Hustle Humbly Podcast

You got your license… now what?

The first three years in real estate can feel like complete chaos. And if you're like a lot of newer agents, you might find yourself wondering, "Am I just too sensitive for this?" In this episode, we're tackling a topic that no one seems to talk about: how to build *true* Realtor confidence in those early years — especially when you feel like you're fumbling your way through.

What sparked this conversation? A heartfelt listener email asking for help navigating agent-to-agent interactions, self-doubt, sensitivity, and the struggle to find confidence. Katy and Alissa get real about what those early years *really* look like, how long it actually takes to build a solid business, and what mindset shifts and systems will make all the difference.

This one's packed with stories, pep talks, and some tough love (with humor, of course!) to help you stop overthinking, start showing up, and grow into the confident, professional Realtor you're meant to be.

Here's what we cover in this episode:

- When your "3-year clock" really starts ticking

- Why being licensed doesn't equal experience

- How veteran agents can sniff out a lack of confidence

- Mistakes new agents make in agent-to-agent communication

- How systems (like email templates!) instantly boost confidence

- Why your job is NOT to make everyone happy

- How to practice confidence — before you have clients

- Where to turn for help when your broker isn't available

- Tips for setting expectations and avoiding emotional rollercoasters

- Power poses + mindset tricks to build immediate confidence

- Why every transaction impacts your long-term business

Key Quotes & Takeaways

1. "You don't need five years to be good — you just need systems, education, and the willingness to do the work." – Katy

2. "The three-year clock doesn't start until you actually start working." – Alissa

3. "Confidence comes from clarity. If you don't know the steps, you won't feel strong." – Katy

4. "Every client is your walking billboard — good or bad." – Alissa

5. "Your job isn't to make everyone happy — it's to represent your client well." – Katy

Products, People & Previous Episodes Mentioned:

• Email Templates 101

• Agent Systems 101

• Free Database Template

• Amy Cuddy's TED Talk: "Your Body Language May Shape Who You Are"

• Episode 146: Confidence and Self Doubt

Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it 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

It's a new year, and with that comes a tidal wave of motivation, new planners, gym memberships—and a lot of Realtors about to throw out their entire business in the name of "starting fresh." 😬

This episode is your permission slip to *not* join the "Real Estate Gym" of shiny tools, overhauls, and burnout waiting to happen.

We're talking about the very real trap of doing *too much too fast* in January—new CRM, new lead gen, new branding, new content plan—and why it never sticks.

Instead, we walk you through how to build real momentum by focusing on what's already working. Spoiler alert: Your tools aren't broken. You're just bored. And that's normal.

We're sharing our favorite quotes from Atomic Habits, calling out decision fatigue, and giving you practical steps to stay consistent—even when the spark fades.

✨ Before you sign up for another system, challenge, or freebie you'll never use—listen to this.

Here's what we cover in this episode:

- What shiny object syndrome looks like in real estate

- Why overhauling everything rarely works

- The difference between boredom and failure

- How to audit what actually worked last year

- Setting goals based on your real business data

- How to re-use what you already have

- Why we aren't "motivational speakers" (and what we are instead)

- How to build slow, sustainable momentum that lasts

Key Quotes & Takeaways

1. "Tools don't create habits." — Katy

2. "You're not failing. You're bored. And that's a very different thing." — Katy

3. "Every action you take is a vote for the type of person you wish to become." — Alissa quoting Atomic Habits

4. "Boundaries aren't permission to not work—they're protection so you can keep working." — Alissa

5. "Stop changing everything. Start using what you already have." — Katy

Products, People & Previous Episodes Mentioned:

• Atomic Habits by James Clear

• Hustle Humbly Community Membership

• Episode 178: "Spruce Up Your Business"

• Email Templates 101 — http://emailtemplates101.com

• Agent Systems 101 — http://agentsystems101.com

Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it 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

It's happened to all of us at some point—your cousin, college roommate, or neighbor posts that they just bought or sold a house… but you weren't the agent. Ouch. If you've ever wondered how to handle it when a friend or family member uses someone else, this replay of one of our most-loved episodes has the clarity and pep talk you need.

