💼 Keep Showing Up: Building a Real Estate Legacy with Hannah NeSmith

In this powerful episode of Real Estate Agent Life, broker/owner Hannah NeSmith joins Shane and Duane to unpack what it really takes to grow a thriving boutique brokerage, raise a family, and lead with resilience.

You’ll hear how she:

• Built her company from scratch in a brand-new state with zero connections
• Overcame self-doubt and found strength through discomfort
• Leads with honesty, service, and tough love
• Balances motherhood with high-level leadership—and makes no apologies for it

Whether you’re an agent, team leader, or just someone fighting imposter syndrome, this one’s for you.

🎧 Listen now and find out why “Keep Showing Up” is more than just a slogan—it’s a way of life.

🔗 Connect with Hannah:

🌐 ⁠hannahneesmith.com⁠

📞 (276) 639-1142

📧 hannah@matlock.com

👉 Know someone who should be on the podcast?

If you or someone you know has a powerful real estate story, breakthrough, or perspective that could inspire others—we’d love to hear from you. Reach out directly to Shane Kilby or Duane Murphy to be considered for a future episode.

📬 Apply to be a guest: ⁠https://forms.gle/bXAEZSU8V9KVCt249⁠

🎯 Need guidance in your real estate journey?

Whether you’re a brand-new licensee, a seasoned agent looking for a fresh spark, or just thinking about getting into the business—we’ve got you. Reach out and we’ll help connect you with some of the incredible leaders we’ve featured on the show, in markets across the U.S.

💡 And if one connection doesn’t feel like the right fit, no worries—we’ll help point you to someone who is.

📞 Contact Shane Kilby

📧 shane@brickdriven.com

📱 (256) 335-5340

📸 ⁠Instagram⁠ | ⁠Facebook⁠

📞 Contact Duane Murphy

📧 DuaneM@ExpertHomes.com

📱 (920) 810-7234

📸 ⁠Instagram⁠ |

🎙 Thank You for Tuning in to the R.E.A.L. Real Estate Agent Life Podcast!

We appreciate you joining us for another powerful episode where we dive deep into the world of real estate, mindset, and business growth. If you found value in this conversation, be sure to subscribe, leave a review, and share it with your network!

👉 Never Miss an Episode!

🎧 Listen on your favorite platform:

📍 Apple Podcasts: https://podcasts.apple.com/us/podcast/r-e-a-l-real-estate-agent-life-podcast/id1790088933

📍 Spotify: https://open.spotify.com/show/2LAAYbtPUqYJdTVl83hZXS?si=bf6691d7eccf4688

📍 YouTube: https://www.youtube.com/@R.E.A.L.RealEstateAgentLif-l6z

📲 Stay Connected & Join the Conversation!

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🔹 LinkedIn: https://www.linkedin.com/in/shanekilby/

💡 Want to be a guest on the show?...

Transcript

Duane Murphy (00:30)

welcome to another episode of Real Estate Agent Life. I am Duane Murphy and he is Shane Kilby. We have another amazing guest today. I love doing this radio voice by the way. This is awesome. I tell you what,

Shane Kilby (00:42)

Yeah, you have the face for radio by the way.

Duane Murphy (00:46)

We have an amazing guest. got to do a little intro before this roll and it's just been, I loved it. So Shane, who do we got today?

Shane Kilby (00:54)

Yeah, so we have an absolute amazing game changing broker leader, know, thought leader agent in the industry in Northwest, Northeast Alabama, North Alabama. This is none other than Ms. Hannah Neesmith. She is the broker owner of Matlock Realty Group. And she has been known for transforming from a boutique brokerage into a thriving enterprise.

She has what you I think you started that in what year I didn't get that year that you started that book. Yeah

Hannah Matlock NeSmith (01:26)

Matlock,

Matlock I started back in 2016.

Shane Kilby (01:30)

Okay, so 2016, so almost 10 years at that brokerage, creating that vision. She has a client-centric approach with well over 12 years in industry. emphasizes consistency and surrounding herself with knowledgeable professionals that like to drive success. And she's a big community. She has a lot of community engagement. She works beyond real estate. She's very passionate.

Duane Murphy (01:49)

You

Shane Kilby (01:55)

about mentoring, helping coach and develop agents. she's also, loves first time home buyers. She has served on some of the board of directors and the association as well, right?

Hannah Matlock NeSmith (02:04)

Yeah.

Yes, still currently a board of directors. Yeah, it's a lot.

Duane Murphy (02:07)

Well, bless your heart.

Shane Kilby (02:10)

You know, I think we've all been down that path at some point in time. You know, should join a committee. You should join a committee and serve and serve. So, Hannah, welcome to the show. We are blessed and humbled and glad that you're here. So, share with us a little bit of backstory. So, who's Hannah Naismith and how did you get into real estate?

Hannah Matlock NeSmith (02:13)

Yes, we have.

Duane Murphy (02:18)

Yeah, bless your

Hannah Matlock NeSmith (02:19)

Ugh, that's mine.

I'm excited to be here.

Well, I got into it on accident. Isn't that how all great stories start? It was an accident. No, we, my ex-husband and I bought our first home and we moved to a place where there wasn't much enterprise, much work. I have a degree in pre-law. So there was no, there was really no, for me to do. So I called my agent at the time and I said, Hey, I know you just started your own brokerage. Could I come be a secretary?

And she told me in the rudest voice, I'll never forget, no, you'll never be a secretary for me. And I was like, well, the audacity. She said, no, you're going to be a real estate agent. was like, that's cute. There's no way I can be a real estate agent. And so she said, if you'll do exactly what I tell you to do, not only will you be a great agent, but I'll make you number one. And I was like, that's pretty bold. Like I thought that was a very bold statement.

