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

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Everything is… Awful?! A Real Estate Rant (with Purpose)

We’ve been your resident cheerleaders for almost 300 episodes—offering encouragement, positive vibes, and practical tips. But sometimes... you just need to vent. And today? We're taking a moment to do exactly that—professionally, of course.

In this episode, we’re laying it all out: the contracts that keep falling through, the sellers who are spiraling, the buyers ghosting after inspections, and the agents who just won’t communicate. The market feels off, and if you’ve been wondering whether you’re the only one questioning your sanity—spoiler alert: you’re not.

From real-life stories of canceled contracts that could’ve been saved (with just a tiny bit of cooperation), to stats that prove the cancellation trend is real, we’re spilling it all. We’re not giving up—we’re just giving ourselves permission to admit that this job is hard right now.

In this episode we’ll chat about:

• Why deals are falling apart after inspections (even when there’s nothing wrong)

• What happens when communication doesn’t happen between agents

• How to support your spiraling sellers without losing your own mind

• The surprising emotional toll of constant cancellations

• The importance of a strong pre-listing consultation (and making sellers do their homework)

• Buyer behavior in 2025: why everything feels more fragile

• Real-time stats on cancellation rates and why they matter

If you’ve had a seller cry, a buyer back out for no reason, or you’re just wondering if this is the twilight zone of real estate—this episode’s for you. We’re with you, we hear you, and we’re in the trenches right alongside you.

Products, People & Previous Episodes Mentioned:

• Episode 48: Taking Emotions Out of Real Estate

• Episode 169: When Your Listing Expires

• Episode 292: How to Keep Deals From Falling Apart

• Redfin January 2025 Cancellation Report: https://www.redfin.com/news/home-purchase-cancellations-january-2025

🔑 Key Quotes & Takeaways

“I woke up heavy, which I haven’t done in a long time.” – Alissa

“Buyers are out here treating contracts like optional RSVPs.” – Katy

“You can’t predict which repair item will be the one that kills the deal.” – Alissa

“You have to care about your clients, but you can’t carry the weight of the world.” – Katy

“Even a dumpster fire warms up something.” – Alissa (…kind of profound, actually)

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What if your next listing appointment helped you build wealth too? 🤯

In this episode, we’re joined by CPA and real estate investor Amanda Han, and let us tell you—this conversation is a goldmine of money-saving, tax-planning goodness for every Realtor out there. Whether you’re brand new to the business or pulling in six figures consistently, Amanda breaks down what you need to know about entity formation (LLC or S-Corp?), bookkeeping systems, tax planning, investing in real estate yourself, and how to stop leaving money on the table.

Amanda is not just any CPA—she’s a real estate investor herself and co-founder of Keystone CPA, where she works with clients all over the country to help them reduce their tax burden through smart planning and investments. Her approach is down-to-earth and easy to understand (thank goodness), and by the end of our chat, her goal is to convince every Realtor to become an investor. Spoiler alert: she might just succeed.

We cover it all, including:

• When (and if!) you should become an LLC or S-Corp

• The most common tax mistakes Realtors make

• How to organize your finances without getting overwhelmed

• What depreciation actually means (and how to use it to your advantage)

• Tax planning strategies for high-income agents

• What to do if you haven’t taken depreciation on your rental

• Real estate investing 101 (with serious tax perks!)

• Setting up retirement accounts as a self-employed Realtor

And don’t worry—we kept this super conversational and full of lightbulb moments. Even if you’ve been avoiding your finances, this episode is your sign to get in there and take control. Future-you (and your tax bill) will thank you!

