from the trenches. Here's what we cover in this episode: The Zestimate: how accurate is it really, and what Zillow's own data says about their error rates Why spring isn't automatically the best time to sell (and when winter buyers can actually work in your favor) Breaking even on a sale doesn't mean you lost money Your house doesn't have to be perfect to sell, but it does need to be clean & priced right Why longer days on market doesn't always mean something is wrong with the house The neighbor comparison trap and how to handle sellers fixated on what the house next door sold for Why a price reduction is not a failure (and why sitting on the market for three years IS) The truth about open houses and what they actually accomplish Why buyers almost never prefer an allowance over the work being done The danger of rejecting your first offer Why your listing agent can't just "bring the buyer" Key Quotes & Takeaways: "If we had left that stinky carpet, they would not have been able to overlook the smell, and we would still be on the market." Alissa "Your first buyer is your buyer. They committed to putting it in writing and saying, I want to buy your house." Katy "This is the only person asking us to the dance right now. If you want to go to the dance, this is your opportunity." Alissa "A price change gives the message that you're not stuck." Katy "I'm not here to design your home. I am here to neutralize it to get the biggest buyer pool." Alissa Products, People & Previous Episodes Mentioned: Zillow Zestimate accuracy page (zillow.com/zestimate) Hustle Humbly Podcast episode categories (hustlehumblypodcast.com/categories) Hustle Humbly Community Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly

We finally did it. We sat down with the man behind the numbers AND we recorded it live at the NAR podcast studio in Chicago. If you've ever been at a dinner party, a showing, or a closing table and gotten hit with "so... how's the market?", this episode is for you. We got to chat with Dr. Lawrence Yun, Chief Economist at the National Association of Realtors, and y'all, we had SO many questions. We're the data nerds who cover the NAR Home Buyers and Sellers Profile Report every single year, so getting face time with the person behind all that research? It was kind of a big deal for us. Dr. Yun has been at NAR since 2000 and stepped into the Chief Economist role in 2008 right in the middle of the foreclosure crisis. He's testified before Congress, appeared on C-SPAN, and was recognized by the Wall Street Journal for having one of the closest forecasts for 2024. Basically, if there's someone you want breaking down housing market trends for Realtors, it's him. We cover a lot of ground in this one, from the housing shortage and what's actually being done about it, to the lock-in effect, affordability challenges for first-time buyers, capital gains tax reform, and what a "sweet spot" interest rate would even look like. Dr. Yun also shares something we weren't expecting, a really personal story about his family immigrating to the U.S. and how home ownership shaped his perspective on wealth and the American dream. Here's what we cover in this episode: Why the answer to "how's the market?" is always local — and how to explain that to clients The housing shortage by the numbers (hint: we're still millions of units short) Why the median age of first-time buyers hitting 40 is "the most depressing statistic" of last year The lock-in effect: who it really impacts and why it may be loosening Why 6% isn't actually a high rate historically but still feels impossible for today's buyers How home prices rising 50% since pre-COVID has changed the affordability conversation The capital gains tax exemption that hasn't been updated in 30 years (and why that matters for your sellers AND your investment properties) What the Housing for the 21st Century Act could actually do How investors releasing rental properties could help the first-time buyer shortage What we need to build annually to get out of the housing shortage Key Quotes & Takeaways: "Is it a good time to buy? That's not the right question. Do you want to build wealth over time or not?" Dr. Lawrence Yun "Your house was $60,000. Their rate is 6% AND the house is $400,000. It's not the same math." Alissa "Median age of the first-time buyer is now 40. That is the most depressing statistic of last year." Dr. Lawrence Yun "I had 24 showings and five offers in one day at $175K. The same week, a $500K listing could sit for 50 days. Same market. Totally different world." Katy "If you are listening to this podcast, you are already ahead." Dr. Lawrence Yun Products, People & Previous Episodes Mentioned: NAR Home Buyers and Sellers Profile Report(2025 in episode 338) NAR Affordability Index NAR Existing Home Sales Statistics Housing for the 21st Century Act (bipartisan housing legislation) Ability to Repay Act (post-2008 mortgage reform legislation) Blue Chip Council (economic forecasting panel) Wall Street Journal Forecasting Survey Joint Center for Housing Studies at Harvard University Hustle Humbly Community Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly

