We Are Selling with Lee Woodward
We Are Selling is a weekly podcast about real estate, business and tackling life's challenges. Hosted by renowned real estate industry coach, Lee Woodward, learn from experts in their field and maximise your life.
We Are Selling with Lee Woodward
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We test the myth that social media is prospecting and show why turf connection, daily patterns, and service-driven habits create compounding market share. From sign counts to saying no, we map how long-term relationships beat quick wins and build million-a-month rhythm.
• digital confusion versus real-world prospecting
• sign count as market share truth, not portal data
• one call as a future deposit in the emotional bank
• long-term view, 40 connects, handwritten thank-yous
• accountability systems and daily scorecards
• patterns over ideal weeks, protect prospecting blocks
• saying no to guard health and energy
• partnerships that separate front end and back end
• humility, discretion, approachable service
• rituals that build community equity and trust
• relationships equal more dollars for the owner
The link for that one is in the show notes, the Ultimate Real Estate Success Program
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Hi everyone and welcome back to the podcast We Are Selling. My name's Lee Woodward, the author of the Complete Salesperson course and the book Climbing Doors. Just recently, I recorded the Ultimate Real Estate Success program with Matt Steinweight. The programme featured the 10 key principles to real estate success. And this is such a great program for this time of year as you reflect, plan, and get ready for 2026 after your well-earned break. And the link for that one is in the show notes, the Ultimate Real Estate Success Program. And we're chatting about those moments of lead generation and building the foundations of your career. Please welcome Mr. Matt Steinway. Thanks, Lee. Good to be back after all this time.
SPEAKER_01:What was important about doing this one today? Bit of reflection. I think we were talking before we came on about where the industry is at. And I quite often say that, because I think there's a lot of digital confusion out there. And I quite often say to people, if I didn't have social media, I would still beat you. A lot of young agents these days, they put a post up, paid 150 bucks for a boost, and think, oh, that's my prospecting done for today. I think there's a lot more to it.
SPEAKER_00:Social's like a digital Marbox drum. You didn't get the opportunity to look at the house, see the skip in. Someone's every street's got a street sergeant who tells you about everything going on. So this connection to the turf. I remember many years ago, you rang me and said, Oh, I just feel a little bit off track at the moment. I'm not doing this, I'm not doing that, don't know what it is. And you'd stop doing the sign count. Yeah. Where you used to drive around your turf, get to know your turf and and feel what's going on in there. You can't do that digital.
SPEAKER_01:Can't. We still do it today. And you know, if Jordan misses a week or two, I can feel it. I can feel his connection because he does my area now. So I've done the same area my entire career. Jordan's just taking it over. I can tell when he's not doing something that needs to be done. The sign count is a classic one. So every Monday we go over our market share, what's coming up, what's not, how the area's feeling, what people have noticed, and I can tell when he hasn't done it. Um sign count this week? And he's like, nah, I didn't. He he goes between getting on real estate.com and pulling up what's sold, which is not the right measure of market share, as opposed to going out with a spreadsheet, a spreadsheet and driving every street and ticking a box what's still for sale, what's sold, and what did you notice. You can't sidestep what's going to build the connection in the future. And the only thing that's going to build the connection in the future is the one call, the one door knock, the one sign count. You know, this is a listing game, this whole thing. And I see it, I saw one phone call is the deposit in the bank that I'm going to build the opportunity later to have a deeper relationship with the person. That's the way I saw it. Whereas a lot of people see the call today, especially younger agents, I don't mean to pick on younger agents, it's just that it's so quick these days on what they should and shouldn't be doing and where's the solution for this thing, or where's the easier path for this thing. For a start, have a long-term view. You need to. Don't try and be a Lee Woodward, a John McGrath, a James Tostavan in one year. Like ten years, five years, like have that sort of view. What's required today is for you to go out and connect with somebody somehow. And that's a door knock. And people say to me, How did I door knock from the morning to the night? Well, I had nothing else to do for a start.
