It's April, which means it's fair housing month, and this year we brought in a guest to help us do it right. Molly Mair is a broker-owner in Eugene, Oregon and a genuine fair housing advocate, serving on her state association's Diversity, Equity, and Inclusion committee as chair. We met her at a conference (she brought us the sweetest gifts) and knew we had to have her on, especially since every April we've talked ourselves out of covering this topic for fear of saying the wrong thing.

Molly walks us through how she became an advocate almost by accident, starting with a trans client whose "dead name" was mishandled by an escrow agent who had no idea how to navigate it. That one experience changed how she runs her buyer consultations completely, from asking pronouns upfront to coaching lenders and title companies ahead of time so clients never feel mishandled. We get into where realtors most often go wrong (hint: it's usually the well-meaning "this is such a good neighborhood" comments, not anything malicious), why sticking to facts and data protects you legally and ethically, and a real story about a fair housing complaint Alissa faced during Covid and how a simple spreadsheet made it disappear immediately.

We also talk through Molly's own mistakes along the way, because leaning into discomfort (and sometimes looking a little silly) is part of actually growing as an advocate, not a reason to avoid the conversation altogether.

Here's what we cover in this episode: -How one client's mishandled name change became the moment Molly became a fair housing advocate -What a "dead name" is and why getting it wrong can seriously harm a client's experience -Why coaching lenders and title companies ahead of time protects clients from awkward moments -Why talking about "good" or "bad" neighborhoods and schools is one of the biggest everyday fair housing missteps -Being the "source of the source" instead of steering clients toward your own opinion -Why sticking to market data and facts protects both you and your client -A real story about a fair housing complaint Alissa faced during Covid, and how a documented spreadsheet resolved it instantly -Why treating every single client and transaction identically is your best protection -How to handle a seller who makes a joking (but inappropriate) comment about a buyer -Why having a written fair housing statement in your buyer and seller packets matters -Grants available through NAR for local fair housing education events -Molly's own honest stories of getting it wrong, and why grace and reflection matter more than perfection -Why "sweaty palms" during a fair housing conversation is actually your sign to lean in, not away -Resources for learning more: implicit bias tests, Fair Housing 2.0, and recommended books

Key quotes from this episode: "Sweaty palms? That's your sign to lean in." - Katy "People can't dispute a spreadsheet. Be consistent and treat every transaction the same." - Alissa "If you want to break the rules, you won't be breaking them with me." - Molly Mair "I'm not a DEI expert, but I'm an advocate, and that means I keep showing up and learning." - Molly Mair "What do we lose by including more people? Nothing. We just make the table bigger." - Molly Mair

Products, people, and previous episodes mentioned: -Molly Mair, broker-owner in Eugene, Oregon and Diversity Key Committee Chair for Oregon Realtors -So You Want to Talk About Race by Ijeoma Oluo -Fair Housing 2.0 course -At Home With Diversity course -Bias Override training -The Vanport Flood documentary (Oregon Realtors YouTube) -Hustle Humbly Trello video

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We've given y'all almost 300 episodes of positivity and practical advice, so this week we're trying something different, venting in a professional manner. This one is less "here's the framework" and more "here's what's actually been happening to us lately," because the market is rough right now and we wanted to be honest about it instead of pretending everything's fine.

Alissa opens with a gut punch of a story: she left for a quick beach trip with over four million dollars in contracts pending and came back with about half that number, including a listing she'd prepped for months that canceled during inspections with no real reason given. She walks through the frustrating back and forth with the buyer's agent, who refused to relay an offer of additional concessions because the buyers "asked for space," and the 9-minute video she recorded on the beach at 6:30am trying to give her sellers all the information before making a decision. We also talk through a separate cancellation where a buyer backed out the moment they learned a repair had already been handled by a previous seller, even though it was no longer a concern, and why "just sleep on it" might be the most underrated piece of advice in real estate right now.

We close out venting about the emotional toll of representing anxious sellers in a market with more showings than offers, a seller who had to leave work mid-day just to deal with her dog before a last-minute showing, and why giving buyers and sellers a little grace right now matters more than ever, because none of us are having an easy time of it.

