Hustle Humbly Podcast

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219: Process Over Outcome, Trusting Your Real Estate Process in Any Market Oct 16, 2023

Show notes

Process Over Outcome

A newer agent asked Alissa if she was nervous about not selling her luxury listing. And honestly? That question unlocked this entire episode.

In a market where houses are sitting, sellers are anxious, and it's easy to spiral into outcome-obsessed thinking, Katy and Alissa are bringing it back to the one thing you can actually control: your process.

Whether you have nine listings or one buyer who might end up renting an apartment, how you show up for every single person — consistently, intentionally, and with your systems intact — is what builds a real estate business that lasts.

Here's what we cover in this episode:

- Why Alissa's luxury listing became a masterclass in focusing on the process, not the price tag - The neighborhood agent tour she hosted — and how it led to an unexpected new relationship and a showing on another listing - Why even meeting with a renter who probably won't buy is a good business decision — and how to follow up with intention for years - The condensed time audit: writing down what you actually did today and asking honestly if it serves your future business - Why "I posted on Facebook" is not the same as working - What today's activity has to do with your business two years from now - How Alissa checks in with sellers twice a week in a slow market — and why calling to just say hello is enough - The builder who referred a listing to Alissa — simply because she followed her systems during their transaction together - Why appraisers, home inspectors, and builders are all quietly watching how you operate - The agent friend who fought for her listing renewal — and why she deserved it - How to sit in the discomfort of a slow market without letting doubt erode your confidence - Katy's framework: showings with no offers = condition issue; no showings at all = price or market issue - Throw data at anxious sellers — not opinions - How your process has to evolve when the market changes: seller communication cadence, open houses, loan creativity - Future episodes to watch for: creative financing options, open house processes - Why every client — your sister, a stranger, a renter — deserves the exact same version of you

Toast of the week goes to Naomi Codark in Arlington, Texas, toasted by Aubrey Delay. Naomi shares the podcast every single Monday and was the mentor who helped Aubrey make it through her first year and a half in real estate. Cheers to Naomi!

Want to toast someone on the show? Send us a voice or video message with your name, who you are toasting, and why! Email it to team@hustlehumblypodcast.com.

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

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Agent Systems 101: http://agentsystems101.com

All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to Team@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

218: Real Estate Contingencies Explained Oct 09, 2023

Show notes

Navigating Contingent Contracts

Contingencies are back. If you got your license during the COVID market, you may have never dealt with one. If you've been around long enough to remember them, welcome back — it's time to brush up.

This episode is a nuts and bolts deep dive into what happens when a buyer has to sell their home before they can buy. Katy and Alissa walk through both sides of the table — listing agent and buyer's agent — with real stories, real mistakes, and real lessons that will save you from a very painful closing day surprise.

Fair warning: one of these stories ends with a lender confirming the buyers lied about their ability to remove their contingency. Alissa found out just in time. Barely.

Here's what we cover in this episode:

- What a contingency contract actually is — and what it is not (this is not about inspection or financing contingencies) - Why contingent offers are making a comeback in a shifted market - Episode 65: Buying and Selling at the Same Time — the companion episode to share with your clients - What to ask before you even present a contingent offer to your seller: is it listed, how long, what's the market activity, who's the lender - Why a house not yet on the market is usually a hard no — and the only conditions that might change that - How to counter a contingent offer as the listing agent: terms to put in writing and why - The 90-day contingency story: what happens when you extend too long, the buyers shop the market during inspections, and the house is still on the market - Why you should stop sending new listings to a buyer who is already under contract on a home - When you receive a better offer while under contingent contract — and what to do in the next 48 to 72 hours - The buyers who said they could remove their contingency — and couldn't - How Alissa caught it: by calling the lender directly (and why the buyer's agent never did) - Why you are babysitting two transactions when a buyer is contingent — and what that actually means - When can a contingency actually be removed? The answer might surprise you - Handling out-of-state contingencies: what to ask and who to trust - The contingency form in your market: pending vs. active, and what to counter - When both closings are happening the same day — and why they should be at the same title company - The right wording to put a hard stop on your contingency timeline without locking yourself in limbo

Referenced episodes:

- Episode 65: Buying and Selling at the Same Time

Toast of the week goes to Cat Dunn in Kalispell, Montana, toasted by her mentee Galena Vaynerchuk. Cat has offered the perfect balance of tough love and gentle encouragement — and kept Galena going in real estate from the very beginning. Cheers to Cat!

