COACH GLENNDA TO THE RESCUE

WELCOME

Hey, y’all—last week’s post felt a little melancholy, so this week I’ll be sharing the pep talk that I think everyone needs, myself included. What helped pick me up from the doldrums was a quick trip to the beach to celebrate Lucas’s birthday. There’s very little some sun and sea air can’t fix. But if that’s not possible, no worries because this week is all about how to right that mindset!

STORY TIME WITH GLENNDA

Four Steps to Get Your Mind Right

According to Redfin’s 2025 Industry Survey, we real estate agents are 5% less happy than we were a year ago. Well… who’d have thought that drastic, sudden, and sweeping changes in our industry and economy would collectively impact real estate agents’ morale?

The reasons we’re mentally in the doldrums run the gamut from economic worries to concerns about the climate and its impact on home insurance to discontent with the NAR and the whole commission to-do. It’s all been a lot for us to swallow. (FYI, here’s the link to the full survey.)

Because we’re all now connected on social media—and because we’re all human—what doesn’t help is seeing agents in red-hot markets flex on their $60M in closed and pending sales at the end of Q1. That’s why my first piece of advice is to stop comparing yourself to everyone else. If someone else is doing a ton of business and you’re not currently stacking up, the last thing you should do is to pay attention to their success because that’s the quickest way to stay in your spiral and continue down. Keep your eyes on your own paper; I promise it will make you feel better if you’re only worried about yourself and your clients.

Now, there’s a school of thought that if you’re busy, you’ll be successful, but let me caution you here—looking busy doesn’t translate to bringing in new business. So here’s the second tip; stop creating busywork for yourself and get back to grassroots. I need for you to be face to face and belly to belly with your clients, and not just hiding at your desk, putting fancy labels on your files and dusting your knickknacks.

When I get upset or depressed, thinking I am never going to close another deal again, I get in my car and I drive around and look at every home I ever sold. And I ask myself, How did I sell those houses? Those people didn’t know me, so how did I do it? Because guess what? Success leaves clues, so go back to the scene.

I want y’all to call those people you’ve done business with before, people who are your raving fans, and let them remind you of how amazing you are. That’s why my third piece of advice is to create social proof. Maybe you haven’t sold a house in 2025. But you sold ten in 2024, so create that social proof for yourself and others. It’s not too late to mail or call those houses, so return to 123 Banana Street. Why did those people work with you? How did you help them? What was the result? Then take that information and post it on your socials. If you closed a deal in 2024 and you never talked about it, now is the time. Because nothing will pull you out of a funk faster than retracing the steps of what made you successful.

Right now, I am literally poring over every transaction of 2024 and reaching out to those people. Interest rates are the lowest they’ve been in quite a while, so I’m talking to them and saying, “Hey, you bought when the rates were higher. Is it a good time for you to refinance? Have you talked to the lender? Have you filed your homestead exemption?” Start those conversations and then try to look surprised when they bring in new opportunities.

I know it’s tempting—and I have so been there—but now is not the time for a pity party. So, my fourth suggestion is that you get a lay of the land if you have time on your hands. For example, over the weekend I went out with Evelyn and we toured ten houses from $1M to $3M. We spent five hours going from place to place because I didn’t have anything else I needed do for my clients. When you’re not busy, you have all the time in the world to see every single house in your farm, your neighborhood, etc. And then you take that info and you call your old clients and tell them what you learned. I had some clients in 2019 and when they bought their house for $1.2M, I thought to myself, Please God, if they call me in three years, let me be able to get them out of this place. Because at the time theirs was the most expensive construction in their neighborhood. Not gonna lie, y’all, I was a little scared for them and me.

Well, wouldn’t you know that over the weekend, I saw the exact same model of their house in their same neighborhood and it’s for sale at $2.2M. So I had the pleasure of calling those old clients and saying, “Bobby and Susie, you won’t believe this, but what you paid $1.2M for is now going for a million more. So in five years of living in a secured investment, you’ve got equity of one million dollars!”

Who doesn’t want to have that conversation?

On Monday, a client called me, saying he was thinking of putting his house up for sale and he wanted to know what I thought we could get for it. I said to him, “It’s your lucky day because I’ve seen every single house in your school district today and I can tell you exactly how much you can get for your property.”

Do you not think that builds confidence in the mind of that seller all day, every day, and twice on Sunday?

On top of that, the client wanted to know about a home in Fulton County, and I knew the exact house and neighborhood he’d spotted while out for a drive… which freaked him out so much, he had to ask, “Glennda, did you know I was going to call today??” He asked me about how that house was priced in relation to other homes in the neighborhood and I told him there was an off-market sale in October for $1.275M and there was another under contract for $1M. And I knew it because I called every one of those agents when I had downtime and said, “Hey, talk to me. Tell me what I can’t find on the MLS. How is the price? What’s important to these sellers?” and then I wrote down everything every agent told me.

I know it’s rough out there in some markets, particularly for those of us in the South. Per your answers last week, only 5% of everyone feels like they’re crushing it. Ouch. The overwhelming majority is somewhere between “meh” and “actively looking to sell plasma,” so understand it is not just you.

Y’all are not alone.

What’s funny is that last week while I was out with a buyer, I ran into an agent who has just been killing it. Instead of comparing and despairing, I praised her for her success. I said, “Girl, you are on fire!” She replied, “Glennda, my husband lost his job two and a half years ago and I have kids in college. I don’t have a choice.” And then she had the grace to tell my client that she was working with the best. Oh, my stars and stripes, that made my heart smile. This is someone that I would think of as my competitor, but competition starts at the bottom. Collaboration starts at the top.

I have to say, in the past week, I’ve made it my job to get belly to belly with people. Getting all that information helped me build back my confidence and it made me feel like I’d gotten a win. If you want to look at this like a sports metaphor, think of this—when is the easiest time to make a goal? It’s right after you score the previous one because you’ve got confidence and your momentum is building.

So I truly believe if you take the steps I’ve suggested, it will remind you of your own capacity for greatness.

And sometimes that little nudge is all it takes to change your mindset.

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GLENNDA’S GURU

Welcome, Carl Gambino!

I am super excited to bring you this interview with this week’s guru, Carl Gambino! Carl is a luxury agent to the stars in every key market from NY to LA to Miami. I believe he’s the shot in the arm we’ve all been needing lately. I’ll let you hear his story in his own words, but the short of it is, you can’t get to $2B in sales with part-time effort.

Thanks again, Carl!

Today’s Words of Wisdom

GLENNDA BAKER & ASSOCIATES

Secret Squirrel

I have an off-market house that is so secret that I can’t even share the address without a signed NDA. No lie. This is a very special Atlanta property, owned by a very special person.

Only a handful of us Atlanta agents even have access to the kind of clientele who would buy it, so it’s not going on the MLS. As for details, this a 5,000 square foot farmhouse that has been totally pimped out for a woman.

So if you’re curious… DM me!