1. “You don’t have to become an accountant to be a successful entrepreneur. You just need the right systems and the right people.” – Amanda

2. “Tax planning isn’t scary. It’s just a conversation.” – Amanda

3. “The best way to protect the money you earn is to spend a little time planning how to keep it.” – Katy

4. “You can’t retroactively assign income to an entity that didn’t exist. So set up the LLC now—even if you're unsure.” – Amanda

5. “If you're a Realtor, you already see the deals. You're walking past wealth-building opportunities every day—start picking them up.” – Amanda

• Amanda’s company: keystonecpa.com

• Amanda on Instagram: @amandahanCPA

• Tax Strategies for the Savvy Real Estate Investor (book by Amanda Han)

• UDirect IRA and Equity Trust Company (for self-directed retirement accounts)

• QuickBooks and Excel (for bookkeeping options)

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Are you accidentally working for free? It sure seems like it! In today’s episode, we’re diving back into the world of buyer brokerage agreements and uncovering a sneaky trend: agents are getting their BBAs signed… and then slashing their own pay before closing.

Why are so many agents struggling to confidently collect the commission they put in writing? Is it a lack of confidence? A fear of rejection? Or are they skipping a crucial step in the process? Spoiler alert: it all comes down to the buyer consultation.

Here’s what we cover in this episode:

• Why agents are so quick to discount their commission

• How recent shifts in the industry are exposing a lack of confidence

• The critical mistake agents are making with buyer consultations

• How listing agents have always done this differently—and what buyer’s agents can learn from them

• The importance of transparency in how you get paid

• The real way to make sure you’re worth what you charge

• What brokers should be teaching their agents (but often don’t)

The reality is, if you’re afraid to charge your full fee, you might not be delivering enough value to feel like you earned it. But don’t worry, we’ve got practical solutions for you! Tune in to hear how to build confidence, deliver more value, and get paid what you deserve.

Need help with your buyer consultation? Grab our Buyer Brokerage Agreement Cover Letter to guide your conversations with clients: hustlehumblypodcast.com/bba.

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1. "If you’re not comfortable talking about money, you’re going to struggle in this business." – Alissa

2. "The key to confidently getting paid is knowing your value and communicating it clearly." – Alissa

3. "Brokers shouldn’t just train agents on getting paid more. They should train them on how to SERVE better." – Katy

4. "If you don’t feel like you’re worth what you’re charging, it’s time to step up your service." – Alissa

Products, People & Previous Episodes Mentioned:

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

• Episode 232: Buyer Brokerage How To's 

DEALS WEEK IS HERE, 3/31-4/4! GRAB THE DEALS AT HUSTLEHUMBLYPODCAST.COM/SPRING!

Ever feel like your brain is full, your phone is ringing non-stop, and your sellers are melting down on the daily? Same.

In this episode, we're getting personal and cracking open a topic that's been coming up a lot lately: burnout. Whether you're overwhelmed by anxious sellers, stressed by a tough market, or just flat-out exhausted after years of nonstop hustle—this one is for YOU.

We’re diving into the real reasons Realtors are burning out and the honest conversations we need to be having with ourselves and our clients. We even share stories from our own community, including one brave agent who left her phone behind for an entire week on vacation (spoiler: she survived and felt amazing).

If you’ve ever said, “I can’t take a day off,” we’re challenging you to think again.

In this episode, we cover:

• The surprising causes of burnout in today’s market

• How anxious sellers and high resistance are zapping your energy

• Why more listings ≠ more peace of mind

• How to communicate your boundaries with clients

• Tips for taking real time off (yes, even without your phone!)

• Why communication is a burnout cure

• How to mentally reset when you’ve hit your limit

This episode is your permission slip to take a breath, set boundaries, and rework your mindset so you can keep going without sacrificing your sanity.

And remember, if you’re feeling this way—you are not alone.

1. “The market is tough, so I have to be tough.” – Katy

2. “Most of our burnout isn’t from clients—it’s from our own habits.” – Alissa

3. “You only need ONE buyer. You can only sell ONE time.” – Alissa

4. “Taking a break isn’t going to ruin your business. It might save it.” – Katy

5. “Just because you feel the rain doesn’t mean you have to drink it.” – James Clear 

Products, People & Previous Episodes Mentioned:

• Episode 3: Mindset Meltdown

• Episode 57: Take a Day Off

• Episode 102: Vacations: A How To Guide

DEALS WEEK IS COMING 3/31! SIGN UP FOR THE EARLY BIRD LIST AT HUSTLEHUMBLYPODCAST.COM/EARLYBIRD!

