Pull up a chair and bring your popcorn, because this is our HOA horror stories episode and y'all really delivered. We are reading the listener-submitted HOA tales from your emails after last week's HOA Pros and Cons episode, and they cover everything from picket fence presidents to power-hungry board members, Florida law changes, FHA approval drama, and the loudest activity complaint we have ever read on this show.

We are sharing the story of the retired neighbor who became HOA president while not even at the meeting (and now wants to sue), the Maryland sellers who could not list their home until they retroactively permitted their deck and shed, the developer-handpicked board that just got disbanded by 94% of a community vote, and the paralegal who has worked HOA cases for 12 years and is giving us the rundown of what actually causes the fines and litigation.

We also talk through Florida's new July 2024 HOA laws (the Gladys Kravitz law), the condo HOAs losing FHA approval mid-deal, the rising insurance premiums tanking reserves, and one of our favorite stories ever, the LSU luxury condo seller who used the building's common area gourmet kitchen and conference room as her actual house. If you needed proof that HOAs are very much in the gray area, this is your episode.

Here's what we cover in this episode:

- HOA horror stories from listeners across the country - The retired wildflower lady, Karen, who became HOA president while absent - The Maryland sellers blocked from listing until they got after-the-fact permits - The honey-making beekeeper neighbor and the "rewilding" yard trend - The community that voted 94% to disband a developer-handpicked board - The condo with one warning then a permanent fine on your record - The Vermont HOA at $1,800 a year that actually saves money - Pond fountains, retention ponds, and who pays for the views - The University Crescent condo where the seller used common areas as her house - The marital activity noise complaint that required a paralegal's letter - Company logo vehicles, pit bulls, and flag pole disputes - Florida's July 2024 "Gladys Kravitz law" and what HOAs can no longer do - FHA approval lapses that kill condo deals at the eleventh hour - The Florida insurance crisis tanking condo reserves - The off-grid Colorado HOA with 40 lots, agricultural tax breaks, and $400 a year dues - The Fannie Mae 5% deductible limit that just killed a downtown listing - Why HOA management vs. homeowner-run boards changes everything - Why the "good ones are hard to find"

Key quotes from this episode:

- "If everyone jumps off my bridge, are you gonna jump off the bridge?" Katy on grandfathered HOA violations - "Is this going to be the hill you die on? The weeds?" Katy - "HOAs can be awesome, as long as decisions are made in the best interest of the homeowners and not driven by power hungry individuals." Listener - "Be the neighbor that people want to live by, not just the agent other agents want to work with." Alissa - "You may not be in your HOA's amenities every day, but you are paying for them. Use what you pay for." Alissa, on the luxury condo seller

Products, people, and previous episodes mentioned:

- Episode 260 (HOAs Pros and Cons) - Florida July 2024 HOA laws (the Gladys Kravitz law package) - Fannie Mae and Freddie Mac condo deductible limits - University Crescent condominiums (Baton Rouge) - Kelly Daniel's Florida real estate newsletter (listener-shared)

If you enjoyed this episode, share it with another agent who has a wild HOA story of their own. And don't forget to send us your toast at [email protected].

Leave us a review at http://ratethispodcast.com/hustlehumbly

Get your FREE Database Template: http://hustlehumblypodcast.com/starthere

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Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price → https://connorprice.shop/

The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life

Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

This episode is all about storytelling in real estate, why it is the single most powerful tool you have for getting buyers and sellers to actually hear you, and how to start collecting and using stories in your business right now, whether you have been at this for two months or 20 years. Because facts tell. Stories sell.

We are diving into why your buyers and sellers will tune out a stat and lean in for a story, how to use other agents' stories when you do not have your own yet, and how to structure a story so it lands instead of rambles. We share the story Alissa now tells on every listing appointment about an old roof, the local lender LHC bond story that turned into Alissa's go-to for first-time buyer teachers, and Katy's classic "big bank conglomerate vs. local lender" story that has saved more than one closing.