Feeling a little desperate in your real estate business lately? You are not alone—and this episode is your mindset reset. Katy and Alissa are diving into the behaviors that show up when agents feel pressure to make money… and how those "desperate" decisions can quietly damage your reputation, confidence, and long-term success. From overpricing listings just to win them, to chasing every shiny lead source, to dropping your professional standards, this episode is your honest (and loving) wake-up call. The truth? Acting like a desperate real estate agent doesn't attract more business; it repels it. Instead, we're sharing what to do differently so you can protect your business, maintain your professionalism, and build a career you're actually proud of, even in a slow market. Here's what we cover in this episode: What "desperate agent behavior" really looks like (and why it's so common right now) How overpricing a listing can hurt your reputation long-term Why saying "yes" to everything is actually hurting your business The danger of chasing shiny lead sources when you feel slow How dropping your standards can cost you future referrals Real examples of setting boundaries with sellers (and earning respect because of it) Why consistency beats constant rebranding or "next big thing" energy The difference between being flexible vs. losing your boundaries What to do instead when business feels slow or uncertain If you've been feeling the pressure, questioning your business, or tempted to make decisions out of fear—this is the episode you need. You don't need to be desperate. You need to be consistent, professional, and confident. Key Quotes & Takeaways "When you act like a desperate real estate agent, you're not gaining business; you're losing respect." Alissa "Confidence audits your business. Desperation just reacts." Katy "If you let your clients run your business, you're doing them a disservice." Alissa "You don't need balloons to sell a house; you need people walking through the door." Alissa "Referral-based business is a slow burn… but chasing shiny objects will burn you out." Katy Products, People & Previous Episodes Mentioned: Episode 113 Be the Boss Email Templates 101 Agent Systems 101 FREE Database Template Hustle Humbly Community Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly

We got invited to NAR headquarters in Chicago for a small influencer summit and honestly? We thought the first email was fake and deleted it. 😂 But once we realized this was a real invitation, we packed our bags, flew out on Katy's birthday, and headed to the "mothership" to hear directly from NAR's leadership team about what has gone wrong, what they're trying to fix, and where they think the Realtor brand is headed next. In this bonus episode, we're giving you the full download. No sugarcoating. No blind praise. Just our honest take on what we saw, what we heard, and what felt different this time. We're chatting about the tiny guest list, the giant chandelier, the very fancy boardroom, and the leaders now trying to course correct after lawsuits, leadership failures, and a few rough years for the association. We're also sharing what surprised us most, what gave us hope, and why we still think time will tell. Here's what we cover in this episode: Why we almost deleted the NAR invitation for good What it was like walking into NAR headquarters in Chicago How we ended up recording in NAR's podcast studio Our first impressions of CEO Nykia Wright and the new leadership team What NAR says it is doing to rebuild trust and professionalism Why local boards may be facing some major changes What we learned about NAR advocacy, lobbying, and where your dues are going The part of Lawrence Yun's presentation that really caught our attention Why the new consumer ad campaign actually impressed us What it felt like to be in the room as working Realtors still in the trenches Why we left feeling heard, hopeful, and still appropriately skeptical Our honest thoughts on whether NAR can really get this train back on the tracks Key Quotes & Takeaways Katy: "We want to be an advocate for NAR, but not a mouthpiece for NAR." Alissa: "Hustle Humbly is here to help bring professionalism back to the Realtor brand. That is essentially NAR's goal as well." Katy: "We're not here to sugarcoat it. We're just going to relay what happened and give you our thoughts." Alissa: "I feel optimistic about the people they have in place and how new they are." Katy: "We really needed to record this for posterity so we can come back and see if the train stayed on the tracks." Products, People & Previous Episodes Mentioned: NAR consumer ad campaign: "Right by you" NAR shareable market graphics for agents Email Templates 101 Agent Systems 101 FREE Database Template Hustle Humbly Community Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly

There are a lot of opinions floating around about buying a house and, unfortunately, many of them are just plain wrong. In this episode, Katy and Alissa dive into some of the most common home buying myths they hear from buyers and break down what's actually true. From the classic "you need 20% down" to the idea that new construction doesn't need an inspection, these myths can cause confusion, hesitation, and sometimes costly mistakes. The truth is that buying a home is full of nuance, and having the right information (and the right Realtor!) makes all the difference. To make things interesting, Katy and Alissa review more than 30 common buyer misconceptions and secretly choose their personal top myths along the way. At the end, they compare notes to reveal the biggest misconceptions they think buyers still believe today. If you're currently house hunting, planning to buy soon, or just want to understand the process better, this episode is packed with helpful clarity. Here's what we cover in this episode: Why you do NOT need 20% down to buy a home Why the highest offer doesn't always win The truth about inspections (especially new construction!) Why calling the number on the sign may not help you Why pre-approval is essential before touring homes The reality of interest rates and affordability The problem with waiting for the "perfect" house What really happens when deals fall apart Whether foreclosures are actually a good deal Why every buyer needs their own representation Key Quotes & Takeaways Katy: "No one gets the perfect house. Not even if they build it from scratch." Alissa: "The highest offer doesn't always win. Terms matter just as much as price." Katy: "Please don't call the number on the sign. You need someone representing you." Alissa: "You can't even start house hunting until you know what you're approved for." Katy: "A home inspection isn't a crystal ball—it's a snapshot of the house today." Products, People & Previous Episodes Mentioned: Episode 149: The Forever Home Myth All products and free resources are located at hustlehumblypodcast.com. Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly

