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, get the reps in, and keep their word to themselves.
❌Not because it’s exciting; because:
✅That’s who they’ve decided to be
✅That’s what they’ve decided to commit to
As we kick off a new year, don’t ask:
❌How do I stay motivated?”
Ask:
✅“What does consistency look like on an ordinary weekday?”
✅“How do I show up, when I’m not in the mood to show up?”
❌Success isn’t built on January 1 energy.
✅It’s built on showing up, then doing it again and again and again; day after day
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 stories we tell ourselves, controlling what we can control, shrinking the timeline, and creating momentum through small wins.
I also dive into the importance of moving your body, reconnecting with your “why,” getting perspective from the right people, reframing failure into learning, and recommitting to your standards—especially when motivation is low. Because clarity doesn’t come before action. It comes after.
Success isn’t smooth. Business isn’t linear. And the people who win long term aren’t the ones with perfect plans—they’re the ones who know how to reset and keep moving when life doesn’t cooperate.
If you’re feeling off, behind, or stuck, this episode is your reminder: life ain’t perfect—but you can still build the life you want if you keep moving forward.
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 reducing endless rules to a few core values, to shifting from dozens of KPIs to one clear metric (the two-minute conversation), this episode shows how stripping things down improves focus, accountability, and decision-making. You’ll hear how eliminating, automating, or delegating can streamline your processes, your leadership, and even your health habits.
If you’re overwhelmed, stuck, or drowning in “paralysis by analysis,” this episode is your reminder: confusion breeds complexity, clarity fuels momentum. Simple solves the complex—every time.
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, action-based consistency.
You’ll hear why specialization matters, how to evaluate what you truly want to achieve, and why accountability is the ultimate accelerator. If you treat real estate like a hobby, it will pay you like one. But if you treat it like a business? It will change your life.
Listen in, take notes, and—if you want the full blueprint—comment “running a business” on social and Mark will send you the playbook.
In this episode, Mark reflects on an insight sparked at the St. Louis Men Against Cancer event, where Terry Bradshaw shared a powerful distinction: the difference between happiness and joy.
Mark breaks down how we often use those words interchangeably, yet they couldn’t be more different. Happiness is external, moment-based, and fragile—the new car, the great sales month, the perfect weather. It’s real, but it disappears the moment circumstances change.
Joy, on the other hand, is internal. It’s steady, grounded, and rooted in purpose. It’s how you show up even on tough days, as a leader, a parent, a partner, or simply as a human being trying to leave the world a little better.
Through personal stories—from early-morning Walmart runs, to Sunday breakfast with his 85-year-old mom, to giving away a thousand pies for Thanksgiving—Mark illustrates how intentionally choosing joy changes interactions, softens stress, and creates consistency in a world full of ups and downs.
He also shares three practical ways to build real joy:
As we head into the holiday season, Mark challenges listeners: Stop chasing happiness. Build joy. Happiness will still come, but you won’t depend on it to feel whole.
Smile. Be present. Make someone’s day a little brighter.
In this episode, Mark shares the simple but transformative habit that’s reshaped his life as a leader, business owner, father, and friend: the 30-minute rule. Instead of chasing hours of productivity, Mark breaks down why one intentional 30-minute block each day can dramatically impact your health, relationships, business, and overall momentum.
He unpacks how these focused half-hour sessions—whether for organizing your day, preparing for a meeting, connecting with your team, exercising, or being fully present with family—compound into massive results. Mark highlights real examples from his own life, including his weekly Sunday breakfasts with his mom, “Starbucky Thursdays” with his daughter, and the short leadership touchpoints that strengthen trust on his team.
From leadership to personal wellness, Mark emphasizes that 30 minutes is long enough to create real momentum and short enough to eliminate excuses. He challenges listeners to pick one intentional 30-minute block today, write it down, and publicly declare it for accountability.
Simple, consistent, intentional. The 30-minute rule is how you change your life—one block at a time.