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Open houses—love them or hate them, they’re back in the real estate conversation. But do they actually work? And more importantly, should YOU be doing them?

In this episode, we revisit a topic we haven’t discussed since way back in Episode 11—open houses! A lot has changed in the market since then, and we’re diving into why open houses nearly disappeared, why they’ve made a comeback, and what you need to know if you’re hosting one in 2025.

We share our personal experiences, including how Katy recently broke her open house drought, what Alissa has learned about preparing agents to host them, and why safety concerns are still top of mind. Plus, we reveal the key prep steps that can make or break your turnout (spoiler: just throwing a sign in the yard isn’t enough).

Tune in to hear:

• How the evolution of the market has impacted open houses

• What we tell sellers when they ask for an open house

• The safety concerns every agent should consider

• The biggest mistakes agents make when hosting

• Our checklist for a successful open house

• Why the right preparation can double your turnout

• How to use open houses to build relationships (and land listings!)

If you’re on the fence about open houses or just looking for ways to make them more effective, this one’s for you!

1. "Your seller is going to ask for an open house. Whether or not you want to do one is a different story." — Katy

2. "A lot of agents think open houses are just for buyers, but I got more listing leads from them than buyer leads." — Alissa

3. "Safety is my number one concern. It’s not about 'wasting' my weekend—it’s about being in a house alone with strangers." — Katy

4. "If you don’t prepare, don’t be surprised when no one shows up. A little effort makes all the difference." — Alissa

5. "An open house isn’t just about selling a house—it’s a chance to sharpen your skills, meet people, and grow your business." — Katy

Products, People & Previous Episodes Mentioned:

• Episode 11 “Open House Tips”

• Email Templates 101

• Brand new Agent Open House Checklist for FREE here!

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Getting a house under contract is not the finish line—it’s just the beginning of an obstacle course full of potential pitfalls! In this episode, we’re walking you through the essential steps to keep your transaction on track from contract to closing, because nothing is worse than a premature “Sold” post!

We’re covering:

• The #1 mistake agents make when handling offers

• The email template that has saved Alissa’s transactions countless times

• Red flags that signal your deal might be in trouble

• The proactive steps you need to take before accepting an offer

• How to avoid last-minute closing disasters that make sellers (and buyers) furious

• What to check on a pre-approval letter before celebrating that contract

From poorly written offers to unresponsive lenders, we’re breaking down everything that can derail a deal—and, more importantly, how to prevent it. Because no one wants to break the bad news to their seller that their "pending" home isn’t actually closing.

If you’ve ever had a deal fall apart at the last minute, or if you just want to sharpen your skills to prevent transaction drama, this episode is for you!

Products, People & Previous Episodes Mentioned:

• Client Management: Episode 255

• Being a Great Co-Op Agent: Episode 129

Key Quotes/Takeaways:

💬 “You can’t assume anything in a real estate transaction. If you do, you’re setting yourself up for failure.” – Katy

💬 “The agents who struggle the most are reactive, not proactive. The best agents see potential problems before they happen.” – Alissa

💬 “You need me more from contract to close than you do to find a house.” – Katy

💬 “A bad lender can sink a deal before it even starts. Pay attention to how quickly they respond.” – Alissa

💬 “It’s better to catch a deal-breaker on Day 1 than Day 30.” – Katy

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Are you chasing a bigger business just because everyone says you should? It’s time to take a step back and ask yourself—why?

In this episode, we’re tackling a mindset shift that every Realtor needs: understanding your real “why” before jumping on the growth bandwagon. We get honest about the pressure to scale, build teams, and chase bigger numbers, even when it might not be what you truly want.