If you sold homes during 2020–2022, you likely helped buyers compete in bidding wars, escalate over asking, and stretch to win. Now? Some of those same clients are calling because they need to sell. And the market is… softer. In this episode, Katy and Alissa walk through what it really looks like when COVID-era buyers need to resell in a different market than they purchased in. From tight equity situations to emotional listing appointments, they're sharing honest stories, practical scripts, and how to protect your own mindset while delivering hard news. This isn't about panic. It's about professionalism. Here's what we cover in this episode: Why today's "soft market" is not the 2008 crash How to handle sellers who are breaking even (or barely making money) What to say when the comps don't support their expectations Why condition matters even more when you're pushing price The danger of "just offering an allowance" How to walk sellers through worst-case scenarios using a net sheet When renting might be the better move How to avoid carrying your clients' emotional stress If you're feeling that sinking-in-your-stomach feeling when running CMAs lately, this episode will help you reframe the situation, set expectations early, and guide your sellers with clarity and confidence. Key Quotes & Takeaways Katy: "Devastating news isn't breaking even. Devastating news is having to beg the bank to let you sell." Alissa: "You can care about your clients without carrying their stress inside your body." Katy: "If you're pushing the price above the comps, your condition has to be A-plus." Alissa: "I can't want this more than you do." Katy: "Are these the numbers you were expecting?" Products, People & Previous Episodes Mentioned: Seller Net Sheet + Buyer Cost Sheet: https://hustlehumblypodcast.com/netsheet Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly

Spring hits… and suddenly everything feels loud. New listings. Awards. "Sold in one day!" posts. Agent tours. Realtor prom season. And before you know it, you're questioning everything. Why does everyone else look busier than me? Should I be doing more? Am I behind? In this episode, we're talking about the Realtor Comparison Trap and the mindset shift you need this spring to protect your confidence, your peace, and your professionalism. Spring is a naturally busy season in real estate. But it's also the season where comparison creeps in hard. Between awards ceremonies, fresh listings popping up daily, and social media highlight reels, it's easy to feel like you're either behind… or not doing enough. Here's what we cover in this episode: Why spring market noise can mess with your mindset Realtor prom season and the awards comparison spiral How to reframe other agents' success (community over competition) Preparing your systems before busy hits What NOT to add to your plate just because others are doing it A powerful mindset trick for driving past someone else's listing sign Cleaning up your social media algorithm to protect your peace How to post professionally without hurting the Realtor brand Why being present in your office can create unexpected opportunity A refreshing buyer story that proves timing and priorities matter Truthfully, comparison is internal. If someone's marketing makes you spiral, that's your cue to check your mindset, not attack theirs. This is your permission slip to: - Mute what doesn't serve you - Protect your boundaries - Focus on your systems - Stay in your lane - Celebrate other agents without shrinking yourself The spring market doesn't require panic. It requires preparation. And a healthy mindset. You're not behind. You're building. Key Quotes & Takeaways Katy: "Every sign that isn't mine means the market is moving. That's a good thing." Alissa: "If someone's marketing messes with your mindset, that's your cue to look inward." Katy: "We don't need to throw away great to try out good." Katy: "Busy doesn't always mean better. Prepared is better." Products, People & Previous Episodes Mentioned: Episode 33 – Preparing for Busy Episode 17 – What to Do When You're New or Slow Episode 331 – A Realtor Leaves Her Phone for a Week Email Templates 101 Agent Systems 101 FREE Database Template Hustle Humbly Community Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly

If you've ever had a seller say, "We're probably about a year out… but can you come tell us what to do?" — this episode is for you. Today we're talking about how to win the listing early without wasting your time, burning yourself out, or giving away all your value. Because here's the truth: the agent who shows up first often wins. But how early is too early? And what should a listing prep timeline for sellers actually look like? We break down the mindset shift, the boundaries, and the strategy behind pre-listing appointments — especially when they're not ready yet. Here's what we cover in this episode: Why the highest-performing agents go on pre-listing visits early The realistic listing prep timeline for sellers (hint: it's longer than they think) What sellers should NOT do too far in advance (step away from the mulch) Interior prep vs. exterior timing How to avoid losing listings after giving staging advice When to use a checklist — and when to show up in person Protecting your time with commitment letters or pre-market agreements What to do when they choose another agent after you've done the work Real-life stories of listings lost… and listings rewarded We also share a powerful reminder: sometimes helping someone prep their home changes more than just their sale price. And don't forget — we're collecting TOASTS! If you're a buyer, seller, Realtor, or client who wants to celebrate a Realtor who made a difference, send your toast to: team@hustlehumblypodcast.com Key Quotes & Takeaways "The agent who shows up first is usually the one who wins." – Katy "Phase one of listing prep is phase one of moving." – Alissa "You're not a free checklist. You're a service-based business." – Katy "Sometimes the sooner you get in the house, the better, even if they're a year out." – Alissa "There's no 100% protection in real estate… but there is real estate karma." – Katy Products, People & Previous Episodes Mentioned: Hustle Humbly Staging Prep Checklist (Freebie) Pre-Listing Appointment Email Template(included in Email Templates 101) Pre-Market / Commitment Agreement (Broker-specific form) Vendor List (painters, storage units, junk haulers, etc.) Episode 143: Working with Sellers: Pre-Listing Prep Episode 276: How Do You Stage a House? A Guide for Consumers Epidsode 45: The Listing Interview Episode 189: Listing Photos Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly Music: "Straight A's" by Connor Price → https://connorprice.shop/ "The Good Life" by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life "Be The One" by Matrika → https://uppbeat.io/t/matrika/be-the-one

We've talked about loopholes and contract problems before, but avoiding the messiness of real estate is one of those topics you can never cover too many times. In this episode, we're talking about all the tiny contract decisions that don't feel like a big deal until suddenly they are. Missing initials. Blank lines. Verbal promises. Appliances that magically disappear. Furniture negotiations that never end. You know the ones. This conversation was sparked by a broker who reached out to us after stepping into a compliance role and realizing just how messy agents can get with paperwork. From there, we went deep into why clean contracts matter, how verbal agreements create risk, and why adding "just one more thing" to a purchase agreement can blow up an otherwise smooth deal. This episode is part pep talk, part cautionary tale, and part reminder that professionalism protects everyone involved. Here's what we cover in this episode: Why avoiding the messiness of real estate starts with treating paperwork like a legal document (because it is) How missing initials, blanks, and timestamps can create real liability Why verbal agreements are only good for setting expectations, not protecting deals The risks of "knowledge only" conversations during due diligence Appliances, furniture, grills, boats, and why movables make contracts messy fast How lenders and appraisers view non-real-estate items in contracts Why clean offers are often the strongest offers A reminder that it's not a problem until it's a problem Key Quotes & Takeaways Alissa: "It's not a problem until it's a problem. And then it's a big problem." Katy: "The more things you add to a contract, the more things can go wrong." Alissa: "Verbal agreements are only good for setting expectations, not protecting deals." Katy: "Clean offers win. Every single time." Alissa: "Professionalism isn't about being perfect. It's about being careful." Products, People & Previous Episodes Mentioned: Episode 240: Loopholes in Real Estate Email Templates 101 FREE Database Template Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly Music: "Straight A's" by Connor Price → https://connorprice.shop/ "The Good Life" by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life "Be The One" by Matrika → https://uppbeat.io/t/matrika/be-the-one

Private listings, office exclusives, coming soon statuses, Zillow, Compass… whew. In this episode, Katy and Alissa tackle one of the messiest conversations happening in real estate right now: private listings in real estate and what they actually mean for agents, buyers, and sellers. With lawsuits flying, MLS rules evolving, and brokerages rolling out their own "exclusive" systems, it's getting harder to tell what's ethical, what's legal, and what's truly in the client's best interest. Katy breaks down the Zillow vs. Compass lawsuit, while Alissa shares real-life scenarios where private listings and coming soon statuses can either protect a client—or quietly hurt them. This episode isn't about picking sides. It's about transparency, consumer trust, and making sure agents aren't letting billion-dollar companies dictate how they serve their clients. Here's what we cover in this episode: What private listings, office exclusives, and coming soon listings actually mean Why pocket listings quietly disappeared—and came back with new names The Zillow vs. Compass lawsuit and why listings are the real battleground How private listings affect buyers, sellers, and fair housing When coming soon listings can work *in a seller's favor* Why MLS exposure still matters for pricing and trust The real ethical issue agents should be paying attention to Key Quotes & Takeaways Alissa: "If everyone starts hiding listings, it becomes a fair housing nightmare." Katy: "This isn't about agents or platforms—it's about listings. And listings belong to the consumer." Alissa: "If the house is ready and the photos are done, it should be on the market." Katy: "Open markets create trust. Closed systems create confusion." Alissa: "If your client doesn't understand what you're doing, you're not serving them." Products, People & Previous Episodes Mentioned: Email Templates 101 Listing Agreement Cover Letter FREE Database Template Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly Music: "Straight A's" by Connor Price → https://connorprice.shop/ "The Good Life" by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life "Be The One" by Matrika → https://uppbeat.io/t/matrika/be-the-one

