How We Get Our Business: Real-Life Stories and Strategies

In this episode of Hustle Humbly, we’re breaking down how we get our business—no fluff, just real talk and actual stories. You’ve heard us say things like “join a group” or “host an open house,” but what does that really look like? Where does that lead actually come from? Today, we take you behind the curtain and share specific examples of the real moments and conversations that led to closed deals. If you’ve ever wondered how to connect the dots between effort and results, this episode is for you.

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The Power of Tracking and Relationships

We kick off with why tracking your lead sources is essential. From the very beginning of our real estate careers, we kept detailed records of where each client originated. Knowing how we get our business—whether through phone duty, referrals, online leads, or open houses—allows us to double down on what’s working. Without tracking, there’s no clear path to replicate success.

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From Phone Duty to Lifelong Clients

In the early days, phone duty was a goldmine. We share how answering the office phone turned into multiple closings, years of follow-up, and even clients who became friends. These leads didn’t come easy, but they paid off in big ways. We also share tips for converting cold leads into loyal clients through consistent, thoughtful follow-up.

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Open Houses That Spark Repeat Business

Open houses might feel hit or miss, but we’ve had people walk through the door and become not just clients, but long-term referral sources. From a single conversation, we’ve closed dozens of deals over time. We share how to use these events to build relationships—not just collect names on a sign-in sheet.

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Your Sphere Matters: Referrals and Repeat Clients

As your business grows, your database becomes more important than ever. We share stories about how one dinner party, a handwritten letter, or a thoughtful follow-up turned into a referral chain that lasted for years. You’ll hear about how social media, personal outreach, and simple thank-you notes resulted in closings—and why staying top of mind always pays off.

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Lessons From Online Leads and Paid Marketing

We also get real about online lead sources like Zillow and Dave Ramsey’s Endorsed Local Provider (ELP) program. From paying hundreds per lead to long-term follow-up strategies, we break down what worked, what didn’t, and how much time and effort those leads require. If you’re wondering whether to invest in leads, you’ll want to hear these cautionary tales and success stories.

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Consistency and Connection Always Win

No matter the strategy—whether it’s postcards, social media, or being present at your child’s school event—it’s about making real connections. People remember how you make them feel and whether you show up. This episode proves that how we get our business always comes down to building relationships and showing up consistently.

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Final Takeaway

You don’t need to try everything. But you do need to track what works and lean into it. Use this episode as inspiration to evaluate your own lead sources and to think about how you’re showing up in your community, with your clients, and online. That’s how we get our business—and how you’ll get yours, too.

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Want More Help?

Check out our Email Template Course for systems that help you convert leads, communicate like a pro, and stay consistent. See you next week!