Matthew Maschler:
Welcome to the Real Estate Finder Podcast. I’m Matthew Maschler, and the important question for the day. Hi. Hi, Stacy. Hi. Did we get our offer accepted? We
Staci Garcia:
Did, yes, we did. Yay.
Matthew Maschler:
That is great. That is such a good feeling in this market. It’s,
Staci Garcia:
I feel
Matthew Maschler:
Very happy with competitive offers and, and stuff. And how, how many offers did you write for this one particular client? Um,
Staci Garcia:
Five, I think.
Matthew Maschler:
Five, five offers. And we finally got it accepted last night, so you did a great job. Thank you so much. Thank you. So, welcome to the Real Estate Finder podcast. I’m Matthew Ashler, the realestate finder, realestate finder.com.
Staci Garcia:
And I’m Stacey Garcia with the Real Estate Finder, and also, uh, www no h oa boca.com.
Matthew Maschler:
No HOA Boca, because if you don’t like dealing with HOAs, we don’t like dealing with, with HOAs. And we got you covered. We got you covered. So, uh, with us in the studio today, we have some friends of, uh, friends of ours. They’re, they’re not in the real estate finder, uh, division of signature real estate companies, but I’m a big fan of, uh, the one signature concept. We’re one, we’re one company after all, signature real estate companies. So, which with us today is Robert and Rachel Glicken house. Welcome to the show.
Robert Gleichenhaus:
Thanks, Matt. Thanks for having us.
Rachel Gleichenhaus:
Thank you very much. Thank you.
Matthew Maschler:
Do you wanna introduce yourself a little
Robert Gleichenhaus:
Bit? Yeah, sure. Sure. My name is Robert Glicken House, and I’m with Signature International Premier Properties. Uh, also, uh, my wife Rachel and I have a, have a, have a team that is Estates by RG
Matthew Maschler:
Estates by rg. Yes. Does, does RG stand for Rachel or Robert?
Rachel Gleichenhaus:
Uh, well, actually, it’s a, a funny story. Uh, when I got my, uh, real estate license, I, uh, started, uh, I wanted to sound like I had a, a team. So I, I started it as RG Realty team. And, uh, I never thought of RG Realty team being, uh, uh, Robert and Rachel Glyn house. And maybe it was, uh, a foresight in the back of my mind and my subconscious. And, but five years later, Ben convinced Rob to take, uh, his, uh, real estate class and, uh, RG could stand for Rob or Rachel Glyn house.
Robert Gleichenhaus:
It’s both of our initials. It
Matthew Maschler:
Is, it is both. And so you’ve been, you’ve been in the industry for five years longer? Um,
Rachel Gleichenhaus:
Yeah. Mm-hmm. <affirmative>.
Matthew Maschler:
Mm-hmm. <affirmative>. Yep. Okay. I thought you had come on on the same time. No,
Robert Gleichenhaus:
No, no, no, no. My background is, uh, internet marketing, lead generation, uh, affiliate marketing and, uh, anything online. So I was, when she was a realtor, I was generating a lot of the traffic to her websites and Awesome. Generating a lot of the leads for her, and it just made sense that it was the right place, right time in our lives to, to get the license, join her, and take it to another level.
Matthew Maschler:
That is awesome. That is awesome. You know, a lot of people ask me if, uh, if my wife works in real estate with me, or if I’m with a female real estate agent, they ask me if that’s my wife. So a lot of people see real estate agents for some reason as a husband and wife, uh, thing more so than other professions. Right. If someone’s a doctor, they don’t assume your wife’s a doctor, or if you know someone’s a pilot, they don’t assume your wife’s
Robert Gleichenhaus:
A pilot. Exactly.
Matthew Maschler:
Yeah. A lot of, a lot of people have this perception of husband and wife teams, so, um, but I don’t know that many husband and wife teams. Um,
Robert Gleichenhaus:
I don’t really know that many either. Just a, a handful that I’ve come in in contact with over the last five, six years.
Matthew Maschler:
Yeah. So is it hard to shut off real estate? I know, I, I have trouble shutting off real estate when I get home and then trying to, you know, it,
Robert Gleichenhaus:
It, it’s definitely hard to turn it off because we, we work 24 7, um, when we’re not working, we’re still working. When we’re sitting around eating dinner with our kids, there’s usually a, a property that we’re talking about. So if you ask our kids, they could probably answer as many questions <laugh> as, as you could about some of the properties that we list. How old
Matthew Maschler:
Are they?
Robert Gleichenhaus:
Uh, our daughter’s about to be 14, and our son will be, uh, 12 at the end of the summer.
Matthew Maschler:
Do, do they have an interest in real estate?
Rachel Gleichenhaus:
Not really. Our son a little bit. Um, but
Robert Gleichenhaus:
They like to go look at, at the model homes, Uhhuh, that are being built in the, in the new construction communities.
Rachel Gleichenhaus:
Uh, you never know. I mean, I, I didn’t start out, uh, you know, when I was their age, I wanted to be a professional dancer, <laugh>. So, and then, uh, I was a business major, so, um, you know, I, I was in marketing and advertising first, so,
Matthew Maschler:
You know, so being a business major, marketing and advertising combined with lead generation and online, that, that, that’s a good recipe. Recipe for real estate.
Robert Gleichenhaus:
Yeah. It just, it just worked. It worked. Yeah.
Matthew Maschler:
Where did you, um, where were your business major? What school?
Rachel Gleichenhaus:
Uh, Ohio State. Ohio State. Ohio State.
Matthew Maschler:
Yep. Oh, that’s great. Yeah. Um, my, my kids are, uh, juniors in high school. So we’re, we have college on the mind and Yes. Got it in our house more, more so than real estate. They never took an interest in real estate. They never wanted to learn from me or ask me questions when they were little, little, I would bribe them, uh, $3 to see a house. Like if I wanted to see a house, I, when I was doing a lot of foreclosures mm-hmm. <affirmative>. So if I wanted to see a house, if they were with me, if they would come to the house with me, I would charge them. Uh, they would, I would, I would pay them $3 to, to see a house. So that kind of kept them for, for a little while. One time we saw a rural big house, and they asked me for more money. <laugh>.
Rachel Gleichenhaus:
I thought that you were paying Lindsay for a while for referrals.
Matthew Maschler:
Yes. Uh, both kids. I, I, I did offer, uh, both kids, um, uh, referrals, which, um, uh, it’s not, obviously not legal to no, but incentive giving cash referral to, um, a non-agent. To a non-agent. Uh, but I, I don’t know if that they would really enforce that against your children. Um, so yeah,
Robert Gleichenhaus:
We, we also have the same type of understanding in our house with our children.
Matthew Maschler:
So when their, um, one of, one of Lindsay’s friends early on, one of her lower school friends, the mom called me to, to list and sell the house. And, and Lindsay, she’s, she’s, she’s a bleeding heart liberal, um, always. And she, she’s an empath. She really just, she’s really wants everybody to be, uh, she didn’t wanna take the referral fee because sh she, she was losing a friend. Oh.
Rachel Gleichenhaus:
So she, oh, they were moving away.
Matthew Maschler:
They were moving away. Uh, so yeah, that was, that was tough on her. My son never had a problem, uh, collecting everything <laugh>
Robert Gleichenhaus:
Collecting away
Matthew Maschler:
<laugh>, that’s referral. Um, but, uh, yeah, it was, the, the kids are sweet, but yeah, they, uh, they do like the referral fees. Um, so there were, there were a few in the oaks that we had to, uh, that we had to give.
Robert Gleichenhaus:
Yeah. <laugh>, it’s great. Our, our son really likes, uh, going to the, the renovation projects that we uhhuh that we have going on. We work with, uh, a handful of investors who are constantly building new construction and, uh, and renovating homes. And when they were, when they were smaller, we liked to take them to the vacant lot, make videos of them as the, as they were growing up, and as the house was being built behind them. That’s pretty well, that is
Matthew Maschler:
Awesome. Yeah. When I was 14, my father was building in, uh, the polo club, a sub development called Knightsbridge. And I still watch that sub development. It’s the only part of Polo Club I watch. And, uh, but I remember thinking at 14, 15 years old, like one day work really hard, like really, you know, retire to Florida to a house like this. And, uh, and it’s, it’s still the dream. It’s still the driver. So of
Rachel Gleichenhaus:
Course mm-hmm. <affirmative>,
Matthew Maschler:
Those houses are up in the $700,000 mark now. Wow.
Robert Gleichenhaus:
It’s amazing the way that the, the market has shifted in the, in the last 12 months.
Matthew Maschler:
Oh, that’s crazy. Yeah.
Rachel Gleichenhaus:
So do you guys have like good guy, bad guys? Um, yeah, we do. Um, definitely. Uh, and we, we also have, uh, we have, he is more patient than I am. Yeah. So, um, you know, uh, I just, this past weekend, uh, just like you, I had a buyer, this is her 10th offer that I was submitting. And the agent I was dealing with, um, really didn’t understand the basics of the contract. And I just was losing my patience. <laugh> and I, I fi but I, you know, was trying to hold it together to get the deal done for my buyer, because she really wanted the property. So I finally was like, you know what, Rob, can you handle the rest of this? I passed the baton to him to close it out, because I just, I couldn’t,
Robert Gleichenhaus:
I could, I could tell that this was the first time in a long time that another agents, I don’t want to, I don’t know if she was incompetent, but she just didn’t understand the fact that we wrote the offer as cash, but they were still getting financing. And the only thing that it really did was remove the financing contingency. So, really did not understand that actually made us rewrite the contract with financing.