Want to toast someone on the show? Send us a voice or video message with your name, who you are toasting, and why! Email it to team@hustlehumblypodcast.com.

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217: Desperate for Deals: Agents on the Edge Oct 02, 2023

Show notes

Agents on Edge — Desperate for Deals

The market has shifted. Interest rates are high. Listings are sitting. Cancellations are happening on things that never should have gone under contract in the first place. And agents — a lot of them — are operating from a place of desperation.

This is the episode where we say: take a breath. Hold your systems. Make good choices.

Katy has been in real estate for 18 years and has never seen a 7% interest rate. Alissa is watching agents rush offers, skip due diligence, and make hasty decisions that are hurting their clients. And both of them have fresh, real, deeply frustrating stories to share.

Here's what we cover in this episode:

- Why desperation is the most dangerous place to run a real estate business from — and how clients can sense it - Why the COVID-era agent surge combined with a market shift is creating a perfect storm of bad behavior - The vacant land scam Katy got called on — and how she played it out to the end (for content, obviously) - Alissa's inherited property listing: the agent who sent the same offer twice, both times asking for a home warranty on a house with no toilets - The importance of calling the mortgage lender when an offer doesn't make sense - Katy's database teaching: stop blaming the sign when it's really just the market - Online leads vs. database leads — and why working strangers is exhausting your soul - Alissa's Bible study moment: how NOT to react when you find out someone used another agent - Agents going behind the sign — what it is, why it's unethical, and how to handle it - The investor/wholesaler who went directly to Alissa's seller, had a "title attorney" walk her through a script, and nearly convinced her to cancel her listing - What to do when your seller is entertaining an offer you can't advise on - Repair request stories: the buyer's agent who called screaming at 8am, and the deal that canceled anyway - The garage door story: being falsely accused of leaving a house unsecured, and how Alissa handled it - Why buyer's agent energy affects buyer mindset — and how agents torpedo their own deals - Education in a slow market: ARMs, recasts, HELOCs, and why knowing your financing options is your best competitive advantage - Why you should never burn bridges — even when a client uses their aunt's real estate license to buy a house

Referenced episodes:

- Episode 6 & 7: Carl Carter on Realtor Safety - Episode 161: Tanner from law enforcement on safety tips - Episode 216: Jen Stanbro on Realtor Safety - Episode 214: Buyer Brokerage Changes

Toast of the week goes to Jenna Yocum in northern Colorado, toasted by her twin sister Randy. Jenna got into real estate four years before Randy, gave her the courage to get her license, and together they run a two-person team. Cheers to Jenna!

Want to toast someone on the show? Send us a voice or video message with your name, who you are toasting, and why! Email it to team@hustlehumblypodcast.com.

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

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All Resources: http://hustlehumblypodcast.com

Submit your topic ideas and toasts to Team@HustleHumblyPodcast.com

216: Important Safety Stories & Tips for Realtors Sep 25, 2023

Show notes

Realtor Safety — A Conversation with Jen Stanbro

This one is important. We want you to listen to the whole thing.

Jen Stanbro is a broker and team leader out of Des Moines, Iowa who has been in real estate since 2006. She serves on the National Association of Realtors Safety Committee and on the board of the Beverly Carter Foundation. She came to this work the hard way — through the loss of a dear friend and fellow Realtor, Ashley Oakland, who was shot and killed while holding an open house in broad daylight on a Friday afternoon in 2010. Ashley's case remains unsolved.