Shane Kilby (03:05)

You

Hannah Matlock NeSmith (03:22)

But she said, you promised to do exactly what I tell you. was like, I'll do it. I'll jump to the moon if it'll make me money. Like that, I mean, I'll go. And so I did. spent the year doing exactly as I was told. And I went to be one of the top 100 agents in the whole state. So, which was very hard to do. Cause remember it was an area where there wasn't much. So people buying and selling, you became very creative.

Shane Kilby (03:45)

So Annette, when you say there wasn't much, what was the age count population?

Hannah Matlock NeSmith (03:49)

We, we,

in the small town we lived in, there was probably about 4,000 people. it was coal mining town. It was right during the time where they were shutting down the mines. And so people were leaving or getting foreclosed on. It was right after the 2008 crisis, housing crisis. we didn't feel that because of the coal mines until I got my real estate license. So I kind of got to walk through that afterwards, which was really cool. And I, I like to say it probably made me a better agent.

Shane Kilby (04:10)

Cool.

Hannah Matlock NeSmith (04:17)

Honestly.

Shane Kilby (04:17)

Now, for listeners, when you hear an agent say that I came in as the market crumbled and it was pretty cool, I kind of enjoyed it. You know right there you need to lock in, sit down, focus on this episode because she's going to bring some gold. She's going to bring some gold. So let me ask you this. I actually started in 2006 and so I'll

Hannah Matlock NeSmith (04:31)

Yes.

Shane Kilby (04:40)

this thing called a market crash, didn't really know, because we were trying to build a business. But you've had some hurdles in there, but you've also had some milestones and some mile markers, and you continue to make big waves and accomplish great things. What would you say your greatest success in business has been thus far?

Hannah Matlock NeSmith (04:40)

You did? Yeah.

Duane Murphy (04:41)

Mm-hmm.

Hannah Matlock NeSmith (04:45)

That's right.

You know, this is not going to be the typical accolade that everybody wants to hear. My greatest success is being able to be available for my family. That is my greatest success. A lot of times people live for the job and I live for me, I live for the kids and my job allows me to do that. So that's going to be my biggest success as I can be a mom and super successful.

Duane Murphy (05:18)

I love it.

Shane Kilby (05:20)

So,

but wait, but wait, you're successful.

Hannah Matlock NeSmith (05:22)

Yes, they can exist. Absolutely, as they should exist, in my opinion.

Duane Murphy (05:24)

two wait that so that you can go ahead and hand

Shane Kilby (05:31)

Very, very good. And that's one of the many reasons that we had the vision for this type of podcast is for those, it could be buyer sellers, but a lot of individuals out there that thought about getting into the business or that are in the business, successful or struggling or anywhere in between is like, in this business is what, 90%, 85, 90 % female, right?

Hannah Matlock NeSmith (05:56)

Yeah,

yeah.

Shane Kilby (05:57)

I will all the other females around my organization will tell you like I think that the ladies are superheroes. just like, you know, children, spouses, you know.

Hannah Matlock NeSmith (06:07)

I'm not saying

this because I am a woman, but I've seen it from a leadership standpoint. You want something done, give it to a busy mom. I mean, I've seen it over and over and I'm not saying that because I am a busy mom. I'm just saying it's true. Women are multitaskers. They are very good at it.

Shane Kilby (06:23)

Yeah, I mean, because you're not multitaskers, you're miracle workers. You literally are miracle workers. There's food, there's shelter that's a home, right? Because hands down, you guys like.

Hannah Matlock NeSmith (06:27)

That's the magic.

Duane Murphy (06:28)

You're welcome.

Hannah Matlock NeSmith (06:35)

Yeah.

Duane Murphy (06:36)

I mean, I'd live in a tent

if, mean, and I'd be happy with it, but.

Hannah Matlock NeSmith (06:39)

So

would my husband, very happy and intent.

Shane Kilby (06:41)

Yep. Yeah.

Duane Murphy (06:42)

Right,

but that doesn't work for everybody else. So it's like, right? So there's one person that makes, right, that changes that. It makes it right into an actual home and not a tent.

Hannah Matlock NeSmith (06:45)

No.

Exactly.

Shane Kilby (06:53)

And the ability

to juggle all the things. So you know my business partner Courtney, when we started down that path, was at the forefront of her thought process is when we made this partnership that's been perfect, is that her number one priority was to be a mom and a spouse and a wife and then business and real estate, everything second.

Hannah Matlock NeSmith (07:07)

Yes.

Kudos

to you guys. I know I say that every time you guys message me, but you guys are doing it right and you should be very proud of what you're building. Very proud as your agent.

Shane Kilby (07:25)

Well, you know, it's like, you

know, we shared, know, John Chepalak's information. He gets free tags in here all the time. amazing. But he says it, and I know that he was taught that too. Done is better than perfect. like Courtney is so much more perfect than me, I'll take the done over perfect way farther than what she will because when it comes to content creation, like she's like, no, take 37. I'm like, I'm not taking two. Let's roll with it.

Hannah Matlock NeSmith (07:38)

Yes.

Shane Kilby (07:53)

But I watched her, this is how amazing she is. And you the same could just that mom mentality, like she's got twin girls and I don't care where we would be in a meeting in South Birmingham or CEs or whatever. And whatever the perfect time for her to leave the other side of the world to pick her children up at 2 p.m. on the dot at school, like I'd be like, yeah, and then poof.

Hannah Matlock NeSmith (08:03)

Yeah.

He's

out.

Shane Kilby (08:21)

I'm like, where Courtney goes? Like, I'm headed to get my girls at school, right? And so it just, and those are just many things. outside of business, and business like the organizational skills, the empathy, the compassion, know, that's, know, she and I, work a lot in that yin yang because it's kind like the mom, dad type deal. And I've never seen someone with the patience like that a woman has or most have.

Hannah Matlock NeSmith (08:25)

Right.

Thank you.