SPEAKER_00:So time or money.
SPEAKER_01:I had nothing else to do. I reckon I'm the king of asking people, have you had any thoughts of selling? The king of it. I I'll ask anyone. Because people say, What do I say to people? And they want something to give to them. Like they must have to have this area report or uh something, or so they're like, it doesn't feel weird. For me, I don't want them to say yes. I just want the relationship to start because we are farmers of relationships. Well we're not looking for a listing today. I know we've got a list and I know we've got to sell. When I go out and prospect, I'm literally building the emotional bank in that person for the future. So when they do want to sell, I'm so far ahead of the competition that it's going to be hard for me to lose that listing. I saw that very early on in my career. So we don't talk about farm areas and all this sort of stuff. I don't use a computer. I don't have one. I used complete data for my entire career. But I found over time I didn't need one later. Earlier, most of my career I did. Even Jordan, yes uh last week said he when he puts stuff in a database, he forgets them. And I I understand that. So once it goes into the computer world, yes, the computer's telling you to do stuff, but I just have a like a book and I just write their names down, hot list, and what I did today, what I didn't do today, that's it. Like it's I know it sounds very simple, and there's a million other things that I do, but I think people quite uh they overlook the stuff. It's difficult. Like you said, simple and difficult. Is that what you said? Well, simple's difficult. Simple's difficult, yes. Because I made a point of owing a portion of the day to go out and continue building relationships in my core area. Non-negotiable every day. 40 connects. As you know, Lee, you've been my coach for decades. 40 connects a day was non-negotiable in my world. Then 40 thank you cards, then hand-delivered letters. You can't do that through technology. But when people see you there and say, hey Lee, it's Matt, do you have you had any thoughts to selling? And they're looking you in the eyes. No, I haven't. Okay, no problem at all. And then the next day you come out and there's a handwritten card for me in the letterbox, and I still write the same script 30 years later on the thank you cards. But all of these ideas, they're not from me necessarily. They're from you. They're from Bob Bolin, they're from Bob Wolf, they're from Alan Dome, they're from the best of the best of the best people in the world. And mine says, Thank you for taking the time to speak with me yesterday. Should you require any advice or help with your real estate needs in the future, be assured I'm always at your service. Matt, that's what it says. And it's still do it today. Every day I had a one page, just one page, sitting on my desk, and it had 40 boxes. It had, did I, yeah. And then it had a scoring set. And I used to text you as well for a portion of that. So I had an accountability partner. You were a part of it, Brent Courtney, and it was out of eight. So at the end of the day, I had eight things I needed to achieve for me to get a 10 out of 10 day. And that's it. And it was like prospecting, eat clean, talk to the kids, 100% vendor contact. Remember you made that that thing on the complete data with just the tick box and with my owners? Because I was managing So you could gain visibility on who've you spoke to who, you know. But you're carrying 85 listings. Yeah, and I would hover between, you know, 70 and 110 listings at any one time. It was a lot to manage. And I'd get to the end of the day and I'd call, I'd make sure I called them. But if I didn't have some sort of thing there, so you made a complete visibility chart. Every day I could just see if any who I hadn't missed. So I had this eight point scoring system for myself. It was excellent. And I made myself accountable to somebody else. And I think people say, Oh, how come you're so motivated like during your career? Well, for a start, I wanted to do well. Unless you have that daily accountability, you let yourself off. So about it, about as you know, Lee, once I put my mind to something, you know, it takes me a while, but I get there. A couple of years ago, I said to Jamie, I just feel my team should be operating a million a month. I don't publicize it anywhere. It's just from for it's my own yardstick. That's actually 20 and 20. So this month I think we'll sell 24, 25, and then we will list about 21, 22. 20 and 20 is really my business plan. And for quite a while we weren't hitting it with 15s, 14s, 12s and things. But it's something about just having that North Star where you just, this is where I'm going. But then you've got to put the steps together and stick to the steps. And I look back and I'm like, why aren't we hitting 20 all the time? We do it sometimes. And you know, you can pretty much go, area market share, prospecting here, this, this. I said to guys, it's going to take two years, but we're going to get operated a million bucks a month. And I said to Jamie, I'm going to do that. That's the next thing. I've always had like the next, where am I going to? And I like to hover there. I don't need to go keep going. Like just operate. I mean, you probably remember when I wanted to list just five and five consistently, but get there and then be consistent.
