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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

00:11:21

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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00:13:04

Find Your Voice on Social Media

This One Time in Real Estate... ·

2024/02/02

First 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

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00:12:55

Follow-Up

This One Time in Real Estate... ·

2024/01/26

Follow-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

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00:09:07

Power in Silence

This One Time in Real Estate... ·

2024/01/19

Sometimes 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

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00:07:23

It's a Marathon Not a Sprint

This One Time in Real Estate... ·

2024/01/12

Have 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

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00:17:00

Buyer Strategies

This One Time in Real Estate... ·

2024/01/05

If 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

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00:14:55

Cons of Waiting for Lower Interest Rates

This One Time in Real Estate... ·

2023/12/29

You'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

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00:13:09

Setting Expectations

This One Time in Real Estate... ·

2023/12/22

Relationships 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

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00:11:26

Fear of Rejection

This One Time in Real Estate... ·

2023/12/15

We 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

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00:16:20

Social Media Village

This One Time in Real Estate... ·

2023/12/08

Sarah'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.

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00:13:16

Pillars of Income

This One Time in Real Estate... ·

2023/12/01

Story 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

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00:11:57

Time is of the Essence

This One Time in Real Estate... ·

2023/11/24

We 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

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00:15:22

Objections

This One Time in Real Estate... ·

2023/11/17

Objections 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.

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00:13:16

Mastering Your Schedule

This One Time in Real Estate... ·

2023/11/10

Committing 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

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00:10:01

T.I.M.E.

This One Time in Real Estate... ·

2023/11/03

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

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00:16:56

Lessons Learned from a New Agent

This One Time in Real Estate... ·

2023/10/27

Special 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

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00:14:11

Critical Skills for Agents

This One Time in Real Estate... ·

2023/10/20

There 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

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00:16:26

One Bite at a Time

This One Time in Real Estate... ·

2023/10/13

How 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

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00:11:59

Stamina

This One Time in Real Estate... ·

2023/10/06

Anyone 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

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00:13:38

Mindset

This One Time in Real Estate... ·

2023/09/29

When 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

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114 results

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