Originally aired as Episode 165, this candid conversation dives deep into the reality of *working with friends and family in real estate*. From professional boundaries to emotional resilience, we share our personal stories—rejections included—and offer tangible tips to protect your mindset and run a smooth business, even when things get awkward.

Whether you're new to the business or 10 years in, this episode will remind you: it's not personal, it's business. And you've got what it takes to stay professional, kind, and confident through it all.

Here's what we cover in this episode:

- How to professionally respond when loved ones don't choose you

- Tips for setting boundaries when working with people you know

- Scripts to request a referral (without begging)

- Why it's important to treat friends and family like real clients

- How to turn rejection into future opportunity

- The importance of systems to help you stay consistent with every client

- Real stories of rejection—and how we survived them

Key Quotes & Takeaways

• "You can't expect your friends and family to use you. But you can always act like a professional—so they'll think of you next time." – Katy

• "Don't take it personally. It's not you, it's them. Seriously." – Alissa

• "Treat your cousin just like you would any other client—systems, email templates, boundaries and all." – Katy

• "If your friends think you hate real estate, why would they send you a referral?" – Alissa

• "Just because you know them doesn't mean you skip the buyer consultation." – Katy

Products, People & Previous Episodes Mentioned:

• Email Templates 101 — http://emailtemplates101.com

• Agent Systems 101 — http://agentsystems101.com

• Build Your Own Business 101 — https://hustlehumblypodcast.com/byob

• FREE Database Template — https://www.hustlehumblypodcast.com/starthere

• Membership Community — https://www.hustlehumblypodcast.com/membership

Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it 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

Let's talk about the guilt loop so many Realtors get stuck in: when you're at work, you feel guilty about missing life — and when you're at home, you feel guilty about stepping away from your business. In this special replay of our Hustle Humbly Community Live Zoom from November, we're diving deep into how to set boundaries during a season that's naturally full of busyness, distraction, and high expectations (hello, holidays).

This conversation is packed with relatable stories, powerful mindset shifts, and real advice from agents like you who are trying to find a way to serve their clients *and* show up for their families. Whether you're fighting burnout, feeling pulled in too many directions, or just wondering if it's okay to take a day off — this chat is your permission slip.

We also hear from our friend Emily, who stepped away from real estate for a year after a devastating loss, and came back to have her best year ever. Her six takeaways are gold for any Realtor who wants to build a business that serves their life, not one that consumes it.

Here's what we cover in this episode: - The mental load of the holiday season and how to protect your time - The quote that helped Alissa let go of the guilt (thanks RBG!) - The false urgency of real estate — and how to recognize *real* emergencies - Why "no" is a full sentence - What it means to actually build a business that serves you - The power of scheduled texts, second phone lines, and a literal "brick" to lock your apps - Why social time *is* work time (hello, database!) - How one agent stepped away from her business — and came back stronger

Key Quotes & Takeaways "It's not that everything is urgent — it's that we're treating everything like it is." — Alissa "Your job is a gift. Let's stop letting guilt ruin both sides of our life." — Katy "Burnout is not a badge of honor." — Emily Nealy "They don't need access to you. They need clarity." — Emily Nealy "If anyone's getting your leftovers, make sure it's not your family." — Alissa Products, People & Previous Episodes Mentioned: Episode 212: [Does Time Blocking Work for Real Estate?](https://hustlehumblypodcast.com/212) Episode: [What To Do When You're New or Slow](https://hustlehumblypodcast.com/189) Book: *The Seven Deadly Sins of Sales* by Leigh Brown Book: *Boundaries* by Dr. Henry Cloud & Dr. John Townsend Tools: [Agent Systems 101](http://agentsystems101.com) | [Email Templates 101](http://emailtemplates101.com) | [Free Database Template](https://www.hustlehumblypodcast.com/starthere) Hustle Humbly Community membership: hustlehumblypodcast.com/membership Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to [email protected].

