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This One Time in Real Estate...: Daily Summaries Delivered
by Mark Gellman
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.
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- 5 days ago20 min
Math Is The Path
Forget the social media hype about owning 100 units right out of the gate. Unlike buying a personal home, real estate investing isn't emotional; it’s strictly a numbers game. Keep it simple, strip away the noise, and remember: Math is the path.In this episode, we break down how to stop chasing home runs, build your core team of local experts, and land your very first property with confidence.In this episode, we cover:Hit Singles, Not Home Runs: Why starting small beats chasing massive, risky deals.The Condo Trap: Why rising HOA fees and insurance spikes make condos risky for beginners.Building Your Team: Why local bankers, not just standard mortgage brokers, are key to financing.The "Below-Market Rent" Trap: How to spot agent sales tactics and calculate true rehab ROI.Why Self-Manage First: How managing your first properties saves money and builds vital experience.House Hacking 101: How living in one unit of a duplex can slash your personal housing costs.The cost of striking out in real estate far outweighs the benefit of hitting a home run. Strip away the emotion, focus on hitting singles, and let the numbers guide every decision.
- 1 weeks ago12 min
Buy What You Know
In real estate, the golden rule is buy what you know. But that rule doesn’t just apply to properties: it applies to your time, your energy, and your relationships.In this episode, we dive into what it truly means to invest heavily in what you know: your local community, your team, and your core audience. It’s easy to get caught up chasing thousands of random social media likes, but real success comes from knowing exactly who your people are and pouring value directly into them.From profiling a hidden gem of a St. Louis coffee shop to dealing with internet trolls who tell you "no one cares," we break down why sticking to your mission and serving your people is the ultimate strategy for long-term impact.What you'll learn:Hyper-Local Investing: Highlighting small businesses brings massive value to your community, even if it only impacts one person.Knowing Your Audience: It’s better to have a handful of hyper-engaged followers who trust you than thousands of strangers.Trolls vs. True Impact: When you know your worth and focus on adding value, online critics can't derail your momentum.Agent-Centric Leadership: Retain top talent by "buying into" your team’s success through marketing, exposure, and elite support.The Discipline of Consistency: Showing up Friday after Friday, even when you're slammed, is the ultimate investment in your listeners.
- 2 weeks ago11 min
When You Give, You Get More In Return
In a world obsessed with "what's in it for me," true success comes from turning the equation upside down. Whether you’re lifting up a local business, supporting your real estate team, or just showing up consistently for your audience, a give-first mindset always wins.In this episode, we dive into why you need to stop chasing vanity metrics and start chasing real, human impact. It's time to shift your focus to what really matters. When you focus on adding value to just one person, the returns are greater than you could ever imagine.In this episode, you'll learn:The ROI of Generosity: Why lifting up local businesses and your community drives the deepest, most authentic engagement.Tuning Out the Noise: How to handle the online critics without letting them steal your drive to do good.The "Town Center" Perspective: A powerful reminder about empathy, social media filters, and being grateful for your own journey.Agent-Centric Leadership: Why giving your team members maximum exposure and branding value is the best way to retain top talent.Too many people focus on the gratification and the impact they're having based on the wrong things. If you can just make an impact on one person, two people, five people, that’s all that matters. When you give, you get a lot in return.
- 3 weeks ago8 min
Don’t Skip the Hard Questions
In this episode, we break down why the most successful agents and team leaders don’t rush to “yes." They slow down and lean into the hard questions that others avoid.From interviewing potential agents to sitting with sellers, it’s easy to assume you know what the other person is thinking. But assumptions lead to missed objections, missed expectations, and ultimately missed opportunities.We talk about why top performers take a non-traditional approach: asking direct questions about competing interviews, for-sale-by-owner considerations, and true motivations before moving forward. On the recruiting side, it’s about curiosity over pressure. On the listing side, it’s about uncovering objections before they surface too late.The takeaway is simple: when you stop skipping the hard questions and start leading with curiosity, your clarity improves, your objections get easier to handle, and your conversions go up.
- Jun 26, 202616 min
Half the Year is Gone. Now What?
It’s the last Friday in June. Half the year is officially behind us, and the clock is ticking on the rest. If you’re in real estate, you already know the brutal truth about lead times: you don't have six months left of selling. What you choose to do over the next five months will completely dictate whether your December feels like a celebration or a season of regret. Whether you’re crushing your goals or feeling burnt out and left behind by the first half of the year, this is your wake-up call to take action and get back to the fundamentals.In this episode, we break down:The Pipeline Reality Check: Why the actions you take right now are directly building your January and February 2027 business.Lessons from Jon Cheplak: Embracing the willingness to take losses, checking your ego at the door, and mastering the mundane.The "Body Cam" Test: A hard, honest question about how you honor your time away from your family.The Failure of the "Hope Method": Why real estate isn't college; you cannot cram for a relationship-driven business.Stop looking at what everyone else is "crushing" on social media. Put your head down, refine your cadence, and get into action. Today is the tomorrow you talked about yesterday. What are you going to do about it?
