https://www.spreaker.com/podcast/this-one-time-in-real-estate--6127584enCareersCopyright Mark Gellmanhttps://d3wo5wojvuv7l.cloudfront.net/t_rss_itunes_square_1400/images.spreaker.com/original/55f475165591439f7d7f66ce4250d297.jpghttps://www.spreaker.com/podcast/this-one-time-in-real-estate--6127584Fri, 31 Jul 2026 19:24:08 +0000Mark GellmanMark Gellmantheagentnation@gmail.comReal Estate Agents Mark Gellman and Sarah Scheu recall things they've learned over the years along with memorable events and people they've met along the way.trueepisodichttps://www.spreaker.com/episode/bridge-empower-elevate--73291339In this episode of This One Time in Real Estate, Kayla shares her journey through leadership, from getting started in the Young Professionals Network (YPN) at age 23 to serving on the National Advisory Board, and breaks down her presidential platform: B.E.E. (Bridge, Empower, Elevate).
Together, we explore the tangible ROI for REALTORS®, from policy wins and protected property rights to land banks and continuous education.
What You’ll Learn:

• ROI vs. A Bill: Why viewing association dues as an investment protects your business and changes how you value your board.
• The B.E.E. Platform: Breaking down the strategy to Bridge communities, Empower members, and Elevate industry transparency.
• Real-World Advocacy Wins: How local board advocacy directly impacts housing inventory, ADUs, and property rights.
• Education = Conversions: How continuous tech and contract training boosts agent confidence and conversion rates.
• Purposeful Leadership: Why stepping into association leadership is about guiding the next generation, not filling a resume.

]]>679481b4-bff3-4811-8a3c-3fa0c3c70630Fri, 31 Jul 2026 18:13:59 +0000Mark GellmanEver look at your annual real estate association dues statement and wonder, “Where is my money actually going?” In this episode of This One Time in Real Estate, Kayla shares her journey through leadership, from getting started in the Young...In this episode of This One Time in Real Estate, Kayla shares her journey through leadership, from getting started in the Young Professionals Network (YPN) at age 23 to serving on the National Advisory Board, and breaks down her presidential platform: B.E.E. (Bridge, Empower, Elevate).
Together, we explore the tangible ROI for REALTORS®, from policy wins and protected property rights to land banks and continuous education.
What You’ll Learn:

• ROI vs. A Bill: Why viewing association dues as an investment protects your business and changes how you value your board.
• The B.E.E. Platform: Breaking down the strategy to Bridge communities, Empower members, and Elevate industry transparency.
• Real-World Advocacy Wins: How local board advocacy directly impacts housing inventory, ADUs, and property rights.
• Education = Conversions: How continuous tech and contract training boosts agent confidence and conversion rates.
• Purposeful Leadership: Why stepping into association leadership is about guiding the next generation, not filling a resume.

]]>1151false378fullhttps://www.spreaker.com/episode/math-is-the-path--73154695In this episode, we break down how to stop chasing home runs, build your core team of local experts, and land your very first property with confidence.
In this episode, we cover:

• Hit Singles, Not Home Runs: Why starting small beats chasing massive, risky deals.
• The Condo Trap: Why rising HOA fees and insurance spikes make condos risky for beginners.
• Building Your Team: Why local bankers, not just standard mortgage brokers, are key to financing.
• The "Below-Market Rent" Trap: How to spot agent sales tactics and calculate true rehab ROI.
• Why Self-Manage First: How managing your first properties saves money and builds vital experience.
• House Hacking 101: How living in one unit of a duplex can slash your personal housing costs.
  

The cost of striking out in real estate far outweighs the benefit of hitting a home run. Strip away the emotion, focus on hitting singles, and let the numbers guide every decision.]]>d9c8fac5-87a0-4f3f-87d1-7cdf7906b8b8Fri, 24 Jul 2026 17:02:21 +0000Mark GellmanForget the social media hype about owning 100 units right out of the gate. Unlike buying a personal home, real estate investing isn't emotional; it’s strictly a numbers game. Keep it simple, strip away the noise, and remember: Math is the path. In...In this episode, we break down how to stop chasing home runs, build your core team of local experts, and land your very first property with confidence.
In this episode, we cover:

• Hit Singles, Not Home Runs: Why starting small beats chasing massive, risky deals.
• The Condo Trap: Why rising HOA fees and insurance spikes make condos risky for beginners.
• Building Your Team: Why local bankers, not just standard mortgage brokers, are key to financing.
• The "Below-Market Rent" Trap: How to spot agent sales tactics and calculate true rehab ROI.
• Why Self-Manage First: How managing your first properties saves money and builds vital experience.
• House Hacking 101: How living in one unit of a duplex can slash your personal housing costs.
  

The cost of striking out in real estate far outweighs the benefit of hitting a home run. Strip away the emotion, focus on hitting singles, and let the numbers guide every decision.]]>1248false377fullhttps://www.spreaker.com/episode/buy-what-you-know--73029158In this episode, we dive into what it truly means to invest heavily in what you know: your local community, your team, and your core audience. It’s easy to get caught up chasing thousands of random social media likes, but real success comes from knowing exactly who your people are and pouring value directly into them.
From profiling a hidden gem of a St. Louis coffee shop to dealing with internet trolls who tell you "no one cares," we break down why sticking to your mission and serving your people is the ultimate strategy for long-term impact.
What you'll learn:

• Hyper-Local Investing: Highlighting small businesses brings massive value to your community, even if it only impacts one person.
• Knowing Your Audience: It’s better to have a handful of hyper-engaged followers who trust you than thousands of strangers.
• Trolls vs. True Impact: When you know your worth and focus on adding value, online critics can't derail your momentum.
• Agent-Centric Leadership: Retain top talent by "buying into" your team’s success through marketing, exposure, and elite support.
• The Discipline of Consistency: Showing up Friday after Friday, even when you're slammed, is the ultimate investment in your listeners.

]]>1b78a998-b15a-4db1-af6d-c431884116f7Fri, 17 Jul 2026 13:30:00 +0000Mark GellmanIn real estate, the golden rule is buy what you know. But that rule doesn’t just apply to properties: it applies to your time, your energy, and your relationships. In this episode, we dive into what it truly means to invest heavily in what you know:...In this episode, we dive into what it truly means to invest heavily in what you know: your local community, your team, and your core audience. It’s easy to get caught up chasing thousands of random social media likes, but real success comes from knowing exactly who your people are and pouring value directly into them.
From profiling a hidden gem of a St. Louis coffee shop to dealing with internet trolls who tell you "no one cares," we break down why sticking to your mission and serving your people is the ultimate strategy for long-term impact.
What you'll learn:

• Hyper-Local Investing: Highlighting small businesses brings massive value to your community, even if it only impacts one person.
• Knowing Your Audience: It’s better to have a handful of hyper-engaged followers who trust you than thousands of strangers.
• Trolls vs. True Impact: When you know your worth and focus on adding value, online critics can't derail your momentum.
• Agent-Centric Leadership: Retain top talent by "buying into" your team’s success through marketing, exposure, and elite support.
• The Discipline of Consistency: Showing up Friday after Friday, even when you're slammed, is the ultimate investment in your listeners.

]]>770false376fullhttps://www.spreaker.com/episode/when-you-give-you-get-more-in-return--72915860In this episode, we dive into why you need to stop chasing vanity metrics and start chasing real, human impact. It's time to shift your focus to what really matters. When you focus on adding value to just one person, the returns are greater than you could ever imagine.
In this episode, you'll learn:

• The ROI of Generosity: Why lifting up local businesses and your community drives the deepest, most authentic engagement.
• Tuning Out the Noise: How to handle the online critics without letting them steal your drive to do good.
• The "Town Center" Perspective: A powerful reminder about empathy, social media filters, and being grateful for your own journey.
• Agent-Centric Leadership: Why giving your team members maximum exposure and branding value is the best way to retain top talent.

Too many people focus on the gratification and the impact they're having based on the wrong things. If you can just make an impact on one person, two people, five people, that’s all that matters. When you give, you get a lot in return.]]>60bab34b-7e9f-4afd-ae6b-b38b02e144a0Fri, 10 Jul 2026 13:30:00 +0000Mark GellmanIn a world obsessed with "what's in it for me," true success comes from turning the equation upside down. Whether you’re lifting up a local business, supporting your real estate team, or just showing up consistently for your audience, a give-first...In this episode, we dive into why you need to stop chasing vanity metrics and start chasing real, human impact. It's time to shift your focus to what really matters. When you focus on adding value to just one person, the returns are greater than you could ever imagine.
In this episode, you'll learn:

• The ROI of Generosity: Why lifting up local businesses and your community drives the deepest, most authentic engagement.
• Tuning Out the Noise: How to handle the online critics without letting them steal your drive to do good.
• The "Town Center" Perspective: A powerful reminder about empathy, social media filters, and being grateful for your own journey.
• Agent-Centric Leadership: Why giving your team members maximum exposure and branding value is the best way to retain top talent.

Too many people focus on the gratification and the impact they're having based on the wrong things. If you can just make an impact on one person, two people, five people, that’s all that matters. When you give, you get a lot in return.]]>669false375fullhttps://www.spreaker.com/episode/don-t-skip-the-hard-questions--72806536From interviewing potential agents to sitting with sellers, it’s easy to assume you know what the other person is thinking. But assumptions lead to missed objections, missed expectations, and ultimately missed opportunities.
We talk about why top performers take a non-traditional approach: asking direct questions about competing interviews, for-sale-by-owner considerations, and true motivations before moving forward. On the recruiting side, it’s about curiosity over pressure. On the listing side, it’s about uncovering objections before they surface too late.
The takeaway is simple: when you stop skipping the hard questions and start leading with curiosity, your clarity improves, your objections get easier to handle, and your conversions go up.]]>757a783d-e472-4034-b1dd-28e09fab2b59Fri, 03 Jul 2026 13:30:00 +0000Mark GellmanIn this episode, we break down why the most successful agents and team leaders don’t rush to “yes." They slow down and lean into the hard questions that others avoid. From interviewing potential agents to sitting with sellers, it’s easy to assume you...From interviewing potential agents to sitting with sellers, it’s easy to assume you know what the other person is thinking. But assumptions lead to missed objections, missed expectations, and ultimately missed opportunities.
We talk about why top performers take a non-traditional approach: asking direct questions about competing interviews, for-sale-by-owner considerations, and true motivations before moving forward. On the recruiting side, it’s about curiosity over pressure. On the listing side, it’s about uncovering objections before they surface too late.
The takeaway is simple: when you stop skipping the hard questions and start leading with curiosity, your clarity improves, your objections get easier to handle, and your conversions go up.]]>484false374fullhttps://www.spreaker.com/episode/half-the-year-is-gone-now-what--72707963Whether you’re crushing your goals or feeling burnt out and left behind by the first half of the year, this is your wake-up call to take action and get back to the fundamentals.
In this episode, we break down:

• The Pipeline Reality Check: Why the actions you take right now are directly building your January and February 2027 business.

• Lessons from Jon Cheplak: Embracing the willingness to take losses, checking your ego at the door, and mastering the mundane.
• The "Body Cam" Test: A hard, honest question about how you honor your time away from your family.
• The Failure of the "Hope Method": Why real estate isn't college; you cannot cram for a relationship-driven business.

Stop looking at what everyone else is "crushing" on social media. Put your head down, refine your cadence, and get into action. Today is the tomorrow you talked about yesterday. What are you going to do about it?]]>d30a26f1-b63e-4f01-b692-4c6eff5e3988Fri, 26 Jun 2026 20:43:28 +0000Mark GellmanIt’s the last Friday in June. Half the year is officially behind us, and the clock is ticking on the rest. If you’re in real estate, you already know the brutal truth about lead times: you don't have six months left of selling. What you choose to do...Whether you’re crushing your goals or feeling burnt out and left behind by the first half of the year, this is your wake-up call to take action and get back to the fundamentals.
In this episode, we break down:

• The Pipeline Reality Check: Why the actions you take right now are directly building your January and February 2027 business.

• Lessons from Jon Cheplak: Embracing the willingness to take losses, checking your ego at the door, and mastering the mundane.
• The "Body Cam" Test: A hard, honest question about how you honor your time away from your family.
• The Failure of the "Hope Method": Why real estate isn't college; you cannot cram for a relationship-driven business.

Stop looking at what everyone else is "crushing" on social media. Put your head down, refine your cadence, and get into action. Today is the tomorrow you talked about yesterday. What are you going to do about it?]]>972false373fullhttps://www.spreaker.com/episode/stop-texting-start-closing--72604459In today’s market, where transaction volume is down 40% but the agent count remains the same, the casual, "just checking in" approach is officially dead. More agents are fighting over fewer deals, which means the gap between average performers and top producers isn't talent or intelligence; it's communication, skill, and deep relationship-building.
In this episode, we break down exactly how elite agents navigate today's competitive landscape. We explore why hiding behind text messages is killing your conversion rate, how to inject undeniable value into every single touchpoint, and the exact strategies used by the nation's top-performing teams to scale their businesses.
In this episode, we cover:

• Ditch the Friction-Based Texting: Stop trying to explain complex contracts or handle objections over text. Pick up the phone. Top agents use text for quick conversations but use the phone to eliminate friction and build real trust.
• The Power of Value-Driven Follow-Up: If you aren't sending market updates, hyper-local insights, or video content that answers questions before they are asked, don't send anything at all.
• Lessons from a 76-Year-Old Power Couple: We look at Ryan Young’s (Founder of Fello) parents, the undisputed #1 agents on his team. We break down the 5 simple, fundamental principles they use to consistently outperform agents half their age.
• Mastering Ryan Serhant’s H.E.A.R.T. Method: A deep dive into the acronym that defines elite client relationships.

Get out of judgment and into curiosity. Top agents aren't lucky, and they don't have a secret weapon. They just execute the fundamentals with heart, empathy, and education. Success leaves clues. Are you following them?]]>a80133a1-726d-4da8-8525-4da89e72c6eaFri, 19 Jun 2026 18:58:54 +0000Mark GellmanWhy are some real estate agents absolutely crushing it right now while others are completely stuck? Hint: It’s not the economy, it’s not interest rates, and it’s not a lack of leads. In today’s market, where transaction volume is down 40% but the...In today’s market, where transaction volume is down 40% but the agent count remains the same, the casual, "just checking in" approach is officially dead. More agents are fighting over fewer deals, which means the gap between average performers and top producers isn't talent or intelligence; it's communication, skill, and deep relationship-building.
In this episode, we break down exactly how elite agents navigate today's competitive landscape. We explore why hiding behind text messages is killing your conversion rate, how to inject undeniable value into every single touchpoint, and the exact strategies used by the nation's top-performing teams to scale their businesses.
In this episode, we cover:

• Ditch the Friction-Based Texting: Stop trying to explain complex contracts or handle objections over text. Pick up the phone. Top agents use text for quick conversations but use the phone to eliminate friction and build real trust.
• The Power of Value-Driven Follow-Up: If you aren't sending market updates, hyper-local insights, or video content that answers questions before they are asked, don't send anything at all.
• Lessons from a 76-Year-Old Power Couple: We look at Ryan Young’s (Founder of Fello) parents, the undisputed #1 agents on his team. We break down the 5 simple, fundamental principles they use to consistently outperform agents half their age.
• Mastering Ryan Serhant’s H.E.A.R.T. Method: A deep dive into the acronym that defines elite client relationships.

Get out of judgment and into curiosity. Top agents aren't lucky, and they don't have a secret weapon. They just execute the fundamentals with heart, empathy, and education. Success leaves clues. Are you following them?]]>1277false372fullhttps://www.spreaker.com/episode/other-people-s-problems-are-not-your-problems--72503496At first glance, it sounds cold. It sounds harsh. But in reality? It is one of the most compassionate and liberating lessons you can ever learn as a business owner, real estate agent, leader, or parent.
In this episode, we dive deep into a powerful piece of advice from St. Louis real estate veteran Daniel Bergjans, who has sold over 600 homes and remains completely unbothered in today's challenging market. How does he do it? By drawing a firm line between empathy and ownership.
When you absorb the stress, anxiety, and drama of your buyers, sellers, or team members, you don't solve the issue; you just become emotionally exhausted. True leadership isn't about carrying the obstacle; it’s about guiding people around it.In this episode, we cover:

• The Trap of Ownership: Compassion means listening, not taking on someone else's burden. If you absorb their anxiety, you lose the energy needed to find a solution.
• The "Tour Guide" Mentality: When the trail gets rough, people don't need you to panic with them. They need a calm leader focused entirely on the destination.
• Protecting Your Morning: A structured routine of gratitude and movement grounds your mind before the daily fires and emails that can derail your energy.
• Empathy vs. Burden: You can deeply care for and support clients through high-friction moments without internalizing their personal stress.

Your responsibility is not to carry their burden. Your responsibility is to help them achieve their goal.
Tune in to discover how stepping back from other people's drama will drastically improve your leadership, productivity, and peace of mind.]]>c7f85490-6bbe-4c3e-b74e-7992a4dde258Fri, 12 Jun 2026 17:50:24 +0000Mark Gellman"Other people's problems are not your problems." At first glance, it sounds cold. It sounds harsh. But in reality? It is one of the most compassionate and liberating lessons you can ever learn as a business owner, real estate agent, leader, or parent....At first glance, it sounds cold. It sounds harsh. But in reality? It is one of the most compassionate and liberating lessons you can ever learn as a business owner, real estate agent, leader, or parent.
In this episode, we dive deep into a powerful piece of advice from St. Louis real estate veteran Daniel Bergjans, who has sold over 600 homes and remains completely unbothered in today's challenging market. How does he do it? By drawing a firm line between empathy and ownership.
When you absorb the stress, anxiety, and drama of your buyers, sellers, or team members, you don't solve the issue; you just become emotionally exhausted. True leadership isn't about carrying the obstacle; it’s about guiding people around it.In this episode, we cover:

• The Trap of Ownership: Compassion means listening, not taking on someone else's burden. If you absorb their anxiety, you lose the energy needed to find a solution.
• The "Tour Guide" Mentality: When the trail gets rough, people don't need you to panic with them. They need a calm leader focused entirely on the destination.
• Protecting Your Morning: A structured routine of gratitude and movement grounds your mind before the daily fires and emails that can derail your energy.
• Empathy vs. Burden: You can deeply care for and support clients through high-friction moments without internalizing their personal stress.

Your responsibility is not to carry their burden. Your responsibility is to help them achieve their goal.
Tune in to discover how stepping back from other people's drama will drastically improve your leadership, productivity, and peace of mind.]]>876false371fullhttps://www.spreaker.com/episode/the-power-of-brand-loyalty--72375868In this episode, we break down how top-down leadership and clear operating standards shape the customer experience, whether you're running a global giant like McDonald's or a local real estate team. We’re diving into why your culture dictates your reviews, and how to build a business where excellence becomes repeatable.
In this episode, we cover:

• The "Marriott Effect": Why predictable customer experiences win every time.
• Top-Down Culture: How leadership values directly impact 5-star (and 2-star) reviews.
• The Power of SOPs: Why documented systems and training are the secret to scaling excellence.
• The Fragility of Referrals: Why every team member carries your reputation and how to protect it.
• The Ultimate Business Question: Are you creating a predictable experience that makes people know, like, and trust you?

The greatest compliment any business can receive is when a customer says, "I knew exactly what to expect, and you delivered." Tune in, audit your systems, and let's get to work!]]>163a7975-561e-4cdd-8dfc-552420fa4f56Fri, 05 Jun 2026 18:53:38 +0000Mark GellmanWhy do I choose to stay at a Marriott time and time again, even when it's not the host hotel at a conference or event? It’s not just about the points; it’s about the consistency. When a brand delivers a predictable, high-quality experience, it lowers...In this episode, we break down how top-down leadership and clear operating standards shape the customer experience, whether you're running a global giant like McDonald's or a local real estate team. We’re diving into why your culture dictates your reviews, and how to build a business where excellence becomes repeatable.
In this episode, we cover:

• The "Marriott Effect": Why predictable customer experiences win every time.
• Top-Down Culture: How leadership values directly impact 5-star (and 2-star) reviews.
• The Power of SOPs: Why documented systems and training are the secret to scaling excellence.
• The Fragility of Referrals: Why every team member carries your reputation and how to protect it.
• The Ultimate Business Question: Are you creating a predictable experience that makes people know, like, and trust you?

The greatest compliment any business can receive is when a customer says, "I knew exactly what to expect, and you delivered." Tune in, audit your systems, and let's get to work!]]>1008false370fullhttps://www.spreaker.com/episode/ai-won-t-replace-you-being-unprepared-will--72227981AI isn't "cheating" or "disingenuous"; it is quite literally the greatest preparation tool ever created. If you are still just pulling basic comps and reacting to problems as they happen, you are missing massive opportunities.
The future belongs to the professionals who leverage AI as the ultimate research assistant while keeping their unique human value at the center of their business.
This episode covers:

• The Ultimate Prep Tool: How a prospective agent used ChatGPT to prep for an interview, and why it was a brilliant display of proactive business.
• Bulletproof Listing Appointments: Why you need to run property addresses through ChatGPT, Claude, and Gemini before you walk through the door to anticipate client objections and competitive positioning.
• Mastering Difficult Negotiations: How to use AI to channel world-class experts (like FBI hostage negotiator Chris Voss) to script tough conversations, inspection hurdles, and low appraisals.
• Next-Level Recruiting & Leadership: How leaders can use AI to analyze production history and uncover real pain points before a one-on-one meeting.
• Where AI Fails: The critical line between leveraging technology and losing your authenticity. Discover why you need to stop using AI to write your social media posts, and why it can never replace judgment, trust, and heart.

Luck is where preparation meets opportunity. AI simply gives us the opportunity to be more prepared. The leader, investor, and agent who is more prepared will always win.
Stop reacting. Start anticipating. Tune in to learn how to put AI to work for your business today so you can stay irreplaceable tomorrow.]]>9a46b4a0-481a-412c-b4df-40f115cd2f82Fri, 29 May 2026 15:12:26 +0000Mark GellmanThere is a lot of fear and noise right now about artificial intelligence replacing jobs. But let’s clear up the biggest misconception in the industry: AI will not replace great agents. It is going to make great agents more prepared. AI isn't...AI isn't "cheating" or "disingenuous"; it is quite literally the greatest preparation tool ever created. If you are still just pulling basic comps and reacting to problems as they happen, you are missing massive opportunities.
The future belongs to the professionals who leverage AI as the ultimate research assistant while keeping their unique human value at the center of their business.
This episode covers:

• The Ultimate Prep Tool: How a prospective agent used ChatGPT to prep for an interview, and why it was a brilliant display of proactive business.
• Bulletproof Listing Appointments: Why you need to run property addresses through ChatGPT, Claude, and Gemini before you walk through the door to anticipate client objections and competitive positioning.
• Mastering Difficult Negotiations: How to use AI to channel world-class experts (like FBI hostage negotiator Chris Voss) to script tough conversations, inspection hurdles, and low appraisals.
• Next-Level Recruiting & Leadership: How leaders can use AI to analyze production history and uncover real pain points before a one-on-one meeting.
• Where AI Fails: The critical line between leveraging technology and losing your authenticity. Discover why you need to stop using AI to write your social media posts, and why it can never replace judgment, trust, and heart.

Luck is where preparation meets opportunity. AI simply gives us the opportunity to be more prepared. The leader, investor, and agent who is more prepared will always win.
Stop reacting. Start anticipating. Tune in to learn how to put AI to work for your business today so you can stay irreplaceable tomorrow.]]>663false369fullhttps://www.spreaker.com/episode/the-silent-killer-of-success--72117945

The Trap of Market Excuses: Why blaming a down market for your dropping sales is a leadership trap that will break your business.

The Reality of Firing: Why cutting loose a culture misfit or a toxic attitude has never made a great company worse.

Curiosity vs. Conflict: How to address a high-performer whose standards are slipping without being an asshole.

The Power of "Boring" Consistency: Why true organizational strength is built on the repetitive, invisible habits that standard people underestimate.

Your habits, your culture, your leadership, and your standards are compounding right now. One day, the mirror will tell you the absolute truth about your business, your health, and your relationships.What are you allowing to compound today?]]>0ca262e6-970c-4ccd-8ca8-ff8fbe3ef992Fri, 22 May 2026 16:18:12 +0000Mark GellmanIt’s Friday, May 22nd, Memorial Day weekend. While a lot of people are already clocked out, heading to the beach, and checking out for the holiday, we are leaning in. Consistency doesn’t take a long weekend.Welcome to Season 3, Episode 68. Today, we...

The Trap of Market Excuses: Why blaming a down market for your dropping sales is a leadership trap that will break your business.

The Reality of Firing: Why cutting loose a culture misfit or a toxic attitude has never made a great company worse.

Curiosity vs. Conflict: How to address a high-performer whose standards are slipping without being an asshole.

The Power of "Boring" Consistency: Why true organizational strength is built on the repetitive, invisible habits that standard people underestimate.

Your habits, your culture, your leadership, and your standards are compounding right now. One day, the mirror will tell you the absolute truth about your business, your health, and your relationships.What are you allowing to compound today?]]>1061false368fullhttps://www.spreaker.com/episode/what-happens-when-nobody-s-watching--72024970In this episode, we explore the power of core values as the ultimate foundation for any thriving organization. Core values go beyond rules, policies, or slogans; they act as an operating system that guides decision-making, protects your brand, and builds trust across every level of your team.
We dive into the real stress tests for values: tough decisions when deals fall apart, employees make mistakes, clients push back, or doing the right thing costs money. Learn why principle-driven leadership outperforms personality-driven or fear-driven decisions, and why cultural alignment is far more important than talent alone.
Hear stories of hiring and firing based on values, how accountability becomes easier when tied to agreed-upon principles, and how living your values consistently accelerates growth, reduces confusion, and creates organizational speed. Whether it’s short-term challenges or long-term market shifts, core values are the guardrails that ensure your organization thrives, internally and externally.
If you lead, work in, or aspire to grow a high-performing organization, this episode will challenge the way you think about culture, leadership, accountability, and doing the right thing, even when it’s uncomfortable or unseen.
Listen in and discover why organizations built on values last decades, while those built on transactions and shortcuts rarely survive.]]>9cb28ebb-b805-4437-acc1-ac54576454b8Fri, 15 May 2026 18:47:33 +0000Mark GellmanWhat does your company, or even you, look like when no one is watching? Imagine a camera following every decision, every interaction, every moment at work. Would it reveal integrity, consistency, and accountability, or shortcuts, chaos, and ego-driven...In this episode, we explore the power of core values as the ultimate foundation for any thriving organization. Core values go beyond rules, policies, or slogans; they act as an operating system that guides decision-making, protects your brand, and builds trust across every level of your team.
We dive into the real stress tests for values: tough decisions when deals fall apart, employees make mistakes, clients push back, or doing the right thing costs money. Learn why principle-driven leadership outperforms personality-driven or fear-driven decisions, and why cultural alignment is far more important than talent alone.
Hear stories of hiring and firing based on values, how accountability becomes easier when tied to agreed-upon principles, and how living your values consistently accelerates growth, reduces confusion, and creates organizational speed. Whether it’s short-term challenges or long-term market shifts, core values are the guardrails that ensure your organization thrives, internally and externally.
If you lead, work in, or aspire to grow a high-performing organization, this episode will challenge the way you think about culture, leadership, accountability, and doing the right thing, even when it’s uncomfortable or unseen.
Listen in and discover why organizations built on values last decades, while those built on transactions and shortcuts rarely survive.]]>1188false367fullhttps://www.spreaker.com/episode/get-comfortable-being-uncomfortable--71927125In this episode, we are tackling the raw truth about growth, leadership, and why everything you want in your business sits entirely on the other side of discomfort. With real estate trending toward a low watermark of under 4 million homes sold this year, it’s easy to feel insecure about where your next deal is coming from.
Last year, a massive $12 million double-ended deal in April set a massive benchmark for our team. This year, we had to make up that gap without relying on a lucky break. We didn't freeze, and we didn't wait for perfect conditions. We restructured our team, leaned into the discomfort, and drove our company to the biggest first five months in our history.
What you will learn in this episode:

• The Freeze vs. Fight Response: Why overanalyzing and stalling will kill your momentum faster than a bad market.

• Closing the Gap: How we handled the pressure of overcoming a massive $12M sales month from the previous year by pouring into our listings department.
• Chunking Down the Problem: Why you don't need to solve the whole puzzle right away, you just need to take the next uncomfortable action.
• Leading Through Uncertainty: Why your team needs to see you run towards accountability and discomfort, rather than pulling back.

