Hustle Humbly Podcast

356: Mistakes New Realtors Make

We've all forgotten something at the worst possible moment. (Alissa forgot $150 worth of Mother's Day cakes at the bakery.) Forgetting a cake stings. Forgetting to check FHA loan requirements for a distressed property can cost your buyer over $1,000 they don't have. That's the difference between a personal mistake and a professional one, and that's exactly what we're digging into today. This episode is all about the mistakes new Realtors make, not the business setup kind, but the ones that happen in the middle of real transactions with real buyers and sellers. We received a message asking us to cover this, so here we are. Consider this your friendly but firm reminder that learning on the job at your clients' expense is not a plan. In this episode we cover: Not understanding pre-approval terms or being afraid to talk about money with clients Why leaving financing blanks on a purchase agreement is a serious problem The importance of knowing common loan types (FHA, VA, RD, conventional) and their requirements Not asking for help and winging transactions instead of going to your broker Why Facebook groups are not a substitute for your broker's guidance Letting buyers run the show during due diligence instead of setting expectations The "3 S's" framework: safety, structure, and systems for home inspection guidance HOA due diligence: what agents miss and why it matters more than ever Understanding occupancy and why you can't negotiate it after the fact Panic canceling instead of problem-solving during due diligence Saying yes to every client (and why that's hurting you, not helping you) Hiding behind texts and emails when the situation calls for a phone call Taking everything personally and what it costs you long term Real stories: the mold case, the missing refrigerator, and the agent who told his clients to sue him Key Quotes & Takeaways: "If you are not comfortable talking about money, you are not ready to have a client." Alissa "When an agent feels frustrated by something, instead of being frustrated at the client, they need to say: I guess I didn't explain that." Alissa "You don't need to be over there cleaning their house until 10 o'clock at night. You can't want to sell the house more than they do." Alissa "I can't count the number of people that didn't use me in my first five years that I have done so much business with in the last ten years, because I did not burn the bridge." Alissa "It's not okay to learn on the job at the expense of your buyers and sellers. You have to take this seriously." Katy Products, People & Previous Episodes Mentioned: Episode 355: Treating Your Business Like a Business (hustlehumblypodcast.com/355) Make Sure You're Sure Template (hustlehumblypodcast.com/makesure) Hustle Humbly Community (hustlehumblypodcast.com/membership) If you are a new agent, bookmark this one. If you know a new agent, send it to them today. Are you loving the podcast? Leave us a review! It means the world and helps other agents find the show. Leave a review: hustlehumblypodcast.com/itunes New to Hustle Humbly? Start here: hustlehumblypodcast.com/starthere Join the Hustle Humbly Community: hustlehumblypodcast.com/membership Get our free resources and templates: hustlehumblypodcast.com Email us: team@hustlehumblypodcast.com Follow us: Instagram: @hustlehumblypodcast Facebook: Hustle Humbly Podcast 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 Get your FREE Database Template: http://hustlehumblypodcast.com/starthere Email Templates 101: http://emailtemplates101.com All Resources: http://hustlehumblypodcast.com Submit your topic ideas and toasts to Team@HustleHumblyPodcast.com