As the year winds down, most real estate agents hit the brakes—taking long breaks, skipping calls, and mentally checking out. But in this powerful episode, we flip that script. The message is clear: the next 30–45 days determine who wins in 2026.
I challenge you to resist the temptation to coast through the holidays and instead build momentum now. Top performers know that Q1 success isn’t built in January—it’s built in November and December. While 70% of agents stop working after Thanksgiving, the elite double down on prospecting, skill-building, database touches, and social presence.
Key takeaways:
🌱 Plant seeds, don’t chase harvests. Focus on daily activities and habits, not immediate results.
💬 Stay connected. Call your database, invite clients to appreciation events, and show up on social media while others go silent.
🧭 Plan and declare. Build your 2026 business plan now—on paper—and publicly commit to your goals.
💪 Control the controllables. Forget the market, interest rates, or politics. Success comes from consistent execution and disciplined scheduling.
The bottom line: Champions are made when no one’s watching.
Finish the year strong, time-block your holidays, and enter 2026 with momentum instead of excuses.
Ever wonder why some people seem to win every single day while others with the same tools and opportunities stay stuck? It’s not luck — it’s habits.
In this episode, Mark breaks down the daily disciplines that separate top performers from everyone else. He shares what he’s learned from leading a high-producing real estate team and studying elite performers across industries — and it all comes down to the small, repeatable actions that make success predictable.
You’ll learn how top performers:
Win the morning with movement, mindset, and mission
Build structure into their day and treat their calendar like their accountability partner
Seek feedback instead of avoiding it, using reflection as fuel for growth
Protect their energy through rest, health, and intentional recovery
Surround themselves with people who stretch and challenge them
These aren’t dramatic changes — they’re simple, consistent choices that compound over time.
If you’re ready to stop waiting for motivation and start mastering the habits that drive real success, this episode is your blueprint.
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.
Turning 60 and beyond is not about slowing down—it’s aboutliving with clarity, peace, and purpose. Stoic philosophy offers timeless principles that help protect your well-being, guide your priorities, and bring meaning to each day.
1 Guard Your Time
Your most valuable resource is time. Don’t waste it on drama, regrets, or shallow pursuits. Direct your energy toward what truly matters.
2 Release What You Can’t Control
You can’t control the future, others’ opinions, or the passage of time. You can always control your response. Freedom begins with acceptance.
3 Find Joy in Simplicity
Happiness is not in possessions or status—it’s found in simple routines, nature, meaningful conversations, and quiet reflection.
4 Practice Gratitude
Every day is a gift. Focus on what remains, not what has passed. Gratitude turns ordinary moments into extraordinary blessings.
5 Cultivate Inner Strength
As the body ages, the mind and spirit can grow stronger. Read, reflect, and invest in wisdom. Your peace of mind is your greatest wealth.
6 Choose Relationships Wisely
Surround yourself with people who uplift, inspire, and share your values. Let go of those who drain your energy.
7 Give Back & Mentor
Later years are an opportunity to pass on lessons, guide younger generations, and serve others with patience and kindness.
8 Embrace Mortality
Life is finite. When we accept that truth, we stop fearing it—and start living more fully in the present.
Stoic Reminder: “It is not that we have a short time to live, but that we waste much of it.” –Seneca
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.
Following up on last week's episode, we're going to dive into myths specifically for buyers and sellers.
1 - Spring is the only time to sell
• Myth: Homes only sell quickly or for top dollar in the spring.
• Reality: While spring sees more activity, serious buyers shop year-round. Low inventory in fall/winter can actually mean less competition for sellers.
2 - You should price high to leave room to negotiate
• Myth: Setting a higher price means you’ll “meet in the middle.”
• Reality: Overpricing often backfires—homes sit longer, attract fewer buyers, and may sell for less than if priced correctly from the start.