The truth is: buying or selling a house can feel like a full-blown identity crisis. Realtors know it, clients feel it, and now we have a licensed therapist here to explain *why* it all gets so emotionally messy.

In this episode we welcome Katy's former client and current number one referrer, Mary Ruiz, LPC. She's not just a real estate success story — she's now a licensed professional counselor (and a great one at that). We chat about the mental health rollercoaster that often comes with real estate: from renovations and relocations to the unexpected triggers that show up when people face big change. Mary shares why even competent, confident people often spiral emotionally during a transaction, and how *Realtors can support clients* without carrying the weight of everyone's emotions.

We're talking about therapy, boundaries, client meltdowns, and the emotional expectations people carry into real estate decisions. This is a must-listen for any Realtor who's ever felt like an untrained therapist.

Mary Ruiz, LPC is a licensed professional counselor and the practice owner of Ruiz Counseling and Consulting. Counseling is a second career for Mary and she has been practicing since May of 2022. Mary works with teens and adults seeking a safe and empowering therapy space. While she works with a variety of mental health concerns, Mary is passionate about working with autistic people, and those diagnosed with ADHD and/or OCD.

Here's what we cover in this episode:

- Why therapy and real estate overlap more than you think

- The mental toll of buying, selling, building, and renovating

- What neurodivergent clients may struggle with during moves

- Why confident people often break down during transactions

- Tips for helping clients regulate their emotions

- When (and how) to set boundaries with difficult clients

- Grounding techniques to use during emotional conversations

- What Realtors can do to protect their own mental well-being

Key Quotes & Takeaways

"The kindest thing you can do is tell someone the truth." — Mary Ruiz

Products, People & Previous Episodes Mentioned:

• Learn more about Mary's practice: https://www.psychologytoday.com/us/therapists/mary-ruiz-lpc-ruiz-counseling-and-consulting-baton-rouge-la/1015858

• Contact Mary: [email protected]

• Realtor Resources: https://hustlehumblypodcast.com/resources

• Join the Hustle Humbly Community: https://www.hustlehumblypodcast.com/membership

Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it 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

Meet Kim — a top-producing agent, team leader, and mom — who did the *unthinkable*: she took a vacation without her phone. Twice.

Kim Lafleur is a Louisiana Realtor with over 655 homes sold and $121M+ in career volume. Ranked in the top 10 out of 1,900 agents in her market, Kim is known for her client-focused approach, leadership, and ability to guide families through big life moves with care and strategy.

In this candid and inspiring chat, Kim joins Katy and Alissa to share what led her to surrender her phone (literally at the airport), how she prepped her business and team for the handoff, and what she learned about control, trust, and boundaries. Spoiler: nothing fell apart.

From tips on how to set up your support system to stories about burner phones, birthday trips, and "bricking" your apps, this episode will have you seriously questioning how attached you really are to your phone — and if it's time to take your own real estate phone detox.

If you've ever wished you could *just step away* from the constant pings and pressure of being "on" 24/7, this one is for you.

Here's what we cover in this episode:

- Why a phone-free vacation even seemed possible

- How Kim planned for her absence (and who stepped up)

- Real talk: what actually happened while she was gone

- What tools and systems made it possible to disconnect

- How to find *your* Leslie (aka the person who'll take your phone)

- What "bricking" your apps is — and why it's life-changing

- Tips for detaching from your phone even *while* you're home

- Thoughts on compensation when someone covers your business

Key Quotes & Takeaways

"Just having the phone near you is enough to take you out of the moment." — Kim

"We think we're the only ones who can do it all — but we're not. And that's kind of freeing." — Alissa

"The hardest part wasn't leaving the phone. It was admitting I didn't need it." — Kim

"Give yourself permission to be unavailable. You'll be shocked how much still works." — Katy

"It's not about the phone. It's about letting go of control." — Kim

Products, People & Previous Episodes Mentioned:

- The Brick phone lock tool.

