Mat Prospecting

01
Jul
Mat Prospecting, 4.6 out of 5 based on 8 ratings

Jimmy checks in on Mat prospecting and asks a couple of questions.

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Rating: 4.6/5 (8 votes cast)


There's been 58 comments so far...

  1. Nigel Harry says:
    July 1, 2011 at 6:17 am

    Thanks for sharing Mat,

    Do you send thankyou cards to the people that aren’t home and you leave messages with or just the connects?

    Reply
    1. Mat says:
      July 1, 2011 at 6:53 am

      Hi Nigel,
      Just connects.
      Mat

      Reply
    2. Gavin says:
      July 4, 2011 at 4:24 pm

      Hi Mat,

      Would you use that same script if you were door knocking?

      Reply
  2. Colin C says:
    July 1, 2011 at 6:49 am

    These real videos are sensational Mat…..love them.

    I see you opt to update CD while you are prospecting rather than write notes then give it to someone to update CD. Have you always done it that way?

    How are you going in your new patch?

    Colin

    Reply
    1. Mat says:
      July 1, 2011 at 6:55 am

      Hi Colin,
      Yep I also write notes as they are speaking then just update the database myself as I go.
      The list I write on the pad in front of me is also the one I write thank you cards from.
      The new patch is coming along :)
      Mat

      Reply
  3. Chris says:
    July 1, 2011 at 8:27 am

    This was actually a really good video.

    It showed me that the top achievers deal with the same issues ( not homes & long term leads).

    Would you call that lady and ask her if she’s had any thoughts selling again?

    My current prospecting cycle is as follows

    Quarterly Teaser (invitation onto quarterly area report with sold properties on back ‘subscribe for price on properties sold within a month’) then a follow up door knock a week later.

    6 weeks after this a price drive letter with a call a week later ‘just popping in on your neighbors next week to give them a price update, would you like the same?’.

    Then I leave it 6 weeks and do it all again. I think it’s starting to dilute the more I do it, any tips? Would love to hear from everyone as well as Mat.

    Chris

    Reply
  4. Scott Hoskins says:
    July 1, 2011 at 9:01 am

    Hey Mate,

    Simple things done over & over with a process over a long period of time. One of the big lesson’s I have learnt from you for a while now.

    Nice area you’re prospecting in by the way. I’ll keep the ear to the ground for you

    Reply
    1. Mat says:
      July 1, 2011 at 6:11 pm

      Thanks Mate :)

      Reply
  5. bigfan says:
    July 1, 2011 at 9:05 am

    Like all your vids great….raw big exposed

    There’s that background sound

    …maybe good, sound of activity, attracts same!
    TTYL

    Reply
    1. Mat says:
      July 1, 2011 at 8:52 pm

      Thanks BigFan,
      Love your posts :)
      Are you keen to do a BigFan interview sometime?
      I have had quite a few requests.
      Mat

      Reply
  6. Scott says:
    July 1, 2011 at 9:42 am

    Nice. Very Real. Jimmy, where was the question of the day?. Miss this!.
    Mat, I notice when you introduce yourself you just say Mat & not your surname. Is this a deliberate thing or just the way you have found works best?.
    Regards
    Scott

    Reply
    1. Mat says:
      July 1, 2011 at 11:35 am

      Hi Scott,
      Yep I think it sounds less formal.
      Mat

      Reply
      1. Scott says:
        July 1, 2011 at 4:03 pm

        Thanks Mat. Very good point. Shall we call it – “calm contact’. Thanks for all your help Mat, Jimmy & posters.
        regards
        Scott

  7. David Speyers says:
    July 1, 2011 at 12:19 pm

    Hi Mat

    Great video!

    Do your pipelines receive anything different to what others in your farm area already receive?

    Thanks

    David

    Reply
    1. Mat says:
      July 1, 2011 at 6:10 pm

      Hi David,
      They receive everything like everyone else and every now and then I will send them something else.
      Mat

      Reply
  8. Ben says:
    July 1, 2011 at 3:26 pm

    Hi Mat,

    Great to see the simplicity! Over complication is the killer! Too much stress is placed on the what to say; should be more focused on the “just do it” idea!

