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PODCAST

This One Time in Real Estate...

Real Estate Agent & Team Leader Mark Gellman recall things he"s learned over the years along with memorable events and people he"s met along the way.

business careers

All Episodes

00:21:42

New Year, New Goals, New Motivation

This One Time in Real Estate... ·

2025/01/10

100 episodes! Thank you for being a part of this journey! And welcome to 2025. This week is all about best practices for a successful year. It's not too late to get your plan together to have a strong year. Honestly, you have to start with having a plan to begin with. If we had decided to take a break from the podcast and not set a date for our first episode back, would we have ever started up again? Maybe or maybe not. Start with a plan and stick to the plan. The best time to make a resolution

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00:15:15

Forward Momentum: The Secret to Thriving in 2025

This One Time in Real Estate... ·

2024/12/20

How are you preparing for 2025? Have you set your goals and made a plan? Don't forget, if you're not moving forwards then you're moving backwards. There are always ups and downs in business and in life. If you stay static, then the "downs" or uncontrollables will set you back and you won't be able to get back ahead. You want to keep that forward momentum. The number one uncontrollable in real estate is of course, interest rates. We have zero control over interest rates. Other uncontrollables that

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00:22:34

Finding Your Fit: Joining the Right Team & Acing the...

This One Time in Real Estate... ·

2024/12/13

What are some good habits or things to consider when interviewing to join a team? Depending on what your goals are, look for a team that has a lengthy interview process. Ultimately you want to find a team that's a good fit for you on a professional and personal level, and that takes time to sort out. You also don't necessarily want to join a team that will take just anyone. If you're looking to achieve excellence, you want to join a team of excellence. Figure out what core values, leadership

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00:18:23

Two to Tango: Why Partner Perspectives Matter in...

This One Time in Real Estate... ·

2024/12/07

We've recently started adjusting our process for hiring new agents. In the past, we brought in the candidate's significant other. This might seem strange, but when you first start out as an agent, you may not see an actual paycheck for months and meeting with the significant other can help us to better understand how invested they are in this career path and what kind of support system they have. A few years ago we stopped interviewing significant others. Now that we've brought it back, we've

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00:15:11

Finish Strong, Start Stronger: Leveraging the Final...

This One Time in Real Estate... ·

2024/11/08

With less than two months left in 2024, there’s still a powerful window of opportunity to make a strong impact! In this episode, we dive into how you can capitalize on the remaining 4-5 weeks of selling time to close deals that count for a 2024 paycheck and, just as importantly, lay the foundation for a thriving 2025.Many agents slow down around the holidays, which means less competition and more opportunities for you to stand out. We'll share strategies to keep your pipeline flowing, like

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00:15:41

The Secret to Leading Effectively? Embrace the...

This One Time in Real Estate... ·

2024/10/25

It 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

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00:13:45

The Power of Imperfect Consistency

This One Time in Real Estate... ·

2024/10/04

Imperfect 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

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00:10:11

Confessions of a Luxury Listing Agent - Part 2

This One Time in Real Estate... ·

2024/09/27

How 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

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00:13:11

Confessions of a Luxury Listing Agent - Part 1

This One Time in Real Estate... ·

2024/09/20

➡️ 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

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00:13:31

Mastering Objection Handling: Being Proactive with...

This One Time in Real Estate... ·

2024/09/13

It's absolutely critical for agents to get in front of objections and avoid having to be reactive. Many issues that come up in the home buying or selling process often have foreshadowing clues in earlier conversations or situations with clients. Deal with those potential issues or doubts early on and maybe you'll be able to prevent a mutual release or your client feeling uncomfortable about a situation.A good example is with inspections. Sometimes buyers, especially first-time home buyers,

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00:14:53

Breadcrumbs: Uncovering Lead Clues

This One Time in Real Estate... ·

2024/09/06

Follow the breadcrumbs. If you're an agent, you're probably utilizing a CRM. Your leads will leave you clues in their activity, searches, and even just in their email address. Don't miss that opportunity to dig deeper. Maybe their email is an edu, so you know they work in education. Or maybe their email indicates they work in the medical field. Look for those clues. They can give you insight. A lot of times, the lead is showing you what they want with their activity. You can see their

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00:18:25

Navigating Uncertainty: How Agents Can Keep Deals...

This One Time in Real Estate... ·

2024/08/30

National headline: "Record Number of Home Deals Collapse in July." We've seen this as well in our business. You never want to use the down market as an excuse to be down in business, but in some ways, it is reassuring to know that we're not the only ones seeing a record number of mutual releases.When we started seeing this trend earlier this spring it was because of how quickly the market was moving. Buyers were having to make quick decisions to successfully get under contract,

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00:18:46

Building Trust: The Power of Listening & Genuine Care

This One Time in Real Estate... ·

2024/08/23

People don't care about what you say until they know that you care. People also remember how you made them feel long after they've forgotten what you said. You have to keep this in mind when interacting with clients, other agents, friends, family, or anyone in your life. Maybe you thought you made a great buyer presentation. But even if you said all the right things, it doesn't matter if you didn't make them feel valued and heard. The worst question a buyer can ask their agent

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00:19:16

Lost in Translation: Bridging the Gap Between Buyers...

This One Time in Real Estate... ·

2024/08/16

There 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

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00:15:20

Getting Buyer Agencies Signed

This One Time in Real Estate... ·

2024/08/08

You may have heard...but things have changed in real estate recently. A Buyer Agency must now be signed before an agent can show a prospective buyer a home. Some agents have always done this, but others have wanted to establish a relationship before formal agreements. Now, the Buyer Agency is required whether you show them one home, or three, or twenty.A positive of this change: there is now a defined relationship starting on day one. You know now that the client is committed to working with you

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00:16:31

Go the Extra Mile

This One Time in Real Estate... ·

2024/08/02

Picture this: you're at a restaurant on a Saturday night. It's busy...there's a band and every table is full. You put in your food order and the food just doesn't come. However, your waiter addresses the issue head-on and provides an explanation, an apology, and a coupon for your next visit. He didn't skirt the issue, avoid you, and allow you to become progressively more frustrated. A negative situation became a positive one because of how that waiter handled it. His

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00:17:20

Occupancy

This One Time in Real Estate... ·

2024/07/26

In the standard contract in Missouri, the seller is responsible for getting occupancy inspections done. But, the seller is not necessarily required to make all the necessary changes and updates to the home that were flagged on inspection. If the seller doesn't want to handle repairs, they have to tell the buyer within the allotted time frame, which becomes a point of negotiation with the buyer. However, if the seller does not notify the buyers within that timeframe, then the seller must provide

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00:18:59

FUB

This One Time in Real Estate... ·

2024/07/19

About a month ago, our team started using FUB (Follow Up Boss). It's a CRM (Client Relationship Manager). If you remember, we did an episode cautioning against getting distracted by shiny objects a few months back. We already utilize Sierra as a CRM, so how does FUB not fall into the trap of shiny objects? You shouldn't make changes just for the sake of making changes. There's something to be said about being a creature of habit, especially if what you're doing is working for you

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00:29:37

Investing

This One Time in Real Estate... ·

2024/07/12

Mark 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

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00:19:12

Nothing Replaces Market Knowledge

This One Time in Real Estate... ·

2024/07/05

Our 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

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