Beginner’s luck was real—but it’s not forever. If you got into real estate during the pandemic boom years, chances are you saw fast wins and easy closings and you might’ve thought, “Wow, this job is amazing!” But now, things feel different. Harder. Slower. And maybe you're wondering… “Do I even have what it takes?”

In this episode, we’re having an honest, sometimes tough-love chat about what it really takes to make it in real estate today. We’re sharing our own early career stories: what worked, what didn’t, and why survival back then looks a lot like what it takes now.

We’re talking about the shift from pandemic market momentum to today’s unpredictable reality and why so many agents are feeling lost, confused, and ready to walk away. If you're in that spot, we want to help you find clarity (not just blind motivation).

We cover:

• The hard truth about beginner’s luck

• What it means to truly commit to a real estate business

• Why some agents succeed and others don’t

• How to know if it’s time to quit—or double down

• Real questions to audit your situation honestly

• The shift from “I want to” to “I need to make this work”

• Why having a backup plan can actually hurt your chances

This episode is for you if:

• You’re thinking about leaving the business (but feel guilty or unsure)

• You’re wondering if this slump is just temporary or a sign

• You want to stop spinning your wheels and start working a real plan

This one might sting a little—but we promise it’s full of encouragement, clarity, and direction too. Consider this your wake-up call and pep talk rolled into one.

“Just because you want something doesn’t mean it’s going to happen—you need a plan, not just a dream.” — Alissa

“You have to treat real estate like a business, not a fantasy.” — Katy

“Beginner’s luck gave you experience—now you need to put in the work.” — Katy

“Stop waiting for a magic turnaround. This is the new market. Are you in or are you out?” — Alissa

“The first three years aren’t about making money—they’re about showing up every single day, whether it’s easy or not.” — Katy

Products, People & Previous Episodes Mentioned:

• Episode 1–3: Our Origin Stories

• Episode 38: Where Our Business Comes From

• Episode 73: The Staging Closet

• Episode 119: Interview with a Builder

• Episode 198: Real Estate Side Hustles

• Episode 271: Should You Renew Your License?

• Episode 304: Listener Q&A Pt. 1

• Episode 306: Listener Q&A Pt. 2

• Real estate email templates: hustlehumblypodcast.com/templates

• Trello (for task/project management): hustlehumblypodcast.com/trello

• Excel or spreadsheets for budgeting early in your career

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It’s time for more honest answers to your real estate questions—because you asked, and we had A LOT to say.

We’re back for Part 2 of our listener Q&A series, and we’re tackling everything from handwritten note verbiage to how to fire a client, and yes—even our thoughts on the revenue share brokerage model (spoiler: we’re not fans).

This is the episode you need if you’ve ever felt unsure about what to say, how to say it, or whether you should say it at all.

We’re digging into the real situations real agents are dealing with every day, and giving you the words, confidence, and strategies to handle them like the pro you are (or want to be!).

We cover:

• Reconnecting with past clients after a long silence

• What to write in handwritten notes that don’t sound salesy

• Scripts for hard conversations with buyers and sellers

• What to do when someone is rude or flat-out wrong

• Pricing conversations that don’t get you fired (or make you cry)

• What we actually spend money on in our businesses

• Handling rejection, unprofessional agents, and burnout

• What we’d change about the real estate industry

• Our honest thoughts on revenue-sharing brokerages

• Dealing with political and economic uncertainty in the market

Plus: We offer up some of our favorite phrases, scripts, and calming-but-firm lines that help us set boundaries and still keep our professionalism intact.

This one is packed with wisdom, laughs, and real world truths. Whether you’re feeling stuck, frustrated, or just ready for a new strategy, we’ve got your back.

“You can always pick up where you left off. Just don’t apologize for the silence—no one noticed but you.” — Alissa

“If you're the only one doing the work to sell the house, it’s time for a reset or to walk away.” — Katy

“You don't have to be mean, but you do have to be firm.” — Katy

“Realtors aren’t therapists. Boundaries are how we stay in this business for the long haul.” — Alissa

“There is no free, easy money. Whatever path you choose, it’s still work.” — Katy

Products, People & Previous Episodes Mentioned:

• Episode 304: Q&A Part 1

• Episode 35: Stage to Sell

• Episode 73: Staging Closet

• Episode 38: Where Our Business Comes From

• Episode 48: Taking the Emotion Out of Real Estate

• Episode 77: Real Estate Virtues

• Episode 87 & 89: Morning and Evening Routines

• Episode 119: Interview with a Builder

• Episode 129: How to Be a Good Co-op Agent

• Episode 264: Relocating Your Real Estate Business

• Econ 101 Episode: Real Estate + The Market

• Flower-seed stationery

• Canva (for holiday cards)

Leave us a review at ratethispodcast.com/hustlehumbly

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Agent Systems 101: agentsystems101.com

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What happens when you blend DIY passion with real estate expertise? You get Brittany Norman.