    Thanks again.

    Reply
  9. Fleur says:
    July 1, 2011 at 3:47 pm

    Hey Mat! That’s just great …. are you using your iPad too? What app are you using?

    Reply
    1. Mat says:
      July 1, 2011 at 5:40 pm

      Hi Fleur,
      It’s my app, the one at the top of the site.
      Haven’t you bought it yet?
      I count my prospecting calls.
      Accountability is the key :)
      Mat

      Reply
  10. Kylie Herring says:
    July 1, 2011 at 3:50 pm

    Love these videos, seeing the real deal!

    Reassures me about what I am doing, do you ask them for an email address at this point?

    Keep up the good work

    Reply
  11. Mat says:
    July 1, 2011 at 6:08 pm

    Hi Kylie,
    Thanks for the post.
    No I don’t ask for an email unless they want to be kept up to date with something.
    Mat

    Reply
  12. karen brandon says:
    July 1, 2011 at 6:29 pm

    Loved this post. Perfect timing – exactly what i needed to see!

    One question – have you always called in the mornings? Do you find that many people are not home as opposed to calling in the afternoon ie 4-6pm?

    Reply
    1. Mat says:
      July 1, 2011 at 8:48 pm

      Hi Karen,
      No I haven’t my whole career I have called in the afternoon but I find it easier to manage my time easier between 9-11 now in the mornings because I have to pick kids up from school some days and things like that.
      I don’t sweat people not being home too much because you still find enough people to talk too and I’m sure you will meet or speak to the others another time.
      Afternoons are great, just do what feels right for you :)
      Mat

      Reply
  13. Fleur says:
    July 1, 2011 at 6:57 pm

    yes of course… I have bought it actually and now obviously I will have to use it! Its trying to get into the routine of using the iPad everyday!! Its really great though :-) thanks

    Reply
    1. Mat says:
      July 1, 2011 at 8:45 pm

      Cool, good one Fleur :)

      Reply
  14. Gary says:
    July 1, 2011 at 7:20 pm

    Hi Mat,

    If you only had their surname on the database, how do you know if it’s Mr or Mrs (other than from their voice), and do you confirm who it is that you spoke to, e.g. Mr Smith (father as the owner) could be his adult son that you spoke to. Do you think it’s a good idea to confirm the address, (although you have mentioned the street name), as a lot of them are wrong number which means a tenant might live there.

    Thanks

    Reply
    1. Mat says:
      July 1, 2011 at 8:44 pm

      Ha ha I just take a punt by their voice, sometimes I get it wrong the other day I said “Hi Mr Smith and the person said no it’s Helen” Oops!
      Mat

      Reply
      1. Chris says:
        July 2, 2011 at 10:27 am

        I get around this one by saying ‘Could I please speak to Mrs Smith’ the usual response is ‘Speaking’ this way even if I get it wrong they just say ‘certainly’ or ‘Hold on I’ll go get them’.

        Chris

      2. Gary says:
        July 2, 2011 at 9:05 pm

        I did that too, haha.
        I usually say ‘May I speak to Mr or Mrs Smith.’

  15. Jesper Hauberg says:
    July 2, 2011 at 11:13 am

    Hi Mat

    Great video!!

    I am sure that even a good operator like yourself gets told where to go sometimes when making these calls (I know we do down here in Canberra, but it might just be the cold weather!).

    Would love to see how you recover from that and perhaps turn it around. I know from my previous life in in hospitality that sometimes your harshest critic can become your biggest fan if handled properly.

    cheers

    Jesper

    Reply
  16. mattmacc says:
    July 3, 2011 at 2:35 pm

    Hi mat,

    my question is about clean data. I find that a lot of numbers either haven’t been added or are old owners. I am using red square. the other question is do u ever have call reluctance before your session? Have you ever had it and how do you get over it?