We are also getting into how to build your storytelling muscle. Why Seth Godin recommends writing a blog every single day (even if no one ever sees it), why Sarah's "morning pages" practice keeps the stories coming, and how the Instagram stories feature is the easiest way to bring people behind the scenes of your day-to-day. And we are sharing the storytelling rule we learned the hard way: make sure your story is relatable to the audience you are sitting in front of. Otherwise, a luxury seller will sass you about whether the example was even in their price range.

Here's what we cover in this episode:

- Why storytelling in real estate beats stats and bullet points every time - "Facts tell, stories sell" and why your brain remembers stories, not data - How to borrow other agents' stories when you are brand new - Why your office Monday meeting is a goldmine of stories to use - Alissa's 2024 "year of the roof" and the story she retells on every listing appointment - The LHC bond story Alissa now uses with every first-time buyer - Katy's big bank vs. local lender moving truck story - Why "stories are facts" and how that takes the edge off tough conversations - Why you should keep a running list of buyer and seller mistakes (for the next person) - The structure of a good story: beginning, middle, resolution - Reading your audience and adjusting in real time - Why Glenda Baker is one to watch for masterful real estate storytelling - Why you should never tell a story to a luxury seller without the price point matching - The Seth Godin daily blog rule and "morning pages" as your storytelling gym - The Instagram stories morning, noon, and late routine from Chelsea - "People do not buy what you do, they buy why you do it" - The post-closing journal habit: write down the one thing you will remember from each deal - Refreshing your stories as the market changes - Why your kids, your clients, and your sellers all respond to a story over a lecture

Key quotes from this episode:

- "People forget facts, but they remember stories." Joseph Campbell, quoted by Katy - "Storytelling is the oldest form of education." Terry Tempest Williams, quoted by Katy - "Facts tell, stories sell." Katy - "Marketing is no longer about the stuff you make, but about the stories you tell." Seth Godin, quoted by Katy - "Stories are not an opinion. They are factual." Alissa

Products, people, and previous episodes mentioned:

- Joseph Campbell (storytelling quote) - Terry Tempest Williams (storytelling quote) - Seth Godin on daily blogging and marketing - "The Artist's Way" by Julia Cameron (morning pages) - Glenda Baker (storytelling Realtor to watch) - Louisiana Housing Corporation (LHC) bond program - The HOA episode (Episode 260) and next week's HOA stories episode - The Haunted House episode (Halloween 2023) - Hustle Humbly Community

If you enjoyed this episode, share it with another agent who needs to start telling more stories. And don't forget to send us your toast (or your favorite real estate story) at [email protected].

Leave us a review at http://ratethispodcast.com/hustlehumbly

Get your FREE Database Template: http://hustlehumblypodcast.com/starthere

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price → https://connorprice.shop/

The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life

Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

This week we are tackling HOA pros and cons in detail, what an HOA actually is, what dues and special assessments really cover, the surprise rules that get clients in trouble, and the new insurance and structural issues that are making homeowners associations a much bigger conversation in 2024.

We are explaining the difference between a privately run HOA and a management company, why your gated community streets are not the city's problem anymore (and what that means at assessment time), and the wild story of a Florida condo on the market for $250,000 less than its comps because of a six-figure lien. Plus Katy's perspective from inside her neighborhood's architectural control committee and the metal building turned storage facility house she helped stop from being built.

We get into pet policies, pool permissions, balcony assessments, and the condo addendum that should really just be called the HOA addendum. We talk about Alissa's HOA-free home next to a trailer park, her rental that does have an HOA (and the difference it has made for property value), and the listing she had where someone built a two-story house ten feet in front of an existing front door because there was no HOA to stop it. We close with HOA Facebook group drama, the realtor neighbor problem, and Alissa's $1,100 grassroots trash pickup campaign.

