Shows
This One Time in Real Estate...Turning Clients into Raving FansIn 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 creating forever clients—not just closing deals.We share how it all starts with an exceptional first experience and continues through thoughtful post-closing touches: community events like our Thanksgiving pie giveaway and clothing drive, our Forever Client Club, regular market updates, and even helping with property tax appeals.It’s all about staying top of mind by pro...2025-05-1618 min
This One Time in Real Estate...Turning Clients into Raving FansIn 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 creating forever clients—not just closing deals.We share how it all starts with an exceptional first experience and continues through thoughtful post-closing touches: community events like our Thanksgiving pie giveaway and clothing drive, our Forever Client Club, regular market updates, and even helping with property tax appeals.It’s all about staying top of mind by providing real value—long after th2025-05-1618 min
This One Time in Real Estate...Great Leaders Listen: Building Teams from the Bottom-UpLeadership 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 growth. Great leaders invest in themselves, communicate a clear vision, and surround themselves with those who will challenge them with honesty and care. We’re diving into the mindset shifts that fuel real leadership: from celebrating wins and embracing healthy conflict, to staying humble, hungry, and open to evolution—every single day.2025-05-0919 min
This One Time in Real Estate...Great Leaders Listen: Building Teams from the Bottom-UpLeadership 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 growth. Great leaders invest in themselves, communicate a clear vision, and surround themselves with those who will challenge them with honesty and care. We’re diving into the mindset shifts that fuel real leadership: from celebrating wins and embracing healthy conflict, to staying humble, hungry, and open to evolution—every single day.2025-05-0919 min
This One Time in Real Estate...Marketing 101: How We Built a Brand from the Ground UpSpecial 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 out in the field every day and noticed we lacked consistency. Slowly but surely we created a marketing department. 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...2025-02-1422 min
This One Time in Real Estate...Marketing 101: How We Built a Brand from the Ground UpSpecial 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 out in the field every day and noticed we lacked consistency. Slowly but surely we created a marketing department. 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...2025-02-1422 min
This One Time in Real Estate...The Art of Not Giving a F*ck: Caring Less to Live MoreSarah'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 ourselves.
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.
2024-11-2920 min
This One Time in Real Estate...The Art of Not Giving a F*ck: Caring Less to Live MoreSarah'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 ourselves. 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 "...2024-11-2920 min
This One Time in Real Estate...The Secret to Leading Effectively? Embrace the DifferencesIt 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 awhile. Versus Mark, who finds shows like that daunting. He won't watch anything with a lot of seasons.
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...2024-10-2515 min
This One Time in Real Estate...The Secret to Leading Effectively? Embrace the DifferencesIt 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 awhile. Versus Mark, who finds shows like that daunting. He won't watch anything with a lot of seasons. 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...2024-10-2515 min
This One Time in Real Estate...Listening vs. Fixing: The Power of Check-ins and CuriosityLast 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 sometimes to meet people where they're at. Everyone has a different background, different wants, and different needs.
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...2024-10-1809 min
This One Time in Real Estate...Listening vs. Fixing: The Power of Check-ins and CuriosityLast 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 sometimes to meet people where they're at. Everyone has a different background, different wants, and different needs. 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...2024-10-1809 min
This One Time in Real Estate...The Power of Imperfect ConsistencyImperfect 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 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 he...2024-10-0413 min
This One Time in Real Estate...The Power of Imperfect ConsistencyImperfect 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 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 Fr...2024-10-0413 min
This One Time in Real Estate...Confessions of a Luxury Listing Agent - Part 2How 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 charity events, recent business acquisitions, and the like. The more reference points you have in the business environment and local happenings, the more likely you'll be able to connect to a luxury prospective seller. You should also do your homework on your prospective clients. Look them up on LinkedIn. What business are they in? What can you...2024-09-2710 min
This One Time in Real Estate...Confessions of a Luxury Listing Agent - Part 2How 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 charity events, recent business acquisitions, and the like. The more reference points you have in the business environment and local happenings, the more likely you'll be able to connect to a luxury prospective seller.
