Your Real Estate Resume

You don't need a fancy car, a designer outfit, or a five-figure marketing budget to show your clients you're a professional. You need a resume.

This episode is the one listeners asked for after Episode 239 on speaking to your value. Katy has had one for about 10 years (the first version was black and white, font only, no photo, no logo — and it still worked). Alissa had one from day one because an MBA program requires it. And together they walk you through exactly how to build one — whether you've been in the business 20 years or 20 days.

Katy also created a free three-day email series called the Three Day Resume that walks you through the process step by step. Find it at hustlehumblypodcast.com/courses.

Here's what we cover in this episode:

- The origin story of Katy's resume: the ugly black-and-white version that she gave to clients for years — and then the new fancy Canva one she built two years ago - Why Alissa started with one from the beginning — and the LSU business class that graded students on their appearance and interview skills (tight shirts were a no, dangly earrings were a no, open-toed shoes were a no) - Why a resume doesn't have to be fancy — but you have to have one - The seller who chose Alissa's offer because she had a resume. They didn't even read it. They just thought it was cool she had one. - The Three Day Resume framework: - Day 1: Information collection (answering questions about yourself) - Day 2: Writing your bio - Day 3: Actually making the resume in Canva

The eight sections on the information collection worksheet (answer all of these, then choose the three beyond the required):

Required sections (everyone needs these): 1. About Me / Bio — one paragraph, humanize yourself, include a hobby or your favorite show or what you love to drink 2. Contact Info 3. Real Estate — when licensed, by whom, where you work, how long

Optional sections (pick three that fit you best): 4. Focus — who do you love working with? What areas? What kind of transaction? 5. Stats — last year's average days on market, list price to sold price ratio, number of homes sold in your career 6. Recognitions — awards, designations (ABR, CRS, etc.) 7. Skills — tech savvy, social media, customer service background, teaching experience 8. Education — real estate school hours, college, continuing education 9. Buyer/Seller Philosophies — what are your goals for your clients? What do you pride yourself on? 10. Client Experience — what is it like to work with you? What do you always do? 11. Reviews/Testimonials — two of your favorites, ideally from your ideal client type

Additional tips: - One page only. No exceptions. You'll have to make hard choices. - Use Canva — the free version has great resume templates - Your photo should probably be on there (think actor headshot, helps people remember you) - Katy's listing stat format: list year, number of homes, days on market, list to sold ratio — and your ranking in the market if you have one - What to put on when you're brand new: company training hours, phone duty, open houses you've hosted, any designations you've earned, previous career skills (teacher? retailer? customer service? healthcare?) - Alissa's favorite addition: "Licensed by the Louisiana Real Estate Commission since 2011" — it sounds official because it is - Update your bio and stats every January at minimum - Katy's buyer philosophy (great for the resume): "I never want to sell a buyer a house they can't come back to me in two to three years and say I want to sell it." - Katy's seller philosophy: "I want to do most of the work on the front end so you have the least showings with the highest offer quickly." - The passive-aggressive MLS ranking sheet Alissa used to attach: "Here's a list of the top 50 agents — you may want to check if anyone else you're interviewing is on it." - The house with a structural wall made of vinyl records that Alissa showed this weekend (someone from New Orleans is buying that)

The Three Day Resume email course: hustlehumblypodcast.com/courses

Toast of the week from Steven Raffaele Jr. in Alexandria, Virginia, toasting Leonard Johnson — his landlord, client, and friend. Cheers to Leonard!

Referenced episodes: - Episode 239: Speaking to Your Value as a Realtor

Want to toast someone on the show? Email [email protected].

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

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

Three Day Resume course: http://hustlehumblypodcast.com/courses

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

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

Make Your Own Luck — Three Myths Debunked

Happy (belated) St. Patrick's Day. Katy and Alissa are not wearing green. They do have green plants. No one is being pinched.

This episode is about making your own luck — because in real estate, luck is just preparation meeting opportunity. The harder you work, the luckier you get. And today they're busting three of the biggest myths agents hide behind when things aren't going well.

This episode is also brought to you by the letter D. You'll understand shortly.

Here's what we cover in this episode:

MYTH 1: My office is small, so I can't get training or leads.