Here's what we cover in this episode: -Why we needed a "venting in a professional manner" episode after almost 300 episodes of positivity -A story about a listing that canceled during inspections with no real reason given -The frustrating back and forth with a buyer's agent who wouldn't relay an offer of additional concessions -A 6:30am beach porch video made to keep sellers fully informed before a big decision -Why once a buyer emotionally checks out of a house, there's often no going back -A second cancellation story where a buyer backed out over a repair that had already been handled -Why "just sleep on it" might be the most underused advice in real estate right now -The difference between rushing into an offer and rushing into a cancellation -A story about a house that went pending in three days, fell through, and had to be relisted -Why buyer consultations need to take the seriousness of a contract more seriously right now -A seller who left work mid-day to handle her dog just to keep a last-minute showing -Why agents can't force a sale, no matter how much they wish they could -A reminder to extend some grace to sellers (and yourselves) in a genuinely hard market

Key quotes from this episode: "I wish I could force this. I wish I could make those people buy this house right now. But it doesn't fix the problem." - Alissa "A perfect metaphor for my business right now would be someone trying to stand up in a hammock." - Katy "Even a dumpster fire warms up something. Be the heat." - Katy "Whoever established the high road and how high it should be should be fired." - Katy "If you're not communicating with your sellers right now, they're going to fire you, and they will bash your name." - Alissa

Products, people, and previous episodes mentioned: -None specifically referenced this episode

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Katy is flying solo today since Alissa is out teaching a class, but this conversation was too good to push back, so this episode is all about how realtors can lower their taxes. Our guest is Amanda Han, a CPA by day and real estate investor by night, and co-founder of Keystone CPA, where she and her husband help real estate investors nationwide use real estate to legally reduce their tax bill.

Amanda breaks down the real difference between an LLC and an S-corp, and why the decision depends far more on your net profit (not your gross commissions) than most agents realize. She walks through the most common accounting mistakes agents make, why a separate business bank account is the single easiest fix for messy bookkeeping, and how payroll should be set strategically rather than based on what you need to live on month to month. We also get into the investor side of things: depreciation, why it's actually a requirement and not a choice, 1031 exchanges, self-directed retirement accounts you can use to buy real estate, and the difference between temporary and permanent tax savings.

By the end of this conversation, Amanda's goal is to convince every single realtor to become an investor themselves, and honestly, the numbers she shares make a pretty compelling case.

Here's what we cover in this episode: -Why the LLC versus S-corp decision depends on your net profit, not your gross commissions -A general income threshold where an S-corp starts to make financial sense -Why tax planning is a conversation with your CPA, not just filing last year's return -The number one accounting mistake realtors make, and the systems fix that solves it -Why a separate business bank account is the easiest way to stop co-mingling personal and business money -How strategic payroll works for realtors filing as an S-corp, and why it shouldn't match your living expenses -A workaround for agents unsure if they'll be profitable enough for an S-corp this year -Maximizing write-offs: home office, mileage, travel, business meals, and open house expenses -How rental real estate depreciation works, and why it's legally required, not optional -A catch-up option for investors who never took depreciation on a property they already own -1031 exchanges and how they let investors defer taxes while trading up into bigger properties -The concept of step-up basis and how it can eliminate taxes entirely for the next generation -The difference between temporary tax savings and permanent tax savings -Self-directed IRAs and 401(k)s, and how to use retirement funds to invest directly in real estate -How to tell if a "self-directed" account offered by your bank is actually self-directed

Key quotes from this episode: "You don't have to become an accountant and learn all of the tax law. What is the highest and best use of your time?" - Amanda Han "I don't care how much you're getting in commissions. I want to know how much is your profit after all of your expenses and write-offs." - Amanda Han "Depreciation is not a choice. It is actually a requirement." - Amanda Han "You can't retroactively assign income to an entity that didn't exist. So set up the LLC now, even if you're unsure." - Amanda Han "If you're a realtor, you already see the deals. You're walking past wealth-building opportunities every day." - Amanda Han

Products, people, and previous episodes mentioned: -Amanda Han, CPA and co-founder of Keystone CPA -Tax Strategies for the Savvy Real Estate Investor by Amanda Han and Matt MacFarland

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Eight months into the buyer brokerage agreement being in place, we're seeing a pretty sneaky trend, and this episode is our full breakdown of why buyer agents struggle to get paid. Agents are getting their BBA signed with their full fee in place, and then somewhere between contract and closing, the actual check they receive doesn't match what they said they'd charge. So where's the disconnect?