We've talked about dual agency a lot over the years. We've shared why it can work, when it feels straightforward, and how staying factual and neutral has always been the goal. In this episode, Alissa shares a real transaction that happened a while ago where dual agency went wrong. And although a lot of time has passed, the lessons still matter. Things didn't fall apart because of a bad inspection. Not because of shady advice. But because of trust, distance, emotions, and a perfect storm of circumstances that turned a clean deal into a full-on gut punch. We're walking through the entire story from start to finish so you can hear exactly what happened, what we would do differently, and the lessons every Realtor can take from it. Even if dual agency is illegal in your state, there are still big takeaways here around inspections, communication, and how quickly things can unravel when buyers don't feel secure. Here's what we cover in this episode: Why dual agency felt simple… until it didn't How out-of-state buyers and trust issues complicated everything What happens when buyers skip the inspection (and won't FaceTime) Why a clean inspection report can still kill a deal The emotional toll of representing both sides The social media post that officially ended the relationship What we would change next time How to protect your professionalism when things go sideways This episode is honest, vulnerable, and very real. It's podcast therapy, y'all. Take what works, leave the rest, and let this be your reminder that even experienced Realtors can get humbled. Key Quotes & Takeaways "I genuinely believe I handled it right, but dual agency made it impossible for them to hear me." -Alissa "Sometimes you do everything correctly and it still goes wrong." -Katy "A clean inspection report doesn't matter if trust is already broken." -Alissa "This is why residential real estate is emotional, not logical." -Katy "This was my karma moment, and I will never forget how it felt." -Alissa Products, People & Previous Episodes Mentioned: Email Templates 101 Agent Systems 101 FREE Database Template Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly Music: Straight A's by Connor Price The Good Life by Summer Kennedy https://uppbeat.io/t/matrika/be-the-one License code: UDHIJOOTAN3SJMZG

What if everything you thought you knew about homebuyers and sellers was wrong? Every year we dive into the gold mine of information inside the NAR Profile of Home Buyers and Sellers and the Member Profile for Realtors, and y'all… the 2025 data might be the most shocking yet. In this 4th annual deep dive, we're bringing you the stats that matter—and breaking down what they actually mean for your real estate business in 2026. From skyrocketing median ages to shifts in how (and if) clients are finding their agents, this episode is your go-to resource for understanding the real people buying and selling homes right now. Spoiler: they probably don't look like the people you've been marketing to. We also chat about why real estate websites are shockingly useless, who's staying in homes longer than ever, and how to stop worrying about FSBOs entirely. Plus, Katy reveals why this data can sharpen your confidence as a Realtor and even improve your listing presentations, and Alissa shares a vulnerable moment when she almost let imposter syndrome cost her a listing. Grab your coffee (or your calculator) and let's talk buyers, sellers, and the wild stats behind them. Here's what we cover in this episode: The median age of buyers and sellers (and why it matters) The shift in first-time buyer demographics How long people are staying in their homes now What agents think is causing market stagnation The #1 way buyers and sellers choose their Realtor For Sale By Owner: how many really do it, and what they lose What types of agents are thriving—and who's leaving the industry The truth about paid leads, teams, and real estate income What the data says about your social media efforts (brace yourself) Key Quotes & Takeaways "The NAR report isn't just stats. It's a confidence builder, a client education tool, and a strategy guide." – Katy "We think everyone is like us, but they're not. That's why this data is good—it bursts the bubble." – Alissa "If you're talking to the wrong people, your marketing will never work. These numbers tell us who's actually buying and selling." – Katy "Only 6% of Realtors have real estate as their first career. That means most of us are figuring this out as a second act." – Alissa "Almost 30% of agents net less than $10,000 a year. We have to stop telling new agents that success is instant." – Katy Products, People & Previous Episodes Mentioned: Email Templates 101 Agent Systems 101 FREE Database Template Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. Music: "Straight A's" by Connor Price → https://connorprice.shop/ "The Good Life" by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life "Be The One" by Matrika → https://uppbeat.io/t/matrika/be-the-one