In this episode, we chat with Brittany—a Realtor, investor, DIY queen, and mom of three—who has built a fascinating career out of renovating, blogging, managing a short-term rental, and now helping buyers and sellers in Florida. Brittany pulls back the curtain on what it’s really like to live in a flip, how to manage your own Airbnb (while also being a real estate agent), and the behind-the-scenes of brand partnerships and blogging.

We talk about everything from flooded homes and staging tricks to managing construction chaos and prepping a house for guests—with a few chicken bones and soot-covered ceilings thrown in for good measure.

Whether you’re thinking about buying an investment property, managing your own short-term rental, or just love a good before-and-after project, this episode is for you!

We chat with Brittany about:

• Her journey from Etsy shop owner to licensed Realtor

• How living in renovation zones shaped her investing strategy

• The emotional side of selling a home you’ve poured yourself into

• Real talk about Airbnb—costs, communication, and cleaning

• The mistake she’ll never make again with kitchen cabinets

• When DIY is worth it… and when it’s time to hire help

• How she turned brand partnerships into real income

• Offering value as a Realtor through staging consultations

“There’s no free, easy money. Even with short-term rentals, there’s always going to be work involved.” — Alissa

“If I’m going to mess something up, I’d rather do it myself and learn than pay someone and still not love it.” — Brittany

“You don’t have to be salesy if you’re offering real value.” — Brittany

“Sometimes you don’t need a to-do list—you need a ‘what not to do’ list.” — Katy

Products, People & Previous Episodes Mentioned:

• PriceLabs (airbnb pricing tool)

• EllisonMade.com

• PalmHarborHideaway.com

• thecoastalagentfl.com

Connect with Brittany:

• Instagram (DIY + blog): @ellisonmade

• Real Estate: @thecoastalagent or coastalagentfl.com

• Airbnb: palmharborhideaway.com

Cheers to Erin Kirk for the heartfelt support toast! We love seeing agents support each other behind the scenes.

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You asked, we answered! It’s been way too long since we’ve done a good old-fashioned Q&A, and y’all delivered some great questions. From systems and tools to mindset, burnout, and building consistency—we’re covering it all in Part 1 of this 2-part Q&A series!

Grab your sweet tea (homemade by Jac, no less!) and join us as we tackle everything from unresponsive leads to what “making it” in real estate actually feels like. We’ll give you a peek into what a “day in the life” looks like for us, plus share some pivotal moments in our careers that could have totally changed our path.

And spoiler: if you’re feeling behind, unorganized, or like you made some bad business choices… you’re not alone. We’re getting real and talking about what to do next.

In this episode, we’re chatting about:

• Our favorite systems, tools, and apps we use daily

• How we handle unresponsive leads (hint: it’s all about permission and perspective)

• What a “typical” day really looks like (if that exists!)

• When we finally felt like we “made it” in real estate

• What to do if you’ve made some bad financial choices

• Preparing for busy seasons without burning out

• Tips for creating long-term consistency in your business

• The emotional and financial investments that paid off in our careers

• A behind-the-scenes look at what it takes to run Hustle Humbly

👉 Want to get your question answered in future episodes? Make sure you’re on our email list at hustlehumblypodcast.com/freebies or hustlehumblypodcast.com/newsletter.

“Making it in real estate is when you finally stop crying over lost deals.” – Alissa

“Just because someone ghosted you doesn’t mean you did something wrong—people have lives. Don’t take it personally.” – Katy

“You can’t drop your lead gen just because you got busy. Future business depends on today’s actions.” – Alissa

“Preparing for busy season isn’t just about your calendar—it’s about setting boundaries and staying sane.” – Katy

“You don’t need 30 subscriptions. You probably don’t even know what half of them are.” – Alissa

Products, People & Previous Episodes Mentioned:

• Episode 8: Real Estate Tech Tools

• Episode 33: Preparing for Busy

• Episode 87: Morning Routine

• Episode 89: Evening Routine

• Episode 264: Relocating Your Business with Christine Cooper

• Episode 265: Should You Renew Your Real Estate License?

