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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Agent Systems 101: agentsystems101.com

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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!

Leave us a review at ratethispodcast.com/hustlehumbly

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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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Are you actually working… or just feeling busy? 😬

There are so many things in real estate that make you feel productive but don’t actually lead to making money. A new logo? A fresh website? A perfectly curated Instagram feed? They might help, but if your bank account is running low, these probably aren’t the things you should be focusing on.

In this episode, we’re getting real about what distractions are stealing your time, what’s actually making you money, and how to stay focused on the right things.

We’re covering:

• The #1 real estate time waster (spoiler: it’s social media)

• How to tell if an activity is actually income-producing

• Why some agents stay “busy” but never get closings

• What’s really working for agents in our community

• The best (and easiest) ways to track your results

If you’ve ever wondered, Should I even be spending time on this?—this episode is for you. Let’s get rid of the distractions and start working smarter!

💡 “There’s a difference between being busy and being productive. Just because you worked all day doesn’t mean you worked on the right things.” – Katy

💡 “You have to ask yourself—did I actually plant any seeds today that will make me money next quarter?” – Alissa

💡 “If you don’t know how your last 5 clients found you, you don’t know what’s working in your business.” – Katy

💡 “Stop worrying about the perfect website, email signature, or social media strategy. Just focus on talking to people.” – Alissa

💡 “Your results are hiding in the work you’re avoiding.” – Katy

Products, People & Previous Episodes Mentioned

• Google Business Profile (for free online visibility)

Canva (for social media & branding, if used efficiently)

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Are you using “liability” as an excuse to avoid helping your clients? In this episode, we’re tackling a tricky topic: the fine line between being helpful and being liable. It’s a line many Realtors struggle to navigate, but don’t worry—we’re here to break it all down for you.

Here’s what we’re chatting about:

• Attending inspections: Why skipping them might be riskier than showing up.

• What’s actually your job: Spoiler alert—you are supposed to give advice.

• Documentation saves the day: The importance of email recaps and written communication.

• Liability myths vs. reality: We bust common misconceptions about what can actually get you sued.

• Learning from the horror stories: We share real-life liability situations and how to avoid them.

You’ll also hear us reflect on the power of having systems in place, the importance of treating every client consistently, and why it’s critical to educate your clients (even when it’s an uncomfortable conversation). If you’ve ever felt nervous about overstepping—or not stepping up—this episode is a must-listen.

Key Quotes/Takeaways

“Giving advice isn’t a liability—it’s literally your job as a Realtor.” – Katy

“Skipping the inspection is a bigger liability than attending. Your clients need you there.” – Alissa

“The more you document, the less you’ll have to worry if something goes wrong.” – Katy

“Agents who avoid giving advice are just avoiding doing their job.” – Alissa

“Your job is to guide and protect your clients—not let them ‘run amok.’” – Katy

Products, People & Previous Episodes Mentioned

Hustle Humbly Freebie: Due Diligence Checklist (hustlehumblypodcast.com/makesure)

Email Templates 101: For communicating clearly with clients and documenting conversations.

Errors and Omissions Insurance: To protect Realtors from professional liability claims.

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Email Templates 101: emailtemplates101.com

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Agent Systems 101: agentsystems101.com

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Managing real estate transactions shouldn’t feel like herding cats. That’s why we’re thrilled to introduce you to Reannah Glover, founder and president of the Real Time app! Reannah is a former top-producing Realtor who created this all-in-one transaction management tool to help agents and their clients stay organized, connected, and on track during every step of the buying or selling process.

If you’ve ever felt overwhelmed by juggling spreadsheets, CRMs, email templates, and multiple apps, this episode is for you. Real Time takes all the tools you need to manage your transactions and puts them in one streamlined platform.

Here’s what we’re covering:

• What is the Real Time app? An intuitive, Realtor-designed tool to manage transactions, clients, and vendors.

• How does it work? Track your transactions step-by-step and let clients follow their own progress (just like tracking a pizza delivery).

• Client-facing features: Your buyers and sellers get their own portal for documents, checklists, and vendor recommendations—even after closing.

• Why Reannah built the app: Her experience as a busy agent inspired her to create the ultimate tool for Realtors.

• Customizable templates: Use the Real Time default checklist, create your own, or start with the Hustle Humbly checklist pre-loaded into the app.

• Keep your database secure: Real Time will never sell your client data—period.

Whether you’re a new agent needing a simple way to manage transactions or an experienced pro looking for a better system, the Real Time app has something for everyone.

👉 Learn more and start your free 7-day trial: https://therealtimeapp.com USE CODE HUSTLE40 to get $40 off your first month!

Key Quotes/Takeaways:

1. “If you can track a pizza, you should be able to track your real estate transaction.” – Reannah

2. “The Real Time app is like having a personal assistant for you and your clients in one place.” – Katy

3. “If you’re not following a checklist, I don’t feel sorry for you. You need one, and Real Time makes it easy.” – Reannah

4. “The goal is simplicity. Real estate is already stressful—your tools shouldn’t add to that.” – Alissa

5. “Your past clients aren’t just numbers; they’re your referral pipeline. The Real Time app helps you stay connected.” – Reannah

Products, People & Previous Episodes Mentioned:

1. Real Time App: Learn more and start your free 7-day trial at https://therealtimeapp.com USE CODE HUSTLE40 to get $40 off your first month!

2. Hustle Humbly Checklist: Pre-loaded into the Real Time app for easy setup.

3. Vendor List Feature: Keep your preferred vendors handy and always accessible to your clients.