Growth happens outside of your comfort zone. Stop overthinking and start doing the work.]]>28ea9404-fe6b-45d6-be4a-5c3f4c3a7574Fri, 08 May 2026 15:25:23 +0000Mark GellmanWhen the market gets tough, most people freeze. But what if that nervous feeling in your stomach is actually the exact signal you need? In this episode, we are tackling the raw truth about growth, leadership, and why everything you want in your...In this episode, we are tackling the raw truth about growth, leadership, and why everything you want in your business sits entirely on the other side of discomfort. With real estate trending toward a low watermark of under 4 million homes sold this year, it’s easy to feel insecure about where your next deal is coming from.
Last year, a massive $12 million double-ended deal in April set a massive benchmark for our team. This year, we had to make up that gap without relying on a lucky break. We didn't freeze, and we didn't wait for perfect conditions. We restructured our team, leaned into the discomfort, and drove our company to the biggest first five months in our history.
What you will learn in this episode:

• The Freeze vs. Fight Response: Why overanalyzing and stalling will kill your momentum faster than a bad market.

• Closing the Gap: How we handled the pressure of overcoming a massive $12M sales month from the previous year by pouring into our listings department.
• Chunking Down the Problem: Why you don't need to solve the whole puzzle right away, you just need to take the next uncomfortable action.
• Leading Through Uncertainty: Why your team needs to see you run towards accountability and discomfort, rather than pulling back.

Growth happens outside of your comfort zone. Stop overthinking and start doing the work.]]>1008false366fullhttps://www.spreaker.com/episode/the-gap-between-knowing-and-doing--71816872In today’s tricky "tale of two markets," having access to endless scripts, AI tools, market data, and coaching won't generate income. Only execution will.
We break down why information overload leads to analysis paralysis and why the top-producing agents aren't relying on fleeting motivation, but on ironclad discipline.
In this episode, we dive into:

• The Tale of Two Markets: Why we are simultaneously in a buyer's and a seller's market, and why over-communication is non-negotiable right now.
• The Trap of Information Overload: Why having access to too much training can actually freeze you in your tracks.
• The Cost of Inconsistency: Why skipping your calls today will wreck your pipeline 30, 60, and 90 days from now.
• Why "Boring" Scales: The truth about doing the monotonous, unsexy, basic tasks at a high level every single day.
• Actionable Steps to Close the Gap: How to start small, clean out the energy-drainers in your database, track your metrics, and find genuine accountability.

Stop waiting to feel motivated and stop focusing only on your best days. It’s time to build systems so your worst days are still productive, and get back to the basics.
Listen in, hold yourself accountable, and let's get to work.]]>8a72d627-cda1-4d48-9a94-bfe42e091725Fri, 01 May 2026 15:17:05 +0000Mark GellmanLet's be honest, you don't have an "I don't know" problem; you have an "I don't want to do it" problem. In today’s tricky "tale of two markets," having access to endless scripts, AI tools, market data, and coaching won't generate income. Only...In today’s tricky "tale of two markets," having access to endless scripts, AI tools, market data, and coaching won't generate income. Only execution will.
We break down why information overload leads to analysis paralysis and why the top-producing agents aren't relying on fleeting motivation, but on ironclad discipline.
In this episode, we dive into:

• The Tale of Two Markets: Why we are simultaneously in a buyer's and a seller's market, and why over-communication is non-negotiable right now.
• The Trap of Information Overload: Why having access to too much training can actually freeze you in your tracks.
• The Cost of Inconsistency: Why skipping your calls today will wreck your pipeline 30, 60, and 90 days from now.
• Why "Boring" Scales: The truth about doing the monotonous, unsexy, basic tasks at a high level every single day.
• Actionable Steps to Close the Gap: How to start small, clean out the energy-drainers in your database, track your metrics, and find genuine accountability.

Stop waiting to feel motivated and stop focusing only on your best days. It’s time to build systems so your worst days are still productive, and get back to the basics.
Listen in, hold yourself accountable, and let's get to work.]]>1054false365fullhttps://www.spreaker.com/episode/improvise-adjust-and-execute--71617880This week’s installment explores the danger of tying execution to ideal conditions. In real estate, transactions rarely go exactly as planned. Deals encounter friction, schedules get derailed, and unexpected variables arise daily. The professionals who secure the best outcomes and the highest client reviews are those who view these disruptions not as insurmountable obstacles, but as standard operating procedures. They bypass complaining and move immediately to solutions.
Interestingly, the recording of this episode mirrors its core lesson. Bypassing the traditional studio environment due to emergent business priorities, the delivery method was improvised to ensure consistency for the listeners. It stands as a testament to the fact that while the environment may change, the standard of showing up remains non-negotiable.
Listeners will discover:

• The three choices available when business plans fail, and why high-performers immediately eliminate the first two.

• How to maintain a high standard of service even when the operational approach has to shift entirely.

• The critical importance of imperfect consistency over perfect inconsistency in building a lasting business.

• Why the simple act of putting in the work, regardless of the circumstances, is the ultimate differentiator in today's market.

Simple solutions often resolve complex problems. This episode is a must-listen for anyone looking to build resilience, stop overthinking, and focus on relentless execution.]]>277b48da-e2df-4535-8aa2-c3c80ecde242Fri, 24 Apr 2026 17:14:57 +0000Mark GellmanThere is a profound difference between a professional who operates well when the calendar is clear and an industry leader who thrives when circumstances are chaotic. This episode delves into the mindset required to become the latter. This week’s...This week’s installment explores the danger of tying execution to ideal conditions. In real estate, transactions rarely go exactly as planned. Deals encounter friction, schedules get derailed, and unexpected variables arise daily. The professionals who secure the best outcomes and the highest client reviews are those who view these disruptions not as insurmountable obstacles, but as standard operating procedures. They bypass complaining and move immediately to solutions.
Interestingly, the recording of this episode mirrors its core lesson. Bypassing the traditional studio environment due to emergent business priorities, the delivery method was improvised to ensure consistency for the listeners. It stands as a testament to the fact that while the environment may change, the standard of showing up remains non-negotiable.
Listeners will discover:

• The three choices available when business plans fail, and why high-performers immediately eliminate the first two.

• How to maintain a high standard of service even when the operational approach has to shift entirely.

• The critical importance of imperfect consistency over perfect inconsistency in building a lasting business.

• Why the simple act of putting in the work, regardless of the circumstances, is the ultimate differentiator in today's market.

Simple solutions often resolve complex problems. This episode is a must-listen for anyone looking to build resilience, stop overthinking, and focus on relentless execution.]]>858false364fullhttps://www.spreaker.com/episode/the-ego-trap--71416923In a high-stakes market, emotions run high for both you and your clients. When a buyer questions your strategy or a seller sends a frustrated email, your natural instinct might be to push back and defend your expertise.
But here is the hard truth: the second you get defensive, you’ve already lost.
In Season 3, Episode 63, we break down the ultimate ego check for anyone in a relationship-based business. We explore the massive gap between knowing your industry and actually understanding your client's underlying fears.
You'll learn why protecting your ego is the fastest way to break trust, and how shifting from defensiveness to genuine curiosity will completely transform your conversion rates.]]>fb34ccb6-255c-4187-9ee1-13781347fdf3Fri, 17 Apr 2026 17:23:52 +0000Mark GellmanStop worrying about your feelings, and start worrying about your client's feelings. In a high-stakes market, emotions run high for both you and your clients. When a buyer questions your strategy or a seller sends a frustrated email, your natural...In a high-stakes market, emotions run high for both you and your clients. When a buyer questions your strategy or a seller sends a frustrated email, your natural instinct might be to push back and defend your expertise.
But here is the hard truth: the second you get defensive, you’ve already lost.
In Season 3, Episode 63, we break down the ultimate ego check for anyone in a relationship-based business. We explore the massive gap between knowing your industry and actually understanding your client's underlying fears.
You'll learn why protecting your ego is the fastest way to break trust, and how shifting from defensiveness to genuine curiosity will completely transform your conversion rates.]]>953false363fullhttps://www.spreaker.com/episode/trust-the-process--71240120In our instant-gratification society, we want closings, listings, and money right now. But here is the hard truth: agents who constantly chase immediate outcomes are the ones who fail.Bouncing from strategy to strategy and shiny object to shiny object will destroy your pipeline. Today, we are breaking down why locking into a monotonous, unsexy, defined process is the ultimate cheat code for long-term success.
In this episode, we dive into:

• Why doing an open house "every few months" is a complete waste of time.
• The single word you need to eliminate from your vocabulary immediately.
• A real-life client story that proves why speed does not always equal success.
• How to audit your daily execution and stop letting emotion drive your business.

"The process is what creates predictable, repeatable success. Not emotion, not luck, not one-offs."
If you’ve been feeling frustrated by a lack of immediate validation, this episode is your wake-up call. Tune in, audit your systems, and commit to the process.]]>4a09ed6c-f6e7-4dae-9520-43938284162eFri, 10 Apr 2026 18:54:01 +0000Mark GellmanAfter showing up for over 150 weeks in a row, I’m coming at you today with the exact reason why showing up works: trusting the process. In our instant-gratification society, we want closings, listings, and money right now. But here is the hard truth:...In our instant-gratification society, we want closings, listings, and money right now. But here is the hard truth: agents who constantly chase immediate outcomes are the ones who fail.Bouncing from strategy to strategy and shiny object to shiny object will destroy your pipeline. Today, we are breaking down why locking into a monotonous, unsexy, defined process is the ultimate cheat code for long-term success.
In this episode, we dive into:

• Why doing an open house "every few months" is a complete waste of time.
• The single word you need to eliminate from your vocabulary immediately.
• A real-life client story that proves why speed does not always equal success.
• How to audit your daily execution and stop letting emotion drive your business.

"The process is what creates predictable, repeatable success. Not emotion, not luck, not one-offs."
If you’ve been feeling frustrated by a lack of immediate validation, this episode is your wake-up call. Tune in, audit your systems, and commit to the process.]]>1020false362fullhttps://www.spreaker.com/episode/why-winners-run-toward-accountability--71086211In this episode, we break down why accountability is the real game-changer. It’s not pressure. It’s not micromanagement. It’s proof that someone cares and that you’re serious about your goals.
Winners run toward accountability because they know it leads to better results. They track their actions, set measurable goals, and stay consistent. They don’t rely on motivation; they rely on systems.
If you want better results in business, health, or life… Start measuring. Start declaring. Start showing up.
Because on the other side of accountability? That’s the life you’ve been chasing.]]>1f18aa4f-1a1c-4908-b3eb-6789420ebdcdFri, 03 Apr 2026 16:29:34 +0000Mark GellmanWe’re back, and you can count on it. Every Friday, showing up isn’t optional… It’s a commitment. In this episode, we break down why accountability is the real game-changer. It’s not pressure. It’s not micromanagement. It’s proof that someone cares and...In this episode, we break down why accountability is the real game-changer. It’s not pressure. It’s not micromanagement. It’s proof that someone cares and that you’re serious about your goals.
Winners run toward accountability because they know it leads to better results. They track their actions, set measurable goals, and stay consistent. They don’t rely on motivation; they rely on systems.
If you want better results in business, health, or life… Start measuring. Start declaring. Start showing up.
Because on the other side of accountability? That’s the life you’ve been chasing.]]>845false361fullhttps://www.spreaker.com/episode/stop-planning-start-moving--70936562If you’ve been feeling stuck, overwhelmed, or like your business isn’t moving forward, this episode will challenge you to look at the real problem; it’s not a lack of ideas, it’s a lack of urgency. We dive deep into why “being busy” is often just an excuse, how fake productivity is holding you back, and why speed is your biggest competitive advantage.
You’ll also learn how “speed to lead” can instantly increase your conversions, why top performers focus on getting things done instead of getting things perfect, and how shifting from a to-do list mindset to a done list mindset can completely change your results.
This is your reminder: you don’t need more motivation, more courses, or more planning. You need action. And you need it now.]]>79c87fdd-bceb-44d3-b567-091453ef46e5Fri, 27 Mar 2026 18:09:07 +0000Mark GellmanIn this episode, we break down one of the most overlooked truths in business and life: ideas don’t win, execution does. Everyone has ideas. Everyone has plans. But the people who actually succeed are the ones who take action fast and consistently. If...If you’ve been feeling stuck, overwhelmed, or like your business isn’t moving forward, this episode will challenge you to look at the real problem; it’s not a lack of ideas, it’s a lack of urgency. We dive deep into why “being busy” is often just an excuse, how fake productivity is holding you back, and why speed is your biggest competitive advantage.
You’ll also learn how “speed to lead” can instantly increase your conversions, why top performers focus on getting things done instead of getting things perfect, and how shifting from a to-do list mindset to a done list mindset can completely change your results.
This is your reminder: you don’t need more motivation, more courses, or more planning. You need action. And you need it now.]]>700false360fullhttps://www.spreaker.com/episode/recharge-to-lead--70758626We often hear about the grind, the hustle, and showing up every single day. And while consistency is the real superpower, the part people don’t talk about enough is this: consistency requires energy, and that energy has to be refilled.
In this episode, I share what stepping away really looks like as a leader. It’s not about disappearing or disconnecting completely; it’s about changing your environment, slowing the pace, and creating space to think. Because when you do, something shifts: clarity improves, ideas flow, and problems become easier to solve.
We also dive into the concept of harmony over balance: building a rhythm where you push hard, lead with intensity, and still make room to reset and recharge so you can show up strong over the long term.
If you’re leading a team, building a business, and constantly operating at a high level, this is your reminder:
stepping away isn’t a weakness, it’s a strategy.
Because leadership isn’t about sprinting.
It’s about showing up day after day, year after year with energy, clarity, and purpose.
Take a step back, reset, and come back stronger.]]>ded7daa8-e8c2-4a13-943f-66866b2dbc67Thu, 19 Mar 2026 17:52:46 +0000Mark GellmanI’m back from a quick spring reset and this episode is a powerful reminder for every driven leader: you can’t sustain high performance without recovery. We often hear about the grind, the hustle, and showing up every single day. And while consistency...We often hear about the grind, the hustle, and showing up every single day. And while consistency is the real superpower, the part people don’t talk about enough is this: consistency requires energy, and that energy has to be refilled.
In this episode, I share what stepping away really looks like as a leader. It’s not about disappearing or disconnecting completely; it’s about changing your environment, slowing the pace, and creating space to think. Because when you do, something shifts: clarity improves, ideas flow, and problems become easier to solve.
We also dive into the concept of harmony over balance: building a rhythm where you push hard, lead with intensity, and still make room to reset and recharge so you can show up strong over the long term.
If you’re leading a team, building a business, and constantly operating at a high level, this is your reminder:
stepping away isn’t a weakness, it’s a strategy.
Because leadership isn’t about sprinting.
It’s about showing up day after day, year after year with energy, clarity, and purpose.
Take a step back, reset, and come back stronger.]]>635false359fullhttps://www.spreaker.com/episode/leadership-is-showing-up--70626618In this episode of This One Time in Real Estate, we break down one of the most overlooked truths about leadership: the real test is showing up when it’s hard. Whether you’re leading a team, a family, a business, or simply setting an example for the people around you, leadership is built through consistency.
From early mornings and daily habits to modeling behavior for your team and your family, leadership compounds over time. The small decisions you make every day—how you show up, how you handle adversity, and how consistently people can rely on you—create trust.Consistency builds trust. Trust builds leadership. And over time, those daily actions compound into something much bigger.]]>3d6f5bf2-890f-4cdd-b62d-6b85f1012d9dFri, 13 Mar 2026 15:34:25 +0000Mark GellmanLeadership isn’t about the days when you feel motivated, energized, and ready to take on the world. It’s about the days you don’t. In this episode of This One Time in Real Estate, we break down one of the most overlooked truths about leadership: the...In this episode of This One Time in Real Estate, we break down one of the most overlooked truths about leadership: the real test is showing up when it’s hard. Whether you’re leading a team, a family, a business, or simply setting an example for the people around you, leadership is built through consistency.
From early mornings and daily habits to modeling behavior for your team and your family, leadership compounds over time. The small decisions you make every day—how you show up, how you handle adversity, and how consistently people can rely on you—create trust.Consistency builds trust. Trust builds leadership. And over time, those daily actions compound into something much bigger.]]>1151false358fullhttps://www.spreaker.com/episode/the-comparison-trap-that-s-killing-your-production--70510617The real problem? When you spend more time studying what everyone else is doing than executing your own plan. You're distracting yourself from your goals.
We break down why constantly pivoting strategies (open houses, farming, social media, expireds, etc.) keeps agents stuck, and why long-term consistency beats chasing the next “hot” tactic every time. Real estate success isn’t built on flashy moments. It’s built on the boring work: daily conversations, follow-up, relationship-building, and showing up consistently.
Stop running someone else’s race. Run your own. Stay consistent, trust your system, and let the results build over time.]]>2d928e3a-441c-43ed-a10d-d3a8ad168dc6Fri, 06 Mar 2026 16:32:00 +0000Mark GellmanIn this episode, we’re tackling one of the biggest silent killers of productivity: comparison. In a world where every social post looks like another closing, another listing, and another “best year ever,” it’s easy to start questioning your own path....The real problem? When you spend more time studying what everyone else is doing than executing your own plan. You're distracting yourself from your goals.
We break down why constantly pivoting strategies (open houses, farming, social media, expireds, etc.) keeps agents stuck, and why long-term consistency beats chasing the next “hot” tactic every time. Real estate success isn’t built on flashy moments. It’s built on the boring work: daily conversations, follow-up, relationship-building, and showing up consistently.
Stop running someone else’s race. Run your own. Stay consistent, trust your system, and let the results build over time.]]>884false357fullhttps://www.spreaker.com/episode/your-pipeline-is-lying-to-you--70337963

Why professionals operate off math, not feelings

How to audit your A, B, and C clients the right way

The real fallout rate you need to account for

Reverse engineering your income and closing goals

Replacing stalled or ghosted prospects with decisive action

Creating value-driven follow-up instead of “just checking in”

Confidence doesn’t come from hoping deals close. It comes from knowing your numbers, understanding your gaps, and aligning your daily activity with your targets.Whether you’re in real estate or any sales-driven business, this episode will challenge you to stop guessing, start measuring, and build a pipeline that actually pays you.Clarity creates confidence. And clarity gets you paid.]]>59de2058-7180-43ba-bf77-5ca9aac41344Fri, 27 Feb 2026 16:41:16 +0000Mark GellmanIf your pipeline feels full… but you can’t predict your income, you don’t have a pipeline, you have hope. And hope is not a strategy.In this episode, we break down the difference between an emotional pipeline and a mathematical one. In today’s...

Why professionals operate off math, not feelings

How to audit your A, B, and C clients the right way

The real fallout rate you need to account for

Reverse engineering your income and closing goals

Replacing stalled or ghosted prospects with decisive action

Creating value-driven follow-up instead of “just checking in”

Confidence doesn’t come from hoping deals close. It comes from knowing your numbers, understanding your gaps, and aligning your daily activity with your targets.Whether you’re in real estate or any sales-driven business, this episode will challenge you to stop guessing, start measuring, and build a pipeline that actually pays you.Clarity creates confidence. And clarity gets you paid.]]>826false356fullhttps://www.spreaker.com/episode/the-market-isn-t-beating-you-your-follow-up-is--70180299You’re losing because someone else followed up better than you.
In today’s market, talent isn’t enough. This is a skill-based, action-based business — and follow-up is the battleground.
In this episode, we break down:

• Why follow-up is a war — and how to win it
• The difference between emotional follow-up and system-based follow-up
• Why you don’t have a lead problem — you have a conversion problem
• How to add real value instead of “just checking in”
• Why speed, consistency, and discipline win every time

The question isn’t whether they liked you. It’s whether you stayed relevant long enough to win.]]>549e6d97-5a40-42af-8c81-82b9ec78cb9dFri, 20 Feb 2026 15:58:28 +0000Mark GellmanYou’re not losing deals because of the market, interest rates, or inventory. You’re losing because someone else followed up better than you. In today’s market, talent isn’t enough. This is a skill-based, action-based business — and follow-up is the...You’re losing because someone else followed up better than you.
In today’s market, talent isn’t enough. This is a skill-based, action-based business — and follow-up is the battleground.
In this episode, we break down:

• Why follow-up is a war — and how to win it
• The difference between emotional follow-up and system-based follow-up
• Why you don’t have a lead problem — you have a conversion problem
• How to add real value instead of “just checking in”
• Why speed, consistency, and discipline win every time

The question isn’t whether they liked you. It’s whether you stayed relevant long enough to win.]]>1134false355fullhttps://www.spreaker.com/episode/one-degree-more-the-tiny-shift-that-changes-everything--70050217Most people think it requires massive action.In this episode of This One Time in Real Estate, we’re flipping that idea on its head.Forget the “10X your life” hype. Forget blowing everything up and starting over. The real difference between ordinary and extraordinary? It’s usually microscopic.Water doesn’t boil at 211 degrees. It boils at 212.
One degree turns hot water into steam. Steam powers a train.A ship leaving harbor just one degree off course ends up 17 miles from its destination over a 1,000-mile journey.
One small, nearly invisible shift changes everything.The skipped workout.
The extra call you didn’t make.
The follow-up you put off.Or…The one more rep.
The one extra call.
The 10 extra minutes.
The handwritten thank-you note.Over time, those tiny decisions compound into momentum, income, health, confidence, and clarity.If you’re feeling overwhelmed, stuck, or burned out, this episode is your reset.You don’t need a massive overhaul.
You just need one degree more — consistently.Small input.
Massive output.
One degree at a time.]]>b1b37c45-73b3-4104-b793-154439d51001Fri, 13 Feb 2026 19:27:11 +0000Mark GellmanEveryone wants massive results. Most people think it requires massive action.In this episode of This One Time in Real Estate, we’re flipping that idea on its head.Forget the “10X your life” hype. Forget blowing everything up and starting over. The...Most people think it requires massive action.In this episode of This One Time in Real Estate, we’re flipping that idea on its head.Forget the “10X your life” hype. Forget blowing everything up and starting over. The real difference between ordinary and extraordinary? It’s usually microscopic.Water doesn’t boil at 211 degrees. It boils at 212.
One degree turns hot water into steam. Steam powers a train.A ship leaving harbor just one degree off course ends up 17 miles from its destination over a 1,000-mile journey.
One small, nearly invisible shift changes everything.The skipped workout.
The extra call you didn’t make.
The follow-up you put off.Or…The one more rep.
The one extra call.
The 10 extra minutes.
The handwritten thank-you note.Over time, those tiny decisions compound into momentum, income, health, confidence, and clarity.If you’re feeling overwhelmed, stuck, or burned out, this episode is your reset.You don’t need a massive overhaul.
You just need one degree more — consistently.Small input.
Massive output.
One degree at a time.]]>570false354fullhttps://www.spreaker.com/episode/you-re-not-behind-you-re-one-conversation-away--698480915 people you already know.5 old leads.5 new conversations.
Every day, for 5 days.No emails. No likes. No “just checking in” texts. Real calls. Real conversations. Do the math—and watch the momentum come back.]]>c029fb44-a0cf-403c-97f9-907bcdd8dd70Fri, 06 Feb 2026 16:38:15 +0000Mark GellmanMost struggling salespeople don’t want to hear this: the market isn’t the problem. Rates aren’t the problem. Other people winning isn’t the problem. Momentum in real estate is almost always one conversation away.In this episode, we break down why even...5 people you already know.5 old leads.5 new conversations.
Every day, for 5 days.No emails. No likes. No “just checking in” texts. Real calls. Real conversations. Do the math—and watch the momentum come back.]]>816false353fullhttps://www.spreaker.com/episode/the-invisible-contract-how-unmet-expectations-break-relationships--696921755f8c4da8-fbb0-47ae-a9da-6e162c014eafFri, 30 Jan 2026 18:50:14 +0000Mark GellmanMost relationships don’t break because of betrayal or bad intent—they break down slowly through unmet unspoken expectations, assumptions, and quiet resentment. In this episode, we unpack how misaligned expectations impact business, leadership,...1052false352fullhttps://www.spreaker.com/episode/why-the-best-professionals-don-t-lose-to-technology--69562686f919d26e-6c8b-4d81-b29a-7d8eee9059cbFri, 23 Jan 2026 16:50:09 +0000Mark GellmanWe’re living in an era of infinite information—and overwhelming confusion. From accountants and financial planners to travel agents and real estate professionals, technology has given consumers access to everything… but clarity on nothing.In this...1068false351fullhttps://www.spreaker.com/episode/from-rock-bottom-to-final-four-what-indiana-football-teaches-us-about-leadership--69375304

Change the trajectory of your team or organization

Build a winning culture without hype or shortcuts

Lead with consistency, accountability, and clarity

…this episode is your blueprint.Because Indiana’s story proves one powerful truth:
Culture beats history. Every time.]]>87c0fcec-3e9d-4c2f-b4ed-97169d75cf8aFri, 09 Jan 2026 19:18:21 +0000Mark GellmanHow does a program go from the most losses in Division I football history to the Final Four—almost overnight?In this episode, we break down one of the most improbable turnarounds in college football through the lens of Indiana University’s...