• MileIQ (mileage tracking)

• Trello (project management)

• Skyslope & DotLoop (transaction management)

• MailChimp (email marketing)

• Canva & CapCut (content creation)

• Google Docs/Google Calendar

• Compass App

• MLS App

• Rocket Money (subscription tracker)

Leave us a review at ratethispodcast.com/hustlehumbly

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Agent Systems 101: agentsystems101.com

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What actually happens when you get a lead? Where do they go?

This week we’re pulling back the curtain on one of the most common (and overlooked) questions in real estate: what do you do with a lead after you get it?

Whether they came from an open house, a sign call, a referral, or your kid’s holiday party, every lead needs a place to live, and it’s your job to keep track of them so they don’t fall through the cracks.

In this episode, we walk you through exactly what we do with our leads and the systems we use to stay organized. From Katy’s one-sheet paper planner to Alissa’s Trello board, we share real-life examples and offer simple, do-able ideas you can start using immediately.

NEW TRELLO VIDEO!!!

You’ll hear about:

• The difference between an email list, a prospect list, and your database

• How to decide who goes where

• How Alissa uses Trello to track leads from pre-approved to ghosted (C is for Crickets!)

• Katy’s buyer lead sheets and weekly activity sheet

• Why you don’t need a fancy CRM to keep up with your leads

• The one question to ask yourself before adding someone to your database

• Easy email ideas to stay in touch with cold leads

• How to track social media connections without being creepy

This episode is your friendly reminder that you don’t need a perfect system—you just need a system. We’ll help you figure out the one that actually works for you.

“C is for Crickets. These are the ghosties. But I’m not giving up on them.” —Alissa

“Done is better than perfect. If your system is paper and it works—great.” —Katy

“Your database is for relationships. Your email list is for exposure.” —Katy

“If you don’t get your leads out of your head and onto paper, they’re going to disappear.” —Alissa

“You don’t need to email every month. Just show up when you have something valuable to say.” —Alissa

Products, People & Previous Episodes Mentioned:

• Trello (free project management tool): www.trello.com

• MailChimp (email marketing): www.mailchimp.com

• BYOB (Build Your Own Business 101 Course): hustlehumblypodcast.com/byob

• Katy’s Weekly Activity Sheet: included in Agent Systems 101

Buyer and Seller Lead Sheets: included in Agent Systems 101 hustlehumblypodcast.com/courses

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Feeling confused about what’s going on with the market, interest rates, and the economy? You’re not alone—and this episode is here to help.

In this jam-packed episode, we’re putting on our glasses and going back to school for a real estate-friendly crash course in ECON 101. But don’t worry, we’re breaking it all down in plain English. If you've been struggling to answer your clients' questions about the market, inflation, interest rates, or why nothing feels “normal” anymore—this one's for you.

Alissa channels her inner professor (Cliff bar and lemonade iced tea in hand) and walks us through three big economic concepts that are impacting real estate right now: recession, interest rates, and tariffs. We talk about how to prepare your clients—and yourself—for a shifting market, what data actually matters, and why understanding these financial factors makes you a more confident and professional Realtor.

We cover:

• What a recession actually is—and why it’s hard to define How real estate behaves differently than other investments during downturns

• Why interest rates aren’t dropping like everyone expected How the 10-year Treasury bond is impacting mortgage rates

• The ripple effect of tariffs on building costs and buyer behavior

• What seasoned agents need to do differently during market slowdowns

Whether you’re brand new, still finding your footing, or feeling the sting of a slower season, this episode will help you understand what’s really going on—and how to stay strong, professional, and prepared for what’s next.

“When the market’s working with you, it’s hard to fail. But when it’s working against you, only the resilient and wise will thrive.” —Alissa

“The real estate crystal ball has never been fuzzier.” —Alissa

“Real estate is the single best hedge against inflation and recession, more than any other asset on the planet.” —Alissa (via J. Scott)

“Now is not the time to pick your lender based on who takes you to lunch—it’s about who’s watching the data.” —Katy

“Clients don’t care what you think—they care what you can explain.” —Katy

Products, People & Previous Episodes Mentioned:

• BiggerPockets podcast (Jay Scott)

• The Preamble (Sharon McMahon)

• 10-Year Treasury Bond (economic indicator)

• The Blueprint (industry publication)

• University of Michigan Consumer Sentiment Index

Leave us a review at ratethispodcast.com/hustlehumbly

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Agent Systems 101: agentsystems101.com

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Do I need social media to be a successful Realtor?