Ever wish you could peek into other agents' most challenging situations and hear exactly how to handle them? That's what this episode is all about. We asked our listeners to send us their real estate dilemmas—and they delivered! In Episode 337, we're analyzing real-life real estate scenarios: anxious buyers, builder referral incentives, tricky team splits, disclosure dilemmas, expired listings, and more. Some of these situations are tricky. Others are all-too-familiar. But every single one gets our honest take and plenty of actionable advice. We cover the real reason clients push title companies, how to build agent referral networks that *actually* work, and what happens when you're asked to list a property next to your own rentals. Plus, Alissa shares how working with "difficult" clients early in her career turned into high-end referrals later. And Katy reminds us: don't guilt-trip yourself out of success just because your lead generation strategy has evolved. Here's what we cover in this episode: - How to handle buyers who move too fast - Tips for buyer consults on the fly - New construction vs resale: what's better for a new agent? - Should you disclose you own the property next door? - Builder incentives and loyalty dilemmas - Lender/title kickbacks and your ethical obligations - When a deal falls apart—and whether to leave a bad review - Real talk on referral networks: what works and what's a waste - What to do when "difficult" clients land in your lap - Should agents retire and sell their book of business? Key Quotes & Takeaways "Just because a builder offers incentives doesn't mean it's best for your client or worse. You have to get the fee sheets and compare." – Alissa "Doing your buyer consult at the first showing is totally acceptable, just be prepared and flexible." – Katy "Using your preferred lender is a luxury, not a requirement. The client comes first." – Alissa "If you're getting enough business that you don't have time to look for business... what's the problem?" – Katy "If you can handle the difficult clients, you can earn the better ones." – Alissa Products, People & Previous Episodes Mentioned: Email Templates 101 – http://emailtemplates101.com Agent Systems 101 – http://agentsystems101.com FREE Database Template – http://hustlehumblypodcast.com/starthere Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to team@hustlehumblypodcast.com. 🎵 Music: Straight A's by Connor Price → https://connorprice.shop/ The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

You got your license… now what? The first three years in real estate can feel like complete chaos. And if you're like a lot of newer agents, you might find yourself wondering, "Am I just too sensitive for this?" In this episode, we're tackling a topic that no one seems to talk about: how to build *true* Realtor confidence in those early years — especially when you feel like you're fumbling your way through. What sparked this conversation? A heartfelt listener email asking for help navigating agent-to-agent interactions, self-doubt, sensitivity, and the struggle to find confidence. Katy and Alissa get real about what those early years *really* look like, how long it actually takes to build a solid business, and what mindset shifts and systems will make all the difference. This one's packed with stories, pep talks, and some tough love (with humor, of course!) to help you stop overthinking, start showing up, and grow into the confident, professional Realtor you're meant to be. Here's what we cover in this episode: - When your "3-year clock" really starts ticking - Why being licensed doesn't equal experience - How veteran agents can sniff out a lack of confidence - Mistakes new agents make in agent-to-agent communication - How systems (like email templates!) instantly boost confidence - Why your job is NOT to make everyone happy - How to practice confidence — before you have clients - Where to turn for help when your broker isn't available - Tips for setting expectations and avoiding emotional rollercoasters - Power poses + mindset tricks to build immediate confidence - Why every transaction impacts your long-term business 🎧 Mentioned Resources: - Episode 146: Confidence & Self Doubt - Amy Cuddy's 2012 TED Talk on Power Poses - Email Templates 101 → http://emailtemplates101.com - Agent Systems 101 → http://agentsystems101.com - Free Database Template → http://hustlehumblypodcast.com/starthere Leave us a review at http://ratethispodcast.com/hustlehumbly Submit your topic ideas and toasts to Team@HustleHumblyPodcast.com Music: Straight A's by Connor Price → https://connorprice.shop/ The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

It's a new year, and with that comes a tidal wave of motivation, new planners, gym memberships—and a lot of Realtors about to throw out their entire business in the name of "starting fresh." 😬 This episode is your permission slip to *not* join the "Real Estate Gym" of shiny tools, overhauls, and burnout waiting to happen. We're talking about the very real trap of doing *too much too fast* in January—new CRM, new lead gen, new branding, new content plan—and why it never sticks. Instead, we walk you through how to *build real momentum* by focusing on what's already working. Spoiler alert: Your tools aren't broken. You're just bored. And that's normal. We're pulling quotes from *Atomic Habits*, calling out decision fatigue, and giving you practical steps to stay consistent—even when the spark fades. ✨ Before you sign up for another system, challenge, or freebie you'll never use—listen to this. Here's what we cover: - What shiny object syndrome looks like in real estate - Why overhauling everything rarely works - The difference between boredom and failure - How to audit what *actually* worked last year - Setting goals based on your real business data - How to re-use what you already have - Why we aren't "motivational speakers" (and what we are instead) - How to build slow, sustainable momentum that lasts 📘 Mentioned in this episode: - *Atomic Habits* by James Clear - Episode 178: [Spruce Up Your Business](https://hustlehumblypodcast.com/178) - Join the Hustle Humbly Community: https://hustlehumblypodcast.com/membership — Leave us a review at http://ratethispodcast.com/hustlehumbly Get your FREE Database Template: http://hustlehumblypodcast.com/starthere Email Templates 101: http://emailtemplates101.com Agent Systems 101: http://agentsystems101.com All Resources: http://hustlehumblypodcast.com Submit your topic ideas and toasts to Team@HustleHumblyPodcast.com Music: Straight A's by Connor Price → https://connorprice.shop/ The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