Change the trajectory of your team or organization

Build a winning culture without hype or shortcuts

Lead with consistency, accountability, and clarity

…this episode is your blueprint.Because Indiana’s story proves one powerful truth:
Culture beats history. Every time.]]>773false350fullhttps://www.spreaker.com/episode/new-year-s-reality-check-why-showing-up-beats-motivation-every-time--69282987❌Motivation is overrated✅Consistency is everything…….Showing up day after day after day.
❌The people who actually win and achieve results aren’t more motivated
✅They’re more committed.✅They’re more consistent.✅They do the work when it’s boring.✅They keep moving when it’s inconvenient or not in the mood✅They make the calls, take care of their health, get the reps in, and keep their word to themselves.
❌Not because it’s exciting; because:
✅That’s who they’ve decided to be✅That’s what they’ve decided to commit to
As we kick off a new year, don’t ask:❌How do I stay motivated?”
Ask:✅“What does consistency look like on an ordinary weekday?”✅“How do I show up, when I’m not in the mood to show up?”
❌Success isn’t built on January 1 energy.
✅It’s built on showing up, then doing it again and again and again; day after day]]>e491a598-634f-4b2f-b648-b86388808d9cFri, 02 Jan 2026 19:52:30 +0000Mark GellmanHappy happy New Years…Every January 1st the world gets fired up.New goals. New routines. Big declarations…🥁And then reality shows up a few weeks later. ❌Motivation is overrated✅Consistency is everything…….Showing up day after day after day. ❌The...❌Motivation is overrated✅Consistency is everything…….Showing up day after day after day.
❌The people who actually win and achieve results aren’t more motivated
✅They’re more committed.✅They’re more consistent.✅They do the work when it’s boring.✅They keep moving when it’s inconvenient or not in the mood✅They make the calls, take care of their health, get the reps in, and keep their word to themselves.
❌Not because it’s exciting; because:
✅That’s who they’ve decided to be✅That’s what they’ve decided to commit to
As we kick off a new year, don’t ask:❌How do I stay motivated?”
Ask:✅“What does consistency look like on an ordinary weekday?”✅“How do I show up, when I’m not in the mood to show up?”
❌Success isn’t built on January 1 energy.
✅It’s built on showing up, then doing it again and again and again; day after day]]>811false349fullhttps://www.spreaker.com/episode/life-isn-t-picture-perfect-how-to-refocus-when-things-go-sideways--69136440From deals falling apart and missed goals to payroll mistakes and hard conversations, this episode breaks down 10 practical steps I personally use to refocus, reset, and move forward when things go sideways. We talk about acknowledging reality without drama, separating facts from the stories we tell ourselves, controlling what we can control, shrinking the timeline, and creating momentum through small wins.
I also dive into the importance of moving your body, reconnecting with your “why,” getting perspective from the right people, reframing failure into learning, and recommitting to your standards—especially when motivation is low. Because clarity doesn’t come before action. It comes after.
Success isn’t smooth. Business isn’t linear. And the people who win long term aren’t the ones with perfect plans—they’re the ones who know how to reset and keep moving when life doesn’t cooperate.
If you’re feeling off, behind, or stuck, this episode is your reminder: life ain’t perfect—but you can still build the life you want if you keep moving forward.]]>ffc00e0b-e017-45a1-94c0-ece8f753b21aFri, 19 Dec 2025 16:38:33 +0000Mark GellmanLife isn’t picture perfect—no matter what social media shows. In this episode, I get real about the gap between perception and reality and why life, business, relationships, and goals rarely go exactly as planned. From deals falling apart and missed...From deals falling apart and missed goals to payroll mistakes and hard conversations, this episode breaks down 10 practical steps I personally use to refocus, reset, and move forward when things go sideways. We talk about acknowledging reality without drama, separating facts from the stories we tell ourselves, controlling what we can control, shrinking the timeline, and creating momentum through small wins.
I also dive into the importance of moving your body, reconnecting with your “why,” getting perspective from the right people, reframing failure into learning, and recommitting to your standards—especially when motivation is low. Because clarity doesn’t come before action. It comes after.
Success isn’t smooth. Business isn’t linear. And the people who win long term aren’t the ones with perfect plans—they’re the ones who know how to reset and keep moving when life doesn’t cooperate.
If you’re feeling off, behind, or stuck, this episode is your reminder: life ain’t perfect—but you can still build the life you want if you keep moving forward.]]>1061false348fullhttps://www.spreaker.com/episode/simple-solves-the-complex--69015659We break down why simplicity is not the easy path, but the effective one. From reducing endless rules to a few core values, to shifting from dozens of KPIs to one clear metric (the two-minute conversation), this episode shows how stripping things down improves focus, accountability, and decision-making. You’ll hear how eliminating, automating, or delegating can streamline your processes, your leadership, and even your health habits.
If you’re overwhelmed, stuck, or drowning in “paralysis by analysis,” this episode is your reminder: confusion breeds complexity, clarity fuels momentum. Simple solves the complex—every time.]]>283089cc-26b7-431e-99a4-3fa0ad777d2dFri, 12 Dec 2025 20:37:49 +0000Mark GellmanIn this episode, we dive into one of the most powerful lessons in leadership, business, and life: complexity creates confusion, but simplicity creates momentum. I share how, over the years of leading The Gellman Team, I often fell into the trap of...We break down why simplicity is not the easy path, but the effective one. From reducing endless rules to a few core values, to shifting from dozens of KPIs to one clear metric (the two-minute conversation), this episode shows how stripping things down improves focus, accountability, and decision-making. You’ll hear how eliminating, automating, or delegating can streamline your processes, your leadership, and even your health habits.
If you’re overwhelmed, stuck, or drowning in “paralysis by analysis,” this episode is your reminder: confusion breeds complexity, clarity fuels momentum. Simple solves the complex—every time.]]>1009false347fullhttps://www.spreaker.com/episode/running-a-business-like-a-business--68900985Mark breaks down the real playbook behind sustainable growth: mastering your Ideal Weekly Schedule, tracking KPIs that actually matter, building credibility through doing the work, nurturing your SOI and forever clients, and showing up with social authority every single day. There’s no shortcut, no easy button, and no substitute for skill-based, action-based consistency.
You’ll hear why specialization matters, how to evaluate what you truly want to achieve, and why accountability is the ultimate accelerator. If you treat real estate like a hobby, it will pay you like one. But if you treat it like a business? It will change your life.
Listen in, take notes, and—if you want the full blueprint—comment “running a business” on social and Mark will send you the playbook.]]>d6d5783d-f23a-4590-b749-49cadc59a925Fri, 05 Dec 2025 14:30:00 +0000Mark GellmanWhether you're an agent on a team or an independent operator, the truth stays the same—your success is built on discipline, clarity, and consistent action. Mark breaks down the real playbook behind sustainable growth: mastering your Ideal Weekly...Mark breaks down the real playbook behind sustainable growth: mastering your Ideal Weekly Schedule, tracking KPIs that actually matter, building credibility through doing the work, nurturing your SOI and forever clients, and showing up with social authority every single day. There’s no shortcut, no easy button, and no substitute for skill-based, action-based consistency.
You’ll hear why specialization matters, how to evaluate what you truly want to achieve, and why accountability is the ultimate accelerator. If you treat real estate like a hobby, it will pay you like one. But if you treat it like a business? It will change your life.
Listen in, take notes, and—if you want the full blueprint—comment “running a business” on social and Mark will send you the playbook.]]>1090false346fullhttps://www.spreaker.com/episode/joy-vs-happiness-the-difference-that-changes-everything--68683372

Anchor to purpose, not outcomes. When your “why” outweighs discomfort, joy wins.

Practice grounded, specific gratitude. Name three things that have nothing to do with achievement.

Be where your feet are. Put the phone down—presence creates joy.

As we head into the holiday season, Mark challenges listeners: Stop chasing happiness. Build joy. Happiness will still come, but you won’t depend on it to feel whole.Smile. Be present. Make someone’s day a little brighter.]]>a6c574e2-2bcf-4da5-ad0c-d6b7e874d8c3Fri, 21 Nov 2025 17:57:34 +0000Mark GellmanIn this episode, Mark reflects on an insight sparked at the St. Louis Men Against Cancer event, where Terry Bradshaw shared a powerful distinction: the difference between happiness and joy. Mark breaks down how we often use those words...

Anchor to purpose, not outcomes. When your “why” outweighs discomfort, joy wins.

Practice grounded, specific gratitude. Name three things that have nothing to do with achievement.

Be where your feet are. Put the phone down—presence creates joy.

As we head into the holiday season, Mark challenges listeners: Stop chasing happiness. Build joy. Happiness will still come, but you won’t depend on it to feel whole.Smile. Be present. Make someone’s day a little brighter.]]>926false345fullhttps://www.spreaker.com/episode/the-30-minute-rule--68571878He unpacks how these focused half-hour sessions—whether for organizing your day, preparing for a meeting, connecting with your team, exercising, or being fully present with family—compound into massive results. Mark highlights real examples from his own life, including his weekly Sunday breakfasts with his mom, “Starbucky Thursdays” with his daughter, and the short leadership touchpoints that strengthen trust on his team.
From leadership to personal wellness, Mark emphasizes that 30 minutes is long enough to create real momentum and short enough to eliminate excuses. He challenges listeners to pick one intentional 30-minute block today, write it down, and publicly declare it for accountability.
Simple, consistent, intentional. The 30-minute rule is how you change your life—one block at a time.]]>5b986f81-b080-4d7b-b052-0a371acd3d2cFri, 14 Nov 2025 17:47:27 +0000Mark GellmanIn this episode, Mark shares the simple but transformative habit that’s reshaped his life as a leader, business owner, father, and friend: the 30-minute rule. Instead of chasing hours of productivity, Mark breaks down why one intentional 30-minute...He unpacks how these focused half-hour sessions—whether for organizing your day, preparing for a meeting, connecting with your team, exercising, or being fully present with family—compound into massive results. Mark highlights real examples from his own life, including his weekly Sunday breakfasts with his mom, “Starbucky Thursdays” with his daughter, and the short leadership touchpoints that strengthen trust on his team.
From leadership to personal wellness, Mark emphasizes that 30 minutes is long enough to create real momentum and short enough to eliminate excuses. He challenges listeners to pick one intentional 30-minute block today, write it down, and publicly declare it for accountability.
Simple, consistent, intentional. The 30-minute rule is how you change your life—one block at a time.]]>1255false344fullhttps://www.spreaker.com/episode/how-winners-build-momentum-while-everyone-else-coasts--68467135

🌱 Plant seeds, don’t chase harvests. Focus on daily activities and habits, not immediate results.

💬 Stay connected. Call your database, invite clients to appreciation events, and show up on social media while others go silent.

🧭 Plan and declare. Build your 2026 business plan now—on paper—and publicly commit to your goals.

💪 Control the controllables. Forget the market, interest rates, or politics. Success comes from consistent execution and disciplined scheduling.

The bottom line: Champions are made when no one’s watching.
Finish the year strong, time-block your holidays, and enter 2026 with momentum instead of excuses.]]>265b6b53-7328-42b9-9cff-534aabd28eaaFri, 07 Nov 2025 19:49:21 +0000Mark GellmanAs the year winds down, most real estate agents hit the brakes—taking long breaks, skipping calls, and mentally checking out. But in this powerful episode, we flip that script. The message is clear: the next 30–45 days determine who wins in 2026.I...

🌱 Plant seeds, don’t chase harvests. Focus on daily activities and habits, not immediate results.

💬 Stay connected. Call your database, invite clients to appreciation events, and show up on social media while others go silent.

🧭 Plan and declare. Build your 2026 business plan now—on paper—and publicly commit to your goals.

💪 Control the controllables. Forget the market, interest rates, or politics. Success comes from consistent execution and disciplined scheduling.

The bottom line: Champions are made when no one’s watching.
Finish the year strong, time-block your holidays, and enter 2026 with momentum instead of excuses.]]>834false343fullhttps://www.spreaker.com/episode/daily-habits-that-separate-top-performers-from-everyone-else--68370944

Win the morning with movement, mindset, and mission

Build structure into their day and treat their calendar like their accountability partner

Seek feedback instead of avoiding it, using reflection as fuel for growth

Protect their energy through rest, health, and intentional recovery

Surround themselves with people who stretch and challenge them

These aren’t dramatic changes — they’re simple, consistent choices that compound over time.If you’re ready to stop waiting for motivation and start mastering the habits that drive real success, this episode is your blueprint.]]>541a8747-5efc-4127-95bd-e75a202e05d1Fri, 31 Oct 2025 18:35:52 +0000Mark GellmanEver wonder why some people seem to win every single day while others with the same tools and opportunities stay stuck? It’s not luck — it’s habits.In this episode, Mark breaks down the daily disciplines that separate top performers from everyone...

Win the morning with movement, mindset, and mission

Build structure into their day and treat their calendar like their accountability partner

Seek feedback instead of avoiding it, using reflection as fuel for growth

Protect their energy through rest, health, and intentional recovery

Surround themselves with people who stretch and challenge them

These aren’t dramatic changes — they’re simple, consistent choices that compound over time.If you’re ready to stop waiting for motivation and start mastering the habits that drive real success, this episode is your blueprint.]]>1029false342fullhttps://www.spreaker.com/episode/earning-the-business-even-from-friends-and-family--68269591313d8700-e0d4-4683-b11e-e4f94056200dFri, 24 Oct 2025 19:00:39 +0000Mark GellmanEvery agent thinks friends and family should use them. But the truth? You have to earn it. In this episode, I share a real-life story from my own past—why my wife and I didn’t use my sister-in-law to buy our first home—and how that experience shaped...708false341fullhttps://www.spreaker.com/episode/stoic-life-rules-after-60-wisdom-to-protect-your-future--681857931         Guard Your TimeYour most valuable resource is time. Don’t waste it on drama, regrets, or shallow pursuits. Direct your energy toward what truly matters.2         Release What You Can’t ControlYou can’t control the future, others’ opinions, or the passage of time. You can always control your response. Freedom begins with acceptance.3         Find Joy in SimplicityHappiness is not in possessions or status—it’s found in simple routines, nature, meaningful conversations, and quiet reflection.4         Practice GratitudeEvery day is a gift. Focus on what remains, not what has passed. Gratitude turns ordinary moments into extraordinary blessings.5         Cultivate Inner StrengthAs the body ages, the mind and spirit can grow stronger. Read, reflect, and invest in wisdom. Your peace of mind is your greatest wealth.6         Choose Relationships WiselySurround yourself with people who uplift, inspire, and share your values. Let go of those who drain your energy.7         Give Back & MentorLater years are an opportunity to pass on lessons, guide younger generations, and serve others with patience and kindness.8         Embrace MortalityLife is finite. When we accept that truth, we stop fearing it—and start living more fully in the present.
Stoic Reminder: “It is not that we have a short time to live, but that we waste much of it.” –Seneca]]>2e34749d-c7fe-4c8a-b6b7-70655383d9e6Fri, 17 Oct 2025 20:03:05 +0000Mark GellmanTurning 60 and beyond is not about slowing down—it’s aboutliving with clarity, peace, and purpose. Stoic philosophy offers timeless principles that help protect your well-being, guide your priorities, and bring meaning to each day. 1         Guard...1         Guard Your TimeYour most valuable resource is time. Don’t waste it on drama, regrets, or shallow pursuits. Direct your energy toward what truly matters.2         Release What You Can’t ControlYou can’t control the future, others’ opinions, or the passage of time. You can always control your response. Freedom begins with acceptance.3         Find Joy in SimplicityHappiness is not in possessions or status—it’s found in simple routines, nature, meaningful conversations, and quiet reflection.4         Practice GratitudeEvery day is a gift. Focus on what remains, not what has passed. Gratitude turns ordinary moments into extraordinary blessings.5         Cultivate Inner StrengthAs the body ages, the mind and spirit can grow stronger. Read, reflect, and invest in wisdom. Your peace of mind is your greatest wealth.6         Choose Relationships WiselySurround yourself with people who uplift, inspire, and share your values. Let go of those who drain your energy.7         Give Back & MentorLater years are an opportunity to pass on lessons, guide younger generations, and serve others with patience and kindness.8         Embrace MortalityLife is finite. When we accept that truth, we stop fearing it—and start living more fully in the present.
Stoic Reminder: “It is not that we have a short time to live, but that we waste much of it.” –Seneca]]>1141false340fullhttps://www.spreaker.com/episode/what-a-starbucks-run-taught-me-about-sales--6809492040174ae9-1323-46ca-9a94-f4bb31367a9bFri, 10 Oct 2025 19:37:39 +0000Mark GellmanWhat does a Starbucks order have to do with sales? More than you think. Whether you’re selling homes or pharmaceuticals, the formula for success is the same. Mark breaks down how consistency, discipline, and showing up daily separate the top...869false339fullhttps://www.spreaker.com/episode/busting-the-biggest-real-estate-myths-buyers-sellers--68004413• Reality: While spring sees more activity, serious buyers shop year-round. Low inventory in fall/winter can actually mean less competition for sellers.
2  - You should price high to leave room to negotiate• Myth: Setting a higher price means you’ll “meet in the middle.”
• Reality: Overpricing often backfires—homes sit longer, attract fewer buyers, and may sell for less than if priced correctly from the start.
3  - You don’t need an agent in the internet age• Myth: With Zillow and Redfin, you can buy or sell on your own.
• Reality: An experienced agent adds value in pricing, negotiation, contracts, inspections, and avoiding costly mistakes that online sites can’t cover.
4  - Open houses sell homes• Myth: Most buyers find their home at an open house.
• Reality: Over 90% of buyers start online. Open houses are useful for exposure, but most sales come from online marketing and private showings.
5  - All renovations add value• Myth: Any improvement increases resale value.
• Reality: Some updates (kitchens, baths) bring strong ROI, while others (pools, luxury fixtures) may not recoup costs, depending on market.
6  - Cash buyers always get big discounts• Myth: Sellers will accept much less for cash.
• Reality: Cash is attractive (fewer contingencies, faster close), but sellers still care about net proceeds. A strong financed offer can compete.
7  - You need 20% down to buy a home• Myth: Buyers must save for years before purchasing.
• Reality: Many loans allow 3–5% down, VA and USDA require 0%, and down payment assistance programs exist.
8  - The Zestimate is the true home value• Myth: Online estimates are accurate and reliable.
• Reality: Algorithms can be off by tens of thousands. A professional CMA (comparative market analysis) accounts for local trends and property condition.
9 - All agents are the same• Myth: Any licensed real estate agent provides equal service.
• Reality: Experience, marketing strategy, negotiation skills, and local expertise vary widely—choosing the right agent impacts results.
10 - If a home hasn’t sold, something must be wrong with it• Myth: A home that sits unsold is flawed.
• Reality: The main culprit is usually price or marketing, not the home itself. Adjusting those factors often gets results.]]>c09f2efc-eeaa-4ab3-ae93-71b9c6c2bfbeFri, 03 Oct 2025 18:56:53 +0000Mark GellmanFollowing up on last week's episode, we're going to dive into myths specifically for buyers and sellers. 1  - Spring is the only time to sell• Myth: Homes only sell quickly or for top dollar in the spring. • Reality: While spring sees more activity,...• Reality: While spring sees more activity, serious buyers shop year-round. Low inventory in fall/winter can actually mean less competition for sellers.
2  - You should price high to leave room to negotiate• Myth: Setting a higher price means you’ll “meet in the middle.”
• Reality: Overpricing often backfires—homes sit longer, attract fewer buyers, and may sell for less than if priced correctly from the start.
3  - You don’t need an agent in the internet age• Myth: With Zillow and Redfin, you can buy or sell on your own.
• Reality: An experienced agent adds value in pricing, negotiation, contracts, inspections, and avoiding costly mistakes that online sites can’t cover.
4  - Open houses sell homes• Myth: Most buyers find their home at an open house.
• Reality: Over 90% of buyers start online. Open houses are useful for exposure, but most sales come from online marketing and private showings.
5  - All renovations add value• Myth: Any improvement increases resale value.
• Reality: Some updates (kitchens, baths) bring strong ROI, while others (pools, luxury fixtures) may not recoup costs, depending on market.
6  - Cash buyers always get big discounts• Myth: Sellers will accept much less for cash.
• Reality: Cash is attractive (fewer contingencies, faster close), but sellers still care about net proceeds. A strong financed offer can compete.
7  - You need 20% down to buy a home• Myth: Buyers must save for years before purchasing.
• Reality: Many loans allow 3–5% down, VA and USDA require 0%, and down payment assistance programs exist.
8  - The Zestimate is the true home value• Myth: Online estimates are accurate and reliable.
• Reality: Algorithms can be off by tens of thousands. A professional CMA (comparative market analysis) accounts for local trends and property condition.
9 - All agents are the same• Myth: Any licensed real estate agent provides equal service.
• Reality: Experience, marketing strategy, negotiation skills, and local expertise vary widely—choosing the right agent impacts results.
10 - If a home hasn’t sold, something must be wrong with it• Myth: A home that sits unsold is flawed.
• Reality: The main culprit is usually price or marketing, not the home itself. Adjusting those factors often gets results.]]>1010false338fullhttps://www.spreaker.com/episode/busting-the-biggest-real-estate-myths--679154614eec2662-c8de-4331-aaef-6c562a10b233Fri, 26 Sep 2025 21:26:23 +0000Mark GellmanThink real estate is “easy money”? Believe cold calling is dead or that referrals just happen automatically? In this episode, I’m busting the top industry myths that hold agents back and confuse clients. From internet leads to luxury listings, from...1108false337fullhttps://www.spreaker.com/episode/breaking-the-myths-of-money-with-rich-dad-poor-dad--67823746

Myth #1: Your house is your greatest asset. Truth: unless it puts money in your pocket, it’s a liability.

Myth #2: The success path is school, job, retirement. Truth: jobs can vanish, but assets create freedom.

Myth #3: You need money to make money. Truth: you really need knowledge, creativity, and courage.”

“So here’s the bottom line: Rich Dad Poor Dad isn’t a get-rich-quick scheme. It’s about shifting your mindset. It’s about learning the language of money, building assets, and creating financial freedom. Here’s my challenge to you this week:

• Take a piece of paper and list your assets and liabilities. Which column is bigger?
• Then choose one action that grows your assets: maybe it’s starting a side hustle, investing in real estate, or even just reading another financial book.

]]>f6eb5327-d307-4e55-a867-fc4798286bb0Fri, 19 Sep 2025 14:37:18 +0000Mark GellmanToday we’re diving into one of the most influential personal finance books of all time: Rich Dad Poor Dad by Robert Kiyosaki. This book has sold millions of copies worldwide—and for good reason. It challenges the way most of us think about money,...

Myth #1: Your house is your greatest asset. Truth: unless it puts money in your pocket, it’s a liability.

Myth #2: The success path is school, job, retirement. Truth: jobs can vanish, but assets create freedom.

Myth #3: You need money to make money. Truth: you really need knowledge, creativity, and courage.”

“So here’s the bottom line: Rich Dad Poor Dad isn’t a get-rich-quick scheme. It’s about shifting your mindset. It’s about learning the language of money, building assets, and creating financial freedom. Here’s my challenge to you this week:

• Take a piece of paper and list your assets and liabilities. Which column is bigger?
• Then choose one action that grows your assets: maybe it’s starting a side hustle, investing in real estate, or even just reading another financial book.

