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PODCAST

This One Time in Real Estate...

Real Estate Agents Mark Gellman and Sarah Scheu recall things they"ve learned over the years along with memorable events and people they"ve met along the way.

business careers

All Episodes

15:53

The Ego Trap

This One Time in Real Estate... ·

2026/04/17

Stop worrying about your feelings, and start worrying about your client's feelings.In a high-stakes market, emotions run high for both you and your clients. When a buyer questions your strategy or a seller sends a frustrated email, your natural instinct might be to push back and defend your expertise. But here is the hard truth: the second you get defensive, you’ve already lost.In Season 3, Episode 63, we break down the ultimate ego check for anyone in a relationship-based business. We explore the

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17:00

Trust the Process

This One Time in Real Estate... ·

2026/04/10

After showing up for over 150 weeks in a row, I’m coming at you today with the exact reason why showing up works: trusting the process.In our instant-gratification society, we want closings, listings, and money right now. But here is the hard truth: agents who constantly chase immediate outcomes are the ones who fail.Bouncing from strategy to strategy and shiny object to shiny object will destroy your pipeline. Today, we are breaking down why locking into a monotonous, unsexy, defined process is the

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14:44

The Comparison Trap That’s Killing Your Production

This One Time in Real Estate... ·

2026/03/06

In this episode, we’re tackling one of the biggest silent killers of productivity: comparison. In a world where every social post looks like another closing, another listing, and another “best year ever,” it’s easy to start questioning your own path.The real problem? When you spend more time studying what everyone else is doing than executing your own plan. You're distracting yourself from your goals. We break down why constantly pivoting strategies (open houses, farming, social media, expireds,

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13:46

Your Pipeline Is Lying to You

This One Time in Real Estate... ·

2026/02/27

If your pipeline feels full… but you can’t predict your income, you don’t have a pipeline, you have hope. And hope is not a strategy.In this episode, we break down the difference between an emotional pipeline and a mathematical one. In today’s competitive market, buyers stall, sellers hesitate, deals fall apart, and prospects ghost... and that’s normal. What’s not normal? Pretending your business is healthy because the numbers “look” good.We dive into:Why professionals operate off math, not

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18:54

The Market Isn’t Beating You — Your Follow-Up Is

This One Time in Real Estate... ·

2026/02/20

You’re not losing deals because of the market, interest rates, or inventory.You’re losing because someone else followed up better than you.In today’s market, talent isn’t enough. This is a skill-based, action-based business — and follow-up is the battleground.In this episode, we break down:Why follow-up is a war — and how to win itThe difference between emotional follow-up and system-based follow-upWhy you don’t have a lead problem — you have a conversion problemHow to add real value instead of

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17:48

Why the Best Professionals Don’t Lose to Technology

This One Time in Real Estate... ·

2026/01/23

We’re living in an era of infinite information—and overwhelming confusion. From accountants and financial planners to travel agents and real estate professionals, technology has given consumers access to everything… but clarity on nothing.In this episode, I break down why the best professionals don’t compete with technology—they complement it. Using real-world examples (including a thriving brick-and-mortar travel agency, Zillow, AI, and my own experience switching accountants), we explore why

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13:31

New Year’s Reality Check: Why Showing Up Beats...

This One Time in Real Estate... ·

2026/01/02

Happy happy New Years…Every January 1st the world gets fired up.New goals. New routines. Big declarations…🥁And then reality shows up a few weeks later.❌Motivation is overrated✅Consistency is everything…….Showing up day after day after day.❌The people who actually win and achieve results aren’t more motivated✅They’re more committed.✅They’re more consistent.✅They do the work when it’s boring.✅They keep moving when it’s inconvenient or not in the mood✅They make the calls, take care of their health,

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17:41

Life Isn't Picture Perfect: How to Refocus When...

This One Time in Real Estate... ·

2025/12/19

Life isn’t picture perfect—no matter what social media shows. In this episode, I get real about the gap between perception and reality and why life, business, relationships, and goals rarely go exactly as planned.From deals falling apart and missed goals to payroll mistakes and hard conversations, this episode breaks down 10 practical steps I personally use to refocus, reset, and move forward when things go sideways. We talk about acknowledging reality without drama, separating facts from the

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16:49

Simple Solves the Complex

This One Time in Real Estate... ·

2025/12/12

In 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

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18:10

Running a Business… Like a Business

This One Time in Real Estate... ·

2025/12/05

Whether 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,

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11:48

Earning the Business—Even from Friends and Family

This One Time in Real Estate... ·

2025/10/24

Every agent thinks friends and family should use them. But the truth? You have to earn it. In this episode, I share a real-life story from my own past—why my wife and I didn’t use my sister-in-law to buy our first home—and how that experience shaped my approach to client relationships forever.

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14:29

What a Starbucks Run Taught Me About Sales

This One Time in Real Estate... ·

2025/10/10

What 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.

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17:56

Breaking the Myths of Money with Rich Dad Poor Dad

This One Time in Real Estate... ·

2025/09/19

Today we’re diving into one of the most influential personal finance books of all time: Rich Dad Poor Dad by Robert Kiyosaki. This book has sold millions of copies worldwide—and for good reason. It challenges the way most of us think about money, work, and wealth. The big idea? It’s not about how much money you make. It’s about how you think about money and what you do with it. Let’s break it down together.” “Kiyosaki grew up with two father figures. His Poor Dad—his biological father—was well

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16:59

What If James Clear Ran a Real Estate Team? 20 Atomic...

This One Time in Real Estate... ·

2025/09/05

In this episode of Season 3, I dive into a fun thought experiment: What would James Clear, author of Atomic Habits, do if he were leading our real estate team? Instead of chasing big numbers, James would zero in on the small, daily wins that stack up into massive results.I break down 20 practical habits that can transform your business when repeated consistently.The James Clear twist: He’d emphasize systems over goals. Instead of “hit $20M in sales,” the focus is “do 5 prospecting actions daily,”

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11:51

Homes with Impact: Redefining Real Estate with New Story

This One Time in Real Estate... ·

2025/08/29

This 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

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19:27

From Metrics to Momentum

This One Time in Real Estate... ·

2025/08/13

In 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

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24:09

Seasons of Life: Living with Intention

This One Time in Real Estate... ·

2025/08/08

The 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

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18:01

Self-Sabotage and the Symphony of Success

This One Time in Real Estate... ·

2025/07/25

Mike 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

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21:15

The Art of Accountability

This One Time in Real Estate... ·

2025/07/18

This 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

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18:46

You Can't Hit a Target You Don't Set: Build the...

This One Time in Real Estate... ·

2025/06/13

Today’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

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37 results

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