3 - You don’t need an agent in the internet age
• Myth: With Zillow and Redfin, you can buy or sell on your own.
• Reality: An experienced agent adds value in pricing, negotiation, contracts, inspections, and avoiding costly mistakes that online sites can’t cover.
4 - Open houses sell homes
• Myth: Most buyers find their home at an open house.
• Reality: Over 90% of buyers start online. Open houses are useful for exposure, but most sales come from online marketing and private showings.
5 - All renovations add value
• Myth: Any improvement increases resale value.
• Reality: Some updates (kitchens, baths) bring strong ROI, while others (pools, luxury fixtures) may not recoup costs, depending on market.
6 - Cash buyers always get big discounts
• Myth: Sellers will accept much less for cash.
• Reality: Cash is attractive (fewer contingencies, faster close), but sellers still care about net proceeds. A strong financed offer can compete.
7 - You need 20% down to buy a home
• Myth: Buyers must save for years before purchasing.
• Reality: Many loans allow 3–5% down, VA and USDA require 0%, and down payment assistance programs exist.
8 - The Zestimate is the true home value
• Myth: Online estimates are accurate and reliable.
• Reality: Algorithms can be off by tens of thousands. A professional CMA (comparative market analysis) accounts for local trends and property condition.
9 - All agents are the same
• Myth: Any licensed real estate agent provides equal service.
• Reality: Experience, marketing strategy, negotiation skills, and local expertise vary widely—choosing the right agent impacts results.
10 - If a home hasn’t sold, something must be wrong with it
• Myth: A home that sits unsold is flawed.
• Reality: The main culprit is usually price or marketing, not the home itself. Adjusting those factors often gets results.
Think real estate is “easy money”? Believe cold calling is dead or that referrals just happen automatically? In this episode, I’m busting the top industry myths that hold agents back and confuse clients. From internet leads to luxury listings, from social media “success” to the truth about what a license really means—this is the unfiltered reality of real estate. Whether you’re an agent, investor, or just curious about how the industry really works, you’ll walk away with insights that cut through the noise and help you see real estate in a whole new light.
➡️ 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 educated, had a stable government job, and believed in the traditional path: go to school, get good grades, find security in a career.
His Rich Dad—his best friend’s father—didn’t have a college degree but built wealth through business and investments. He believed in making money work for you.
➡️ Those two mindsets—Poor Dad vs. Rich Dad—showed Kiyosaki firsthand how differently people can think about money. And that contrast shaped his financial education.
➡️ The Core Lessons
Lesson 1: The Rich Don’t Work for Money.
“Employees chase paychecks. The wealthy focus on building assets that pay them even when they’re not working. The lesson is clear: don’t just trade time for money.”
Lesson 2: Financial Literacy—Assets vs. Liabilities.
“An asset puts money in your pocket. A liability takes it out. Most people mix them up. For example, your personal home feels like an asset, but unless it generates cash flow, it’s really a liability.”
Lesson 3: Mind Your Own Business.
“Even if you have a job, you should be building wealth outside of it—through side hustles, real estate, or investments. That’s how you grow long-term wealth.”
Lesson 4: The Power of Corporations and Taxes.
“The wealthy use corporations to protect wealth and minimize taxes. Employees earn, pay taxes, then spend. Corporations earn, spend, then pay taxes on what’s left. It’s a completely different game.”
Lesson 5: Work to Learn, Not Just to Earn.
“Don’t chase the biggest paycheck. Chase skills. Sales, marketing, leadership, investing—these are worth more than a raise. You’re not working for money; you’re working to grow your financial intelligence.”
➡️ Myths to Break
Myth #1: Your house is your greatest asset. Truth: unless it puts money in your pocket, it’s a liability.
Myth #2: The success path is school, job, retirement. Truth: jobs can vanish, but assets create freedom.
Myth #3: You need money to make money. Truth: you really need knowledge, creativity, and courage.
