Ever been blindsided by a cancelation that just didn't make sense? This week we're sharing a raw, real story about a transaction that went sideways—only to come full circle weeks (and $15,000) later.

In this episode, Alissa opens up about a recent experience with a buyer who backed out of a deal in the eleventh hour. What followed was a perfect storm of assumptions, zero communication, and a text message that dropped a cancelation bomb—with no phone call to discuss it first.

We're diving deep into the best practices & etiquette for Real Estate Cancellations: when you should call (not text), how to manage your client's emotions, and what happens when professionalism goes out the window. Spoiler alert: it cost the buyer way more than they expected.

This is your podcast therapy session and masterclass in cancelation communication all rolled into one. Because y'all, some deals really *can* be saved—with the right conversation.

Here's what we chat about in this episode:

- The shocking cancelation that inspired this story - Stats on how often cancelations are happening (hint: it's more than you think) - What *should* happen before a cancelation is sent - Why a simple phone call could have saved the deal - Handling emotional clients and managing expectations - What to disclose—and when - How to exit gracefully and protect relationships for the long game - What happened when the *same* buyer came back - Tips for co-op agent professionalism in tricky transactions

🛠️ *Resources + Links Mentioned:* - [Episode 113: Be the Boss](https://www.hustlehumblypodcast.com/113) - [Episode 255 & 24: Client Management](https://www.hustlehumblypodcast.com/255) - [Episode 210: Buyer Consultation](https://www.hustlehumblypodcast.com/210) - [Email Templates 101](http://emailtemplates101.com) - [Agent Systems 101](http://agentsystems101.com) - [Build Your Own Business 101](https://hustlehumblypodcast.com/byob) - FREE Database Setup Guide: https://www.hustlehumblypodcast.com/starthere

Got a wild transaction story or need podcast therapy? Email us at [email protected].

—— **Hustle Humbly is your go-to resource for navigating a real estate business with confidence, clarity, and heart.** Hosts Katy and Alissa bring you proven systems, real stories, and the kind of encouragement you didn't know you needed. Tune in each week for new episodes!

## 🎵 MUSIC CREDITS - "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

When we say "digital database," we *don't* mean your phone contacts or your Facebook friends list… but those people? They're part of the journey.

This episode is a mindset-reset and practical guide to growing your sphere the natural way—through actual conversations, genuine connections, and organic follow-up. Katy and Alissa are breaking down what it really looks like to be intentional with every person you meet, without overthinking it or trying to "convert" someone into a lead the moment they shake your hand.

From pumpkin patch meet-ups to casual gym chats and birthday parties, Alissa shares real-life examples of how simple social connections (and friendly follow-up) have grown her business over time. No gimmicks, no pressure, just being present, paying attention, and taking the next logical step.

If you've ever felt weird about friending someone you met last week or wondered if you "should" reach out again, this is your permission slip to stop overcomplicating it.

Here's what we cover in this episode:

• What the "digital database" really is (and what it's not)

• How to follow up with people you meet *without being salesy*

• Real-life examples from school field trips, birthday parties & the gym

• The importance of timing when adding new connections online

• How to clean up your social media to support your business

• What to say (and not say) when you're reconnecting online

• The birthday method for engaging your sphere meaningfully

• How to grow your database when you're new or need more people

• Why being intentional > chasing leads

Key Quotes & Takeaways

"Being intentional isn't creepy; it's the beginning of connection." Alissa

"The second you meet someone, take the next step. Don't wait three months, that's when it gets weird." Katy

"We're not stalking. We're making friends. That's literally the job." Alissa

"The digital clutter in your sphere might be hiding the people who actually matter." Katy

"Send the friend request. Comment on the post. Show up like the nice, normal human you are." Alissa

Products, People & Previous Episodes Mentioned:

• Build Your Own Business: http://hustlehumblypodcast.com/byob

• Free Database Template: http://hustlehumblypodcast.com/starthere

• Email Templates 101: http://emailtemplates101.com

Sometimes you just need another agent to say what everyone else is thinking. In this Q&A episode, Katy and Alissa are answering the real-life, in-the-trenches questions Realtors are navigating every single day. We're talking client expectations, boundaries, broker advice that doesn't make sense, and what actually works in today's market.

