We've been getting so many messages lately about what to do when listings sit, which tells us this is happening everywhere right now, not just in our market. So we're answering two listener emails and walking through exactly how we'd handle a stalled listing, including two of our own current struggles.

We start with the basics: keeping your seller informed even when there's nothing new to report, being honest about what the data actually shows, and remembering that you are not a miracle worker just because you took over a listing that already expired once. From there we get into a full list of questions to ask yourself when a listing isn't moving, from pricing and photos to condition and marketing, plus a free feedback campaign trick that works so much better than a paid open house event.

Then we do live case studies on four real listings between the two of us, including one we've nicknamed "the backwards house," and talk through exactly what we'd change, from furniture placement to which photos to pull entirely. If your listings have gone quiet and you're starting to spiral, this episode is basically a permission slip to stop panicking and start strategizing.

Here's what we cover in this episode: -Two listener emails about listings that just won't move, and the mindset spiral that comes with it -Why keeping your seller informed matters more than having good news to share -The buyer pool visual and how unique features shrink or widen it -Why being the second listing agent after an expired listing can actually work in your favor -Why sellers often blame the agent instead of the market or the house itself -Asking "what is your budget to sell" as a mindset shift for sellers -The current state of the market and why days on market are climbing even with more inventory -A full list of questions to ask yourself when a listing isn't selling -Why showings with no offers points to condition, and no showings at all points to price -Virtual staging, drone photography, and other ways to fill in the marketing gaps -Why photo labels and a fresh front photo matter more than people think -Getting an appraisal or pre-inspection to give buyers confidence in the price -Calling agents on nearby pending or expired listings for real market intel -A free feedback campaign that gets other agents to review your listing for you -Four real listing case studies, including "the backwards house" and a full gut renovation that needs a total repositioning -Why an "investor special" label can be more effective than trying to make a rough house look pretty -How to communicate consistently with sellers using MLS alerts on nearby listings

Key quotes from this episode: "I cannot want to sell the house more than you want to sell the house." - Alissa "You as an agent are not a miracle worker." - Katy "We're going to have to try strategy, something different, when things are not selling, not just more fluffy marketing." - Katy "It's not it's just normal, it's not a hard market, I have seen a hard market." - Katy "Don't panic, don't overpromise, and don't let the market steal your motivation." - Alissa

Products, people, and previous episodes mentioned: -Hustle Humbly Community -CMA summary report (MLS market data tool)

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We are pulling from our personal flood experience to share with others that are dealing with disasters now. Jay and Katy sit down to get the word out to anyone suffering through the unimaginable aftermath of a natural disaster. In this bonus episode of Hustle Humbly, Katy turns the microphone on our podcast producer, Jay, to pick his contractor brain. In 2016 our area experienced devastating floods that resulted in 110,000 homes being damaged. At the time, Jay was a licensed contractor with a remodeling business. He quickly became inundated with customers needing help to renovate their flooded homes. Based on that experience, Jay is sharing the tips you need for dealing with clean-up, avoiding being taken advantage of by contractors, getting a fair insurance settlement and rebuilding your home. Please email any additional questions to [email protected]. We are happy to help in any way we can!

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It's been a few weeks since the buyer representation agreement changes went into effect, and it felt like the right time for a mindset check-in. This episode is all about embracing change in real estate instead of getting stuck in resistance, and we're bringing y'all right along with us into acceptance.

We sent out a survey to our listeners this week and got 294 responses, and we're sharing the results throughout, from how many buyers have actually refused to sign, to how prepared agents feel their brokers made them, to how negative the agents in their own markets are really being. We also read through several listener messages, some full of mindset wins and some full of the exact kind of thinking that keeps agents stuck, and we talk through how to reframe each one.

We get into toxic positivity (and why what we're doing here isn't that), the New York Times headline that rubbed Katy the wrong way, why "ripping the band-aid off early" is easier than agents think, and a couple of real transaction stories, including a multiple offer situation and a buyer who ghosted after being asked to sign paperwork. If you've been feeling behind or discouraged by all the noise out there, this one is for you.