We think it comes down to the buyer consultation quietly dying out. In the beginning, when everyone was terrified of getting fined, buyer consultations were thorough, agents explained their fee clearly, and buyers signed knowing exactly what they were paying for. Eight months later, a lot of agents have slipped back into being a door opener, sending the form electronically just to check a compliance box, with no real conversation about money, value, or what the buyer actually needs to bring to closing. We compare this directly to the listing side, where agents have always had a real consultation, discussed their fee upfront, and rarely (if ever) cut it mid-transaction just because something got complicated.

We also get into the deeper mindset issue underneath all of this: entitlement versus earning. You're only entitled to full compensation if you're actually providing the full, professional experience that justifies it, from reviewing fees worksheets to guiding buyers through financing scenarios in real time. We close with a reminder that brokers should be training agents how to serve, not just how to charge more, and that the two are directly connected.

Here's what we cover in this episode: -The sneaky trend of agents getting a BBA signed and then quietly reducing their fee before closing -Why the listing side almost never sees a fee cut mid-transaction, and why buyer agreements shouldn't either -How buyer consultations started off strong right after the lawsuit and have since quietly disappeared -Why becoming a "door opener" again is the fastest way to struggle with getting paid -The three forms of money every buyer needs: down payment, lender costs, and agent costs -Why explaining the buyer cost sheet upfront prevents surprises and awkward conversations later -A real story about running loan scenarios live with a nervous buyer and adjusting the search in real time -The buyer brokerage agreement cover letter and how it walks buyers through what you actually do -Why cutting your fee once sets an expectation for every future referral from that client -The difference between entitlement and actually earning your compensation -Why brokers should be training agents on how to serve, not just how to charge more -Why buyer consultations should carry the same weight and structure as a listing appointment -Permission to feel nervous about the money conversation at first, and why it gets easier with repetition

Key quotes from this episode: "If you're not comfortable talking about money, you're going to struggle in this business." - Alissa "The key to confidently getting paid is knowing your value and communicating it clearly." - Alissa "Brokers shouldn't just train agents on getting paid more. They should train them on how to serve better." - Katy "If you don't feel like you're worth what you're charging, it's time to step up your service." - Alissa "You are only entitled to compensation if you earned it." - Alissa

Products, people, and previous episodes mentioned: -Episode 232: Buyer Brokerage How-To's -Buyer Brokerage Agreement Cover Letter, hustlehumblypodcast.com/bba -The Go-Giver (audiobook)

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We've been getting a lot of messages lately, so this episode is our honest, personal conversation on surviving realtor burnout, because the market is tough right now and we're both feeling it too. Anxious sellers, resistant buyers, and a whole lot of hard work without as much to show for it, it's a recipe for burnout, and we wanted to talk about it out loud instead of pretending everything is fine.

We share real messages from our Hustle Humbly Community, including a solo broker who hadn't taken a day off in five years and was standing right at the brink, and a friend who took a full week-long vacation without her phone at all, printing boarding passes and talking to strangers like it was 1995. We talk through why so much of our own burnout actually comes from our habits and communication patterns rather than the market itself, and why taking even a single afternoon off is a realistic first step toward eventually taking a real vacation.

We also get honest about when it's time to reevaluate a client relationship entirely, including a real story about setting a hard boundary with a difficult seller mid-transaction, and we close with two sweet, encouraging messages from our community that remind us none of us are struggling alone in this market.

Here's what we cover in this episode: -Why the market being tough for sellers doesn't mean you have to absorb all of their anxiety -The real difference between being busy, being productive, and actually getting paid -A story about a solo broker who hadn't taken a day off in five years and reached her breaking point -Why starting small, an afternoon off instead of a whole vacation, makes a real vacation feel possible later -A story about communicating a delayed listing launch instead of stressing to make an unnecessary deadline -Why poor communication is one of the biggest hidden drivers of realtor burnout -A friend's story of taking a full week-long vacation completely without her phone -Why being reachable all the time is often what burns us out more than the actual workload -A James Clear quote on letting thoughts pass through you instead of holding onto every one -Knowing when it's time to set a hard boundary or part ways with a difficult client -A real story about giving a difficult seller three options and setting a no-phone-calls boundary -Why the "market is tough, so I have to be tough" mindset only goes so far -A story about running real numbers with a nervous buyer and a lender to find her comfort zone -Two encouraging messages from Hustle Humbly Community members about resilience and moving forward