]]>1076false336fullhttps://www.spreaker.com/episode/the-5-dysfunctions-that-can-make-or-break-your-team--6774044758ecde17-98f7-47ef-bdc5-138834ce445cFri, 12 Sep 2025 21:21:29 +0000Mark GellmanIn this episode, I dive into one of my favorite leadership books of all time: The Five Dysfunctions of a Team by Patrick Lencioni. This framework is powerful for any organization, but especially in real estate, where independent contractors must work...978false335fullhttps://www.spreaker.com/episode/what-if-james-clear-ran-a-real-estate-team-20-atomic-habits-for-success--67647591Identity-Based Habits (Who You Are as an Agent)
1. Affirm daily identity: “I am a trusted advisor, not just a salesperson.” 2. Dress for success: Always show up looking professional, even for Zoom calls. 3. Daily gratitude text: Send one appreciation message to a client, colleague, or vendor. 4. Read 10 minutes of professional development each morning. 5. Weekly reflection journal: Write down wins, challenges, and lessons learned.
Lead Generation & Prospecting Habits
6. Call 3 past clients every morning before 10am. 7. Send 5 handwritten notes weekly. 8. Post one value-driven social media story daily (not just “just sold” posts). 9. Add one new contact to your CRM every day. 10. Role-play scripts 15 minutes with a teammate before prospecting.
Systems & Productivity Habits
11. Zero-inbox habit: Clear CRM tasks and emails before lunch. 12. Two-minute rule: If a client follow-up takes less than 2 minutes, do it immediately. 13. Block time for lead gen: Protect 2 uninterrupted hours each morning. 14. Prep listing packets the night before any appointment. 15. Use a daily checklist (appointments, calls, follow-ups, marketing posts).
Client Service Habits
16. Weekly seller update: Proactively call/text every seller with an update, even if no news. 17. Send “under contract” video update to every buyer/seller. 18. Pop-bys: Drop off one small gift weekly to a client or referral partner. 19. Ask for reviews at the moment of peak client happiness (closing, accepted offer). 20. Introduce clients to your ecosystem (title, mortgage, workspace, vendors) to deepen relationships.]]>e85ddeea-232b-4fcd-96a5-a9e101875b3eFri, 05 Sep 2025 17:34:54 +0000Mark GellmanIn this episode of Season 3, I dive into a fun thought experiment: What would James Clear, author of Atomic Habits, do if he were leading our real estate team? Instead of chasing big numbers, James would zero in on the small, daily wins that stack up...Identity-Based Habits (Who You Are as an Agent)
1. Affirm daily identity: “I am a trusted advisor, not just a salesperson.” 2. Dress for success: Always show up looking professional, even for Zoom calls. 3. Daily gratitude text: Send one appreciation message to a client, colleague, or vendor. 4. Read 10 minutes of professional development each morning. 5. Weekly reflection journal: Write down wins, challenges, and lessons learned.
Lead Generation & Prospecting Habits
6. Call 3 past clients every morning before 10am. 7. Send 5 handwritten notes weekly. 8. Post one value-driven social media story daily (not just “just sold” posts). 9. Add one new contact to your CRM every day. 10. Role-play scripts 15 minutes with a teammate before prospecting.
Systems & Productivity Habits
11. Zero-inbox habit: Clear CRM tasks and emails before lunch. 12. Two-minute rule: If a client follow-up takes less than 2 minutes, do it immediately. 13. Block time for lead gen: Protect 2 uninterrupted hours each morning. 14. Prep listing packets the night before any appointment. 15. Use a daily checklist (appointments, calls, follow-ups, marketing posts).
Client Service Habits
16. Weekly seller update: Proactively call/text every seller with an update, even if no news. 17. Send “under contract” video update to every buyer/seller. 18. Pop-bys: Drop off one small gift weekly to a client or referral partner. 19. Ask for reviews at the moment of peak client happiness (closing, accepted offer). 20. Introduce clients to your ecosystem (title, mortgage, workspace, vendors) to deepen relationships.]]>1019false334fullhttps://www.spreaker.com/episode/homes-with-impact-redefining-real-estate-with-new-story--67554245Matthew shares how New Story develops land in Latin America to create dignified, affordable housing opportunities for families—while also offering limited partners a return on investment. From fundraising models and credit union partnerships to the balance of mission and market-based growth, this episode dives into how innovation can unlock massive impact.
Whether you’re passionate about real estate, philanthropy, or thinking differently about capital, you’ll walk away inspired by New Story's bold approach to building homes and futures.]]>3742b76e-61fe-4341-b560-f4305b5692d9Fri, 29 Aug 2025 13:30:00 +0000Mark GellmanThis episode, Mark sits down with Matthew Marshall of New Story Homes, a groundbreaking organization transforming how philanthropy and real estate intersect. Matthew shares how New Story develops land in Latin America to create dignified, affordable...Matthew shares how New Story develops land in Latin America to create dignified, affordable housing opportunities for families—while also offering limited partners a return on investment. From fundraising models and credit union partnerships to the balance of mission and market-based growth, this episode dives into how innovation can unlock massive impact.
Whether you’re passionate about real estate, philanthropy, or thinking differently about capital, you’ll walk away inspired by New Story's bold approach to building homes and futures.]]>711false333fullhttps://www.spreaker.com/episode/the-hot-sauce-test-what-kind-of-accountability-do-you-need--674832840f153c7f-c870-43b6-8b14-c9c098b38a6aFri, 22 Aug 2025 18:58:32 +0000Mark GellmanAccountability isn’t one-size-fits-all. Some want it mild, others medium, and some crave the “hot sauce” version—daily check-ins, consequences, and no excuses. But true accountability only sticks when it’s rooted in something deeper: your anchor. In...671false332fullhttps://www.spreaker.com/episode/from-metrics-to-momentum--67361293fd846c16-8ecd-4cd5-913a-5b097e912717Wed, 13 Aug 2025 21:48:08 +0000Mark GellmanIn this special episode, Mark is joined by his son, Tyler Gellman, for a candid conversation about seizing opportunities, mastering metrics, and playing the long game in business. Tyler shares his journey from graduating college to rapidly rising...1167false331fullhttps://www.spreaker.com/episode/seasons-of-life-living-with-intention--6730652977e3260e-e115-4c4f-afa6-d7a336c1e72dFri, 08 Aug 2025 18:39:26 +0000Mark GellmanThe last few seasons of this podcast have been somewhat of a coming of age for Sarah. What started out (quite unexpectedly) as a health journey has slowly evolved into a life journey. Over the years Mark and Sarah have spoken about the seasons of...1449false330fullhttps://www.spreaker.com/episode/q3-2025-be-excellent--67217524Want a peek at the full planning session? Drop "business planning" in the comments and we’ll send the link!]]>0e2632b5-d408-43a6-90da-76769d940918Fri, 01 Aug 2025 13:30:00 +0000Mark GellmanToday, Mark dives into why our Q3 team meeting happens before the quarter ends — it’s all about creating space to course correct and finish strong. He also shares how early planning for 2026 (yes, 2026!) sets us up for success in real estate’s long...Want a peek at the full planning session? Drop "business planning" in the comments and we’ll send the link!]]>1201false329fullhttps://www.spreaker.com/episode/self-sabotage-and-the-symphony-of-success--67112459f582fb38-030d-4092-bc77-a661dd9de3c5Fri, 25 Jul 2025 13:30:00 +0000Mark GellmanMike Weiland returns this week for a powerful conversation with Mark about the quiet ways we self-sabotage. Why do we fear success? Why do we lean into comfort, even when it keeps us stuck? Mike dives into the idea that growth begins where comfort...1081false328fullhttps://www.spreaker.com/episode/the-art-of-accountability--67028863With a background in counseling, Mike brings a unique lens to real estate—one rooted in self-awareness, accountability, and honest leadership. In a shifting market where many agents feel stuck, Mike shares why change is uncomfortable, but necessary—and how you can choose to fight, fly, or freeze.
They dive into the psychology behind success, the role of accountability in shaping outcomes, and how real leadership means meeting others where they are while still holding the line. Plus, Mike unpacks the difference between the science of real estate scripts and the art of connection. They discuss different ways you can connect and guide your clients into self-discovery and accountability.
If you're feeling pressure in today’s market, this episode is the grounding—and push—you didn’t know you needed.]]>0d927ab6-636b-40cf-a61f-4009c98d980fFri, 18 Jul 2025 13:30:00 +0000Mark GellmanThis week, Mark sits down with longtime top producer and luxury specialist Mike Weiland for a conversation that cuts deep and looks at the human condition and connection. With a background in counseling, Mike brings a unique lens to real estate—one...With a background in counseling, Mike brings a unique lens to real estate—one rooted in self-awareness, accountability, and honest leadership. In a shifting market where many agents feel stuck, Mike shares why change is uncomfortable, but necessary—and how you can choose to fight, fly, or freeze.
They dive into the psychology behind success, the role of accountability in shaping outcomes, and how real leadership means meeting others where they are while still holding the line. Plus, Mike unpacks the difference between the science of real estate scripts and the art of connection. They discuss different ways you can connect and guide your clients into self-discovery and accountability.
If you're feeling pressure in today’s market, this episode is the grounding—and push—you didn’t know you needed.]]>1275false327fullhttps://www.spreaker.com/episode/unlocking-a-smarter-rental-strategy-with-section-8--66945415He explains how guaranteed rent payments, housing authority incentives, and high demand for 3–4 bedroom homes create a strong cash flow environment, even as traditional rentals become less profitable. Jimmy also offers real talk for out-of-state investors, including why choosing the right property manager and tenant screening process can make or break your investment.
Whether you’re new to real estate or looking to diversify your portfolio, this episode is a deep dive into the strategy behind smart, sustainable returns.]]>6f9fa91f-93a8-4cce-a1d4-5b7e348f1b17Fri, 11 Jul 2025 13:30:00 +0000Mark GellmanThis week, Mark is joined by real estate advisor and investor Jimmy Barton, who shares how his real estate journey has expanded into Section 8 housing. With St. Louis offering one of the most accessible markets for new investors, Jimmy breaks down why...He explains how guaranteed rent payments, housing authority incentives, and high demand for 3–4 bedroom homes create a strong cash flow environment, even as traditional rentals become less profitable. Jimmy also offers real talk for out-of-state investors, including why choosing the right property manager and tenant screening process can make or break your investment.
Whether you’re new to real estate or looking to diversify your portfolio, this episode is a deep dive into the strategy behind smart, sustainable returns.]]>1617false326fullhttps://www.spreaker.com/episode/why-relationships-win-in-real-estate-a-conversation-with-matt-lamb--66876213For sellers, Matt’s approach is just as strategic. He actively studies the competition and builds strong relationships with other agents, giving his clients an edge both on the market and at the negotiation table. From million-dollar listings to first-time buyers, Matt delivers value by staying people-focused, detail-driven, and relationship-first — no matter the price point.]]>8920ccf4-9fc1-4b46-8e2b-d9cd8abca086Sun, 06 Jul 2025 16:17:27 +0000Mark GellmanThis week, we’re joined by Matt Lamb — listing and buyer specialist with a reputation for trust, strategy, and standout service. Matt shares how he goes beyond the standard experience, offering buyers a deeper look at market context and guiding them...For sellers, Matt’s approach is just as strategic. He actively studies the competition and builds strong relationships with other agents, giving his clients an edge both on the market and at the negotiation table. From million-dollar listings to first-time buyers, Matt delivers value by staying people-focused, detail-driven, and relationship-first — no matter the price point.]]>1158false325fullhttps://www.spreaker.com/episode/one-house-three-ways-to-sell--66773225d178b7c5-ffa4-4e8f-9f70-12308c1bc1feFri, 27 Jun 2025 13:30:00 +0000Mark GellmanSelling a home doesn’t have to be one-size-fits-all. In this episode, the Bergjans Brothers unpack their approach to fix and flips — and how they help sellers choose the best path forward. From full-prep listings to as-is offers, they explain how to...989false324fullhttps://www.spreaker.com/episode/the-bergjans-blueprint-for-winning-selling-listings--66654638They share how building rapport before discussing pricing is key. Using live comparable data during appointments, they guide clients through market insights in real time. This not only builds credibility but sets the stage for future pacing—helping clients understand how market feedback will indicate if their price is right.
The duo emphasizes tailoring every part of the listing prep to the client’s goals, whether that’s speed or maximum value. They also explain how to balance positivity with realism, handle staging without overwhelming the seller, and why listings are the foundation of a thriving real estate business.
Whether you’re a new agent or a seasoned pro, this conversation is packed with actionable strategies to win more listings—and keep them.]]>c1b283ff-1090-473c-941c-71687b9a53f1Fri, 20 Jun 2025 13:30:00 +0000Mark GellmanIn this episode, Mark is joined by powerhouse brothers Daniel and Matt Bergjans, who have built a business around listings and sold over 800 homes. Their approach is rooted in trust, transparency, and a pricing strategy that leads sellers to their own...They share how building rapport before discussing pricing is key. Using live comparable data during appointments, they guide clients through market insights in real time. This not only builds credibility but sets the stage for future pacing—helping clients understand how market feedback will indicate if their price is right.
The duo emphasizes tailoring every part of the listing prep to the client’s goals, whether that’s speed or maximum value. They also explain how to balance positivity with realism, handle staging without overwhelming the seller, and why listings are the foundation of a thriving real estate business.
Whether you’re a new agent or a seasoned pro, this conversation is packed with actionable strategies to win more listings—and keep them.]]>1105false323fullhttps://www.spreaker.com/episode/you-can-t-hit-a-target-you-don-t-set-build-the-future-you-want--66549736While interviewing candidates for a new agent trainer role, something stood out: both top candidates shared their personal 5- and 10-year plans. That kind of foresight takes discipline. Most people live day to day, caught up in the moment. But long-term planning gives your actions direction.
Mark could easily manage his own finances, but he chooses to work with a planner — not for the knowledge, but for the accountability. It’s the same reason Sarah publicly shares her progress on 75 Hard: external accountability helps keep internal goals on track.
Your perspective will evolve over time. Sarah once thought success meant driving a Range Rover. Now, her definition looks very different. That’s normal. Your plan doesn’t have to be perfect — but without one, you’re aiming at nothing.
Start big, then zoom in. Break those big dreams into micro plans. Even something like planning next year’s vacation is a step toward living with intention.]]>0c565e1a-bfe8-45d5-90f4-77f7c7b226acFri, 13 Jun 2025 13:30:00 +0000Mark GellmanToday’s episode is all about thinking long-term — 5-year plans, 10-year visions, and beyond. While interviewing candidates for a new agent trainer role, something stood out: both top candidates shared their personal 5- and 10-year plans. That kind of...While interviewing candidates for a new agent trainer role, something stood out: both top candidates shared their personal 5- and 10-year plans. That kind of foresight takes discipline. Most people live day to day, caught up in the moment. But long-term planning gives your actions direction.
Mark could easily manage his own finances, but he chooses to work with a planner — not for the knowledge, but for the accountability. It’s the same reason Sarah publicly shares her progress on 75 Hard: external accountability helps keep internal goals on track.
Your perspective will evolve over time. Sarah once thought success meant driving a Range Rover. Now, her definition looks very different. That’s normal. Your plan doesn’t have to be perfect — but without one, you’re aiming at nothing.
Start big, then zoom in. Break those big dreams into micro plans. Even something like planning next year’s vacation is a step toward living with intention.]]>1126false322fullhttps://www.spreaker.com/episode/take-stock-are-your-actions-moving-you-forward--66422842Taking stock isn’t just reflection—it’s about action. Build a consistent routine. Track your efforts honestly, because numbers don’t lie. The only way this works is through commitment, accountability, and a willingness to be real with yourself.
Habits are built one day at a time. Simplify where you can. Track your metrics so you don’t have to carry it all in your head. Add structure. Get an accountability partner. Keep taking stock—and keep moving forward.]]>f16b5d79-7591-46cf-8a20-401c8374c256Fri, 06 Jun 2025 16:01:53 +0000Mark GellmanTake stock of your calendar. What does the past week—or two—really say about how you're spending your time? When you look back with intention, the rearview mirror can help you predict your path forward. If you’re not where you want to be, now’s the...Taking stock isn’t just reflection—it’s about action. Build a consistent routine. Track your efforts honestly, because numbers don’t lie. The only way this works is through commitment, accountability, and a willingness to be real with yourself.
Habits are built one day at a time. Simplify where you can. Track your metrics so you don’t have to carry it all in your head. Add structure. Get an accountability partner. Keep taking stock—and keep moving forward.]]>1032false321fullhttps://www.spreaker.com/episode/the-grind-behind-the-glamour-real-talk-about-real-estate--66340957d214777b-3dbd-4037-a9ea-950e35e3b7c3Fri, 30 May 2025 13:30:00 +0000Mark GellmanThinking about getting into real estate? You’re not alone—we hear it all the time. Many are drawn in by the promise of flexibility, the fun of browsing homes on Zillow, or the glamorized world of HGTV. But real estate is far more than pretty houses...1550false320fullhttps://www.spreaker.com/episode/no-one-likes-surprises--66233647In this episode, we dig into how surprise is the enemy of trust—especially in a relationship-driven business like real estate. Communication isn’t just helpful, it’s essential. We’ll talk about the importance of setting clear expectations, being honest even when it’s uncomfortable, and getting ahead of issues before they turn into emergencies.
Whether it's warning clients about competing cash offers or preparing them for the unexpected, being proactive can make all the difference. Because in business—and in life—it’s always better to be in control than in catch-up mode.]]>bf54461a-9f63-47df-8732-9d1ba52813e6Fri, 23 May 2025 17:42:07 +0000Mark GellmanIf you know Mark, you know he really doesn’t like surprises—and let’s be honest, who does? Whether it’s your A/C suddenly dying in the middle of summer or a dentist casually dropping the word root canal after the fact (true story from Sarah), nobody...In this episode, we dig into how surprise is the enemy of trust—especially in a relationship-driven business like real estate. Communication isn’t just helpful, it’s essential. We’ll talk about the importance of setting clear expectations, being honest even when it’s uncomfortable, and getting ahead of issues before they turn into emergencies.
Whether it's warning clients about competing cash offers or preparing them for the unexpected, being proactive can make all the difference. Because in business—and in life—it’s always better to be in control than in catch-up mode.]]>1047false319fullhttps://www.spreaker.com/episode/turning-clients-into-raving-fans--66124040068dac53-94ad-42f9-a18f-aad9e92788b7Fri, 16 May 2025 19:09:16 +0000Mark GellmanIn this episode, we explore why follow-up and relationship-building are the foundation of The Gellman Team’s growth. With 40% of our 2025 sales expected to come from repeat clients, referrals, and our sphere, we know that long-term success comes from...1139false318fullhttps://www.spreaker.com/episode/great-leaders-listen-building-teams-from-the-bottom-up--66021248627b2486-011f-4749-b64c-1146f8833666Fri, 09 May 2025 18:50:01 +0000Mark GellmanLeadership isn’t just about giving direction from the top—it’s about listening, learning, and evolving. In this episode, Mark shares his journey from being a top-down leader to embracing a bottom-up approach that prioritizes people, feedback, and...1164false317fullhttps://www.spreaker.com/episode/atomic-habits-in-action-my-journey-on-the-mat--65860717f47eeb50-ea39-4f7a-8fc3-9bdfc492c88cFri, 02 May 2025 18:08:55 +0000Mark GellmanThis week, we’re revisiting one of my all-time favorite topics—Atomic Habits—and I’m sharing a personal story that hits close to the mat… I mean, home. 🧘‍♀️Did I set out to complete over 1,000 yoga classes? Nope. I just kept showing up, one class at a...918false316fullhttps://www.spreaker.com/episode/sarah-s-75-hard-wake-up-call--65726221This episode dives into how committing to a challenge can shift your mindset around time, priorities, and discipline. Sarah shares how she’s restructured her day—like walking during her son’s practice instead of answering emails in the car—and how powerful the ripple effect of consistent, intentional choices can be.
Because at the end of the day, it’s not about having time—it’s about making it.]]>22cc47be-2f86-4fc7-a356-210a0c0486e6Fri, 25 Apr 2025 13:30:00 +0000Mark GellmanSarah is 19 days into the 75 Hard challenge, and she’s learning that the hardest part isn’t skipping the wine—it’s finding the time. Between two 45-minute workouts (one must be outside), reading 10 minutes of a self-help book, drinking a gallon of...This episode dives into how committing to a challenge can shift your mindset around time, priorities, and discipline. Sarah shares how she’s restructured her day—like walking during her son’s practice instead of answering emails in the car—and how powerful the ripple effect of consistent, intentional choices can be.
Because at the end of the day, it’s not about having time—it’s about making it.]]>1222false315fullhttps://www.spreaker.com/episode/the-decision-that-changed-everything--65628842In this episode, we share how a simple commitment—daily morning walks—turned into a powerful ripple effect in our lives. What started as part of a challenge became a daily ritual that improved our health, deepened our connection, and set the tone for our days. It’s a reminder that big transformations often start with small, consistent steps. 🌅👟]]>0926f55e-0910-45ef-84b7-7172974834bbFri, 18 Apr 2025 19:59:02 +0000Mark GellmanWhat if one small habit could change everything? In this episode, we share how a simple commitment—daily morning walks—turned into a powerful ripple effect in our lives. What started as part of a challenge became a daily ritual that improved our...In this episode, we share how a simple commitment—daily morning walks—turned into a powerful ripple effect in our lives. What started as part of a challenge became a daily ritual that improved our health, deepened our connection, and set the tone for our days. It’s a reminder that big transformations often start with small, consistent steps. 🌅👟]]>983false314fullhttps://www.spreaker.com/episode/the-one-line-that-eliminates-buyer-regret--65540172"If you heard the home sold for X, would you say I would have paid that. Or are you comfortable with the current offer we've drafted at Y price?"
If they say no, then you know that the offer you've drafted is a strong as you can make it and it's in the seller's hands. If they say yes, then it's time for a follow up conversation to maybe adjust the offer before sending. At the end of the day, it helps the buyer put their offer into perspective and solidifies what their comfort price is.
Get out of sales and into curiosity. Meet people where they're at. Help them self-discover their motivation, comfort level, and what they're willing to pay. A trusted real estate advisor obviously brings their market knowledge and expertise to the working relationship, but a big part of being a great agent is your ability to lead your clients to self-discovery.]]>879296ae-f96d-43e6-a35a-55872d6abea8Fri, 11 Apr 2025 13:30:00 +0000Mark GellmanWe have one line that our agents are using that eliminates buyer regret in this competitive market. You definitely don't want your buyers to miss out on a home they really wanted and to feel like they could have done more to get it. "If you heard the..."If you heard the home sold for X, would you say I would have paid that. Or are you comfortable with the current offer we've drafted at Y price?"
If they say no, then you know that the offer you've drafted is a strong as you can make it and it's in the seller's hands. If they say yes, then it's time for a follow up conversation to maybe adjust the offer before sending. At the end of the day, it helps the buyer put their offer into perspective and solidifies what their comfort price is.
Get out of sales and into curiosity. Meet people where they're at. Help them self-discover their motivation, comfort level, and what they're willing to pay. A trusted real estate advisor obviously brings their market knowledge and expertise to the working relationship, but a big part of being a great agent is your ability to lead your clients to self-discovery.]]>985false313fullhttps://www.spreaker.com/episode/don-t-forget-the-person-behind-the-production--65355442There are some strategies that can help you overcome these types of situations yourself. Tackle it head on instead of trying to run away from whatever you're dealing with. Find a person (within the workplace or a friend) that you can talk to for support. Pay attention to your self-talk and how you treat yourself. We are often are own worst critic.
Stick to your routine no matter what is going on. It gives you structure. As part of that, make sure you have time for a mental transition between your personal and professional life. This can be as easy as playing your favorite songs in the car on the way to your first appointment.
Focus on micro wins and not just big wins. If you're a successful agent who sells 24 homes a year, do you only have a win on 24 days a year with 341 losses on the other days? No! Celebrate the micro wins in between those contracts.
Lastly, don't forget about self-care. If you don't take care of yourself, then you can't take care of those around you. Give yourself some space to relax and reset.]]>e114428f-8192-4d08-9357-3a1dae624aa0Fri, 04 Apr 2025 22:30:14 +0000Mark GellmanIt's virtually impossible to have complete separation between your personal and professional life. If all of a sudden a higher performer is struggling, it's worth finding out if something is going on personally. Instead of confronting that person and...There are some strategies that can help you overcome these types of situations yourself. Tackle it head on instead of trying to run away from whatever you're dealing with. Find a person (within the workplace or a friend) that you can talk to for support. Pay attention to your self-talk and how you treat yourself. We are often are own worst critic.
Stick to your routine no matter what is going on. It gives you structure. As part of that, make sure you have time for a mental transition between your personal and professional life. This can be as easy as playing your favorite songs in the car on the way to your first appointment.
Focus on micro wins and not just big wins. If you're a successful agent who sells 24 homes a year, do you only have a win on 24 days a year with 341 losses on the other days? No! Celebrate the micro wins in between those contracts.
Lastly, don't forget about self-care. If you don't take care of yourself, then you can't take care of those around you. Give yourself some space to relax and reset.]]>1484false312fullhttps://www.spreaker.com/episode/the-story-i-m-telling-myself-is--65192472Get the elephant out of the room. There is nothing wrong with needing to ask for guidance and if you're experiencing some sort of conflict with someone in a personal way, be straightforward about it. Again, ignoring something doesn't make it go away.
This is super important for conflict resolution. When you feel a certain way about something or you're talking to someone that is upset about a situation, phrase it as that's a story you're telling yourself and is that the consensus for everyone or just your interpretation? This phrasing: "the story I'm telling myself is..." can be super helpful in conflicts between different personality types. I Personalities over-communicate, but D Personalities might be more short or brisk in their conversation. This can lead to a disconnect right off the bat even if those individuals are not actually at odds with each other.
Being able to understand personality types and how they communicate is not only vital in your personal life, but also in how you procure and work with clients. The best real estate agents are able to be chameleons and adapt to their clients. Get comfortable being uncomfortable. Face challenges and conversations head-on.]]>9e9fefec-f3d8-4ca4-87c4-f5d01d8d83cdFri, 28 Mar 2025 13:30:00 +0000Mark GellmanWe've been talking a lot about challenges lately on our team and in one-to-one conversations. Ignoring or avoiding challenges doesn't usually make them go away. The best way to deal with these scenarios is to block and tackle and face it head on, or...Get the elephant out of the room. There is nothing wrong with needing to ask for guidance and if you're experiencing some sort of conflict with someone in a personal way, be straightforward about it. Again, ignoring something doesn't make it go away.
This is super important for conflict resolution. When you feel a certain way about something or you're talking to someone that is upset about a situation, phrase it as that's a story you're telling yourself and is that the consensus for everyone or just your interpretation? This phrasing: "the story I'm telling myself is..." can be super helpful in conflicts between different personality types. I Personalities over-communicate, but D Personalities might be more short or brisk in their conversation. This can lead to a disconnect right off the bat even if those individuals are not actually at odds with each other.
Being able to understand personality types and how they communicate is not only vital in your personal life, but also in how you procure and work with clients. The best real estate agents are able to be chameleons and adapt to their clients. Get comfortable being uncomfortable. Face challenges and conversations head-on.]]>1015false311fullhttps://www.spreaker.com/episode/price-fades-value-lasts-know-your-worth--65016731How does this relate to real estate? When you're helping buyers, it's not up to you what they're willing to pay for any given home. You give them their choices and they make the decision. It's not up to you to decide if they're overpaying. You're an advisor, not a decision-maker.
To take it a step further, we all know things have changed for buyers agents in the last year or so with the NAR agency and buyer agent commission. We now have to articulate our value and charge our value. We've been doing this on the list side for a long time. When asked about their commission, the best listing agents will say "Here's my commission, do you have any questions." The worst listing agents will say, "Here's my commission, but if that's too high we can negotiate." They're undermining their own value.
Know your worth. In the absence of value, the only thing you can compete on is price. You have to add value to the client experience and be able to articulate it. Also, long after the price is forgotten, the quality remains. At the time of the transaction, sure the client is aware of your commission and the cost. But years later, what will actually stick with them is the quality of your service and the value you provided.]]>878d0d92-f3ac-4403-b3e9-54f3062a2bc1Fri, 21 Mar 2025 14:31:07 +0000Mark GellmanBack when Sarah sold cars, they had a deal book. It showed two numbers for each vehicle. The top number was the markup and the bottom number was called hold back, which was the amount the dealer was guaranteed to get for the car. When she was...How does this relate to real estate? When you're helping buyers, it's not up to you what they're willing to pay for any given home. You give them their choices and they make the decision. It's not up to you to decide if they're overpaying. You're an advisor, not a decision-maker.
To take it a step further, we all know things have changed for buyers agents in the last year or so with the NAR agency and buyer agent commission. We now have to articulate our value and charge our value. We've been doing this on the list side for a long time. When asked about their commission, the best listing agents will say "Here's my commission, do you have any questions." The worst listing agents will say, "Here's my commission, but if that's too high we can negotiate." They're undermining their own value.
Know your worth. In the absence of value, the only thing you can compete on is price. You have to add value to the client experience and be able to articulate it. Also, long after the price is forgotten, the quality remains. At the time of the transaction, sure the client is aware of your commission and the cost. But years later, what will actually stick with them is the quality of your service and the value you provided.]]>1089false310fullhttps://www.spreaker.com/episode/are-you-on-your-toes-or-on-your-heels-a-mindset-checkup--64883199The first step is identifying and admitting to yourself that you're on your heels. Then go back and do the things that you and/or are good at to build your confidence back up. Find your rhythm again. Make a plan and work the plan. You'll find yourself back on your toes in no time.
In any aspect of your life, if you stay on your heels too long, it will only get harder and harder to rebalance and shift forward. We have a lot of visuals for you today...if you're up, then it's harder for something to knock you down when things go wrong. But if you're already down, it's easier to just keep getting dragged down further by every delay or something that goes wrong. It just keeps piling on.
Surround yourself with people that will hold you accountable. Accountability is a form of love. Surround yourself with people that motivate and inspire you to think differently and keep going.]]>17dd476c-9f4d-4bb9-a556-f5bee2cacf8cFri, 14 Mar 2025 13:30:00 +0000Mark GellmanHow do you feel about your business so far this year? Are you on your toes or on your heels? How you view your business and activity can affect your mindset and motivation. As Sarah says, sometimes you need to do a checkup from the neck up. If you...The first step is identifying and admitting to yourself that you're on your heels. Then go back and do the things that you and/or are good at to build your confidence back up. Find your rhythm again. Make a plan and work the plan. You'll find yourself back on your toes in no time.
In any aspect of your life, if you stay on your heels too long, it will only get harder and harder to rebalance and shift forward. We have a lot of visuals for you today...if you're up, then it's harder for something to knock you down when things go wrong. But if you're already down, it's easier to just keep getting dragged down further by every delay or something that goes wrong. It just keeps piling on.
Surround yourself with people that will hold you accountable. Accountability is a form of love. Surround yourself with people that motivate and inspire you to think differently and keep going.]]>1256false39fullhttps://www.spreaker.com/episode/new-agent-overwhelm-the-secret-to-sustainable-success--64752061What's the cure for this crazy cycle? Go deep, not wide. When you go wide and do everything then you're committing enough to any one thing. You're only working at the surface level and you get burnt out when nothing works. Pick 2 or 3 strategies / levers and go deep on them.
