Make Your Own Luck — Three Myths Debunked

Happy (belated) St. Patrick's Day. Katy and Alissa are not wearing green. They do have green plants. No one is being pinched.

This episode is about making your own luck — because in real estate, luck is just preparation meeting opportunity. The harder you work, the luckier you get. And today they're busting three of the biggest myths agents hide behind when things aren't going well.

This episode is also brought to you by the letter D. You'll understand shortly.

Here's what we cover in this episode:

MYTH 1: My office is small, so I can't get training or leads.

False. The resources available to any agent regardless of office size are limitless:
- NAR is offering the ABR class for free all of 2024 — normally $125+
- Classes at your board that you're already paying for
- Agent tours and caravan groups
- Board committees — show up as an individual, meet agents, find mentors
- Masterminds with agents from other offices (Katy was in one with 10-12 agents)
- Facebook groups — search what you need, don't read the rants
- Hold open houses for agents in your office or outside agents in neighborhoods you want to know
- The Hustle Humbly community group

MYTH 2: I just moved to a new area, so I don't have a sphere.

Also false. You're not moving to a place with no people. Try:
- The Who Do You Know list (hustlehumblypodcast.com/starthere)
- Volunteering — free, and you meet people immediately
- Church, book club, kids' sports
- Your spouse's workplace connections
- Meetup.com — hosting or joining local interest groups
- Social media as the new person with fresh eyes: you're more excited about the area than the locals
- Building a "things to do in [city]" Facebook group as the local expert while you're learning
- Christine Cooper's approach: build your audience as you discover your new market alongside them

MYTH 3: The market is bad. I can't sell anything.

Mindset. The affirmation that stuck with Katy from the 2008 crash: "My mindset, not the market, determines my success."

Someone is always moving. Here's where business is hiding even in a slow market — the nine DS:
1. Death (partner with estate attorneys, send market reports)
2. Divorce (partner with divorce attorneys)
3. Debt/Distress (people who can no longer afford their home)
4. Disability (can't manage the stairs anymore, need a different property)
5. Displacement (job transfer, natural disaster, forced move)
6. Downsizing (empty nesters moving to something smaller — who often buy something bigger, by the way)
7. Diamonds (getting engaged — two households to sell, one to buy)
8. Diapers (new baby, family change, elderly parent moving in)
9. Dogs (yes, COVID-era pet moves were real and they're still happening)

How to find these people:
- Watch your database for life milestones on social media
- Partner with divorce and estate attorneys
- Send market reports to HR departments of companies relocating employees (non-traditional RELO)
- Contact your local chamber of commerce to find which companies are bringing in employees
- Set up a booth at a bridal show if diamonds are your people
- Do the open house circuit consistently for three to six months before you judge if it's working
- Take a relocation packet to HR contacts when you spot a trend in your transactions

Bonus: Alissa's experience being the second listing agent — and how she makes her own luck by doing the staging work the first agent didn't do, repricing appropriately, and watching houses that had been on the market 100+ days finally sell

Quotes from the episode:
- "My mindset, not the market, determines my success."
- "Luck is an accident that happens to the competent." — Albert Greenfield
- "Luck is believing you're lucky." — Tennessee Williams
- "I believe luck is preparation meeting opportunity." — Oprah
- "Striving for success without hard work is like looking at dirt where you planted no seeds." — country wisdom
- "Opportunity is missed by most people because it is dressed in overalls and looks like hard work." — Thomas Edison
- "Excellence is being able to perform at a high level over and over again." — Jay Z

This episode is brought to you by the letter D.

Toast of the week from Kathy Sheets in Kansas, toasting her daughter Sunny — who is, apparently, kind of a big deal. Cheers to Sunny!

Want to toast someone on the show? Email team@hustlehumblypodcast.com.

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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