Shane Kilby (08:46)

that successful in this business and the one you know are like a sister as well like but then you're probably saying man like but when you cross that line When you cross that line, I'm just I'm just gonna be quiet ⁓

Duane Murphy (08:54)

Yeah.

I had the fortunate

ability to stay in an Airbnb with both of them a couple of weeks ago. And you talk about Ying and Yang together, but yet still Ying and Yang personalities. But it works, it's like everything. Let's see, looking at the business, looking at...

Hannah Matlock NeSmith (09:06)

awesome

Duane Murphy (09:16)

Matlock Realty, looking at all of your experience over all the years from right at the time where you made the market crash in your hometown market and brought in the great recession. And then to where you are today, what would you pinpoint as maybe your biggest success in business?

Hannah Matlock NeSmith (09:23)

made it for us.

probably in business, probably my, my most, I'm most proud of the fact that I started a company moving from a different state. had no real, I had a couple mentors, but no one who really gave me the Alabama way of doing it. So I had to read the laws. had to read the rules. I had to get to know, the commission very, very well. and so I think that's probably my biggest.

accomplishment that I'm proud of is that I came from a completely different state where we were disclosure to non-disclosure buyer beware and I came in to a small town where probably wasn't expected to make it and I keep showing up. So that's probably my biggest my biggest accomplishment that I am personally proud of.

Shane Kilby (10:13)

Keep showing up. That was gold. Now I'm making a mental note and jotting that down. Dwayne, how many times we have, how many rooms of big players, how many spaces are we in where it's like keep showing up? Keep showing up.

Hannah Matlock NeSmith (10:14)

Yeah.

Yeah.

I tell

my agents, you don't have to be the smartest, but you do have to be the hardest worker one. So keep showing up. Because those agents, those people, entrepreneurs, whatever business are going to be the winners.

Duane Murphy (10:37)

Yeah, we're now.

Shane Kilby (10:37)

You know, ⁓

I'm glad you mentioned that because, know, we work with, all of us on this call work with a lot of new agents. work with individuals who are transitioning from other careers into real estate. We work with agents that are super successful at high levels, but the vulnerability that it takes, and we've talked about this before we ever went, we ever started recording. You always want to,

Be sure to get in a room where you're uncomfortable, right? Get in those uncomfortable spaces. for new agents, like if you guys or gals listen to this, like listen to what she says. She said, keep showing up. Keep staying uncomfortable. Keep putting yourself in those rooms where you feel like everyone in the room is smarter than you, right? Don't, and then when you feel like you're the smartest one in the room,

Hannah Matlock NeSmith (11:03)

Yes. And that's hard. Yes.

Yes.

Shane Kilby (11:28)

level up to another room, right? Yes, yeah. what I mean, we've heard this ourselves, Dwayne, like, you know, oftentimes us as leaders, we may lose, you know, and lose is not a great word, and I've kind of matured through that, but we party ways or agents if it moved to other organizations or whatever. But as leaders, sometimes we have to ask ourselves, did they outgrow our leadership?

Hannah Matlock NeSmith (11:29)

Might be time to move. Yeah.

Duane Murphy (11:38)

and

Shane Kilby (11:53)

Did we raise our lid as John Maxwell would recall as he would refer to our lid of leadership? Did we hold ourselves to the wrong standard, right? Or did those people just move to a different season, right? We've heard this before too, like people are in our lives for a reason, a season or a lifetime. And that's it.

Hannah Matlock NeSmith (12:14)

Yeah, absolutely.

Shane Kilby (12:16)

And my wife is in lending and sometimes she gets frustrated. I'm like, babe, we're all on a bus.

Hannah Matlock NeSmith (12:21)

I can't imagine.

Shane Kilby (12:22)

We're going down the highway. they've gotten to their bus stop, they've enjoyed the ride. You've enjoyed the ride with them. Help them get their bags. Help them get onto the next bus. It's life. Just because you're going to this destination doesn't mean that they see that destination and they want that to be their destination too.

Hannah Matlock NeSmith (12:41)

Exactly.

Shane Kilby (12:41)

The household of a mortgage, you know, one point in time, you wanted to be in real estate. I'm like, nah, nah, just don't do that.

Hannah Matlock NeSmith (12:49)

My husband's

tried to talk me into letting him too and I'm like, have you heard what they say about me? ⁓

Shane Kilby (12:53)

You know,

works for us better from her being in the lending role because we've always been lead gen focused and lead gen and actually prospecting is something that most of the industry is not real familiar with, shockingly.

Hannah Matlock NeSmith (13:06)

Right?

I would agree.

Shane Kilby (13:15)

So we would chew up a lot of lenders because they would like throw some money. I don't want your money. I don't need your money. I need your blood sweat tears in here to convert these leads. I don't, you know, it'll do that. So that's how that might work. But it works out great because she, know, why she was, you know, she's passionate about lending the same reason that you're passionate about success in real estate in Courtney too, because she can be a mom. She misses nothing. She has, she had

Hannah Matlock NeSmith (13:27)

Absolutely.

Shane Kilby (13:42)

Honorable a b honor roll all year long. I'm so proud of my wife. She was fourth grade honor roll all year long her and my 10 year old daughter They shared that award but So, let me ask you this

Hannah Matlock NeSmith (13:50)

That's hilarious.

Shane Kilby (13:53)

With success comes the inevitable. It comes failure, And oftentimes in common sense, yeah, yeah, lessons. Yeah, we win or we learn. We win or we learn. And oftentimes in passing conversations, maybe it's not the right time or place, but typically professionals, say typically, likely, professionals don't like to talk about

Hannah Matlock NeSmith (13:55)

Hmm. Yes.

Duane Murphy (13:59)

not failure lessons.

Hannah Matlock NeSmith (14:02)

Yes, like that.