When y'all send questions to our inbox, you never disappoint. And this batch covers everything from inspections to communication issues to luxury listings to motherhood to what we'd do if we didn't work in real estate. It's honest, funny, and full of practical advice you can use immediately.

Here's what we chat about in this episode:

• Should Realtors go to inspections (and why brokers sometimes say not to)

• What to do when clients break agreements or try to cut you out

• The triggers we use to stay on top of communication

• Whether you really need a second phone or Google Voice

• Email marketing: what actually works and what your clients don't care about

• What to charge when covering showings for another agent

• Rental property updates from Alissa

• And what job we'd take if we ever left real estate

Key Quotes & Takeaways

• "You're not the inspector just because you showed up. You're the professional who guides your client through the process." —Katy

• "If someone doesn't want to work with me, I'm not going to fight them about it—but I am going to enforce the contract." —Alissa

• "Most boundary problems disappear when you communicate like a professional from the very beginning." —Katy

• "I'm not trying to be right, I'm trying to be happy—and sometimes that means letting people be wrong." —Alissa

• "There is no such thing as an easy closing. That's why clients need us." —Katy

Products, People & Previous Episodes Mentioned:

• Email Templates 101: http://emailtemplates101.com

• Agent Systems 101: http://agentsystems101.com

• Hustle Humbly Newsletter: http://hustlehumblypodcast.com/newsletter

• Trello training inside 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 [email protected].

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 [email protected]

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 all heard the horror stories: buyers showing up to closing short on cash, or sellers shocked at their proceeds. Yikes. The truth? These moments don't have to happen — not if you're consistently using buyer cost sheets & seller net sheets.

In this episode, we're breaking down exactly how we use these powerful tools with our clients to build trust, confidence, and calm. And here's the good news: it's not complicated, it's just math + mindset.

We're talking through every single line item on a net sheet, what to include, when to deliver it, and how to tailor it to each unique buyer or seller situation. Whether you're a seasoned agent or brand new to real estate, this episode will help you become more confident when talking about money — and ultimately give your clients the clarity they deserve.

Here's what we cover in this episode:

• How to create a seller net sheet that builds trust

• Using cost sheets with buyers to avoid surprise expenses

• What to do when a seller doesn't understand closing costs

• Smart strategies for buyer offers based on actual numbers

• Handling contingent clients with dual net/cost sheets

• Becoming fluent and confident with money conversations

Key Quotes & Takeaways

• "If your client is surprised at closing, you haven't done your job." — Alissa

• "We use net sheets to keep our sellers grounded — and focused on the bottom line." — Katy

• "Every offer gets a net sheet. That's how we avoid emotional chaos." — Alissa

• "A buyer cost sheet shows them what's real — not just what they 'hope' it costs." — Katy

• "Don't avoid money conversations. That's where your value really shines." — Alissa

Products, People & Previous Episodes Mentioned:

• Episode 232: Buyer Brokerage: How To

• Episode 295: Why Buyer Agents Struggle to Get Paid

• Agent Systems 101

• Email Templates 101

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 [email protected].

Leave us a review at ratethispodcast.com/hustlehumbly

Get your FREE Database Template

Email Templates 101: emailtemplates101.com

Build Your Own Business 101: hustlehumblypodcast.com/byob

Agent Systems 101: agentsystems101.com

All Resources: hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price

The Good Life by Summer Kennedy

Managing your sellers doesn't have to feel like herding cats — or losing your mind. In this episode, we're diving deep into seller client management and giving you the tools (and mindset) to confidently take charge of every stage of the listing process.