Here's what we cover in this episode:

- HOA pros and cons for buyers, sellers, and the agents representing them - The actual definition of an HOA (and why it could really be an HA) - Detached homes vs. condos vs. townhomes vs. planned unit developments - How HOA dues work (monthly, quarterly, yearly) and why they keep rising - What a special assessment is and the Florida structural reports changing everything - Why "gated community" comes with assessment risk for the roads - The $15,000 to six-figure balcony and structural assessment range - The $250,000 condo lien story - Why your buyer's $250,000 condo "miracle" might not be a miracle - The condo addendum (and why it should be an HOA addendum) - Pet policies, weight limits, and the rental property dog problem - The "Make Sure" buyer checklist at hustlehumblypodcast.com/make-sure - Why clients always blame the agent when HOA surprises come up later - Property value protection as the biggest HOA win - Foreclosure and lien rights of an HOA - The story of the house with the house ten feet in front of its front door - Why Katy moved out of her old HOA and into a non-HOA neighborhood - Why Alissa loves having an HOA on her rental property - The architectural control committee and the storage-facility-looking house Katy stopped - HOA Facebook group drama (and the alligator alerts that actually help) - The buyer who got cold feet after joining the neighborhood Facebook group early - Why complainers should join the committee - Alissa's grassroots trash pickup campaign that raised $1,100

Key quotes from this episode:

- "You cannot assume anything if a neighborhood has an HOA. You also cannot assume a neighborhood has an HOA, even if it did at one point." Katy - "Your realtor is the first one blamed when a client finds out about an HOA rule or assessment after the fact." Alissa - "How is your mindset? Are you made for an HOA? You might not be." Alissa - "Be the light you wish to see in the world." Alissa - "Good fences make great neighbors." Katy

Products, people, and previous episodes mentioned:

- Episode 205 (Property Types) - Hustle Humbly "Make Sure" buyer checklist: hustlehumblypodcast.com/make-sure - Email Templates 101 (condo and HOA addendum templates) - The Florida condo collapse and the structural assessment laws that followed

If you enjoyed this episode, share it with another agent who could use a refresh on the HOA conversation. And don't forget to send us your toast at [email protected].

Leave us a review at http://ratethispodcast.com/hustlehumbly

Get your FREE Database Template: http://hustlehumblypodcast.com/starthere

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price → https://connorprice.shop/

The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life

Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

Real estate burnout is real, and this episode is the most transparent we have been about it in a long time. Alissa is fresh off what she is calling her "Messy May," a month with high production, high stress, and a stack of disgruntled clients who all decided at the same time that they were not loving paying for a Realtor. We are unpacking all of it.

We are getting into why this market feels so emotionally heavy, even when the business is there. We talk about the new conversations agents are being forced to have post-settlement, why buyers and sellers feel "gypped," the insurance crisis that is killing deals at the closing table, and Alissa's $20,000 escrow roof story. We are sharing the scripts we have started leaning on (and the ones we have thrown out), why fancy stuffy coaching scripts feel like trickery, and the Gary V "don't convince, have conviction" line that finally clicked.

We are also having a very candid conversation about what burnout looks like for an experienced agent. Asking the title company to hide your check in a folder. Wanting to work with dogs instead of humans. Saying no to a referral for the first time in your career. Realizing that "messy May" is not just a Louisiana problem and that agents everywhere are silently going through the exact same thing. If you have been feeling like you are losing your mind a little, this is your "me too" episode.

Here's what we cover in this episode:

- Real estate burnout, what it looks like and why this market is causing it - "Be cool about fire safety" and the messy May origin story - The panel moment where the man on the mic told someone else's success story - Why the media has buyers and sellers freshly mad about paying their agent - The seller who has to pay twice (and the buyer who has to pay too) - "I cannot work for free" as your new line, with conviction not convincing - The insurance crisis killing deals over 13-year-old roofs - The $20,000 escrow holdback addendum that closed a deal anyway - The agent who got firm with Haven in the backseat - Why "messy May" was about people behavior, not market volume - Asking the title company to put your commission check in a folder - The lender you call ahead because you cannot face the closing table alone - Why disgruntled clients are not a reflection of your service - The class action no one has filed yet (but maybe should) - How to qualify a referral when you are running on empty - The hard-of-hearing referral Alissa actually turned down - Why "I prefer to work with dogs right now" is a valid sentence - Don't convince, have conviction (the Gary V line that finally clicked) - Fire prevention vs. fire extinguishing in your business - Why front-end consults and updated email templates are your fire prevention - The pre-qualifying gut check: "Do I have room to handle this?" - Trial by fire and the new normal of professional conversations