➡️ So here’s the bottom line: Rich Dad Poor Dad isn’t a get-rich-quick scheme. It’s about shifting your mindset. It’s about learning the language of money, building assets, and creating financial freedom.
📌 Here’s my challenge to you this week:
Take a piece of paper and list your assets and liabilities. Which column is bigger?
Then choose one action that grows your assets: maybe it’s starting a side hustle, investing in real estate, or even just reading another financial book.
In this episode, I dive into one of my favorite leadership books of all time: The Five Dysfunctions of a Team by Patrick Lencioni. This framework is powerful for any organization, but especially in real estate, where independent contractors must work together as a team rather than competitors.
We’ll walk through each dysfunction—absence of trust, fear of conflict, lack of commitment, avoidance of accountability, and inattention to results—and how flipping them into strengths creates an aligned, high-performing culture. From trust and vulnerability to accountability and shared success, these principles are critical for building strong teams, delivering exceptional client experiences, and sustaining long-term growth.
Whether you’re a CEO, manager, or team leader, this episode will show you why requiring your people to understand The Five Dysfunctions can transform your culture and results.
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,” because habits compound into outcomes.
Identity-Based Habits (Who You Are as an Agent)
1. Affirm daily identity: “I am a trusted advisor, not just a salesperson.”
2. Dress for success: Always show up looking professional, even for Zoom calls.
3. Daily gratitude text: Send one appreciation message to a client, colleague, or vendor.
4. Read 10 minutes of professional development each morning.
5. Weekly reflection journal: Write down wins, challenges, and lessons learned.
Lead Generation & Prospecting Habits
6. Call 3 past clients every morning before 10am.
7. Send 5 handwritten notes weekly.
8. Post one value-driven social media story daily (not just “just sold” posts).
9. Add one new contact to your CRM every day.
10. Role-play scripts 15 minutes with a teammate before prospecting.
Systems & Productivity Habits
11. Zero-inbox habit: Clear CRM tasks and emails before lunch.
12. Two-minute rule: If a client follow-up takes less than 2 minutes, do it immediately.
13. Block time for lead gen: Protect 2 uninterrupted hours each morning.
14. Prep listing packets the night before any appointment.
15. Use a daily checklist (appointments, calls, follow-ups, marketing posts).
Client Service Habits
16. Weekly seller update: Proactively call/text every seller with an update, even if no news.
17. Send “under contract” video update to every buyer/seller.
18. Pop-bys: Drop off one small gift weekly to a client or referral partner.
19. Ask for reviews at the moment of peak client happiness (closing, accepted offer).
20. Introduce clients to your ecosystem (title, mortgage, workspace, vendors) to deepen relationships.
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 massive impact.
Whether you’re passionate about real estate, philanthropy, or thinking differently about capital, you’ll walk away inspired by New Story's bold approach to building homes and futures.
Accountability isn’t one-size-fits-all. Some want it mild, others medium, and some crave the “hot sauce” version—daily check-ins, consequences, and no excuses.
But true accountability only sticks when it’s rooted in something deeper: your anchor.
In this episode, we break down what real accountability looks like, why your why must become a must, and how anchors—whether health, financial independence, or personal freedom—create lasting discipline and results.
If you’ve ever asked for more accountability in your life or business, this episode will help you uncover what you really need to make it stick.
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 take emotion out of decision-making, and why chasing quick money often sabotages long-term goals.
Whether you’re in real estate, coworking, or any other industry, this episode will inspire you to focus on measurable results, holding yourself accountable, and fertilizing your own grass.
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 also our greatest gift has been massively revealed to Sarah. Mark has probably known this fact a bit longer but as he mentions, it bears repeating again and again. And with these new truths and not being able to unsee them, your true priorities become very clear. And it becomes easier to intentionally commit time to your musts so that you are given the gift of time with the people you love. Listen to this episode to gain an understanding of why taking care of yourself and prioritizing your life will help you live it to the fullest.