Transcribe →

355: How to Treat Your Real Estate Business Like a Business

1w ago00:46:33Tap to summarize

You got your real estate license. But did you actually build a business, or did you just start collecting transactions? We get messages from y'all all the time, and so many of the problems you are writing about could be solved with one mindset shift: treat your business like a business. So this episode is your pep talk and your reality check, all in one. Real estate has a sneaky way of deceiving you into thinking you are working when you are really just busy. Nobody warns you in real estate school that you will be the marketing department, the admin department, the accounting department, AND the person running every appointment. Whether you are solo or on a team, all of that still lands on you. And we have lots of stories to bring this home. There is the put-together Realtor Alissa met at the nail salon who is leaving a team she loves, not on emotion, but because she finally tracked her numbers and it was time. There is Stacy, who slid a buyer rep cancellation across the table after offer number five. There is the friend group chat that taught Alissa why everyone, especially friends and family, needs the same consultation and the same rules. This is the episode where we give you permission to have rules, communicate them, track your numbers, and behave like the professional you already are. Here's what we cover in this episode: Why being busy in real estate is not the same as running a business Wearing all the hats: marketing, admin, accounting, and the actual job The nail salon Realtor who is leaving her team because of what her tracking revealed Why you have to know your ROI on every dollar you spend (postcards, leads, brokerage splits) Professionalism vs. being everyone's best friend, and where that line really is How to set communication rules (email vs. text) and actually enforce them Why the buyer and seller consultation matters even more with friends and family Treating every client the same: same consultation, same rules, same buyer rep agreement When a price point or location is not a good business decision, and how to refer out and collect a referral fee Working ON your business, not just IN it (taxes, LLC, CPA, a monthly admin day) Key Quotes & Takeaways: "Real estate has a way of deceiving you into thinking you're working." Katy "She's not making an emotional decision, she's basing it on facts and numbers." Katy "Businesses have rules and expectations of their customers. If you never tell your clients, how would they know what the rules are?" Katy "At what cost is your business running? Are you stepping over a dollar to pick up a penny?" Alissa "You are a business, but you aren't acting like a business just because you got your real estate license." Alissa Products, People & Previous Episodes Mentioned: -Episode 113: Be the Boss (hustlehumblypodcast.com/113) -Episode 198: Real Estate Side Hustles (hustlehumblypodcast.com/198) -Hustle Humbly Community (hustlehumblypodcast.com/membership) -Number Tracking freebie (hustlehumblypodcast.com/track) 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 Get your FREE Database Template: http://hustlehumblypodcast.com/starthere Email Templates 101: http://emailtemplates101.com All Resources: http://hustlehumblypodcast.com Submit your topic ideas and toasts to Team@HustleHumblyPodcast.com

Transcribe →

354: Taking Time Off as a Solo Agent

2w ago00:46:54Tap to summarize

Can a solo agent actually take a real vacation and come back to a business that's still intact? In this episode, I'm walking y'all through a real-time case study of taking time off as a solo agent. I just got back from a nine-day trip to Czech and Austria, and Katy is grilling me on every detail of how I prepped, who helped, what almost fell apart, and what I'd do differently next time. I share the honest truth about the weeks leading up to the trip, the colleague I paid to help me, the client who almost slipped through my fingers, and the in-flight Wi-Fi disaster that had me texting offer responses across the Atlantic. If you've ever wondered whether you can step away from your real estate business without the whole thing falling apart, this one's for you. In this episode we cover: - Why I started panicking a month before my trip and how I got my mindset back - How I picked the colleague who helped me and what I paid her for nine days - The coffee meeting that gave me peace of mind before I left - The client who almost ghosted me because I was going to be out of town - How I scheduled closings strategically so I wouldn't have to worry while away - The email system I taught my helper (and why she said it was amazing) - The phone calls I did and didn't take from Europe - Why FaceTiming the kids backfired and what worked instead - The plane Wi-Fi nightmare that turned my flight home into a stress test - Why I should have given myself more buffer days when I got back - The lender disaster I came home to and how my exhaustion actually helped Key quotes from the episode: - "You cannot put a price on peace of mind." - Alissa - "We are not emergency room doctors." - Alissa - "Don't save those trips for when you retire. We all know Realtors don't retire." - Katy - "You have a job so you can have a life. So you have to actually live the life." - Katy - "If I can go to Europe for nine days as a solo agent, so can you." - Alissa Products and episodes mentioned: - Episode 57: Taking a Day Off - Episode 102: Vacations, How-To Guide - Episode 331: Kim Lafleur's Vacation (phone left with the team) - Email Templates 101: http://emailtemplates101.com - Agent Systems 101: http://agentsystems101.com If this episode gave you a little nudge to actually plan that trip, we'd love a toast on the show. Submit your toasts and topic ideas to Team@HustleHumblyPodcast.com, and leave us a review at http://ratethispodcast.com/hustlehumbly. 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 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

