What Ankeny Sellers Get Wrong (And How Allison Hart Fixes It)
By Kyle Guldenpfennig | The Lofty Lender with #TallMoneyMan
If you're thinking about buying or selling a home in the Ankeny or Greater Des Moines area, this episode is one you don't want to miss. On this installment of The Lofty Lender, I sat down with Ankeny native and seasoned real estate agent Allison Hart for a wide-ranging conversation covering emotional intelligence in real estate, the truth about pre-listing renovations, and what the future of her growing business looks like.
Here's a breakdown of everything we covered — and why it matters to you as a buyer, seller, or anyone curious about the Central Iowa real estate market.
From Recruiting to Real Estate: Allison's Origin Story
Allison's path into real estate wasn't a straight line. After graduating from the University of Iowa, she built a career in sales and recruiting — until a chance connection with a realtor's wife changed everything.
"She said, 'Recruiting is really hard and high turnover. You should come start out as a buyer's agent,'" Allison recalled. That introduction launched what has become over a decade in the industry. She spent several years working with teams — first as a buyer's agent, then adding the listing side — before taking the leap to build her own independent business.
Her advice to anyone early in their real estate career? Learn from the best first. "When you're looking to scale and starting in an industry, you really want to try to learn from the best. And I feel pretty confident that I did that."
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Emotional Intelligence: The Skill No One Talks About (But Should)
One of the most compelling parts of our conversation was Allison's take on emotional intelligence and how it shapes every client interaction.
Real estate — especially buying or selling a home — is widely considered one of life's most stressful experiences. Allison approaches that reality head-on. She pays close attention to the moments when a client starts to "clam up" during a conversation, and rather than pushing through, she pauses and asks what's really going on.
"Sometimes it's not even about the transaction," she said. "They might have something going on in the background. But when you're able to bring that to the forefront, or just say, 'Hey, I know this can be really stressful — we're gonna get through it,' that's valuable to people."
This is also where professional maturity comes in. Early in her career, she admitted it was easy to take frustrated clients personally. Now, she keeps the bigger picture in mind — and says the closing table almost always proves her right. "You sit down with them and they're like, 'Oh my gosh, we're so grateful for you.' And that's when you really kind of realize it."
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Why Allison Always Attends Closings (And Why That Matters)
We had a great moment in the episode when I mentioned that many lenders — and even some agents — skip the closing entirely. Allison's response was telling: "It's bizarre to me that there's people who don't attend closings."
For Allison, showing up at the closing table isn't just professional courtesy. It's relationship-building at its finest — the chance to celebrate with clients at one of the most significant moments of their lives, outside of the usual business pressure. "You can just shoot the breeze with them and not be in a position where it is so business oriented. They're super excited. It's the fun part."
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The #1 Seller Mistake: Updating Before You Consult
This was the gold of the episode for anyone thinking about selling their home.
Allison's most important tip for sellers? Consult before you update. She's seen it time and time again at listing appointments: homeowners who replaced a furnace, remodeled a kitchen, or added a covered deck — convinced they'd recoup the cost in their sale price. The math rarely works out.
"If you're thinking you're going to move in the next one to three years and you have the option between a $300 repair or a full replacement, you're probably better off financially doing the repair," she said.
On kitchen remodels, she was even more direct: "Please, God, no. You're not going to get the money back out of it." The same logic applies to large deck projects — you might see a 50% ROI at best, and that's only if you'd enjoy it in the meantime.
Her other major piece of advice for sellers: don't go to market half-ready. Your best traffic and strongest offers come in the first two weeks. If you're planning to make repairs or improvements, do them before you list — not based on early showing feedback.
"Be locked and loaded and ready to go. Hit the market with everything done. Don't do the thing where you're like half ready."
She also shared a personal story about listing her own home — and how even she got so deep into the prep work that her husband had to pull her back. The takeaway: that's exactly what a great agent is there for.
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Growing a Business the Right Way: Allison's Approach to Scaling
When I asked Allison about where she sees her business in the next three to five years, she gave a refreshingly grounded answer. She currently has an agent who assists her from time to time and sees that relationship potentially growing — but only when the lead flow and systems can genuinely support it.
"I would really need to see continued growth and consistency in lead flow over time before making that next leap," she said.
Her business has also naturally shifted in recent years — now running closer to a 60/40 split favoring listings over buyer representation. While she's happy to help buyers, the listing side continues to grow. As for a specific niche? She's eyeing the move-up buyer market — people who are simultaneously selling their current home and purchasing their next one.
On goal-setting, Allison prefers transaction-based targets over volume numbers, and keeps a close eye on what systems need to evolve as her business grows. She's also paying close attention to AI and how it can be integrated into her workflow. "Figuring out how that can be leveraged in my business is a huge area of focus for me."
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Quick Picks: Getting to Know Allison
We wrapped up the main conversation with a rapid-fire this-or-that round. Here's a snapshot of who Allison Hart is off the clock:
- Lake house or city loft? Lake house — though a recent trip to New York City made it a closer call than expected.
- Coffee or tea? Coffee.
- Favorite book? The Ken Follett trilogy covering World War I, World War II, and the Civil Rights Movement — historical fiction at its best.
- Concerts or sports events? Sports events (or a small, intimate venue concert — think Turnpike Troubadours style, not Wells Fargo Arena).
- Favorite travel destination? Florida. She's a self-described "Florida girly" working on convincing her husband to get back to the beach.
- Small town or city life? Bustling city life — her husband keeps pushing for the country, but she loves the convenience of suburban living.
- Favorite music? A mix of country and classic rock — country day-to-day, but the Red Hot Chili Peppers hold a special place.
- Work from home or office? Home, all day every day.
- Adventure or relaxation travel? Relaxation — even on her packed New York City trip, she called a timeout for a two-hour European-style lunch just to recharge.
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How to Connect with Allison Hart
If you're in the market to buy or sell in the Ankeny, Des Moines, or surrounding Central Iowa area, Allison is the kind of agent who picks up her phone and genuinely prioritizes your outcome.
You can reach her directly by call or text at (515) 210-5198.
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Listen to the Full Episode
This conversation is packed with practical insights whether you're a first-time buyer, a move-up seller, or just curious about what the current Central Iowa real estate market looks like from someone working in it every day.
Search for The Lofty Lender with #TallMoneyMan wherever fine podcasts are downloaded — including Spotify, Apple Podcasts, and more. Subscribe so you never miss an episode, and follow us on Facebook, LinkedIn, Instagram, TikTok, and YouTube (@theloftylender) for clips, highlights, and homebuyer education content.
And as always — stay curious. We'll see you next week.
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Kyle Guldenpfennig is a mortgage lender with Midwest Family Lending and the host of The Lofty Lender Podcast, serving the Central Iowa and Nebraska markets.