Key quotes from this episode:

- "I love and appreciate you, Aunt Cindy, but if you want a Realtor to help you buy and you're not willing to pay me, I cannot work for free." Katy - "Don't convince, have conviction." Katy quoting Gary Vaynerchuk - "If you have somebody up front telling you they don't want to pay you, you need to listen." Alissa - "It is okay if you don't want an agent. But I don't work for free, and I know my value." Katy - "I am not working with people right now. If you have a dog that would like to buy a home, that is what I prefer." Alissa

Products, people, and previous episodes mentioned:

- The Enneagram episode (early Hustle Humbly catalog) - He's Just Not That Into You (Episode 256) - Gary Vaynerchuk on conviction over convincing - Email Templates 101

If you enjoyed this episode, share it with another agent who needs to know they are not alone. And don't forget to send us your toast at [email protected].

Leave us a review at http://ratethispodcast.com/hustlehumbly

Get your FREE Database Template: http://hustlehumblypodcast.com/starthere

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price → https://connorprice.shop/

The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life

Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

This one is for every agent who has ever felt isolated, cutthroat-ed, or just plain lonely in this business. We are talking about community over competition in real estate, how to find your people, how to be the kind of agent other agents want to work with, and why your relationships with other Realtors might actually outlast your relationships with your clients.

The market is messy, brokerages are merging or closing, agents are switching companies, and a lot of you are feeling like a company of one even when you are not. So we are going back to the very mission of this podcast, episode 36 if you have never listened, and revisiting what it really means to build community in this career. Because clients come and go, but the good Realtors are there for your whole career.

We are sharing how we have each made friends in different brokerage situations, why volunteering at your local board is still the best move you can make, how to find your tribe online when there is nobody in your office, the buddy-up power of agent tours, masterminds, and continuing ed classes, the magic of a hand-written note after closing, and why making friends with appraisers, lenders, and inspectors counts too. Plus the very candid truth about leaving the toxic Facebook groups (and the bad coaching) that are draining you and finding the rooms where you can actually grow.

Here's what we cover in this episode:

- Why community over competition in real estate is more important now than ever - The lonely solopreneur reality of this career - Why friendship takes work, especially in seasons of little kids and aging parents - How to make Realtor friends when you are a broker of one - Starting outside your market when your local scene feels cutthroat - DMs, Zoom masterminds, and online community as the new norm - Why volunteering at your local board is the highest ROI move you can make - Louisiana REALTOR Leadership and what serious leadership programs really do - Hand-written closing notes and the texts that come in two weeks later - Becoming the "go-to" by being the easy agent to work with - Why your reputation is the negotiation - Making friends with appraisers, lenders, and inspectors too - The appraiser story that turned an email template into a friendship - The Co-Op agent checklist (from Episode 129) and how each tip earns you friends - Why "be the agent other agents want to work with" is more than a tagline - Why your vibe attracts your tribe and how to spot a draining circle - Toxic Facebook groups, bad scripts, and the coaching pivot most groups have made - The Hustle Humbly Community and the accountability partner spreadsheet - Why participation, not membership, is the qualifier in every community

Key quotes from this episode:

- "Clients come and go, but the Realtors, the good ones, are there for your career." Hustle Humbly's Board President - "Be the agent other agents want to work with." Katy - "If you're just going to be adversarial and combative the whole time, that agent is not going to be your friend." Katy - "Be the good you want to see in the world." Katy - "You can meet a limitless supply of people online." Katy

Products, people, and previous episodes mentioned:

- Episode 36 (Community Over Competition, the original) - Episode 129 (How To Be A Great Co-Op Agent) - Louisiana REALTOR Leadership (LRL) - Email Templates 101 (rejected offer template, appraiser template) - Hustle Humbly Community: hustlehumblypodcast.com/membership

If you enjoyed this episode, share it with another agent who needs a reminder they are not alone. And don't forget to send us your toast at [email protected].