Matthew Maschler:
Yeah. You know, it’s interesting ’cause the, um, when they revised the contract in, uh, I think they revised the form contract in the end of 2021. December.
Robert Gleichenhaus:
December. Yeah.
Matthew Maschler:
But what they took out was that very, very clear explanation of it used to say with the cash offer that the buyer can still get financing. It’s just not subject to, um, that contingency. You know, what I found in that situation helpful, um, when, when you couldn’t, when you’re dealing with people who can’t wrap their minds around making a cash offer, when there’s financing contingency, um, do the financing contingency, um, you know, make it a finance offer. Mm-hmm. <affirmative> match the number of days of the financing contingency with the number of days of the inspection. ’cause if the buyer can cancel the inspection or even just put one day or three days for the mortgage financing contingency, that’s a good idea. Because what’ll happen if you put a one day mortgage contingency financing mm-hmm. <affirmative>. Okay. Well, the, now the, the, the terms of the mortgage are all spelled out. Everybody sees it. Everybody knows there’s a mortgage. The, it expires immediately, and then the buyer is in you, you have to still explain this to the, the agent. They still to understand, yes, the buyer is now in, but they’re at risk of losing their deposit. But it might be an easier way to make them.
Robert Gleichenhaus:
Yeah. She, she made us write in that the buyer was knew, was signing off that their deposit was at risk.
Matthew Maschler:
Yeah. So, but she made you put in a mortgage contingency.
Robert Gleichenhaus:
She made us put in
Matthew Maschler:
Against her sellers
Rachel Gleichenhaus:
And then, and then made us write in and then
Robert Gleichenhaus:
Wave it, and
Rachel Gleichenhaus:
Then wave it <laugh>, and then made us write an addendum saying that there was no financing contingency. Brilliant. That’s pretty crazy. <laugh>.
Robert Gleichenhaus:
Brilliant. It was just so many,
Rachel Gleichenhaus:
I mean, that’s why I was like, and we were going in circles having this conversation. ’cause she, she was insisting first that if it was a cash offer with no financing, you know, that we show proof of funds. And I was like, but it’s not, I’m like,
Matthew Maschler:
Well, the proof of funds is the mortgage. Um,
Rachel Gleichenhaus:
Exactly. Is the mortgage approval. No, but she wanted, but she, but she wanted, but she wanted see
Robert Gleichenhaus:
Cash. She wanted see the, she wanted to see the cash, the full ca.
Rachel Gleichenhaus:
I’m like, but cash, there is no, you know, I’m like,
Matthew Maschler:
Yeah. So this, yeah,
Rachel Gleichenhaus:
This, I’m gonna, I’m already getting heated just talking about it. <laugh>, <laugh>.
Robert Gleichenhaus:
So she pun to me, I took the rest of it, ran down the field and ran down the field with it. Yeah. And got the deal under contract within a few hours. Mm-hmm.
Matthew Maschler:
<affirmative>. Yeah. I had breakfast this morning with a friend of mine who’s, uh, who’s, who’s significant other, uh, worked at one of the brokerage firms that give you no support and you just pay them $500 a transaction. Mm-hmm. <affirmative>. And it, it sounds like this is an agent that’s at one of those firms that just doesn’t have the education and experience and
Robert Gleichenhaus:
Analysis. She actually wasn’t, she wasn’t. And she, and she was a broker.
Rachel Gleichenhaus:
Yeah. She was a broker.
Robert Gleichenhaus:
She was a broker.
Rachel Gleichenhaus:
Associate. Broker associate. Yeah. Oh my goodness. That’s even, yeah. I mean, it unbelievable. <laugh>
Matthew Maschler:
<laugh>. Please don’t tell me it was a signature agent. It was
Robert Gleichenhaus:
Not. It
Matthew Maschler:
Was not. That’s good. That’s, that’s, that’s good. So, yeah. So, um, so yeah, you had a, you couldn’t deal with that.
Rachel Gleichenhaus:
No. I mean, ’cause this had been going on for days. That’s
Matthew Maschler:
What’s
Rachel Gleichenhaus:
Good about having a party. And, and then after then, then we were ha dispute that was actually, we finally settled that. And then it came the dispute over the, the escrow agent versus the closing agent. Oh, thank you, <laugh>. That was when, that was the straw that broke the panel’s
Robert Gleichenhaus:
Back. Yeah. They would not,
Rachel Gleichenhaus:
Because she would, she said, well, the title seller is choosing title. And I said, uh, that’s fine, but my buyer buyer’s putting escrow at signature. Right. And she said, well, you know, I, I, that’s when I said, that’s enough that if you don’t know the difference. I said, the, the seller, that’s page four. And now we’re talking about page one. Right. And I, I said, Rob, please, I’m trying to pack and to take my daughter away for, we had a softball tournament in Kissimmee this weekend, and I just, I couldn’t because there was, uh,
Matthew Maschler:
So, all right. I want to, it’s, it’s an audio podcast, so there’s no Yeah. Visuals. But I’m gonna, I’m gonna show you this. This is an email from me to Stacy. If you see it, it says, it’s dated Saturday in the top right? Yeah. Right. So Saturday, right. Three days ago mm-hmm. <affirmative>, what, what’s it say?
Rachel Gleichenhaus:
Stacy, should I answer this question? Answer this as a question on the podcast. The difference between an escrow agent and the title agent <laugh>. <laugh>.
Matthew Maschler:
It’s a perfect segue. That’s funny. You, it’s a perfect
Rachel Gleichenhaus:
Segue. That
Matthew Maschler:
Is so funny. And then I wanted to put it on into, we have an internal, uh, Wiki mm-hmm. <affirmative>, where, where I answer questions. And that way we have a knowledge base. So, um, so let’s, uh, so let’s break it down. Okay. Um, in, uh, most places in the world, in the country, the seller pays for ti the buyer pays the title insurance. And the reason for it is because the buyer is the more person that’s buying the house, and they’re the ones that need to be protected. The seller don’t give a shit. Mm-hmm. <affirmative>, Palm Beach County, we talked about it on the show before the seller pays, and that’s fine. But on the offer, there’s, uh, there’s a deposit, and the deposit is, can be held at a lawyer or a title company, but it doesn’t have to be the closing agent. So the buyer who writes the offer, puts down the name of the escrow agent, and then whoever decides to pay for the title, the buyer or the seller, based on the contract, they choose the title company. And the title agency is not listed in the contract. So it’s not even a, it’s not even a term of the contract. And then before the closing, the escrow agent delivers the money to the title agent. Just like the bank or the buyer delivers the money to the title agent, we have the closing. So there’s a huge difference between the escrow agent who’s holding the deposit and the title agent who’s, uh, doing the closing. And, uh, and that, and that’s what we’re talking about here. Yes. And this agent, uh, confused these two things. Yes.
Rachel Gleichenhaus:
Yeah.
Matthew Maschler:
Yes. It happens. It’s a common mistake for rookies. And, but I
Rachel Gleichenhaus:
Don’t, but she’s a broker associate,
Matthew Maschler:
But she’s a broker associate. And that’s the one in this conversation that she just
Rachel Gleichenhaus:
Doesn’t, I wonder if she would accept an offer that ma that Matthew likes to do an offer where the, we put the buyer as the person who pays and for title. Yeah.
Matthew Maschler:
As, as the buyer. Sometimes I want, which I
Rachel Gleichenhaus:
Wonder if she
Matthew Maschler:
Would agree that, or sometimes I want to pay, choose a title agent, and I I offer to pay for it, which is makes my offer more desirable. But she would bring one of those people. She
Rachel Gleichenhaus:
Would probably not like it.
Matthew Maschler:
No, this is Palm Beach County. The seller has to pay <laugh>.
Rachel Gleichenhaus:
Like she wants the control over that. Yeah. Well, I think also, you know, you know, it’s seller’s market and mm-hmm. You know, she was on the kind of a power trip of that. And I don’t know,
Robert Gleichenhaus:
It was just, it was just one of those situations that always seemed to come up where either one of us, if I’m having not jiving with somebody, I have her handle it. Yeah. She’s not jiving with somebody. And the same thing goes with, you know, with our customers. She has customers that like going out and looking at property with her and don’t want me there at all. Right. Right. And, and, and like, and likewise, I show a lot of property to people that she never even meets along the way. Then we go through an entire, you know, transaction that she never sees the property or the customer or any of it. Yeah.
Matthew Maschler:
And then when you talk about that sometimes in, in real estate teams and real estate partnerships, there’s always a, you know, the question of how do you split, uh, how do you split the fees? Especially if one person got the lead and one person did more work. But, but as, as a, as a married couple, that’s probably an easier solution.