Shane Kilby (14:17)

the struggle, the strife, the hardships, the gaps in the middle, those lessons that Dwayne mentioned that we learned. What would you say your biggest failure or lesson you've had to go through in this profession, in this industry thus far?

Hannah Matlock NeSmith (14:30)

There, you know, there was a recent event in my professional life that it taught me that my biggest failure, my biggest mistake, which was, it's funny because you would think it was the issue that I'm describing, but it wasn't. It was the doubting my abilities before me thinking I wasn't able or equipped. And then once I sat in a room with others that showed me I was, it told me I made a mistake.

I made a huge mistake by doubting my own ability, not trusting myself. You know, I have a different look at mistakes. I feel like I've made a lot of mistakes. I've made the wrong moves. I've lost money. I've done all sorts of things. I've lost. Right? Yeah. And that's what I look at it as, because you know, how lucky are we?

Shane Kilby (15:08)

You just paid for a higher education. You just invested in a higher education.

Duane Murphy (15:11)

Bye.

Hannah Matlock NeSmith (15:16)

all of us that we get the opportunity to make a mistake. You know, there's a lot of people who go to work eight to five, they come home, there's, know, and their jobs are vitally important, but ours are creative, ours are thoughtful, ours are empathic to other people. How many people don't get to do that? I am very, very blessed. Not only did I get to have a lesson, but I got to come out from my lesson with a greater wealth than I ever would have without it, which was knowledge.

Duane Murphy (15:43)

Well, and here's the other thing that comes from those experiences, right? And comes from those decisions, whether it was the right decision, the wrong decision, whatever, right? A, you had the courage to make the decision to begin with. B, you had even more courage to then make another one, right? Even if the first one wasn't maybe the correct one or maybe wasn't what you thought it was, the other thing from

Hannah Matlock NeSmith (15:46)

Mm-hmm.

Yes.

Duane Murphy (16:07)

from all of that, right, is here's the other piece of it. At the end of the day, you're not gonna die with any regrets, right? I mean, you, right? And when I say that, right, it's the regret of the decision that you didn't make or the regret of the decision, well, should I have done this? Should I have done that? Well, guess what? You already went down those paths. You went down the path of, you know, do I, should I have done this? Guess what? You did.

Hannah Matlock NeSmith (16:26)

Yeah,

I did it. Okay.

Duane Murphy (16:32)

and you realize, no, that wasn't it.

And that's a phenomenal trait. That's an amazing trait, right? That you can go at the end of the day and go, you know what? I don't have to sit here and wonder what if, or should I have? Nope, did it, done it, made a decision, it worked, it didn't work, making another decision. You're already doing, yeah, you're doing more than 90 % of the rest of the world already just by making those decisions.

Hannah Matlock NeSmith (16:49)

Yes, but dang is it stressful sometimes.

Duane Murphy (16:58)

going down a path and then going, hey, you know what? Here's a fork. I'm going to pick one, right? Rather than just standing and not pick anything. And I kudos to you.

Hannah Matlock NeSmith (17:02)

Mm-hmm. I'm gonna listen.

Absolutely.

And I think too, it's important for our teams to see us make those hard decisions and also say, hold up, this direction isn't direction I thought we should go, follow me this way. I think especially I've had a lot of team members watching how I react to certain things that have come out and coming out even against me. And I keep, there's a part of me, there's always that piece of you that wants to be reactive.

And then you realize, maybe reactive isn't quite the right thing to be being more receptive. So it's also a blessing to let my team see what it's like to walk through this and that it's okay. You can walk with me. You can do this too.

Shane Kilby (17:42)

Absolutely.

Yeah, it's, Duane, we probably had this conversation and fireside chat more times than I can count, but it's, you know, every time you really seek and desire to go to that next level, you're always going to cross paths with that next level devil, right? That devil that's your path for that next level.

Hannah Matlock NeSmith (18:04)

Yes.

Shane Kilby (18:07)

And this is not a biblical statement or religious statement, but I do believe in the higher power. And I just believe wholeheartedly that there are obstacles placed in our paths when we seek this next level of success. We and everyone else in the world have talked the talk before and not backed it up. I believe that there are obstacles placed in our path.

to protect us or prepare us for that next level. If we bump our head and we're like, man, that hurt. That bloodied me up. I think I'm going to back up and just sit tight for a while. That's that seatbelt effect. That's that airbag, right? Airbag going to protect me. Yeah, but you have a bloody face. It's going to hurt. And then you come out bumps, bruises, scratches, airbag, seatbelt burns.

Hannah Matlock NeSmith (18:34)

Mm-hmm.

No.

Shane Kilby (18:53)

And I made it to that next level. Now I got a story to tell. your people, your tribe, your group, your organization, and even those, and here's the beautiful thing about it, not only your internal people watching, girl, you got folks on the outside looking going, I'm holding up. She don't know I want to be in her space, but I'm just, let me see how she navigates this.

Hannah Matlock NeSmith (18:55)

Mm-hmm. But I made it. Exactly.

Absolutely.

It's been very, very fascinating. I'm not going to lie. I've seen the good and the bad and I'm here for it. I can't wait to see what happens next.

Duane Murphy (19:23)

Yeah, kudos to removing some of that self doubt. We all face it from time to time, And I face it in my growth and with my businesses and organizations that I run, right? And sometimes you have that little bit of like, okay, like shoot, right? Yeah, right? And you have a little bit of that self doubt. And I think anybody who doesn't have that, I think is lying to a certain degree.

Shane Kilby (19:23)

Yeah.

Hannah Matlock NeSmith (19:40)

Am I good enough? Yes, yes.

Yeah,

Duane Murphy (19:49)

And so you get

Hannah Matlock NeSmith (19:49)

I do think.

Duane Murphy (19:50)

some of that and for you to be able to get into a position where you could remove some of that and go, you know what? No, I am right. It's the I am enough. Right. ⁓ Is a is a is a powerful mantra and statement. And even more so when you look in the mirror and believe it.