If you’ve ever felt social media burnout, this episode is for you. In episode 301, we’re stripping away the pressure and getting real about how we actually use social media as working Realtors—and spoiler alert: it’s not very “strategic.” We don’t have a content calendar. We don’t pre-schedule. We’re not showing up every day, and yet… we still sell houses.

This episode is for anyone who’s felt like social media is a have to, not a want to. Katy shares how her pause button is a daily necessity. Alissa opens up about her viral kitten post on Threads (yes, 10,000+ likes accidentally), what it taught her about the algorithm, and why she sees Instagram more like a memory journal than a lead gen tool.

We chat about:

• Using social media to maintain relationships vs. find cold leads

• How Alissa's cat post blew up her Threads feed unexpectedly

• Why posting less might be exactly what you need

• How social media gives a false sense of productivity

• Using your phone photos later to avoid pressure in the moment

• Why your online presence should reflect both who you are and what you do

If you’ve been feeling the “shoulds” around your feed, give yourself permission to pull back, reset your boundaries, and use social media in a way that actually feels good to you.

“You’re doing a better job of being a user of social media and not being used by social media.” —Katy

“We’re not out there trying to get cold leads from Instagram. We’re just showing who we are.” —Alissa

“People give social media too much power. They think if they post, the phone will ring. That’s not how it works.” —Katy

“Social media should help you maintain relationships, not replace real ones.” —Alissa

“Use it as a memory log, not a marketing machine.” —Alissa

Products, People & Previous Episodes Mentioned:

• Threads (social media app)

• Gary Vee’s advice on content and platforms

• Facebook birthday strategy for database outreach

• Katy’s Android pause button feature

Leave us a review at ratethispodcast.com/hustlehumbly

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Okay, y’all… Episode 300 is HERE. Cue the confetti cannons and the alpacas! (Yes, there’s an alpaca and a camel story in this episode and no, we’re not kidding.)

For this milestone episode, we knew we wanted to bring you something special—and what better way than to finally get the one and only Laura Buck Smith behind the mic! Laura has been on our dream guest list for a very long time because she’s the one person we trust to honestly and openly talk about something we’ve never been able to teach on from experience: building and running a real estate team.

As solo agents, we have always stayed in our individual lanes, but we know so many of you are either curious about joining a team or wondering if you should start one. And the truth is… there are so many misconceptions out there. This episode is packed with real talk, systems, and yes—Laura’s incredible mix of structure and heart.

Here’s what we chat about in this episode:

• How Laura got into real estate and never worked solo

• What it was like building her team from the ground up

• The three-tier structure she uses for agents

• What really goes into leading 25 team members (without losing your mind)

• How they handle leads, admin, training, open houses, and more

• The five interviews (yes, FIVE) and 90-day probation period for new team members

• How they expanded into Alabama (spoiler: Stephen made it happen in a week!)

• Why team culture and consistency are non-negotiable

• The honest truth about when you’re ready—or not ready—to lead a team

Whether you’ve thought about building a team or you just want to learn how a well-oiled machine operates, this episode is packed with value, encouragement, and behind-the-scenes gems.

We’re so thankful to Laura for showing up and sharing it all—systems, stories, boundaries, and all the heart behind what they’ve built at Team Smith.

Resources & Links Mentioned:

• The Market Real Estate Company: https://www.themarketrealestateco.com

• Laura’s open house strategy and new construction tips

• BoomTown and Zillow Premier Agent tools

• Bob Brooks Real Estate School: https://bobbrooks.com

“You need to have a servant’s heart to be a team leader. It’s not about you. It’s about your team.” – Laura

“If you're not ready to be responsible for someone else's income, you're not ready to start a team.” – Katy

“We don’t compete with our team members—we support them, and we don’t take leads from them.” – Laura

“Everyone on the team gets five interviews and 90 days of daily check-ins. If they can't email once a day, how can I trust them with a $900 lead?” – Laura

“Culture eats strategy for breakfast. The reason people stay on Team Smith is because of the culture.” – Alissa

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Feeling a little too “relaxed” in the name of boundaries? This one's for you.

We’ve talked a lot about boundaries, self-care, and rest—but let’s not forget: real estate is still a job. And if you’re not working, you’re not getting paid.