Apply the same process to how many leads you're working. The average conversion right now takes 26 touches - whether that's calls, texts, or other. If you have 100 leads you're heavy-hitting, can you commit to 2,600 touches in a short timeframe? 10 leads is probably more appropriate. Tackle it one chunk at a time.
Keep in mind, that a lot of these strategies are a grind. You still have to put in the work. Some days will be great and some won't. Don't give up. Keep track of how many calls you need to make to get an appointment and that can keep you motivated. Track your metrics and gamify it. This is a momentum-based business. Get wins and wins become confidence.]]>3116961f-f970-411d-b350-dd963a3f0ff4Fri, 07 Mar 2025 15:29:20 +0000Mark GellmanToday's discussion is all about new agent productivity. It's easy to live in overwhelm when you first get started. You're learning about so many tools and opportunities, and the trap is to try to do them all. What ends up happening is you spread...What's the cure for this crazy cycle? Go deep, not wide. When you go wide and do everything then you're committing enough to any one thing. You're only working at the surface level and you get burnt out when nothing works. Pick 2 or 3 strategies / levers and go deep on them.
Apply the same process to how many leads you're working. The average conversion right now takes 26 touches - whether that's calls, texts, or other. If you have 100 leads you're heavy-hitting, can you commit to 2,600 touches in a short timeframe? 10 leads is probably more appropriate. Tackle it one chunk at a time.
Keep in mind, that a lot of these strategies are a grind. You still have to put in the work. Some days will be great and some won't. Don't give up. Keep track of how many calls you need to make to get an appointment and that can keep you motivated. Track your metrics and gamify it. This is a momentum-based business. Get wins and wins become confidence.]]>1278false38fullhttps://www.spreaker.com/episode/beyond-the-sale-building-lasting-value-for-your-clients--64628238We pride ourselves on our vetted vendor list. The critical aspect to understand is that we get nothing from it. If we recommend a roofer to a client and they go with them, we don't get a kickback or anything like that. We simply want to make sure that our clients are happy and can hire a professional that's going to do a good job at a fair price. We want to be that resource for our clients long after the transaction.
No matter what industry you work in, there is something you can do similar to this to provide continued value to your clients. Once you have their trust and build a relationship, keep it going.]]>75ff5c69-ba44-42da-a04e-436000703d68Fri, 28 Feb 2025 14:30:00 +0000Mark GellmanWhat's your value proposition? Not just for making the sale, but what about after? You've heard us talk about our Forever Client Club and client events, but what about other types of relationship building? We pride ourselves on our vetted vendor...We pride ourselves on our vetted vendor list. The critical aspect to understand is that we get nothing from it. If we recommend a roofer to a client and they go with them, we don't get a kickback or anything like that. We simply want to make sure that our clients are happy and can hire a professional that's going to do a good job at a fair price. We want to be that resource for our clients long after the transaction.
No matter what industry you work in, there is something you can do similar to this to provide continued value to your clients. Once you have their trust and build a relationship, keep it going.]]>923false37fullhttps://www.spreaker.com/episode/cracking-the-content-code-platforms-algorithms-audience--6449704400615e8b-714c-4b6b-a64b-a5baebc69e13Fri, 21 Feb 2025 14:30:00 +0000Mark GellmanWant to maximize your content and actually see results? It all starts with knowing your platforms, understanding how algorithms work, and dialing in on your target audience. Sounds simple, right? But finding your niche and reaching the right people...1519false36fullhttps://www.spreaker.com/episode/marketing-101-how-we-built-a-brand-from-the-ground-up--64384636But how do you get started building all of this out? It may seem obvious, but once you have a logo, use it as your baseline. Pull the colors out of there and the fonts. Any other graphic elements? If you're not sure what to spend your money on in marketing, start with the free stuff. Make a free Canva account and create social media graphics. Experiment with the free stuff and solidify your style and branding.
Mark and Sarah talk about metrics all the time. It's the same with marketing. You have to track your metrics. What are people responding to? What is actually creating leads? Marketing is all cumulative. There is collateral impact. Maybe someone saw your signs and billboards, but then decided to make the call when they saw your moving truck.
Google is a whole other beast in itself. What do people see when they search your business on Google? Or do you even show up when someone searches "best real estate team in St. Louis," etc.? Are you asking your clients for reviews? Remember, consistent reviews matter. And don't get caught up if they're aren't all a perfect 5-stars. The way you respond to those gives you credibility and it also assures people that the reviews they're seeing are actually real.
At the end of the day, shoot for consistency in branding, messaging, and frequency.]]>ede5f451-b0df-4f42-b6a3-8035473526fbFri, 14 Feb 2025 21:06:46 +0000Mark GellmanSpecial guest - our marketing director is here with us today so we'll spend some time talking about marketing 101. Madeline started out as our team photographer almost 5 years ago. She quickly got involved in updating our marketing - she was seeing it...But how do you get started building all of this out? It may seem obvious, but once you have a logo, use it as your baseline. Pull the colors out of there and the fonts. Any other graphic elements? If you're not sure what to spend your money on in marketing, start with the free stuff. Make a free Canva account and create social media graphics. Experiment with the free stuff and solidify your style and branding.
Mark and Sarah talk about metrics all the time. It's the same with marketing. You have to track your metrics. What are people responding to? What is actually creating leads? Marketing is all cumulative. There is collateral impact. Maybe someone saw your signs and billboards, but then decided to make the call when they saw your moving truck.
Google is a whole other beast in itself. What do people see when they search your business on Google? Or do you even show up when someone searches "best real estate team in St. Louis," etc.? Are you asking your clients for reviews? Remember, consistent reviews matter. And don't get caught up if they're aren't all a perfect 5-stars. The way you respond to those gives you credibility and it also assures people that the reviews they're seeing are actually real.
At the end of the day, shoot for consistency in branding, messaging, and frequency.]]>1327false35fullhttps://www.spreaker.com/episode/metrics-matter-how-ownership-transforms-your-health-business--64252602 How does this relate to real estate? In this industry, how we view something is directly correlated to how we perform. If you look at your blood pressure as something out of your control, then that's a totally different mindset than if you view it as something you can control. If you view it as a controllable then you might be more inclined take steps to improve your diet and exercise habits. You'll have more ownership over it. Even if the high blook pressure is hereditary, you can still have some control over it by lowering it with good habits.
With your health and with your business, the best way to see the impact of your actions or non-actions is of course metrics. Diabetics wear glucose monitors and can see real time how certain foods affect them. If you start making calls for an additional hour a day, then you want to be able to track the impact of that on your conversion rate and so forth.]]>074f0b6d-9b94-4d4c-8929-511ca14d1facFri, 07 Feb 2025 14:30:00 +0000Mark GellmanSarah recently read that 50% of adult Americans have high blood pressure. Some of those people have high blood pressure for hereditary reasons, but many probably have HBP due to diet and/or exercise habits. How does this relate to real estate? In... How does this relate to real estate? In this industry, how we view something is directly correlated to how we perform. If you look at your blood pressure as something out of your control, then that's a totally different mindset than if you view it as something you can control. If you view it as a controllable then you might be more inclined take steps to improve your diet and exercise habits. You'll have more ownership over it. Even if the high blook pressure is hereditary, you can still have some control over it by lowering it with good habits.
With your health and with your business, the best way to see the impact of your actions or non-actions is of course metrics. Diabetics wear glucose monitors and can see real time how certain foods affect them. If you start making calls for an additional hour a day, then you want to be able to track the impact of that on your conversion rate and so forth.]]>1008false34fullhttps://www.spreaker.com/episode/counting-chickens-closing-deals-the-power-of-public-declarations--640869578ff7efec-8d3a-4892-93b3-c68dabcfa611Fri, 31 Jan 2025 14:30:00 +0000Mark GellmanAre you superstitious? Sarah certainly is—there are some things she won’t even talk about for fear of jinxing them! It’s natural to get excited when you have a deal under contract and start imagining those commissions hitting your account. While it’s...1013false32fullhttps://www.spreaker.com/episode/overcoming-your-inner-critic--63878080 Every person has their strengths and the ability to do great things. It comes down to not seeing potential in themselves, not taking action, or not sticking with it.
To spread positivity, one simple thing you can do is let someone know when you hear about something they've achieved or a positive attribute they have. We challenge you to pay forward the positivity at least once this week!]]>2dd1e0a9-ea79-4d56-8ccd-c6091d69354bFri, 24 Jan 2025 14:30:00 +0000Mark GellmanWe are all our own worst enemies. Our inner voice can be very critical. That's why it's so important to surround yourselves with positivity, people that will build you up, and people that believe in you and what you're doing. Every person has their... Every person has their strengths and the ability to do great things. It comes down to not seeing potential in themselves, not taking action, or not sticking with it.
To spread positivity, one simple thing you can do is let someone know when you hear about something they've achieved or a positive attribute they have. We challenge you to pay forward the positivity at least once this week!]]>538false32fullhttps://www.spreaker.com/episode/the-ripple-effect-how-one-small-change-can-transform-your-life--63727478 Years ago Sarah was participating in a challenge with Bill Pipes. You had to commit to doing a set of things every day in themes of 10. Things like: reading 10 pages of a book, exercising for 10 minutes, 10 affirmations a day, etc. It felt too daunting, like going from standing still to doing a sprinting marathon.
Sarah knew before starting that she couldn't commit to that many things all at once, so she chose one thing to commit to every day. She and her husband Matt started walking every morning to start their day and catch up. They've now been doing it for 3 years and it's had a huge ripple effect on their lives. There's the health benefits to starting every day outside in the fresh air and sunshine, but also their relationship is stronger than before.
Modern life is chaotic. The life of a real estate agent is chaotic. If you need to make a change, choose one thing to commit to. It's enough. You don't have to make drastic changes. Even the smallest change will have a ripple effect.]]>5557fa0a-910b-447c-9477-130056ec057bFri, 17 Jan 2025 14:30:00 +0000Mark GellmanYou've heard about the ripple effect...that one decision could change the trajectory of your life. "Life is a series of choices and consequences, you make the choice and experience the consequence." Everything you do has a consequence, either good or... Years ago Sarah was participating in a challenge with Bill Pipes. You had to commit to doing a set of things every day in themes of 10. Things like: reading 10 pages of a book, exercising for 10 minutes, 10 affirmations a day, etc. It felt too daunting, like going from standing still to doing a sprinting marathon.
Sarah knew before starting that she couldn't commit to that many things all at once, so she chose one thing to commit to every day. She and her husband Matt started walking every morning to start their day and catch up. They've now been doing it for 3 years and it's had a huge ripple effect on their lives. There's the health benefits to starting every day outside in the fresh air and sunshine, but also their relationship is stronger than before.
Modern life is chaotic. The life of a real estate agent is chaotic. If you need to make a change, choose one thing to commit to. It's enough. You don't have to make drastic changes. Even the smallest change will have a ripple effect.]]>841false31fullhttps://www.spreaker.com/episode/new-year-new-goals-new-motivation--63639025 This week is all about best practices for a successful year. It's not too late to get your plan together to have a strong year. Honestly, you have to start with having a plan to begin with. If we had decided to take a break from the podcast and not set a date for our first episode back, would we have ever started up again? Maybe or maybe not. Start with a plan and stick to the plan.
The best time to make a resolution and change your habits is yesterday. The second best time is today. For real estate agents or anyone in sales, in the new year one of the most important aspects is your mindset. It can seem daunting looking at the entire year ahead and coming up with a plan of action. Where are your leads coming from? What's your next sale going to be? How are you building your pipeline? You have to be able to visualize and see the light at the end of the tunnel.
It can be tough to stay motivated and positive on your own. Do you have an accountability partner? Do you have a team that amps you up? Find your people to help keep you energized. It's tough to be successful when you're on an island by yourself.]]>86d62d81-2453-4da1-816b-1f35124111f8Fri, 10 Jan 2025 14:30:00 +0000Mark Gellman100 episodes! Thank you for being a part of this journey! And welcome to 2025. This week is all about best practices for a successful year. It's not too late to get your plan together to have a strong year. Honestly, you have to start with having a... This week is all about best practices for a successful year. It's not too late to get your plan together to have a strong year. Honestly, you have to start with having a plan to begin with. If we had decided to take a break from the podcast and not set a date for our first episode back, would we have ever started up again? Maybe or maybe not. Start with a plan and stick to the plan.
The best time to make a resolution and change your habits is yesterday. The second best time is today. For real estate agents or anyone in sales, in the new year one of the most important aspects is your mindset. It can seem daunting looking at the entire year ahead and coming up with a plan of action. Where are your leads coming from? What's your next sale going to be? How are you building your pipeline? You have to be able to visualize and see the light at the end of the tunnel.
It can be tough to stay motivated and positive on your own. Do you have an accountability partner? Do you have a team that amps you up? Find your people to help keep you energized. It's tough to be successful when you're on an island by yourself.]]>1303false250fullhttps://www.spreaker.com/episode/forward-momentum-the-secret-to-thriving-in-2025--63421018 The number one uncontrollable in real estate is of course, interest rates. We have zero control over interest rates. Other uncontrollables that affect real estate? The stock market, inflation, economic uncertainty, jobs, layoffs, new construction, inventory...
So how do you make a business plan for 2025 with all of these unknowns? Your activity! You can control your activity. Show up every day, consistently, and with a plan of action. To be able to stay consistent, you have to be realistic. If you want to prospect for 10 hours a week, it's not practical to do 2 5-hour sessions. That's daunting and impossible to keep your energy level. Instead, do 5 2-hour sessions or 6 1.5 hour sessions.
Once you have a time block set, stick to it. Your schedule is your accountability partner.
What are the 4 things needed to be successful in any industry? 1) Mindset, 2) Skills, 3) Schedule, 4) Action]]>42b87a73-c837-4927-8f2f-4c85174a2957Fri, 20 Dec 2024 18:22:42 +0000Mark GellmanHow are you preparing for 2025? Have you set your goals and made a plan? Don't forget, if you're not moving forwards then you're moving backwards. There are always ups and downs in business and in life. If you stay static, then the "downs" or... The number one uncontrollable in real estate is of course, interest rates. We have zero control over interest rates. Other uncontrollables that affect real estate? The stock market, inflation, economic uncertainty, jobs, layoffs, new construction, inventory...
So how do you make a business plan for 2025 with all of these unknowns? Your activity! You can control your activity. Show up every day, consistently, and with a plan of action. To be able to stay consistent, you have to be realistic. If you want to prospect for 10 hours a week, it's not practical to do 2 5-hour sessions. That's daunting and impossible to keep your energy level. Instead, do 5 2-hour sessions or 6 1.5 hour sessions.
Once you have a time block set, stick to it. Your schedule is your accountability partner.
What are the 4 things needed to be successful in any industry? 1) Mindset, 2) Skills, 3) Schedule, 4) Action]]>916false249fullhttps://www.spreaker.com/episode/finding-your-fit-joining-the-right-team-acing-the-interview--63304046 You also don't necessarily want to join a team that will take just anyone. If you're looking to achieve excellence, you want to join a team of excellence. Figure out what core values, leadership style, level of training, and other fits with you and how you work best.
On the flip side of things, when Sarah is sorting through applicants she's looking at everything. Did they submit a resume and fill out the DISC profile? Did they join their zoom interview promptly and know how to use the technology? All of these steps in the process matter, so when you're interviewing and going through a hiring process, pay attention to those details.]]>f05c5a82-f03e-4201-aae4-edbfe3009034Fri, 13 Dec 2024 14:30:00 +0000Mark GellmanWhat are some good habits or things to consider when interviewing to join a team? Depending on what your goals are, look for a team that has a lengthy interview process. Ultimately you want to find a team that's a good fit for you on a professional... You also don't necessarily want to join a team that will take just anyone. If you're looking to achieve excellence, you want to join a team of excellence. Figure out what core values, leadership style, level of training, and other fits with you and how you work best.
On the flip side of things, when Sarah is sorting through applicants she's looking at everything. Did they submit a resume and fill out the DISC profile? Did they join their zoom interview promptly and know how to use the technology? All of these steps in the process matter, so when you're interviewing and going through a hiring process, pay attention to those details.]]>1355false248fullhttps://www.spreaker.com/episode/two-to-tango-why-partner-perspectives-matter-in-hiring-and-real-estate--63198763 In our next episode we'll talk about good interview tips.]]>5ee26b65-07e0-479b-a361-c07027d2942eSat, 07 Dec 2024 00:33:14 +0000Mark GellmanWe've recently started adjusting our process for hiring new agents. In the past, we brought in the candidate's significant other. This might seem strange, but when you first start out as an agent, you may not see an actual paycheck for months and... In our next episode we'll talk about good interview tips.]]>1104false247fullhttps://www.spreaker.com/episode/the-art-of-not-giving-a-f-ck-caring-less-to-live-more--63062038 The author Mark Manson talks about the feedback loop from hell. Social media has exponentially ramped up the feedback loop of how we value ourselves and others. The comparison game has gotten out of control. You have to protect yourself and pick what you care about.
Don't live in the mindset of "I wish I could" or "I wish I had." You are human and humans make mistakes and fall short sometimes. Accept whatever your shortcomings are and celebrate your strengths. Utilize those strengths to their highest potential and worry less about what others do to achieve success. It's about your journey, not theirs.]]>b676c83d-6b69-4d0e-9c88-a1a7d822750fFri, 29 Nov 2024 14:30:00 +0000Mark GellmanSarah's been reading a life-changing book: The Subtle Art of Not Giving a F*ck. The idea of it is essentially that people in general care too much about everything and then aren't able to care enough about the things that actually matter. We overwhelm... The author Mark Manson talks about the feedback loop from hell. Social media has exponentially ramped up the feedback loop of how we value ourselves and others. The comparison game has gotten out of control. You have to protect yourself and pick what you care about.
Don't live in the mindset of "I wish I could" or "I wish I had." You are human and humans make mistakes and fall short sometimes. Accept whatever your shortcomings are and celebrate your strengths. Utilize those strengths to their highest potential and worry less about what others do to achieve success. It's about your journey, not theirs.]]>1223true246fullhttps://www.spreaker.com/episode/harmony-harmony-balancing-family-life-and-real-estate-this-holiday-season--62968427 The secret is that word "harmony." Family-life-work harmony. You don't need to work more this holiday season, but you need to be efficient and effective. You have to time-block. You have to be organized and prepared. Don't be a victim of your schedule and allow yourself to get sidetracked. Your non-negotiables for work and your life have to be on your calendar.
Another crucial aspect to this is syncing your schedules - with your spouse, kids, coworkers, etc. Syncing can help you be even more efficient and then no one is surprised when something comes up.
Keep in mind too that once you break a habit, it's hard to get started again. If you have a habit currently of prospecting at a certain time every week or other, consider continuing that through the holidays.
Be kind to yourself. If you're someone who currently lives in chaos, you won't be able to iron this all out in one day and have a perfect schedule. Make incremental adjustments, have conversations, and you'll figure out what works for you.]]>1d4c736b-c74d-4f88-a012-bfb9d23c5ba9Fri, 22 Nov 2024 14:30:00 +0000Mark GellmanFamily-life-work harmony is a topic that's relevant year-round, but especially right now during the holiday season. In real estate, in particular, this time of year is critical. The work you do now is going to affect the business you do in early 2025.... The secret is that word "harmony." Family-life-work harmony. You don't need to work more this holiday season, but you need to be efficient and effective. You have to time-block. You have to be organized and prepared. Don't be a victim of your schedule and allow yourself to get sidetracked. Your non-negotiables for work and your life have to be on your calendar.
Another crucial aspect to this is syncing your schedules - with your spouse, kids, coworkers, etc. Syncing can help you be even more efficient and then no one is surprised when something comes up.
Keep in mind too that once you break a habit, it's hard to get started again. If you have a habit currently of prospecting at a certain time every week or other, consider continuing that through the holidays.
Be kind to yourself. If you're someone who currently lives in chaos, you won't be able to iron this all out in one day and have a perfect schedule. Make incremental adjustments, have conversations, and you'll figure out what works for you.]]>1288false245fullhttps://www.spreaker.com/episode/creating-an-unforgettable-customer-experience-what-disney-can-teach-us--62759333 On this theme of reviews and customer service, Sarah just returned from her 4th family trip to Disney World. It exceeded her expectations. She came back as a huge ambassador for Disney trips. Something that sticks out to her is that Disney is always improving the experience and adding more value. They could easily adopt the mindset of, let's just keep doing what we're doing because people will always come back for nostalgia's sake. But instead, they make a conscious effort to continually raise the bar.
In any business, you of course have to make sure your business is running efficiently and effectively, but it's equally important to have an unforgettable customer experience. It's true with Disney and it's true with real estate, you want to strive for a customer experience so that long after the price is forgotten the memories remain.]]>c7f8d199-d7ef-4dc9-84a7-8e720f415a7dFri, 15 Nov 2024 19:30:17 +0000Mark GellmanWhat is the value of leveraging off of reviews? Reviews give you credibility. It's an objective view of you and your performance, and they're presumably from people who know you, like you, and trust you. A lot of our team's business comes from... On this theme of reviews and customer service, Sarah just returned from her 4th family trip to Disney World. It exceeded her expectations. She came back as a huge ambassador for Disney trips. Something that sticks out to her is that Disney is always improving the experience and adding more value. They could easily adopt the mindset of, let's just keep doing what we're doing because people will always come back for nostalgia's sake. But instead, they make a conscious effort to continually raise the bar.
In any business, you of course have to make sure your business is running efficiently and effectively, but it's equally important to have an unforgettable customer experience. It's true with Disney and it's true with real estate, you want to strive for a customer experience so that long after the price is forgotten the memories remain.]]>1534false244fullhttps://www.spreaker.com/episode/finish-strong-start-stronger-leveraging-the-final-weeks-of-2024-for-maximum-momentum--62667545 Many agents slow down around the holidays, which means less competition and more opportunities for you to stand out. We'll share strategies to keep your pipeline flowing, like time-blocking your schedule and focusing on quality conversations to convert leads into future business.
And if pushing through the holidays sounds like a challenge, don’t worry—we’ll cover the power of an accountability partner, so you’re not in it alone. Whether it’s a fellow agent, your spouse, or even your kids, having someone keep you on track is a game-changer. Let’s make these last weeks count and head into the new year with momentum and habits that set you up for a stellar 2025!]]>ad7dc05f-fd94-44da-88a4-5cce006b0849Fri, 08 Nov 2024 14:30:00 +0000Mark GellmanWith less than two months left in 2024, there’s still a powerful window of opportunity to make a strong impact! In this episode, we dive into how you can capitalize on the remaining 4-5 weeks of selling time to close deals that count for a 2024... Many agents slow down around the holidays, which means less competition and more opportunities for you to stand out. We'll share strategies to keep your pipeline flowing, like time-blocking your schedule and focusing on quality conversations to convert leads into future business.
And if pushing through the holidays sounds like a challenge, don’t worry—we’ll cover the power of an accountability partner, so you’re not in it alone. Whether it’s a fellow agent, your spouse, or even your kids, having someone keep you on track is a game-changer. Let’s make these last weeks count and head into the new year with momentum and habits that set you up for a stellar 2025!]]>912false243fullhttps://www.spreaker.com/episode/from-uncertainty-to-control-mastering-your-levers--62582668 Focus on what you can control and the process, not the uncontrollables and the outcome. On our team, we use levers to take control of our business. Levers are specific action items we focus on - things like open houses, making calls, or regular newsletters. Levers encourage you to be proactive instead of reactive.
How do you know what levers to focus on? Start by looking at what you're good at. Where do most of your deals come from? Pick 3 levers and go deep on those. Don't spread yourself too thin.
If you're a new agent, your goal should be to have as many conversations as possible. Start out wide and then narrow down and go deep on a few levers after you've built your skills. You'll learn a lot along the way and figure out where your strengths are and what you're passionate at. Get on the phone. Doorknock. Hold open houses. Work works. Get after it.]]>540276bf-c446-4521-adca-75f0f8db3c08Fri, 01 Nov 2024 13:30:00 +0000Mark GellmanThe election is next week. Who knows what's going to happen. It is an uncontrollable. You have to focus on the process and disassociate from the uncontrollables. Focus on what you can control and the process, not the uncontrollables and the... Focus on what you can control and the process, not the uncontrollables and the outcome. On our team, we use levers to take control of our business. Levers are specific action items we focus on - things like open houses, making calls, or regular newsletters. Levers encourage you to be proactive instead of reactive.
How do you know what levers to focus on? Start by looking at what you're good at. Where do most of your deals come from? Pick 3 levers and go deep on those. Don't spread yourself too thin.
If you're a new agent, your goal should be to have as many conversations as possible. Start out wide and then narrow down and go deep on a few levers after you've built your skills. You'll learn a lot along the way and figure out where your strengths are and what you're passionate at. Get on the phone. Doorknock. Hold open houses. Work works. Get after it.]]>1062false242fullhttps://www.spreaker.com/episode/the-secret-to-leading-effectively-embrace-the-differences--62505432 If you're in a position of leadership, these kind of fundamental differences are absolutely critical to understand. Your approach with each of your team members has to be different. You have to meet people where they're at: to understand them, to motivate them, and to ultimately help them to set and achieve their goals.]]>cc635195-ea80-44ba-8d6d-58bd30937bb7Fri, 25 Oct 2024 16:56:45 +0000Mark GellmanIt sounds obvious but everyone is different. Everyone is motivated by different things and has different habits. For example, Sarah loves finding shows on Netflix that have a lot of seasons. It gets her excited that she'll have something to watch for... If you're in a position of leadership, these kind of fundamental differences are absolutely critical to understand. Your approach with each of your team members has to be different. You have to meet people where they're at: to understand them, to motivate them, and to ultimately help them to set and achieve their goals.]]>942false241fullhttps://www.spreaker.com/episode/listening-vs-fixing-the-power-of-check-ins-and-curiosity--62414656 This also goes back to getting out of judgment and into curiosity. It's okay to ask a fellow agent, friend, or family member: are you looking for my listening ear or a solution? Your relationships will change when you ask that critical question.]]>e7d44dbf-1e0a-47f1-bea3-65eb7deed419Fri, 18 Oct 2024 18:23:12 +0000Mark GellmanLast week, Mark and Sarah did one-on-one check-ins with all 26 agents on our team. One of the biggest takeaways? Sometimes people just want to be heard. They aren't always looking for solutions, just for someone to listen. It can be challenging... This also goes back to getting out of judgment and into curiosity. It's okay to ask a fellow agent, friend, or family member: are you looking for my listening ear or a solution? Your relationships will change when you ask that critical question.]]>598false240fullhttps://www.spreaker.com/episode/sell-smart-stay-safe-realtor-safety-strategies--62333401 ➡️ Back when Sarah worked in car sales, she wanted to sell a mustang to a gentleman quickly. She was distracted and hungry. The client wanted to test drive the mustang. She photocopied his license and hopped in the car with no hesitation. Very quickly she realized the situation was out of her control. The client said he wasn’t taking her back to the dealership and wouldn’t drive the normal test drive route. Sarah was fortunately able to convince the man to take her back and they changed protocols going forward for test driving. 
➡️ If you’re a realtor, situations can easily get out of control when you’re in a house with a stranger with no one else around. Safety conversations are critical for you to have with your fellow realtors, your broker, and your spouse. 
➡️ Our team utilizes Forewarn and cross references prospective client’s criminal records and other public information. Your safety should never be put at risk for the sake of making a sale. 
➡️ Be aware of your surroundings and listen to your gut.]]>6e3526e3-39b0-4a03-94a1-33a658ef914eFri, 11 Oct 2024 13:30:00 +0000Mark Gellman➡️ At the time of recording it was September, which you may or not know is Realtor Safety Month. It’s easy to see something in the news or hear about it and just think: that would never happen to me. But in an industry like real estate, you can never... ➡️ Back when Sarah worked in car sales, she wanted to sell a mustang to a gentleman quickly. She was distracted and hungry. The client wanted to test drive the mustang. She photocopied his license and hopped in the car with no hesitation. Very quickly she realized the situation was out of her control. The client said he wasn’t taking her back to the dealership and wouldn’t drive the normal test drive route. Sarah was fortunately able to convince the man to take her back and they changed protocols going forward for test driving. 
➡️ If you’re a realtor, situations can easily get out of control when you’re in a house with a stranger with no one else around. Safety conversations are critical for you to have with your fellow realtors, your broker, and your spouse. 
➡️ Our team utilizes Forewarn and cross references prospective client’s criminal records and other public information. Your safety should never be put at risk for the sake of making a sale. 
➡️ Be aware of your surroundings and listen to your gut.]]>691false239fullhttps://www.spreaker.com/episode/the-power-of-imperfect-consistency--62233689 If you follow Mark on social media, you know he puts out regular reels on social media. They aren’t perfect, but they add consistent value. He posts 2 every week. He recently got 2 leads from those imperfect videos: a $1.7 million seller and $300,000 buyer.
Sarah posts a reel every Friday afternoon. She was recently told by someone that she needs to hire someone to help her because of the low quality of the videos. But for Sarah, her priority is to get her message out there and consistently post every single Friday. And it’s working for her…she’s been posting every Friday for over 2 years. She’s building traction because people value what she says and people expect her videos every week. Perfection is not her goal, but rather imperfect consistency.
From an agent perspective, committing to something like social media reels has more of an impact than you might think. Unexpected people are paying attention. When that random middle school classmate you’re friends on facebook with is ready to buy a home, they’re going to think of you first. You will be top of mind. Your followers will already know you, like you, and trust you and that’s half the battle.]]>0b286df8-f263-43cc-9dfc-cfa085489251Fri, 04 Oct 2024 13:30:00 +0000Mark GellmanImperfect consistency will outperform perfect inconsistency every time. If you follow Mark on social media, you know he puts out regular reels on social media. They aren’t perfect, but they add consistent value. He posts 2 every week. He recently... If you follow Mark on social media, you know he puts out regular reels on social media. They aren’t perfect, but they add consistent value. He posts 2 every week. He recently got 2 leads from those imperfect videos: a $1.7 million seller and $300,000 buyer.