Hannah Matlock NeSmith (19:57)

Yeah.

Mm-hmm.

Mm-hmm.

Yes, absolutely. And like I said before, I'm truly grateful for that lesson because it showed me what could happen if I didn't have faith in myself.

Shane Kilby (20:15)

Yeah. And I, you know, I mean, it's, it's a running joke around, especially the leadership roles in this industry. know broker owner roles for sure. like, and everywhere you go to those, those small rooms with the big players are like, it seems to be the opening question is who in here today has thought about today or this week about just burning it to the ground and going to work at Home Depot or Lowe's next week. Not that that's bad job. My daughter works, she loves it.

Hannah Matlock NeSmith (20:36)

Hahaha

Shane Kilby (20:41)

you know, but burning the business to the ground, starting over when the sun comes up. Like everybody's like, ⁓ I it was just me.

Hannah Matlock NeSmith (20:46)

Yeah.

Duane Murphy (20:47)

mean, man,

McDonald's is paying like $24 an hour right now. And I'm like, wait, that'd be a pay increase. Like this might be all right.

Hannah Matlock NeSmith (20:48)

Right?

Right, right, this

might be okay.

Shane Kilby (20:55)

Yeah,

and Bucky's like, I'd probably take a pay cut at Bucky's. I love that place. I'm inspired by the marketing. Yes, yes, yes.

Duane Murphy (20:56)

That's it.

Hannah Matlock NeSmith (21:00)

Right? That's a great place. It is.

They really do have some ingenious marketing. Their marketing department is on point.

Shane Kilby (21:08)

Listen, my people think like this the funniest thing. They're completely mesmerized at the way my eyes light up in there. like, you have to take my, the way I see things, I started back five miles up to interstate and I don't see any fuel label brand. I don't see any fuel price, right? I get to the pump and it's 50 cents to a dollar cheaper than anywhere else. Okay. That tells me something.

Hannah Matlock NeSmith (21:26)

Just Bucky's.

Shane Kilby (21:34)

Then I go inside and every square inch of that place has a beaver on it. I'm like, wow. yeah.

Hannah Matlock NeSmith (21:40)

And people pay for it. People

pay to wear a beaver. You can't tell me that's not good marketing. It's beautiful listening.

Duane Murphy (21:45)

We, since we're going down this rabbit hole, I never knew what the hell

a Bucky's was. And, you know, and my good friend here, yeah.

Hannah Matlock NeSmith (21:53)

It was somebody's pet beaver. guarantee you they had a pet beaver named Bucky and now it's a franchise

that you can wear as a t-shirt and some socks.

Shane Kilby (22:00)

I've

got the story. I've got the Yep. Yes.

Duane Murphy (22:01)

And they make a billion dollars a year because

Hannah Matlock NeSmith (22:04)

Exactly.

Duane Murphy (22:05)

yeah. I got my first introduction to a Buc-Ease when I went down to Alabama and visited Shane and he had introduced me because we don't have them in Wisconsin.

Shane Kilby (22:11)

So his favorite.

Hannah Matlock NeSmith (22:14)

There's more

to Alabama than Buc-Ease, but Buc-Ease is new.

Duane Murphy (22:17)

I don't know, not according

to Shane, but, ⁓ we don't, we don't have one in Wisconsin. It finally just got approved for, I don't know. think they're putting in like 275 gas pumps. ⁓ and and it finally, it finally got approved and I think Wisconsin is going to have their first one sometime in 2026, but it's, it's, it's, it's yeah, it's pretty cool.

Shane Kilby (22:19)

Not much, not much.

Hannah Matlock NeSmith (22:27)

Yeah, that sounds right.

Shane Kilby (22:38)

Dwayne's

passion and the only food that he likes to eat is barbecue. So when they're in there screaming, what is it they scream? Chris.

Hannah Matlock NeSmith (22:43)

That's funny.

Is it fresh made or fresh?

No, seriously, when I first heard it, was like...

Shane Kilby (22:49)

Fresh brisket on the board. Yes, fresh brisket on the board. That's it. Cory says something else. My daughter is completely hysterical because it's not anything remotely close to what they're saying. But I was always intrigued with them because they don't sell on cheap. Do you guys sell on cheap? Do you make a living off discount commissions, discount brokerages?

Hannah Matlock NeSmith (23:08)

No.

No.

Shane Kilby (23:14)

Right? They don't promote cheap, but they have the best price fuel. When you get inside, it's another ball game. But when you look at the family story, they have a really good story. They're a small family based out of Texas that built that organization. And the Bucky, which doesn't make sense with the Beaver, is actually one of the family members. That was their nickname. So that's where that came from. Ask me how I know.

Hannah Matlock NeSmith (23:16)

No, they do not.

Yes.

bit.

Shane Kilby (23:39)

⁓ I'm a Bucky historian. I'm just waiting on them to go public. You'd laugh, but my children look for those shirts now because I buy them for everybody for Christmas because they're seasonal. have this Easter, Valentine, Fourth of July, like the list goes on and on. ⁓ But I'm a sucker for anything marketing anyway.

Hannah Matlock NeSmith (23:39)

You do love the key. yeah I know what he's been for Christmas.

Duane Murphy (23:40)

Someone's trying to get a sponsorship.

Hannah Matlock NeSmith (23:54)

⁓ man, there's space and all.

That's epic.

I too, it's a problem. I fuss in bad marketing. I won't wear it if it's bad marketing.

Shane Kilby (24:05)

Yes, it's more of an addiction for me.

That's a fact. That's a fact. What's the message? What's the meaning? So let me ask you this, So we all have role models, influential people in our lives or situations. Sometimes it's a relative, family member. Sometimes it's a

Hannah Matlock NeSmith (24:13)

drives my husband crazy.