Leave us a review at http://ratethispodcast.com/hustlehumbly

Get your FREE Database Template: http://hustlehumblypodcast.com/starthere

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price → https://connorprice.shop/

The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life

Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

If your phone is not ringing and you are wondering how to get real estate clients in this market, this episode is for you. This is our practical follow-up to last week's "He's Just Not That Into You" episode, and we are using Carly Rae Jepsen's "Call Me Maybe" as our (very catchy) guide for why so many agents right now are sitting around waiting for a phone that is never going to ring.

We are getting into the four generations of agents Katy has lovingly named: traditionalists (2005-ish), transitionalists (2011-ish), opportunists (2020-2022), and survivalists (2024 and beyond). Where you started shapes how you were trained, what you were told, and how prepared you actually are for the current market. The agents calling us right now are stunned that real estate is hard, and we are getting honest about why.

We are also talking about the false sense of security that comes from posting on social media, the difference between value posts and "I'm a real estate agent, call me" posts, the magic of an email list (and why your open rate beats any algorithm), and the Connie-approved hand-written letter strategy that built Alissa's business from zero. Plus the secret you keep looking for in the work you keep avoiding.

Here's what we cover in this episode:

- How to get real estate clients when the phone is not ringing - The four generations of agents: traditionalist, transitionalist, opportunist, survivalist - Why new agents in 2024 are shocked the business is hard - The false security of "I posted it on Facebook" - Why less than 5% of your followers actually see your post - The 250 announcement cards plus 250 handwritten letters strategy that built Alissa's business - What to actually write in those letters when you are brand new - The challenge: pretend social media does not exist, now what? - Why your email list beats every social platform (and the actual open rates we get) - The flood insurance sales meeting example: turn what you learn into client value the same day - DMs, texts, and lunch invites as direct outreach - "Show what you're doing, do not just sell" - Why the broker tour is a goldmine for content and connection - Lacey's "I am here for you" continuing education posts - Why making a custom for sale sign before you have a listing is not work, it's avoidance - Time audits, busy work vs. money-making activities - Why Hustle Humbly podcast emails get a 60% open rate (and yours can too) - The Gary V "once a week is not going to change the world" rule - Why the secret you are looking for is in the work you are avoiding

Key quotes from this episode:

- "You have said you are an agent, but are you showing you are an agent?" Alissa - "The secret you are looking for is in the work you are avoiding." Alissa - "Hard work beats talent when talent doesn't work hard." Katy - "You can outwork 95% of people by just showing up every day." Katy - "Show, do not sell." Katy

Products, people, and previous episodes mentioned:

- He's Just Not That Into You (Episode 256) - What To Do When You're New or Slow (Episode 17) - What To Do When You Don't Know What To Do (Episode 135) - "Day Trading Attention" by Gary Vaynerchuk - "Call Me Maybe" by Carly Rae Jepsen - Email Templates 101 - Hustle Humbly podcast email list

If you enjoyed this episode, share it with another agent who needs to stop waiting for the phone to ring. And don't forget to send us your toast at [email protected].

Leave us a review at http://ratethispodcast.com/hustlehumbly

Get your FREE Database Template: http://hustlehumblypodcast.com/starthere

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price → https://connorprice.shop/

The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life

Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

Buckle up for our most fun episode in a long time. We are taking a deep dive into "He's Just Not That Into You" and pulling out every single real estate client red flag, lesson, and laugh hiding inside that 2009 rom-com classic. If you have ever held your phone hostage waiting for a buyer to call back, this one is going to feel personal.