You should also do your homework on your prospective clients. Look them up on LinkedIn. What business are...2024-09-2710 min
This One Time in Real Estate...Confessions of a Luxury Real Estate Agent - Part 1➡️ 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 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 tar...2024-09-2013 min
This One Time in Real Estate...Confessions of a Luxury Listing Agent - Part 1➡️ 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 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...2024-09-2013 min
This One Time in Real Estate...Lost in Translation: Bridging the Gap Between Buyers & AgentsThere 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 actuality, it takes more like 80-100 hours for an agent to find their home. Mark argues that a great agent actually takes even more time than that. 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...2024-08-1619 min
This One Time in Real Estate...Lost in Translation: Bridging the Gap Between Buyers & AgentsThere 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 actuality, it takes more like 80-100 hours for an agent to find their home. Mark argues that a great agent actually takes even more time than that.
Part of this disconnect could come from the fact that a lot of what an agent does is make things easier and more streamlined...2024-08-1619 min
This One Time in Real Estate...InvestingMark 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 regularly. Sure, some people own stocks that they manage themselves. But with real estate, you can physically drive by your investment to check on things or work on it. 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...2024-07-1229 min
This One Time in Real Estate...InvestingMark 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 regularly. Sure, some people own stocks that they manage themselves. But with real estate, you can physically drive by your investment to check on things or work on it.
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...2024-07-1229 min
This One Time in Real Estate...Nothing Replaces Market KnowledgeOur 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 homebuyer. The same can probably be said for agents all across the US. If you're an agent, there are probably sections of your city you don't know as well. But you should. Preview and get to know as many areas as you can. To relate it to another industry, we've talked about how Sarah used to...2024-07-0519 min
This One Time in Real Estate...Nothing Replaces Market KnowledgeOur 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 homebuyer. The same can probably be said for agents all across the US. If you're an agent, there are probably sections of your city you don't know as well. But you should. Preview and get to know as many areas as you can.
To relate it to another industry, we've talked...2024-07-0519 min
This One Time in Real Estate...Always Use the ToothbrushWhen 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 week and even go so far as to clean between all the spokes on the wheels with a toothbrush. He was so successful that he even employed a friend to keep the business going while he was away at college. What did all this teach him? Always use the toothbrush. Get gritty, get after...2024-06-1414 min
This One Time in Real Estate...Always Use the ToothbrushWhen 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 week and even go so far as to clean between all the spokes on the wheels with a toothbrush. He was so successful that he even employed a friend to keep the business going while he was away at college.
What did all this teach him? Always use the toothbrush. Get...2024-06-1414 min
This One Time in Real Estate...5-Second RuleLet'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 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...2024-05-2410 min
This One Time in Real Estate...5-Second RuleLet'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 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.
2024-05-2410 min
This One Time in Real Estate...Communication StylesCommunication 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 conversation.) In general though, external communicators are balanced by internal people. It's a give-and-take. You have control over what relationships you have in your personal life, but we don't have that luxury with professional relationships.
If you've been an agent for even a short amount of time, you've probably had a call with another agent where...2024-04-1919 min
This One Time in Real Estate...Take a MomentSometimes 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 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...2024-04-1217 min
This One Time in Real Estate...Be All Up in Your Client’s BusinessRespect 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 make sure they're the right client for you.
Do you want to work with a seller who has unrealistic expectations on the price of their home? Do you want to work with a buyer who is looking in an area very far from where you live? Is that person going to be...2024-04-0515 min
This One Time in Real Estate...Unfiltered Thoughts on the NAR SettlementThe 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, flight, or freeze. This directly translates to how people in the real estate community are reacting to the recent news. 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...2024-03-2919 min
This One Time in Real Estate...Unfiltered Thoughts on the NAR SettlementThe 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, flight, or freeze. This directly translates to how people in the real estate community are reacting to the recent news.
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.
2024-03-2919 min
This One Time in Real Estate...Copilot Your Client's JourneyPicture 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 they don't know how long their journey on the road will be. How do you get from the grass to in the car with them as their copilot?