Robert Gleichenhaus:
It’s, it’s pretty easy. Every, everything’s pretty much 50 50 right down the middle. Yeah. Yeah. Nobody has a, a, a big head. Nobody caress about how many transactions they’re doing in terms of, you know, for the entire year. We’re a team and Yeah. What’s hers is mine and what’s hers? Is hers,
Rachel Gleichenhaus:
Do you guys ever turn off the phones?
Robert Gleichenhaus:
She does.
Rachel Gleichenhaus:
I, I do. I mean, he, we had a seller that would text us at like six 30 in the morning with questions, and I just, yeah. I mean, I’m up, but I’m not answering. Yeah. I mean, there’s a line. I feel like you have to, I mean, you know, I’ll answer, but I’m not, he’ll answer. Right. Um,
Robert Gleichenhaus:
The, the background that I come from in the internet marketing mm-hmm. <affirmative>, and it’s four seven, it’s 24 7, because a lot of, a lot of my clients were overseas, so I was working at all hours of the day. So I’ve just been accustomed to it. Sure. So if someone sends me a text message at three o’clock in the morning and I’m awake, I answer. Yeah.
Rachel Gleichenhaus:
Mm-hmm. <affirmative>, we do have a rule, though. We don’t have phones at our dinner table when we’re with our kids. No. Phones are allowed. So that way we’re present and Right. You know, could have, you know, time to, you know, have conversation with our kids. We do this game called High Low. What’s your high of the day? What’s your low of the day? Oh, awesome. Um, we’ve been doing it since they were very little. Right. Um, actually took it from a movie, but <laugh> <laugh>. Um, and, uh, you know, like, uh, Thursday is our, uh, anniversary, so we’ll go to dinner and try not to talk about business and not to talk about, you know,
Matthew Maschler:
Real estate stuff. How many your anniversary?
Rachel Gleichenhaus:
15. 15. 15. Wow. That’s amazing. Thank you.
Matthew Maschler:
Congrat, where did you, what state were you in when you got married?
Robert Gleichenhaus:
We were here in Florida. We got married at the Delray Beach Marriott Uhhuh right there on a one A. And, uh, it’s no longer the Marriott. It’s now the Opal Grande. Opal Grand. Yeah. Um, but yeah, we walk by there all the time when we go down to the beach. It’s awesome. Yeah.
Matthew Maschler:
My daughter parks nearby there. She goes to the beach a
Robert Gleichenhaus:
Lot. That’s a, it’s, it’s the local secret. If you don’t mind paying the 20, 30 bucks for a valet, just drop the car off at the hotel and go to the beach. Yep. Mm-hmm.
Rachel Gleichenhaus:
<affirmative>.
Matthew Maschler:
Right, right, right. Oh, that’s awesome. So, congratulations on 15 years. And how, how long have you been, you, you said you got your li your real estate license five years after her. Uh, but how long have you, have you been doing it now?
Robert Gleichenhaus:
I think I’m on my sixth year, I believe. And Rachel’s on her 11th maybe.
Rachel Gleichenhaus:
Uh, ninth.
Robert Gleichenhaus:
Ninth. Alright. Ninth and fifth.
Rachel Gleichenhaus:
Ninth. Yeah. Alright. Anything that you guys like to do, um, real estate related that’s in a niche or different?
Robert Gleichenhaus:
We have gotten very successful at marketing the completely updated new, new construction projects that our investors are doing. So we love to find the, the project and see it through. We do marketing for, for example, uh, one of our, one of our investor clients builds a lot, uh, in Chapel Hill in Boynton Beach, non h o a old Florida style neighborhood. What
Rachel Gleichenhaus:
Did they, um, take down a house that was already there? They
Robert Gleichenhaus:
Either, they, they bought two of the last remaining lots in there. The first house that they built, we sold for 1 1 3. The second one was a bit smaller. We sold for 700. The last one we just sold was eight 90.
Rachel Gleichenhaus:
They’ll flip like, uh, you know, take ’em down to the strategy
Robert Gleichenhaus:
To open ’em up, put in a beautiful pool. So we like, I really like those projects because it allows us to really market Yeah. The home from ugly through transformation to beautiful.
Rachel Gleichenhaus:
Awesome. Yeah. And that’s, no, h o a Yeah. No. H o a. Yeah. No. Hoa. You have to tell me where that is. Yes. It’s a great neighborhood. I only like, I mean, they’re hard to find. I, I know in other states, people are like, what? H o a what? But here it’s incredibly hard to find places where there is no h o a. So there’s a, there’s a few, um, hidden gems in, um, east Boyton that are great. Yeah.
Robert Gleichenhaus:
The proximity, it’s the proximity to downtown Delray that really brings these home values. Because you go a half a mile a mile south on Swinton, and those homes are 2 million plus. Right. Um, so you just, it’s a, it’s a, it’s a short golf cart ride, which many of the residents who live in the neighborhood have golf carts.
Rachel Gleichenhaus:
Is it nearly God? Yes.
Robert Gleichenhaus:
It’s, it’s, it’s
Rachel Gleichenhaus:
Majority. The fact there is super, like, it’s like a super, it’s a secret. Yeah. But I do know, because I, my, my son went to school at Don Estrogen. The kids are from everywhere. Yeah. So, um, he asked me, can you drive me? And as we’re driving up an area, I’m like, you have a friend that lives over here. Are you sure? Are we in the right spot? And then all of a sudden I’m like, wow, look at these houses. These are, the homes are,
Robert Gleichenhaus:
They’re absolutely beautiful
Rachel Gleichenhaus:
Right there. Right. Gorgeous. Yeah. So I know what you mean. Very cool. Yeah. And, uh, you know, from our marketing backgrounds, I think that, um, one of the things that we really like is, um, you know, obviously now it’s a seller’s market, but prior to that, we, you know, when we would get a listing, we really would look at it as, you know, um, you know, who’s our target audience? Right. Who’s our target buyer, and market it that way and, and kind of look at it from that point of view. And we’ve gotten pretty good at, you know, using social media, which is obviously, you know, you can use freely. Um, and not really have to put too much marketing dollars in. I have a more traditional marketing background, like print advertise. Right. You know, um, radio and television mm-hmm. <affirmative>. Um, so obviously we don’t really use that much in with real estate, but, um, you know, I look at, you know, how many times a person views, you know Right.
Something to get in their brain. So we look at each mark, each property, how we’re gonna market it to, you know, the target audience and how we’re gonna reach that target audience, which, you know, you know, um, you know, avenues are best to reach them. And, you know, if it’s a, you know, Valencia 55 and older, you know, we might target the Northeast versus Right. You know, down here if it’s a, you know, gonna be a first time home buyer, you know, et cetera. Right. So, I think that, you know, that has helped us a lot on the sales side and on the buy side, like Rob said earlier, we, um, you know, we kind of have two different kinds of personalities, you know, um, so, you know, if the customer doesn’t necessarily jive with me, they might jive with Rob. Do you, do you have anyone working for you?
Robert Gleichenhaus:
We just have, uh, some other signature agents that can handle showings for us. Right. If, if we’re outta town or, you know, with both of our kids playing sports, it’s very a, we have very active weekends, always scheduling showings in between games. A lot of times. Uh, I show up to showings in a, you know, in stuff that I’ve been wearing all day at a, at a baseball field. Uh, I’ve written contracts while I’ve been coaching third base on the field with some of the tools that, that we have at our, at our disposal. It makes it very easy to do those things.
Matthew Maschler:
Awesome. It’s amazing. I’m always appreciative of, of these tools that, you know, people say that like, you know, you know, you’re at the game, but you’re on your phone. It’s like, yeah, if it wasn’t for this, it couldn’t be at the game. Right. It’s not like Exactly. It’s not like I would’ve been at the game and not working. Exactly. It would’ve been working and not a game a generation ago. So, uh, I always appreciate those tools and, and the tools we have with Signature to, to, to, to draft offers and make addendums and changes on our phone. Just, it’s just, you know, every, you know, you take it for granted.
Robert Gleichenhaus:
It’s so easy. It’s just so easy.
Matthew Maschler:
So easy. Yeah.
Rachel Gleichenhaus:
So when you guys are not doing real estate, what are you doing? Or, or if you’re not at a baseball game, or,
Robert Gleichenhaus:
Um,
Rachel Gleichenhaus:
We’re at a softball game.
Robert Gleichenhaus:
We’re at a softball game. Uh, both of, both of our kids play competitive travel baseball and softball. So every weekend there’s games or a tournament, whether it’s local or up in, or up in the Orlando area. Um, there’s, that’s pretty much where we are until, uh, until the summer when she leaves me. And I, I do it all on my own. <laugh>, where
Rachel Gleichenhaus:
Do you go? I go up to, uh, Catskills. I work at a sleepaway camp with the kids for seven weeks. Oh, awesome. Yeah. Which camp? Camp Lakota. Very cool. Yes. It’s, uh, it’s, it’s my seven weeks of, uh, just roughing able to be a kid again. It’s awesome.
Matthew Maschler:
And, and what do you do at the camp?
Rachel Gleichenhaus:
Um, I am, uh, in the activities department, Uhhuh <affirmative>. So I started out as a dance instructor, but my, uh, my old lady Bowens can handle that
Robert Gleichenhaus:
Anymore. So
Matthew Maschler:
<laugh> and it’s in the Catskills? Not the Poconos?