- Jun 19, 202621 min
Stop Texting. Start Closing.
Why are some real estate agents absolutely crushing it right now while others are completely stuck? Hint: It’s not the economy, it’s not interest rates, and it’s not a lack of leads.In today’s market, where transaction volume is down 40% but the agent count remains the same, the casual, "just checking in" approach is officially dead. More agents are fighting over fewer deals, which means the gap between average performers and top producers isn't talent or intelligence; it's communication, skill, and deep relationship-building.In this episode, we break down exactly how elite agents navigate today's competitive landscape. We explore why hiding behind text messages is killing your conversion rate, how to inject undeniable value into every single touchpoint, and the exact strategies used by the nation's top-performing teams to scale their businesses.In this episode, we cover:Ditch the Friction-Based Texting: Stop trying to explain complex contracts or handle objections over text. Pick up the phone. Top agents use text for quick conversations but use the phone to eliminate friction and build real trust.The Power of Value-Driven Follow-Up: If you aren't sending market updates, hyper-local insights, or video content that answers questions before they are asked, don't send anything at all.Lessons from a 76-Year-Old Power Couple: We look at Ryan Young’s (Founder of Fello) parents, the undisputed #1 agents on his team. We break down the 5 simple, fundamental principles they use to consistently outperform agents half their age.Mastering Ryan Serhant’s H.E.A.R.T. Method: A deep dive into the acronym that defines elite client relationships. Get out of judgment and into curiosity. Top agents aren't lucky, and they don't have a secret weapon. They just execute the fundamentals with heart, empathy, and education. Success leaves clues. Are you following them?
- Jun 12, 202614 min
Other People’s Problems Are Not Your Problems
"Other people's problems are not your problems."At first glance, it sounds cold. It sounds harsh. But in reality? It is one of the most compassionate and liberating lessons you can ever learn as a business owner, real estate agent, leader, or parent.In this episode, we dive deep into a powerful piece of advice from St. Louis real estate veteran Daniel Bergjans, who has sold over 600 homes and remains completely unbothered in today's challenging market. How does he do it? By drawing a firm line between empathy and ownership.When you absorb the stress, anxiety, and drama of your buyers, sellers, or team members, you don't solve the issue; you just become emotionally exhausted. True leadership isn't about carrying the obstacle; it’s about guiding people around it.In this episode, we cover:The Trap of Ownership: Compassion means listening, not taking on someone else's burden. If you absorb their anxiety, you lose the energy needed to find a solution.The "Tour Guide" Mentality: When the trail gets rough, people don't need you to panic with them. They need a calm leader focused entirely on the destination.Protecting Your Morning: A structured routine of gratitude and movement grounds your mind before the daily fires and emails that can derail your energy.Empathy vs. Burden: You can deeply care for and support clients through high-friction moments without internalizing their personal stress.Your responsibility is not to carry their burden. Your responsibility is to help them achieve their goal.Tune in to discover how stepping back from other people's drama will drastically improve your leadership, productivity, and peace of mind.
- Jun 5, 202616 min
The Power of Brand Loyalty
Why do I choose to stay at a Marriott time and time again, even when it's not the host hotel at a conference or event? It’s not just about the points; it’s about the consistency. When a brand delivers a predictable, high-quality experience, it lowers friction for the customer. That consistency creates trust, and trust creates unwavering loyalty.In this episode, we break down how top-down leadership and clear operating standards shape the customer experience, whether you're running a global giant like McDonald's or a local real estate team. We’re diving into why your culture dictates your reviews, and how to build a business where excellence becomes repeatable.In this episode, we cover:The "Marriott Effect": Why predictable customer experiences win every time.Top-Down Culture: How leadership values directly impact 5-star (and 2-star) reviews.The Power of SOPs: Why documented systems and training are the secret to scaling excellence.The Fragility of Referrals: Why every team member carries your reputation and how to protect it.The Ultimate Business Question: Are you creating a predictable experience that makes people know, like, and trust you?The greatest compliment any business can receive is when a customer says, "I knew exactly what to expect, and you delivered." Tune in, audit your systems, and let's get to work!
About 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.
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