SPEAKER_00:Matt, one of the hardest things about someone like yourself is you make it look easy. And I think a lot of the leverage agents think, oh, yeah, you do that and 20 people want to list with you. So how good's this? I'll go and order my car. You know, and that's what they think. Becoming successful can actually also be boring because you've got to do the stuff that no one's interested in and do it every day, even the days you don't want to do it. And that resilience is important. What's your thoughts?
SPEAKER_01:Well, this is the whole, I think this is the industry, really. Everything about it is exactly what you're saying now. The delayed gratification or delayed result, because people don't sell their house every five minutes. You know, seven-year process, ten-year process. Developing the discipline, it's a very delicate balance because you've got to get results. I reckon it's the management's problem. I reckon management are the issue. Because I think most managers don't actually know how to work an area.
SPEAKER_00:Mm-hmm.
SPEAKER_01:They've never done it themselves. And they put pressure on people to get results. And they should be putting pressure on people to nurture relationships. That's what I feel. Beautiful. I would like things managed with myself is did you start or nurture 30 relationships a day, 20 relationships, pick a number that's doable for the person? Everyone's different here. They don't need to do 40. And even when people go in and they're making 100 calls a day. Like that was a part of uh, you know, real estate psychology before. But it's what are the hundred calls? Because uh working a designated area is the the actual secret to success in real estate.
SPEAKER_00:Anyone can make a hundred calls and speak to no one, making a connection and this one right now, this thinking is so important, and you're right. The long-term view of it, and then the disciplines around it, which brings me to another question I have for you. Everyone used to have the ideal week, and in the original system we had the template of the ideal week, and that those visuals are there for people. And it's important to see what you picked as your ideal week. Today, Matt, it's more patterns to your week. There's certain patterns that you have, and today doing what you do, and we'll talk about your patterns separately. Why is it important in making the commitment required? We've got to make a commitment to have patterns to our week. Why is that important?
SPEAKER_01:I reckon in the the evolution over the last 30 odd years, close to 30 years, it's I just focus on the day now. Today, I'm here with you, and I make sure everything works around it. I don't know what's happening on Friday. And I don't want to know what's happening on Friday. The end of today, I'll know tomorrow sort of what's where my time fits. I have this saying, don't delete it, move it. So you have a few key things. These days, health is very important to me. So, and I wish it was earlier on, I would have probably not burnt out this. I saw you go through fire burnouts. Yeah, exactly. And I and it was really like to the point where I just wanted to leave real estate. So tomorrow, when that comes, I could get today done with, you know, a bit of mental space around things and eating and health and all the things are important, prospecting, whatever that is for you. And then tomorrow I can look at it and go, let's say someone wants late today. I had to be here at 10 o'clock. So nothing would override this today, but my prospecting needs to move then. Because if prospecting is at 10, we are so quick to delete things, Lee. And it's the the things that it's a madness because the things that agents quite often delete are the things that are gonna build tomorrow's business. That is the most important appointment in your diary, along with health. That's what I think. The ideal week is gone for me now. The ideal day is everything, but you've got to own this space. They're bookings. I said, I actually did six market opinions in one day once. And you said to me, Did six market opinions no, actually I texted you and I said I did six market opinions today, and you went, That's no good. Overload. I was like, what do you mean? I was like thinking to myself, I'm killing it. That's overload. That's way too much. And it's I I I from obviously I kept going, like being busy. It means more to me today than it did then. You can't operate at peak state. You can't be present. You can't. You're more it's more like, uh, how good am I doing this? Whereas if I had two today and I could be totally present, game on, and everything leading up to it's perfect, not rushed and not, you know, falling out of your car, dropping your phone on the way and all of anxiety filled, you're probably going to win that business, or they'll remember your energy signature for the future, because you'll be right there.