Rachel Gleichenhaus:
No, in the Catskills. Uhhuh,
Robert Gleichenhaus:
Yeah. Up in, uh, the camp’s. Up in Monticello.
Rachel Gleichenhaus:
Monticello, yeah. In Monticello. It’s beautiful. Awesome. Yeah, it’s fun.
Robert Gleichenhaus:
She gets seven weeks. I get 10 days. So I, I usually go up for, uh, about 10 days for the middle of the summer. Yeah. For visiting day. And I stay at the camp. I take some kids to other camps to play, uh, baseball games, um, in, in some inner camp games. So
Rachel Gleichenhaus:
How long have you been doing that? Uh, this will be our fourth summer. Should have been fifth with, but Covid the summer off with Covid. But did
Matthew Maschler:
You work at a camp at the camp before the kids, or you started when the kids started?
Rachel Gleichenhaus:
No, I started when the kids Uhhuh <affirmative>. So, um, it was actually, once Rob got his real estate license that I was actually able to do this. ’cause before that, there was no way with my business that I would be able to take the seven weeks. Right. But now that we’re a team, I could do that. And when I’m up there, I’m still working and helping Rob. Um, she’s
Robert Gleichenhaus:
Kind of like my back office up there. Yeah. Where she does a lot of the, you know, the
Rachel Gleichenhaus:
Paperwork, the
Matthew Maschler:
Paperwork, you know, a lot of the parents use it seven weeks to not be around the kids.
Rachel Gleichenhaus:
I know <laugh>, I’ve,
Robert Gleichenhaus:
I’ve been trying to, I’ve been trying to get that through to her, but she really enjoys going to
Rachel Gleichenhaus:
Camp <laugh>. I do enjoy it. It’s also, you know, we do save about like $20,000. That’s by me working, you know,
Matthew Maschler:
That is, that is worth it. That is worth it. Yeah.
Rachel Gleichenhaus:
So, you know, but, um,
Robert Gleichenhaus:
It’s a, it’s a great experience for the kids and for Rachel too, because you could see as camp, as camp starts getting closer, she, you know, yeah. It’s for, it’s, it’s a mental health check for
Rachel Gleichenhaus:
Seven weeks. And I’m, I’m also very, you know, I, I was originally a dance major, so I’m more a very creative side. I get to, you know, I did well. I plan all the nighttime activities and I, I, I, it’s my happy place. I love it. <laugh> i’s very cool. Yes.
Matthew Maschler:
Have you ever done the Signature Talent Show?
Rachel Gleichenhaus:
No, I haven’t. <laugh>
Robert Gleichenhaus:
I tried it
Rachel Gleichenhaus:
The first. Ben’s been trying to get me to do it
Robert Gleichenhaus:
The first year. I, we almost had her committed to do it. But
Matthew Maschler:
Yeah, I try to recruit agents that I think could actually perform in the, in the talent show. That way my team has representation. And
Rachel Gleichenhaus:
Matthew’s like, oh, hi, you’re interested in real estate. Do you have any special skills?
Robert Gleichenhaus:
Is is that, why is that why Prestons with you got Preston?
Matthew Maschler:
Yeah. Uh, Danny, um, Danny
Robert Gleichenhaus:
Comedian
Matthew Maschler:
Did the comedian’s good, but a comedian can never, um, beat a, a, a, a singer who’s really gonna belt something out. Mm-hmm. <affirmative>, like, they’ll, they’ll never beat a, a singer. So if anyone has any special skills or talents that they wanna bring to the talent show, and they’d like to get their real estate license on the side On the side, please, please reach out to me. We will get you licensed, get you into the, uh, into the talent show. Um,
Robert Gleichenhaus:
In the travel world, we call that buying championships. Buying championships. Buying championships. Yeah.
Matthew Maschler:
I just figured this is a ringer. I just need a ringer. We’ll, I’ll help with the real estate. You can help with the talent. That’s my, uh,
Rachel Gleichenhaus:
That’s your pitch.
Matthew Maschler:
That’s my plan. Yeah. All right.
Robert Gleichenhaus:
That’s a good pitch. It’s a good
Matthew Maschler:
Plan. So, and, um, and I just want to enter, and I’m not talking about taking first, you know, Danny, rest <laugh>,
Rachel Gleichenhaus:
You just want, just
Robert Gleichenhaus:
Want representation.
Matthew Maschler:
I just need representation at this point. Um, <laugh>, I don’t, I, you know, I, sometimes I think with, even with this show, I was like, can I do a live performance of the Real Estate Finder podcast at the Talent Show?
Robert Gleichenhaus:
That
Rachel Gleichenhaus:
Would be fun.
Matthew Maschler:
Yeah. We will bring it. That
Robert Gleichenhaus:
Would be, that would, that would be really cool. Would bring a
Matthew Maschler:
Travel kit.
Rachel Gleichenhaus:
Yeah. There you go.
Matthew Maschler:
All right. So maybe, maybe that’s the idea. Sorry. So forget about it. If you <laugh>, don’t
Robert Gleichenhaus:
<laugh>,
Rachel Gleichenhaus:
We don’t need you, nevermind.
Matthew Maschler:
But if you, if you have a talent and wanna be a real estate agent, then, then, then still call me. There you
Robert Gleichenhaus:
Go. So,
Matthew Maschler:
So, uh, okay. So, um, did, did you go to camp growing up?
Rachel Gleichenhaus:
Yes, I
Matthew Maschler:
Did. The same Camp Laconte?
Rachel Gleichenhaus:
No, my camp actually closed down in oh nine, but it was like five, 10 minutes away. Gotcha. We used to play this camp, so a lot of the same camp, my, the camps kind of combined. Got it. Though. I didn’t know this when I signed up. Uh, that’s interesting. Yeah. But mutual friends go there and kind of was put in touch with the, I
Robert Gleichenhaus:
Actually showed a listing to the director of the Camp Uhhuh. He was, he was living in the house that I was showing. It was a rental listing, maybe like five years, five, six years ago. And I see all the Camp Lakota stuff in the house. Yeah. And he happened to be there, and I asked him, I said, oh, do your kids go to Camp Lakota? He’s just like, no, I run Camp Lakota <laugh>. I said, my, we would be, you know, we have a lot of mutual friends. My wife would be interested in possibly coming to work there and having our kids go to camp. Oh, wow. And, uh, the next day I gave him my number. I cleared it with the other agent. I said, wasn’t trying to, to poach, to poach a client, but, um, he called the next day. We went out to breakfast, I think the next week with him. And
Rachel Gleichenhaus:
I was signed
Robert Gleichenhaus:
Up, and that was it. There we go.
Matthew Maschler:
The owners of, um, Equinox, blue Ridge. My daughter went to Blue Ridge. Uh, so they’re in the Poconos. So the owners of, uh, <inaudible> Blue Ridge, they’re in one of the country clubs in Delray.
Rachel Gleichenhaus:
A lot of, uh, the camp owners lived down here. Yeah. Yeah. The I H C used to live down here. Uhhuh <affirmative>,
Robert Gleichenhaus:
They were our next to
Rachel Gleichenhaus:
Next door neighbor. They used our neighbor. Yeah. Oh, yeah. And I think La Honda too lives down here. Mm-hmm. <affirmative>. So I’m Lakota.
Matthew Maschler:
Lakota. Oh, you’re right. But
Rachel Gleichenhaus:
La Honda’s also up
Matthew Maschler:
There? I, I think. I think so. I think so. I think you’re right about that. Mm-hmm. <affirmative>. So, yeah. So, um, so I, I, I went to the New Jersey y camps when I was a kid.
Robert Gleichenhaus:
I went to baseball camp. Baseball camp as a kid, I never, I never really went to a sleepaway camp unless it was strictly baseball or all sports.
Matthew Maschler:
Gotcha. Gotcha. Have you seen the, um, it used to be called Bucky Dent. I don’t know what it’s called now in Delray. Mm-hmm. <affirmative>.
Robert Gleichenhaus:
We play there. We don’t play, our kids aren’t big enough to play on Little Fenway. That’s a reg, you know, that’s a 90 foot base field. Um, we play in the, the back fields at Miller Park over
Matthew Maschler:
There. So before Covid it, um, they, they run it as a, it’s a, it’s a, like a, what do you call a school that has dorms? So it’s a, like a boarding school. Mm-hmm. <affirmative>. Yep. Um, and they, they would, the students would go to one of the local schools, but really they were there to play baseball. But because of Covid and Zoom and Virtual, it’s still a boarding school. But instead of, uh, being enrolled in a local school, uh, I was talking to the people up there. They have the, they have about seven students from Mexico. They’re zooming to their homeschool in Mexico. Ah. But they’re boarding in Delray and playing baseball. Yeah. And, uh, it’s interesting, the way technology can change things can change that, right? Mm-hmm. <affirmative>, it’s the same concept, but they’re, they’re staying in their, in their homeschool and zooming in. So if you have any, uh, anybody listening out, there is a, uh, is a, you know, a baseball dad or a baseball mom, and, and they wanna bring their kids to, uh, to Florida. So they could play baseball all year. Uh, you could reach out to the Glycan house, <laugh>, all kinds of advice on, on, on where to live and where to stay and, and how
Robert Gleichenhaus:
To play baseball. I don’t, don’t sell you a house. Yeah.