Sarah posts a reel every Friday afternoon. She was recently told by someone that she needs to hire someone to help her because of the low quality of the videos. But for Sarah, her priority is to get her message out there and consistently post every single Friday. And it’s working for her…she’s been posting every Friday for over 2 years. She’s building traction because people value what she says and people expect her videos every week. Perfection is not her goal, but rather imperfect consistency.
From an agent perspective, committing to something like social media reels has more of an impact than you might think. Unexpected people are paying attention. When that random middle school classmate you’re friends on facebook with is ready to buy a home, they’re going to think of you first. You will be top of mind. Your followers will already know you, like you, and trust you and that’s half the battle.]]>826false238fullhttps://www.spreaker.com/episode/confessions-of-a-luxury-listing-agent-part-2--62129711 You should also do your homework on your prospective clients. Look them up on LinkedIn. What business are they in? What can you learn from their email address? If you can't find common ground before the appointment, pay attention when you get to the home. If you notice a bike in the garage or a bike rack on their car, ask about that. Mark and Neil used to cycle and it's an easy conversation to share common ground.
It's also very important to personalize luxury listing presentations. It won't be as impactful if it's a canned or one-size-fits-all presentation. Make the presentation about them. Answer their questions and engage them. You have to be a chameleon. If you get caught up in your planned presentation, you'll put them off by saying "I'll cover that later." Spend time on what their concerns are and don't be dismissive.
At the end of the day, knowledge gives you credibility and confidence. Don't lose sight of that.]]>68832033-ff0f-4331-bb1c-15a4e40a82a6Fri, 27 Sep 2024 13:30:00 +0000Mark GellmanHow do you gain confidence in the luxury market? You have to preview, preview, preview. Locally, it can also be beneficial to read St. Louis Business Journal, Town & Style, and Ladue News. You may not like the periodicals, but you'll know about... You should also do your homework on your prospective clients. Look them up on LinkedIn. What business are they in? What can you learn from their email address? If you can't find common ground before the appointment, pay attention when you get to the home. If you notice a bike in the garage or a bike rack on their car, ask about that. Mark and Neil used to cycle and it's an easy conversation to share common ground.
It's also very important to personalize luxury listing presentations. It won't be as impactful if it's a canned or one-size-fits-all presentation. Make the presentation about them. Answer their questions and engage them. You have to be a chameleon. If you get caught up in your planned presentation, you'll put them off by saying "I'll cover that later." Spend time on what their concerns are and don't be dismissive.
At the end of the day, knowledge gives you credibility and confidence. Don't lose sight of that.]]>612false237fullhttps://www.spreaker.com/episode/confessions-of-a-luxury-real-estate-agent-part-1--62045717 ➡️ About 2 decades ago, Neil started like all real estate agents do: buying and selling at every price point. Early on you have to go wide so you can learn areas and grow as an agent. But over time, the ultimate goal is to naturally specialize in an area. Neil specializes in the area around where he lives, but you don't have to do that as an agent. You can choose your target area and focus your business accordingly.
➡️ At face value, there isn't a big difference between a luxury seller and a regular seller. However, often luxury sellers are repeat sellers. They've had multiple transactions. While that adds to their knowledge of the process, it can also complicate things. Luxury sellers often have higher expectations and require more time. Luxury homes are also often one-of-a-kind homes, so your approach to prep for sale and marketing is different for every home. You have to be a chameleon.
➡️ On the front end, this all requires a tailored prelist appointment script. A canned script isn't going to get you the listing. Have the mindset that you're not going in as a salesperson, but as a consultant.
➡️ You have to understand what their motivation is for selling, which is critical regardless of price point. Are they moving for family, for their health, financial reasons, downsizing, etc. And no matter what that reason is, you have to meet them with empathy.
➡️ If you're an agent looking to tap into the luxury market, what gives you credibility is your knowledge. You have to be the expert and be able to illustrate you're the expert. This also gives you confidence.
➡️ An important aspect in the prelist appointment is to also make sure you're taking time to listen and not just talk. At the end, ask: Is there anything that came up today that would prevent you from working with me to sell your home? That kind of open question probably wasn't asked by a competing agent and gives them a chance to voice any concerns.]]>604112f1-f498-4658-afb4-2ecdbfb0dc39Fri, 20 Sep 2024 13:30:00 +0000Mark Gellman➡️ Special guest today! Neil, Mark's brother and real estate partner, joins Mark and Sarah this week to discuss luxury listings, specifically working with luxury sellers and preparing for sale. ➡️ About 2 decades ago, Neil started like all real... ➡️ About 2 decades ago, Neil started like all real estate agents do: buying and selling at every price point. Early on you have to go wide so you can learn areas and grow as an agent. But over time, the ultimate goal is to naturally specialize in an area. Neil specializes in the area around where he lives, but you don't have to do that as an agent. You can choose your target area and focus your business accordingly.
➡️ At face value, there isn't a big difference between a luxury seller and a regular seller. However, often luxury sellers are repeat sellers. They've had multiple transactions. While that adds to their knowledge of the process, it can also complicate things. Luxury sellers often have higher expectations and require more time. Luxury homes are also often one-of-a-kind homes, so your approach to prep for sale and marketing is different for every home. You have to be a chameleon.
➡️ On the front end, this all requires a tailored prelist appointment script. A canned script isn't going to get you the listing. Have the mindset that you're not going in as a salesperson, but as a consultant.
➡️ You have to understand what their motivation is for selling, which is critical regardless of price point. Are they moving for family, for their health, financial reasons, downsizing, etc. And no matter what that reason is, you have to meet them with empathy.
➡️ If you're an agent looking to tap into the luxury market, what gives you credibility is your knowledge. You have to be the expert and be able to illustrate you're the expert. This also gives you confidence.
➡️ An important aspect in the prelist appointment is to also make sure you're taking time to listen and not just talk. At the end, ask: Is there anything that came up today that would prevent you from working with me to sell your home? That kind of open question probably wasn't asked by a competing agent and gives them a chance to voice any concerns.]]>792false237fullhttps://www.spreaker.com/episode/mastering-objection-handling-being-proactive-with-expectations-to-avoid-surprises--61458569 A good example is with inspections. Sometimes buyers, especially first-time home buyers, panic when they get a 100-page document back showing everything wrong with the house they're about to spend a lot of money on. You can start to reassure them before they even make an offer by saying things like: "This house is wonderful fit for you, but keep in mind that it is 100 years old and there will be some things that come up in inspections. No house is perfect, but rest assured, I've sold older homes before and most likely it's not going to be anything we can't handle."
Get in front of it. Set expectations.]]>094de3ab-2279-42d4-8950-283b0a3844baFri, 13 Sep 2024 13:30:00 +0000Mark GellmanIt's absolutely critical for agents to get in front of objections and avoid having to be reactive. Many issues that come up in the home buying or selling process often have foreshadowing clues in earlier conversations or situations with clients. Deal... A good example is with inspections. Sometimes buyers, especially first-time home buyers, panic when they get a 100-page document back showing everything wrong with the house they're about to spend a lot of money on. You can start to reassure them before they even make an offer by saying things like: "This house is wonderful fit for you, but keep in mind that it is 100 years old and there will be some things that come up in inspections. No house is perfect, but rest assured, I've sold older homes before and most likely it's not going to be anything we can't handle."
Get in front of it. Set expectations.]]>812false236fullhttps://www.spreaker.com/episode/breadcrumbs-uncovering-lead-clues--61285165 A lot of times, the lead is showing you what they want with their activity. You can see their general price point, locations, school districts, and anything they prioritize in their searches. You just need to be paying attention. Ask questions about what you discover, and you can form a deeper connection faster and ultimately convert the lead into a client.]]>1dfacdcf-ce57-4d2b-bd22-174059e74a0eFri, 06 Sep 2024 13:30:00 +0000Mark GellmanFollow the breadcrumbs. If you're an agent, you're probably utilizing a CRM. Your leads will leave you clues in their activity, searches, and even just in their email address. Don't miss that opportunity to dig deeper. Maybe their email is an edu, so... A lot of times, the lead is showing you what they want with their activity. You can see their general price point, locations, school districts, and anything they prioritize in their searches. You just need to be paying attention. Ask questions about what you discover, and you can form a deeper connection faster and ultimately convert the lead into a client.]]>894false235fullhttps://www.spreaker.com/episode/navigating-uncertainty-how-agents-can-keep-deals-alive-in-a-shifting-market--6121029316a2292b-35b0-40f1-8f3d-2c001a63c853Fri, 30 Aug 2024 13:30:00 +0000Mark GellmanNational headline: "Record Number of Home Deals Collapse in July." We've seen this as well in our business. You never want to use the down market as an excuse to be down in business, but in some ways, it is reassuring to know that we're not the only...1106false234fullhttps://www.spreaker.com/episode/building-trust-the-power-of-listening-genuine-care--61127299 You have to keep this in mind when interacting with clients, other agents, friends, family, or anyone in your life. Maybe you thought you made a great buyer presentation. But even if you said all the right things, it doesn't matter if you didn't make them feel valued and heard.
The worst question a buyer can ask their agent is: are you working for me or the seller? Conversely, the worst question a seller can ask their agent is: are you working for me or the buyer? Those questions illustrate that they don't trust you as their agent or think you care.
Some of this nuance comes from how you handle questions and objections. If you listen to your clients with your response in mind before they're even done talking, you're not actively listening to understand and meet them on their level. Don't be so anxious to respond that you don't even listen.
Sometimes people just need to be heard. You don't have to have all the answers for them. They need you to be in their corner. You have to learn to tell the difference. It's not about what you need, it's what they need.]]>3ac07d6e-23e0-4a37-8ffd-da8ed3e1a28fFri, 23 Aug 2024 13:30:00 +0000Mark GellmanPeople don't care about what you say until they know that you care. People also remember how you made them feel long after they've forgotten what you said. You have to keep this in mind when interacting with clients, other agents, friends, family,... You have to keep this in mind when interacting with clients, other agents, friends, family, or anyone in your life. Maybe you thought you made a great buyer presentation. But even if you said all the right things, it doesn't matter if you didn't make them feel valued and heard.
The worst question a buyer can ask their agent is: are you working for me or the seller? Conversely, the worst question a seller can ask their agent is: are you working for me or the buyer? Those questions illustrate that they don't trust you as their agent or think you care.
Some of this nuance comes from how you handle questions and objections. If you listen to your clients with your response in mind before they're even done talking, you're not actively listening to understand and meet them on their level. Don't be so anxious to respond that you don't even listen.
Sometimes people just need to be heard. You don't have to have all the answers for them. They need you to be in their corner. You have to learn to tell the difference. It's not about what you need, it's what they need.]]>1127false233fullhttps://www.spreaker.com/episode/lost-in-translation-bridging-the-gap-between-buyers-agents--61053607 Part of this disconnect could come from the fact that a lot of what an agent does is make things easier and more streamlined for their client and agents don't always do a good job of clearly articulating what they're working on behind the scenes. Most of their job is behind the scenes.
Even if you're just looking at showing time, 15 hours would accumulate pretty quick. If the agent shows a client 10 homes, you've probably already exceeded 15 hours in just face time.
What does it take to prepare for a showing? Good agents will preview homes and neighborhoods so they're familiar with the area, what else is for sale, amenities, schools, parks, traffic, etc. Comps also need to be pulled on recent sales and based on that, a determination on if the home(s) are priced adequately. Many buyer agents will call the listing agent to see how motivated the seller is or if there are inclusions/exclusions. For those 15 hours of face time looking at 10 homes there is at least an equal value (probably more) time on the back end in preparation.
This puts us at 40 hours minimum just in early conversations with the buyer, a strategy session, and 10 showings BEFORE writing contracts, negotiating, inspections, resolutions, walk-throughs, and closing.
Agents, you have to be louder and voice what you're doing for your client. You have to show them that you're in their corner looking for that perfect home. We've talked about having your value proposition dialed in to secure a client, but you have to communicate your value throughout the process.]]>349f2c8e-5a83-408b-9497-21825140884aFri, 16 Aug 2024 13:30:00 +0000Mark GellmanThere is a disconnect between what buyers think their agent does for them and what the agent actually does. Sarah recently saw an interesting statistic: buyers think it takes an average of 15 hours for their agent to find them their home. However, in... Part of this disconnect could come from the fact that a lot of what an agent does is make things easier and more streamlined for their client and agents don't always do a good job of clearly articulating what they're working on behind the scenes. Most of their job is behind the scenes.
Even if you're just looking at showing time, 15 hours would accumulate pretty quick. If the agent shows a client 10 homes, you've probably already exceeded 15 hours in just face time.
What does it take to prepare for a showing? Good agents will preview homes and neighborhoods so they're familiar with the area, what else is for sale, amenities, schools, parks, traffic, etc. Comps also need to be pulled on recent sales and based on that, a determination on if the home(s) are priced adequately. Many buyer agents will call the listing agent to see how motivated the seller is or if there are inclusions/exclusions. For those 15 hours of face time looking at 10 homes there is at least an equal value (probably more) time on the back end in preparation.
This puts us at 40 hours minimum just in early conversations with the buyer, a strategy session, and 10 showings BEFORE writing contracts, negotiating, inspections, resolutions, walk-throughs, and closing.
Agents, you have to be louder and voice what you're doing for your client. You have to show them that you're in their corner looking for that perfect home. We've talked about having your value proposition dialed in to secure a client, but you have to communicate your value throughout the process.]]>1157false232fullhttps://www.spreaker.com/episode/getting-buyer-agencies-signed--60962562719bb109-c4b4-4c34-a348-885b5e35c71fThu, 08 Aug 2024 13:30:00 +0000Mark GellmanYou may have heard...but things have changed in real estate recently. A Buyer Agency must now be signed before an agent can show a prospective buyer a home. Some agents have always done this, but others have wanted to establish a relationship before...921false231fullhttps://www.spreaker.com/episode/go-the-extra-mile--609001345e58b10d-fd0c-44e4-bbbd-c8a6488a986eFri, 02 Aug 2024 13:30:00 +0000Mark GellmanPicture this: you're at a restaurant on a Saturday night. It's busy...there's a band and every table is full. You put in your food order and the food just doesn't come. However, your waiter addresses the issue head-on and provides an explanation, an...992false230fullhttps://www.spreaker.com/episode/occupancy--60814760 You can protect your buyer by writing in the special agreements: "Seller to provide clear occupancy." From the sell side, you have to prepare your seller for what this could mean. If permits weren't closed out from 3 owners ago, they'll have to close those out. If anything fails inspection, they'll have to fix it.
It all goes back to the contract and giving your buyer or seller confidence in what they're up against. The worst situation you can be in as an agent, is when your clients ask you "Why didn't you tell me about that?"]]>86f45f8c-b99b-47da-ac78-161ae0fdc42aFri, 26 Jul 2024 13:30:00 +0000Mark GellmanIn the standard contract in Missouri, the seller is responsible for getting occupancy inspections done. But, the seller is not necessarily required to make all the necessary changes and updates to the home that were flagged on inspection. If the... You can protect your buyer by writing in the special agreements: "Seller to provide clear occupancy." From the sell side, you have to prepare your seller for what this could mean. If permits weren't closed out from 3 owners ago, they'll have to close those out. If anything fails inspection, they'll have to fix it.
It all goes back to the contract and giving your buyer or seller confidence in what they're up against. The worst situation you can be in as an agent, is when your clients ask you "Why didn't you tell me about that?"]]>1041false229fullhttps://www.spreaker.com/episode/fub--60744659 You shouldn't make changes just for the sake of making changes. There's something to be said about being a creature of habit, especially if what you're doing is working for you. But you also have to consistently raise the bar.
As we've talked about, when you're making a decision you have to ask yourself 3 questions: what's the upside, what's the downside, and can I live with the downside? We've been successful using Sierra, but we were missing metrics and data. It was ultimately hard to hold agents to specific standards because we couldn't actually track all the data we needed. Ultimately, we determined this was an absolute must for us, so we decided the transition to FUB was necessary.
Something to keep in mind. Make a change before it's needed. If you wait until change is needed, then you're already behind. Be vigilant in your business and what you need to do to keep up with the market or whatever industry you work in.]]>f3b4bbcc-61c2-4a6d-837f-71f4eb62f9d8Fri, 19 Jul 2024 13:30:00 +0000Mark GellmanAbout a month ago, our team started using FUB (Follow Up Boss). It's a CRM (Client Relationship Manager). If you remember, we did an episode cautioning against getting distracted by shiny objects a few months back. We already utilize Sierra as a CRM,... You shouldn't make changes just for the sake of making changes. There's something to be said about being a creature of habit, especially if what you're doing is working for you. But you also have to consistently raise the bar.
As we've talked about, when you're making a decision you have to ask yourself 3 questions: what's the upside, what's the downside, and can I live with the downside? We've been successful using Sierra, but we were missing metrics and data. It was ultimately hard to hold agents to specific standards because we couldn't actually track all the data we needed. Ultimately, we determined this was an absolute must for us, so we decided the transition to FUB was necessary.
Something to keep in mind. Make a change before it's needed. If you wait until change is needed, then you're already behind. Be vigilant in your business and what you need to do to keep up with the market or whatever industry you work in.]]>1140false228fullhttps://www.spreaker.com/episode/investing--60678646 For Sarah, she has very specific goals for her real estate investments. She wants to own an investment property for each child. 3 kids = 3 properties. The financial gains from these properties can go towards their college funds or other. Their kids can be involved in those properties and they mean something.
Mark has been on the hunt for a commercial space for a year and a half. He's been looking for something very specific to serve as both our new team headquarters but to also be a second location for his co-working business with rentable office space. He was under contract twice before finding the perfect fit. He was patient and didn't rush the process.
But where do you get started? Today, Mark goes for what he describes as Class A properties. He's looking for premium properties in premiere locations. But he started with Class C properties in less desirable areas. You need to cut your teeth on Class C, so you can learn along the way and have less skin in the game. Build your way up. Mistakes that you make on Class C will cost you less than they would on Class A.
You also have to train yourself to run your investments on the numbers. You have to be able to remove the emotional side of things. Even if you are emotionally attracted to a property, you shouldn't purchase it if the numbers just don't work. Run the numbers of purchase price, renovation cost, tenant figures, etc. Be disciplined and stick to your plan.]]>d42277fb-fdd8-42d2-bd9c-dd6b3ccc2040Fri, 12 Jul 2024 19:28:30 +0000Mark GellmanMark has been investing in real estate for many years and he hosts an investment meeting every Friday for our team. Investing in real estate is a no-brainer as a long-term investment. It's also something tangible that you can be involved with... For Sarah, she has very specific goals for her real estate investments. She wants to own an investment property for each child. 3 kids = 3 properties. The financial gains from these properties can go towards their college funds or other. Their kids can be involved in those properties and they mean something.
Mark has been on the hunt for a commercial space for a year and a half. He's been looking for something very specific to serve as both our new team headquarters but to also be a second location for his co-working business with rentable office space. He was under contract twice before finding the perfect fit. He was patient and didn't rush the process.
But where do you get started? Today, Mark goes for what he describes as Class A properties. He's looking for premium properties in premiere locations. But he started with Class C properties in less desirable areas. You need to cut your teeth on Class C, so you can learn along the way and have less skin in the game. Build your way up. Mistakes that you make on Class C will cost you less than they would on Class A.
You also have to train yourself to run your investments on the numbers. You have to be able to remove the emotional side of things. Even if you are emotionally attracted to a property, you shouldn't purchase it if the numbers just don't work. Run the numbers of purchase price, renovation cost, tenant figures, etc. Be disciplined and stick to your plan.]]>1778false227fullhttps://www.spreaker.com/episode/nothing-replaces-market-knowledge--60610666 To relate it to another industry, we've talked about how Sarah used to sell cars. She specialized in Ford cars, but if she had clients that were interested in or were good candidates for pre-owned cars, then she had to still be knowledgeable about other car brands. She provided more value to her clients by knowing beyond her traditional scope.
Back to real estate. Neil, Mark's brother and business partner, recently went on a luxury listing appointment with another team agent. Neil was able to tell the prospective client about not only every luxury home Neil himself has sold, but all the luxury homes that have sold recently in that area, and also all the luxury homes that are still sitting on the market. He was able to show proven market knowledge to that prospective client and ultimately procured the listing. The takeaway for our team agent that joined on the appointment...? Nothing replaces market knowledge.]]>522d570a-4ec6-4e3b-b719-18f1aa9a8b4aFri, 05 Jul 2024 13:30:00 +0000Mark GellmanOur team has been taking field trips on Wednesdays to areas some of our agents may not know. Our first trip was to a particular area that still has affordable homes available for under $200,000. It is the perfect target area for a first-time... To relate it to another industry, we've talked about how Sarah used to sell cars. She specialized in Ford cars, but if she had clients that were interested in or were good candidates for pre-owned cars, then she had to still be knowledgeable about other car brands. She provided more value to her clients by knowing beyond her traditional scope.
Back to real estate. Neil, Mark's brother and business partner, recently went on a luxury listing appointment with another team agent. Neil was able to tell the prospective client about not only every luxury home Neil himself has sold, but all the luxury homes that have sold recently in that area, and also all the luxury homes that are still sitting on the market. He was able to show proven market knowledge to that prospective client and ultimately procured the listing. The takeaway for our team agent that joined on the appointment...? Nothing replaces market knowledge.]]>1153false226fullhttps://www.spreaker.com/episode/you-have-the-control--60539731 Here's a real-world example. Every year during the first week of the summer, Sarah's girls have dance recitals. It's an insane week every single year. Lots of running around, commitments in the middle of the day, long days, and things can be unpredictable. Instead of trying to force all those commitments, feeling like she has to make the first week of summer fun, AND staying on top of her responsibilities as Chief Growth Officer, the best way forward for her and her family is actually to take that week off from work every year. That week just needs to be re-prioritized and it's not a reflection of her abilities professionally or personally, it's just the decision she needs to make for herself and her family.
At some point, your success or lack of success is down to what decisions you make or don't make for yourself. Be critical of what needs to happen and what works for you.]]>701f7008-50c8-45ae-b0d3-1f3403358fb4Fri, 28 Jun 2024 13:30:00 +0000Mark GellmanUltimately, you control your own life, your own business, and your own time. There are a lot of tools out there and guidelines you can follow to achieve your goals or solve problems. But at the end of the day, you have to decide what will be best for... Here's a real-world example. Every year during the first week of the summer, Sarah's girls have dance recitals. It's an insane week every single year. Lots of running around, commitments in the middle of the day, long days, and things can be unpredictable. Instead of trying to force all those commitments, feeling like she has to make the first week of summer fun, AND staying on top of her responsibilities as Chief Growth Officer, the best way forward for her and her family is actually to take that week off from work every year. That week just needs to be re-prioritized and it's not a reflection of her abilities professionally or personally, it's just the decision she needs to make for herself and her family.
At some point, your success or lack of success is down to what decisions you make or don't make for yourself. Be critical of what needs to happen and what works for you.]]>866false225fullhttps://www.spreaker.com/episode/the-notebook--60463115c99d8bc3-7ce2-49be-877f-7748a029b7bfFri, 21 Jun 2024 13:30:00 +0000Mark GellmanHow do you process and retain information? How do you keep things top of mind? Sarah learned along the way that if she transcribes what she’s hearing she has a better opportunity to remember it. She’s used it now for years and has volumes of...924false224fullhttps://www.spreaker.com/episode/always-use-the-toothbrush--603862894abc47a0-3b84-4a9b-a3f3-8bf23d725043Fri, 14 Jun 2024 13:30:00 +0000Mark GellmanWhen Mark was a teenager, his first job was actually his own start-up business doing car care and detailing. He would leave flyers on the windshield of any fancy car he saw and over time, he developed a loyal customer base. He'd wash their car every...841false223fullhttps://www.spreaker.com/episode/why-is-a-conversation-killer--60312615 Here's an example. Someone says they're going to Six Flags for the weekend and you respond with "why?" That implies that maybe you don't like Six Flags or it's a waste of time, or whatever the case may be. Instead, acknowledge and ask. "Oh, I haven't been there since I was a kid! What is your favorite ride?" See the difference?]]>6b56289e-416c-4642-a3d0-4305aff40673Fri, 07 Jun 2024 13:30:00 +0000Mark Gellman"Why?" is a conversation stopper. Instead, use "Tell me more." That's a conversation starter. Both are prompts to try to get more information from the other person, but "tell me more" relays more interest in what they're saying. It can also come... Here's an example. Someone says they're going to Six Flags for the weekend and you respond with "why?" That implies that maybe you don't like Six Flags or it's a waste of time, or whatever the case may be. Instead, acknowledge and ask. "Oh, I haven't been there since I was a kid! What is your favorite ride?" See the difference?]]>797false222fullhttps://www.spreaker.com/episode/digging-deep-on-leads--602410887032c538-97f2-4d6e-b792-0530880bba1cFri, 31 May 2024 19:16:31 +0000Mark GellmanWhen a new lead comes in, look for clues first. What's their email address? You can learn where they work, if they're an educator, a hobby of theirs, a dog or cat lover. It is surprising sometimes what you can learn just from their email address....998false221fullhttps://www.spreaker.com/episode/5-second-rule--60163277 It all starts with getting out of bed in the morning. We've all been there...your alarm goes off and you just don't want to get out of bed. You hit the snooze button and before you know it you've hit the snooze button 3, 4, 5 more times. If you had just gotten up at the first alarm, you'd have kickstarted your day.
For Mark, he knows that if he doesn't work out in the morning before anything else, then it likely won't happen. Not because he doesn't want it to happen, but because things come up. He prioritizes working out first thing and then takes care of the rest of the day. It's the same principle as the 5-second rule. There are definitely days when he doesn't feel like getting up before sunrise to go to hot yoga. It's part of his routine now.
Flipping this around a little bit, that 5-second rule can be applied to other aspects of your life. If you're angry or frustrated while conversing with a loved one, colleague, or maybe the opposite agent, take 5 seconds before you respond. Give yourself that time to digest and cool down.]]>23a824e1-ced9-47b4-ad13-6228d1cf8c0aFri, 24 May 2024 15:25:17 +0000Mark GellmanLet's dive deeper into the Mel Robbins 5-second rule. If you have an impulse to do something, you have 5 seconds to act on that impulse or your brain will kill that drive. It all starts with getting out of bed in the morning. We've all been... It all starts with getting out of bed in the morning. We've all been there...your alarm goes off and you just don't want to get out of bed. You hit the snooze button and before you know it you've hit the snooze button 3, 4, 5 more times. If you had just gotten up at the first alarm, you'd have kickstarted your day.
For Mark, he knows that if he doesn't work out in the morning before anything else, then it likely won't happen. Not because he doesn't want it to happen, but because things come up. He prioritizes working out first thing and then takes care of the rest of the day. It's the same principle as the 5-second rule. There are definitely days when he doesn't feel like getting up before sunrise to go to hot yoga. It's part of his routine now.
Flipping this around a little bit, that 5-second rule can be applied to other aspects of your life. If you're angry or frustrated while conversing with a loved one, colleague, or maybe the opposite agent, take 5 seconds before you respond. Give yourself that time to digest and cool down.]]>652false220fullhttps://www.spreaker.com/episode/small-steps-build-consistency--600727700c6b9566-cc78-4ce6-a70e-1f87fcfc5205Fri, 17 May 2024 13:30:00 +0000Mark GellmanIf you have a goal, start small and just do it. You have to start somewhere. If someone had said 2 years ago that we'd someday have recorded over 70 podcasts, we would have thought you were crazy. And yet here we are. You just have to start and be...1134false219fullhttps://www.spreaker.com/episode/tactical-advice-for-agents--599662790eb0cd8a-b0cd-4b15-bf77-5878979667d1Fri, 10 May 2024 13:30:00 +0000Mark GellmanIf you're an agent and you're feeling insecure or uncertain about the future given the NAR settlement, what are you doing to prepare? Start by asking yourself: what is your favorite part of this career? What do you love doing? Then prioritize that...1240false218fullhttps://www.spreaker.com/episode/coaching--59796565 Coaches see our potential and push us to reach the highest level. Just like in real estate, there is no magic button that will get you to your goals. You have to practice and go through all the steps to gain the skills to get there.
If you're a coach or a leader in real estate or in your life, be careful not to overthink things. You might think you need to always be looking for that next best thing or the newest technology. But really, those same three key aspects are all you need: instill confidence, accountability, and repetition.]]>387592f2-38ef-4629-a347-b09f22c57750Fri, 03 May 2024 13:30:00 +0000Mark GellmanSarah's two oldest children are very active in sports and she's noticed some common traits of good coaches: they instill confidence, they hold you accountable, and repetition. Coaches see our potential and push us to reach the highest level. Just... Coaches see our potential and push us to reach the highest level. Just like in real estate, there is no magic button that will get you to your goals. You have to practice and go through all the steps to gain the skills to get there.
If you're a coach or a leader in real estate or in your life, be careful not to overthink things. You might think you need to always be looking for that next best thing or the newest technology. But really, those same three key aspects are all you need: instill confidence, accountability, and repetition.]]>887false217fullhttps://www.spreaker.com/episode/listen-to-understand--59666888 Remember: conversations are a gift. They're a chance to learn about the other person. When you interrupt someone you're not only derailing their train of thought, but you're also proving that you're just listening to reply not understand.
One of our agents recently said that some of the biggest problems he's experienced in the business have happened when someone is listening to defend. It's even more critical when you're at odds with another agent, your client, or anyone in your life, and you're listening to defend not listening to understand. Ultimately, you want everyone to win at the end of the day.