Don't think about follow-up as just follow-up. Think of it as your strategy to get in the car with them...2024-03-2213 min
This One Time in Real Estate...Comfort ZoneYou'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 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...2024-03-1511 min
This One Time in Real Estate...Fill Your CupWe 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 energy?
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...2024-03-0812 min
This One Time in Real Estate...There's No Easy ButtonThere 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 success. You would have no foundation. The journey is just as important if not more important than the success sometimes. It takes work to create the habits of success.
It's like winning the lottery. Few people who win the lottery end up happy and successful. They don't know what...2024-03-0115 min
This One Time in Real Estate...The Grass is Always Greener...You'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 different from other agents you're competing with. It's even different from other agents on the same team.
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...2024-02-2312 min
This One Time in Real Estate...Lead Follow-UpThe 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 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...2024-02-1615 min
This One Time in Real Estate...Metrics MatterIf 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 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...2024-02-0911 min
This One Time in Real Estate...Find Your Voice on Social MediaFirst 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 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...2024-02-0213 min
This One Time in Real Estate...Find Your Voice on Social MediaFirst 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 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...2024-02-0213 min
This One Time in Real Estate...Follow-UpFollow-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 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...2024-01-2612 min
This One Time in Real Estate...Power in SilenceSometimes 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 tactic.
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...2024-01-1909 min
This One Time in Real Estate...It's a Marathon Not a SprintHave 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 the beginning of building consistency. First, you need to consistently commit to the activities. Once you’ve gotten a hang of that and built the habit, add more to it. Remember, it’s a marathon, not a sprint.
You want to dream big but you have to be honest with yourself and what...2024-01-1207 min
This One Time in Real Estate...Buyer StrategiesIf 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 over asking. Are you looking out for your clients and keeping tabs on price adjustments? There may be a surprise opportunity for your buyers. Homes that may not have been in their budget could be at any time. Have an accurate gauge on your buyers and the market they're looking in.
2024-01-0517 min
This One Time in Real Estate...Cons of Waiting for Lower Interest RatesYou'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 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...2023-12-2914 min
This One Time in Real Estate...Setting ExpectationsRelationships 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 be the problem. You need to do a better job of setting expectations. Look at the patterns in your daily frustrations and then take a hard look at your processes and how you're setting expectations.
For example, if you answer your client's phone call at 10 pm then you're giving them permission to...2023-12-2213 min
This One Time in Real Estate...Fear of RejectionWe 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 hold you back then you're guaranteed to not reach your full potential.
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...2023-12-1511 min
This One Time in Real Estate...Social Media VillageSarah'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 buy the right one. It was shocking how far this one post spread. We all have a village around us ready to jump in. Don't forget that and don't forget to also support your village.2023-12-0816 min
This One Time in Real Estate...Pillars of IncomeStory 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 getting an address. At the beginning, Mark was not interested but after the 5th inquiry, he realized maybe there was something to it. Today, there are about 40 "rented" mailboxes. Sometimes you have to listen and take outside cues to realize there are different avenues for you to generate additional income without too much effort on your...2023-12-0113 min
This One Time in Real Estate...Pillars of IncomeStory 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 getting an address. At the beginning, Mark was not interested but after the 5th inquiry, he realized maybe there was something to it. Today, there are about 40 "rented" mailboxes. Sometimes you have to listen and take outside cues to realize there are different avenues for you to generate additional income without too much effort on...2023-12-0113 min
This One Time in Real Estate...Time is of the EssenceWe 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. Luckily it worked out in the end, but that home very well could have gone to another buy due to a lack of urgency.
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.
2023-11-2411 min
This One Time in Real Estate...ObjectionsObjections 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 first. Until they know you care, they don't care how much you know.
If you look at objections as a gift, they will actually help you to serve your clients better. You cannot add value if you don't understand what they need.
2023-11-1715 min
This One Time in Real Estate...Mastering Your ScheduleCommitting 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 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...2023-11-1013 min
This One Time in Real Estate...T.I.M.E.T.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 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...2023-11-0310 min
This One Time in Real Estate...Lessons Learned from a New AgentSpecial 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 your real estate business as well. A prospective client can buy a home from any agent, but you want that lasting connection so that anytime in the future when they're ready to buy, sell, or invest, they think of you first.
