Are you a secret agent? Not the James Bond kind. We are talking about the Realtor kind who hides behind postcards, online leads, and busy work instead of figuring out how to get real estate clients the old-fashioned way: by actually talking to people.
We get messages all the time from agents who are spending thousands of dollars trying to generate leads while avoiding the one thing that actually works: being visible. So in this episode, we are revisiting one of our favorite topics, because clearly, y’all need to hear it again.
We share a really honest message from a listener who spent $6,500 on a lead gen 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. Sound familiar?
The Fears That Keep You Hidden
If you are struggling to know how to get real estate clients, it might not be a strategy problem. It might be a fear problem. We walk through the biggest fears we see holding agents back: fear of judgment from friends and family, fear of looking desperate or too salesy, fear of putting yourself out there and hearing crickets, and fear of being “that person” on social media. Here is the thing though: the judgment is almost always imaginary. People are thinking about themselves, not about you. They are wondering how to fix their leaky roof, whether they need more space, or if they should finally sell. You just need to be floating around the perimeter saying things about real estate so they know you can help.
Introverts Can Thrive in Real Estate
We also tackle the introvert question head on, because being introverted does not mean you can not build a wildly successful real estate business. It just means you might do it differently. Where an extrovert might work the whole room at a party, an introvert can find one person standing by themselves and have a deep, meaningful conversation. That is just as powerful. Your vibe will attract your tribe, and sometimes going deep with fewer people produces better results than going wide with hundreds.
Salesy vs. Service
There is a huge difference between pushing a product and letting people know you are available to help. Good news: you do not even have a product to push. You are offering a service. Sharing your vendor list, mentioning you are in real estate at school pickup, posting a photo of a house you walked through… none of that is salesy. It is service. The mindset shift that changes everything is going from “I am annoying people” to “I am available to help.” If you do not tell them you are available, they will assume you are too busy, and they will hire someone else.
Baby Steps for Shy Agents
If you have been hiding, you do not have to overhaul your entire business overnight. Start small. Update your social media bio so it actually says you are in real estate. Tell five people this week what you do for a living (or even just two). Post one thing about real estate, even if it is just that you are listening to a podcast. When someone asks what you do, say it with confidence: “I’m a Realtor.” Practice saying it. Mean it. Because when you tell people what you are, they believe you.
The bottom line? You can not get clients if nobody knows you are a Realtor. People in your neighborhood are hiring other agents right now, not because those agents are better, but because those agents are visible. It is time to come out of hiding.
Here’s what we cover in this episode:
- The real cost of being a “secret agent” in your own 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
- Salesy vs. service: the mindset shift that changes everything
- Baby steps for shy agents who don’t know where to start
- Why your hobbies, school involvement, and community events are your best lead gen
- How to naturally tell people what you do without being “that” agent
- 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
- “Your vibe will attract your tribe.” – Alissa
Products, People & Previous Episodes Mentioned:
- Episode 346: Desperate Agents Do’s and Don’ts
- Hustle Humbly Community (hustlehumblypodcast.com/membership)
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Music:
Straight A’s by Connor Price
The Good Life by Summer Kennedy
Be The One by Matrika
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