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.

Today, Mark dives into why our Q3 team meeting happens before the quarter ends — it’s all about creating space to course correct and finish strong. He also shares how early planning for 2026 (yes, 2026!) sets us up for success in real estate’s long lead cycle. From market stats and mission alignment to breakout sessions on sales goals and operations systems, this episode gives a behind-the-scenes look at how we keep our team focused and future-ready.
Want a peek at the full planning session? Drop "business planning" in the comments and we’ll send the link!

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 patterns, embrace your potential, and take intentional steps toward the life you actually want.

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 success, the role of accountability in shaping outcomes, and how real leadership means meeting others where they are while still holding the line. Plus, Mike unpacks the difference between the science of real estate scripts and the art of connection. They discuss different ways you can connect and guide your clients into self-discovery and accountability.

If you're feeling pressure in today’s market, this episode is the grounding—and push—you didn’t know you needed.

This week, Mark is joined by real estate advisor and investor Jimmy Barton, who shares how his real estate journey has expanded into Section 8 housing. With St. Louis offering one of the most accessible markets for new investors, Jimmy breaks down why this region—and Section 8 in particular—presents a compelling opportunity right now.

He explains how guaranteed rent payments, housing authority incentives, and high demand for 3–4 bedroom homes create a strong cash flow environment, even as traditional rentals become less profitable. Jimmy also offers real talk for out-of-state investors, including why choosing the right property manager and tenant screening process can make or break your investment.

Whether you’re new to real estate or looking to diversify your portfolio, this episode is a deep dive into the strategy behind smart, sustainable returns.

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. He actively studies the competition and builds strong relationships with other agents, giving his clients an edge both on the market and at the negotiation table. From million-dollar listings to first-time buyers, Matt delivers value by staying people-focused, detail-driven, and relationship-first — no matter the price point.