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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

00:15:23

The Notebook

This One Time in Real Estate... ·

2024/06/21

How do you process and retain information? How do you keep things top of mind? Sarah learned along the way that if she transcribes what she’s hearing she has a better opportunity to remember it. She’s used it now for years and has volumes of notebooks to refer back to with so many ideas etc . She has notebooks that she can reference back on what the thoughts were when creating team training programs, Google contests, one on ones, agent goals, etc. but the coolest part is that it serves as a

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00:14:00

Always Use the Toothbrush

This One Time in Real Estate... ·

2024/06/14

When 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

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00:13:16

"Why" is a Conversation Killer

This One Time in Real Estate... ·

2024/06/07

"Why?" is a conversation stopper. Instead, use "Tell me more." That's a conversation starter. Both are prompts to try to get more information from the other person, but "tell me more" relays more interest in what they're saying. It can also come across as less judgmental. Acknowledge, ask. Acknowledge, ask. Here's an example. Someone says they're going to Six Flags for the weekend and you respond with "why?" That implies that maybe you

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00:16:37

Digging Deep on Leads

This One Time in Real Estate... ·

2024/05/31

When a new lead comes in, look for clues first. What's their email address? You can learn where they work, if they're an educator, a hobby of theirs, a dog or cat lover. It is surprising sometimes what you can learn just from their email address. Follow the breadcrumbs. If you can see their search history, are they only looking in a specific zip code? What other common factors? There is so much you can learn before even making contact with a new lead.If you've done your homework on the

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00:10:51

5-Second Rule

This One Time in Real Estate... ·

2024/05/24

Let'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

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00:18:53

Small Steps Build Consistency

This One Time in Real Estate... ·

2024/05/17

If you have a goal, start small and just do it. You have to start somewhere. If someone had said 2 years ago that we'd someday have recorded over 70 podcasts, we would have thought you were crazy. And yet here we are. You just have to start and be consistent. Even if you're taking small steps, they build up over time. If we relate it to social media: imagine you're posting reels all the time. 2-3 a week, but none of them have gone viral yet. Most are getting between 150 and 250 views

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00:20:39

Tactical Advice for Agents

This One Time in Real Estate... ·

2024/05/10

If you're an agent and you're feeling insecure or uncertain about the future given the NAR settlement, what are you doing to prepare? Start by asking yourself: what is your favorite part of this career? What do you love doing? Then prioritize that activity. For Sarah, she loved previewing. Consistent previewing brought consistent results. She was finding houses that worked for her buyers that they had written off for various reasons. She was gaining market knowledge. She was gaining more

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00:14:46

Coaching

This One Time in Real Estate... ·

2024/05/03

Sarah's two oldest children are very active in sports and she's noticed some common traits of good coaches: they instill confidence, they hold you accountable, and repetition. Coaches see our potential and push us to reach the highest level. Just like in real estate, there is no magic button that will get you to your goals. You have to practice and go through all the steps to gain the skills to get there. If you're a coach or a leader in real estate or in your life, be careful not to

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00:14:16

Listen to Understand

This One Time in Real Estate... ·

2024/04/26

"The biggest communication problem is that we don't listen to understand. We listen to reply." - Steven Covey Remember: conversations are a gift. They're a chance to learn about the other person. When you interrupt someone you're not only derailing their train of thought, but you're also proving that you're just listening to reply not understand. One of our agents recently said that some of the biggest problems he's experienced in the business have happened when

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00:19:44

Communication Styles

This One Time in Real Estate... ·

2024/04/19

Communication 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

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00:17:32

Take a Moment

This One Time in Real Estate... ·

2024/04/12

Sometimes 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

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00:15:18

Be All Up in Your Client’s Business

This One Time in Real Estate... ·

2024/04/05

Respect 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

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00:19:30

Unfiltered Thoughts on the NAR Settlement

This One Time in Real Estate... ·

2024/03/29

The 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

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00:13:44

Copilot Your Client's Journey

This One Time in Real Estate... ·

2024/03/22

Picture 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

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00:11:50

Comfort Zone

This One Time in Real Estate... ·

2024/03/15

You'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

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00:12:12

Fill Your Cup

This One Time in Real Estate... ·

2024/03/08

We 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

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00:15:36

There's No Easy Button

This One Time in Real Estate... ·

2024/03/01

There 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

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00:12:56

The Grass is Always Greener...

This One Time in Real Estate... ·

2024/02/23

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

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00:15:33

Lead Follow-Up

This One Time in Real Estate... ·

2024/02/16

The 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 text, email, call or any avenue

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00:11:21

Metrics Matter

This One Time in Real Estate... ·

2024/02/09

If 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

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