It's happened to all of us at some point—your cousin, college roommate, or neighbor posts that they just bought or sold a house… but you weren't the agent. Ouch. If you've ever wondered how to handle it when a friend or family member uses someone else, this replay of one of our most-loved episodes has the clarity and pep talk you need. Originally aired as Episode 165, this candid conversation dives deep into the reality of *working with friends and family in real estate*. From professional boundaries to emotional resilience, we share our personal stories—rejections included—and offer tangible tips to protect your mindset and run a smooth business, even when things get awkward. Whether you're new to the business or 10 years in, this episode will remind you: it's not personal, it's business. And you've got what it takes to stay professional, kind, and confident through it all. *Here's what we cover in this episode:* - How to professionally respond when loved ones don't choose you - Tips for setting boundaries when working with people you know - Scripts to request a referral (without begging) - Why it's important to treat friends and family like real clients - How to turn rejection into future opportunity - The importance of systems to help you stay consistent with every client - Real stories of rejection—and how we survived them *Resources & CTAs:* - Get the FREE Database Template: https://www.hustlehumblypodcast.com/starthere - Email Templates 101: http://emailtemplates101.com - Build Your Own Business 101: https://hustlehumblypodcast.com/byob - Agent Systems 101: http://agentsystems101.com - Submit a toast or topic: team@hustlehumblypodcast.com ----------------------------------------- Find all the podcast freebies at https://www.hustlehumblypodcast.com/starthere Want to join the Hustle Humbly Community? You'll find support, coaching, and systems to build a business you love. Come hang out with us at https://www.hustlehumblypodcast.com/membership We love to hear from you! Message us on Instagram @hustlehumblypodcast or email us at team@hustlehumblypodcast.com Leave a review for the show! https://www.ratethispodcast.com/hustlehumbly Music: "Straight A's" by Connor Price → https://connorprice.shop/ "The Good Life" by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life "Be The One" by Matrika → https://uppbeat.io/t/matrika/be-the-one

Let's talk about the guilt loop so many Realtors get stuck in: when you're at work, you feel guilty about missing life — and when you're at home, you feel guilty about stepping away from your business. In this special replay of our Hustle Humbly Community Live Zoom, we're diving deep into how to set boundaries during a season that's naturally full of busyness, distraction, and high expectations (hello, holidays). This conversation is packed with relatable stories, powerful mindset shifts, and real advice from agents like you who are trying to find a way to serve their clients *and* show up for their families. Whether you're fighting burnout, feeling pulled in too many directions, or just wondering if it's okay to take a day off — this chat is your permission slip. We also hear from our friend Emily, who stepped away from real estate for a year after a devastating loss, and came back to have her best year ever. Her six takeaways are gold for any Realtor who wants to build a business that serves their life, not one that consumes it. Here's what we cover in this episode: - The mental load of the holiday season and how to protect your time - The quote that helped Alissa let go of the guilt (thanks RBG!) - The false urgency of real estate — and how to recognize *real* emergencies - Why "no" is a full sentence - What it means to actually build a business that serves you - The power of scheduled texts, second phone lines, and a literal "brick" to lock your apps - Why social time *is* work time (hello, database!) - How one agent stepped away from her business — and came back stronger 📚 Resources & CTAs: - Episode 212: [Does Time Blocking Work for Real Estate?](https://hustlehumblypodcast.com/212) - Episode: [What To Do When You're New or Slow](https://hustlehumblypodcast.com/189) - Book: *The Seven Deadly Sins of Sales* by Lee Brown - Book: *Boundaries* by Dr. Henry Cloud & Dr. John Townsend - Free tools: [Agent Systems 101](http://agentsystems101.com) | [Email Templates 101](http://emailtemplates101.com) | [Free Database Template](https://www.hustlehumblypodcast.com/starthere) Have a boundary strategy that works for you? Email us at team@hustlehumblypodcast.com and tell us all about it! --- Want to build a business you love with boundaries that actually work? Start here: [hustlehumblypodcast.com](http://hustlehumblypodcast.com)