Another lesson from retail includes being able to step out of...2023-10-2716 min
This One Time in Real Estate...Critical Skills for AgentsThere 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...2023-10-2014 min
This One Time in Real Estate...One Bite at a TimeHow 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 you can accomplish that task over time.
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...2023-10-1316 min
This One Time in Real Estate...StaminaAnyone 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 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...2023-10-0611 min
This One Time in Real Estate...MindsetWhen 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 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...2023-09-2913 min
This One Time in Real Estate...Be ThankfulThis 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 around and it's such a valuable time to reconnect with clients, check in with their families, and see how they're doing since their move.
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...2023-09-2208 min
This One Time in Real Estate...The Fall FlightThe 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 market is an opportunity for you to double down and fill that void. Less competition and increased activity on your end will equate to higher conversions. This is the time to be disciplined and focused. Get to work. 2023-09-1506 min
This One Time in Real Estate...Habit StackingConsistently 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 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...2023-09-0809 min
This One Time in Real Estate...Aligning with ExpertsWe 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 industry partnership is going to go smoothly, but you owe it to your client to do your due diligence and vet out industry contacts that will best serve your clients' needs.
Going back to last week's theme, your client may hire an outside industry partner -- making them an uncontrollable. There's nothing you can...2023-09-0112 min
This One Time in Real Estate...Controllables v. UncontrollablesNot 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 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...2023-08-2512 min
This One Time in Real Estate...Compounding Wealth
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...2023-08-1811 min
This One Time in Real Estate...InvestingA 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...2023-08-1110 min
This One Time in Real Estate...InvestingA 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...2023-08-1110 min
This One Time in Real Estate...Master Your DayWhen 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 your interactions with clients, then the outcome of those conversations will be more positive.
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...2023-08-0408 min
This One Time in Real Estate...Master Your DayWhen 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 your interactions with clients, then the outcome of those conversations will be more positive. 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...2023-08-0408 min
This One Time in Real Estate...Mistake Quick ReleaseWe 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.2023-07-2808 min
This One Time in Real Estate...One Piece of Critical AdviceThis 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 incentive to just keep on going.
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. 2023-07-2108 min
This One Time in Real Estate...One Piece of Critical AdviceThis 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 incentive to just keep on going. 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.2023-07-2108 min
This One Time in Real Estate...Past Mistakes: Inclusions & ExclusionsSomething 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 minute humidifyer or Bose speakers. But if you want to avoid that last minute stress and crisis mode, be intentionally specific. If your client is a seller and wants an exclusion, just have them remove that item before photos and showings. 2023-07-1408 min
This One Time in Real Estate...Put Yourself in Other People's ShoesEmotions 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 with other agents and our clients, and ultimately come to a more positive outcome.
2023-07-0707 min
This One Time in Real Estate...F*** Around and Find OutIt'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 along the way and gaining new skills. Fail forward. If you're not moving forward then you're moving backward. Curiosity leads to greatness. 2023-06-3009 min
This One Time in Real Estate...Money Changes Hands When Problems Are SolvedReal 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 with your prospective client, the more value you can provide them and the richer their experience will be. If there are commission objects from your clients, then you haven't adequately communicated your unique value proposition. There should be no doubt about what you're bringing to the table. Isolate the problem and be the...2023-06-2309 min
This One Time in Real Estate...ConsistencyHow 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 your skills and also shows others around you your character and reliability. 2023-06-1608 min
This One Time in Real Estate...Take an Inventory of Your BusinessWhether 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 all of your goals, why not shoot for more? Listen to hear how our team addresses these 3 factors. 2023-06-0911 min
This One Time in Real Estate...Property Tax AssessmentsIn 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 disputing the increase. Educate your clients and the general public that fighting your property tax assessment and asking questions is a right that all property owners have. 2023-06-0210 min
This One Time in Real Estate...Be a Super SleuthYou 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 will find out exactly where they're at and what they need AND it shows you're interested in their point of view. There's a lot of superficial information out there. Follow the clues and dig deeper. Uncover things that others can't or won't uncover and become a super sleuth. It could be the difference between closing a deal and...2023-05-2607 min
This One Time in Real Estate...Experiential RetailThink 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 genuinely care about you and what you need? Are they providing a product or service that you just can't get anywhere else?
