Why Price Drops Kill Home Sellers: Ep 339 Marilyn Gilman

Would you trust a real estate agent more if they were willing to lose a commission to stop you from making the wrong financial decision?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Marilyn Gilman. Marilyn Gilman is a Berkshire Hathaway HomeServices real estate professional whose background includes decades of exposure to real estate development through her husband's family business before she earned her own license in 2019. After spending 19 years raising her family, Marilyn entered real estate at age 50, earned Rookie of the Year recognition, sold more than $5 million during her first year, and eventually built a team with her daughter Aubrey. Her experience shaped an approach centered on relationships, listening, judgment, negotiation and putting the client's interests before the transaction.

Marilyn and Tracy Hayes explore what separates successful agents from people who simply hold a license. Marilyn explains why trust must be earned, why agents need to slow clients down before they make emotional decisions, and why she will sometimes talk someone out of buying real estate. The conversation also covers pricing, appraisals, affordability, insurance, property taxes, investment properties, changing Jacksonville neighborhoods, fiduciary responsibility, working diplomatically with other agents and the importance of following up when a deal appears lost. For Marilyn, the reward comes from helping people make sound decisions while still embracing the negotiation and business side of real estate that keeps her addicted to the hustle.

If this conversation helped you think differently about real estate, relationships and serving clients as a true fiduciary, subscribe to the Real Estate Excellence Podcast, share this episode with an agent who needs to hear it and follow the show for more conversations with top real estate professionals.

HighlightsTop of FormBottom of Form

00:00-18:30 Building a Career Through Life Experience

Starting real estate at 50 Working with daughter Aubrey Balancing technology and relationships Returning to work after raising a family Turning life experience into real estate skills 18:30-38:11 Building Trust With Clients

Why relationships drive the business Listening before giving advice Talking buyers out of the wrong house What new agents need to understand Professional image and personal safety 38:11-01:00:33 Buyers Negotiations and Pricing

Understanding what buyers really want Balancing emotion and financial reality Finding common ground in negotiations Pricing homes for the current market Why every transaction requires a different strategy 01:00:33-01:13:49 The Real Cost of Homeownership

Property taxes and portability Insurance costs in Florida Roof age and insurability Looking beyond the mortgage payment Helping buyers understand affordability 01:13:49-01:25:26 Knowing When Not to Buy

When renting can be the better choice Avoiding financial overextension Evaluating investment properties carefully Choosing communities around lifestyle needs Comparing older and newer Jacksonville neighborhoods 01:25:26-01:38:01 Fiduciary Advice and the Real Estate Hustle

Handling a low appraisal Helping buyers and sellers find common ground Keeping personalities out of negotiations Following up when a deal falls apart Why Marilyn loves the hustle and business of real estate