False. The resources available to any agent regardless of office size are limitless: - NAR is offering the ABR class for free all of 2024 — normally $125+ - Classes at your board that you're already paying for - Agent tours and caravan groups - Board committees — show up as an individual, meet agents, find mentors - Masterminds with agents from other offices (Katy was in one with 10-12 agents) - Facebook groups — search what you need, don't read the rants - Hold open houses for agents in your office or outside agents in neighborhoods you want to know - The Hustle Humbly community group

MYTH 2: I just moved to a new area, so I don't have a sphere.

Also false. You're not moving to a place with no people. Try: - The Who Do You Know list (hustlehumblypodcast.com/starthere) - Volunteering — free, and you meet people immediately - Church, book club, kids' sports - Your spouse's workplace connections - Meetup.com — hosting or joining local interest groups - Social media as the new person with fresh eyes: you're more excited about the area than the locals - Building a "things to do in [city]" Facebook group as the local expert while you're learning - Christine Cooper's approach: build your audience as you discover your new market alongside them

MYTH 3: The market is bad. I can't sell anything.

Mindset. The affirmation that stuck with Katy from the 2008 crash: "My mindset, not the market, determines my success."

Someone is always moving. Here's where business is hiding even in a slow market — the nine DS: 1. Death (partner with estate attorneys, send market reports) 2. Divorce (partner with divorce attorneys) 3. Debt/Distress (people who can no longer afford their home) 4. Disability (can't manage the stairs anymore, need a different property) 5. Displacement (job transfer, natural disaster, forced move) 6. Downsizing (empty nesters moving to something smaller — who often buy something bigger, by the way) 7. Diamonds (getting engaged — two households to sell, one to buy) 8. Diapers (new baby, family change, elderly parent moving in) 9. Dogs (yes, COVID-era pet moves were real and they're still happening)

How to find these people: - Watch your database for life milestones on social media - Partner with divorce and estate attorneys - Send market reports to HR departments of companies relocating employees (non-traditional RELO) - Contact your local chamber of commerce to find which companies are bringing in employees - Set up a booth at a bridal show if diamonds are your people - Do the open house circuit consistently for three to six months before you judge if it's working - Take a relocation packet to HR contacts when you spot a trend in your transactions

Bonus: Alissa's experience being the second listing agent — and how she makes her own luck by doing the staging work the first agent didn't do, repricing appropriately, and watching houses that had been on the market 100+ days finally sell

Quotes from the episode: - "My mindset, not the market, determines my success." - "Luck is an accident that happens to the competent." — Albert Greenfield - "Luck is believing you're lucky." — Tennessee Williams - "I believe luck is preparation meeting opportunity." — Oprah - "Striving for success without hard work is like looking at dirt where you planted no seeds." — country wisdom - "Opportunity is missed by most people because it is dressed in overalls and looks like hard work." — Thomas Edison - "Excellence is being able to perform at a high level over and over again." — Jay Z

This episode is brought to you by the letter D.

Toast of the week from Kathy Sheets in Kansas, toasting her daughter Sunny — who is, apparently, kind of a big deal. Cheers to Sunny!

Want to toast someone on the show? Email [email protected].

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

Get your FREE Database Template + Who Do You Know List: http://hustlehumblypodcast.com/starthere

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

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

Contract Loopholes

Button up those contracts, y'all. (Katy's chickens are all buttoned up, so you can be too.)

This episode came out of a conversation with a title attorney who pointed out that most of what people call "loopholes" are actually fraud. True loopholes — ambiguities or inadequacies in a contract that create a legal out — are rarer than you think, and usually exist because someone left a blank unfilled or a deadline unmet. That's the episode.

Katy and Alissa gathered listener stories from around the country, shared their own, and used every single one as a reminder to read your contract, fill in your blanks, and know what you're locking your clients into.

Here's what we cover in this episode:

- The difference between a loophole and fraud (buying a car the day before closing is fraud, not a loophole — and advising your buyer to do it is even worse) - Alissa's interest rate loophole story: the attorney-wife who used the rate cap blank to cancel a new construction contract the week before closing — and why Alissa no longer fills in that blank with the pre-approval rate - The title defect automatic extension blank: how a fence encroachment turned it into a 25-day window — and why knowing what every blank does matters - Florida's two purchase agreements: the standard FAR/BAR vs. the as-is, and what happens when an out-of-state buyer thinks they can cancel at their sole discretion on a standard contract — it cost them $45,000 - The Kentucky story: a sight-unseen buyer who requested so many inspections the seller became irate, and how "reasonable access" in the contract became a battle — ending with $0 in repairs for being too demanding - The FHA flip rule: a buyer under contract on a home purchased and flipped within 90 days — FHA didn't approve, buyer got cold feet, and everyone had to start over - The deposit check loophole: the listing agent who tried to cancel Alissa's contract claiming the deposit wasn't delivered — and the broker who stopped it — only for Alissa's buyers to discover a major slab crack and cancel legitimately - Selling your house twice: what happens when a listing agent accepts a second contract before the first is cancelled (spoiler: lawsuits, plural) - The Texas mud district form: a loophole in the water code, not the contract — buyers can cancel up to closing day if the MUD form wasn't provided before contract execution - Louisiana's condo addendum: when the HOA couldn't produce current-year documents in time, the buyer used it to cancel — and they were right - The letter of intent blank: one of the most frequently left-blank fields in Louisiana contracts, and how missing the lender deadline gives the seller a legal out - The school zone rezoning story: a buyer who wanted to cancel because a school rezoning announcement came two weeks before closing — and why it wasn't in the contract - Insurance as a contingency: the buyer who wanted to cancel over flood insurance pricing after their inspection period ended — and why Alissa refused to accept a fake loan denial letter - The radon mitigation system lesson: always specify where the system is to be installed and require buyer approval of the location — or you may end up with a fan in a child's bedroom and a pipe outside the front door - The roof shingle story: "like kind" doesn't mean same color — always specify buyer selection of any aesthetic replacement - The septic system that wasn't installed by closing: seller agreed, didn't do it, mutual release happened — and why the legal system makes it easier to just walk away - The pre-approval letter that wasn't: a buyer using photography business income that didn't qualify, with a lender who issued a letter without reviewing documents - The pre-approval letter contingent on the buyer selling his truck - The 51 appraisers: a single-family home in a condo association near Mount Vernon that no appraiser would touch — and why it required cancellation the day before closing - The buyer who broke their leg before an island move and used their increased DTI to get disqualified from their loan - Make sure you're sure: hustlehumblypodcast.com/freebies — the free resource for buyers to review during due diligence

Referenced episodes: - Episode 109: Navigating Contracts - Episode 169: When Contracts Fall Apart / When We Don't Get Paid

Toast of the week from a conference attendee — details in the episode!

Want to toast someone on the show? Email [email protected].

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

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

Make Sure You're Sure (free buyer due diligence resource): http://hustlehumblypodcast.com/freebies

Email Templates 101: http://emailtemplates101.com

Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

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

Speaking to Your Value as a Realtor

Google says one of the ways Realtors provide value to their clients is by carrying boxes on moving day. Katy read it out loud. Alissa nearly fell out of her chair. And then they got to work on what value actually looks like.

This is an important episode — not just for you as an agent, but for your clients too. Send it to a buyer or seller who is wondering whether they need an agent, or what an agent actually does. Alissa and Katy break it down clearly enough for anyone to understand.

The episode opens with Alissa getting rejected by a mysterious buyer who sent her a 20-question email from a freshly created Gmail account, got her full resume and a podcast episode, and then disappeared into the wind. Katy is very suspicious. They both agree the whole thing was weird.

Here's what we cover in this episode:

- The 20-question email: what the Smith Family Home Search Gmail wanted to know, which questions Alissa answered graciously, and which one (vacation schedule) rubbed her the wrong way - Why Alissa answered honestly instead of telling them what they wanted to hear — and what she sent along with her answers (the resume, the consumer episode, a mini-manifesto on how she runs her business) - What happened next: immediate enthusiasm, then two days later, rejection — and why Katy thinks she was secret shopped - Alissa's reminder: buyers are starting to ask how you get paid. They're doing research. Be ready. - Gary Vee's quote: don't convince, have conviction. If you don't believe in your own value, you can't communicate it. - The times you know you're providing value most: when things go wrong and you save it - Eight tangible and intangible things agents can provide to demonstrate their value: 1. A resume — you could have one done in an hour 2. A buyer or seller folder (buyer presentation, steps to purchase, vendor list) 3. Market reports and knowledge — simple summary CMA, know your market, not a fancy 8-page report 4. Relationships with other agents — preference in multiple offer situations, off-market access 5. A vendor list — your own personal Angie's List, built over years of real transactions 6. Email templates — proactively answering questions before they're asked 7. Being available during business hours — not 24/7, but reachable and responsive 8. Knowledge and education — this is the core of the job, not just showing up to open doors - Intangibles vs. tangibles: if you're not a paper-presentation person, you can still communicate value verbally — just communicate it - The closing gift debate: it is not the value. It is the nice-to-have at the end. If you do the job, that's what they hired you for. - The birthday cake story: the carpool friend whose realtor sent a whole birthday cake every year for six years — and still lost the listing to Alissa, who has never sent a cake, not even once - Why Alissa's best closing gift this week was offering to help her repeat client navigate renting out his house rather than selling it — and how excited he was, even knowing she had nothing in the bag - Fancy cars, designer clothes, and expensive closing gifts: none of these are the value. Do the job. Be great. The right clients will find you. - Buyer pre-screening with highlighted property lists: green, orange, red — and how this quick 10-minute step eliminates bad showings - What is the easiest thing to implement to provide value right now? Templates. Resume. Both done within an hour. - First impressions: you don't have to dress a certain way, but show up clean and professional — your vibe attracts your tribe - New construction listing agents: include the buyer's agent in everything, give clear process outlines, keep the builder's workflow running smoothly - The upcoming listing agreement cover letter (coming soon!) — the seller-side companion to the buyer agreement cover letter - Episode 154: Speaking to Your Value (FSBO focus) — go there for more