Rachel Gleichenhaus:
<laugh>. Do you specialize in Boyn or,
Robert Gleichenhaus:
Um, we, we’d like to do as much business as we can in and around the Canyon communities. Canyons, four GL communities that were built before the Bridges, Uhhuh, <affirmative>. Um, that’s where we, that’s where we live. That’s where we farm. Yeah. That’s where we, you know, do a lot of our, a lot of our business. But for the most part, Boca to Lake Worth is, is, is our full specialty. Um, I’ve sold as far north as Port St. Lucie and mm-hmm. <affirmative> as far south into, into date. So, you know, I’m, I won’t pass up a client if they’re a good family friend, or if the check is big enough at the end, <laugh> Sure. I’ll take a drive.
Matthew Maschler:
Sure. Um, do you look in the Orlando area when you’re up, uh, when you’re up, uh, for those tournaments? Do
Robert Gleichenhaus:
We’re, I don’t necessarily say we’re looking, but we can’t drive past the community without pulling it up on Yeah. <laugh>. I always like to see what,
Rachel Gleichenhaus:
I’ve always, it’s terrible. I’m tired. That’s terrible. I’m, it’s like, oh, look at that house. I wonder how much that is. <laugh>. I did the same thing. I mean, that’s how I ended up in real estate to begin with, because I was always on, uh, a certain website. Right. I’m not gonna even say their name. <laugh>. Um, and he was like, you seem to really like real estate. Why don’t you get your license? Because my young, our youngest, uh, our son was entering preschool. And, uh, said, okay, you know? Yeah. And yeah, the rest is history, as they say. Yeah. Yeah.
Matthew Maschler:
Yeah. I, I like looking at, at the projects as well, real estate projects. So when I’m, when I’m in Orlando, I like to look at some of those, um, houses that go become the vacation rentals. Mm-hmm.
Rachel Gleichenhaus:
<affirmative> over.
Robert Gleichenhaus:
Oh, yeah. We stayed. We stayed, we were up there for New Year’s, and we stayed at Margaritaville, Uhhuh <affirmative>. And they had great project. I mean, the prices were, were really high. The numbers didn’t quite work for what some of our people would be looking for, or even us for that matter. Um,
Matthew Maschler:
Did you look at the Embassy Suites across the street?
Robert Gleichenhaus:
No. We were, we were just there for a few days and just were, I went in, I walked into the real estate office there at the Margaritaville, got some information, but it was more just curiosity than, than anything else.
Matthew Maschler:
Yeah. So, um, yeah, no, there’s great investment opportunities up there. I have some friends that have, uh, properties at Margaritaville, and it’s, it’s fascinating. It’s beautiful. It’s really, really nice. Uh, really nice place. Mm-hmm. <affirmative>, that’s where I go when I have people that are really just looking to invest. Right. Like passive, hands off. Hands off. Passive investments. Yeah. Um, you know, you know, I have my relationship ships up there, um, to send them, and then they can buy a unit and vacation area. They, they run it. They, they make it like a, it’s almost like owning a, a couple of hotel rooms. Mm-hmm. Um, but it’s a fascinating part of the world. So, but if you had to choose to expand, would you go to Orlando or Monticello?
Robert Gleichenhaus:
Ooh, I don’t
Matthew Maschler:
Sell sell in Monticello in the summer. Oh.
Rachel Gleichenhaus:
I don’t know.
Robert Gleichenhaus:
I just wanna buy something in Monticello for the summer. <laugh> just a, just a little one bedroom studio. Mm-hmm.
Rachel Gleichenhaus:
<affirmative>. I don’t know about Monticello. Monticello. Somewhere in
Matthew Maschler:
That area. In that area. In that area.
Robert Gleichenhaus:
Something right on Masten Lake. Yeah.
Rachel Gleichenhaus:
Masten Lake would be nice. Which is like right where the camp is. Monticello’s very, uh, gotten very, uh, very Orthodox.
Matthew Maschler:
Yeah. Yeah. That’s,
Rachel Gleichenhaus:
It’s like, you know,
Matthew Maschler:
And they have the casino.
Rachel Gleichenhaus:
They do resorts, world
Matthew Maschler:
Resorts worlds. Mm-hmm.
Robert Gleichenhaus:
<affirmative>. We, we freak, we, we always end up there at least one night while I’m in town. Oh, yeah. <laugh> on her night off. Yep.
Matthew Maschler:
Yes. I always drive by it when I was visiting the kids at camp. And I, I just never, never got to stop there.
Robert Gleichenhaus:
It’s the old Concord, I believe.
Matthew Maschler:
I don’t think it’s the Concord.
Rachel Gleichenhaus:
It’s on where the Concord we stay. It’s on
Robert Gleichenhaus:
The same,
Rachel Gleichenhaus:
It’s on the same grounds as what used to be the Concord. Really? Yeah.
Matthew Maschler:
Mm-hmm. <affirmative>, that was, Concord was in Isha.
Robert Gleichenhaus:
I don’t remember the city that it, that it was in.
Matthew Maschler:
Oh, yeah. We used to go, when I was in high school, the BNE breath youth groups used to go up to the Concord. We used to just ravage the place. <laugh>,
Robert Gleichenhaus:
The Concord and the Nely.
Rachel Gleichenhaus:
And, well, the Neli actually is still there were, they were planning to do something for the Nely. The Nely. I actually, I went to a spa day to a resort that was like right next to the, where that old Nely was while I was up there.
Robert Gleichenhaus:
That’s what she does in Ellenville. Seven weeks. Oh. My day off spa days. Oh,
Rachel Gleichenhaus:
My day off.
Matthew Maschler:
Day off from your vacation. <laugh>
Robert Gleichenhaus:
And I work six days a week’s. It’s not, I mean, let’s, it’s, let’s get it out there. I work,
Rachel Gleichenhaus:
She work
Robert Gleichenhaus:
Probably
Rachel Gleichenhaus:
Works. I walk seven miles a day while I’m at camp. Wow.
Robert Gleichenhaus:
Harder at camp. Yeah. For those seven weeks than she does the entire year. I do. Because it’s, it’s more physical. Physical. It’s physical. It’s more physical. Yeah.
Matthew Maschler:
So if anybody really wants to watch a good, um, movie documentary about the, this area of the world, we’re, we’re, we’re naming some of these old, uh, New York Catskill Hotels. There’s a Welcome to Kutcher’s is on Netflix.
Robert Gleichenhaus:
I, I went to Kutcher’s Sports Academy for one summer mm-hmm. <affirmative>.
Matthew Maschler:
Yeah. So it’s a great, um, it’s a great little, uh, documentary about, about the, the hotels up in, up in the Catskills. They were really built in the forties and fifties. And
Rachel Gleichenhaus:
My dad used to work at them. Work at them.
Matthew Maschler:
Mm-hmm.
Rachel Gleichenhaus:
<affirmative> Absolutely. As a waiter.
Matthew Maschler:
My dad weighed tables in the Catskills when he was a teenager in his
Rachel Gleichenhaus:
Twenties. I think I all did <laugh>. All the dads did.
Matthew Maschler:
It was really air travel that killed the cats.
Rachel Gleichenhaus:
Yeah. That’s exactly what killed the, has come
Matthew Maschler:
To Florida.
Robert Gleichenhaus:
Cuba in the same amount of time that it took you to drive up there. Yeah. You could get down to Florida. Mm-hmm. <affirmative>.
Matthew Maschler:
Yep. So, uh, so that’s, that’s great. What else do, what else do we have? Um,
Rachel Gleichenhaus:
So you guys have stuff going on. Do you have to like, rush outta here and show?
Robert Gleichenhaus:
Actually, after, uh, after I was publicly called out on one of the last podcasts, um, I, there was no way I was missing this. So I cleared the entire day. <laugh>.
Rachel Gleichenhaus:
Yes. <laugh>. You got us all day.
Matthew Maschler:
No, you, you know, it’s in the real estate business, you have to understand that people’s people have to have flexible schedules because things pop up. You know, I try to, I tell my, I tell people I’m a more of a fireman than a bus driver. Right. A bus driver has a set route. They know exactly what they’re doing and where they’ll be all they and me, you know, I, I have a real rough calendar and, uh, try to follow it and then fit everything else, fit everything else in.
Rachel Gleichenhaus:
That’s a great analogy. A fireman rather than a bus driver. I like that.
Robert Gleichenhaus:
Sometimes the, the bell rings and you gotta go. Yeah.
Rachel Gleichenhaus:
Sometimes you gotta bell. Especially in this market, if you’re representing a buyer, if it’s like something comes on the market, you gotta get there. Yeah. Yeah. You gotta show it. Yeah. There’s been a couple of times I’ve texted agents and asked them if their property was still available and nobody replied. And I’m thinking right away when someone texts me, I’m, I’m on top of it. Yeah. A couple days go by and then they answer Lockbox code is whatever. I’m like,
Robert Gleichenhaus:
<laugh>,
Rachel Gleichenhaus:
Hello.