Key quotes from this episode: "The market is tough, so I have to be tough." - Katy "Most of our burnout isn't from clients, it's from our own habits." - Alissa "You only need one buyer. You can only sell your house one time." - Alissa "Taking a break isn't going to ruin your business. It might save it." - Katy "You don't have to drink the rain. You can let the thought pass and in a few moments the sun will return." - Alissa, quoting James Clear

Products, people, and previous episodes mentioned: -Episode 3: Mindset Meltdown -Episode 57: Take a Day Off -Episode 102: Vacations: A How To Guide -Hustle Humbly Community

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Do open houses actually work? It's been years since we've talked about them, and honestly we've had our own mindset ups and downs about it, so we're revisiting the topic with fresh, honest, in-the-trenches perspective. Sellers are getting antsy in this market, houses are sitting longer, and an open house is often the one thing a seller can actually see you doing for them.

We start by walking through our own evolution with open houses, from farming a specific area early in our careers to safety concerns that make us think twice every single time. We talk honestly about the real risk of being alone in a house with strangers, why the "creeps come at four," and the safety habits we've built in as a result, from parking so we can't get blocked in to keeping our keys in our pocket at all times. We also share our full seven-point open house prep checklist, the actual email templates we send to sellers and fellow agents, and a real-time case study from an open house Alissa held on a Saturday in a fairly remote listing, complete with what worked, what didn't, and a genius Sharpie hack from Jay.

If you've ever wondered whether open houses are worth the hassle, or just needed a reminder of how to actually prep for one, this episode has you covered from both the practical and the mindset side.

Here's what we cover in this episode: -Why open houses almost died out but have come back strong in this market -The real evolution of how our own approach to open houses has changed over the years -Why safety is genuinely the number one concern, more than wasted time -Real safety habits: how to park, keeping keys in your pocket, and knowing your exits -Why letting other agents or assistants hold your open houses can still work well, if they're prepared -Why studying the listing (even your own) before an open house always pays off -The full seven-point open house checklist: signs, MLS updates, paid ads, seller emails, and more -The exact email templates used to notify sellers and invite other agents to send buyers -Why posting in local Facebook groups and giving your seller shareable graphics helps turnout -A real story about a totally under-prepped open house that got zero visitors -A full real-time case study of a Saturday open house, including a genius packing-tape Sharpie hack -Why capturing content while you're there (photos, stories, walk-throughs) makes the time doubly worth it -Why an empty open house is still valuable feedback for your seller about price

Key quotes from this episode: "A lot of agents think open houses are just for buyers, but I got more listing leads from them than buyer leads." - Alissa "Safety is my number one concern. It's not about wasting my weekend, it's about being in a house alone with strangers." - Katy "If you don't prepare, don't be surprised when no one shows up. A little effort makes all the difference." - Alissa "An open house isn't just about selling a house, it's a chance to sharpen your skills, meet people, and grow your business." - Katy "I'm holding this house open because it has no showings. Do you want it?" - Alissa

Products, people, and previous episodes mentioned: -Episode 11: Open House Tips -Free Open House Agent Checklist, hustlehumblypodcast.com/openhouseprep -Email Templates 101

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Getting a house under contract is not the finish line, it's the beginning of an obstacle course, so this episode is all about how to keep deals from falling apart between contract and closing. So many agents and buyers alike think the agent's biggest value is finding the house, but the real work, and the real risk, happens in everything that comes after.

We're pulling from years of real transactions to walk through exactly how to catch problems before they become deal killers, from a buyer whose loan type wasn't even eligible for the house they offered on, to an agent who never told her buyer about a loan program that could have saved the deal. We break down the real red flags that signal a transaction is heading off track: poorly written offers, unresponsive lenders, missing title files, and appraisals that never get scheduled. We also share the exact emails and check-ins we use to stay proactive instead of reactive, because catching a deal-breaker on day one hurts a whole lot less than catching it on day thirty.

We close out with a full walkthrough of our contract-to-closing checklist, covering everything from due diligence and repairs to utilities, closing disclosures, and what buyers and sellers need to actually bring to the closing table, because the goal isn't just getting to the closing table, it's making sure everyone has a good experience once they're there.