If you listened to Episodes 6 and 7 when we had Carl Carter on the show — Beverly Carter's son — you know how deeply this issue hits our industry. Jen's episode is the companion to that one, and we'd encourage you to go back and listen if you haven't.

Jen is not here to scare you. She's here to prepare you. And she's spent over a decade turning her grief into a mission: making sure every Realtor comes home safe every single day.

Here's what we cover in this episode:

- Ashley Oakland's story — who she was, what happened, and why the case is still unsolved 13 years later - How the industry responded (and didn't) after Ashley's death — and what it revealed about our collective false sense of security - The NAR Realtor Safety Pledge and listing safety form — and exactly how Jen uses them with every single seller - Why Jen doesn't do open houses and how she communicates that to sellers at the listing appointment without losing the listing - Open house safety tips for agents who still hold them: positioning, exit awareness, parking, the "phone call excuse," and never walking behind a stranger - The ForWarn tool and how Jen uses it to vet every client — even referrals - How she handles buyer consultations with safety built in from the very first conversation - Vetting sellers before going to their home — and how to bring a partner without making it weird - Using Google Calendar and Google Contacts as free, practical safety and business tools - Why scarcity mindset is the enemy of safe practice — and how to hold each other accountable - How Jen connected with Carl Carter and joined the Beverly Carter Foundation - The three things she wants every Realtor to do right now to get started with safety

Resources mentioned in this episode:

- NAR Realtor Safety Toolkit: nar.realtor/safety - Beverly Carter Foundation: beverlycarterfoundation.org - ForWarn (background check tool — available through many local associations) - Episodes 6 & 7: Carl Carter on Realtor Safety

Toast of the week goes to Carl Carter of the Beverly Carter Foundation — and to Jen's team members Amy, Julie, and Taylor, who hold each other accountable every single day. Cheers to all of them.

Want to toast someone on the show? Send us a voice or video message with your name, who you are toasting, and why! Email it to team@hustlehumblypodcast.com.

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215: A Boutique Brokerage Marrying Real Estate and Design Sep 18, 2023

Show notes

Boutique Brokerage, Design Services, and Finding Your Niche with Brandi Salvador

We have been wanting to have this guest on for a long time. Every time Katy mentions her boutique brokerage or the staging and design work they do together, listeners ask: who is this broker? Can we meet her? Well, y'all — here she is.

Brandi Salvador is a real estate broker, interior designer, and the founder of Sotherly — a boutique brokerage in Baton Rouge, Louisiana where real estate and design live under one roof. She also happens to be Katy's broker. Her path to where she is today is one of the most entertaining and inspiring origin stories we've shared on this show, and it starts with managing a Planet Beach tanning salon at 18 years old.

Whether you're a Realtor thinking about adding design services to your business, considering opening your own brokerage, or just in need of a reminder that you don't have to follow a traditional path — this episode is going to light something up in you.

Here's what we cover in this episode:

- How Brandi went from managing a Planet Beach at 18 to buying it at 21 — with a loan, zero fear, and pure instinct - Her time at a title company, getting recruited to lead a buyer's team at Keller Williams, and how a builder referral sparked her design career - Why she was one of the first people in Baton Rouge to virtually stage a property - The personality assessment that told her she should be someone's personal assistant — and why that was the moment she knew it was time to leave - How a move to Lake Charles for her husband's job led her to get her broker's license (just to work in a different MLS market) - Why Sotherly was born in 2017 and what she always knew it would become - The structure of Sotherly today: agents, designers, and everyone in between - How she started her staging career by renting furniture for her brother's bachelor pad — and it sold at list price in five days - How design services and real estate feed each other: past clients become design clients, design clients become sellers - Adding design services to your business: start hourly, build a portfolio, and fill the gap that $250/hour interior designers won't touch - The paint guide she gives away for free and why she created it - How she grew her Instagram to 15,000+ followers by posting every single day for five years — and the dog video that went viral with 180,000 views - Why authenticity on social media attracts your ideal clients — and why copying someone else's content will attract the wrong people - How Katy ended up at Sotherly (Brandi Instagram-messaged her) - Being selective about who joins your brokerage — and why that is a feature, not a flaw - Where Brandi sees herself going: two side-by-side buildings, one for real estate and one for design