- Email Templates 101: http://emailtemplates101.com

- All our resources: https://hustlehumblypodcast.com

Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it 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

Ever been blindsided by a cancellation that just didn't make sense? This week we're sharing a raw, real story about a transaction that went sideways—only to come full circle weeks(and $15,000) later.

In this episode, Alissa opens up about a recent experience with a buyer who backed out of a deal unexpectedly. What followed was a perfect storm of assumptions, zero communication, and a text message that dropped a cancellation bomb—with no phone call to discuss it first.

We're diving deep into the best practices & etiquette for Real Estate Cancellations: when you should call instead of texting, how to manage your client's emotions, and what happens when professionalism goes out the window. Spoiler alert: it cost the buyer way more than they expected.

This is your podcast therapy session and masterclass in cancellation communication all rolled into one. Because y'all, some deals really *can* be saved—with the right conversation.

Here's what we cover in this episode:

- The shocking cancellation that inspired this story

- Stats on how often cancellations are happening (hint: it's more than you think)

- What *should* happen before a cancellation is sent

- What to disclose—and when

- How to exit gracefully and protect relationships for the long game

- Tips for co-op agent professionalism in tricky transactions

Key Quotes & Takeaways

"There was a way to stop that cancellation. The buyer is still interested. They just never had the conversation." – Alissa

"You owe that agent a phone call before you send a text or an email with a cancellation." – Katy

"When we do a transaction together, we're a team. That's why it's called a co-op agent." – Alissa

"If I don't advise you based on my knowledge, then I'm not doing my job." – Katy

"Your response sets the tone for your reputation. Handle cancellations with grace and professionalism." – Alissa

Products, People & Previous Episodes Mentioned:

- [Episode 113: Be the Boss](https://www.hustlehumblypodcast.com/113)

- [Episode 255 & 24: Client Management](https://www.hustlehumblypodcast.com/255)

- [Episode 210: Buyer Consultation](https://www.hustlehumblypodcast.com/210)

- [Email Templates 101](http://emailtemplates101.com)

- [Agent Systems 101](http://agentsystems101.com)

- [Build Your Own Business 101](https://hustlehumblypodcast.com/byob)

- FREE Database Setup Guide: https://www.hustlehumblypodcast.com/starthere

Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to [email protected].

## 🎵 MUSIC CREDITS - "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

When we say "digital database," we *don't* mean your phone contacts or your Facebook friends list… but those people? They're part of the journey.

This episode is a mindset-reset and practical guide to growing your sphere the natural way—through actual conversations, genuine connections, and organic follow-up. Katy and Alissa are breaking down what it really looks like to be intentional with every person you meet, without overthinking it or trying to "convert" someone into a lead the moment they shake your hand.

From pumpkin patch meet-ups to casual gym chats and birthday parties, Alissa shares real-life examples of how simple social connections (and friendly follow-up) have grown her business over time. No gimmicks, no pressure, just being present, paying attention, and taking the next logical step.

If you've ever felt weird about friending someone you met last week or wondered if you "should" reach out again, this is your permission slip to stop overcomplicating it.

Here's what we cover in this episode:

• What the "digital database" really is (and what it's not)

• How to follow up with people you meet *without being salesy*

• Real-life examples from school field trips, birthday parties & the gym

• The importance of timing when adding new connections online

• How to clean up your social media to support your business

• What to say (and not say) when you're reconnecting online

• The birthday method for engaging your sphere meaningfully

• How to grow your database when you're new or need more people

• Why being intentional > chasing leads

Key Quotes & Takeaways

"Being intentional isn't creepy; it's the beginning of connection." Alissa

"The second you meet someone, take the next step. Don't wait three months, that's when it gets weird." Katy

"We're not stalking. We're making friends. That's literally the job." Alissa

"The digital clutter in your sphere might be hiding the people who actually matter." Katy

"Send the friend request. Comment on the post. Show up like the nice, normal human you are." Alissa

Products, People & Previous Episodes Mentioned:

• Build Your Own Business: http://hustlehumblypodcast.com/byob

• Free Database Template: http://hustlehumblypodcast.com/starthere

• Email Templates 101: http://emailtemplates101.com

Sometimes you just need another agent to say what everyone else is thinking. In this Q&A episode, Katy and Alissa are answering the real-life, in-the-trenches questions Realtors are navigating every single day. We're talking client expectations, boundaries, broker advice that doesn't make sense, and what actually works in today's market.