From deciding whether you even want the listing, to coaching your seller through prep, pricing, updates, negotiations, and closing — this episode covers it all. And yes, we even tackle what to do when your seller flat-out ignores your advice or refuses to clean up their clutter (it happens).

This episode was born from your questions — we noticed a theme: y'all are struggling with seller management, and we are here to help. We structured this chat to walk through each step of the seller experience, from first contact to final key handoff, with mindset reminders and real-world solutions for the most common challenges agents face.

If you've ever second-guessed whether to take a listing, worried about pricing too high, or stressed about communicating with a ghosting seller — this one's for you.

Here's what we cover in this episode:

• How to decide if you should even take the listing

• Why mindset matters more than you think

• Setting expectations around budget, prep, and condition

• Giving honest advice without hurting feelings

• Managing sellers during staging, photos, and price drops

• How to provide regular updates that actually work

Key Quotes & Takeaways

• "Ask yourself: do you actually want this listing? If not, it's okay to walk away." — Katy

• "We're not here to be doormats. You can be kind and still be in charge." — Alissa

• "Your seller only moves every 10 years. You do this every day. Be the professional." — Katy

• "The market will tell you what the right price is. Don't be afraid of the data." — Alissa

• "If you're not updating your sellers, they think you've disappeared." — Katy

Products, People & Previous Episodes Mentioned:

• Episode 183: How to Sell a House

• Episode 276: How to Stage Your House

• Episode 73: Building a Staging Closet

• Episode 65: Contingency Planning for Buyers/Sellers

• Email Templates 101

• Transaction Checklists

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 [email protected].

Leave us a review at ratethispodcast.com/hustlehumbly

Get your FREE Database Template

Email Templates 101: emailtemplates101.com

Build Your Own Business 101: hustlehumblypodcast.com/byob

Agent Systems 101: agentsystems101.com

All Resources: hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Conner Price

The Good Life by Summer Kennedy

Haunted house season is here, and we're back with more of your haunted house real estate stories! This annual episode is equal parts creepy, hilarious, and deeply memorable — and we're sharing everything from friendly ghosts to record players spinning in power-less foreclosures.

Real estate is wild on a normal day, but when things start slamming, whispering, and levitating? That's next-level spooky.

These stories come straight from our listeners and fellow Realtors, and we've got it all: haunted listing appointments, ghost dogs, creepy dolls, unexplained cold spots, and even a spirit who just wanted his research delivered back to the university.

While none of these haunted happenings are exactly by the book, they're certainly unforgettable. If you've ever had a weird gut feeling on a showing, this episode will make you feel seen... and maybe a little haunted.

Here's what you'll hear in this episode:

• A closet door that kept opening… and a ghost whispering "get out"

• A record player spinning in a power-less house

• Ghostly buyers who vanished mid-showing

• A photographer who saw someone move — in an empty home

• The professor who researched ghosts and maybe became one

• Cold spots, angry basement doors, and haunted flip houses

• A house no one saw — and buyers who didn't last two months

Key Quotes & Takeaways

• "I was like, get out… and the ghost said, get out."

• "I felt a cold, angry presence — then the door slammed in my face."

• "If you're going to stay, that's fine. Just stop turning the boiler on."

• "The professor just wanted his research archived. Once we did, the heat finally stayed off."

• "That was the only way she could've sold it… someone had to buy it sight unseen."

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 [email protected]

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

Rate & Review the Show: Love what you hear? Leave us a review at https://ratethispodcast.com/hustlehumbly

Contingencies are back — and they're anything but simple.

In today's market, contingent offers are popping up left and right, and we've got stories. From getting stuck in a 60-day stalemate to crafting creative clauses that save the deal, we're sharing what it really looks like to handle contingent offers like a pro.

This episode is not your typical contract rundown (although if that's what you want, check out Episode 218). Instead, we're digging into real-life examples of contingencies gone sideways and how those experiences have changed the way we approach them forever.