Matthew Maschler:
Can do a lockbox. Just put it in the, in the, in the multiple listing.
Rachel Gleichenhaus:
Well put it on. Super. Yeah. And I don’t understand why they don’t use showing time. It should
Robert Gleichenhaus:
Be, it needs to be required.
Matthew Maschler:
You can’t require people to do
Robert Gleichenhaus:
It. It has to be required,
Rachel Gleichenhaus:
But it’s just, I mean, it’s a, it’s part of the m l s it’s part of your fee. I just as if it’s, especially if it’s vacant,
Matthew Maschler:
There’s tools to make things
Rachel Gleichenhaus:
So easy. It makes like so much, it keeps track of who’s showing it at what time. Super tells you. The super is in electronic. It super tells you who’s in. I mean, these, it’s just so simple. So
Matthew Maschler:
The super is an electronic lockbox. And in the old, in the, when it first came out, you had to use like a Bluetooth adapter to get ’em open. Now you just use an iPhone app. And as the listing agent, what’s great about it, we, we talked about for empty vacant houses as the listing agent, what’s great about, it’s, you can find out exactly who accessed it and when, um, versus giving out a lockbox code. You, you know, and, and then people, you could leave a light on, you could leave doors unlocked, and there’s no record of who was there and when. So, uh, so are
Robert Gleichenhaus:
There Exactly. That’s, we, that’s exactly why we use it to know who’s coming and going,
Rachel Gleichenhaus:
And then showing time to set up showings Right. Will just, you can block off the time mm-hmm. And set it up and give out the showing instructions. And it’s all done online that you don’t have people having and give feedback. Right. And you don’t have people texting you or calling you. And it just, it’s very
Matthew Maschler:
Seamless. You know, that is one of the reasons I actually got my real estate license
Robert Gleichenhaus:
Because of showing time <laugh>,
Matthew Maschler:
The, the scheduling, the scheduling of houses that I wanted to see. First I had to figure out when it was good in my schedule, but then if I called my realtor, now there’s a time that has to fit in his schedule that he calls the listing agent, and then has to find a time that fits their schedule. And I’m like, well, and if, and if the time, if the time worked for me and for the listing agent and didn’t work for my realtor, then I was screwed. So I figured take one level of out, let me, this way I could at least make the appointments to see the houses that I want see mm-hmm. <affirmative>. And, and there were other reasons why I wanted to get my real estate license. I was, I was always into real estate and I wanted to get my license, but, but one of the driving forces, what that made me make the appointment and go to the class was I needed to make the appointments because I couldn’t have this go-between that I was subject to his calendar. And let’s face it, if the realtor’s busy and they have a lot of showings, very forgivable. But if you just know that they’re playing golf or getting their hair done, like, come on, I, I gotta see this house. Mm-hmm. <affirmative>. Yeah. So, uh, so that was, that was literally one of the reasons availability.
Rachel Gleichenhaus:
Yep. And like you said, some realtors, you text for, you know, showing instructions and they won’t get back to you for two days. It’s crazy.
Matthew Maschler:
And they put in the m l s how do, how do you know there’s instructions.
Robert Gleichenhaus:
Text listing agent,
Matthew Maschler:
Text listing agent. So if you’re gonna put text listing agent, respond to your texts.
Rachel Gleichenhaus:
Exactly.
Matthew Maschler:
If you’re gonna put, if you’re gonna give the combo lockbox, you don’t have to respond to your texts. Mm-hmm. <affirmative> mm-hmm. <affirmative>. So we’re, we’re doing exactly what you asked us to do. So, um, but that’s the
Rachel Gleichenhaus:
Combo. Lockbox bothers me because it’s a nail breaker.
Robert Gleichenhaus:
<laugh>, <laugh>,
Rachel Gleichenhaus:
I’m showing I have no nails on at the moment. Nail breaker. Exactly. It’s very funny. Mm-hmm. <affirmative>. But yeah, there’s been many times where I’m like, God can’t get my fingers in there. So
Matthew Maschler:
If you, if you know you’re going to a, showing whether it’s a combo lockbox, just call Preston. Have him come. He’ll,
Robert Gleichenhaus:
He’ll meet you there though. Open.
Rachel Gleichenhaus:
Well, sometimes I ask the person I’m with, can you, can you push this? No, you can’t do that. It’s one little button that I can’t get
Robert Gleichenhaus:
It. Preston actually was in my Fre one class, Uhhuh with Dale Uhhuh when I, when I got my license five, six years ago, whatever it
Rachel Gleichenhaus:
Was. Yeah, that’s right. And you found out then he played the piano?
Robert Gleichenhaus:
No, I think I found out he played the piano at the first signature gives back talent show. I didn’t know how talented he was until then.
Rachel Gleichenhaus:
Yeah. He is very talented.
Matthew Maschler:
So
Rachel Gleichenhaus:
Shout out Preston.
Matthew Maschler:
Yeah. We’ll have to have him. We’ll have to have him make a little clip Yeah. That we could play on, on an episode. So he’s, he’s classically trained, so it’s not, not pop music or rock and roll. So, um, so you met him in, you met him in Frick one?
Robert Gleichenhaus:
I did. Yeah. We were, you know, we were acquaintances. We were, I wouldn’t say we were friendly, but we were in the same room for three days a week for six weeks. So
Matthew Maschler:
Dale’s actually starting another Fre one
Robert Gleichenhaus:
Course. I, I heard Ben this mor the Monday, uh, mention it on his meeting. Yeah.
Matthew Maschler:
It’s the first, uh, first in person. In person. Wow. Since, uh, since the shutdown, we’ve been doing a lot on Zoom and we’ve been doing a lot of schools with, uh, gold Coast. But, uh, Dale Doyle’s been, he probably taught half the, uh, real estate agents in Florida.
Rachel Gleichenhaus:
<laugh>
Robert Gleichenhaus:
Probably. He’s a great teacher. He really is.
Matthew Maschler:
Yeah. I gotta get him on the show. Yeah.
Rachel Gleichenhaus:
Dale taught my mom. Oh yeah. Yeah. Really? Mm-hmm. <affirmative>. Yep. Back in the day in the eighties,
Matthew Maschler:
Stacey’s mom was a Boca West realtor for years. Oh.
Robert Gleichenhaus:
I have a, a client that’s exploring Boca West now. Uhhuh.
Matthew Maschler:
Well, we used to have all the floor ponds for all the models.
Rachel Gleichenhaus:
<laugh>, then I sold them. You sold them all? I gave him to that guy. Yeah. Shred
Matthew Maschler:
’em.
Rachel Gleichenhaus:
No, I gave him to someone who came and picked them up. And then I went to show in the Oaks, I think it was Uhhuh. And that agent I was showing was the, you know, the, the buyer’s agent. They walked up. I’m like, oh my God, you’re the guy that got all the Boco West, you know, floor plans. And he’s like, oh my God, my wife hates that. <laugh>. Tons and tons of See, we dig,
Robert Gleichenhaus:
We
Rachel Gleichenhaus:
Digitized. You gotta, we
Robert Gleichenhaus:
Digitized. We digitized. We have,
Rachel Gleichenhaus:
I scanned. You have? Yeah. Well I had all the, like the canyon ones. Mm-hmm. <affirmative>, and I scanned them all and made ’em p f so that way I had ’em, I
Matthew Maschler:
Named them and filed, named
Robert Gleichenhaus:
Them and filed them whenever we need one, we
Rachel Gleichenhaus:
Just go into the, they’re, they’re now on a, you know, um, a cloud file that we can access anytime.
Matthew Maschler:
I, I didn’t even think that all those book of West, it would be worth it to, to digitize an alphabet tower.
Rachel Gleichenhaus:
There’s probably so many. Well, I think it was like 35 villages or whatever. Wow. Was everything. Yeah. From day one. That’s a lot. Mm-hmm. <affirmative>. Yeah. So what are you guys gonna do in the future? Are you gonna do this forever?
Robert Gleichenhaus:
I think that at, in some facet, I will be doing this forever. I don’t, I’m not the type of person that stops working. I can slow it down whenever I, you know, when I want to. But, um, I’m the type of person that is always gonna need to be doing something. Yeah. Um, whether it, we can get to the point where all we’re doing is investing in real estate and we have people who are working, uh, adding to our team. Right. Um, that’s one option. But we’re just, you know, we’re, we’re just going day by day, year by year. We haven’t really kinda,
Rachel Gleichenhaus:
You can’t sit still <laugh>. No.
Robert Gleichenhaus:
This is the longest I’ve sat still
Rachel Gleichenhaus:
In a long time. So everybody knows now that seller’s market and down here in Florida, it’s super busy. And we were saying, it’s not that we’re busy, it’s more at work because it’s harder to get our offers accepted. Right? Yes. So,
Matthew Maschler:
So they think we’re making people, everybody thinks realtors are making money in this market. We’re not. We’re working know if you’re working, submitting 10, 10 offers, you’re working 10 times as hard for the same money and maybe no money if you don’t get anything accepted. Yeah. I mean,
Robert Gleichenhaus:
Starting to also see, uh, commissions are being lowered. Oh, yeah. Uh, every day you start, you, you know, I saw one a couple of weeks ago that was paying out 1.9. Like they didn’t even go to two. They went below 1.9%.