The truth is: buying or selling a house can feel like a full-blown identity crisis. Realtors know it, clients feel it, and now we have a licensed therapist here to explain *why* it all gets so emotionally messy. In this episode we welcome Katy's former client and current number one referrer, Mary Ruiz, LPC. She's not just a real estate success story — she's now a licensed professional counselor (and a great one at that). We chat about the mental health rollercoaster that often comes with real estate: from renovations and relocations to the unexpected triggers that show up when people face big change. Mary shares why even competent, confident people often spiral emotionally during a transaction, and how *Realtors can support clients* without carrying the weight of everyone's emotions. We're talking about therapy, boundaries, client meltdowns, and the emotional expectations people carry into real estate decisions. This is a must-listen for any Realtor who's ever felt like an unqualified therapist. Here's what we cover in this episode: - Why therapy and real estate overlap more than you think - The mental toll of buying, selling, building, and renovating - What neurodivergent clients may struggle with during moves - Why confident people often break down during transactions - Tips for helping clients regulate their emotions - When (and how) to set boundaries with difficult clients - Grounding techniques to use during emotional conversations - What Realtors can do to protect their own mental well-being 💬 "The kindest thing you can do is tell someone the truth." — Mary Ruiz 🧠 Resources & Links: - Learn more about Mary's practice: https://ruizcounseling.com - Realtor Resources: https://hustlehumblypodcast.com/resources - Join the Hustle Humbly Community: https://www.hustlehumblypodcast.com/membership - Send us your questions or episode ideas: team@hustlehumblypodcast.com — Hustle Humbly is the go-to podcast for Realtors who want to ditch the comparison game and run their business with confidence, clarity, and a healthy dose of mindset work. Hosted by top-producing Louisiana agents, Alissa Jenkins and Katy Caldwell, each episode delivers real advice from real agents who have walked the walk. Leave us a review → https://ratethispodcast.com/hustlehumbly Get your FREE Database Template → https://hustlehumblypodcast.com/starthere Email Templates 101 → https://emailtemplates101.com Agent Systems 101 → https://agentsystems101.com Build Your Own Business 101 → https://hustlehumblypodcast.com/byob All Resources → https://hustlehumblypodcast.com Submit your topic ideas + toasts → team@hustlehumblypodcast.com Music: "Straight A's" by Connor Price → https://connorprice.shop/ "The Good Life" by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life "Be The One" by Matrika → https://uppbeat.io/t/matrika/be-the-one

What if you left your phone behind… on purpose? In this episode we chat with top-producing Realtor Kim Lafleur, who did the unthinkable—she took a full-blown, out-of-the-country vacation *without* her phone. No calls. No texts. No Instagram scrolls. Just silence, sunshine, and serious boundaries. Kim walks us through what inspired the decision, how she actually pulled it off (yes, there was a team hand-off at the airport), and the powerful lessons she learned about control, trust, and rest. If you've ever felt chained to your phone or scared to take a break, this one's for you. Kim has sold over 655 homes with more than $121 million in volume and ranks in the top 10 of 1,900 agents in her market — and yet, she's living proof that your real estate business won't collapse when you step away. In fact, your boundaries might just make you better. Here's what we cover in this episode: - The surprising reason Kim chose to give up her phone - The exact process she used to prep her team and clients - Why NOT having her phone made her trip more meaningful - How her team handled real estate emergencies (and even got new listings) - What "the brick" is — and how it's changed her daily life - Why letting go of control might be your next best business move - Creative ways to set up support systems and reward the people who help you 🎧 Listen and get inspired to set stronger boundaries and maybe even plan a phone-free break of your own. 🛠 Resources & Links: - Email Templates 101: [emailtemplates101.com](https://emailtemplates101.com) - Build Your Own Business 101: [hustlehumblypodcast.com/byob](https://hustlehumblypodcast.com/byob) - Agent Systems 101: [agentsystems101.com](https://agentsystems101.com) - Free Database Template: [Get it here](https://hustlehumblypodcast.com) - Submit your toast or topic idea: team@hustlehumblypodcast.com — **About Kim Lafleur:** Kim Lafleur is a top-producing Louisiana Realtor and team leader with over 655 homes sold and $121M+ in career volume. Ranked in the top 10 out of 1,900 agents in her market, Kim is known for her client-focused approach, leadership, and ability to guide families through big life moves with care and strategy. — Thanks for listening! If you love the show, here are 4 ways to support us: 1. Hit subscribe so you never miss an episode. 2. Share the show with a friend or on social media! 3. Leave a review on Apple Podcasts or rate us on Spotify! 4. Join the Hustle Humbly Community or grab a resource from our shop. — Music: "Straight A's" by Connor Price → https://connorprice.shop/ "The Good Life" by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life "Be The One" by Matrika → https://uppbeat.io/t/matrika/be-the-one