From IT Pro to Top Realtor: How Emily Hayes Built a Team by Nurturing a Culture of Growth

Originally featured on the Built HOW Podcast, Season 4, Episode 21 — March 24, 2026

What does it take to walk away from a stable career in IT, dive headfirst into real estate, and build one of Salt Lake City's most successful teams — all while starting from scratch? For Emily Hayes, the answer comes down to three things: the right mindset, a strong network, and never being afraid to ask for the appointment.

In the latest episode of the Built HOW Podcast, host Lucas Sherraden sat down with Emily to unpack the journey behind her thriving real estate business. It's a story that will resonate with anyone who's ever taken a leap of faith in their career — and with any team leader trying to build something that actually lasts.

A Career Pivot That Changed Everything

Emily didn't grow up dreaming of real estate. She spent years working in IT before making the switch in 2015 — a decision that, by any measure, has paid off. But the path wasn't without its challenges. Starting in a commission-based industry with no built-in client base means building everything from the ground up, and Emily talks candidly about what that looked like in the early days.

Her story is a powerful reminder that transferable skills matter. The analytical thinking, problem-solving, and systems-oriented mindset she developed in IT translated seamlessly into the discipline required to succeed in real estate.

Building a Team: Starting with her Husband

One of the most compelling parts of Emily's journey is how her team started: with her husband, Todd. There's something both vulnerable and practical about going into business with your spouse, and Emily addresses this openly. It's not always easy, but it created a foundation of trust that she built on as the team grew.

From that starting point of two, Emily has grown her team to 15 agents — a genuine accomplishment in a competitive market. She shares the leadership philosophy that made that growth possible, including how she thinks about recruiting, accountability, and what it means to truly invest in the people around you.

The Power of Mindset

If there's a single through-line in Emily's story, it's mindset. She's not talking about toxic positivity or vague motivational platitudes — she's talking about the deliberate, daily work of showing up with the right perspective, especially when deals fall through and the market gets tough.

Real estate is a business full of rejection. Doors get closed, offers get denied, clients go cold. Emily's approach is to treat every setback as data rather than defeat, and to model that attitude for her team. When a leader is resilient, it gives their agents permission to be resilient too.

The Art of Asking for the Appointment

One of Emily's standout insights in the episode is something deceptively simple: you have to ask for the appointment. Not hint at it, not wait for the client to bring it up — actually ask.

This sounds obvious, but it's one of the most common places new (and even experienced) agents let business slip away. Emily talks about how she coaches her team to overcome the hesitation around direct asks, and why building that muscle is one of the highest-leverage skills in real estate sales.

Leadership Through Vulnerability

What sets Emily apart as a team leader isn't just her production numbers — it's her willingness to be human with her agents. She talks about the role of vulnerability in leadership: being honest about mistakes, sharing her own struggles, and creating a culture where people feel safe to take risks and admit when they don't have all the answers.

This kind of psychological safety is rare in competitive sales environments. Emily argues that it's not a soft nicety — it's a strategic advantage. Teams that trust each other outperform teams that don't. And trust is built through honesty, not just results.

Accountability as an Act of Care

Accountability is often framed as something a leader does to their team — enforcing numbers, checking in on pipelines, pushing for more. Emily reframes it as something you do for your team. Holding people accountable, she argues, is a form of respect. It says: I believe you're capable of more, and I'm not going to let you off the hook just because it's uncomfortable.

This philosophy shapes everything from her one-on-ones to her team meetings. The goal isn't compliance — it's growth. And that distinction makes all the difference in how agents respond to feedback and coaching.

Key Takeaways for Aspiring Agents and Team Leaders

Whether you're a solo agent trying to grow your business or a team lead looking to level up your culture, Emily's conversation on Built HOW is packed with practical wisdom. Here are the ideas worth taking with you:

• Mindset is a skill, not a trait. You can practice resilience, and it pays compound interest.
• Start where you are. Emily started with her husband and one client at a time. Scale comes from consistency, not from waiting until conditions are perfect.
• Ask for the appointment. Stop hinting. Be direct. The ask is the job.
• Vulnerability builds trust. The leader who admits their mistakes creates a team that learns from mistakes.
• Accountability is a gift. When you hold people to their potential, you're treating them with respect.

Listen to the Full Episode

Emily's full conversation with Lucas Sherraden is available now on the Built HOW Podcast, Season 4, Episode 21. You can find it on Apple Podcasts and wherever you listen to podcasts.

To connect with Emily directly or learn more about her team, visit emilyhayeshomes.com.

And if you're interested in attending a live or virtual Built HOW event, head to builthow.com to register.

Built HOW is part of the Win Make Give Podcast Network, dedicated to helping real estate professionals build businesses that matter.