Shows
This One Time in Real Estate...Simple Solves the ComplexIn 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 adding—more systems, more rules, more meetings, more tools—thinking it meant progress. In reality, it only made things harder for the team and clouded what mattered most.We break down why simplicity is not the easy path, but the effective one. From reducing endless rules to a few core values, to shif...
2025-12-1216 min
This One Time in Real Estate...Simple Solves the ComplexIn 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 adding—more systems, more rules, more meetings, more tools—thinking it meant progress. In reality, it only made things harder for the team and clouded what mattered most.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 o...
2025-12-1216 min
This One Time in Real Estate...Running a Business… Like a BusinessWhether 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 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 y...
2025-12-0518 min
This One Time in Real Estate...Running a Business… Like a BusinessWhether 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 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...
2025-12-0518 min
This One Time in Real Estate...Joy vs. Happiness: The Difference that Changes EverythingIn 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 interchangeably, yet they couldn’t be more different. Happiness is external, moment-based, and fragile—the new car, the great sales month, the perfect weather. It’s real, but it disappears the moment circumstances change.Joy, on the other hand, is internal. It’s steady, grounded, and rooted in purpose. It’s how you show up even on tough d...
2025-11-2115 min
This One Time in Real Estate...Joy vs. Happiness: The Difference that Changes EverythingIn 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 interchangeably, yet they couldn’t be more different. Happiness is external, moment-based, and fragile—the new car, the great sales month, the perfect weather. It’s real, but it disappears the moment circumstances change.Joy, on the other hand, is internal. It’s steady, grounded, and rooted in purpose. It’s how you show up even on tough days, as a leader, a...
2025-11-2115 min
This One Time in Real Estate...The 30-Minute RuleIn 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 block each day can dramatically impact your health, relationships, business, and overall momentum.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...
2025-11-1420 min
This One Time in Real Estate...The 30-Minute RuleIn 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 block each day can dramatically impact your health, relationships, business, and overall momentum.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, “Starbuck...
2025-11-1420 min
This One Time in Real Estate...Daily Habits That Separate Top Performers from Everyone ElseEver 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 else. He shares what he’s learned from leading a high-producing real estate team and studying elite performers across industries — and it all comes down to the small, repeatable actions that make success predictable.You’ll learn how top performers:Win the morning with movement, mindset, and missionBuild struct...
2025-10-3117 min
This One Time in Real Estate...Daily Habits That Separate Top Performers from Everyone ElseEver 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 else. He shares what he’s learned from leading a high-producing real estate team and studying elite performers across industries — and it all comes down to the small, repeatable actions that make success predictable.You’ll learn how top performers:Win the morning with movement, mindset, and missionBuild structure into their day and treat their calendar like their accoun...
2025-10-3117 min
Mark Reardon ShowMark Gellman Discusses the Local Real Estate MarketIn this segment, Mark is joined by Mark Gellman, with the Gellman Team. He discusses the local real estate market.
2025-10-2209 min
This One Time in Real Estate...What a Starbucks Run Taught Me About SalesWhat 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 performers from the rest—no matter your industry. Simple. Repeatable. Effective.
2025-10-1014 min
This One Time in Real Estate...What a Starbucks Run Taught Me About SalesWhat 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 performers from the rest—no matter your industry. Simple. Repeatable. Effective.
2025-10-1014 min
This One Time in Real Estate...Homes with Impact: Redefining Real Estate with New StoryThis 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 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 a...
2025-08-2911 min
This One Time in Real Estate...Homes with Impact: Redefining Real Estate with New StoryThis 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 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 buildi...
2025-08-2911 min
This One Time in Real Estate...From Metrics to MomentumIn 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 through the ranks at Enterprise Rent-A-Car, and how his focus on performance, consistency, and leadership prepared him to join the Annex Workspace team in St. Louis. Together, they discuss why showing up every day matters, how understanding your numbers can take emotion out of decision-making, and why chasing quick money often sabotages long-term goals. Whether...
2025-08-1319 min
This One Time in Real Estate...From Metrics to MomentumIn 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 through the ranks at Enterprise Rent-A-Car, and how his focus on performance, consistency, and leadership prepared him to join the Annex Workspace team in St. Louis. Together, they discuss why showing up every day matters, how understanding your numbers can take emotion out of decision-making, and why chasing quick money often sabotages long-term goals. Whether you’re in real estate, coworking, or an...