Here's what we cover in this episode: -Why the real value of an agent lives in the contract-to-closing phase, not just finding the house -A real story about a buyer whose loan type wasn't eligible for the house they offered on -Why vetting the pre-approval letter and lender responsiveness matters before you ever write a contract -Why breaking a seller's heart on day one hurts less than breaking it on day thirty -A full list of red flags: poorly written offers, unresponsive lenders, missing title files, and unscheduled appraisals -Why you should always send the final accepted counter as the front page of the purchase agreement -How to keep buyers and sellers informed without letting them call you every single day -Why deposit checks, loan verification, and inspection deadlines all need active follow-up -Why utilities being turned off early can legally give a buyer an out -Collecting repair receipts and why a monetary allowance is often cleaner than DIY repairs -Why reviewing the Closing Disclosure and settlement statement ahead of time matters -A full contract-to-closing checklist breakdown, from pre-listing through post-closing -Why the post-closing experience is where repeat and referral business is actually built -What buyers and sellers need to bring to closing, from garage clickers to HOA keys

Key quotes from this episode: "You need me more from contract to close than you do to find a house." - Katy "The agents who struggle the most are reactive, not proactive. The best agents see potential problems before they happen." - Alissa "A bad lender can sink a deal before it even starts. Pay attention to how quickly they respond." - Alissa "It's better to catch a deal-breaker on day one than day thirty." - Katy "You can't assume anything in a real estate transaction. If you do, you're setting yourself up for failure." - Katy

Products, people, and previous episodes mentioned: -Episode 129: Being a Great Co-Op Agent -Episode 255: Client Management -Real Time App, therealtimeapp.com

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It's Katy's birthday, so naturally we're getting deep with a mindset episode: why are you growing your business? Not whether you should grow it, just why, because so many agents chase a bigger number, a team, or a brokerage without ever asking if that's actually what they want.

We start with an email from a listener who's using every lead gen platform available and wants more leads so she can eventually hire people to help her handle the leads, to split the cost of getting the leads. It's a loop that reminded us of the classic parable about the fisherman and the businessman, the one where the businessman spends his whole life building an empire just to end up back on a beach, fishing, taking naps, and enjoying his family, which the fisherman was already doing from day one. Alissa also shares why she never built a team, even after years of being heavily recruited, and why that decision came from staying true to what actually fulfills her, not from what "everyone else" was doing.

We also talk through your "enough number," a real framework for figuring out what you actually need to make versus what you think you should be chasing, plus a great list of questions for finding your real why, from what excites you to what feels effortless but keeps your curiosity alive. We close with real talk on comparison, why the loudest, most visible agents are often the ones with the thinnest profit margins, and a story about a friend who closed a successful store just to get more time with her kids before they left home.

Here's what we cover in this episode: -Why we're talking about your "why" instead of your number this year -A listener's email that revealed a growth loop: more leads to justify hiring help to handle more leads -The fisherman and the businessman parable, and what it teaches about chasing more -Alissa's story of never building a team, even after years of heavy recruitment -Why real estate's "invisible corporate ladder" isn't actually required for anyone -How to calculate your "enough number" and work backward from there -Why comparing gross volume without seeing expenses is never apples to apples -A real story about fact-checking a big commission claim and what the math actually showed -A list of questions to help you find your real why, from your values to your strengths -Alissa's honest answer on what actually fulfills her versus what looks impressive -A story about a local shop owner who closed a thriving second location to protect her time with her kids -Why the loudest, most visible agents are often carrying the highest expenses and thinnest margins -A real story from Alissa's CPA about how few expenses she actually has compared to other agents -Realtor award season and why chasing a plaque isn't the same as chasing your actual goals -Permission to define your own version of success instead of following someone else's ladder

Key quotes from this episode: "Before you set your next goal, ask yourself: does this move me toward the life I actually want?" - Alissa "Real estate doesn't have a corporate ladder, but we sure act like it does." - Katy "You obsessing over what someone else is doing isn't going to change your life at all, and should certainly not be your motivator." - Alissa "Your results are hiding in the work you're avoiding." - Katy "Don't look at them, look at you." - Alissa

Products, people, and previous episodes mentioned: -The One Thing by Gary Keller and Jay Papasan -Steven Worley, "Find Your Why" article

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A listener wrote in asking exactly the question that inspired this episode: I have buyers and sellers who sound promising but want to wait two or three months, how do I stay top of mind without being a pest? So this whole episode is our answer, how to keep clients from forgetting you, without feeling pushy, salesy, or like a stalker.

We start with the most important step before you even think of what to say: write your people down somewhere. Whether it's Trello, the notes app, or a spreadsheet, you'll be amazed how fast that list grows once you actually start capturing names, even the ones from a party who casually mentioned they'd like to buy a house one day. From there we break down the difference between your database, your email list, and your Trello pipeline, because knowing which list someone belongs on determines how and how often you reach out.