Whether you're the listing agent fielding a "my house isn't even on the market yet" offer, or the buyer's agent trying to keep your clients from panicking mid-deal — this one's for you.

Here's what we cover in this episode:

• The #1 mistake agents make with contingent buyers

• Why contingent offers feel riskier in today's buyer-driven market

• How to protect your seller and keep the deal alive

• Contingency timelines that actually work

• Why listing status changes matter more than you think

• The verbiage Katy and Alissa now add to every contingency deal

• What to do when your buyer panics mid-transaction

• How to coach buyers and sellers through backup plans (Plan A, B, and C!)

Key Quotes & Takeaways

"You're on a train headed nowhere — that's what it feels like when a contingency stalls." — Alissa

"Buyers see contingent status and think it's pending. Agents do too. That's the real problem." — Katy

"Don't get stuck in a 60-day trap. Put timelines and expectations in writing from the beginning." — Alissa

"If your buyer can't sleep, you've got a problem. Help them make an educated decision, not an emotional one." — Katy

Products, People & Previous Episodes Mentioned:

• Episode 218: Real Estate Contingencies Explained

• Episode 65: Buying and Selling at the Same Time

• Email Templates 101: https://emailtemplates101.com

• Agent Systems 101: https://agentsystems101.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 [email protected].

Rate & Review the Show: Love what you hear? Leave us a review at https://ratethispodcast.com/hustlehumbly

Get your FREE Database Template

Build Your Own Business 101: hustlehumblypodcast.com/byob

All Resources: hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Conner Price

The Good Life by Summer Kennedy

In this episode, we're diving into the truth about AI in the real estate world—and how to use it without losing the personal connection that wins you business.

We'll start with the basics: what even is AI, what does ChatGPT stand for, and how many people are really using it? (Spoiler: it's more than 700 million weekly.) But don't worry—we're not here to get super technical. This is a plain-English chat for agents who want to stay ahead of the curve without losing their mind (or their clients).

We'll also cover one agent's jaw-dropping story about losing a listing to his own automation. Plus, we'll give you real examples of how to use AI for good—without outsourcing your client trust to a bot.

Here's what we cover:

• What AI and ChatGPT actually mean (in plain English!)

• Why "trust over task" is the real Realtor advantage

• How automation can kill your client relationship

• What AI can replace—and what it absolutely cannot

• The good, the bad, and the awkward of AI in recruiting

• How to use AI without losing your voice or your client

• The step-by-step guide to becoming the agent AI recommends

• Real-world examples from brokers and agents using AI well

Key Quotes/Takeaways

• "AI can do your tasks—but it can't earn your client's trust." – Katy

• "Relationships cannot be automated." – Alissa

• "The most likely future is that agents who use AI will replace those who don't." – Katy

• "Clients don't hire your CRM—they hire you." – Alissa

• "Use AI to save time, not replace connection." – Katy

Products, People & Previous Episodes Mentioned:

• ChatGPT (by OpenAI)

• RPR Reports

• IDX Website + CRM automation tools

• Inman article by Jimmy Burgess

• Article: "I Lost a Listing to AI" by Josh Rice

Leave us a review at ratethispodcast.com/hustlehumbly

Get your FREE Database Template

Email Templates 101: emailtemplates101.com

Build Your Own Business 101: hustlehumblypodcast.com/byob

Agent Systems 101: agentsystems101.com

All Resources: hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Conner Price

The Good Life by Summer Kennedy

Ever found yourself halfway through a showing thinking, "This buyer has no intention of buying anything"?

You, my friend, have met the infamous looky loo. They're curious, they're charming, and they are a black hole of time, gas money, and sanity, unless you have boundaries.

In this episode, we're going deep into how to manage the buyers who just want to look; the ones who text at 9pm with Zillow links, or who take seven years to finally make a purchase. We're sharing real stories (some wild ones), actionable strategies, and a whole lot of permission to run your business like a business.

