Mat Steinwede

There's been 11 comments so far...

1. Brendan Mayles says:

   January 21, 2010 at 11:11 am

   Awesome clip! Who said Gen Y were lazy =)
   In the area I work there is a shortage of listings, nearly the lowest it has been in 2 years and demand from buyers is getting higher by the day. How would Jimmy work in this situation with the hot 20 buyers to avoid them going to competitors listings? Does he conjunct with them?

   Reply
   1. Mat says:

      January 22, 2010 at 6:40 am

      Hi Brendan,
      Yes Jimmy does do conjunctions, relationships with other agents is very important. I learnt a great thing from James Tostevin years ago and that is ring your buyers about other agents listings before the other agents do and this is what you say…. “Hi, just wanted to let you know LJ Hooker has just listed a property at 3 Brown St, have they called you about it yet?” This really creates massive impact especially if the other agent hasn’t called them about their own listing yet.
      You will list more property by working with buyers effectively than almost any other form of prospecting.
      Great buyer management is an art in itself.
      Mat

      Reply
2. Ash O'Donnell says:

   January 21, 2010 at 1:26 pm

   HIi Mat cool site, just a quick question seeing you are a fan of the show million dollar listing out of the 3 agents which one would you hire? Personally i would go for josh he is more creative than chad&madison who are less dynamic . There is a good lesson in that show you really have to stand out if you want to get listings espcially if you are up against 3 or 4 agents,like to hear your thoughts

   keep up the good work

   Ash

   Reply
   1. Mat says:

      January 22, 2010 at 10:11 pm

      Hi Ash,
      The more I watch it the more I like Chad. At first I thought he looked like one of the Beatles but he is actually really hungry and focused. I like the look and feel of all 3 agents, they all are serious about their business and achieving great results.
      Yes standing out is very important, the trick is standing out without overexposing yourself because self promotion can be brilliant but too much of it can also work against you.
      I find self promotion great and has it’s place but brilliant service is better and will win every time. One of the highest performing agents in America “Bob Wolff” does no self promotion at all and is rated in the top 50 agents in America. There are 14,000,000 agents in America, that’s a pretty awesome achievement with little or no self promotion. I suppose it’s about doing what works for you and what you feel comfortable with.
      Enjoy your weekend!
      Mat

      Reply
3. Kerri says:

   January 26, 2010 at 12:30 am

   Hi Matt,
   I saw the comments regarding Million Dollar Listings – I agree I though Chad was a real tosser when I first started watching, however I find him very passionate about home presentation and setting the scene in the home. What do you think about the champers and nibbles (not to the same degree as chad) at opens, I have done this and find it works a treat to make people relax and chat and they just look good walking around a home with champers and OJ in their hand. My concern is the legal ramifications.
   I have also seen this done in UK real estate shows. I love doing it for my more up market homes and I have used it with stale listing with 2 hour openings just to get some excitement back into the property. Your thoughts would be appreciated.

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   1. Mat says:

      January 28, 2010 at 7:00 am

      Hi Kerri,
      Yes, it’s a good idea.
      Legally it is probably one to steer clear of though. If the buyers have an accident on the way home it could create a real grey area even if they are under the limit because you were serving them alcohol.
      I would just stick to making sure the home is well presented and well priced, then combine that with nibblies, juice and music at the open homes if you like and I’m sure it will sell. Remember you don’t want to hold a party you just want to sell the home for your client. If the home isn’t priced right or presented right (in terms of styling) it will make it harder to sell and it probably won’t matter what you serve at the open homes.
      Enjoy your day!
      Mat

      Reply
4. Mark says:

   January 29, 2010 at 6:50 pm

   Hi Mat,

   Really good video. I think it’s great that Jimmy has stuck at it so long considering that it has taken him about 4 years just to get to the point of working with buyers. I’m sure that when he eventually goes out on his own he will have so many advocates and the listings will just roll in.

   I also like the way you have set his targets at an achievable level so that he can get used to hitting them. When I first went into sales a couple of years ago I set my listing target at 4 listings per month. Month after month I would get either 1 or no listings (I had a cold start in a new city) and I really used to beat myself up as I was so off track. I then bit the bullet and dropped my target to one listing a month. Once I achieved that I increased it to 2 and then 3 and now it’s 4 which I’m happy to say i’ve hit for January.

   Maybe it’s time to increase Jimmy’s target to 3 )

   Reply
   1. Mat says:

      January 29, 2010 at 7:23 pm

      Hey Mark,
      Funny you say that as of today Jimmy has been given an area and gone into sales.
      He will still work with me for a bit although now he is responsible for his area and he is running his own business within the business now.
      We virtually have no market share in his area which is called Kincumber and his target is 30%.
      He has been door knocking for a few days and already has found a couple of potential sellers and about 6 pipelines. I feel like a proud parent
      Go Jimmy!!!

      Reply
5. Kiryn Clay says:

   February 2, 2010 at 11:25 am

   gooooo jimmy… as someone that has seen him develop over the years with Mat & Jaimie at Mcgrath, I think his approach to life & his job is an inspiration. he WILL crush it!

   Reply
6. Tristan says:

   February 24, 2010 at 2:06 pm

   Hi Mat,
   Love the site. Your such a passionate person about real estate and life in general.

   Just a quick question regarding your buyer agent.

   Obviously their job is to help people find a new home. However, i’ve noticed from a lot of people that do run or are a part of EBU (myself included), that the buyer agent is normally not experienced as the presenter/lister in an EBU. Pretty obvious i know. My question is….

   When a buyer agent find’s a potential listing from a purchaser he/she may be working with, how do they go about getting in the door? Does the buyer agent attend the listing, or do they pass the lead onto the presenter? How do they go about telling a purchaser who they may have been working with for some time that they aren’t experienced enough to come through and give them a rough estimate on price and the listing presentation?

   I have found that sometimes it’s a difficult situation to be in, especially if the buyer agent has just stepped into that role and doesn’t know how to go about listing, presenting or simply trying to get the presenter involved.

   Reply
   1. Mat says:

      February 24, 2010 at 7:23 pm

      Hi Tristan,

      Good question, I think this is a real discussion point.
      I feel many people would handle this differently.
      The way we look after this is, if the buyer agent finds a listing lead (whether they are asked to come over or prompts the invitation themselves by asking the right questions) they would say, I would love to provide you with the guidance myself however I work along side Mat who specialises in that part of the process. I think it’s very important that you get the most accurate price range on your home and Mat can do that for you, would you mind if I asked Mat to pop over to meet with you tomorrow at 10.00, does that suit?
      (break out of role play now) Let’s say the buyers say we really want to deal with you, I would say, yes you will be, we work alongside each other except we have different roles, I specialise is selling your homes just as I have been helping you locate the right property and Mat specialises in providing you with a structured plan to ensure we attract as many buyers as possible to your property. You will be dealing with me however I would like Mat to view your home and share his thoughts on price and marketing, then once you are comfortable with that part of the process then I will bring all of my buyers through. Does that work for you?
      (Break out of role play now), most buyers will be Ok if they feel like there are clear reasons why another person will be viewing their property. If you just pass them over or try to pass them over without framing it properly you will more than likely get resistance and they will feel like you are just palming them off.
      Hope that helps.
      Mat

      Reply