Shane Kilby (24:28)

you know, a motivational speaker, know, someone, entertainer, athlete, whatever the case may be. In your life up until this point, who would you say would be the greatest influence in your life and business up until this point in time?

Hannah Matlock NeSmith (24:43)

Well, I'd be amiss if I didn't say my parents. They fundamentally gave me the work ethic, the wanting to do what was right even when it doesn't feel right. But in business, I do have a role model who I, she has always been kind of my female version of who I would like to see myself in 20 years, 30 years.

Um, she is someone when you, meet her, she is not someone you would expect to own thousands of properties. She is down to earth savvy. Um, in fact, there's been a couple of times where out her and I'll go back and forth negotiating on a property cause I always represent her and I'll say, I think you should take it. And she'll say, no baby, I don't think so. And I never argue with her because she's always right. I'm like, yes, ma'am, I was wrong.

And she's always right. I've seen her do it. I've seen her do it a hundred times. And I'm always thinking, I don't think she's right this time, but she is every time she is incredibly savvy. She lets you know her value set very, very quickly. and she does not put up with a lot of things and, she does it with the most grace. And I just, I think the world of her and professionally speaking, there is not a woman like her. Cause a lot of times.

Shane Kilby (25:59)

That's awesome.

Hannah Matlock NeSmith (26:00)

us women, give up some of our best traits to try to, sorry guys, but try to fit in with you guys. And it's terrible that we do that and I've, ⁓ no, it's not your fault. We do it, it ain't y'all.

Shane Kilby (26:06)

We apologize.

No, we let you down.

should not be trying to get in our space.

Hannah Matlock NeSmith (26:13)

But we, but as women, do that. And she's one of the first women I've ever met who unapologetically said, I'm a woman, I'm a mother, and I'm here to get things done. And I have always been in awe of her, her ability to do so with such grace and kindness, but yet firmness. It's impressive, but she'd kill me if I said her name. So

Duane Murphy (26:28)

Hmm.

Be

Shane Kilby (26:31)

gonna

Duane Murphy (26:31)

good, safe.

Shane Kilby (26:32)

be like, who is it, is it? But no, that's a...

Hannah Matlock NeSmith (26:34)

She is, listen,

she is someone everyone should know. But if I ever run into a problem, I could go sit at her feet and she'd give me the answers. She's pretty awesome. I think everyone needs one of those. Yes.

Shane Kilby (26:42)

Yeah, are good people. Those are good

people. think we all, if we don't have one or two of those people in our lives, we need to find those people in our lives.

Hannah Matlock NeSmith (26:53)

Let me

tell you one time, this is just her. And I told my assistant at the time what the story was. And she said, you took that? I said, from her, yes, I did. I don't take much from many people, but from her, she gets to say what she wants to say because she's earned that. But she told me one time, she saw a billboard of me, and she said, baby, you have too much makeup on in that photo.

Yes, ma'am. I went and got that thing fixed. I said, yes, ma'am.

Shane Kilby (27:14)

Hey, we gotta- we gotta redo that billboard.

That sounds like my is it my grandmother is my grandmother is like girl you put on some weight girl. I've heard him like

Hannah Matlock NeSmith (27:26)

But the way she said it was not, you look terrible. was a you want to be professional. I know your goals. I want to help you get there. So I'm going to tell you a hard truth that you may not want to hear. And I want to hear it because she's always right. So why would I not want to hear whatever she has to say? But my assistant thought that was hilarious because there was no one else that would have told Hannah.

Duane Murphy (27:47)

Well, and the greatest thing

is with people like that, right? When you have those people in your corner that have influence, they're not saying it to be mean or spiteful, right? They're saying it from a point of love, you know, and care, and they're just, right? You need to hear it, like you said, you needed to hear it, and she just said it, right? just, when Blake didn't think twice about it, just like, hey, like, you don't have to be that, because this is who you are.

Hannah Matlock NeSmith (27:52)

Yes.

No, Yes.

Yeah, you know,

I, whenever someone has something negative to say to you, I always look at why, what is their why? Is it, if their why is because they care about you, okay, let me hear it. If their why is to make a dig at me or to make themselves feel bigger, you can, you can keep that at home, you know? So, so her why has always been such the, for my betterment. So I listen.

Shane Kilby (28:30)

That's one of those nugget buttons. We need that bomb button, we need the something. That's golden.

Hannah Matlock NeSmith (28:32)

Yes.

Duane Murphy (28:37)

We're not giving

you a Bradley bomb button. Like every once in a while he figures out with a hand motion how to make balloons happen. Yeah. Yeah. It only works on his cause I like, no, it doesn't recognize. No, he only has it enabled on one side.

Hannah Matlock NeSmith (28:41)

There you go. There you go.

Shane Kilby (28:45)

Yeah, how did I do that? I think I did it with this. Let's see. There it is. I got hearts. I got hearts. Look at there.

Hannah Matlock NeSmith (28:54)

I don't know if I will do it.

Aww, that's sad.

That's so sad, we don't have that gift.

Shane Kilby (28:59)

Let's see. look at that. That's

beautiful. I didn't even know it. These are last week's balloons.

Duane Murphy (29:03)

If

we enable too many buttons on his side, we chase squirrels like this. Yeah, leave it at the hearts.

Hannah Matlock NeSmith (29:08)

Let's just leave it at the hearts.

Shane Kilby (29:11)

You know,

the, the, the statement on the why, like, I just want to hit that again, because if you are coming into this business or you've been in this business for a short period of time or a long period of time, or you're new into the business, rewind and listen to that statement she made again. When someone's trying to pour into you purpose and passion in,

really trying to help you grow and develop. You might not always like what they have to say, but you need to listen to what they have to say. And you don't need to react or respond. You need to process it and learn and grow from it. And always consider the source. And I would never take input or advice from someone I wouldn't swap places with.

Hannah Matlock NeSmith (29:40)

Mm-hmm.