Toast of the week goes to Jennifer Henson, toasted by Brandi herself. Jennifer retired from Blue Cross after 20+ years and has joined Sotherly to help with design projects. Cheers to Jennifer!

Products, People & Previous Episodes Mentioned:

- Sotherly (Instagram: @sotherly_la) - Brandi's Free Paint Guide (link in show notes — ask Brandi via Instagram) - Episodes 51 & 52: Investing in Real Estate

Want to toast someone on the show? Send us a voice or video message with your name, who you are toasting, and why! Email it to team@hustlehumblypodcast.com.

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

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214: Buyer Brokerage: Preparing for Changes in The Real Estate Industry Sep 11, 2023

Show notes

Buyer Brokerage: Preparing for Changes in Real Estate

Don't be afraid. Be prepared. That is the entire point of this episode.

Katy spent more time researching this one than any episode we have ever recorded. She read article after article, dug into the legal filings, and came ready to break it all down. Alissa showed up having attended one too many sales meetings where the last 20 minutes sounded like "the sky is falling" — and is officially representing everyone who has heard about these lawsuits but hasn't quite gotten into the weeds yet.

If you've been hearing about the NAR commission lawsuits and nodding along like you understand it but secretly have no idea what's actually happening — this episode is for you. And if you've been ignoring it entirely, this is your official sign to stop.

Here's what we cover in this episode:

- What the Sitzer Burnett and Moehrl class action lawsuits actually are and who filed them - Why the Sherman Antitrust Act is at the center of all of this - The two NAR rules being challenged: the participation rule and the clear cooperation policy - The Department of Justice — how it got involved, what it settled, and why it came back - The jaw-dropping dollar amounts at stake: $1.3 billion, $13.7 billion, and potential treble damages - How many Realtors there are right now versus how many homes are listed (the number will shock you) - A walk through the Inman inaugural agent commissions survey — Alissa answers in real time and it's very relatable - Alissa's story of the buyer who ghosted her twice, came back a third time, and got hit with a buyer agreement cover letter — and what happened next - What a buyer brokerage agreement cover letter looks like and why it reads like a resume - Why the way you present a buyer agreement matters as much as having one - What you should be doing right now to prepare: your buyer presentation, your value proposition, your folder - Why listing agents have a head start and buyer's agent heavy businesses need to pay close attention - Katy's take on the free first showing and how to do a buyer presentation without forcing someone to your office first - Agent Systems 101 and how Katy's buyer folder is already set up for whatever comes next

Toast of the week goes to Jade Robinson in Pocatello, Idaho, toasted by fellow agent Kelly Chemick. Jade left a team to build her own solo business and is absolutely killing it. Cheers to Jade!

Want to toast someone on the show? Send us a voice or video message with your name, who you are toasting, and why! Email it to team@hustlehumblypodcast.com.

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

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Submit your topic ideas and toasts to Team@HustleHumblyPodcast.com

213: What Every Good AirBnB Needs Sep 04, 2023

Show notes

What Every Good Airbnb Needs

Fair warning: Alissa is recording this one with a little bit of what she calls "wine flu." She spent two full days on a Louisiana real estate committee reading the purchase agreement line by line, and the celebratory dinner afterwards got away from her just a little. She's fine. Katy brought the list and is going to do most of the talking.