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...2023-05-1911 min
This One Time in Real Estate...Sense of UrgencyNot 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 them in your CRM until Tuesday, then you've already lost that potential client. How you do one thing is how you do everything. If you're waiting for days to follow up after meeting a potential client, that's letting them know how you do business. A new home will come on...2023-05-1213 min
This One Time in Real Estate...Managing ExpectationsManaging 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 for you not the expectations YOU'VE set. In this low inventory market, it's even more critical for agents to set expectations and constantly communicate with their buyers so they know you're on track whether it takes them 6 weeks or 6 months to get under contract. You must be able to keep your client's confidence in you...2023-05-0509 min
This One Time in Real Estate...PsychographicsToo 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 list like showings, writing contracts, and the closing itself. We need to be sensitive to what our clients are feeling and meet them where they're at. Acknowledge their emotions and have empathy. The more transactional you become, the less relationship-focused you are. Create a strong bond with your client, enabling you to serve them at a higher level. 2023-04-2807 min
This One Time in Real Estate...Closing the DealIf 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 through a process they chose to be a part of. Ask those sometimes uncomfortable closing questions. "It sounds like this home checks your boxes and rates highly, I think the next step would be to submit an offer." ASK FOR THEIR BUSINESS. Don't be afraid as you'll be surprised how...2023-04-2108 min
This One Time in Real Estate...What Is Your Value PropositionWhat 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 you can articulate your value proposition, the more successful you will be. Know who you are, feel comfortable with who you are, and articulate that to the market. 2023-04-1408 min
This One Time in Real Estate...Beginning with the End in MindWhen 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 that plan, there is no doubt you will achieve results. When you don't have a plan, it is unpredictable what results you will get. 2023-04-0707 min
This One Time in Real Estate...Just Do ItGood 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 will fall in line. 2023-03-3106 min
This One Time in Real Estate...Feel, Felt, FoundStructure 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 with your clients.2023-03-2406 min
This One Time in Real Estate...Meeting Buyers Where They're AtGet 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? 2023-03-1707 min
This One Time in Real Estate...Time-BlockingTime-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. 2023-03-1007 min
This One Time in Real Estate...Get Out of Judgment & Into CuriosityThe 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 decision. It doesn't matter if you would purchase that home at that price. Let them decide what the home is worth because, after all, a home is ultimately worth what someone is willing to pay for it.2023-03-0306 min
This One Time in Real Estate...Abundance vs. Scarcity MentalityWhen 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. 2023-02-2406 min
This One Time in Real Estate...Market KnowledgeWe 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. 2023-02-1707 min
This One Time in Real Estate...The Pop-Tart AgentWe 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. 2023-02-1006 min
This One Time in Real Estate...Everyone Needs HustleAt 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. 2023-02-0405 min
Real Estate Talk-TGIFReal Estate Talk-TGIF Episode 182 with Mark GellmanReal Estate Talk-TGIF 182 with Mark GellmanFriday, December 3 11 AM ESTMark Gellman - The Gellman TeamSt Louis, MissouriWall Street Journal and Real Trends named The Gellman Team to its Top 250 Teams in America list. Top 1% in the USAThis guy is amazing. Clearly one of the most passionate people about people and then business I have ever met.2021-12-2758 min
Lawyers with Depression PodcastDepression and Faith: An Interview with Rabbi Mark Gellman
Today’s guest on our show is Rabbi Mark Gellman.
Rabbi Gellman is the Rabbi Emeritus at Temple Beth Torah in Melville, New York where he has served since 1981. He earned his Ph.D. in Philosophy from Northwestern University in 1981 where he also completed doctoral work in the History and Literature of Religions specializing in Buddhism and Judaism. He is the recipient of many honorary degrees.
Rabbi Gellman writes a weekly column, “The Spiritual State,” for Newsweek magazine and the syndicated column,“The God Squad,” read by readers around the world.
Welcome to...2016-06-2216 min