Here's what we cover in this episode: -Why we've moved from anger and denial into acceptance around the new buyer representation rules -The ridiculous ways agents are trying to loophole around commission disclosure (yes, including flowers planted in the shape of a percentage) -Survey results on how many buyers have actually refused to sign a buyer rep agreement -Why simple, confident delivery of the new paperwork matters more than the backstory -How to talk to buyers about money and closing costs without overexplaining -A mindset issue we read from an agent stuck on how long the form is -Why new agents may actually have it easier starting fresh with these rules -What toxic positivity actually means, and why changing your mindset doesn't erase the challenge -Why keeping your head down and focusing on your own business beats watching the noise in Facebook groups -The racehorse analogy for staying in your own lane during industry change -Survey results on how agents feel about their own delivery of the buyer rep conversation -A real multiple offer situation and how buyer's agent commission got renegotiated -What to say when another agent asks you to share your listing agreement -A listener's story about a Texas buyer who toured with an unlicensed Zillow agent instead of signing paperwork -A real story about a buyer who signed a one-day agreement, loved the experience, and became a full client -Why firm boundaries protect your business more than fear of losing a client ever will

Key quotes from this episode: "When you change your mindset, it doesn't make those challenges disappear, it changes your ability to face them." - quoted from the Mel Robbins Podcast "Rip this band-aid off early, get used to talking to your clients about money." - Alissa "It's not ridiculous, it's actually the foundation of what the lawsuit is on, and why we are here." - Alissa "We just need to relax, take a breath, and be confident that this job has been around for over a century." - Katy "Don't let the fear of losing somebody be what makes you break the rules or adjust how you run your business." - Alissa

Products, people, and previous episodes mentioned: -The Mel Robbins Podcast, August 4, 2024 episode -New York Times article on agents discussing fees with buyers and sellers -Hustle Humbly Community, hustlehumblypodcast.com/membership

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We can't believe we've never done a full episode on agent to agent referrals until now. It's a legitimate income stream agents talk about all the time, but the how of it actually works is rarely explained step by step, so we're breaking down exactly how it works, from finding and vetting an agent to what percentage actually makes sense.

Alissa has built agent to agent referrals into a real, repeatable part of her business (54 closed in the last five years alone), while Katy's referrals have been more occasional and organic. Between the two of us, we've got stories that cover the good, the sweet, and the downright frustrating, including a referral fee showdown that turned petty fast and a sweet man's friend who kept Alissa's card on her fridge for whenever the day comes.

We also get into the mindset side of this. Referral fees can feel like mailbox money, but they're not free, vetting an agent and gatekeeping your client's information is real work, and how you handle referrals says a lot about your professionalism. If you've ever wondered whether you should ask for 25%, or whether you even deserve to be paid for one, this episode will help you sort it out.

Here's what we cover in this episode: -What an agent to agent referral actually is and the steps involved -Why vetting the agent you're sending your client to is the real value you're providing -How to research and test an agent's responsiveness before referring someone to them -Why sending clients out of your market for the wrong reasons can hurt your reputation -The referral form, w9, and paperwork you need before the transaction even starts -How much to check in on a referred transaction without micromanaging -Typical referral fee percentages and why 25% can feel like a lot for the actual work involved -Alissa's referral journey, from handwriting letters to her top producer group to a decade of relationships -The stats behind how much of Alissa's business has come from agent referrals over the last five years -Where to actually find agents to build relationships with, including conferences, boards, and referral groups -Why being part of a paid referral group like BNI doesn't guarantee the right fit -How social media, podcasts, and niche communities can bring in unexpected referrals -Why referrals from retiring or inactive agents can become some of your most loyal business -The proper etiquette for asking for or paying a referral fee, and what NOT to do -A referral gone sideways, and how it got resolved without burning the relationship -Why community over competition applies just as much to agent to agent referrals as anything else

Key quotes from this episode: "You're asking yourself, am I serving myself to get paid, or am I serving the best interest of my client?" - Alissa "I do think some agents treat an agent to agent referral like mailbox money, all I did was make a phone call and now I'm gonna get 25% of your hard work." - Katy "It's not a real referral if you didn't gatekeep the info." - Katy "Remember that how you treat other agents is karma, it's going to bring it back around." - Alissa "This is a Do unto others as you'd have them do to you situation." - Katy

Products, people, and previous episodes mentioned: -CRS designation (Certified Residential Specialist) -Modern Agent Social Club -BNI (Business Network International) -Hustle Humbly Community referral sheet

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Ever wonder how to get real estate listings when you feel like you've tried everything, friends and family, cold calling, expireds, FSBOs, even social media? We got a listener question asking exactly that, and it turned into a full breakdown of every listing generation strategy we could think of.

We're pulling from a couple of great Inman articles by Jimmy Burgess along with our own real world stories, the good, the bad, and the "sorry dude, she called me instead." From subdivision market reports to a handwritten letter that landed four warm leads (including one very sweet man who put Alissa's card on his fridge for whenever the time comes), we're covering a lot of ground.