Transcribe →

353: NAR's Campaign to Rebuild the Realtor Brand

3w ago00:43:39Tap to summarize

Have you ever wondered if anyone at NAR is actually paying attention to what's happening out here in the trenches? This one's for you. We recently had the opportunity to visit NAR headquarters in Chicago for their inaugural Creator Summit, and we walked away genuinely surprised. Not in a cynical way. In a good way. The visit was so eye-opening that we knew we had to bring one of the people behind the shift directly to you. In this episode, we sit down with Bennett Richardson, NAR's Chief Marketing and Communications Officer. Bennett came to NAR about nine months ago after more than 20 years working at the crossroads of tech, policy, and media — including big roles at Google and Politico. He was brought in as part of a leadership overhaul, and his entire focus is on strengthening the Realtor brand and rebuilding consumer trust. What struck us most about Bennett is that he is not a lifer from inside the real estate bubble. He came in with fresh eyes, asked hard questions, and immediately started listening. That energy comes through in every part of this conversation. We cover NAR's new ad campaign, how your dues are actually being put to work, and why Bennett believes that no Realtor should wake up thinking about NAR — but that a whole team of really smart people is waking up every day thinking about you. Here's what we cover in this episode: - Why NAR launched the Creator Summit and moved away from the "influencer" label - How Bennett noticed that NAR was never part of the real estate creator conversation and what he did about it - The shift from "no comment" to fully open communication with the press and the industry - What the 150,000-member survey and dozens of focus groups revealed about what Realtors actually want - The Netflix analogy: how NAR is working toward smarter, curated communication so your inbox doesn't get buried - The "More Than Opening Doors" campaign, how it works, and how individual agents can actually use it - What "Realtor Studio" is and how it will give agents free marketing templates and tools - How NAR cut their email volume in half and still saw the same engagement - What modernizing NAR actually looks like and why it always has to ladder back to helping members grow their business - Bennett's message to every Realtor about where NAR is headed Key Quotes & Takeaways: - "We issued zero no comment responses when the press asked us about what's going on at NAR. Open for business, open for conversations — that is the posture I want us to have moving forward." — Bennett Richardson - "It's very easy for big organizations, legacy institutions — and I think NAR did fall into this trap — where you think more about what we need to get out there, as opposed to what do our members need." — Bennett Richardson - "We want every member to feel that for every dollar you put in of dues, you're getting 2, 3, 4, $10 back." — Bennett Richardson - "We sent half as many emails as we had the prior year, but saw the same amount of engagement. All we lost was just clutter in people's inboxes." — Bennett Richardson - "No Realtor should wake up every day thinking about NAR, but there's a whole bunch of really smart people waking up every day thinking about you." — Bennett Richardson Products, People & Previous Episodes Mentioned: - Bennett Richardson, NAR Chief Marketing and Communications Officer - NAR Creator Summit (Chicago) - NAR's "More Than Opening Doors" consumer ad campaign - NAR Realtor Studio (in development) - resources.realtor (NAR campaign hub) - NAR Annual Conference, New Orleans, November 6-8 - Episode 300: Dr. Lawrence Yun on the Housing Market (hustlehumblypodcast.com/300) 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

Transcribe →

352: What to Do When Money is Tight in Real Estate

May 400:37:32Tap to summarize

Are you hanging on by a thread but not quite ready to call it quits? This episode is for you. We keep getting messages from agents who are struggling financially but who are not ready to throw in the towel. We get it. Real estate has a way of pulling you in, making you believe the next deal is right around the corner. But when money is actually tight, hope alone is not a business plan. We start with a real story about Erica, a Hustle Humbly Community member who moved from California to Texas knowing absolutely no one. Instead of white-knuckling real estate with zero network and zero income, she humbled herself, went back to restaurant management, built her people, learned the market, and saved money. Then she went back into real estate full time and now has a thriving business in Texas. That is not a failure story. That is a strategy. We also share Alissa's own experience from her early days bartending private events and the moment she ran into a high-budget buyer client while working one of those events. She lost the client. It stung. But the lesson has stuck ever since. This is not the episode where we tell you to quit. This is the one where we give you 15 practical things you can do TODAY to stabilize your business, bring in money, and protect your mindset while you ride out a tough market. Here's what we cover in this episode: Text 5 people you haven't talked to in a while — your next deal is probably hiding in a name you've been scrolling past Audit your business expenses and cancel anything that isn't earning its keep Consider a "people job" (restaurant, coffee shop, gym) to bring in income while staying connected Pick up gig work without shame — Door Dash, Instacart, TaskRabbit, Uber — whatever fits your schedule Sort your database by last contact and reach out to anyone you haven't spoken to in 90 days Host a free small event in the next 30 days to get yourself in front of people Know your real number — write down your actual monthly expenses and make a plan Stop hiding behind content creation and have real conversations with real people Ask a past client for a referral directly using our ready-to-use script Partner with a local business for cross promotion — lenders, inspectors, movers, boutiques Go host or attend an open house this weekend Revisit Episode 198 on real estate side hustles to find something that keeps you in the game Set a 90-day minimum viable goal and work backward from that number Find your people — surround yourself with agents who are positive, motivated, and solution-focused Remember: surviving a hard market is a credential Key Quotes & Takeaways: "Your next deal is probably hiding in a name you've been scrolling past." Katy "Action cures anxiety. Any action will do." James Clear via Katy "Being in a funk and surrounding yourself with other people in a funk is not going to help you." Alissa "This is a business. You have to think of it like a business, run it like a business, and look at your finances." Alissa "Surviving a hard market is a credential." Katy Products, People & Previous Episodes Mentioned: Episode 346: Desperate Agent Behavior (hustlehumblypodcast.com/346) Episode 271: Should You Renew Your Real Estate License? (hustlehumblypodcast.com/271) Episode 198: Real Estate Side Hustles (hustlehumblypodcast.com/198) Episode 40: Bare Necessities (hustlehumblypodcast.com/40) Hustle Humbly Community (hustlehumblypodcast.com/membership) Atomic Habits by James Clear 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