Toast of the week from Nicole Spurossa at Century 21 Toma Partners in Peoria, Arizona — toasting Maria Lena Rainey for getting her into real estate, and toasting the Toma Partners family for being an incredible brokerage. Cheers!

Referenced episodes: - Episode 154: Speaking to Your Value (FSBO) - Episode 232: Buyer Brokerage Agreement Cover Letter

Want to toast someone on the show? Email [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

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

Closing Time

Alissa forgot the termite certificate. She was at the closing table. The other agent noticed. The title attorney saved the day. And now we're doing a full closing refresher — because honestly, everyone could use one.

This is episode 238, and yes, the title is a reference to the Semisonic song. Katy also wants you to know that song is actually about a baby being born, not a bar closing. Make of that what you will.

Episode 32 was our original all-about-closings episode, recorded on March 16, 2020 (you may remember that particular week). This one is the updated version — walking through everything from one week out to long after closing day.

Here's what we cover in this episode:

- The termite certificate incident: how it happened, how the closing still worked, and what Alissa learned - The photo book system: Alissa now orders a photo book from the listing photos as soon as they come in — whether or not the house ever closes — and the story of the client whose book was mailed to her mother-in-law's house after they decided to tear down the old one instead - One week out: scheduling sends, appraisal as your trigger, deposit check collection, closing gifts, approaching closing email - The approaching closing email: utilities, final walkthrough, seller confusion about why buyers are coming over, the move-out checklist, what stays and what goes - Why the most common seller mistakes happen because we didn't prepare them — utilities off, items removed that should stay, unprepared for the walkthrough - Checking the settlement statement before closing — not at the table - Why mortgage closings include pro-rated interest: the arrears explanation sellers always need - The title company pet peeve: some title companies will tell you they can't share the settlement statement — they're wrong, and Katy explains what you're actually entitled to see and why - Checking your commission before closing: Alissa's pet peeve is agents who check it at the table - Behavior at the closing table: the Goldilocks principle — friendly, present, and mostly just sit down and let the attorney do their job - Don't scroll your phone, don't start working, don't let the seller word vomit about every quirk of the house - Buyers and sellers exchanging numbers: Katy's take — go for it, that's what adults do, and it removes you from being the permanent middleman - What happens after closing: follow up within a week or two, they're probably tired and stressed and painting, not blissful - Asking for reviews and referrals after closing — Alissa's system and timing - Who did you meet in the transaction? The pool guy, the landscaper, the inspector — they all get a card - Cancel their MLS search notifications, set up a subdivision report for their new address, and add them to the appropriate newsletter list - How Alissa handles paper vs. digital closing documents — and why she went fully digital - The case for staying after closing to talk to the lender or title attorney: don't do it in front of the clients, do it after - Being a great cooperating agent at the closing table — the title attorneys are watching - Following your clients on social media: the photo they post in front of their new house with their family is more powerful than your key photo at closing - The one-time delay story: a cash buyer whose bank put a 48-hour hold on the check — and how they navigated it - What is a dry closing? When everyone signs but the money hasn't cleared - The agent who tried to trick Katy into giving up $500 in repairs by signing the extension but not the addendum — and how the title attorney backed her up - Episode 115: Closing Delays — go there if you want the full drama

Referenced episodes: - Episode 32: All About Closings - Episode 115: Closing Delays - Episode 129: Being a Great Cooperating Agent - Episode 148: Sellers — Listing to Closing

Toast of the week from Linda in Benicia, California — toasting her manager Vida Mango Singh and mentor Rose Hadaway. Cheers to Vida and Rose!