We also share real examples: subdivision report alerts that come to you first so you can add context before forwarding them, a six and a half minute video Alissa made in carpool line to keep three siblings on the same page about their mom's listing, snoozed emails that quietly requalify a pipeline lead, and the actual check-in emails Alissa sent her whole pipeline in January. We close with a reminder from a Chick-fil-A speaker that changed how Alissa thinks about client relationships for good: you don't have to be best friends with every client, you just have to be unforgettable.

Here's what we cover in this episode: -Why writing down every "maybe someday" name is step one of staying top of mind -The difference between your Trello pipeline, your database, and your email list, and who belongs where -Why setting neighborhood alerts to come to you first, not directly to the client, adds real relationship value -How to keep subdivision reports and MLS alerts from turning into 100 emails a day -Why every client should hear from you at least once a month in some form -Alissa's real, un-templated approach to email check-ins -A real story about discovering a client's old email address had gone dead for two years -A six and a half minute carpool video that kept three siblings updated on their mom's listing -Handwritten notes, small gifts, and buyer or seller guides as low-lift touchpoints -Why simple beats perfect when it comes to staying in touch -Snoozing and requalifying emails so pipeline leads don't slip through the cracks -The real check-in emails Alissa sends her buyer and seller pipeline every January -Why permission to not be everyone's best friend actually makes you a better realtor

Key quotes from this episode: "You don't have to be best friends with every client. You just have to provide a level of service that makes you unforgettable." - Alissa "If you don't follow up, you risk losing them to someone else. People don't know you're still selling real estate unless you remind them." - Katy "Stop judging yourself. It doesn't have to be perfect." - Katy "I want to be able to say, this just came up, keep an eye on it, rather than let an automatic email do that for me." - Alissa "Don't be a secret agent." - Katy

Products, people, and previous episodes mentioned: -Episode 166: Newsletter ideas episode -Trello (free task tracking tool) -Hustle Humbly Community

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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

Love it or hate it, this episode is all about how small talk can grow your business, and no, it's not just pointless chatter. Small talk is polite conversation about unimportant things by definition, but those brief, pleasant exchanges have actually been shown to boost happiness, mood, and overall well-being, which means every quick hello, compliment, or chat you have is genuinely an act of kindness.

We talk through why small talk matters most at the very beginning of a relationship, not at the closing table when trust is already built, and why open houses are the perfect low-pressure place to practice it, even (especially) on strangers who might just walk out the door. Alissa shares her real open house and sign call approach, plus the story of a hand-written note campaign to 100 women in a networking group that quietly built her database for years. We also share some genuinely funny conversation starters pulled straight from movies and TV, because sometimes small talk just needs a little humor to break the ice.

If small talk has ever felt awkward, forced, or beneath you, this episode is here to change your mind, and give you some real scripts to actually use.

Here's what we cover in this episode: -Why small talk is scientifically linked to better mood and well-being -Why small talk matters most when you're getting to know someone, not once trust is already built -Why open houses are the perfect low-pressure place to practice with strangers -How to make sign-in sheets and casual conversation feel natural instead of salesy -Why neighbors who stop by an open house are often the best conversations you'll have -Easy follow-up questions to ask neighbors and browsers at an open house -Why the real goal of a sign call is simply to get someone talking, not to book an appointment -Why the phrase "that sounds hard" is a surprisingly powerful conversation opener -Alissa's story of a handwritten note campaign to 100 women that built lasting relationships -Four simple small talk tips from Mel Robbins' book Let Them: be curious, smile, and do it without expectation -Why "the warmth you offer others always finds its way back to you" -Real call scripts for sign calls and open house conversations -Funny, memorable icebreakers pulled from movies and shows to use during showings

Key quotes from this episode: "Small talk is the foundation for trust. One conversation doesn't make a huge difference, but over time, those small exchanges add up." - Katy "Being warm and approachable is a skill. If you practice it, it becomes a way of life." - Katy, quoting Mel Robbins "If you go to a networking event but don't talk to anyone, you may as well have stayed home." - Alissa "People love to talk about themselves. Ask questions, be curious, and let them talk." - Alissa "The warmth you offer others always finds its way back to you." - Katy, quoting Mel Robbins

Products, people, and previous episodes mentioned: -Let Them by Mel Robbins -Past episodes on open house strategies and scripts

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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