SPEAKER_00:And Matt, as you become a seasoned professional, it's amazing how calm you can be. It's like you're watching one of those fighting scenes and it all slows down. Yeah. Because because you've seen it right, wrong, different, burnout hours, 50 coffees a day to try and stay up. That being there for the owner.
SPEAKER_01:Can I talk about this discipline part? These days, people often say to me, You're so disciplined. And I've all I've always sort of been like that, sort of, because when I've wanted something. It's like an ice bath. If you have an ice bath and you're rushed, you'll spend every minute trying to get out of there. If you mentally prepare that you've got your six minutes for the ice bath, and you put yourself in the zone before it, you'll actually find it not easy, because mine's minus one with a circulator. It's very hard to do. Even the guy that makes the ice baths go, mate, I you don't leave the circulator on. I do, because I want it to be as hard as possible. Because when you go on an ice bath, your body forms a barrier, like a heat barrier. If it's still. I'll take your word on this. Yeah. And I used to do that for years. And I'm like, I'm so good at this. But when the circulator's on, I've got this great model one. They they hand make it, these engineers. The circulators are so hard. But if you're rushed, your mind is like not there. But if you're totally present. You're pretending to do it. Yeah. If you know you've got I actually won't do a six-minute one if I'm not totally present because it's it it's sort of not the same. But if I have a good sleep, do my breathing, bit of space, like if some is crying in the house, I'll I'll just jump in and jump out after a minute or two because it's not worth it. But if I lead up with uh a flow in a in my peak energy state in the zone, it's it's actually, you can feel the the gravity of it. You can feel like it's different. It's so much more powerful. And I I treat every appointment like that now.
SPEAKER_00:Preparation for your health, preparation for your appointment, the future belongs to the prepared. And this is where I mention becoming successful can be boring because there's certain stuff you just got to lock in and do. When we talk about making the commitment required, the preparation. In the first program, you talked about learning to say no. And Matt, people want you to travel all over the country, fly on planes, do this, could you do that? There's no way you could do what you do without the power of no.
SPEAKER_01:You've got to own the time. I have a saying, one hour a day will change your career, two hours a day will change your life. You know how many people have their phone? It's like now I'm recording. My phone's over there, I'm not even looking at the thing. It's just over there. I don't have to think about it. But when you're prospecting, so many agents have their phone on. They're in the middle of make, they make two calls, their phone rings, they answer that, they do whatever, they're fluffing around, they're talking to somebody else. The hour goes, they made five calls. It's the most important function in real estate. So that commitment to yourself, if you don't own your time, everybody else will. Owning that space of time, whatever it is, I reckon it's the reason that your energy is going to be on or it's not.
SPEAKER_00:So we can give that some context now and it's a commitment list. It's not that you book out time and it's a fake booking. You know, people do the reoccurring booking, but it's not real. And they go, I know it's not real. Yeah.