Want to toast someone on the show? Email [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

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

Getting Business in a Changing Market

The listener questions keep coming in, and the theme is the same: how do we get business right now? Where do we find leads? Is online lead generation worth it? What do we do when the market slows down?

This episode is the honest, no-fluff answer to all of it.

Katy and Alissa have taken very different paths — Katy paid for online leads in the early days and eventually left them behind, Alissa built repeat and referral from the start with the Dave Ramsey ELP program as her only cold lead source. Together they break down the full picture so you can decide what actually makes sense for your business.

Here's what we cover in this episode:

- Why lead generation companies are pushing harder than ever right now — and what that tells you about the state of the market - Katy's origin story with paid online leads: 2006, $250 a month, 70 leads some months, just listed just sold website, and eventually market leader and Zillow — and how she finally got off the hamster wheel - Alissa's Dave Ramsey ELP story: how she became a certified agent, what the structure looked like when it was just a referral program, why she was getting rejected and accepted all the time, and why she eventually outgrew it - The Zillow agent who was doing 52 transactions a year, paying $9,000 a month — and still only making money on 20 of those because the other 32 just covered the cost of the leads - Why online leads convert at less than 5% — and what that means for how many leads you actually need - The hamster wheel problem: agents are so busy working paid leads they never build the repeat referral machine that was supposed to replace them - The lender who was signed up for a lead program without agreeing to the terms — and what happened when a lead got assigned to someone else in four minutes while she was still at the grocery store - The agent who showed up to show Alissa's young buyers a house without asking if they had an agent — and what the 10-minute phone call from Alissa did to change everything - Stop clicking the button: how to educate buyers (even if they found you through a button) so they stop generating new leads and just work with you - How to know when a lead is dead — Alissa's system of final emails, the permission-to-leave message, and why the response rate on that email is actually kind of fascinating - Does real estate need a second job right now? Alissa's take: she's seen it work — briefly, intentionally, with a cut-off number — and never with a full-time job - Alissa's $6,000 savings rule from her bartending days, and why she kept moving the goal post before finally jumping in - How to crack the code of past client referrals: ask. Send a note to your high school yearbook. Tell your friend's mom you're in real estate. You ate her mac and cheese at her kitchen island — she wants to help you. - Why you're not salesy when someone asks you what you do and you tell them - Is phone duty dead? No. Is open houses dead? No. Are there fewer people on both right now? Yes. Will it come back? Yes. - How to price in today's market: Alissa's framework for educating sellers on comps, the shift, and the range — and why she watches the actives more now than she used to - Move-up buyer strategies for a market with no contingencies: the one-time recast, the HELOC, the 401K withdrawal, and bridge loans — and why the one-time recast is Alissa's favorite tool right now - The mortgage payment skips a month tip — and how to use that window strategically - Build Your Own Business: the resource for agents who need to stop paying to play and start working their people

Referenced episodes and resources:

- Episode on cold leads and sign calls (follow-up systems) - Episode on what to do when you're new or slow - Build Your Own Business: hustlehumblypodcast.com/byob (or community membership) - Episode with buyer rules (the consumer episode)

Toast of the week from Julie Ray in San Diego — toasting Shannon Dempsey. Julie helped with the Hustle Humbly California meetup and we love her dearly.

Want to toast someone on the show? Email [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

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

Q&A Lightning Round — 34 Quick Answers

Happy Mardi Gras from Baton Rouge! The kids are out of school, the beads are on, the festive earrings are in, and we decorated the sign for the occasion. In the spirit of keeping things light and fun before diving into heavier market content next week, we answered 34 listener questions as fast as humanly possible.

Katy timed it. It took four minutes and thirty seconds. And then we went back and dove deeper on the ones that needed it.

We sent out an email asking for listener questions and got over 100 responses. This episode is the lightning round version. Next week we'll tackle the most popular ones — which were all about market shifts and lead generation. The week after that, we'll go deeper on the rest.