The big theme of this one is that you don't need to do all of these things, you just need to pick the ones that fit you and get really good at them. If you try to be good at everything, you'll end up good at nothing. So grab a pen, because you're going to want to write a few of these down.

Here's what we cover in this episode: -Why repeat and referral business becomes your main source of listings the longer you're in the business -How subdivision market reports build trust and keep you top of mind without feeling salesy -Why every online lead is being tracked, and what that means for your database -How to figure out if you're marketing yourself as a listing agent or a buyer's agent -Why what you post about grows, in your business and in your own mindset -The story of the listing Alissa got because of a tree -Open houses as a listing generation tool, and how to actually work one instead of just sitting there -Geographical farming and the four postcard series that consistently generates listings -Circle prospecting and exactly what to say when you call around a new listing or sale -Why for sale by owner sellers need patience and kindness, not intimidation tactics -The handwritten letter strategy that got four warm responses from homeowners who weren't even listed -Partnering with estate and divorce attorneys as a steady source of listing referrals -Why optimizing your Google Business profile can bring in listings without spending a dime -The right way (and the wrong way) to approach expired listings -Orphaned neighborhoods and why new construction areas are an overlooked goldmine -The Top 25 VIP list and how consistent contact with your best referral sources pays off -Why showing up positively in neighborhood Facebook groups and apps builds real trust

Key quotes from this episode: "If you try to be good at everything, you'll be good at nothing." - Katy "Whatever you focus on grows, and that's not just in your social media content, but in your mind as well." - Katy "Don't kid yourself, you can do nothing online that isn't going to be tracked by someone." - Katy "You need to make sure that you have some people, that you're meeting people, that you are friendly, and that you're tracking and keeping all these people in one place." - Alissa "When you get one listing, you better squeeze every bit of juice out of that thing." - Katy

Products, people, and previous episodes mentioned: -Episode 62: Transitioning from a buyer's agent to a seller's agent -Jimmy Burgess, Inman contributor -Canva -hustlehumblypodcast.com/sellers, our full list of episodes on working with sellers and listings

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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

Change is a constant in this industry, and this episode is all about preventing burnout in real estate before it takes you out. We're joined by Dr. Saundra Dalton-Smith, a board certified internal medicine physician and workplace well-being consultant, who literally wrote the book on rest (it's called Sacred Rest, and if you haven't read it, add it to your list).

We get into how to handle the constant change happening in our industry right now, why "I'm so tired" isn't specific enough to actually help you, and the seven types of rest most of us have never even thought about. Dr. Saundra breaks down mental, emotional, social, sensory, creative, spiritual, and physical rest, and gives real, doable ways to work each one into a packed agent schedule, no sabbatical required.

We also get personal about our own burnout patterns, from Alissa's summer of learning to not answer every email immediately, to Katy's non-negotiable need for extra sleep. If you've ever felt like you're doing everything right and still exhausted, this conversation is going to feel like a permission slip.

Here's what we cover in this episode: -Why stress is really just our response to change, and why you can't manage change, only your recovery from it -How to find the pros in even the toughest industry shifts -The seven types of rest: physical, mental, spiritual, emotional, social, sensory, and creative -Why saying "I'm tired" doesn't give you or anyone else enough to work with -How to figure out logistically which type of rest you're actually missing -Why creative rest means appreciating what's already been created, not making something new -How habit stacking makes it realistic to build rest into an already packed day -Simple habit stacking ideas like changing your lock screen, noise canceling headphones, and a five minute sensory reset between meetings -Why mindless scrolling is usually escapism, not rest, and how to make your scroll time actually restorative -The difference between sleep and rest, and why hours of sleep doesn't always equal quality rest -Why there's no one right bedtime or wake time, and how to find what your body actually needs -Mental rest deficits like forgetfulness and trouble concentrating, and why they're not a sign something is wrong with you -Why multitasking makes you more likely to make mistakes, and how time blocking your email can fix it -How agents can set realistic response time expectations with clients without losing professionalism -The gifts that come from consistent rest, including boundaries, reflection, and freedom -Alissa's real story of retraining herself to stop checking email constantly over a summer with her kids home