Absolutely.

Shane Kilby (30:02)

at the drop of a hat. But if it's someone you deeply respect, then take that advice in criticism because it's hard to get. You guys will know this. We ask for it. And we all have folks that will give it to us, thank goodness. But when you don't get that, it's like, I heard it on another podcast or maybe a Zoom call. was the Dustin Runyon stuff, Duane.

And he said, emotional maturity, and this hit me just like a ton of bricks, emotional maturity is when you hunt and seek that feedback, that criticism. And it's emotional immaturity when you run from it, or you're combative, or you're defensive when someone has feedback for you.

Hannah Matlock NeSmith (30:35)

Yes.

I actually use this as a technique in my team to tell me where they are maturity wise in their growth as an agent. If I correct them and they run with it and they don't have a negative feedback, they know it's coming from care and I want them to do it well. I know they're going to be ready to take that next step of their business. Whenever they push back and they want to argue, it's like, okay, we're not quite there yet. then it's a different kind of growth. So I think that that's something even as an agent or a leader.

that that would be something important to kind of carry into your business, not just personally, you know.

Shane Kilby (31:18)

Absolutely, So Hannah, if you were looking back at the 2008 version, you know, or even beyond, or anyone coming into the business or considering coming into the business, what's a piece of advice that you wish the younger version, the newer version of Hannah, when she started, what would that piece of advice or input be?

Duane Murphy (31:20)

over.

Hannah Matlock NeSmith (31:41)

You know, I've thought about this one a lot. I was very blessed with my mentor who said, do what I tell you to do. And I was willing to listen and did it. So I would do that again. I mean, I think that I did the right thing. I think I would not have second guessed myself as, you know, as much as I have over the past decade. But that comes with learning for new agents coming into the business or if you've already been in the business and maybe you're feeling stale, I would.

make sure you're aligning yourself with a broker who's going to pour into you and going to be honest and have those hard conversations. And I would also make sure I would find someone doing better than me. And instead of sitting around talking about them, I would call them and say, can I help you for a week? Can I help you for a month for free? Can I come and follow you around and watch what you do so I can learn a piece of it? And if that person is a leader in any sense of the word, or they care about their business, they're going to say, absolutely, it's free help. Please come.

Like, and then do every single thing they say and your business will change. It will.

Shane Kilby (32:36)

That is absolutely perfect. Was it Steve that told us that same storyline? Steve Mernin, a good friend of ours and a mentor, a legacy legend with major companies in this industry. He started out in real estate 40 something years ago and he had that same conversation with the

Duane Murphy (32:46)

Yeah, Steve Murnin.

Legend in the industry

Shane Kilby (33:01)

broker and you know leader in that organization and it was like just I would just want to just You know shadow you I'd do whatever. Yeah, and the guy told him said Yes humble humble and hungry in the utmost fashion and and the guy told him the same thing He said he said if you do exactly what I tell you to do

Hannah Matlock NeSmith (33:09)

Yeah. Let me carry your bag. Whatever I can do. Yes.

Yes.

Yes.

Shane Kilby (33:24)

And it was brutal. You remember, if you come in early every day and you work late every day and you come in on Saturdays Sundays and you do exactly what I do, you're going to out-produce everybody in the market. And he did. He did. Absolutely. It's amazing how those stories connect and these people don't even know one another. So there has to be truth in that.

Hannah Matlock NeSmith (33:33)

Mm-hmm. Mm-hmm. Yep.

It's

very interesting to watch too, especially new agents, even agents who are in my brokerage. I love watching them and I like watching them. You can always tell who's following who. They don't know this, but you can, you can tell. And so I love watching it and I'll figure out who they've attached to and the other agent, they don't even know they've been attached to. And I'm like, go help that agent. They love you, they need it.

Shane Kilby (33:53)

Mm-hmm. yeah.

Yeah, yeah. It's the chemistry. Connect with that chemistry.

Hannah Matlock NeSmith (34:07)

It is.

I mean, we pay for education in college. We pay to take the test. Why not pay by giving it some time and actually build you a business like that? I mean, you're you're paying everybody else. Pay yourself. Invest in yourself. I can't scream that enough. And that's for anything you do in life. Anything. Invest in yourself.

Shane Kilby (34:23)

Always. Always.

I'm always amazed that there's agents in this business who will only take free CE the last 30 days. And then there are agents who are like, oh, could so much teach that CE. I had like 400 hours of continuing education in growth and development in the first six months after I renewed my license.

But it's it's interesting. They don't want to pay for it. They don't pay for it. It's amazing. It's amazing. That's okay

Hannah Matlock NeSmith (34:50)

No, no, I

know. And I try to push out CEs, you know, because there's some really great CEs that are interesting, not just the standard three hour, you know, but there's some really good CEs, especially as our market changes. If I was an agent, I am an agent, you're going to see me looking into those different CEs that teach strategy on market adaptions. there's just so many, the laws, all that kind of stuff. Do your CEs, don't do it for free.

Duane Murphy (35:16)

Yeah, I was always...

Hannah Matlock NeSmith (35:18)

Invest in yourself or use your brokerage.

Duane Murphy (35:20)

Yeah, I was, I was always made fun of because I was always the one is like, oh, okay. Well, we only, you know, back in the day, you know, we only needed like seven CEs, but there was like 14 available. Like I, pay and get all 14 and they'd be like, well, you only need to do seven. I'm like, yeah, but there's, there's always something, there's something there to learn, right? There's a nugget of knowledge somewhere that could help me in a situation of scenario, right. Or possibly pro tell my propel my business forward. It's like.

Shane Kilby (35:20)

You get what you pay for.

Hannah Matlock NeSmith (35:26)

Yeah.

Right.

Duane Murphy (35:48)

you know, just do all of them. It's like...