All of these podcasts connect. Take a moment, listen to understand, have an abundance mentality, and things will work out the way they're meant to.]]>aec62cd6-5068-43b8-b9ae-5f0ce77d284dFri, 26 Apr 2024 13:30:00 +0000Mark Gellman"The biggest communication problem is that we don't listen to understand. We listen to reply." - Steven Covey Remember: conversations are a gift. They're a chance to learn about the other person. When you interrupt someone you're not only derailing... Remember: conversations are a gift. They're a chance to learn about the other person. When you interrupt someone you're not only derailing their train of thought, but you're also proving that you're just listening to reply not understand.
One of our agents recently said that some of the biggest problems he's experienced in the business have happened when someone is listening to defend. It's even more critical when you're at odds with another agent, your client, or anyone in your life, and you're listening to defend not listening to understand. Ultimately, you want everyone to win at the end of the day.
All of these podcasts connect. Take a moment, listen to understand, have an abundance mentality, and things will work out the way they're meant to.]]>857false216fullhttps://www.spreaker.com/episode/communication-styles--59552370296a4817-c8ad-43fa-b55a-117c46fded16Fri, 19 Apr 2024 13:30:00 +0000Mark GellmanCommunication is about balance. Look at your own relationships. If you're an overcommunicator or external person, maybe you haven't had the best relationships with people who are the same way. (Unless you feed off of conflict, which is a whole other...1185false215fullhttps://www.spreaker.com/episode/take-a-moment--59439979 At the end of the day, you want to help your buyers find a home and you want your sellers to help them sell their home. Keep the ultimate goal in mind when you're working with your clients and also when you're working with the opposite agent. They also want the transaction to succeed.
It's rare for a transaction to go through without some kind of hiccup, whether it's big or small. It takes a lot of self-awareness and introspection to step outside of your own feelings and react objectively.
Your client relies on you to represent them and their interests in your conversations with other agents. Somethings things get lost in translation but they can also get lost in emotion, if you aren't taking constant inventory of the situation. Take a moment and evaluate before reacting.]]>0190028c-d1b5-4930-9932-e3e787e542ebFri, 12 Apr 2024 13:30:00 +0000Mark GellmanSometimes we lead with our ego and jump to conclusions. Pause and think from the other person's perspective first before reacting. Are they stressed? Are they afraid? Where is their opinion coming from? At the end of the day, you want to help your... At the end of the day, you want to help your buyers find a home and you want your sellers to help them sell their home. Keep the ultimate goal in mind when you're working with your clients and also when you're working with the opposite agent. They also want the transaction to succeed.
It's rare for a transaction to go through without some kind of hiccup, whether it's big or small. It takes a lot of self-awareness and introspection to step outside of your own feelings and react objectively.
Your client relies on you to represent them and their interests in your conversations with other agents. Somethings things get lost in translation but they can also get lost in emotion, if you aren't taking constant inventory of the situation. Take a moment and evaluate before reacting.]]>1053false214fullhttps://www.spreaker.com/episode/client-commitment--59308731b8f20b51-6fc7-486b-9907-42a059f331a1Fri, 05 Apr 2024 13:30:00 +0000Mark GellmanRespect your time and worth. If you say yes to something, then you're saying no to something else. Don't forget that a buyer or prelist consultation is not just about convincing them you're the right agent for them. You're also interviewing them to...919false213fullhttps://www.spreaker.com/episode/unfiltered-thoughts-on-the-nar-settlement--59219684 Mark predicts that current high performers are going to excel. Middle performers will either rise to the occasion and fight or they'll flight. Underperformers or newer agents are more prone to freeze or flight.
The ultimate goal of the lawsuit is to decouple the commissions. Sellers have always paid commissions to the buyer agent. These have always been negotiable. In many markets, you can already pay out zero. This has eliminated the MLS marketing of buyer commissions. In other words, listings will no longer include what the buyer agent will receive in commission for finding a buyer for that home. This doesn't mean that sellers won't still be paying a buyer's agent commission or through concessions. It just means that the amount won't be advertised.
Requiring a buyer commitment shouldn't affect your business. You should be doing that anyway. You can't list a home without listing paperwork, so why would a buyer be any different? All you're doing is solidifying that relationship.
There is consistent noise out there on the effects of the NAR settlement. Don't make a decision on your worst day. Do your research. Absorb everything you have heard and then take a look at your business and maybe how that needs to change. Align yourself with an expert that can help you keep perspective.
Real estate will go on. You have to ask yourself if you're going to participate or get out? Can you improve your skills and up your game? Here is the good news: the sun will rise and set regardless. What we choose to do with the light is our decision. It's up to us. Journey wisely.]]>2f12e50e-4c14-4a0f-ad6a-26adecf69766Fri, 29 Mar 2024 13:30:00 +0000Mark GellmanThe NAR settlement has been a hot topic in real estate. There is still a lot of uncertainty and unknowns. 90+ brokerages still haven't settled. Growth happens outside of your comfort zone. When there is uncertainty, there are 3 options: fight,... Mark predicts that current high performers are going to excel. Middle performers will either rise to the occasion and fight or they'll flight. Underperformers or newer agents are more prone to freeze or flight.
The ultimate goal of the lawsuit is to decouple the commissions. Sellers have always paid commissions to the buyer agent. These have always been negotiable. In many markets, you can already pay out zero. This has eliminated the MLS marketing of buyer commissions. In other words, listings will no longer include what the buyer agent will receive in commission for finding a buyer for that home. This doesn't mean that sellers won't still be paying a buyer's agent commission or through concessions. It just means that the amount won't be advertised.
Requiring a buyer commitment shouldn't affect your business. You should be doing that anyway. You can't list a home without listing paperwork, so why would a buyer be any different? All you're doing is solidifying that relationship.
There is consistent noise out there on the effects of the NAR settlement. Don't make a decision on your worst day. Do your research. Absorb everything you have heard and then take a look at your business and maybe how that needs to change. Align yourself with an expert that can help you keep perspective.
Real estate will go on. You have to ask yourself if you're going to participate or get out? Can you improve your skills and up your game? Here is the good news: the sun will rise and set regardless. What we choose to do with the light is our decision. It's up to us. Journey wisely.]]>1171false212fullhttps://www.spreaker.com/episode/copilot-your-client-s-journey--59138790 Don't think about follow-up as just follow-up. Think of it as your strategy to get in the car with them on their home journey. As their copilot, you'll need to be prepared to guide them around obstacles along the way to get them to their final destination.
Keep in mind, that not everyone wants to take the fastest route to their destination. Think about your own travel. Do you take the route with the least traffic? No tolls? The most scenic? Or simply the fastest? The same transfers over to a buyer or seller's journey. You have to understand what they want their journey to look like to be able to effectively get them to their desired destination. Don't just take them down the route you would take. The journey is not about you.]]>cb94598a-8622-4cd3-a884-f2e366c99b3dFri, 22 Mar 2024 13:30:00 +0000Mark GellmanPicture this: your buyers are in their car on a winding road with their dream home at the end. You as their prospective agent, aren't in the car with them. You're actually in the grass off the road completely. They haven't yet chosen their agent and... Don't think about follow-up as just follow-up. Think of it as your strategy to get in the car with them on their home journey. As their copilot, you'll need to be prepared to guide them around obstacles along the way to get them to their final destination.
Keep in mind, that not everyone wants to take the fastest route to their destination. Think about your own travel. Do you take the route with the least traffic? No tolls? The most scenic? Or simply the fastest? The same transfers over to a buyer or seller's journey. You have to understand what they want their journey to look like to be able to effectively get them to their desired destination. Don't just take them down the route you would take. The journey is not about you.]]>825false211fullhttps://www.spreaker.com/episode/comfort-zone--59128732 Part of our growth strategy is if you're standing still, then you're moving backward. If you do the same activities you did last year, then you haven't adjusted to how the market has changed. The market is not a static thing. It is dynamic and you have to be as well.
Get comfortable being uncomfortable and don't let others around you dictate your goals and behavior. Set your own standards for success and don't hold back. Your goals have nothing to do with someone else's goals and standards. Not everyone will be happy when you succeed, especially if they haven't been able to get out of their comfort zone and achieve their own success.
At the same time, you can't always be outside of your comfort zone. It's important sometimes to take a moment and reflect or catch your breath. Appreciate how far you've come and take time to smell the roses. This is critical or you'll get burnt out. In general, you'll be on an upward trajectory but there will be dips and downward moments. If you haven't taken the time to appreciate your journey, those dips will feel like much larger setbacks than they actually are. Keep your perspective.]]>702c804f-10fa-463c-a912-af3b835717c8Fri, 15 Mar 2024 13:30:00 +0000Mark GellmanYou've heard that growth happens outside of your comfort zone. There is nothing wrong with being in your comfort zone...unless you have goals and aspirations. Part of our growth strategy is if you're standing still, then you're moving backward. If... Part of our growth strategy is if you're standing still, then you're moving backward. If you do the same activities you did last year, then you haven't adjusted to how the market has changed. The market is not a static thing. It is dynamic and you have to be as well.
Get comfortable being uncomfortable and don't let others around you dictate your goals and behavior. Set your own standards for success and don't hold back. Your goals have nothing to do with someone else's goals and standards. Not everyone will be happy when you succeed, especially if they haven't been able to get out of their comfort zone and achieve their own success.
At the same time, you can't always be outside of your comfort zone. It's important sometimes to take a moment and reflect or catch your breath. Appreciate how far you've come and take time to smell the roses. This is critical or you'll get burnt out. In general, you'll be on an upward trajectory but there will be dips and downward moments. If you haven't taken the time to appreciate your journey, those dips will feel like much larger setbacks than they actually are. Keep your perspective.]]>711false210fullhttps://www.spreaker.com/episode/fill-your-cup--59128740 As agents, we talk to a lot of people all day. That can be exhausting and run through your body's battery quickly. Are you balancing your schedule between depleting and replenishing activities?
For Sarah, giving her energy actually helps her rejuvenate. When she helps someone or gives them insight, it motivates her and pushes her forward.
If you think about it in a more literal way: some people fill your cup and some people drain your cup. Be cognizant of that and pay special attention to those people or activities that fill your cup. As leaders and as agents, you're constantly filling someone else's cup. Whether it's through giving your time or your knowledge, and that balance is critical.]]>7188ce00-013e-43b3-a934-2db858e45e5eFri, 08 Mar 2024 14:30:00 +0000Mark GellmanWe each have a finite amount of energy and that may look different from person to person. Throughout your day or week, your energy depletes. What things in your life deplete your energy the most and the fastest? How are you replenishing that lost... As agents, we talk to a lot of people all day. That can be exhausting and run through your body's battery quickly. Are you balancing your schedule between depleting and replenishing activities?
For Sarah, giving her energy actually helps her rejuvenate. When she helps someone or gives them insight, it motivates her and pushes her forward.
If you think about it in a more literal way: some people fill your cup and some people drain your cup. Be cognizant of that and pay special attention to those people or activities that fill your cup. As leaders and as agents, you're constantly filling someone else's cup. Whether it's through giving your time or your knowledge, and that balance is critical.]]>733false29fullhttps://www.spreaker.com/episode/there-s-no-easy-button--59128739 It's like winning the lottery. Few people who win the lottery end up happy and successful. They don't know what to do with the money and it's often mismanaged. Many actually go bankrupt because they don't have the foundation.
Part of your growth in real estate is in failing forward. You learn from mistakes. You learn from trail and error. Sometimes the hardest lessons are actually when you learn the most.]]>3c491934-dfc5-472f-82d2-1e278d14a4aaFri, 01 Mar 2024 14:30:00 +0000Mark GellmanThere is no easy button, magic pill, or lucky horseshoe that will give you automatic success in real estate. If you magically sold 5 houses in a day without having to put in the work, then you'd never gain the skills to continue building on that... It's like winning the lottery. Few people who win the lottery end up happy and successful. They don't know what to do with the money and it's often mismanaged. Many actually go bankrupt because they don't have the foundation.
Part of your growth in real estate is in failing forward. You learn from mistakes. You learn from trail and error. Sometimes the hardest lessons are actually when you learn the most.]]>937false28fullhttps://www.spreaker.com/episode/the-grass-is-always-greener--59128743 From the outside, sure maybe it seems like someone else has an easier time than you. But you don't know the behind-the-scenes and you don't know what it took for them to get there. Also, keep in mind that social media does not equal reality. You know the facts of your own life. Your challenges and your goals.
Everything worth achieving takes work. It's the same with relationships. Marriage takes work but in the long run there's more highs than lows. Put in the work and fertilize your grass.]]>c09a65ba-b393-4df4-a746-07871150a649Fri, 23 Feb 2024 14:30:00 +0000Mark GellmanYou've heard the grass is always greener on the other side. Think about it in a different way though: the grass is greener where you fertilize. Water your own grass. Don't always be looking over the fence at your neighbor's yard. Your business is... From the outside, sure maybe it seems like someone else has an easier time than you. But you don't know the behind-the-scenes and you don't know what it took for them to get there. Also, keep in mind that social media does not equal reality. You know the facts of your own life. Your challenges and your goals.
Everything worth achieving takes work. It's the same with relationships. Marriage takes work but in the long run there's more highs than lows. Put in the work and fertilize your grass.]]>777false27fullhttps://www.spreaker.com/episode/lead-follow-up--59128765 A warm lead is someone you met face to face or belly to belly / ear to ear. If you meet a lead at an open house, then you're more likely to dazzle them since it was in person. It's a stronger start to building a relationship with them.
A cold lead is a connection via text, email, call or any avenue that isn't in person. It's hard to make that personal connection when you're not face-to-face. To have a high conversion rate on cold leads, you have to have your follow-up dialed in.
Pro tip: as soon as you get a lead, follow up immediately in the same platform. If they submit an inquiry on Zillow and you get an email, then email them back. If you follow up to an email lead with a phone call, you may not be as likely to reach them immediately. If they don't answer, then try another platform and stick to whatever form they respond to the most.]]>660da7eb-c96a-4f79-8216-b1f495838672Fri, 16 Feb 2024 14:30:00 +0000Mark GellmanThe difference between a good, a mediocre, and a terrible lead follow-upper will show in one place: your number of closings. Think of leads in 2 different ways: a warm lead vs. a cold lead. A warm lead is someone you met face to face or belly to... A warm lead is someone you met face to face or belly to belly / ear to ear. If you meet a lead at an open house, then you're more likely to dazzle them since it was in person. It's a stronger start to building a relationship with them.
A cold lead is a connection via text, email, call or any avenue that isn't in person. It's hard to make that personal connection when you're not face-to-face. To have a high conversion rate on cold leads, you have to have your follow-up dialed in.
Pro tip: as soon as you get a lead, follow up immediately in the same platform. If they submit an inquiry on Zillow and you get an email, then email them back. If you follow up to an email lead with a phone call, you may not be as likely to reach them immediately. If they don't answer, then try another platform and stick to whatever form they respond to the most.]]>934false26fullhttps://www.spreaker.com/episode/metrics-matter--59128750 For example, every Friday Sarah posts an agent advice video on her social media. It's a short 2-minute video on a specific topic with a full-text description. This text then goes directly into an email that goes out to about 2,000 local real estate agents first thing Monday morning as a kickstart to the week.
Sarah doesn't always have a lot of responses to her videos on Facebook. If she was just paying attention to that, she may have lost her steam. But by also looking at the email metrics, she can clearly see that the email has consistently high open rates every week. She also hears from people in person about her videos. These metrics motivate her even more to keep producing these videos and getting her message out there.
Numbers don't lie. Track your metrics for all your activity so you know where your time is well spent and the impact you're having. Auditing your time will also show you where you're wasting time and when you're most productive.]]>230a30c5-b7b6-45fb-9207-5b9d6d8c7ba2Fri, 09 Feb 2024 14:30:00 +0000Mark GellmanIf you're not tracking your metrics, then you're missing the boat. There is an emotional and analytical component to why metrics are important. For example, every Friday Sarah posts an agent advice video on her social media. It's a short 2-minute... For example, every Friday Sarah posts an agent advice video on her social media. It's a short 2-minute video on a specific topic with a full-text description. This text then goes directly into an email that goes out to about 2,000 local real estate agents first thing Monday morning as a kickstart to the week.
Sarah doesn't always have a lot of responses to her videos on Facebook. If she was just paying attention to that, she may have lost her steam. But by also looking at the email metrics, she can clearly see that the email has consistently high open rates every week. She also hears from people in person about her videos. These metrics motivate her even more to keep producing these videos and getting her message out there.
Numbers don't lie. Track your metrics for all your activity so you know where your time is well spent and the impact you're having. Auditing your time will also show you where you're wasting time and when you're most productive.]]>682false25fullhttps://www.spreaker.com/episode/find-your-voice-on-social-media--59128769 What is your voice? What unique perspective can you provide? Be yourself and loosen up. We get in our own way sometimes and think we need to present ourselves in a specific way. You might think you're coming across as professional, but people are actually perceiving you as stiff and unrelatable. Just keep it organic. One of Mark's most successful reels to date was him being funny and almost making fun of himself. It was relatable and fun, and that's why it resonated with people.
If you don't know where to start, start with a market update. People want to know what's going on in their area. There is huge value there and you already know the content. Just relax and talk about what you already know.
It's easy to tell the difference between people who are doing what they're passionate about and people who are just going through the motions or copying something they've seen someone else do. You want to strive for content that is more compelling and organic.
Bottom line: be you, find your rhythm, find your identity, be consistent.]]>b9ee3ae8-8bcf-4a48-b07f-7719aa37a42dFri, 02 Feb 2024 14:30:00 +0000Mark GellmanFirst off, if you are an agent and don't have a social media presence then you're missing out. What is your voice? What unique perspective can you provide? Be yourself and loosen up. We get in our own way sometimes and think we need to present... What is your voice? What unique perspective can you provide? Be yourself and loosen up. We get in our own way sometimes and think we need to present ourselves in a specific way. You might think you're coming across as professional, but people are actually perceiving you as stiff and unrelatable. Just keep it organic. One of Mark's most successful reels to date was him being funny and almost making fun of himself. It was relatable and fun, and that's why it resonated with people.
If you don't know where to start, start with a market update. People want to know what's going on in their area. There is huge value there and you already know the content. Just relax and talk about what you already know.
It's easy to tell the difference between people who are doing what they're passionate about and people who are just going through the motions or copying something they've seen someone else do. You want to strive for content that is more compelling and organic.
Bottom line: be you, find your rhythm, find your identity, be consistent.]]>784false24fullhttps://www.spreaker.com/episode/follow-up--59128738 There are 5 easy ways to communicate: call, text, email, video, and social media. There are about 16 working hours in the day by which you can reach someone. If you're not mixing up the method and timing then you're missing out on deals.
Experiment with different subject lines and different titles for your prospective buyer searches. If the search has their name on it are they more likely to open it? Where can you personalize your follow-up?
Tactics that work for other agents may not work for you. That's normal. Let others inspire you, but ultimately you have to put in the time and experimentation to find what works for you. It has to be your own journey.]]>efb80b25-c7d2-4f85-8be9-be7cf19810e3Fri, 26 Jan 2024 14:30:00 +0000Mark GellmanFollow-up is not one size fits all. Agents that are the most successful at follow-up don't get frustrated. They mix it up, make it a game, and keep it exciting and fresh. There are 5 easy ways to communicate: call, text, email, video, and social... There are 5 easy ways to communicate: call, text, email, video, and social media. There are about 16 working hours in the day by which you can reach someone. If you're not mixing up the method and timing then you're missing out on deals.
Experiment with different subject lines and different titles for your prospective buyer searches. If the search has their name on it are they more likely to open it? Where can you personalize your follow-up?
Tactics that work for other agents may not work for you. That's normal. Let others inspire you, but ultimately you have to put in the time and experimentation to find what works for you. It has to be your own journey.]]>776false23fullhttps://www.spreaker.com/episode/power-in-silence--59128742 When they walked in, he immediately thought the home was outdated...but he waited to see his clients' first impression. And they loved the home! If he had voiced his initial thought first it could have swayed their opinion of the home before they'd even had a chance. There is power in silence and letting the client speak.
Here's another example. You've just given your value proposition and put everything on the table. The client is ready to sign with you but you keep going with your sales pitch. There comes a point when you can stop selling. Don't sell yourself out of a deal. Learn to recognize when that turning point is.]]>ca01fb10-d207-4185-9b5a-db996c47fd89Fri, 19 Jan 2024 14:30:00 +0000Mark GellmanSometimes we can get in our own way and our client's way. We have a new agent on our team that was inadvertently sabotaging his showings. He was saying his opinion right off the bat when opening the front door. The other day he tried a different... When they walked in, he immediately thought the home was outdated...but he waited to see his clients' first impression. And they loved the home! If he had voiced his initial thought first it could have swayed their opinion of the home before they'd even had a chance. There is power in silence and letting the client speak.
Here's another example. You've just given your value proposition and put everything on the table. The client is ready to sign with you but you keep going with your sales pitch. There comes a point when you can stop selling. Don't sell yourself out of a deal. Learn to recognize when that turning point is.]]>548false22fullhttps://www.spreaker.com/episode/it-s-a-marathon-not-a-sprint--5912876142719bd7-1b15-4527-82a8-ee10412a416aFri, 12 Jan 2024 21:03:28 +0000Mark GellmanHave you set realistic goals for 2024? If you have been making 50 calls a week and you set your goal for this year at 200 calls a week, is that realistic and sustainable? Don't set yourself up for failure before you even start. Building habits is...444false21fullhttps://www.spreaker.com/episode/buyer-strategies--59128767 You also need to be able to adjust your strategy and communicate that clearly to your buyer. If your buyer has a budget of $500,000 then right now you might need to monitor homes up to $525,000 or even $550,000. But if that same buyer is looking in the summer at the height of the market, then you might not even show them homes priced at $500,000. You may cap at $475,000 or $450,000 because of how competitive the market will be at that time.
A good place to start is to take your buyer through a journey in the MLS before you even start looking. Look at the homes that have sold in their target area in the last year that would have met their non-negotiable list. What were they listed at and what did they sell for? Would your buyer have paid for that price? This exercise will back up what you're telling them about the current market and give you credibility. Ultimately, they will have more realistic expectations going into their search.
How do you handle the objection: "I don't want to overpay for a home?" A home is worth what the market is willing to pay for it. If a home has multiple offers over asking, then the market has determined that that home is worth that amount. There is no such thing as overpaying.]]>9ab77671-065f-4d4b-9702-5922ed305c1fFri, 05 Jan 2024 14:30:00 +0000Mark GellmanIf you don't think that your buyers are looking at homes priced at more than they're approved for, then you're wrong. With the way the current market is, you should be too (within reason). Not everything is selling right now with multiple offers and... You also need to be able to adjust your strategy and communicate that clearly to your buyer. If your buyer has a budget of $500,000 then right now you might need to monitor homes up to $525,000 or even $550,000. But if that same buyer is looking in the summer at the height of the market, then you might not even show them homes priced at $500,000. You may cap at $475,000 or $450,000 because of how competitive the market will be at that time.
A good place to start is to take your buyer through a journey in the MLS before you even start looking. Look at the homes that have sold in their target area in the last year that would have met their non-negotiable list. What were they listed at and what did they sell for? Would your buyer have paid for that price? This exercise will back up what you're telling them about the current market and give you credibility. Ultimately, they will have more realistic expectations going into their search.
How do you handle the objection: "I don't want to overpay for a home?" A home is worth what the market is willing to pay for it. If a home has multiple offers over asking, then the market has determined that that home is worth that amount. There is no such thing as overpaying.]]>1021false149fullhttps://www.spreaker.com/episode/cons-of-waiting-for-lower-interest-rates--59128733 More buyers will enter the market in the spring. Historically over the last few years, there has been an uptick in buyers but a decrease in inventory. This equates to a more competitive market. If you compound this normal ebb and flow of the market with interest rates likely continuing to go down next year, then buyer demand will compound even more.
It's all about educating your buyers not selling your buyers. Lines like "You should buy now because we don't know what's coming" are pushing them to buy right now but from a place of uncertainty. If you instead phrase things like: "Buying now might be right for you because historically the spring has been more competitive and lower interest rates will also dramatically increase the buyer pool," then you're giving them the knowledge they need to make the right decision for them.]]>70eccc16-3322-459a-9629-5eb59e07493aFri, 29 Dec 2023 14:30:00 +0000Mark GellmanYou've probably heard from prospective clients that they want to wait to buy until interest rates come down. What are the cons of that strategy? More buyers will enter the market in the spring. Historically over the last few years, there has been... More buyers will enter the market in the spring. Historically over the last few years, there has been an uptick in buyers but a decrease in inventory. This equates to a more competitive market. If you compound this normal ebb and flow of the market with interest rates likely continuing to go down next year, then buyer demand will compound even more.
It's all about educating your buyers not selling your buyers. Lines like "You should buy now because we don't know what's coming" are pushing them to buy right now but from a place of uncertainty. If you instead phrase things like: "Buying now might be right for you because historically the spring has been more competitive and lower interest rates will also dramatically increase the buyer pool," then you're giving them the knowledge they need to make the right decision for them.]]>896false148fullhttps://www.spreaker.com/episode/setting-expectations--59128763 For example, if you answer your client's phone call at 10 pm then you're giving them permission to call you every night at 10 pm. Tell them upfront what your daily availability is. For example, you show homes every day in the afternoon between 1 and 4 pm and you can take calls anytime from 7:30 am to 5 pm. Better yet, call them every day at the same time and you'll find that you get less one-off calls. They'll just wait for your predetermined time.
It takes time to refine your process and scripts, but don't be afraid to make changes along the way. These tweaks will have a lasting impact on your business.]]>2d8546e4-0391-45a8-9850-d8daf23f491aFri, 22 Dec 2023 14:30:00 +0000Mark GellmanRelationships break down when there are unmet expectations. If you are frustrated with clients for not showing up to buyer consultations or showings, or you've been driving all over town for months and they've yet to write any offers, they might not... For example, if you answer your client's phone call at 10 pm then you're giving them permission to call you every night at 10 pm. Tell them upfront what your daily availability is. For example, you show homes every day in the afternoon between 1 and 4 pm and you can take calls anytime from 7:30 am to 5 pm. Better yet, call them every day at the same time and you'll find that you get less one-off calls. They'll just wait for your predetermined time.
It takes time to refine your process and scripts, but don't be afraid to make changes along the way. These tweaks will have a lasting impact on your business.]]>790false147fullhttps://www.spreaker.com/episode/fear-of-rejection--59128782 Sometimes overcoming the fear of rejection boils down to your perspective. If you think of a good day as a day you sold a home, then even if you're a great agent selling 40 homes a year then that's 216 bad days.
In this business, the quicker you learn to get out of your comfort zone, the faster you're going to be successful.]]>e6c80a67-8a02-44aa-bec0-2b6173fa01f3Fri, 15 Dec 2023 14:30:00 +0000Mark GellmanWe are all human. We all have fears of rejection in some form or another. This ultimately boils down to your ego / sense of self-preservation. Either let the ego lead or tame the ego and open yourself up to the possibilities. If you let your fears... Sometimes overcoming the fear of rejection boils down to your perspective. If you think of a good day as a day you sold a home, then even if you're a great agent selling 40 homes a year then that's 216 bad days.
In this business, the quicker you learn to get out of your comfort zone, the faster you're going to be successful.]]>687false146fullhttps://www.spreaker.com/episode/social-media-village--59128775c87b8b93-7dfa-4c05-88b6-90d6f45ad029Fri, 08 Dec 2023 14:30:00 +0000Mark GellmanSarah's daughter requested a Stanley cup for Christmas. She could not find the color or right design anywhere, so she turned to social media. Responses poured in suggesting where to look and she started getting texts from people in stores offering to...981false145fullhttps://www.spreaker.com/episode/pillars-of-income--59128744 Like anything, a good idea was validated by demand. Real estate income can be inconsistent. Find a way to generate multiple pillars of income.]]>00cf9cd5-cfc8-407d-a915-15ff3eee4ac0Fri, 01 Dec 2023 14:30:00 +0000Mark GellmanStory time. Our team operates an office out of a co-working space. We own the building but we don't need that much space. Early on people would come in and inquire about purchasing a physical mailing address. Not renting office space there, but just... Like anything, a good idea was validated by demand. Real estate income can be inconsistent. Find a way to generate multiple pillars of income.]]>797false144fullhttps://www.spreaker.com/episode/time-is-of-the-essence--59128746 It might seem obvious, but this "time is of the essence" mentality is a critical aspect of the business that can sometimes get brushed aside.
Understanding and keeping track of what time frames are important should become second nature to you as an agent. The acceptance deadline, inspection period, contingency resolution, funding, etc. If you aren't on top of these time frames, you are putting your clients at significant risk.
Get ahead of things by setting a deadline for a deadline. If your loan commitment deadline is Wednesday, then set an internal deadline of Monday.]]>0f871860-f84e-4ec1-9ab2-b5f171cdcceeFri, 24 Nov 2023 14:30:00 +0000Mark GellmanWe recently had an agent submit an offer and receive a counteroffer. This led to a false sense of confidence and the agent thought it was a done deal. However, before their clients signed the counteroffer, the seller then received another offer.... It might seem obvious, but this "time is of the essence" mentality is a critical aspect of the business that can sometimes get brushed aside.
