This One Time in Real Estate...

This week, we’re joined by Matt Lamb — listing and buyer specialist with a reputation for trust, strategy, and standout service. Matt shares how he goes beyond the standard experience, offering buyers a deeper look at market context and guiding them toward confident decisions — even if it means giving a gentle push when the right home comes along. For sellers, Matt’s approach is just as strategic....

Selling a home doesn’t have to be one-size-fits-all. In this episode, the Bergjans Brothers unpack their approach to fix and flips — and how they help sellers choose the best path forward. From full-prep listings to as-is offers, they explain how to weigh convenience vs. profit so you can make a confident, informed decision.

In this episode, Mark is joined by powerhouse brothers Daniel and Matt Bergjans, who have built a business around listings and sold over 800 homes. Their approach is rooted in trust, transparency, and a pricing strategy that leads sellers to their own conclusions—making them feel ownership over the price from the start. They share how building rapport before discussing pricing is key. Using live c...

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 eas...

Take stock of your calendar. What does the past week—or two—really say about how you're spending your time? When you look back with intention, the rearview mirror can help you predict your path forward. If you’re not where you want to be, now’s the time to realign. Taking stock isn’t just reflection—it’s about action. Build a consistent routine. Track your efforts honestly, because numbers don’t l...

Thinking about getting into real estate? You’re not alone—we hear it all the time. Many are drawn in by the promise of flexibility, the fun of browsing homes on Zillow, or the glamorized world of HGTV. But real estate is far more than pretty houses and open schedules—it’s a business, and success hinges on your drive and discipline. In this episode, we get real about what it takes to thrive in a co...

If you know Mark, you know he really doesn’t like surprises—and let’s be honest, who does? Whether it’s your A/C suddenly dying in the middle of summer or a dentist casually dropping the word root canal after the fact (true story from Sarah), nobody enjoys being blindsided. In this episode, we dig into how surprise is the enemy of trust—especially in a relationship-driven business like real estate...

In this episode, we explore why follow-up and relationship-building are the foundation of The Gellman Team’s growth. With 40% of our 2025 sales expected to come from repeat clients, referrals, and our sphere, we know that long-term success comes from creating forever clients—not just closing deals. We share how it all starts with an exceptional first experience and continues through thoughtful pos...

Leadership isn’t just about giving direction from the top—it’s about listening, learning, and evolving. In this episode, Mark shares his journey from being a top-down leader to embracing a bottom-up approach that prioritizes people, feedback, and growth. Great leaders invest in themselves, communicate a clear vision, and surround themselves with those who will challenge them with honesty and care....

This week, we’re revisiting one of my all-time favorite topics—Atomic Habits—and I’m sharing a personal story that hits close to the mat… I mean, home. 🧘‍♀️Did I set out to complete over 1,000 yoga classes? Nope. I just kept showing up, one class at a time, until yoga became my thing. It wasn’t about hitting a number—it was about building consistency, finding joy in the process, and letting the r...

Sarah is 19 days into the 75 Hard challenge, and she’s learning that the hardest part isn’t skipping the wine—it’s finding the time. Between two 45-minute workouts (one must be outside), reading 10 minutes of a self-help book, drinking a gallon of water, skipping alcohol, and taking a daily progress photo, her biggest realization is how much time she used to waste. This episode dives into how comm...

What if one small habit could change everything? In this episode, we share how a simple commitment—daily morning walks—turned into a powerful ripple effect in our lives. What started as part of a challenge became a daily ritual that improved our health, deepened our connection, and set the tone for our days. It’s a reminder that big transformations often start with small, consistent steps. 🌅👟

We have one line that our agents are using that eliminates buyer regret in this competitive market. You definitely don't want your buyers to miss out on a home they really wanted and to feel like they could have done more to get it. "If you heard the home sold for X, would you say I would have paid that. Or are you comfortable with the current offer we've drafted at Y price?" If they say no, then...

It's virtually impossible to have complete separation between your personal and professional life. If all of a sudden a higher performer is struggling, it's worth finding out if something is going on personally. Instead of confronting that person and saying, "Why aren't you doing as much business?" approach it out of love and respect, "Is there something going on that might be impacting you? What...

We've been talking a lot about challenges lately on our team and in one-to-one conversations. Ignoring or avoiding challenges doesn't usually make them go away. The best way to deal with these scenarios is to block and tackle and face it head on, or if it's something you can't figure out on your own, seek support, expertise, and accountability from someone else. Get the elephant out of the room. T...

Back when Sarah sold cars, they had a deal book. It showed two numbers for each vehicle. The top number was the markup and the bottom number was called hold back, which was the amount the dealer was guaranteed to get for the car. When she was negotiating a deal for someone buying the car, she used to take the markup off the price right away. This was actually counterproductive to Sarah making a go...

How do you feel about your business so far this year? Are you on your toes or on your heels? How you view your business and activity can affect your mindset and motivation. As Sarah says, sometimes you need to do a checkup from the neck up. If you feel like you're on your heels, then how do you fix your mindset and get back on your toes? The first step is identifying and admitting to yourself that...

Today's discussion is all about new agent productivity. It's easy to live in overwhelm when you first get started. You're learning about so many tools and opportunities, and the trap is to try to do them all. What ends up happening is you spread yourself too thin all week, you're exhausted, and feel like nothing is working. What's the cure for this crazy cycle? Go deep, not wide. When you go wide...

What's your value proposition? Not just for making the sale, but what about after? You've heard us talk about our Forever Client Club and client events, but what about other types of relationship building? We pride ourselves on our vetted vendor list. The critical aspect to understand is that we get nothing from it. If we recommend a roofer to a client and they go with them, we don't get a kickbac...

Want to maximize your content and actually see results? It all starts with knowing your platforms, understanding how algorithms work, and dialing in on your target audience. Sounds simple, right? But finding your niche and reaching the right people takes strategy. A year ago, it was all about reels. Now? If you’re only posting reels, you're missing out. Carousels and stories are just as crucial. W...

Special guest - our marketing director is here with us today so we'll spend some time talking about marketing 101. Madeline started out as our team photographer almost 5 years ago. She quickly got involved in updating our marketing - she was seeing it out in the field every day and noticed we lacked consistency. Slowly but surely we created a marketing department. But how do you get started buildi...

Sarah recently read that 50% of adult Americans have high blood pressure. Some of those people have high blood pressure for hereditary reasons, but many probably have HBP due to diet and/or exercise habits. How does this relate to real estate? In this industry, how we view something is directly correlated to how we perform. If you look at your blood pressure as something out of your control, then...

Are you superstitious? Sarah certainly is—there are some things she won’t even talk about for fear of jinxing them! It’s natural to get excited when you have a deal under contract and start imagining those commissions hitting your account. While it’s smart to plan ahead financially, remember: don’t count your chickens before they hatch. Under contract does not mean closed and funded. On the flip s...

We are all our own worst enemies. Our inner voice can be very critical. That's why it's so important to surround yourselves with positivity, people that will build you up, and people that believe in you and what you're doing. Every person has their strengths and the ability to do great things. It comes down to not seeing potential in themselves, not taking action, or not sticking with it. To sprea...

You've heard about the ripple effect...that one decision could change the trajectory of your life. "Life is a series of choices and consequences, you make the choice and experience the consequence." Everything you do has a consequence, either good or bad. Years ago Sarah was participating in a challenge with Bill Pipes. You had to commit to doing a set of things every day in themes of 10. Things l...