Alissa has a gift for finding a movie scene to match any situation, and this week she is unleashed. We are walking through Gigi, Connor, Mary, Beth, Janine, and Anna and pulling out the real estate parallels we promise you have lived through: the desperate sign call where you forget the script, the lead who keeps calling other agents, the seller who acts like you have the listing and then signs with someone else, the buyer who acts like they are buying a house when they are actually just staging a glow-up for Instagram, and the friend who tries to mentor you out of your spiral. (Hi, Alex.)

This is fun, but it is also packed with surprisingly real advice on reading client signals, letting people go, dropping the database deadweight, and stopping the urge to be everyone's 24/7 agent. Next week we are following this up with the practical "what to do about it" episode, so consider this your warm-up. And yes, you should go re-watch the movie.

Here's what we cover in this episode:

- Why "He's Just Not That Into You" is a master class in spotting real estate client red flags - The bad sign call scene and why phone duty taught us everything - Gigi as the desperate 24/7 agent and the voicemail script disaster - Why the exception is not the rule and bad advice from friends will sink your business - Connor the real estate agent and the case for not being a metrosexual fake of yourself - "Buyers are liars" and the listings that "went so well" - The 37 touches debate and what's too many - The lead who keeps calling other agents and the warning we keep missing - Why "I have an agent but…" is the biggest red flag in the business - Pop-by stalking, door knocking, and reading the room - Why some clients never forget you (even the ones you wished would) - "I missed when there was just one cassette tape" and modern client communication overload - "I am not charming via text" as Alissa's new email disclaimer - Alissa's real life "two agents on one BCC" story - Why the renovation laminate scene applies to every showing ever - The "should, should, should" art piece and not letting clients shoot all over you - Beth and Neil and the buyer who will never actually buy - Anna in the grocery store and the danger of dropping everything for one new client - The girl who used Alissa to stage a fake house hunt for Instagram - Why authenticity wins, both in dating and in real estate

Key quotes from this episode:

- "There is not gonna be anybody left if you walk away from every red flag client. Yes, there will, and you will live." Katy - "Take the cues they are giving you." Alissa - "We should all do our due diligence before we start stalking someone." Alissa - "My high efficiency dryness is no reflection on how charming I am in person." Alissa - "Maybe the happy ending is just moving on. Maybe the happy ending is knowing you never gave up hope." Alissa, adapted from the movie

Products, people, and previous episodes mentioned:

- "He's Just Not That Into You" (2009 film) - "It's Called a Breakup Because It's Broken" (book) - Be the Boss episode - The Database Cleanup episode - Say This, Not That (Episode 253) - Email Templates 101

If you enjoyed this episode, share it with another agent who needs to laugh and stop stalking that buyer who never calls back. And don't forget to send us your toast at [email protected].

Leave us a review at http://ratethispodcast.com/hustlehumbly

Get your FREE Database Template: http://hustlehumblypodcast.com/starthere

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price → https://connorprice.shop/

The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life

Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

Real estate client management is the single skill that separates the agents who survive a messy market from the ones who burn out trying to people-please their way through it. In this episode we are getting into what it really means to manage your clients, why "the customer is always right" doesn't apply to our industry, and how to step into the role of the calm, confident expert your buyers and sellers actually hired you to be.

We are talking about the current market reality (sellers still think it's a seller's market, buyers think it's finally theirs, and almost nobody is motivated), why so many deals are falling apart from lack of guidance, and the simple shift that makes everything easier: setting expectations before the chaos starts. If your clients are constantly surprising you with their reactions, the problem usually isn't them. It is the missing consult on the front end.

We are also sharing our latest real-world stories: the seller who forgot her own net sheet conversation until Alissa pulled up the email, the buyer who fired her own lender because she didn't know the new mortgage rules, the group text horror stories with inherited properties and divorces, and the four-minute car video that turned a tense seller phone call all the way around. Plus Katy's brand new 80-10-10 rule for buyers, courtesy of one of our listeners. You'll want a notebook for this one.