SPEAKER_01:Makes yourself feel good in the moment when they do that. It's like you only have so much time in the day. The question really is, what do you want to become? Like that's really the question. If you want to become, you know, just an average performer that doesn't really have a lot of ambition, well, you can sort of be very loose with your time. If you want to become one of the top in your field or the company, it's going to take a lot of commitment. So it's like when people ask me to lunch, I actually say to them, or coffee. Coffee's a great one. Would you go coffee? I say, I don't drink coffee with anyone. That's what I say to them. And they go, oh, right, okay. I said, no, not at all. You can call me, no problem whatsoever, and whatever you need, we can do the same on the phone call. I don't want to sit there because a five-minute coffee turns into a half an hour counseling session. And then you've got to get your own mind back. And then you've got to go back again. I've only got this much time to exchange in a day. And it's got less because I have more responsibilities outside of work, but I still want to perform the same. Try and work that out. So I worked literally between 10 and 2. They're where I want to do my appointments. I've got an appointment sitting on my phone from last night. They said, I want to see you at 8.30 Wednesday morning, next Wednesday. Texting back and said, I'll call you in the morning. And I'm going to ring him and say, I don't do appointments at 8.30. Now you've got to get a part in your career where you can do that. Yeah. And the builder and architects will still go. But I'm going to say to him, I've got a commitment at home. I just can't change. Yeah, I'll have a full day. That's it. You've got to manage it in the best possible way. But I like people knowing that I just don't go to things. I like it.
SPEAKER_00:That's a choice. It's completely up to you. But if you want to be the best in your field or the best you can be, there'd be nothing worse than later on going, you know, I could have done that. And you couldn't, should have done anything. Which brings me up to an interesting point. And both of us have had a lot of experience in this one. But my point here is, are you allowed to be successful? Having the right partnership in real estate and life actually does determine how that works. And Matt, there's no coincidence my second marriage is to an events manager. None at all. Because being able to travel the world doing what I do, being available to do that is important. I have no restrictions to the work I do, which is really tough on Rob, but not. And in that second marriage, you know what you're getting in for, but this is what I want to do. And I I think that's not discussed or understood that if you're going to do this, you you've got to be able to do it unrestricted.
SPEAKER_01:Yeah. Oh, where do I start on this one? So I've got three layers to this. I've got Jamie and I have been business partners for almost 30 years. Unbelievable. Almost 30 years. People are often- And you still speak three times a day. All the time. We speak all the time. Yeah, I think. Even at ARIC, he didn't go. And I said to him before we went, you should come up. And he's like, oh no, I've got a few things to do. But he's texting me up there, you know, how is it? Who's speaking? Whatever. Like very engaged, where, you know, we've had our we we've never had any problems, but we've you have like times where one's pumping, the other one's, you know, having a few life challenges and you're helping each other through. So that's one side of it. And I reckon that has been uh one of the most important factors of my success. I really do. It allowed me to focus on sales and not own a business. Although I'm a co-owner, people just think I worked there.
SPEAKER_00:Uh like I have nothing to do with running the business. But that was such a successful moment for you two. And just for the historical moments here, this happened because there was only two phone lines. Yes. Reception was on one and you hogged the other. So Jamie wasn't allowed to make any calls. So he thought I might have to run the business then. Yeah. The fact front-end, back end happened, and and I think a lot of people trying to be both, and we see it all the time, you're one or the other. You have no restrictions. No.
SPEAKER_01:This real estate's a funny thing because people uh do well and they go and open an office. And people have said to me for years, you know, why are you not Matt Steinweight Real Estate? Because it's not my skill. Like running a business is not my skill. Selling houses is painful. Two different things. Jamie is probably one of the greatest business owners I've ever seen. And I'm not just saying it because I want to like be nice. He looked good at it. So good. He he grew. He's doing what we're doing now, but in business, you know, the commitment required. Yeah, we're just opening, I think, our twelfth office now, and I don't know the number, but he just he does that whole part of the business, and I do this. And you don't need to go and open an office. You need to be a part of a great one. And that's how I see myself. No one in the business sees me as the boss. They see me as a great salesperson. Jamie is the CEO, the boss. We've got a couple of hundred people. And I'm good with that. And I'm I'm acutely aware of my strengths. It's like if I was to o it's like me liking food and going open a ca uh restaurant. I don't know how to cook. Just because I like food doesn't mean I know how to cook. I'm good at sales. I'm very good at sales. And I was really aware of that. But what that has done is allowed me to form another partnership, is my team in the office. Me, Trev, and Jordan are equal partners in the team. And we have people that work with us, like Ash and Lisa and two buyer agents. So it's like a mini business within the business. It is. It's it's real estate practice. It is. So my job is to lead, I can lead by example. That's sort of my leadership quality. Do this, run here, let's go this way, la la la la. That's a skill in itself, but different than running a, you know, a real estate company. And because it they both take a lot of time. But because I'm listing and selling from the front, they get inspired to work with me because of that. So I can do that. And then there's the home relationship. I've been married three times. One I was very young, Shelly, who I was with for 16 years, who you knew very well, and then Tara, who's 22 years younger than me, and we have a almost two-year-old. I have seven kids. So it's been a long journey for me. But you're right. Tara allows me to run. And that's I'm a bit of a racehorse. I like running. If I was with someone who was restricting, um, if I was with someone who was restricting me, I don't think I'd perform the same.