Transcribe →

351: Secret Agent Problems Killing Your Business

Apr 2700:50:42Tap to summarize

Are you a secret agent? No, not the cool James Bond kind. We are talking about the Realtor kind who hides behind postcards, online leads, and busy work instead of actually talking to real people. We keep getting messages from agents who are spending thousands of dollars on lead generation, farming, and marketing while avoiding the one thing that actually works: being visible. So we are revisiting this topic because clearly, y'all need to hear it again. We start with a really honest message from a listener who spent $6,500 on a lead generation program that produced zero leads. She has been in the business since 2018, does about $8 million a year, and she is the first to admit that fear made that decision for her. She did not want to put herself out there, so she threw money at a solution that did not require her to talk to real humans. We also share a story about an agent who is incredibly involved at her kids' school but will not tell anyone she is in real estate out of fear of being salesy. Whether you are an introvert, an extrovert, or somewhere in between, this episode is your permission slip to stop hiding and start showing up. We are breaking down the fears that keep agents invisible, sharing baby steps for shy agents, and giving you the mindset shift that changes everything: you are not being salesy, you are being of service. Here's what we cover in this episode: The real cost of being a "secret agent" in your own real estate business A listener's honest story about spending $6,500 on lead gen that produced zero leads The four biggest fears keeping agents hidden and how to move past them Why introverts can absolutely thrive in real estate The difference between going wide and going deep with your database Why people in your neighborhood are hiring other agents Salesy vs. service: the mindset shift that changes everything How to naturally tell people what you do without being "that" agent Baby steps for shy agents: update your bio, tell five people what you do, post one thing about real estate Why your hobbies, school involvement, and community events are your best lead gen A roofing company sponsor story that proves advertising your business is not embarrassing The one thing you can do this week to stop being a secret agent Key Quotes & Takeaways: "You can't sell houses without people." Alissa "The judgment is usually imaginary. People are not thinking about you as much as you think. They're thinking about themselves." Katy "When you tell people what you are, they believe you. So be careful what you say about yourself." Alissa "The important mindset shift is going from 'I'm annoying people' to 'I'm available to help.'" Katy Products, People & Previous Episodes Mentioned: Episode 346: Desperate Agents Do's and Don'ts (hustlehumblypodcast.com) Hustle Humbly Community (hustlehumblypodcast.com/membership) 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

Transcribe →

350: Mortgage and Realtor Myths and Misconceptions

Apr 2000:46:01Tap to summarize

Think you know everything about how mortgages work? What about what Realtors actually do all day? Think again! This is the final installment in our myths and misconceptions series, and we saved some good ones for last. We already tackled buyer myths and seller myths in previous episodes, and now we are wrapping it all up with the myths that surround lenders, loans, and agents. We are kicking things off with a story about two very different lenders and why the one sending automated text messages is actually winning. (Spoiler: it has nothing to do with buying lunch.) Then we are diving into the mortgage myths that trip up buyers AND agents, from the belief that all lenders offer the same loans to the dangers of trusting online mortgage calculators. On the agent side? We are busting wide open the idea that we "just open doors," that we are all the same, and that getting your license means you know what you are doing. (Ha!) Whether you are a buyer trying to understand the process or an agent who needs some backup for the next time someone questions your value, this one is for you. Here's what we cover in this episode: Why not all lenders offer the same loan programs and how to find the right one for your client The importance of talking to a lender BEFORE you are ready to buy Why the interest rate is not the only thing you should be shopping What "par rate" means and why you need to understand fee worksheets The truth about pre-approval and rate locks (they do not last forever!) Why online mortgage calculators can be wildly inaccurate Do not buy furniture, a car, or anything else while waiting to close Can you really switch lenders mid-transaction? (Please do not.) Whether getting pre-approved actually hurts your credit Real estate agents do way more than just open doors The seller does not ALWAYS pay the agent's commission anymore Agents do not get paid by their broker (no salary, no hourly wage) Why getting your license is just the beginning, not the finish line Agents are not available 24/7 (and should not be!) Key Quotes & Takeaways: "Be the voice for your people and educate them that there's rates and there's fees." Alissa "Anyone who knows the answers to everything immediately, you should be very leery of." Katy "We are not coming in to see if you can buy a house. We know you can't. We are coming in to see what three things you can do in the next 12 months to prepare." Alissa "However you are doing it, your client needs to understand how you are paid." Alissa Products, People & Previous Episodes Mentioned: Episode 345: Buyer Myths (hustlehumblypodcast.com) Episode 348: Seller Myths (hustlehumblypodcast.com) Episode 346: Desperate Agent Do's & Don'ts (hustlehumblypodcast.com) Seller Net Sheet + Buyer Cost Sheet (hustlehumblypodcast.com/netsheet) Hustle Humbly Community 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