    Reply
    1. Mat says:
      July 4, 2011 at 6:09 am

      Hi mattmacc,
      Just focus on what you have, don’t worry about the ones you don’t. It is better to have a brilliant relationship with 50% of the area than none at all. Also the others will pick up some of your other prospecting material along the way.
      Call reluctance, not really, more because I attach each call to building a relationship, earning their listing at some point and then generating results!
      Mat

      Reply
  17. Gavin says:
    July 4, 2011 at 4:26 pm

    Hi Mat,

    Would you use this script if you were door knocking?

    Gavin

    Reply
    1. Mat says:
      July 4, 2011 at 7:05 pm

      Hi Gavin,
      That’s pretty much the only script I use when cold calling or door knocking, in the earlier stages of working an area.
      So I would yes.
      Keep in mind that the script changes once you start to build some momentum a few years down the track.
      Mat

      Reply
  18. Alex says:
    July 5, 2011 at 7:10 pm

    Hi Matt,

    Firstly thanks you for the time you take to create these snippets of your world. These are fantasic for any agent who is coming in the industry and current agents brushing up on skills.

    During the calls, you mentioned and actioned logging your calls on you iPad. Can I ask what application is this or did you create this? If possible could you provde an example on the website or email one through?

    Thank you

    Regards

    Alex

    Reply
  19. ColinC says:
    July 5, 2011 at 7:21 pm

    Hi Alex,

    It’s Mat’s own app he had developed. Find more details at the link below http://matsteinwede.com/videos/mat-steinwede-app/

    Colin

    Reply
    1. Mat says:
      July 5, 2011 at 8:51 pm

      Thanks Colin :)

      Reply
  20. karen brandon says:
    July 6, 2011 at 8:29 pm

    When you send the Thank you cards, would you address it only to the person you spoke to on the phone or both owners?

    Thanks!
    Karen

    Reply
    1. Mat says:
      July 7, 2011 at 8:53 am

      Hi Karen,
      Only to the person you spoke to.
      I make a note if they mention “we” on the phone so you can database both names :)
      Mat

      Reply
  21. Barry McKean says:
    July 7, 2011 at 12:55 pm

    Hi Mat, I noticed in this video you where encountering a similar outcome to prospecting at this time of day as I do, with either no one home or retired folk. I previously have not left a message for a no answer, do you find many people phone you back? Also what I find with elderly folk you can build a fantastic rapport, however when they have the real need for real estate services sibling become involved whom ignore these prior relationships. Any thoughts on this.
    Also your thoughts – do you think it is better to prospect in the evening with a higher chance to contact or earlier in the day – less contacts but much easier to calender in your day.

    Cheers
    Barry

    Reply
  22. Mat says:
    July 7, 2011 at 4:19 pm

    Hi Barry,
    Yes people do call back, not often but they do.
    I think you are thinking about it too much, just make the calls.
    All my career I have called in the afternoon but now the mornings are easier for me to manage.
    Just do what feels right to you.
    Mat

    Reply
  23. Karen Brandon says:
    July 8, 2011 at 2:22 pm

    Hi Barry

    I can be a testament that the voicemails also work. Just got a call back from a voicemail I left yesterday using Mats script! Appraisal next week! Woopee!

    Reply
    1. Barry McKean says:
      July 8, 2011 at 2:30 pm

      Hi Karen,

      Thats fantastic news – It appears to me those who always over analysis under achieve – Like Mat view just get on and do it. Thanks again for the feedback

      Barry

      Reply
      1. Mark says:
        July 13, 2011 at 4:01 pm

        Leaving a message is also good as they still think about you when they listen to your message. They may not call you back, however they have heard your name when they listen to your message, so when you do track them down there is a familiarity.

  24. Karen Brandon says:
    July 8, 2011 at 2:38 pm

    I have a habit of over analyzing too but I figured if Mat was doing it then it must be worthwhile…

    was very skeptical of leaving the voicemails but glad now I did :)

    Good luck with your calls Barry!

    And thanks Mat for all your help!

    Reply
    1. Mat says:
      July 9, 2011 at 6:38 am

      Good one Karen :)

      Reply
  25. scott says:
    July 11, 2011 at 9:06 pm

    Mat, as good as this video are all the posts. Good message received loud & clear – Just get in and do it. Maybe we should call this part of our day – Nike Time!.
    Regards
    Scott

    Reply
  26. Brad Sobott says:
    July 11, 2011 at 10:02 pm

    Mat

    What are you using as the source for numbers when cold calling. What do you also jump to when there is no number other than white pages. This tends to be my frustration. Interested in your process.