Here's what we cover in this episode (the quick version — and then the not-so-quick version):

- Do you get nervous meeting new clients or going on listing appointments? (Yes. So do we.) - Best ways for lead gen in your first two years? (Meet people.) - What one piece of leverage gives you the most time back? (Email templates.) - What's a typical day in the life? (There is no typical day.) - Do you have suggestions on buying your first investment property? (Make sure the numbers work.) - What questions do you ask at a buyer consult? (What's your budget? Do you have an agent?) - What do you like about your sales meeting at your brokerage? (It gives value. Katy wishes she had one.) - Do you ask for referrals? (Yes. Yes.) - How do you keep motivation up as a new agent when nothing is happening? (Mindset.) - Three and a half years in — how do I move from a lead generation company to something more cost effective but still get 50 leads a month? (You don't want 50 leads a month.) - Your thoughts on NAR losing two presidents within six months? (Doesn't feel good.) - Nothing bogs me down like coordinating a seller's mail after my buyer moves in. What should I do? (Stop being the mailman.) - Alissa, how do you manage so many deals while still making time for your family? (She doesn't. Just kidding. Kind of.) - What activities were most successful for getting your name out when you were new? (Social media and phone duty.) - What's one piece of advice for a new agent? (You have to work. And do a time audit so you can see what you're actually doing.) - How are you talking to clients about the NAR lawsuit? (They don't care. They're not asking.) - Does Alissa have plans to do another flip or rental? (No flips. The Airbnb gives better ROI. She's still figuring out her financial path.) - How important is it to have your own systems instead of using your brokerage's? (Very important — and your database must live somewhere separate from your brokerage.) - The mail lady story: one time handling it is fine, stop being the permanent intermediary. - What do you recommend for staying relevant in addition to mailers and texts? (Social media.) - Do you have one-liners for the picky, unrealistic buyer? (If you sleep on it, you won't sleep in it. The point of a home inspection is not to make an old house new. There's no such thing as a forever home. Good news, you only need to buy one house.) - Do you do gifts for preferred partners? (No.) - What do you do when an agent doesn't respect the rules of accompanying clients to showings? (Report them.) - I'm a buyer's agent heading into year five — should I move to a brokerage where I can also work with sellers? (Yes. If you're not listing, you're losing. Your old buyers are about to start selling.) - Best way to track expenses and mileage? (MileIQ. One dedicated business bank account.) - How is Murphy doing? (Grand. Very regal.) - How do you get over phone call reluctance? (Make the call. Or don't. If you don't have something valuable to say, maybe that's the problem.) - What's your favorite color? (Blue. Or maybe purple. It changes.) - Outside of your database, is there a lead source you use? (No.) - Is the market too saturated with real estate agents? (Yes. But it's still possible to succeed. And the tide is turning — more agents are leaving than joining.) - Do you see agents retiring over the next few years? (Yes.) - Did you always know real estate was the right career? (Yes.) - I had my highest year at $6.5M and want to hit $9.5M in 2024 — should I hire an admin or a buyer's agent? (Neither.) - Thoughts on cloud-based firms like Real Broker? (No, thank you.) - How do you find business in a dead market? (Meet people.)

Toast of the week from Leslie Williams in Raleigh, North Carolina — toasting all of her clients since 2008 for making her a better, more compassionate realtor. And yes, this is the Leslie who walked up to our booth at NAR NXT, greeted Alissa with unbridled enthusiasm, took a photo, and then asked who they were. We love Leslie.

Want to toast someone on the show? Email [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

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All Resources: http://hustlehumblypodcast.com

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

NAR Profile of Home Buyers and Sellers 2023

Every year, this is one of our most listened-to episodes. And every year, Alissa says she doesn't want to prepare for it. And every year, once she starts reading, she finds it fascinating.

Katy is a self-described data nerd. She got the sticker to prove it at the Census booth at NAR NXT. Alissa now also has one on her computer.

This is our third time covering the NAR Profile of Home Buyers and Sellers, and this one covers transactions between July 2022 and June 2023 — a very unusual time period that spans from the frenzy to the freeze. Keep that in mind as you listen, because next year's report is going to look dramatically different.

Fair warning: they also cover member stats and the NAR leadership situation, because it's January 2024 and things are already happening.