When y'all send questions to our inbox, you never disappoint. And this batch covers everything from inspections to communication issues to luxury listings to motherhood to what we'd do if we didn't work in real estate. It's honest, funny, and full of practical advice you can use immediately.

Here's what we chat about in this episode:

• Should Realtors go to inspections (and why brokers sometimes say not to)

• What to do when clients break agreements or try to cut you out

• The triggers we use to stay on top of communication

• Whether you really need a second phone or Google Voice

• Email marketing: what actually works and what your clients don't care about

• What to charge when covering showings for another agent

• Rental property updates from Alissa

• And what job we'd take if we ever left real estate

Key Quotes & Takeaways

• "You're not the inspector just because you showed up. You're the professional who guides your client through the process." —Katy

• "If someone doesn't want to work with me, I'm not going to fight them about it—but I am going to enforce the contract." —Alissa

• "Most boundary problems disappear when you communicate like a professional from the very beginning." —Katy

• "I'm not trying to be right, I'm trying to be happy—and sometimes that means letting people be wrong." —Alissa

• "There is no such thing as an easy closing. That's why clients need us." —Katy

Products, People & Previous Episodes Mentioned:

• Email Templates 101: http://emailtemplates101.com

• Agent Systems 101: http://agentsystems101.com

• Hustle Humbly Newsletter: http://hustlehumblypodcast.com/newsletter

• Trello training inside Hustle Humbly Community

Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to [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

We've all heard the horror stories: buyers showing up to closing short on cash, or sellers shocked at their proceeds. Yikes. The truth? These moments don't have to happen — not if you're consistently using buyer cost sheets & seller net sheets.

In this episode, we're breaking down exactly how we use these powerful tools with our clients to build trust, confidence, and calm. And here's the good news: it's not complicated, it's just math + mindset.

We're talking through every single line item on a net sheet, what to include, when to deliver it, and how to tailor it to each unique buyer or seller situation. Whether you're a seasoned agent or brand new to real estate, this episode will help you become more confident when talking about money — and ultimately give your clients the clarity they deserve.

Here's what we cover in this episode:

• How to create a seller net sheet that builds trust

• Using cost sheets with buyers to avoid surprise expenses

• What to do when a seller doesn't understand closing costs

• Smart strategies for buyer offers based on actual numbers

• Handling contingent clients with dual net/cost sheets

• Becoming fluent and confident with money conversations

Key Quotes & Takeaways

• "If your client is surprised at closing, you haven't done your job." — Alissa

• "We use net sheets to keep our sellers grounded — and focused on the bottom line." — Katy

• "Every offer gets a net sheet. That's how we avoid emotional chaos." — Alissa

• "A buyer cost sheet shows them what's real — not just what they 'hope' it costs." — Katy

• "Don't avoid money conversations. That's where your value really shines." — Alissa

Products, People & Previous Episodes Mentioned:

• Episode 232: Buyer Brokerage: How To

• Episode 295: Why Buyer Agents Struggle to Get Paid

• Agent Systems 101

• Email Templates 101

Want to toast someone on the show? Send us a voice or video message with your name, who you're toasting, and why! Email it to [email protected].

Leave us a review at ratethispodcast.com/hustlehumbly

Get your FREE Database Template

Email Templates 101: emailtemplates101.com

Build Your Own Business 101: hustlehumblypodcast.com/byob

Agent Systems 101: agentsystems101.com

All Resources: hustlehumblypodcast.com

Submit your topic ideas and toasts to [email protected]

Music:

Straight A's by Connor Price

The Good Life by Summer Kennedy