If you own an Airbnb or short-term rental — or you've ever dreamed of owning one — this episode is for you. Katy went deep on a list from lodgify.com (vacation rental software out of Spain, which becomes very relevant by the end of the episode) covering everything a great Airbnb should have. And Alissa, as the real-life owner of a four-bedroom cabin in Gatlinburg, Tennessee that she purchased for $290,000 in January 2020, offers the perspective of someone who has actually dealt with guests putting Dawn dish soap in the dishwasher. Spoiler: it did not go well.

This is part practical checklist, part honest owner confession, and all entertaining.

Here's what we cover in this episode:

- The Netflix shows "Stay Here" and "World's Most Amazing Vacation Rentals" — must-watches if you're in the Airbnb world - Alissa's Gatlinburg cabin story — from bear-themed tchotchkes to a full renovation and what's still on the wish list - Why linens are the most stressful part of owning a short-term rental (and the quilt vs. luxury comforter debate) - The owner's closet — why you need a locked one and what to keep in it - Bathroom must-haves: full-size toiletries, hairdryers in every bathroom, mirrors everywhere, and a basket big enough to actually use - Katy's all-time favorite Airbnb in Paducah, Kentucky and why Jennifer is the host of all hosts - Kitchen essentials — and what guests will do to your dishwasher if you're not specific in the instructions - Outdoor amenities: rocking chairs, hot tubs, fire pits, and why a dead potted plant is worse than no plant at all - Accessibility features for disabled travelers - Family-friendly amenities and which ones guests will just bring themselves - Safety must-haves: fire extinguisher, carbon monoxide detector, smoke detectors, and a first aid kit - The welcome binder — why a list of local restaurants organized by dress code is pure genius - What happens when you raise your rates to slow bookings and guests just get needier instead - The instagrammable photo wall and the year-round Christmas tree with ornaments guests leave behind - Why Alissa found a single local cleaner instead of a big management company — and why it made all the difference

Toast of the week goes to Kristin Crockett in Virginia, toasted by her business partner Hannah. Kristin introduced Hannah to the Hustle Humbly email templates and together they built Raise the Bar Real Estate. Cheers to Kristin!

Want to toast someone on the show? Send us a voice or video message with your name, who you are toasting, and why! Email it to team@hustlehumblypodcast.com.

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212: Does Time Blocking Work for Real Estate? Aug 28, 2023

Show notes

Does Time Blocking Work for Real Estate?

You've been to the class. You've seen the color-coded calendar. You've heard someone very enthusiastically tell you exactly how many hours per week you need to block for lead gen, database outreach, and deep focused work. And then you went home and tried it. And then a client called. And then a kid got sick. And then you were behind on the thing you blocked off, which meant you felt like a failure, which meant you stopped doing it altogether.

Yeah. We've been there too.

This episode started with a listener email that honestly, we felt in our souls. She was trying to figure out how to build a real estate schedule that works, but was getting all kinds of rah-rah, color-coded, absolute advice that just wasn't clicking. She also asked a loaded question at the end of her email that Katy reads word for word — and y'all, it covers everything from grocery shopping to tween drama to holiday planning. It will make you feel very seen.

Here's what we cover in this episode:

- Why traditional time blocking often fails Realtors (and why it's not your fault) - The "floating block" approach — how to plan tasks without locking them to a specific time - Why Alissa keeps a lot of white space in her calendar on purpose - The power of the 10-minute window and how sprinkled productivity actually adds up - Episode 188: Task Frequency — the must-listen before you build your weekly plan - Episode 71: What to Do If You're New or Slow — for when you don't know what to be doing with your time - Why you need an office day — and how it acts like a second day off - Two days off as a non-negotiable (and why we're changing this one Realtor at a time) - The Friday shutdown and why a Saturday morning office hour might be your secret weapon - Mixing work and mom life without losing your mind - What "kin keeping" is and why it's quietly running most working moms ragged - Tips for integrating (not compartmentalizing) work and home life - Why lower standards might be the best advice we've ever given - Using your mom activities as networking opportunities - How to stop letting social media gurus make your schedule for you

Toast of the week goes to Susan Meander in Northwest Indiana, shared by agent Clark St. John. Susan went from teaching to full-time real estate and has been an incredible team leader and encourager. Cheers to Susan!