2025-08-1319 min
This One Time in Real Estate...Seasons of Life: Living with IntentionThe 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 life, parenting, marriage, projects, money, time, health and how they inevitably go hand in hand with our work and ultimately our success. Health is your greatest wealth as they've mentioned before and as wisdom has been gleaned through the years, time is also our greatest gift has been massively revealed to Sarah. Mark has...
2025-08-0824 min
This One Time in Real Estate...Seasons of Life: Living with IntentionThe 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 life, parenting, marriage, projects, money, time, health and how they inevitably go hand in hand with our work and ultimately our success. Health is your greatest wealth as they've mentioned before and as wisdom has been gleaned through the years, time is also our greatest gift has been massively revealed to Sarah. Mark has probably...
2025-08-0824 min
This One Time in Real Estate...Q3 2025: Be ExcellentToday, 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 lead cycle. From market stats and mission alignment to breakout sessions on sales goals and operations systems, this episode gives a behind-the-scenes look at how we keep our team focused and future-ready.Want a peek at the full planning session? Drop "business planning" in the comments and we’ll send the link!
2025-08-0120 min
This One Time in Real Estate...Q3 2025: Be ExcellentToday, 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 lead cycle. From market stats and mission alignment to breakout sessions on sales goals and operations systems, this episode gives a behind-the-scenes look at how we keep our team focused and future-ready.Want a peek at the full planning session? Drop "business planning" in the comments and we’ll send the link!
2025-08-0120 min
This One Time in Real Estate...Self-Sabotage and the Symphony of SuccessMike 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 ends—and that true fulfillment isn’t about balancing all areas of life equally, but about creating harmony. Like a symphony, your career, relationships, and personal growth should work together—not compete. This episode challenges you to recognize your patterns, embrace your potential, and take intentional steps toward the life you actually want.
2025-07-2518 min
This One Time in Real Estate...Self-Sabotage and the Symphony of SuccessMike 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 ends—and that true fulfillment isn’t about balancing all areas of life equally, but about creating harmony. Like a symphony, your career, relationships, and personal growth should work together—not compete. This episode challenges you to recognize your patterns, embrace your potential, and take intentional steps toward the life you actually want.
2025-07-2518 min
This One Time in Real Estate...The Art of AccountabilityThis 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 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 outc...
2025-07-1821 min
This One Time in Real Estate...The Art of AccountabilityThis 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 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...
2025-07-1821 min
This One Time in Real Estate...Unlocking a Smarter Rental Strategy with Section 8This 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 this region—and Section 8 in particular—presents a compelling opportunity right now.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...
2025-07-1126 min
This One Time in Real Estate...Unlocking a Smarter Rental Strategy with Section 8This 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 this region—and Section 8 in particular—presents a compelling opportunity right now.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 screen...
2025-07-1126 min
This One Time in Real Estate...The Bergjans' Blueprint for Winning & Selling ListingsIn 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 conclusions—making them feel ownership over the price from the start.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 feed...
2025-06-2018 min
This One Time in Real Estate...The Bergjans' Blueprint for Winning & Selling ListingsIn 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 conclusions—making them feel ownership over the price from the start.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 pric...
2025-06-2018 min
This One Time in Real Estate...You Can't Hit a Target You Don't Set: Build the Future You WantToday’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 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...
2025-06-1318 min
This One Time in Real Estate...You Can't Hit a Target You Don't Set: Build the Future You WantToday’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 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 int...
2025-06-1318 min
This One Time in Real Estate...No One Likes SurprisesIf 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 enjoys being blindsided.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 i...
2025-05-2317 min
This One Time in Real Estate...No One Likes SurprisesIf 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 enjoys being blindsided.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 uncomf...
2025-05-2317 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 th
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 pro...
2025-05-1618 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 the fonts. Any other graphic...
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...
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. Don't live in the mindset of "...
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.
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 where they're at: to understand...
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...
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 solution? Your relationships will change when you ask that...
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...
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 her message out there and consistently post every single Fr...
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 he...
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...
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 properties. The financial gains from...
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...
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 about how Sarah used to...
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...
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 gritty, get after...
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.
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. For Mark, he knows that...
2024-05-2410 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...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...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...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...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 can you do to start off in the right...
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...
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
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