In this very real, very necessary pep talk, we’re talking about something a lot of agents need to hear right now: get to work. Whether the market has slowed, your motivation is fizzling, or you’re stuck in an “I’ll start next week” loop, this episode is your reminder that consistency—not motivation—is the real secret to success.

Yes, we believe in work-life balance. Yes, we’re fans of boundaries. But if you’re calling “watching Netflix on a Tuesday” your professional day off… it might be time for some tough love.

🎧 In this episode, we’re diving into:

• The difference between rest and avoidance

• What to do when your motivation is MIA

• How to stop “fizzling” after big events or ideas

• Why many agents self-sabotage with poor time management

• How to be honest about your productivity and stop lying to yourself

• The connection between consistency and confidence

• How to use 10-minute tasks to get momentum going

• The REAL start of your 1–3 year journey to real estate income

We’re also sharing real stories about using your time wisely, knowing when to take a break and when to get back to it, and how to rate your networking game on a scale of 1 to 10 (spoiler alert: sitting in the back and talking to no one is not a 10).

If you’ve been floating around wondering why business is slow, it might be time to look in the mirror. Let us help you gently—but firmly—snap out of it and get back to work.

“Boundaries and work ethic are not the same thing. And they can absolutely coexist.” – Alissa

“The clock doesn’t start until you start working.” – Katy

“Adaptability is the way of consistency.” – James Clear (quoted by Katy)

“If you haven't gotten a paycheck in three months, you're unemployed.” – Connie, Alissa’s broker

“Most daily actions evaporate. Some accumulate.” – James Clear

Products, People & Previous Episodes Mentioned:

• Hustle Humbly Buyer & Seller Checklist  https://hustlehumblypodcast.com/checklist

• Episode 9: Your Database

• Episode 17: What to Do When You’re New or Slow

• Episode 135: What to Do When You Don’t Know What to Do

• Book: Atomic Habits by James Clear

• Book: The Go-Giver by Bob Burg & John David Mann

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Agent Systems 101: agentsystems101.com

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Sweaty palms? That might be your sign to lean in.

We’re back with a special Fair Housing Month episode, and this time we brought in a very special guest: Molly Mair from Eugene, Oregon—a former teacher turned Realtor and now a brokerage owner, DEI committee chair, and all-around fierce advocate for fair housing.

We first met Molly at a conference in California (shoutout to her adorable sun-logo mugs and shared love for data nerdiness 🫶), and we instantly knew she had a perspective worth sharing. In this chat, she helps us unpack the real-life, real-estate side of fair housing—from inclusive buyer consults to those awkward seller jokes that need shutting down (politely but firmly!).

Fair housing isn’t just something you cram into a continuing ed course. It’s something we live and breathe in our day-to-day business, and Molly shows us exactly how she does that—with heart, systems, and a little trial and error.

🎧 In this episode, we chat about:

• What to say (and NOT say) when clients ask about neighborhoods and schools

• How Molly navigates buyer consults with inclusivity in mind

• The difference between being a “nice” agent and a fair one

• Tips for communicating with escrow and title for smoother, more respectful closings

• The power of reflection when you get it wrong (because you will sometimes!)

• Grants and tools available to help your DEI efforts in real estate

• How to handle sellers who want to choose buyers for the wrong reasons

• What it means to be a fair housing agent—and why it should be on your resume

Whether you're already passionate about fair housing or feeling nervous to say the wrong thing, this episode is for you. It’s full of honest moments, practical ideas, and motivation to just start—even if it’s a little uncomfortable at first.

🎉 Toast of the episode goes to Realtor and fair housing advocate Ashley Contreras!

Products, People & Previous Episodes Mentioned:

• Hustle Humbly Trello Training (Free on YouTube! Just search "Hustle Humbly Trello")

• Implicit Bias Test (Referenced for self-reflection on bias)

• Fair Housing 2.0 Course

• At Home With Diversity Course

• Documentary: The Vanport Flood (Available on YouTube)

• Bias Override Training (Referenced as a valuable educational opportunity)

• Book: So You Want to Talk About Race by Ijeoma Oluo

"Sweaty palms? That’s your sign to lean in." — Katy

"People can’t dispute a spreadsheet. Be consistent and treat every transaction the same." — Alissa

"If you want to break the rules, you won’t be breaking them with me." — Molly

"I’m not a DEI expert, but I’m an advocate—and that means I keep showing up and learning." — Molly

"What do we lose by including more people? Nothing. We just make the table bigger." — Molly

Leave us a review at ratethispodcast.com/hustlehumbly

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