Understanding and keeping track of what time frames are important should become second nature to you as an agent. The acceptance deadline, inspection period, contingency resolution, funding, etc. If you aren't on top of these time frames, you are putting your clients at significant risk.
Get ahead of things by setting a deadline for a deadline. If your loan commitment deadline is Wednesday, then set an internal deadline of Monday.]]>718false143fullhttps://www.spreaker.com/episode/objections--59128804245b235f-84f6-4997-9af2-3a9463f74e88Fri, 17 Nov 2023 14:30:00 +0000Mark GellmanObjections are essentially a buyer's pain. To become the advisor that they need, you have to be able to fully understand their pain first. Where is their mindset or viewpoint coming from? You cannot add value to them without knowing where they are at...923false142fullhttps://www.spreaker.com/episode/mastering-your-schedule--59128755 Start by auditing and inspecting your time. Where is your time currently going? Then look at where you are most needed, when, and by whom. Fill those blocks in first. Then build around those non-negotiable times.
As your season in life changes, reevaluate your time blocking and adjust to stay on track. That's the beauty of real estate: you can structure your business around your life.]]>8db9a902-0138-4589-acce-c12419ad0202Fri, 10 Nov 2023 14:30:00 +0000Mark GellmanCommitting to time blocking allows you to ensure you are harmonizing your time between family, life, and work. Sticking to these time blocks religiously eliminates work from bleeding into your personal time and vice versa. Start by auditing and... Start by auditing and inspecting your time. Where is your time currently going? Then look at where you are most needed, when, and by whom. Fill those blocks in first. Then build around those non-negotiable times.
As your season in life changes, reevaluate your time blocking and adjust to stay on track. That's the beauty of real estate: you can structure your business around your life.]]>797false141fullhttps://www.spreaker.com/episode/t-i-m-e--59128786 We are all human and we all waste time. Additionally, we all need downtime to reset. But you also owe it to yourself for that to be maximized and used efficiently. Are you auditing your time and inefficiencies?
If you don't take personal responsibility for your time, it's actually selfish behavior. If you don't manage your time, then the inefficiencies bleed over into your time with family, friends, clients, and other. If you're spending personal time with others, then hang up and hang out. You shouldn't be half-focused on them and half-focused on your emails or texts.
Time block and be strict with yourself. You won't regret it.]]>4a1c7947-52de-4c6c-9238-44d5e45a6933Fri, 03 Nov 2023 15:36:07 +0000Mark GellmanT.I.M.E. - That Is My Excuse. "I couldn't work out because I didn't have time." "I didn't get my prospecting calls done because I didn't have time." We are all human and we all waste time. Additionally, we all need downtime to reset. But you also... We are all human and we all waste time. Additionally, we all need downtime to reset. But you also owe it to yourself for that to be maximized and used efficiently. Are you auditing your time and inefficiencies?
If you don't take personal responsibility for your time, it's actually selfish behavior. If you don't manage your time, then the inefficiencies bleed over into your time with family, friends, clients, and other. If you're spending personal time with others, then hang up and hang out. You shouldn't be half-focused on them and half-focused on your emails or texts.
Time block and be strict with yourself. You won't regret it.]]>602false140fullhttps://www.spreaker.com/episode/lessons-learned-from-a-new-agent--59128753 Another lesson from retail includes being able to step out of your own judgment. Just because you don't like a home, if you see that your client is lighting up at a house, then put your feelings aside and support them. The house isn't going to be yours, it will be theirs.
For new agents or agents that are struggling in this market, you have to stay ahead of the game. Study the market, study the area you want to work, be available to your clients, ask questions, and don't be afraid to call around and talk to other agents. If you're prepared for how things are changing, you can adjust your strategies. Be proactive not reactive. Market knowledge will give you confidence.
Something else you need to focus on in this market is consistency. Maybe you need to devote 1 hour to prospecting every morning. Or 1 hour of follow-up every morning. Do an open house every weekend. Having this kind of consistency allows you to have time for yourself outside of work rather than trying to squeeze your life in around the inconsistent chaos.]]>459746da-5940-4519-bc79-48e2f0bbf521Fri, 27 Oct 2023 13:30:00 +0000Mark GellmanSpecial guest Angela Nixon is with us this week. Angela has been an agent for almost 1 year, with 16 under contract or closed. She came from a retail background where they concentrated on relationships instead of sales. This should be how you view... Another lesson from retail includes being able to step out of your own judgment. Just because you don't like a home, if you see that your client is lighting up at a house, then put your feelings aside and support them. The house isn't going to be yours, it will be theirs.
For new agents or agents that are struggling in this market, you have to stay ahead of the game. Study the market, study the area you want to work, be available to your clients, ask questions, and don't be afraid to call around and talk to other agents. If you're prepared for how things are changing, you can adjust your strategies. Be proactive not reactive. Market knowledge will give you confidence.
Something else you need to focus on in this market is consistency. Maybe you need to devote 1 hour to prospecting every morning. Or 1 hour of follow-up every morning. Do an open house every weekend. Having this kind of consistency allows you to have time for yourself outside of work rather than trying to squeeze your life in around the inconsistent chaos.]]>1017false139fullhttps://www.spreaker.com/episode/critical-skills-for-agents--59128736 Second, is CMAs. There is so much information to be gained in the MLS and learning how to leverage that information is vital.
The third layer of basic training is offer strategies and how to apply them in different situations. Using the knowledge you've gained from previewing and running CMAs, what strategies would you employ for a given listing? If 4 of 5 comps sold at 98% of the list price, then offering over asking may not be the best strategy for your prospective buyer.
Practice these skills with your teammates and other agents. Practicing costs you time, but practicing on your clients will cost you both time and money.]]>0d19e408-b91d-4a6c-86f2-0e420ef45183Fri, 20 Oct 2023 13:30:00 +0000Mark GellmanThere are a few basic components we focus on when training our agents. The first is previewing. How many homes are you previewing a week? It's probably not enough. Market knowledge is one of the most important tools to becoming a successful agent.... Second, is CMAs. There is so much information to be gained in the MLS and learning how to leverage that information is vital.
The third layer of basic training is offer strategies and how to apply them in different situations. Using the knowledge you've gained from previewing and running CMAs, what strategies would you employ for a given listing? If 4 of 5 comps sold at 98% of the list price, then offering over asking may not be the best strategy for your prospective buyer.
Practice these skills with your teammates and other agents. Practicing costs you time, but practicing on your clients will cost you both time and money.]]>852false138fullhttps://www.spreaker.com/episode/one-bite-at-a-time--59128748 Credit card debt is a good example. First, put together a spreadsheet of all the cards you have and the outstanding balances. What interest rates are they at? Tackle the highest interest rate ones first and start chipping away. Before you know it you'll be on your way to being debt free.
When you are overwhelmed, there are 3 responses: fight, flight, or freeze. Which one are you? If your automatic reaction isn’t to fight, then how can change your mindset? You can't become debt-free overnight. You can lose a bunch of weight overnight. You can't build a real estate business overnight. Don't let that be an excuse to not fight. Take things one step at a time.]]>9e466a7a-29c5-421a-90c9-1da9324205b7Fri, 13 Oct 2023 13:30:00 +0000Mark GellmanHow do you eat an elephant? One bite at a time. If you have a large goal or if there is something you need to accomplish that seems too daunting, just take things one small step at a time. Incrementally make changes to your daily schedule or life so... Credit card debt is a good example. First, put together a spreadsheet of all the cards you have and the outstanding balances. What interest rates are they at? Tackle the highest interest rate ones first and start chipping away. Before you know it you'll be on your way to being debt free.
When you are overwhelmed, there are 3 responses: fight, flight, or freeze. Which one are you? If your automatic reaction isn’t to fight, then how can change your mindset? You can't become debt-free overnight. You can lose a bunch of weight overnight. You can't build a real estate business overnight. Don't let that be an excuse to not fight. Take things one step at a time.]]>987false137fullhttps://www.spreaker.com/episode/stamina--59128756 It can be hard to stick with things when you aren't seeing immediate results, but you're in it for the long game. Think of it in terms of leads. These days, it takes an average of 27 touches to convert a lead!! If you give up on a lead after only 5 touches, you're missing out. You're running a marathon not a sprint.]]>325c5b2b-8ae6-4aac-944b-5acaafb7cc98Fri, 06 Oct 2023 13:30:00 +0000Mark GellmanAnyone can show up or do something one time or a few times, but conscious effort and commitment are required to keep going consistently. Business are built and leaders are proven over time not overnight. It can be hard to stick with things when you... It can be hard to stick with things when you aren't seeing immediate results, but you're in it for the long game. Think of it in terms of leads. These days, it takes an average of 27 touches to convert a lead!! If you give up on a lead after only 5 touches, you're missing out. You're running a marathon not a sprint.]]>720false136fullhttps://www.spreaker.com/episode/mindset--59128758 Having the mindset that they're not a qualified client is a self-preservation tactic. You won't be disappointed when an unpromising lead is actually unpromising. However, you're setting yourself up for failure. You aren't opening yourself up for the opportunities.
Every client you interact with is on a journey to find something that they don't have but need. The faster you identify what they need, the faster you can identify how you can help and present them with options that will best serve them. They might not be on the timeline that you want, but every client is still valuable to have in your pipeline.]]>f7813501-1404-4537-9db8-03c5470b0d67Fri, 29 Sep 2023 13:30:00 +0000Mark GellmanWhen you talk with a prospective client, you can look at them in 2 ways: Either that every lead is ready, willing, and able, OR that they're not ready, willing, and able. Having the mindset that they're not a qualified client is a self-preservation... Having the mindset that they're not a qualified client is a self-preservation tactic. You won't be disappointed when an unpromising lead is actually unpromising. However, you're setting yourself up for failure. You aren't opening yourself up for the opportunities.
Every client you interact with is on a journey to find something that they don't have but need. The faster you identify what they need, the faster you can identify how you can help and present them with options that will best serve them. They might not be on the timeline that you want, but every client is still valuable to have in your pipeline.]]>819false135fullhttps://www.spreaker.com/episode/be-thankful--59128760 At the end of the day, this is a relationship business not a transactional business. Keep building those bonds with your clients and letting them know you're there for them.
You don't have to get carried away. Start small, develop your standard operating procedure, and then go from there.]]>a31969f4-c2be-4bab-942c-1323e423c4f4Fri, 22 Sep 2023 13:30:00 +0000Mark GellmanThis is the easiest time of year to show gratitude to your clients. Do something for them without expecting anything in return. Our team does a large Pie Day just before Thanksgiving and we give away around 1,200 pies every year. All our agents are... At the end of the day, this is a relationship business not a transactional business. Keep building those bonds with your clients and letting them know you're there for them.
You don't have to get carried away. Start small, develop your standard operating procedure, and then go from there.]]>507false134fullhttps://www.spreaker.com/episode/the-fall-flight--591288030dee7252-553e-407b-81b0-3a9096ec13b9Fri, 15 Sep 2023 13:30:00 +0000Mark GellmanThe Fall is a challenging time in real estate. Statistically every year, there are 50% less agents active in the market by Thanksgiving. Looking ahead to this year those numbers may be even higher due to the down market. Other agents exiting the...385false133fullhttps://www.spreaker.com/episode/habit-stacking--59128807 For example, a year ago Sarah came to the realization that she just wasn't getting enough physical activity. Life had become too busy and it was on the back burner. She also realized that she didn't have enough one on one time with her husband to just talk through things without distractions. So they started going on morning walks together. Now, it's a habit. They walk every morning for 24 minutes. They get that boost in the morning from starting off the day with light exercise outside and they can align their schedules and goals for the day and week ahead. If Sarah hadn't stacked these two together, she'd be going on a walk by herself and then still trying to find time to talk with her husband. This way, she's accomplishing more in less time.
When you try to build a new habit, take it in bite-sized chunks. If you go from not working out at all to then expecting yourself to work out for an hour plus multiple times a week, then you're going to fail. Start small and build.
If you're able to habit stack, that's great because you're more likely to want to stick to that routine. But if you can't (or even if you can!) find an accountability partner to keep you on track.]]>536cea52-e3cf-4d09-8572-f210ac1cab1aFri, 08 Sep 2023 17:17:46 +0000Mark GellmanConsistently doing something leads to it becoming a habit. Identify those things in your life that you need to start doing and see if you can stack them together to be twice as productive. For example, a year ago Sarah came to the realization that... For example, a year ago Sarah came to the realization that she just wasn't getting enough physical activity. Life had become too busy and it was on the back burner. She also realized that she didn't have enough one on one time with her husband to just talk through things without distractions. So they started going on morning walks together. Now, it's a habit. They walk every morning for 24 minutes. They get that boost in the morning from starting off the day with light exercise outside and they can align their schedules and goals for the day and week ahead. If Sarah hadn't stacked these two together, she'd be going on a walk by herself and then still trying to find time to talk with her husband. This way, she's accomplishing more in less time.
When you try to build a new habit, take it in bite-sized chunks. If you go from not working out at all to then expecting yourself to work out for an hour plus multiple times a week, then you're going to fail. Start small and build.
If you're able to habit stack, that's great because you're more likely to want to stick to that routine. But if you can't (or even if you can!) find an accountability partner to keep you on track.]]>563false132fullhttps://www.spreaker.com/episode/aligning-with-experts--59128781 Going back to last week's theme, your client may hire an outside industry partner -- making them an uncontrollable. There's nothing you can do about that. If your client goes with a lower-cost service, there is probably a reason for that. Prepare your scripts and list of vetted partners. Ultimately, of course, it is your clients' choice but be prepared to lay out the pros and cons. If you had a health scare, wouldn't you go to the best of the best healthcare provider?
If things do go south, take ownership of it and communicate, whether it's something that you directly caused or not. Salvage that relationship and keep your clients' trust. Buying or selling a home is one of the most stressful events in your clients' life. You want to make sure the transaction is set up for success.]]>9caa6b64-9120-4235-a570-fe9742aecc5fFri, 01 Sep 2023 13:30:00 +0000Mark GellmanWe set a high bar for ourselves as real estate advisors. When you're recommending industry liaisons to help your client with a sale, whether it's a lender, contractor, home inspector, or other, align yourself with an industry expert. Not every... Going back to last week's theme, your client may hire an outside industry partner -- making them an uncontrollable. There's nothing you can do about that. If your client goes with a lower-cost service, there is probably a reason for that. Prepare your scripts and list of vetted partners. Ultimately, of course, it is your clients' choice but be prepared to lay out the pros and cons. If you had a health scare, wouldn't you go to the best of the best healthcare provider?
If things do go south, take ownership of it and communicate, whether it's something that you directly caused or not. Salvage that relationship and keep your clients' trust. Buying or selling a home is one of the most stressful events in your clients' life. You want to make sure the transaction is set up for success.]]>754false131fullhttps://www.spreaker.com/episode/controllables-v-uncontrollables--59128773 Specifically relating to real estate, the biggest uncontrollable right now is interest rates. We can only control how we respond to the increase or decrease in rates. We can control scripts, dialogues, educating our clients, educating ourselves, taking action, and finding buyers will to participate in this market. You get paid based on how you react to the uncontrollables. If you aren't closing deals in today's market, you're letting uncontrollables define how you're doing business.
Whether the market is up or down, you still have a business to run. It's easy for you just to say, "My business is down because of interest rates or lack of inventory." But it's actually an opportunity for you to double down and take action, setting yourself apart from other agents. Block out the noise and get to work.]]>7b90bdad-56c4-4217-af4a-3aada41d680eFri, 25 Aug 2023 13:30:00 +0000Mark GellmanNot every day is amazing. However, you can control your mindset when you wake up and start the day. You can't control how someone else acts, but you can control how you react. Specifically relating to real estate, the biggest uncontrollable right... Specifically relating to real estate, the biggest uncontrollable right now is interest rates. We can only control how we respond to the increase or decrease in rates. We can control scripts, dialogues, educating our clients, educating ourselves, taking action, and finding buyers will to participate in this market. You get paid based on how you react to the uncontrollables. If you aren't closing deals in today's market, you're letting uncontrollables define how you're doing business.
Whether the market is up or down, you still have a business to run. It's easy for you just to say, "My business is down because of interest rates or lack of inventory." But it's actually an opportunity for you to double down and take action, setting yourself apart from other agents. Block out the noise and get to work.]]>772false130fullhttps://www.spreaker.com/episode/compounding-wealth--59128788 There is no better way to build wealth than by the compounding theory of starting small and starting young.
Too many people look at big net worths and don't see the incremental wealth and how they got there. Most people do not have a windfall of wealth like winning the lottery. For the most part, everyone started somewhere.
You may not see results for some time but consistent investing weekly or monthly will yield results. Don't worry about those little ups and downs in the market. You're in it for the long game.]]>cbcc262b-8d63-4b39-a27e-0ed3c4025071Fri, 18 Aug 2023 13:30:16 +0000Mark Gellman There is no better way to build wealth than by the compounding theory of starting small and starting young. Too many people look at big net worths and don't see the incremental wealth and how they got there. Most people do not have a windfall of... There is no better way to build wealth than by the compounding theory of starting small and starting young.
Too many people look at big net worths and don't see the incremental wealth and how they got there. Most people do not have a windfall of wealth like winning the lottery. For the most part, everyone started somewhere.
You may not see results for some time but consistent investing weekly or monthly will yield results. Don't worry about those little ups and downs in the market. You're in it for the long game.]]>683false129fullhttps://www.spreaker.com/episode/investing--59128777 Sarah began investing in real estate in 2017 and today, has 2 rental properties. For her family, they are using these properties as investments for their children's college funds. One property for each child, so they still need to add one more to their portfolio.
Mark jumped right in the deep end and began investing by purchasing a multi-family property. He overhauled the building and found a great property manager. Since then he has invested in dozens of properties.
It can seem very daunting taking that leap to buy your first investment property. But on the other side of fear and doubt, there is opportunity. There are plenty of experts around you that can guide you through the process. Mark is happy to serve as a resource for anyone out there interested in investing.
]]>e155e1e6-503a-4257-9f47-214314f253aaFri, 11 Aug 2023 13:30:03 +0000Mark GellmanA rental portfolio gives you a lot of flexibility. You can use investment properties as a way to pass down wealth generationally, as a secondary source of income for your lifestyle now, as a financial resource for when you retire, the list goes on.... Sarah began investing in real estate in 2017 and today, has 2 rental properties. For her family, they are using these properties as investments for their children's college funds. One property for each child, so they still need to add one more to their portfolio.
Mark jumped right in the deep end and began investing by purchasing a multi-family property. He overhauled the building and found a great property manager. Since then he has invested in dozens of properties.
It can seem very daunting taking that leap to buy your first investment property. But on the other side of fear and doubt, there is opportunity. There are plenty of experts around you that can guide you through the process. Mark is happy to serve as a resource for anyone out there interested in investing.
]]>613false128fullhttps://www.spreaker.com/episode/master-your-day--59128762 Some people thrive off of routine. If you stick to your routine, you'll find that you don't get distracted as easily and pulled off track.
What can you do to start off in the right mindset? For Sarah, she goes on a morning walk with her husband everyday at 6:30am. Mark starts his day with early morning hot yoga. Those micro habits make all the difference in the world. If you can only commit to one thing to start off, just make your bed and you'll already have one thing checked off your list.]]>0dcaab85-f884-49e2-9a20-d64d8accce1bFri, 04 Aug 2023 13:30:54 +0000Mark GellmanWhen you wake up you determine what type of day it's going to be. There's going to be things that get in your way, but how you react to those things determines your day. People take cues off of your energy. If you bring the energy and positivity to... Some people thrive off of routine. If you stick to your routine, you'll find that you don't get distracted as easily and pulled off track.
What can you do to start off in the right mindset? For Sarah, she goes on a morning walk with her husband everyday at 6:30am. Mark starts his day with early morning hot yoga. Those micro habits make all the difference in the world. If you can only commit to one thing to start off, just make your bed and you'll already have one thing checked off your list.]]>528false127fullhttps://www.spreaker.com/episode/mistake-quick-release--59128776b00133cf-09b9-40d4-affa-0181b807b5a0Fri, 28 Jul 2023 13:30:02 +0000Mark GellmanWe need to let losses go FASTER. Don't let them compound mentally. We tend to quickly release the wins and focus more on the negatives. Stay on the upswing mentally and you'll stay on a positive path and have greater success.524false126fullhttps://www.spreaker.com/episode/one-piece-of-critical-advice--59128779 For Sarah, it's get comfortable with being uncomfortable. If you're not growing then you're going backwards. If you don't get outside of your comfort zone, then you're not growing. Don't live in fear. Fear limits you.]]>03e3a9f0-90f2-4856-8ae2-9e173cd79ed7Fri, 21 Jul 2023 13:30:10 +0000Mark GellmanThis episode is all about that one piece of advice that we each feel is absolutely critical to success in life and in business. For Mark, it's consistency. Just by showing up and doing something consistently, you develop a pattern and a psychological... For Sarah, it's get comfortable with being uncomfortable. If you're not growing then you're going backwards. If you don't get outside of your comfort zone, then you're not growing. Don't live in fear. Fear limits you.]]>518false125fullhttps://www.spreaker.com/episode/past-mistakes-inclusions-exclusions--591288064fe5eb18-455f-4d47-93ce-33594fe01e29Fri, 14 Jul 2023 13:30:43 +0000Mark GellmanSomething all real estate agents face at some point is issues with inclusions and exclusions. Be specific and verify. At the end of the day you're going to do whatever it takes to keep your buyer and seller happy, whether that means buying a last...519false124fullhttps://www.spreaker.com/episode/put-yourself-in-other-people-s-shoes--59128770]]>4a868414-d4cd-458c-b1ca-eba4e9a31b3bFri, 07 Jul 2023 13:30:08 +0000Mark GellmanEmotions are high in this fast-paced, extreme Seller's Market. Before you react, put yourself in someone else's shoes. If we come from a place of kindness, curiosity, and a lack of judgment then we can change the course of more difficult situations...]]>455false123fullhttps://www.spreaker.com/episode/f-around-and-find-out--5912880877d1c656-276c-492a-b7b8-5070c3273578Fri, 30 Jun 2023 13:30:00 +0000Mark GellmanIt's critical for your business to be curious and FAAFO (f*** around and find out). Innovate and constantly think about what you can start doing or do differently to move the needle in your business. No, it doesn't always work but you're learning...559true122fullhttps://www.spreaker.com/episode/money-changes-hands-when-problems-are-solved--591287956bf0f6d4-6628-4247-bba9-6fabaa66baddFri, 23 Jun 2023 13:30:27 +0000Mark GellmanReal estate agents don't get paid upfront. Until you can isolate the problem for your client, in this case closing on a home, you're not going to be able to solve it and close the sale. The more effectively you can listen, understand, and be present...566false121fullhttps://www.spreaker.com/episode/consistency--591287800827ae25-6035-4f07-ac10-84c842188409Fri, 16 Jun 2023 13:31:00 +0000Mark GellmanHow you do one thing is how you do everything, good or bad. Showing up every day as the best version of yourself is not a requirement, but it sets you on the path to success. It's all about accountability. Doing your absolute best every day improves...538false120fullhttps://www.spreaker.com/episode/take-an-inventory-of-your-business--5912877828c5596b-2db2-4c16-a44a-2fc63b9be55fFri, 09 Jun 2023 13:30:37 +0000Mark GellmanWhether you're happy with your success or lack of success in business, take an active inventory. There are 3 major things you need to take a hard look at: skills, action, and schedule. Which one do you need to work on? Even if you're already hitting...672false119fullhttps://www.spreaker.com/episode/property-tax-assessments--591287856d928e7e-3772-4f38-9dcd-e3790201346eFri, 02 Jun 2023 13:30:22 +0000Mark GellmanIn our market, property taxes have increased by up to 25%. That’s an easy indicator of inflation. An easy touch to reconnect with your past clients is to send them their updated property tax assessment and offer to provide a CMA for them to use in...625false118fullhttps://www.spreaker.com/episode/be-a-super-sleuth--5912879180166f4d-03df-4dbb-ba89-9e182810e8a1Fri, 26 May 2023 13:30:52 +0000Mark GellmanYou have to be present with your clients. Acknowledge, ask, acknowledge, ask. Follow the breadcrumbs your clients are leaving in their words and actions, and ask questions to find out more. Maybe you think you're bothering them, but you aren't. You...464false117fullhttps://www.spreaker.com/episode/experiential-retail--59128796 Take those insights into your real estate business. You should strive to create that same appeal for your prospective clients. Craft their real estate journey with you so that their experience is memorable and unique--setting you apart from just another agent. Your clients' experience should never be just about ringing up the register and closing the sale. What about everything that leads up to that?]]>b298cb94-32a8-4938-bbc7-1f768eb825dbFri, 19 May 2023 13:30:20 +0000Mark GellmanThink of those retail stores that you go out of your way to visit instead of ordering on Amazon. What about them makes you put that extra effort in to buy through them? Is it salespeople that specialize by department? Do you feel like the employees... Take those insights into your real estate business. You should strive to create that same appeal for your prospective clients. Craft their real estate journey with you so that their experience is memorable and unique--setting you apart from just another agent. Your clients' experience should never be just about ringing up the register and closing the sale. What about everything that leads up to that?]]>683false116fullhttps://www.spreaker.com/episode/sense-of-urgency--591288115a1edb02-3e20-452a-8405-1f2ee361f0dfFri, 12 May 2023 13:30:08 +0000Mark GellmanNot enough people have a sense of urgency. It doesn't mean you're pushy or can't meet people where they're at. It's doing what most people don't want to do in a timely manner. If you host an open house on Sunday and don't reach out to them or enter...827false115fullhttps://www.spreaker.com/episode/managing-expectations--5912879203cdbf10-42c5-40a2-8463-43acbaaf58adFri, 05 May 2023 13:30:35 +0000Mark GellmanManaging expectations is not only critical to your business but also to your life and relationships with others. If you don't have a proven process that you lay out for your clients up front, then they will hold you to whatever expectations they set...599false114fullhttps://www.spreaker.com/episode/psychographics--59128809fe6235cb-628d-4ad4-a899-37f852eb3565Fri, 28 Apr 2023 13:30:38 +0000Mark GellmanToo many salespeople, real estate agents in particular, fall short when it comes to psychographics. Sometimes we lose sight of the important journey and decisions our clients are making and focus too much on checking off events and transactions on our...467false113fullhttps://www.spreaker.com/episode/closing-the-deal--59128794e6b871c3-0e68-4918-8353-146ca065d587Fri, 21 Apr 2023 13:30:53 +0000Mark GellmanIf you have put in the work to get to know your buyers' needs and wants, then don't let yourself get in the way of asking those questions that will close the deal. Don't think of yourself as just a salesperson -- you're here to guide and advise them...527false112fullhttps://www.spreaker.com/episode/what-is-your-value-proposition--59128810fbd5aec7-57a7-4611-87dc-91fb3926fe1dFri, 14 Apr 2023 13:30:29 +0000Mark GellmanWhat is your value proposition and identifying feature? Why are you the right agent for them? When you start a conversation on the phone, you have about 5 seconds to make the person on the other end start to like, know, and trust you. The more clearly...485false111fullhttps://www.spreaker.com/episode/beginning-with-the-end-in-mind--591287873d4371e0-34b4-4305-a136-ce153a2eb4f5Fri, 07 Apr 2023 13:30:13 +0000Mark GellmanWhen you do anything, you have to know what your end game is. When you're talking to a potential client: Do you want to set an appointment? Do you need to further understand their goals? Have they talked to a lender? When you have a plan and you work...431false110fullhttps://www.spreaker.com/episode/just-do-it--591288051f9ea503-dda4-402e-a8c9-837b3bec2e4eFri, 31 Mar 2023 13:30:17 +0000Mark GellmanGood things will happen when you get active. Consistent "bird-dogging" - going out into the field and shaking trees doing activity to find opportunities - always leads to something. If you're not sure how to start, just do something and the pieces...401false19fullhttps://www.spreaker.com/episode/feel-felt-found--59128801367c2a2d-a084-4526-b2c8-4c62308b10eaFri, 24 Mar 2023 13:30:24 +0000Mark GellmanStructure your dialogues around: feel, felt, found. 1) Acknowledge what the client said and that you understand, 2) You or your team have had clients dealing with the same situation, and 3) Share your solution or plan of action. Build relationships...410false18fullhttps://www.spreaker.com/episode/meeting-buyers-where-they-re-at--59128793bc094f47-acd9-4a14-9834-23b9027393d1Fri, 17 Mar 2023 13:30:59 +0000Mark GellmanGet deep with your clients to understand their motivations and appetite for competing in this market. Only then can you truly advise them. Frame it like this: do they want the mild, the medium, or the hot sauce? 452false17fullhttps://www.spreaker.com/episode/time-blocking--5912879055296acc-d884-4fda-8b90-16f64f335d33Fri, 10 Mar 2023 15:15:03 +0000Mark GellmanTime-blocking is incredibly important for your business. It's not about how much time you spend, but how effective you are with your time. When you time-block, you can manage your expectations with others and more easily achieve family-life-work harmony. 426false16fullhttps://www.spreaker.com/episode/get-out-of-judgment-into-curiosity--59128800e4bfb5b9-4528-464d-baff-789bdd3cef53Fri, 03 Mar 2023 14:00:19 +0000Mark GellmanThe value of a home is not just informed by the market...it's ultimately worth what someone is willing to pay for it. If a home checks all of your client's boxes, but will require offering over-asking, don't let your own personal judgment inform their...407false15fullhttps://www.spreaker.com/episode/abundance-vs-scarcity-mentality--591287983dd8ac9f-d8fa-478b-a884-a2651a654ddbFri, 24 Feb 2023 14:30:58 +0000Mark GellmanWhen you have an abundance mentality, you're working from strength. When you have a scarcity mentality, you're desperate. Your clients can feel this. Change your mindset. 409false14fullhttps://www.spreaker.com/episode/market-knowledge--59128799fc177404-515a-4f5e-9c2a-3c9bba3f5a6dFri, 17 Feb 2023 14:00:46 +0000Mark GellmanWe have to go wide and deep with understanding the market and relaying that information to our clients. When you are confident, your client is confident. 444false13fullhttps://www.spreaker.com/episode/the-pop-tart-agent--59128789ad103c8a-d6f3-458c-915e-53a1754465a7Fri, 10 Feb 2023 14:30:57 +0000Mark GellmanWe have to add compelling value to our client's experience. If we don't start to dig in for our clients, then agent value starts to erode. Being a pop-tart agent in this market can water down the value of agents as a whole. 417false12fullhttps://www.spreaker.com/episode/everyone-needs-hustle--591288028dea32fc-6510-4170-851a-c906d8a2aa47Sat, 04 Feb 2023 02:39:18 +0000Mark GellmanAt the end of the day if agents can keep it simple and utilize the phone along with scripts and dialogues, the rest is not that difficult. This episode goes into 2 examples of how a little hustle and perseverance secured 2 expired listings. 325false11full