Episode 4: Interview with Melissa Hudson a 5x ICON Agent at eXp Realty

Melissa’s Start in Real Estate

Melissa’s story began during a challenging time in her life. As a single mother of two, she worked in state government for over 15 years but felt stuck behind a desk and struggled to make ends meet.

She took a leap of faith and entered real estate, fully aware of the risks associated with a commission-based income. Starting her journey at Keller Williams, she took on any business that came her way—leases, buyer inquiries, and even listings—knowing she needed every opportunity to stay afloat.

“If you’re an agent just starting out, don’t shy away from leases,” Melissa advises. Leases not only bring immediate income but also often lead to referrals and long-term relationships. Even now, she keeps leases in her business plan, proving they can be a valuable stepping stone to bigger deals.

After several years, Melissa realized she wanted more control over her income and career. She joined a team at Keller Williams, but the high split and demands led her to seek a better option.

Through a title representative, she was introduced to Gene Frederick, a prominent eXp Realty agent. After a single meeting, she was convinced. Gene laid out a clear financial comparison that showed Melissa how much more she could earn at eXp by doing the same work.

Joining eXp as agent number 681 out of a now much larger community, Melissa found the tools and support she needed to succeed. With access to the cutting-edge technology of eXp, including the CRM KV Core (a tool she was already familiar with), she could streamline her leads and grow her business more effectively.

In fact, KV Core became the backbone of her lead generation and management process, allowing her to build a healthy pipeline of leads through squeeze pages, targeted posts, and strategic follow-ups.

When Melissa moved to Manor, Texas, she saw an opportunity to dominate the local real estate market. Her strategy combined traditional farming techniques with modern marketing.

Melissa launched LiveInManor.com, a hyperlocal site that shared valuable statistics about the local housing market. She placed sign riders with the site’s URL at strategic spots throughout the town to attract attention.

“I wanted people to think, ‘Oh, the city made a website,’ when they visited LiveInManor.com,” Melissa explained. The site provided information like average home prices, recent sales, and local insights, which positioned her as the go-to agent in Manor.

All leads from this website funneled into her KV Core CRM, where she could automate follow-up campaigns and stay top-of-mind with potential clients.

Alongside her website, Melissa created Facebook groups, including Shadow Glenn Neighborhood News, where she could post about community events, news, and even run local contests.

By offering a pumpkin carving contest and back-to-school ads, she established a strong presence in her community. Her name became synonymous with local real estate expertise, so much so that people referred to her as “the pumpkin lady” for her engaging seasonal events.

“The goal was to get my name in front of people as much as possible,” she said. “Whether through mailers, community events, or social media, people began to see me as the go-to agent.” Her Facebook posts, flyers, and participation in local events made her an integral part of her target community.

Melissa’s path to Icon Agent status at eXp required a laser-focused approach to her business. By sticking to her core strategies—consistent follow-up, community involvement, and staying top-of-mind with leads—she reached the Icon level year after year.

The Icon Agent program rewards top producers by allowing them to earn back their cap in company stock, an incentive that motivates Melissa to continue excelling.

Despite challenging markets, Melissa stays adaptable, even using leases to maintain her production when buyer demand fluctuates. Her focus on relationship-building over time has transformed first-time homebuyers into repeat clients and referrals, creating a self-sustaining network that keeps her business thriving.

Melissa’s success as an individual agent and mentor led her to create the Texas HomeSold Group, a collaborative team focused on helping other agents excel in real estate.

Now, she’s partnered with Agent Growth Podcast host Jacob Sharman, bringing his 17 years of marketing expertise to the team. Together, they’re offering a unique approach to team structure, focusing on one-on-one mentorship, customized strategies, and resources to help agents thrive in both the Austin and Houston markets.

Key Takeaways from Melissa’s Journey

1. Embrace leases as part of your business, especially when you’re starting out. They can provide immediate cash flow and future referrals.
2. Leverage technology and automation through tools like KV Core to manage your leads effectively.
3. Build a local brand by engaging with your community. Sponsor events, create neighborhood pages, and provide valuable resources that establish you as a trusted expert.
4. Consistency is key to long-term success. Staying focused on your strategy will bring results, even in a challenging market.