Transcribe →

349: How to Price a Listing

Apr 1300:52:44Tap to summarize

Is there a magical number when it comes to pricing a listing? No, not really. But there IS a way to walk into every listing appointment confident, prepared, and ready to have a real conversation about price with your sellers. In this episode, we are finally tackling the how-to of pricing a listing. We have touched on it before, but today we are getting into the actual nuts and bolts of how we prep, what we bring, what we say, and how we guide sellers through one of the most important (and emotional) parts of the listing process. We are sharing the exact questions we ask on that first call, how we prep our CMAs, the talking points we lean on every single time, and the framework that has never failed us: price, location, and condition. We also dig into the pricing pyramid, the buyer pool conversation, and why the data has to drive every decision, even when sellers want a number that the data just does not support. Here's what we cover in this episode: The questions we ask on the very first seller call How we prep before walking into a listing appointment Why we never give a price before we see the house in person How to use the CMA summary as a collaborative tool with sellers Why price per square foot is a guide, not a rule The three components of every listing: price, location, and condition The pricing pyramid and how it impacts your buyer pool What to say when sellers want a number the data does not support How to handle the "how did you come up with this price?" question Why pending and active listings matter as much as solds How to set up neighborhood searches to keep sellers engaged before they list How to talk about price reductions before they happen The detective work that sets you apart from every other agent Key Quotes & Takeaways: "I am a data driven person. I come from a family of appraisers. I want the numbers to fit in a box." Alissa "I do not want you doing showings for 90 days. I want you to do it right for two weeks or less." Katy "When I list your house and another agent calls me to ask how I came up with that price, I need to be able to support it with data." Alissa "If we have no showings, it is the price. If we have lots of showings but no offers, it is the condition." Katy "There is no magic number. You have to do the work, and you have to be ready to adjust." Alissa Products, People & Previous Episodes Mentioned: Episode 97: How to Do a CMA (hustlehumblypodcast.com) Episode 144: Numbers to Know (hustlehumblypodcast.com) Episode 321: Pre-Listing Appraisal: Helpful or Hindering? (hustlehumblypodcast.com) Seller Net Sheet + Buyer Cost Sheet (hustlehumblypodcast.com/netsheet) Agent Systems 101 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 team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly

Transcribe →

348: Real Estate Seller Myths and Misconceptions

Apr 600:44:26Tap to summarize

This is the follow up to our buyer myths episode, and y'all, sellers have some misconceptions of their own that we need to talk about. We kick things off with a hilarious story about Alissa's seller who found the podcast, started listening to staging episodes while packing boxes, and voluntarily took down more decor than they even discussed. (If only every seller came with a built-in podcast habit, right?) This episode is a great one to share with your sellers, especially first timers who might need a little myth busting before they list. From Zestimates and spring selling to price reductions and open houses, we're breaking down the biggest home selling myths that trip up sellers and agents all the time. Plus, we're sharing our individual top three myths and some real stories from the trenches. Here's what we cover in this episode: The Zestimate: how accurate is it really, and what Zillow's own data says about their error rates Why spring isn't automatically the best time to sell (and when winter buyers can actually work in your favor) Breaking even on a sale doesn't mean you lost money Your house doesn't have to be perfect to sell, but it does need to be clean & priced right Why longer days on market doesn't always mean something is wrong with the house The neighbor comparison trap and how to handle sellers fixated on what the house next door sold for Why a price reduction is not a failure (and why sitting on the market for three years IS) The truth about open houses and what they actually accomplish Why buyers almost never prefer an allowance over the work being done The danger of rejecting your first offer Why your listing agent can't just "bring the buyer" Key Quotes & Takeaways: "If we had left that stinky carpet, they would not have been able to overlook the smell, and we would still be on the market." Alissa "Your first buyer is your buyer. They committed to putting it in writing and saying, I want to buy your house." Katy "This is the only person asking us to the dance right now. If you want to go to the dance, this is your opportunity." Alissa "A price change gives the message that you're not stuck." Katy "I'm not here to design your home. I am here to neutralize it to get the biggest buyer pool." Alissa Products, People & Previous Episodes Mentioned: Zillow Zestimate accuracy page (zillow.com/zestimate) Hustle Humbly Podcast episode categories (hustlehumblypodcast.com/categories) 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 team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly

Transcribe →

347: The Housing Shortage Explained

Mar 3000:38:38Tap to summarize

We finally did it. We sat down with the man behind the numbers AND we recorded it live at the NAR podcast studio in Chicago. If you've ever been at a dinner party, a showing, or a closing table and gotten hit with "so... how's the market?", this episode is for you. We got to chat with Dr. Lawrence Yun, Chief Economist at the National Association of Realtors, and y'all, we had SO many questions. We're the data nerds who cover the NAR Home Buyers and Sellers Profile Report every single year, so getting face time with the person behind all that research? It was kind of a big deal for us. Dr. Yun has been at NAR since 2000 and stepped into the Chief Economist role in 2008 right in the middle of the foreclosure crisis. He's testified before Congress, appeared on C-SPAN, and was recognized by the Wall Street Journal for having one of the closest forecasts for 2024. Basically, if there's someone you want breaking down housing market trends for Realtors, it's him. We cover a lot of ground in this one, from the housing shortage and what's actually being done about it, to the lock-in effect, affordability challenges for first-time buyers, capital gains tax reform, and what a "sweet spot" interest rate would even look like. Dr. Yun also shares something we weren't expecting, a really personal story about his family immigrating to the U.S. and how home ownership shaped his perspective on wealth and the American dream. Here's what we cover in this episode: Why the answer to "how's the market?" is always local — and how to explain that to clients The housing shortage by the numbers (hint: we're still millions of units short) Why the median age of first-time buyers hitting 40 is "the most depressing statistic" of last year The lock-in effect: who it really impacts and why it may be loosening Why 6% isn't actually a high rate historically but still feels impossible for today's buyers How home prices rising 50% since pre-COVID has changed the affordability conversation The capital gains tax exemption that hasn't been updated in 30 years (and why that matters for your sellers AND your investment properties) What the Housing for the 21st Century Act could actually do How investors releasing rental properties could help the first-time buyer shortage What we need to build annually to get out of the housing shortage Key Quotes & Takeaways: "Is it a good time to buy? That's not the right question. Do you want to build wealth over time or not?" Dr. Lawrence Yun "Your house was $60,000. Their rate is 6% AND the house is $400,000. It's not the same math." Alissa "Median age of the first-time buyer is now 40. That is the most depressing statistic of last year." Dr. Lawrence Yun "I had 24 showings and five offers in one day at $175K. The same week, a $500K listing could sit for 50 days. Same market. Totally different world." Katy "If you are listening to this podcast, you are already ahead." Dr. Lawrence Yun Products, People & Previous Episodes Mentioned: NAR Home Buyers and Sellers Profile Report(2025 in episode 338) NAR Affordability Index NAR Existing Home Sales Statistics Housing for the 21st Century Act (bipartisan housing legislation) Ability to Repay Act (post-2008 mortgage reform legislation) Blue Chip Council (economic forecasting panel) Wall Street Journal Forecasting Survey Joint Center for Housing Studies at Harvard University 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 team@hustlehumblypodcast.com. Leave us a review at http://ratethispodcast.com/hustlehumbly

Transcribe →

All episodes

356: Mistakes New Realtors Make

355: How to Treat Your Real Estate Business Like a Business

354: Taking Time Off as a Solo Agent

353: NAR's Campaign to Rebuild the Realtor Brand

352: What to Do When Money is Tight in Real Estate

351: Secret Agent Problems Killing Your Business

350: Mortgage and Realtor Myths and Misconceptions

349: How to Price a Listing

348: Real Estate Seller Myths and Misconceptions

347: The Housing Shortage Explained