June 23, 2024 • 6 mins
Learn how you can become a household name in your target market - without being intrusive - using the legendary 'Mat Steinwede System'
This is the formula Mat Steinwede used when he had zero database and his team still uses it to saturate the market.
In the Real Estate Gym, Mat also reveals his listing presentation formula, and the 3 biggest mistakes agents often make at the listing. Plus you get the entire downloads and access to the entire course: Mat Steinwede's Negotiation Masterclass.
Join before 30 June 24 and get 14 days of extended access - FREE!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Tom Panos (00:00):
So, when you hit saturation.
Mat Steinwede (00:03):
Your business goes like this, but most agents
prospect on need they prospectbecause they need a listing.
Tom Panos (00:11):
I don't, I farm relationships, when I was
thinking about getting a stemcell transplant and I was going
to be out of action if it worked.
If it didn't work, that wouldhave been another story.
And you were so kind to sayI'll take over the real estate
gym.
I still remember it and I saidto someone the other day he said
(00:33):
who's the best real estateagent in Australia?
I said Matt Steinway.
He said is that with what?
With the McGrath Network or theREB or the realestatecom?
I said no, it's the Tom Panoscriteria.
He goes, oh, really he goes.
Have you got your own awardsthat you give out?
I said no, no, I haven't got myown award.
But I said you've asked me whothe best is and he goes.
(00:53):
Well, what's your criteria?
I said really simple.
I said I look at number ofyears, so that way I know that
form is temporary but class ispermanent, so he's done it for a
long time.
Number two I look at the factthat I realise that he's had a
(01:14):
real estate life and a familylife and lots of kids and wives.
So I take that into account.
I take into account that he'snot a fake because, I said, I
meet a lot of people on theplatforms and on the circuit
that they're fakes.
And I know the guy and I saidthe other thing is, I look at
the fact that you know the guyis fitter than most people in
(01:34):
their 20s and I think thatthat's success.
So I said, ultimately, that'sit.
He goes oh, is that yourcriteria?
I go, yeah, and not a dickhead.
I said, so, that's it.
And he goes oh, you should havean award every year, the Tom
Pannis Award, based on all thosethings.
(01:56):
And I go, yeah.
I said there wouldn't be toomany winners, but, mate, that's
the problem.
Mat Steinwede (02:02):
I have many agents contact me saying what
should I say when I door knockand I say, ask if they want to
sell their house and they'relike, is that it?
Is that it?
But they take a report withthem of some sort or a CMA or
something.
So it's not embarrassing to youknow they're giving them
something but you're missing achance to contact them twice
(02:22):
Because always remember 9 to 12contacts.
People start to become yourfriend, start to this is across
the whole area.
And then around 20 connectsaround that.
So 18 to 24, just double it.
You start to become a householdname.
So you want to get to thoseconnects without hassling people
(02:45):
.
You've got to do it in a waythat so if you come back to that
person in three months time andyou knock on their door again,
that's fine.
Any sooner than that's tooearly.
A long time later is too late.
They sort of forget you alittle bit and that's why in the
gap they're going to get cardDL, quarterly thing, whatever
they're going to get.
(03:05):
So you've got to have this nicerhythm going on.
This is why it's so important.
Tom, I'm a pretty capableperson with time and I'm a very
relentless worker always havebeen.
But I've never gone outside ofa thousand homes.
When I say outside ofprospecting, I don't prospect
other areas, prospecting, Idon't prospect other areas.
(03:27):
I don't do over here and overthere and what's the point it's
like.
But what I do want in thatthousand homes is complete
saturation.
So when you hit saturation yourbusiness goes like this, but
most agents prospect on needthey prospect because they need
a listing.
I don't.
I farm relationships when youdo this over 1,000 homes
(03:51):
properly, you do this.
You never have to ask people ifthey want to sell their house
again.
Okay, you don't have to.
You can, but you don't have to.
You ring next time, mr Penos,it's Matt.
Tom Panos (04:07):
Yeah.
Mat Steinwede (04:08):
I don't say McGrath, it's Matt.
Oh Matt, how are you going?
Great, I'm just letting youknow number 10 sold in your
street.
Awesome, what did it sell for?
That's how the conversationfeels.
It takes a long time to convertfrom asking to giving.
But now I could ring most ofWombrill well, the ones that
I've connected with over a longtime and just say, hi, it's Matt
(04:29):
.
So now all I'm doing ispositioning for uncontested
business in the future.
It doesn't mean I don't listand sell anywhere else.
Of course I do.
But I don't love it as muchbecause when I go to a Wombrill
market opinion, I don't thinkit's here.
I've got the area in apresentation, CMA, so detailed.
(04:51):
I'll sit there, I will delveinto price so deeply with these
people and we're talking aboutit and all of this.
Like I love it because I knowit like nothing else.
But go to another area.
Man, I'm shitting from the hip.