    More of these prospecting videos please.

    Many thanks Brad

    Reply
  27. Peter Pokorny says:
    July 12, 2011 at 1:18 pm

    Hi Mat,
    Great video, I think one that proves that it doesn’t matter whether your number 1 or number 1,000 you still need to prospect and there isn’t any secret script or short cut, it’s just pick up the phone and make that contact. It certainly helps take that fear factor out of it for me, seeing you in action.

    Out of curiosity, also working at McGrath, I see you are using a Mac computer. How do you access the McGrath internal systems, network etc.. I’m always told I can’t use a Mac, so I’m currently running Windows on my Mac for work.

    Thanks,
    Pete

    Reply
    1. Mat says:
      July 12, 2011 at 5:31 pm

      Hey Peter,
      Yep you can’t use a Mac with Mars but I use a program called Parallel and I can run both :)
      Mat

      Reply
  28. jennifer says:
    July 12, 2011 at 5:07 pm

    Hi Mat,

    I like the way you prospect.. like me..

    You prospect with a smile on your face, very important, people hear that..

    I have been in sales forever amen, now I prospect properties..

    I do go for the email, I also count every single call, connect, email and mail out.. of course appraisals too.

    You have to keep stats, it is the only way to assess success..

    My boss put me onto you.. I am glad he did..

    cheers Mate, Mat..

    Jennifer

    Reply
    1. Mat says:
      July 12, 2011 at 5:32 pm

      Hi Jennifer,
      Thanks for your post.
      I’m glad you like it :)
      Mat

      Reply
  29. Anne Wilson says:
    August 22, 2011 at 7:34 pm

    Mat

    this is one of the best sources of prospecting skills I have found, You made it so easy, and reinforce is is all about making contact.

    I would love to know your process from this first quick call and how it progresses from here as you grow your personality within the new farm area.

    Great to see the questions on when to do call backs and how it doesn’t really matter. What do you think about open call backs – do you have the same response to them or do you rank them and call the more hot buyers in the evening when they are more likely at home.

    Bring on more videos like this they are amazing! Thanks Mat
    Cheers
    Anne NZ

    Reply
  30. Jet Xavier says:
    November 21, 2011 at 4:18 pm

    Great vid….ITS NOT ROCKET SCIENCE……But it contributes to what seperates the best from the rest. Keep leading love the vids

    Reply
    1. Angelina says:
      November 21, 2011 at 5:28 pm

      You’re name alone sets you apart from the crowd… with a name like that your destined to be famous !! …..Way to go Jet!!….. great name! (sorry but sometime you just have to say whats on your mind!!)

      Reply
  31. Barry McKean says:
    February 7, 2012 at 4:42 pm

    Hi Mat,

    I remember last year asking whether anybody will phone you back after leaving a message. Will I know the answer now for myself, for any prospecting calls I make if I do not have the pleasure of chatting to the home owner I always without fail leave a message. Yes I leave plenty of messages, but when the phone rings for any appraisal & listing opportunity the hard work has been done. I have now completed many pipeline appraisals & listed 3 properties directly from leaving a message.
    Mat this one tip I consider gold

    Thanks Barry McKean

    Reply
    1. Mat says:
      February 7, 2012 at 5:11 pm

      Great stuff!

      Reply
  32. angela says:
    March 15, 2012 at 5:52 pm

    Hi Mat
    I have just started watching your videos and Ive come across this one from last year which is great- basic info but useful. Just a question, what do you mean by your cma calls that you make after your initial prospecting call ? I too am working on breaking into a new area and this is very beneficial. thanks, much appreciated. Angela

    Reply
    1. Mat says:
      March 15, 2012 at 6:27 pm

      Hi Angela,
      Thanks for your post.
      The CMA is a report I give to all the owners in my farm area.
      I call 10 per day and then drop them off personally.
      It’s just a report about recent sales, and a few other stats about my farm area.
      Mat

      Reply

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