Here's what we cover in this episode:

- Why real estate client management is the hill your business lives or dies on - The difference between client management and transaction management - Why "the customer is always right" doesn't fly in real estate - The current messy market and why neither buyers nor sellers feel motivated - Why most deals fall apart from a lack of guidance, not bad luck - The seller who forgot her own net sheet and how Alissa walked her back from the ledge - Pulling up your old emails to set new expectations - Buyer closing costs in 2024 and what to prepare your sellers for - The buyer who almost fired her lender (and why it wasn't the lender) - Group text etiquette for inheritances, divorces, and out-of-state sellers - Why one person needs to be the point of communication, even when multiple people sign - Learning your client's preferred communication style (text, email, voice memo, video) - The four-minute car video that saved Alissa's tense seller call - Using unlisted YouTube videos for walkthroughs (and why your clients will watch them 50+ times) - Why fancy buyer/seller packets get ignored and simple to-do lists get done - The 80-10-10 rule for buyers: love 80%, change 10%, live with 10% - New construction expectations and why nothing is ever perfect - Why consults on the front end are the entire game

Key quotes from this episode:

- "It is not about who is right, that is not where we are with what we do every day." Alissa - "Sometimes you are going to have to contradict what your client says and tell them that is actually not correct." Katy - "Even if you built the house, it would not be 100% perfect." Katy - "It is really difficult to do any type of management without working." Katy - "When your clients are maintained and managed, they will not behave in a way that upsets you and stresses you out." Katy

Products, people, and previous episodes mentioned:

- Episode 24 (the original Client Management episode) - Be the Boss episode - The episode on the Five D's (motivated movers) - Email Templates 101 - BombBomb video email (not sponsored) - RPR (Realtors Property Resource) - 80-10-10 rule (shoutout to listener Bobby)

If you enjoyed this episode, share it with another agent whose clients could use a little more guidance. And don't forget to send us your toast at [email protected].

Leave us a review at http://ratethispodcast.com/hustlehumbly

Get your FREE Database Template: http://hustlehumblypodcast.com/starthere

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price → https://connorprice.shop/

The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life

Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

Welcome to the couch, friends. This is our first ever Podcast Therapy episode, recorded live in the Hustle Humbly Community, and we are bringing the full session to you. Pull out a notebook, take a deep breath, and let's do some good real estate mindset work together.

Inside this episode we are tackling real case studies submitted by real agents who are wrestling with the stuff nobody warns you about: the emotional roller coaster of years one through three, the discouragement of a tough market, difficult clients who try to bully you on commission, sellers who overprice and won't listen, the dread that the floor is about to fall out from under your business, and the listings that come with literal news articles attached. (Yes, that case is real and yes, it's one of Alissa's.)

We are not real doctors. But we have been in this business long enough between the two of us to know the patterns, the mindset shifts, and the scripts that actually work when you feel like you are losing your mind. If you have ever needed someone to tell you "this is normal, here is what to do next, and by the way, you are not alone," this episode is for you.

Here's what we cover in this episode:

- Real estate mindset survival for the year one to three roller coaster - Why a brag book (or a burn book) might be the tool you didn't know you needed - Prospecting and nurturing your database without picking up the phone 27 times a day - A wild "come get your stuff" case study with a mobile home, a foreclosure, and the local sheriff - Quality over quantity: are eight open houses a month actually serving you? - Why part time real estate CAN work if you treat it like a full time passion - Pressure makes diamonds: standing confident with difficult clients without cowering - Why silence is interpreted as competence in tough negotiations - The shingle saga and why agents need to find their voice mid-transaction - Alissa's "Google the address" listing where a news article kept killing every offer - "I've made mistakes" and how to stop spending money on the wrong leads, classes, and coaches - Trust issues and the looming dread that business will dry up overnight - "I told you so" without saying the words: how to handle a seller who overpriced - The attorney seller who tried to represent himself and the karma that followed - Lucy and the football: when seller leads ghost and how to follow up with value - Holly's brilliant commission objection script (what experience do you have buying and selling homes?) - Why "I only know how to provide full service" is your strongest commission line

Key quotes from this episode:

- "Silence is usually interpreted as competence." Katy - "My most difficult clients have made me as good as I am today." Alissa - "There's no tactful way to say you were wrong, I was right." Katy - "It's the market, not me. My mindset, not the market, determines my success." Katy - "The professionals that treat it like a job, a true career, are the ones who are going to thrive." Alissa

Products, people, and previous episodes mentioned:

- Hustle Humbly Community (where this session was recorded live) - Be the Boss episode - The Stories We Tell Ourselves episode - Lucky Girl affirmations - RPR (Realtors Property Resource) for neighborhood market reports

If you enjoyed this episode, share it with another agent who needs the reminder that they are not alone. And don't forget to send us your toast at [email protected].

Leave us a review at http://ratethispodcast.com/hustlehumbly

Get your FREE Database Template: http://hustlehumblypodcast.com/starthere

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price → https://connorprice.shop/

The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life

Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one

The words you use in real estate can build trust or quietly burn it down. In this episode we are sharing the real estate communication tips, simple word swaps, and tone shifts that will instantly make you sound more professional, more confident, and more in control of your transactions, whether you are typing fast emails between showings or sitting at a listing appointment.

We are walking through the small swaps that make a huge impact: trading "thanks" for "thank you," dropping the word "just" from your emails, retiring "I think" and "I feel" when delivering price or advice, and finally letting go of "no problem." We even get into the difference between renting and leasing (and why that one word might cost you a client), why "correct me if I'm wrong" is sneakier than it sounds, and the right way to handle mistakes without losing credibility.

Plus, we get into mirroring your client's tone, why being a deliverer of data beats being the messenger of opinion, and why "y'all" is the most inclusive word in the English language. (Sorry, "you guys.") This is one of those episodes you might want to listen to with a notebook.

Here's what we cover in this episode:

- Why your words carry power and how tone gets lost in writing - "Thanks" vs. "Thank you" and why one feels like a hug and the other like a pat on the back - The case for retiring "thanks in advance" forever - Why removing "just" from your emails will completely change how you're perceived - "Sorry for the delay" vs. "Thank you for your patience" - Why "that's not my job" needs a swap (and the boundary police rant we couldn't help) - "This wasn't my fault" vs. "I can help fix this" - Why "I think" and "I feel" have no place in delivering price or advice (the data shows…) - "I'll try" vs. "I'm confident I can get this done by" - The trouble with "correct me if I'm wrong" and "I told you so" - Why "no offense, but" never needs a swap, it just needs to be deleted - "Is that okay?" vs. "Is that what you had in mind?" or "Let me know if I should proceed" - The renter vs. lessor lesson Katy learned the hard way - Mirroring your client's tone and excitement (and where AI auto-replies can help) - "No problem" vs. "Happy to help" and why your words shape your sense of value - "I don't know what to do" vs. "Here are some options" - "Oops, my bad" vs. "Great catch, I'll fix that right away" - Inclusive language swaps: y'all, typical, underrepresented, legacy - A few silly office-meeting word swaps to keep you giggling

Key quotes from this episode:

- "You don't need to apologize for doing your job." Katy - "I'm not the data, I'm not the market. I'm just the deliverer of the news." Katy - "Don't ever show up with a problem with no potential solution." Katy - "Be solution oriented, not problem or blame oriented." Alissa - "Sometimes the best swap is nothing. Be quiet." Katy

Products, people, and previous episodes mentioned:

- Glamour article by Chelsea Stone on removing the word "just" from your emails - "He's Just Not That Into You" (the bar scene we couldn't stop laughing about) - Pretty Woman ("If I forget to tell you…") - Email Templates 101 - Chick-fil-A "my pleasure" inspiration

If you enjoyed this episode, share it with another agent whose emails could use a little fluff. And don't forget to send us your toast at [email protected].

Leave us a review at http://ratethispodcast.com/hustlehumbly

Get your FREE Database Template: http://hustlehumblypodcast.com/starthere

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price → https://connorprice.shop/

The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life

Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one