Key quotes from this episode: "We don't manage change, we manage the recovery." - Dr. Saundra Dalton-Smith "Saying I'm so tired is the same as telling a doctor 'I hurt.' It doesn't give enough specificity for anyone to help you, and definitely not enough for you to help yourself." - Dr. Saundra Dalton-Smith "If you don't have leads, you're losing, that's what the industry says. Here at Hustle Humbly, we are very diligently working to flip that around into quality." - Alissa "We are not emergency room doctors. If we don't respond immediately, nobody dies in our industry." - Alissa "You will be a more efficient, more fulfilled, more satisfied, more effective person if you function with how your body functions, rather than trying to make it fit the bubble of what somebody else says is normal." - Dr. Saundra Dalton-Smith

Products, people, and previous episodes mentioned: -Dr. Saundra Dalton-Smith, board certified internal medicine physician and author of Sacred Rest: Recover Your Life, Renew Your Energy, Restore Your Sanity -RestQuiz.com, Dr. Saundra's free rest deficit assessment -DrDaltonSmith.com -Atomic Habits by James Clear

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Are you chasing new leads when the real gold is sitting right there in your database? This episode is all about how to build a repeat and referral business by staying in front of the people who already know, like, and trust you.

We're kicking things off with a story about Alissa's football magnets (yes, the cheesy ones she questions sending every single year) and how they landed her three referrals from clients she hadn't talked to in over a decade. We also answer a listener question from someone who loves the database model but feels stuck on the how, especially as a more introverted agent who keeps people at arm's length.

From there we dive into a mindset shift inspired by a Chick-fil-A trainer, the Brian Buffini script that gets people talking about their agent, and eight high value database ideas straight out of an Inman article (yes, we're talking Coca-Cola and cocaine coupons, it's a whole thing). We close it out with Alissa's favorite high touch moment she brought back into her listing process and a real answer to how often you should actually ask your database for referrals.

Here's what we cover in this episode: -Why chasing leads without nurturing your current clients keeps you stuck -A listener question about building relationships when you're naturally introverted -Why last week's episode with Christine Cooper is required listening if you're new to your area -The Chick-fil-A mindset shift that took the pressure off "being everyone's best friend" -Why clients come back to you because of how you made them feel, not because you're best friends -How often you should actually be checking in with your database -A quick recap of who qualifies to be in your database versus who's still just a prospect -The football magnet story and the three referrals it brought in from clients Alissa hadn't spoken to in over a decade -Why staying in front of your database matters more as online leads get harder to convert -The Brian Buffini script for turning "I don't remember my agent's name" into a referral -The Coca-Cola coupon story and what it teaches us about high value database offerings -Eight high value database ideas, including shredding parties, junk removal, and branded yard bags -Why family photo days and seasonal home photos make memorable database touches -Home care ideas like AC filters and gutter cleaning as ways to show up for your people -Why picking just one idea and executing it beats trying to do everything -The high touch moment Alissa brought back into her listing process around photo day -How to build relationships if you're new and don't have a big sphere yet -Why your spouse's network might already be full of future clients -The role social media plays in building relationships without needing to be the most social person in the room -How often to ask your database for referrals and the gratitude letter that keeps referrals coming without asking

Key quotes from this episode: "You are there to provide an excellent experience for them to accomplish their goals for that moment in time, not to be their best friend." - Alissa

"If you don't have leads, you're losing, you're going to be put out of business, that's what the industry says. Here at Hustle Humbly, we are very diligently working to flip that around into quality." - Alissa

"People want people to help them with the important and expensive purchases they are making." - Katy

"If you don't stay in front of them, somebody else or something else will." - Katy

"When you say thank you and are kind and work hard, people don't even have to ask, they'll just send the referrals." - Alissa and Katy

Products, people, and previous episodes mentioned: -Episode 9: Our first ever database episode -Episode 264: Relocating Your Business with Christine Cooper -Episode 224: Holiday prospecting ideas -Build Your Own Business 101 (BYOB) -Brian Buffini's coaching system -Jay Papasan, Keller Williams VP and author of The One Thing, and his Inman article on database offerings -Free Database Template

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Picking up your real estate business and relocating it can be done successfully! We dive into the essentials for making a smooth transition to a new market including key mindset shifts and ways to prepare. We discuss the importance of focusing on friendships to drive business success, the need for engaging meet-ups, and utilizing platforms like Google Business and Facebook groups. Learn how our guest added over 60 people to her database using MASC's fall guide. We also explore the challenges and strategies involved in relocating as an agent, including managing your previous business and database and growing your business in an unfamiliar area. Hear about the role of in-person networking and integrating social media with meet-ups.

