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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

00:08:26

Be Thankful

This One Time in Real Estate... ·

2023/09/22

This 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

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00:06:24

The Fall Flight

This One Time in Real Estate... ·

2023/09/15

The 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.

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00:09:22

Habit Stacking

This One Time in Real Estate... ·

2023/09/08

Consistently 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

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00:12:33

Aligning with Experts

This One Time in Real Estate... ·

2023/09/01

We 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

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00:12:51

Controllables v. Uncontrollables

This One Time in Real Estate... ·

2023/08/25

Not 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

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00:11:22

Compounding Wealth

This One Time in Real Estate... ·

2023/08/18

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

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00:10:12

Investing

This One Time in Real Estate... ·

2023/08/11

A 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

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00:08:47

Master Your Day

This One Time in Real Estate... ·

2023/08/04

When 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

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00:08:43

Mistake Quick Release

This One Time in Real Estate... ·

2023/07/28

We 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.

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00:08:37

One Piece of Critical Advice

This One Time in Real Estate... ·

2023/07/21

This 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

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00:08:38

Past Mistakes: Inclusions & Exclusions

This One Time in Real Estate... ·

2023/07/14

Something 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.

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00:07:34

Put Yourself in Other People's Shoes

This One Time in Real Estate... ·

2023/07/07

Emotions 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.

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00:09:18

F*** Around and Find Out

This One Time in Real Estate... ·

2023/06/30

It'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.

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00:09:25

Money Changes Hands When Problems Are Solved

This One Time in Real Estate... ·

2023/06/23

Real 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

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00:08:57

Consistency

This One Time in Real Estate... ·

2023/06/16

How 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.

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00:11:11

Take an Inventory of Your Business

This One Time in Real Estate... ·

2023/06/09

Whether 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.

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00:10:24

Property Tax Assessments

This One Time in Real Estate... ·

2023/06/02

In 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.

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00:07:43

Be a Super Sleuth

This One Time in Real Estate... ·

2023/05/26

You 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

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00:11:21

Experiential Retail

This One Time in Real Estate... ·

2023/05/19

Think 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

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00:13:46

Sense of Urgency

This One Time in Real Estate... ·

2023/05/12

Not 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

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