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)

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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

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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

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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

Leave us a review at ratethispodcast.com/hustlehumbly

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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

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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!