SPEAKER_00:I'll leave this topic here because a lot of people know what we're discussing. But when you look at these incredible things that people can achieve or want to achieve, that's got to be right. You know, again, it's a front-end and back-end thing of business and life is okay, I'm gonna go out front and do this. Yeah. At home, we're gonna do that. But it is front-end, backend.
SPEAKER_01:And I think whatever relationship you're in, whether it's a business partnership, that's look why a lot of business partnerships fail. That's why a lot a lot of people ask me, how do you two stay together so long? We empower each other. Same as with me, Trev and Jordan. We empower each other. Like we we literally, I'm not I'm not micromanaging nothing. People have the ability to make decisions. Personal relationship, got to empower each other.
SPEAKER_00:I believe you've done so well over this one principle. We are in sales and service. A lot of people just want this very quick sale. That long-term servicing your area, servicing the purchasing community.
SPEAKER_01:Oh, like I think the service side of it is humility. You know, being really humble. Like I do well, but I, you know, I don't I don't wear anything flashy. I don't try and separate myself from people, like as in brands and watches and things like this. And I understand people do out there, even the car that I drive, it's like 10 years old. But I find I you've got to be relatable, I think, because approachable. Approachable. Because especially in real estate, people just don't like you already. So I don't want to make the job harder. Yeah, I don't want to make the job harder. And also um when I've been in a house with women, I used to wear a tie and a jacket a long time ago. Yeah. But I found it was too like there was this weirdness, like, oh whereas now I I 20 years I've worn a tie, roll my sleeves up. Yeah. Just want to like make it more casual. So I think the service type.
SPEAKER_00:It's always interesting because that means I want to get to work. Yeah. You know, roll your sleeves up and I'm gonna get stuck into it.
SPEAKER_01:And I've never really chased the outcome. I've always chased the process. Like I've always chased, like, I just want this person to know I'm right in there with them. So I've just probably taken the we just sold a beachfront for 11.5 million. And I said to the owner, don't worry, I'm not gonna promote it anywhere. He goes, Oh, really? He goes, mate, that's amazing. I said, Yeah, I'm not gonna. I know what's important to you. And he goes, mate, we're gonna do so much business. Discretion? Yeah. And Jordan's like, Oh, we can put it in. I'm like, nowhere. Bunting, sausages, you know, and it's like what, you know, Tom Penos talks about agents putting stuff up and writing, you know, sold in three days winning. And it it it is true. Like, you know, I think I'm the only agent in Australia that doesn't promote real estate on my Instagram. I don't have anything real estate on there. But um, I don't know why that is. But there's something about that megaphone screaming at people, how amazing you are, or just taking care of them. And I think they're taking care of them, you know, whether it's gingerbread houses, whether it's like the the Easter thing. I've spent so many years dropping gingerbread houses off to people at Christmas. The first Easter I gave Jordan, like I'm not I'm not doing it now. And I we do the gingerbread houses, but this Easter I didn't do it. And I just thought I'd let the team do it. You know, not one Easter bunny got dropped off. Oh, no way. Not one. Not one. You're over that. Not one. And I said to Jordan, well, that's a huge miss. I spent my career building this, yeah. One Easter bunny at a time. And he's like, That's a good name for a book. Yeah. And he's like, Yeah, gee. I said, Well, why didn't you do it? He goes, Oh, I don't know, I was just too busy. I said, mate, it's just you don't care. And it's not that he don't doesn't care, he does. But people end up doing it okay than caring about themselves more. We all do. But I I just want people to say, wow. You know, the Men Well story, which I've I, you know, part of the stuff, everything that I have is because of you, Lee. And like this, if I didn't go to that conference that day, I would never have met Menwell. A dorman who would have got paid what, 40 bucks an hour. I have told that story for 20 years to tens and tens and tens, even though not last Eric, the one before, I told it there as well. And he he messaged me on Instagram. Wow. Yeah, he did. Oh, how and he's just retired. Wow.