Matthew Maschler:
Why 1.9 where they were a reverse auction trying to
Robert Gleichenhaus:
Get it down. I have no idea what, where they, how they came up. But it was a, it was a flat fee. Uhhuh type of,
Rachel Gleichenhaus:
I, I stay away from flat fee when I see it. I don’t wanna show it.
Robert Gleichenhaus:
They’re difficult to show, but when, you know, when a buyer comes to you and says that that’s the house they wanna see, and I explain to them that it may be a bumpy transaction. That’s what I mean. They still wanna go see the house. You have to show it.
Matthew Maschler:
So, I mean, look, ideally in that initial conversation with, with, with your customer, you talk about situations where you have an off market property or a bank owned property, or, or a property where somebody put in a dollar in the multiple listing services. So the offer of compensation’s not sufficient. So you have a conversation with a, with, with, with a customer in advance to talk about what to do in that situation. And, and generally you can, you can make it, you can
Robert Gleichenhaus:
Make it work. You can make it work.
Matthew Maschler:
Alright. So high low, your favorite thing about the real estate industry and your least favorite thing about the real estate industry.
Robert Gleichenhaus:
My favorite thing about the real estate agency, or being a real estate agent, I would have to say is the flexibility. Mm-hmm. <affirmative> and the ability to make as much money or as little money as I possibly can. I’ve always owed my own businesses. I think I’ve only been employed once or twice in my adult life. Um, so I like having that flexibility of my own hours, which are all the time. But I just, that’s just my favorite part of the industry. And my low of being a real estate agent is probably the hours other <laugh>, other, other realtors in incompetent realtors. Yes.
Rachel Gleichenhaus:
Um, yeah, my high is also like being able to, you know, be the master of, you know, my, you know, future and, and what I do. Um, you know, make my own hours. How, how hard I work, you know, um, how much I work, um, the hours I work, uh, being able to be there for my children. That’s why I started it in the first place. And also because I love real estate. I love looking at homes. I love showing homes. I love, you know, pointing out to buyers, you know, with the potential of what could be in a home or, you know. Um, and I also love providing, um, first time home, you know, with their first home. Rob and I had a terrible experience buying our first home. You did? Really. Which is also, you know, it’s that kind of, you know, that lesson that we had is kind of you, the exact opposite that I do in dealing with, um, our customers. Um, the low is definitely, you know, dealing with the lows of the industry, you know, um, you know, when deals fall apart or, um, you know, dealing with, you know, uh, crazy buyers and crazy sellers. Um, my first deal ever. My first listing the buyer, it was the buyer was walking through, you know, like the final walkthrough. And the buyer refused to close because the sellers left behind. Personal dirt, <laugh>,
Robert Gleichenhaus:
<laugh>,
Rachel Gleichenhaus:
Personal Dirt, personal Dirt,
Matthew Maschler:
Dirt, literal dirt. I
Rachel Gleichenhaus:
Don’t know what personal dirt is.
Robert Gleichenhaus:
It was basically like the little dust bunnies in the, in, in the corner of the room.
Rachel Gleichenhaus:
Yeah. I, I, I mean, you know, like crazy stuff like that. Yeah. So, you know, I mean, but then again, they, you know, those crazy story, they, you know, make for crazy stories and Right. And funny stories later after the fact, after later, much later, later after the fact. Um, you know, you have to be able to laugh. Um, but I do love it.
Robert Gleichenhaus:
And she shows a house and
Rachel Gleichenhaus:
I get to work with my best friend, so, oh,
Matthew Maschler:
Well that, that,
Rachel Gleichenhaus:
That’s a high,
Matthew Maschler:
Definitely a plus.
Robert Gleichenhaus:
Definitely a plus on my side, too. Yeah.
Matthew Maschler:
It’d be a plus for me if I got to work with Robert every day. <laugh>,
Robert Gleichenhaus:
<laugh>,
Rachel Gleichenhaus:
What’s your
Robert Gleichenhaus:
High low? Be careful what you wish for.
Matthew Maschler:
You know, I, I love when that contract gets, you know, everything gets accepted and it’s finally, everything’s signed and initialed and everything, and, you know, it’s not a hundred percent ’cause it didn’t close yet. So, you know, you combine that with closing day. Yeah. Right. Like, so, so acceptance of a fully executed contract Yeah. Plus closing day. Yep. Right? Mm-hmm. <affirmative>, you know, very often you have a fully executed contract that gets canceled and inspections. I do like when an inspection period ends. That’s, that’s
Rachel Gleichenhaus:
Always a good, that’s a good
Robert Gleichenhaus:
One. It’s usually, that’s usually a, a, a glass of wine night when the inspection period ends, <laugh>.
Matthew Maschler:
And conversely, and when I represent the buyer, when the mortgage period ends, I have the opposite reaction. Like, I love when the inspection period ends, but when mortgage period ends, I’m like, all right, so better know the bad, better happen, but right now and then can’t lose your job. Don’t, don’t tell off your boss. Don’t take, take that extra take. Don’t buy a car. Like go, like, after that mortgage contingency expires, you have to go to work, be on time, be respectful. Mm-hmm. <affirmative>, don’t, don’t slap the other guy if he says something about your wife. <laugh>, stay, just stay neutral until we get closed.
Robert Gleichenhaus:
Be Switzerland. Yes.
Matthew Maschler:
So, uh, and then, and then, and then closing day, which is, which, which has in this electronic age has gotten, um, because you don’t have closings. Certainly we haven’t had the buyer and seller in the same room for years, but now you just don’t even have a closing anymore. Yeah. So, uh, so I’ve taken, uh, the, the walkthrough as the replacement for closing. So I, I bring my, my close gifts to the walkthrough. Yeah.
Robert Gleichenhaus:
I still prefer for our listings to sit down at a table in signature Titles office Yeah. And, and sit down around talk and enjoy the moment and Yeah. And get everything explained to the seller that what, what they’re doing and fire. Yeah. And
Matthew Maschler:
A week, a week before closing, I say, Hey, everybody, when’s the closing? And I get back, uh, yeah. Seller already signed everything. Oh,
Robert Gleichenhaus:
Oh,
Matthew Maschler:
Yeah, I know. Uh, so yeah, so it, uh, so the high is the getting the deal done. And, and the low is obviously when, uh, when, when, when, when, when the deal’s full. When the offers don’t get accepted. And not just, not when, like a bad offer doesn’t get accepted, but like, something you really worked on. You really, when it doesn’t get accepted or when, when somebody, you know, cancels or breaches and, and just, and not for a good reason. And, and you know, you have these buyers or sellers that think they know everything. They think they know more than you. And, and Yeah. Yeah. Okay. They do. But, um, they just don’t even want to hear it. I, and I, one of the reason I made the podcast Ishmm, I need to get my words out and, and if I, if the other agent doesn’t want to listen to me, and if the customer doesn’t wanna listen to me, at least somebody, at least someone’s choosing to listen to me. So, uh, so, uh, so I make these podcasts, which I love, by the way.
Robert Gleichenhaus:
I li I listen, I listen to every one of ’em when they come out. And we appreciate that for, and, and your episode a couple of episodes ago about the 10 tips to things you could do to get your offer, except I think some of them were, were pretty brilliant.
Matthew Maschler:
So, on a follow up, I, I made an offer and I did almost everything on the list. I actually, I even checked the list to see if there was anything I
Rachel Gleichenhaus:
<laugh>
Matthew Maschler:
That’s funny. The, it was something I was gonna buy as a personal investment. It was right by f a u. It was a three bedroom, 275,000. I offered 3 25, so it’s 20% over 50,000, over 3 25. It was at least a hundred thousand dollars deposit. Um, 90 day postdoc. It was vacant. So they didn’t need the postdoc. So they didn’t even care. They didn’t even listen to me.
Rachel Gleichenhaus:
No reply.
Robert Gleichenhaus:
Did you make the deposit hard immediately? Yeah.
Matthew Maschler:
Yeah, yeah. Yeah. No, no inspection. No
Robert Gleichenhaus:
Inspection. Take the money.
Matthew Maschler:
And, um, I actually had to ask the agent, did you at least present the offer? Because I, I didn’t even think she even presented it. So she said she presented it and, uh, so just closed the other day at three 10.
Robert Gleichenhaus:
Yeah. Wow.
Matthew Maschler:
And I’m thinking, I offered 3 25 cash. What possible reason did they choose not to take $15,000? Which I asked the other agent and she didn’t reply.
Rachel Gleichenhaus:
No reply. That’s crazy.
Matthew Maschler:
Crazy.
Rachel Gleichenhaus:
Yeah. But he put in all caps. I don’t think, I mean, I wonder if you’re, if you’re what your client would appreciate knowing that they had lost out on Yeah.
Matthew Maschler:
15,000. I was like, like, why did, yeah. Like, what is it, why did you find, choose to take $15,000 less?
Rachel Gleichenhaus:
That’s crazy.