Hannah Matlock NeSmith (35:50)

It is hard, especially as owners, brokers, and agents to do all those things. So I try to go to the classes to surround myself with other agents, you know, because sometimes let's face it, we can get our own little corner. But I'm really bad about waiting until the end. Luckily, I do enough during the year that it's not bad, but I'm usually like you and I buy the whole course and take it all at the end, even though I have half of them, because it's like, huh.

Duane Murphy (35:56)

Mm-hmm.

Hahaha!

Yeah.

Shane Kilby (36:14)

Well, I think a part of that is just, you know, it's, I do, you know, I'm an instructor and I have CEs every year because every year, every other year Cs every, for instructor every other year is for agent. And I do not mean this in a negative light towards any instructor, any C, anyone who's written CEs for our industry. appreciate you. can do it without you, but I get the least amount of value from those. And that's just me personally, cause I'm focused on higher level.

Hannah Matlock NeSmith (36:25)

Yes.

Thank you.

Shane Kilby (36:43)

more challenging leadership type CEs that are thousands of dollars of investment. That's not an ego statement because that's over time, I've had to question myself and have these conversations. But I also observe who are in those rooms and go, okay, this isn't their first piece of success. This isn't their first rodeo. There's a reason they keep going to a more higher investment room. Even at this point in life,

Hannah Matlock NeSmith (36:44)

Yes.

Yes.

Mm-hmm.

Shane Kilby (37:09)

I still want to say expensive, know, more price tag bigger, you know, so.

Hannah Matlock NeSmith (37:11)

You can see that

you're investing in yourself and you're putting yourself in a place you wouldn't be sitting in. So I think it's a wise investment.

Shane Kilby (37:15)

Absolutely.

Duane Murphy (37:20)

Hannah, let's wrap up with this. I'm going to throw you a little off the script question.

Hannah Matlock NeSmith (37:20)

I think so.

Duane Murphy (37:26)

wave a magic wand and see a little bit into the future. Where do you see Matlock Realty Group?

Hannah Matlock NeSmith (37:32)

that's easy. Through my recent changes, I've learned that I am not a numbers girl. I am a quality girl. You're going to see a boutique brokerage in the truest form who gives custom services to their customized needs of their clients. I've really been a big, strong proponent of being a agent with agency.

I am going to continue offering that and teaching consumers the difference between what an agent should be doing, what an agent is doing, and we're worth the difference. That's where it'll be.

Shane Kilby (38:01)

Austin.

Duane Murphy (38:01)

I love it.

Shane Kilby (38:03)

And that ladies gentlemen that wasn't on the script it wasn't on the question that she had before schedule and she absolutely had one still traveling.

Hannah Matlock NeSmith (38:10)

That was a lot of thinking.

Duane Murphy (38:12)

I

threw a fastball right down the pipe and you just hit her out of the park. ⁓ And yeah, and I appreciate that because I mean, again, it's a true belief in what it is that you're doing ⁓ and from the heart and just right, just an honest to God truth and belief in what and what it is that you're doing, what you're building and what you're growing. And I tell you what, we can't wait to watch a little bit from the sidelines and

Shane Kilby (38:15)

She's in the grandstands.

Hannah Matlock NeSmith (38:22)

this.

Duane Murphy (38:37)

and from the outfield and watch what it is that you're doing on the field. Cause that's phenomenal.

Hannah Matlock NeSmith (38:37)

Thank you.

Hopefully it won't be too

interesting.

Shane Kilby (38:43)

And for those that are listening or watching this episode, like this is leaders pouring into leaders. This is leaders pouring into others. I'll honestly say that's what we see every episode is leaders pouring into others. You know, we've all made mistakes. None of us are perfect. Done is better than perfect. You know, and the same goes for you Hannah, like if we can help you with anything.

Duane Murphy (38:43)

Yes.

Hannah Matlock NeSmith (38:51)

You have someone.

Shane Kilby (39:08)

This is three different brokerages pouring into or to an outside brokerage is pouring into your success. Anything we can help you with. Hannah, definitely gonna be some folks that are going to want to connect with you after this episode airs and how would they do that? What's the best means possible to connect with Hannah?

Hannah Matlock NeSmith (39:13)

and

They can go to my website and schedule appointment there. That's hannahmesmith.com. then my phone number is 276-639-1142. And my email is hannahmatlock.com.

Shane Kilby (39:44)

Folks, you heard it here, we're gonna include those locations to find her in the show notes as well. If you missed that, we will include those in the show notes in the transcription. Mr. DeWayne, you wanna take us out?

Duane Murphy (39:58)

I always love this part. love the entire context of the podcast, but you know, was at the end here. At the end here, I was getting a chance to say, you know, don't forget to smash that subscribe button, right? If you like what you're hearing, share it with a friend, maybe somebody in the industry that, you know, find some value in what we bring and the guests that we bring to our podcast. It's a labor of love for sure.

Shane Kilby (40:01)

He loves the intro and outro. He gets so excited.

Duane Murphy (40:21)

We get to meet amazing people just like Hannah and from all over the US. So don't forget to give us five star if you love what you hear. It helps us move up in that little Google rhythm. So on the charts, right? That little Google rhythm. That's what we're going to call it today. And I tell you what, from everybody here at Real Estate Agent Life, thanks for tuning in to another episode. We'll be back soon.

Shane Kilby (40:33)

algorithm. Rhythm.

Hannah Matlock NeSmith (40:37)

rhythm. I like it.

Shane Kilby (40:46)

Peace.

Duane Murphy (40:47)

Peace!

Here is the transcript from Episode 26, Season 1 of Real Estate Agent Life Podcast with hosts Shane Kilby and Duane Murphy, and today our special guest was Hannah Neesmith. If you could take this transcription and create our titles and episode descriptions and all of the good viral details that need to go in there to get as much traction as possible, I'd greatly appreciate it as I'm getting ready to publish this episode right now.