Lessons From 2008 That Still Apply Today — Mark Brace, MI

On this episode of The Neighborhood Realtor, Matt Muscat sits down, face-to-face, with Mark Brace, a well-known and legendary real estate agent in Grand Rapids, MI.

Mark built his business from nothing—literally. He had no special connections, no support, and no referrals. He learned how to hustle, and he learned quickly, since 2006 marked the beginning of his career in real estate. Mark built an admirable business despite the market conditions of the recession. It was the mindset that got Mark through; half of all realtors left the business during the recession because of fear, but Mark saw it as an opportunity.

Today, Mark’s business closes $125m in deals each year with a team of seven agents.

Of all the skills that Mark has improved and mastered over the years, mindset is the number one skill he attributes to his success. Your mindset, not your skill or luck, can be contagious, and benefit (or attract!) clients. When interest rates are high, you become the Realtor who’s happy they’re not any higher. When home values are down 15%, you’re grateful they’re not down 25%. When everyone says it’s a bad time to buy, you see the opportunity and help your clients win—and win big. You’re not just offering a product or service, but instead, you’re giving your clients hope & a good mood.

Mark is a believer in the law of attraction—genuine salesmen attract genuine clients, and sour marketing will attract sour clients. Trust your gut and trust your intuition to make the best decisions to build the best business possible, and always rely on your coach (get one, if you don’t already) for leadership advice & long-term strategy.

Mark has moved his personal business further into the luxury market over the past several years and continues to expand his business, team, and abilities. He may be considered successful now, but there’s a long road ahead! Built all on a foundation inspired by a recession.

The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.