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Rachel Austin (@chshomeswithrachel) didn't come up through real estate the traditional way. She moved to Charleston in the middle of a pandemic, met a future brokerage leader at a dog park, got licensed, and had her first closing two months later. What she built since then isn't a highlight reel — it's a real career, built through mindset work, structure, and learning to actually ask for the business.

In this conversation, Rachel reveals:

• Why social media is a 'thief of joy' — and why you have to show up anyway
• How she used E + R = O to restructure her days and stop letting bad mornings wreck her business
• The scarcity mindset trap that quietly poisons agent-to-agent relationships and deal outcomes
• What changed when she started time-blocking prospecting instead of just setting goals
• Why she stopped hoping clients would choose her — and started asking them to
• The toughest part of transitioning from teaching (where effort and pay are equal) to sales (where they're not)
• How she applies E + R = O to everything from missed workouts to frustrated buyers
• What she'd tell the 2020 version of herself who was waiting to be picked

No frameworks, no production metrics, no top-of-market strategy breakdown. Just two people being honest about what building a real estate career actually feels like from the inside. If you've ever felt like you were doing everything right and still waiting for it to click — this conversation is for you.

Follow Jake: @jakecummings_homeloans

About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing the work and getting the results.