Here's what we cover in this episode:

- A quick NAR update: Tracy Casper stepped down in January 2024 — only two months after being installed as president — due to a blackmail and extortion situation, and what that means for the report and the organization - The report costs about $20 for NAR members and it covers responses from approximately 20,000 recent homebuyers and sellers who answered 129 questions - The typical first-time homebuyer was 35 years old — down from 36 — the first drop in years - 59% of buyers were married couples — the lowest share since 2010; 19% were single females, 10% single males - 70% of recent buyers did not have a child under 18 in the home — up from 42% in 1985 (your "families with children" content is missing most of the market) - 14% of buyers purchased a multi-generational home — and Alissa is seeing this trend accelerate - 16% of buyers were veterans, 2% were active duty (go back and listen to Episode 223!) - 100% of buyers purchased at the asking price — with 25% paying over asking (these numbers will look very different next year) - Buyers typically looked for 10 weeks and toured 7 homes (4 in person) - 100% of buyers used the internet in their home search — use this in your listing presentations - Most valuable online content: photos, detailed property information, floor plans, and agent contact info - 90% of buyers found their agent very or somewhat useful as a source of information - 89% of buyers purchased through an agent; 43% were referred by a friend, neighbor, or relative - 71% of buyers interviewed only one agent — if you show up, you probably have the job - 90% would use their agent again - The typical household income of a buyer was $107,000 — up from $88,000 the prior year - 80% financed their purchase; typical down payment was 8% for first-time buyers (highest since 1997) - Top reasons buyers were buying: be closer to friends and family, desire to own, need a larger home - 92% of buyers were at least somewhat satisfied with the home-buying process - Sellers lived in their home a median of 10 years before selling - The typical seller was 60 years old; 63% moved within the same state - Top reasons sellers were moving: desire to be closer to friends and family, too small, change in family situation (and Glinda Baker's five D's: diapers, death, divorce, diamonds, debt) - Sellers buying bigger homes — not smaller. The downsizing narrative is not matching the data. - 65% of sellers found their agent through referral or repeat use - 81% of sellers contacted only one agent before listing — again, if you show up, you probably have the job - 92% of sellers were at least somewhat satisfied with their selling experience - The typical seller recommended their agent once — 20% recommended them four or more times - 7% of sales were FSBO — an all-time low; FSBO homes sold at a median of $310,000, agent-assisted at $405,000 - NAR member stats: 1.58 million members in 2022 (peak); 12 transactions was the typical production; median gross income was $56,400; 52% of agents with less than two years of experience made less than $10,000; 49% of agents in 2023 sold one home or none - The percent of repeat and referral business by years of experience: 0% at two years or less; 9% at three to five years; 21% at six to 15 years; 43% at 16 or more years - The sabotage seller: Alissa's upcoming listing where the seller deliberately let the house fall into disrepair for months to prevent the listing agent he hated from making a sale - The buyer story: the out-of-state lender who gave the wrong pre-approval — and the local lender who saved the deal

Toast of the week: a live toast recorded at the conference from a NAR NXT attendee — details in the episode!

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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

Hustle Humbly Reacts to Realtor Facebook Groups

We went in so you don't have to.

Alissa deep-dived into realtor Facebook groups for this episode. She came out the other side needing a walk. Katy has mostly stayed out of these groups and is now more confident than ever that she made the right call.

This episode is part reality check, part comedy, and entirely a permission slip to mute, leave, or never join a realtor Facebook group in the first place. We do also give you our actual tips for how to behave if you are in one, and we read some of the posts so you don't have to.

Here's what we cover in this episode:

- Are realtor Facebook groups even necessary for your business? (Short answer: no, but let's talk about it) - How local office groups vs. large national groups differ — and why Connie's group works - Why Connie warned her agents not to post in public groups (commissions talk = ethics violation + possible license issues) - The group that disbanded after an incident — and how three replacement groups popped up immediately - The description of the Hustle Humbly community group and why we resisted having one for three years - How to behave in a Facebook group: don't talk commissions, don't recruit, don't post listings in a national group, don't spam, don't ask for contact info, and for the love of everything, stop typing "following" as a comment - What CRM should I use? — and why that is actually the wrong question - The screenshotting problem: there is no private group on the internet - The anxiety-ridden 23-year-old agent who posted his breakdown — and the Hustle Humbly answer (he needs systems, a mindset shift, and a broker who actually helps him) - The longest repair request you've ever seen: 28 items — and Alissa's story of being called as an expert consultant in a lawsuit over a vague repair request - Money over repairs: always, always, always - Teams and transparency: the agent who has a team of 23 and is available 24/7 — and whether that's actually a good business - Is it fair competition to not ask if a buyer is already working with an agent? (No. That's an ethics violation.) - The open house sign frisbee incident in San Diego: the man who waited for the children to walk by and then hurled the sign into a field and called all realtors "an act of the devil" - MLS photo order rants: pool picture after living room after garage door — can we please walk through the house in order? - The unflushed toilets in the vacant listing after 87 showings - The uplifting post: What had the biggest positive impact on your business this year? (Hustle Humbly answers: stayed in my sphere, canceled Zillow, went back to basics, showed up every day) - Bonus: finding the age of a house when you don't know it (permits office, clerk of court, chain of title) - Real estate is like dating: the longer you're on the market, the more people wonder what's wrong with you - The blue check debate: did paying for Instagram verification just devalue the blue check? - 1,000 engaged followers beats 10,000 passive ones — and the story of Katy wanting a link in her stories more than she ever wanted followers - You don't need social media to run a great real estate business. But you can't have social media replace the actual work. - The most important things for consistency: mindset, tracking, systems, showing up