We’re breaking down:

• How to figure out your personal “enough” number

• The hidden costs (financial and emotional) of growing too fast

• Why real estate’s “invisible corporate ladder” might not be for you

• The difference between a meaningful goal and a goal you think you should have

• A simple framework to uncover your real motivation for growth

If you’ve ever felt overwhelmed by the pressure to do more, this episode is for you. Spoiler alert: success isn’t just about bigger numbers—it’s about building a business that actually makes you happy.

1. “Are you growing because you want to, or because someone told you that you should?” – Katy

2. “The dream isn’t to build a huge business. The dream is to have time and financial freedom. Don’t lose sight of that.” – Alissa

3. “If your ‘enough’ number is met, why keep adding stress just to say you did more?” – Katy

4. “Before you set your next goal, ask yourself: does this move me toward the life I actually want?” – Alissa

5. “Real estate doesn’t have a corporate ladder, but we sure act like it does.” – Katy

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What’s worse than being ghosted by a potential client? Finding out they bought or sold without you! 😩 Staying top of mind is one of the most important skills you can develop as a Realtor, but it’s also one of the trickiest to navigate. No one wants to be that pushy, annoying agent, but if you don’t follow up, you risk losing business to someone else.

In this episode, we’re tackling the art of staying top of mind in a way that feels natural and professional (and doesn’t make you feel like a stalker). We answer a listener question about how often to check in with potential buyers and sellers and break down exactly what to say and how to keep in touch—without feeling salesy.

You'll learn:

• How often to follow up with leads that are 2-3 months (or longer) away from buying or selling

• Simple, effective ways to stay in touch without annoying people

• How to organize and track your leads so no one falls through the cracks

• Why email lists, handwritten notes, and social media DMs all play a role in keeping you top of mind

• How to stop feeling like you have to be best friends with every past client

If you've ever wondered, Am I reaching out too much? Not enough?—this episode is for you! Grab a coffee (or a notepad), and let's get into it.

💡 “You don’t have to be best friends with every client. You just have to provide a level of service that makes you unforgettable.” – Alissa

💡 “If you don’t follow up, you risk losing them to someone else. People don’t know you’re still selling real estate unless you remind them!” – Katy

💡 “Stop judging yourself. It doesn’t have to be perfect. Just reach out.” – Alissa

💡 “Following up isn’t about being pushy. It’s about being helpful, being present, and being a resource.” – Katy

• Trello (for organizing leads & pipeline)

• MLS alerts for seller follow-up

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Love it or hate it, small talk is a must in real estate (and in life!). But what if we told you small talk isn’t just pointless chatter—it’s actually building blocks for trust and relationships? Yep, those seemingly minor conversations about the weather, local restaurants, or even a compliment on someone’s shoes can be the thing that helps you connect with a future client.

In this episode, we’re diving into why small talk matters, how to make it easier (even if you’re an introvert), and real-life ways to use it to grow your business. We’re covering:

• How small talk actually improves happiness, mood, and overall well-being (science says so!)

• Why small talk is essential for networking, open houses, and client relationships

• What to say when you don’t know what to say (real scripts & conversation starters!)

• The one phrase that keeps people talking

• Why “going first” in a conversation can transform your business and life

If you’ve ever felt awkward making small talk or wished you had an easy way to connect with potential clients, this episode is for you. By the end, you’ll feel ready to talk to anyone—without the weirdness.

💡 “Small talk is the foundation for trust. One conversation doesn’t make a huge difference, but over time, those small exchanges add up.” – Katy

💡 “Being warm and approachable is a skill. If you practice it, it becomes a way of life.” – Katy (quoting Mel Robbins)

💡 “If you go to a networking event but don’t talk to anyone, you may as well have stayed home.” – Alissa

💡 “People love to talk about themselves. Ask questions, be curious, and let them talk!” – Alissa

💡 “The warmth you offer others always finds its way back to you.” – Katy

Products, People & Previous Episodes Mentioned

• Let Them by Mel Robbins (book recommendation)

• Open house strategies & scripts from past episodes

• Article mentioned in episode: https://search.app/tQKr5ueMjSmHMBdG6

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