If you've ever thought, "I don't want to lose the deal," but also "I might lose my mind," this one's for you.

Here's what we cover in this episode:

• What makes someone a looky loo and how to spot them early

• How to set clear boundaries and expectations without guilt

• The difference between being helpful and being used

• When to quiet quit on a buyer (and how to do it professionally)

• Scripts to help you say what needs to be said, kindly but firmly

• How to qualify casual buyers without scaring them off

• How buyer behavior impacts your time, business, and mental load

Products, People & Previous Episodes Mentioned:

• 📝 Buyer + Seller Checklists: https://hustlehumblypodcast.com/checklist

• 📄 Buyer Brokerage Agreement Cover Letter: https://hustlehumblypodcast.com/bba

• 📧 Email Templates 101: http://emailtemplates101.com

• 🛠️ Agent Systems 101: http://agentsystems101.com

Want to chat with us? Join the Hustle Humbly Community or send us a message at [email protected].

Leave us a review at ratethispodcast.com/hustlehumbly

Get your FREE Database Template

Email Templates 101: emailtemplates101.com

Build Your Own Business 101: hustlehumblypodcast.com/byob

Agent Systems 101: agentsystems101.com

All Resources: hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Conner Price

The Good Life by Summer Kennedy

There's nothing quite like walking into a listing appointment prepared, only to have the seller slide an appraisal across the table before you can even share your thoughts. In this episode, we dive deep into the sometimes-helpful, often-headache-inducing world of pre-listing appraisals in real estate.

Alissa shares a couple of jaw-dropping pricing stories, including one where she was blindsided by an appraisal that came in a full $60K over her estimate—and how she ended up taking the listing anyway (spoiler: she regrets it). Katy and Alissa get real about the pros and cons of pre-listing appraisals, when they're appropriate, and how they can be both a tool and a trap.

You'll also hear two real-life case studies that show how appraisals can drastically impact seller expectations—and what happens when those numbers just don't line up with the market. From lessons learned the hard way to advice you can use in your next listing appointment, this episode is packed with insight, encouragement, and some painful pricing truth.

If you've ever struggled to price a property—or convince a seller that their home isn't worth what Zillow (or their appraiser) says—this one's for you.

Here's what we chat about in this episode:

• What is a pre-listing appraisal and why would a seller get one?

• Real-life pricing fails (and what we learned from them)

• Why appraisals aren't always reliable in shifting markets

• How to talk to sellers about appraisals without losing the listing

• Why CMAs and appraisals rarely match

• Specific scripts and verbiage to use when appraisals go wrong

• The pros and cons of recommending an appraisal yourself

• How to position yourself as the pricing expert—even when the appraiser disagrees

• Tips for navigating seller emotions and stubborn pricing

"I should've gone in with my Alissa mentality: tell them the truth and let the chips fall." – Alissa

"Appraisers are only using data from homes that actually sold. They're not accounting for what's sitting on the market today." – Katy

"I prayed I was wrong, but the market proved me right—and the house sat for months." – Alissa

"Sometimes the appraisal says 510 and your gut says 450… and you take the listing anyway. Don't do that." – Katy

"You can get five appraisers and five different values. Your job is to be the constant." – Alissa

Products, People & Previous Episodes Mentioned:

• Build Your Own Business 101 (BYOB)

• Email Templates 101

• Agent Systems 101

• Buyer & Seller Checklists

Want to chat with us? Join the Hustle Humbly Community or send us a message at [email protected].

Don't forget to grab our free resources at hustlehumblypodcast.com! Want to support the show? Leave a review on Apple Podcasts or share this episode with a Realtor friend who needs it!

Leave us a review at ratethispodcast.com/hustlehumbly

Get your FREE Database Template

Email Templates 101: emailtemplates101.com

Build Your Own Business 101: hustlehumblypodcast.com/byob

Agent Systems 101: agentsystems101.com

All Resources: hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Conner Price

The Good Life by Summer Kennedy