podcast ·Jul 02, 2026

Episode 182 - Real Estate Sales Secrets | Sheila Howell

In Episode 182 of Call The Damn Leads, Drewbie Wilson sits down with real estate professional Sheila Howell to discuss a topic rarely talked about in sales—personal safety.

From meeting strangers in vacant homes to navigating unpredictable client behavior, Sheila shares a powerful story that highlights why awareness, preparation, and boundaries are critical in real estate.

Beyond safety, this episode dives into finding your niche, overcoming imposter syndrome, and building a business that aligns with who you truly are.

Key Takeaways

• Always prioritize safety when meeting new clients
• Use tools like Forewarn—but don't rely on them alone
• Trust your instincts (they're usually right)
• You don't have to serve everyone—find your niche
• Authenticity attracts the right clients
• Boundaries protect both your business and personal life
• Referrals and relationships are powerful growth drivers
• Success in sales is about sustainability, not just hustle

Connect with Sheila Howell

🌐 Website: https://realtorsheilahowell.com/sheila_howell
📩 Email: Sheila@RealtorSheilaHowell.com
📱 Social Media:

LinkedIn: https://www.linkedin.com/in/sheilahowell/

YouTube: https://www.youtube.com/@RealtorSheilaHowellRed1Realty

Facebook: https://www.facebook.com/RealtorSheilaHowell

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Call The Damn Leads

"By sales professionals, for sales professionals – Tales of your wildest sales stories and tactics to succeed in your sales career across various industries."

Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey.

Your weekly dose of:
• Wild Sales Stories – Real-life lessons from the field
• Proven Tactics – Strategies you can apply immediately
• Humor – Sales conversations without the fluff
• Expert Insights – From professionals across industries

Perfect for sales professionals, entrepreneurs, agency owners, and small business leaders looking to improve sales performance, marketing alignment, and long-term growth.

👉 Want to be a guest?
Submit your story here: https://callthedamnleads.com/pages/podcast

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More on this: Steven Lopez on beating call reluctance. New here? Start with what Call The Damn Leads is.

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Frequently Asked Questions

How should real estate agents handle personal safety with new clients?

Sheila meets strangers in empty houses for a living, and she tells a story that will make you rethink how casual you have gotten about it. Her rules are simple enough to actually follow. Verify who you are meeting before you go. Tools like Forewarn help, but do not lean on them alone. And trust your gut, because it is usually right and usually early.

Do you have to serve everyone to build a real estate business?

No, and Sheila says trying to is what keeps agents stuck. Find your niche. The clients who fit you refer people who also fit you, and that compounds quietly for years. Chasing every lead in your market gets you a calendar full of people you do not enjoy and a business you cannot sustain. Pick a lane and be genuinely good in it.

How do you get past imposter syndrome in sales?

Sheila's answer is that authenticity does the work for you. Stop performing a version of yourself you think buyers want, and the right clients recognise you while the wrong ones go elsewhere. That feels like losing business for about a quarter. Then the referrals start arriving from people who liked the real thing, and the whole business gets easier to run.

Why do boundaries matter as much as hustle?

Because a business that eats your life does not last long enough to pay you. Sheila built hers for sustainability rather than a sprint, which means saying no to certain showings, certain hours and certain clients. Boundaries protect the work and the person doing it. That is how you are still doing this in ten years instead of burning out in three.