SPEAKER_00:Yeah, so and his daughter messaged me and But here we go. He loved to serve. Loved to serve. It wasn't on the bellboy. Um Jacques Stapel was the doorman of the Hilton.
SPEAKER_01:Yeah.
SPEAKER_00:And Jacques was a big wrestler. He looked big on the door. And he he beautiful guy. I sold his home in Beacon Hill. You'd walk in the door and it would trigger music of beautiful music, and you go up the stairs and you you walk up the stairs and there'd be uh pictures of Mickey Rooney, Sylvester Salone, the most famous people in the world that I know from movies. But if they were in Sydney, they all stay with Jacques. And he'd get tickets here, tickets there. And and when he retired, he was offered quite a lot of money to share his stories. Jacques never talks. And everyone would stay there because he was there and they, hey mate, I know there's no tickets for the game. Can you get me tickets? Jacques get you tickets. And he just had this world trust. Trust and service. But Jacques loves serving people.
SPEAKER_01:You know, there's a thing years ago, I I hate to quote you all the time, but uh it there's so many gold nuggets here that I spent my career learning from you. And then I ex I was the executor. I'd hear it and I'd execute. I'd literally walk out of one of your seminars and I'd be like, get on do this thing. And you said something many years ago. You said relationships equal more dollars for the owner. They do. It's true. And I've never forgotten it. Relationships equal more dollars for the owner. And I saw it as that. The better my relationship is with someone, the more I can guide them, the better the price for the owner. You know, I've never really, um, even though I talk about fees and things like this as in what we want to write, I've never focused on it. Like I use it as a mark. Yeah. I don't use it as a measure. And I use it the measure on did this feel real good doing this, um, selling this owner's home? Like at the end, do they go to bed going, that was even if the price wasn't great, sometimes the prices aren't great. But I like them to feel I I I could feel it. I'm like, do they know I've done everything possible? Yeah, best outcome.
SPEAKER_00:Best outcome. And you'll never see a purchaser pay their greatest price to an to an agent they dislike. Totally. I've seen ladies, and I actually mentioned this in the original audio. There was a lady with me one day, see that sign? I just will never buy a home at that company because the way the agent had made her feel. But she might be the right buyer for that property. Yep. But it it's been completely ruined.
SPEAKER_01:And there's probably some of the longer along the way where that's happened to me, but I I could probably it it kills me inside. You know, once I didn't I sold this great property in Monbrook, amazing house in um Clairvaux Road, and I was just shy of the reserve. So I just said I'll just take 10. I didn't have to. Like just I'll just take ten thousand dollars off. And Jamie goes, Why did you do that? I'm like, I just didn't feel right about it. But it was a great price anyway. The reserve was a little bit high. He goes, mate, really? I'm like, I just wanted them to show. I just wanted them to, he's the opposite. I just said, I just wanted them to know that I did everything possible, you know. And I think that's how I forged my career. Mr.
SPEAKER_00:Matt Steinwade, thank you for joining us on We Are Selling.