We are so excited to welcome Christine Cooper for this fun interview! Christine is a military veteran spouse who relocated with the Navy from Louisiana to Washington state and finally to Madison, Wisconsin. When she's not out showing homes or negotiating offers, she's spending time with her fur-babies, planning a weekend adventure with her husband/bff, binging the latest Netflix show, or sipping wine with the girls!

You are going to love getting to know Christine! You can find her and connect @ChristineCooperHomes on Instagram, call her at 608-618-0079, or email: [email protected]. Check out her website: MovingtoMadisonRE.com.

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Let's travel back in time to 5 years ago when two full time Realtors were looking to make a difference in the industry they loved. We are excited to reshare episode 1 of the podcast. Yes, the sound quality has come a long way, but the message still rings true!

Introduction to Alissa & Katy and the WHY behind Hustle Humbly

In this episode we introduce ourselves and give a little background on why we see a need in the real estate industry for a podcast of encouragement. We both share a love of mentoring agents and wanted the ability to reach a larger audience. Alissa was going on dozens of coffee dates a year to give advice to new and struggling agents and this episode dives into what was talked about in those coffee dates. We also talk about how we met on one of these very dates and the reasons Katy reached out to Alissa. Join us as we toast our mentors and pull back the curtain on the "secret" to success!

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This week we are celebrating five years of the Hustle Humbly podcast, and we are doing it the way that means the most to us, by reading the stories you wrote in to share how the show has impacted your business and your life. If you have ever wondered what makes this the best real estate podcast for agents who want to build a sustainable, professional, relationship-based business, this episode is your answer, straight from the listeners themselves.

We are looking back at where it all started, 326 downloads on launch day, no clue what we were doing, and Alissa eating French fries at Ruby Slipper while we hit publish. Five years later, the show has been downloaded over two million times. We are sharing some of those wild milestone moments, the listeners who have become real friends (hi James, hi Adrian and your horses, hi Mandy on day one), and the messages that remind us why we do not skip a Monday.

We are also revealing the top 10 most-downloaded episodes of all time. Spoiler: five of the top ten are about listings. If you have been wondering what you should focus on in this market, the data has spoken. We share which episodes keep agents coming back, the analogies that show up on whiteboards (be the roller coaster operator, not the rider), and the three Ps of professionalism episode that is being used in a Nebraska real estate school. And we close with the toast that means the most: cheers to you, the listeners, for five years of showing up.

Here's what we cover in this episode:

- Why we believe this is the best real estate podcast for agents who want a sustainable career - Where Hustle Humbly started: launch day, 326 downloads, French fries, and a neck spasm - The over two million downloads moment - The listener (James in Nebraska) whose real estate school used Episode 23 - Adrian in Colorado and the horse farm dream you helped her afford - Cindy's deep clean while bingeing Hustle Humbly story - Amanda training for a marathon to Hustle Humbly episodes - The brokerage owner who is potentially buying her 100-year-old company - The whiteboard quotes from Josh that came directly from the show - "Be the roller coaster operator, not the rider" and how it ended up in a viral lip sync - The top 10 most downloaded episodes of all time - Why five of the top ten are about listings (and what that means for your business) - "Spruce Up Your Biz" and why it is the go-to for slow seasons - The new agents and second-career switchers who said this show was their roadmap - The lessons from leaving corporate to do real estate (and why structured agents win) - The reminder that staging matters and "motivated" should not mean dirty - Why we are not going anywhere

Key quotes from this episode:

- "We need to be the roller coaster operator, not ride the roller coaster with our clients." Alissa - "Doing the right thing is never the wrong thing." Josh's whiteboard - "Shout out to all the weeds growing in the concrete." Alissa - "When you focus on the good, the good gets better." Josh's whiteboard - "Courage comes before confidence." Josh's whiteboard

Products, people, and previous episodes mentioned:

- Episode 23: The Three P's of Professionalism - Episode 17: What To Do When You're New or Slow - Episode 11: Open House - Episode 164: Selling Yourself As A New Agent - Episode 151: Converting Cold Leads and Sign Calls - Confidence and Self Doubt episode - Spruce Up Your Biz episode - Marketing A Listing episode - How To Real Estate Farm episode - Working With Sellers Pre-Listing Prep (top downloaded episode of all time) - Working With Sellers From Listing To Closing - Email Templates 101, Agent Systems 101, Business Builder - Hustle Humbly Community

If you enjoyed this episode, share it with another agent who would benefit from the show. And don't forget to send us your toast at [email protected].

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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