Want to toast someone on the show? Send us a voice or video message with your name, who you are toasting, and why! Email it to team@hustlehumblypodcast.com.

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

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Submit your topic ideas and toasts to Team@HustleHumblyPodcast.com

211: Ask Us Anything Aug 21, 2023

Show notes

Ask Us Anything: Getting Personal with Katy & Alissa

You asked, we answered. In this lighthearted and totally unscripted episode, we're putting down the real estate content and letting y'all peek behind the curtain. A listener reached out and asked if we'd answer some personal questions, so we did what any responsible podcast hosts would do — we opened it up to everyone and let the questions roll in.

Katy warned us at the top of the episode to go listen to something more useful. We're warning you too. And yet, here we are.

This is the episode where you finally figure out who's who, what we eat, what embarrasses us, how we met our husbands, and why Alissa once gave a man in a dumpster a ride in the bed of her pickup truck. (That's a sentence we never thought we'd type.)

Here's what we cover in this episode:

- Real Coke vs. Diet Coke and the COVID taste bud saga - Fries vs. tots (important stuff) - What we actually eat in a day — including Alissa's strong opinions on whipped cream - What we wanted to be when we grew up (spoiler: neither of us planned on real estate) - Our biggest real estate pet peeves — ghost agents and bad listing photos, we're looking at you - How Alissa ended up with a hole burned in her esophagus from a Mucinex tablet in college - Alissa's habit of picking up hitchhikers in her pickup truck and befriending folks near the dumpster behind where she worked - How we each met our husbands - The most embarrassing moment of Alissa's life — drunk Disney karaoke at an Episcopal church - Favorite childhood memories, vacation spots, and where we'd live if we could live anywhere - Where we see ourselves in 10 years (the answer is: on vacation) - Whether we plan on having more kids (nope and nope) - What makes us proud outside of real estate and family

Toast of the week goes to Dana Pray, shared by listener Julie Harmon from Charlotte, Michigan. Dana introduced Julie to the podcast and has been a lifesaver on all those long drives between closings. Cheers to Dana!

Want to toast someone on the show? Send us a voice or video message with your name, who you are toasting, and why! Email it to team@hustlehumblypodcast.com.

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

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210: Quick Routines for Quick Wins Aug 14, 2023

Show notes

Raise your hand if you've ever ended the day thinking… "What did I even accomplish?" 🙋‍♀️

This episode is your reminder that productivity doesn't come from doing MORE—it comes from doing small things consistently.

We're breaking down quick routines for quick wins and showing you how tiny, repeatable habits can completely change your efficiency, mindset, and even your income.

Because here's the truth: the agents who feel the most in control aren't doing everything… they're just doing the right things on repeat.

Here's what we cover:

- Why routines don't have to be long or complicated - The difference between being busy vs actually productive - How small habits create momentum in your day - Morning routines that take less than 5 minutes - Why affirmations and written goals can shift your mindset - Habit stacking (and how to use it throughout your day) - Simple home routines that reduce stress before work even starts - Why cleaning your space helps you focus better - The power of a "to-done" list instead of just a to-do list - How to use slow days without feeling guilty - Work routines that save time (listing prep, email templates, systems) - Why templates and systems create massive efficiency - How to build routines around new clients and follow-up - Using email snooze as a follow-up system - The importance of a weekly check-in or "office day" - Friday shutdown routines to protect your weekends - How routines improve your mindset—not just your productivity

*"If you find what works for you and turn it into a process that requires zero thought, you free your mind for more important things."* :contentReference[oaicite:0]{index=0}

You don't need a full life overhaul—you just need a few small routines that actually work for you.

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

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