Matthew Maschler:
Crazy. But that’s just smart. If she was over flooded with offers and didn’t really go through them all, um, which is why everybody out there, you really gotta hire a good real estate agent. Like, like houses. Seriously. Because, you know, someone left $15,000 on the table.
Rachel Gleichenhaus:
That’s, that’s, that’s
Matthew Maschler:
Crazy. And yeah, they got to hire their college roommate’s brother-in-law. But <laugh>,
Robert Gleichenhaus:
But 15 s it’s 15,000. I don’t
Rachel Gleichenhaus:
Care who you are. It’s not like 15 cents. Yeah. That’s not the first time though. Because, uh, there was a, an offer, we put an offer, um, a client of mine put an offer in, uh, mill Pond Uhhuh in the beginning, like maybe last year or sometime in the beginning. And it didn’t get accepted, even though it was the highest offer because they went with someone on the street that they made a handshake deal. Mm-hmm. <affirmative>. And I was like,
Robert Gleichenhaus:
Which is fine, just explain it. Explain it.
Rachel Gleichenhaus:
This one was more annoying because we got no reply.
Matthew Maschler:
I to understand if they had an agreement with somebody else, or, or if there could have been another term. It could have been the closing date, it could have been the financing. But on my offer, I don’t know what other term it could have possibly been. But that was a, but that was a fun, fun episode. And I, and I’m glad you liked it enough then to, to come on my phone. <laugh>. Yeah.
Rachel Gleichenhaus:
Yeah. He, he told me all about it. ’cause I was, I, like, I was this buyer with 10 offers. I was getting kind of frustrated. He’s like, oh, I started, I have 10 reasons. Started, started, started.
Robert Gleichenhaus:
And sure enough, ’cause the first handful of offers were written as financing. Yeah. And then things started to move a little bit further along when we started writing them as cash. And, um, I don’t think we had to go as far as to make the deposit, offer the deposit today. Yeah. Um, to somebody as non-refundable. Um, but it, it helped. Definitely helped. Thank you for that.
Matthew Maschler:
Yeah. Oh, you’re welcome. It was one of my favorite episodes to do. Um, partially ’cause it was one of the few that I had made notes for and I had a plan in, in the first place. Mm-hmm. <affirmative>. But then, because I had, um, I had another appointment afterwards, so I was trying to like, get through it. It was like, it was much more fast-paced than most of mine. I, I, I like to be casual, I like to hang out, have a conversation. But, uh, but that one’s very fast-paced. I really enjoyed that one. So I need to, I need to come up with another thing. So if anybody has any questions or any subjects that they’d like me to address, please feel free to reach out at matt@realestatefinder.com or find me on Instagram or Twitter or Facebook or just call out the windows
Robert Gleichenhaus:
Or wrestling.
Matthew Maschler:
Oh,
Robert Gleichenhaus:
Wrestling. Yes. When you were at, at the wrestling event, what, a couple weeks ago? Yeah. I see him on TV and I take his picture and I send him a text. He was out all night long. I
Matthew Maschler:
Was, uh, that, that was, yeah, Friday night smack on Miami. And then this weekend coming up is, uh, WrestleMania. Are you, are you going? I am going, where is it? This year? In Dallas. Oh, very nice. Nice. And I do not know anything about Texas Real estate <laugh>.
Rachel Gleichenhaus:
Well, you will. I’m
Robert Gleichenhaus:
Sure you will. I’m sure
Matthew Maschler:
I not, I’m not looking at real estate while I’m out there. He’s
Rachel Gleichenhaus:
Wrestling only.
Matthew Maschler:
We were gonna do an Airbnb, but we decided the last minute to go to a hotel. So, um, but yeah, that, it’s gonna be fun. Looking forward to it.
Rachel Gleichenhaus:
Sure. You have a great time.
Robert Gleichenhaus:
Ringside,
Matthew Maschler:
Um, eighth row on the entrance ramp. Ooh.
Robert Gleichenhaus:
Very, very
Matthew Maschler:
Nice. I was, the last time they were in Dallas at at t Stadium. I was for, I was in the front row. That was crazy. But, uh, yeah, so we might have to make next week’s episode of the Real Estate Funder podcast. Might be a wrestling WrestleMania edition <laugh>, if only I had my podcast where I could talk about wrestling, if
Rachel Gleichenhaus:
Only wrestling and real estate.
Matthew Maschler:
Uh, by the way, if, uh, if you like these podcasts, check out the Matthew Mania podcast where we do not talk about real estate <laugh>. Alright. Thank you guys for coming.
Robert Gleichenhaus:
Thank you. Thank you. Thank you for having us
Matthew Maschler:
Having contact information.
Robert Gleichenhaus:
Yeah, you can, you can find us, uh, on our website@estatesbyrg.com. Or you can find both Rachel and I on Facebook, Instagram, TikTok. Um,
Rachel Gleichenhaus:
How do you spell your last name?
Robert Gleichenhaus:
Glycan House. G l e i c h e n h a u S.
Matthew Maschler:
Are you using TikTok for real estate?
Robert Gleichenhaus:
I’ve started to uhhuh. Um, I don’t have a whole lot of followers. I’m still trying to figure the whole thing out.
Rachel Gleichenhaus:
I actually got a, I got a video from, um, Arthur, our, our brother-in-law about how to, uh, grow TikTok, uh, for real estate. So I got tips that <laugh> I’m working
Matthew Maschler:
On. Well, feel free to share ’em this way and if it Yeah. And if you, uh, know, if you’d like to talk about, uh, TikTok for real estate and would like to join us on the Real Estate Finder podcast, we’d love to have you. My tos are absolutely terrible.
Robert Gleichenhaus:
I’ve seen, I’ve seen many of your tos. Yeah,
Matthew Maschler:
I have. I I cannot figure it
Robert Gleichenhaus:
Out. You showed up on my for you page, uh, couple weeks ago. Yeah. I
Matthew Maschler:
Have to find you. I, yeah, they’re, they’re, they’re not good <laugh>
Robert Gleichenhaus:
<laugh>. They’re not. I like to do, I, when I’m, when I’m at a listing, um, before people get there, I just, I take quick clips of places in the house, places in the neighborhood, put it to music that everybody hears. Yeah. And put some special effects on it. And that’s really about what I do with the, the videos right now.
Rachel Gleichenhaus:
Basically the video that Arthur sent me says, like, the first thing you have to do is grow your, you know, your followers. In order to do that, you have to become like the master of like your city. So like, let’s say for you it’s, you know, non Boca Ratone. Right. Um, and start, you know, restaurants, parks, places you like to go walk anything and post. I
Matthew Maschler:
Didn’t know how to make the TikTok
Rachel Gleichenhaus:
Four videos a day. Oh, yeah. So it’s a lot. It’s commitment. You gotta do it. Yeah. I used to be into it, and that was my job. Yeah. And now I’m, I’m burnt. I’m a social media burnout. <laugh> four. So you have to do four videos a day about things about hypo Boone. Oh, I’m going to eat at this place. I like to go take walks at this place that, and keep at it. Right. And then, and then also then go search what people are searching for in Boca Raton. Mm-hmm. <affirmative>. And then do videos on that. And then also look and see what the top real estate videos are and start doing, trying to imitate that. So incorporating all those things and
Matthew Maschler:
See, that’s all good of advice for really for like, anyone, any social media. Yeah. Campaign. Pretty much. I just need to know how to make the videos <laugh>, because that’s, that’s the trouble I’m having.
Robert Gleichenhaus:
Just have to hit
Rachel Gleichenhaus:
Record. That’s basic. It’s, you need basics.
Matthew Maschler:
Oh yeah. You have to see my, my, my, um, my TikTok to, to understand just how I, I don’t know how to make the videos. Oh, all. And what to say. And again, and I panic. I was trying to do restaurant reviews and it’s panic, TikTok.
Robert Gleichenhaus:
Those were the first ones that I saw. They could use a little, a little bit
Matthew Maschler:
Of life today. It was so, there was so, it was so stressful for me. I didn’t know what I was doing. Um, we were at the pod, uh, podcast studio and if Pod pop podcast studio, if you’d like to make a TikTok studio next door, you could, uh, <laugh> <laugh>. If you, and if you’re listening out there and you wanna make your own podcast, please reach out to our friends at Po Populi in Book Raton. And coming soon to a city near you,
Speaker 5:
The future looks bright. And the stones pass by the sky’s dog. Blue. When it’s almost that time, light shows cameras flash when I pass living in the moment, forget about the past. They saved the best for last Matthew Mania. We about to make a splash. Life is a marathon full of sharp turns, gotta keep pace while the hands on the clock turns high stakes. Five star real estate. I run a show. You could tell the bus center place electricity, energy if vibrate. I’m always on time. Even if I’m late, I make dreams come true. Living my life. Real time.
Speaker 6:
You know, it’s, you know, it’s, you know, it’s, you know, it’s, you know, it’s, you know, it’s, you know, it’s know, it’s, you know what time it’s, you know what, you know what time it’s,
Speaker 5:
You know what time. It’s, you know what time, you know what time. You know what time it’s, you know whose time it’s, you know what time it’s man, the time. Yeah. Got him shook, scared. Can’t look. We’re not afraid of the big bad wolf first.
