Breaking into Real Estate with a Relentless Mindset
For Stash Geleszinski, real estate isn’t just a career choice—it’s a calling influenced by family and an innate drive to succeed. His mother worked as a residential agent, and while he saw real estate’s potential early on, he knew traditional residential sales weren’t for him. The idea of chauffeuring clients around in a minivan didn’t appeal to him, but the high-stakes world of commercial real estate and multifamily brokerage did.Breaking into the Cincinnati market in 2011 took relentless persistence and a whole lot of cold calls. “I had to break my way into the market through sheer force of will,” he recalls. Unlike residential real estate, where agents represent buyers and sellers separately, commercial real estate brokers build both sides of the deal. That means not just finding investors but uncovering properties before they even hit the market.“Success in sales doesn’t come from waiting for opportunities—it comes from actively creating them.”The Hard Lesson of Transactional Selling
Stash quickly learned that simply connecting buyers with existing listings wasn’t enough. One of his first hard lessons came when he sent a prospective client a deal he had found on another broker’s listing. The response was polite but direct:“Stash, I appreciate you sending this, but we get every other broker’s stuff as well. If we want it, we’ll buy it through them. If you want to do business with us, you have to bring us deals.”At that moment, he realized that to stand out, he needed to bring exclusive, off-market deals to the table. But the problem was clear: How do you know when a property owner is ready to sell before they list?Most brokers got stuck here—spending hours cold calling, relying on outdated CRMs, and making generic “just checking in” calls that added no real value. The old way wasn’t working, and Stash knew there had to be a better one.“Great salespeople don’t just react to the market—they anticipate needs before clients even express them.”Leveraging Data to Predict Deals
Determined to solve this problem, Stash started analyzing market trends, property owner behaviors, and financial triggers that indicated a property was about to be listed. He realized that with the right data and analytics, he could predict real estate transactions before they happened.This insight led to the creation of Nēdl AI, a platform that uses data-driven insights to identify properties most likely to sell. Instead of guessing or blindly making calls, brokers can now strategically reach out at the right time, with the right conversation.“Rather than chasing leads, we wanted to create a system where leads come to you before they even know they’re ready.”- Nēdl AI analyzes patterns like rental rate increases, expense reductions, and ownership behaviors to determine which properties are primed for sale.
- Brokers receive prioritized lead lists, helping them focus only on the most valuable opportunities.
- The system moves brokers away from random cold calls to meaningful, timely conversations with property owners.
Getting to Hell Yes in Selling
The "Getting to Hell Yes" philosophy in sales isn’t about pressure tactics, endless follow-ups, or persuasion games. It’s about creating a natural alignment between the buyer, the seller, and the opportunity.With Nēdl AI, brokers avoid wasting time on “just checking in” calls. Instead, they:- Engage in meaningful, data-driven conversations that add value.
- Reach out at the perfect time, before a deal goes public.
- Build trust by demonstrating insider knowledge, rather than coming off as another sales rep.
Top 3 Takeaways for “Getting to Hell Yes” in Sales
1. Anticipate Needs Before the Buyer Realizes Them
“If you’re offering something the client already knows they want, you’re too late.” The best salespeople aren’t order-takers—they’re problem-solvers who deliver opportunities before the client even thinks to ask for them.2. Use Data to Prioritize Effort
“Not all prospects are created equal.” Smart sales strategies focus on the highest-value opportunities first. Whether through AI tools or in-depth market research, prioritizing leads saves time and increases conversion rates.3. Stop Selling, Start Matching
“Great sales isn’t about persuasion—it’s about connecting the right people with the right opportunities at the right time.” When done effectively, closing deals becomes a natural outcome rather than an uphill battle.Final Thoughts
Stash’s journey from grinding through cold calls to pioneering a predictive AI sales model showcases what “Getting to Hell Yes” truly means:- It’s not about pushing harder—it’s about working smarter.
- It’s not about reacting to opportunities—it’s about predicting them.
- It’s not about selling—it’s about helping buyers and sellers meet at the perfect moment.
Listen to the “Getting to Hell Yes!” podcast on apple or spotify here:https://open.spotify.com/show/4TY87ToVuLK7eqkZZvZA5Thttps://podcasts.apple.com/gm/podcast/getting-to-hell-yes/id1772602174
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