Toast of the week from Jolene Meyer in Sonora, California, toasting Stacy Mathis from Chimacum, Washington — her sister, mentor, and unwavering believer in her journey to becoming a realtor. Cheers to Stacy!

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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

How Do Realtors Get Paid — Seller Edition

Last week we talked to buyers. This week we talk to sellers. And honestly, it should be this simple.

Episode 232 was all about the buyer brokerage agreement and how to present it. But a big question came up in that episode: how does all of this change your listing appointment? What do you say to sellers now? How do you handle the questions they're hearing in the news? And what if the rules change entirely?

This episode is the companion. Listen to 232 first if you haven't.

Also: if you're not listing, you're losing. We'll get to why.

Here's what we cover in this episode:

- Why the listing appointment should always have been this transparent — and why it's a little embarrassing that some sellers didn't understand they were paying the buyer's agent - The seller affirmations you need going into every listing appointment: "I am not afraid to talk about money. I am not afraid to ask to be paid." - Do a net sheet. For the love of everything, do a net sheet. It is not optional. If you're not doing one, you are failing your seller. - How to handle the seller who has heard the news and asks: "I've been hearing sellers don't have to pay buyer's agents anymore — what can you tell me about that?" - The current answer: you're right, you have no obligation, but here's why it would be to your advantage right now — and what the market in your area is actually offering - Why Alissa never offered a bonus on a listing — and then one seller made her do it, and what happened - The MLS, what's in that blank, why putting $0 or $1 is the new trend, and what might change next - The deeper problem with the current system: sellers are blanketly paying whatever buyer's agent shows up, regardless of whether that agent is their first week or has 30 years of experience - Why Katy sees that as a flaw — and why Alissa sees the counterargument (the agent doesn't get paid if it doesn't close) - The builder's design appointment story — and how the sales rep's phrase "I don't get paid for this" was a lightbulb moment about our mindset around money - Why keeping everything in writing, including a follow-up email after the listing appointment, is going to matter more than ever - How buyers and sellers still don't blanketly trust the real estate industry — and why what's happening is just bringing that to light - If you're not a listing agent: it's time to become one. Here are the Hustle Humbly episodes to get you there: - Episode 45: The Listing Interview - Episode 62: Transitioning from Buyer's Agent to Listing Agent - Episode 148: The Listing Process — Listing to Closing - Episode 154: Speaking to Your Value (FSBO episode) - Episode 183: How to Sell Your Home (Consumer Edition) - All seller episodes: hustlehumblypodcast.com/sellers - Dodd Frank, TRID, and why every industry change that felt like the end of the world eventually became normal - Disclosure requirements with builders: if a builder gives you a cash bonus or a cruise for selling five houses, your buyer must know - I work hard and I want to be compensated accordingly — that's not a bad reason to be in real estate

Toast of the week from Jordan Maxwell in Amarillo, Texas, toasting Annie Miller — also in Amarillo — for introducing Jordan to the podcast and for an inspiring new endeavor. Cheers to Annie!

Referenced episodes: - Episode 232: How to Use a Buyer Brokerage Agreement - Episode 214: Buyer Brokerage — Preparing for Changes in Real Estate - Episode 45: The Listing Interview - Episode 62: Transitioning from Buyers to Sellers - Episode 148: The Listing Process - Episode 154: Speaking to Your Value - Episode 183: How to Sell Your Home (Consumer)

All seller episodes: hustlehumblypodcast.com/sellers

Want to toast someone on the show? Email [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

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