Tom Panos (05:07):
Matty, you know what I'm really loving the way you're
speaking today.
You're speaking with the sameenergy and passion as if a guy
had been in real estate sixmonths.
I'm thinking to myself this is35 years now, isn't it, matt?
No, no, no, 30.
It's 30 years, okay, it's 30years.
(05:27):
And you can tell this like,let's face it, this guy gets
asked these questions all thetime by randoms ringing him up
all the time, yet after decadesof it, he still has got an
enjoyment and pleasuredescribing why it's so good.
Matt, I want to ask that report.
(05:48):
Can you just say what's in thatWomble report, what's actually
in it?
Would you give any suggestionson if you're going to pick 1,000
to 1,500 homes?
Are there any tips on which1,500 you should pick in your
core area?
Mat Steinwede (06:02):
But I have the six steps that I run through
every time and it doesn't haveto be, you know, tedious, I tune
in it.
So before I go there, I sendthem this thing I don't know if
there's one here called a helpmat help you, so they get a
pre-list kit.
Tom Panos (06:17):
You've shared it with me in the gym.
It's in the gym that's givenyou a test ride of the real
estate gym.
In the real estate gym, we'vegot all the information you need
to succeed, whether it'sprospecting, listing,
presentations, scripts,dialogues, how to actually have
the best templates and have aprocess driven business.
You can join the real estategym, the doors are open now and
(06:38):
it is less than one coffee a dayas an investment.
So, when you hit saturation.
Mat Steinwede (00:03):
Your business goes like this, but most agents
prospect on need they prospectbecause they need a listing.
Tom Panos (00:11):
I don't, I farm relationships, when I was
thinking about getting a stemcell transplant and I was going
to be out of action if it worked.
If it didn't work, that wouldhave been another story.
And you were so kind to sayI'll take over the real estate
gym.
I still remember it and I saidto someone the other day he said
(00:33):
who's the best real estateagent in Australia?
I said Matt Steinway.
He said is that with what?
With the McGrath Network or theREB or the realestatecom?
I said no, it's the Tom Panoscriteria.
He goes, oh, really he goes.
Have you got your own awardsthat you give out?
I said no, no, I haven't got myown award.
But I said you've asked me whothe best is and he goes.
(00:53):
Well, what's your criteria?
I said really simple.
I said I look at number ofyears, so that way I know that
form is temporary but class ispermanent, so he's done it for a
long time.
Number two I look at the factthat I realise that he's had a
(01:14):
real estate life and a familylife and lots of kids and wives.
So I take that into account.
I take into account that he'snot a fake because, I said, I
meet a lot of people on theplatforms and on the circuit
that they're fakes.
And I know the guy and I saidthe other thing is, I look at
the fact that you know the guyis fitter than most people in
(01:34):
their 20s and I think thatthat's success.
So I said, ultimately, that'sit.
He goes oh, is that yourcriteria?
I go, yeah, and not a dickhead.
I said, so, that's it.
And he goes oh, you should havean award every year, the Tom
Pannis Award, based on all thosethings.
(01:56):
And I go, yeah.
I said there wouldn't be toomany winners, but, mate, that's
the problem.
Mat Steinwede (02:02):
I have many agents contact me saying what
should I say when I door knockand I say, ask if they want to
sell their house and they'relike, is that it?
Is that it?
But they take a report withthem of some sort or a CMA or
something.
So it's not embarrassing to youknow they're giving them
something but you're missing achance to contact them twice
(02:22):
Because always remember 9 to 12contacts.
People start to become yourfriend, start to this is across
the whole area.
And then around 20 connectsaround that.
So 18 to 24, just double it.
You start to become a householdname.
So you want to get to thoseconnects without hassling people
(02:45):
.
You've got to do it in a waythat so if you come back to that
person in three months time andyou knock on their door again,
that's fine.
Any sooner than that's tooearly.
A long time later is too late.
They sort of forget you alittle bit and that's why in the
gap they're going to get cardDL, quarterly thing, whatever
they're going to get.
(03:05):
So you've got to have this nicerhythm going on.
This is why it's so important.
Tom, I'm a pretty capableperson with time and I'm a very
relentless worker always havebeen.
But I've never gone outside ofa thousand homes.
When I say outside ofprospecting, I don't prospect
other areas, prospecting, Idon't prospect other areas.
(03:27):
I don't do over here and overthere and what's the point it's
like.
But what I do want in thatthousand homes is complete
saturation.
So when you hit saturation yourbusiness goes like this, but
most agents prospect on needthey prospect because they need
a listing.
I don't.
I farm relationships when youdo this over 1,000 homes
(03:51):
properly, you do this.
You never have to ask people ifthey want to sell their house
again.
Okay, you don't have to.
You can, but you don't have to.
You ring next time, mr Penos,it's Matt.
Tom Panos (04:07):
Yeah.
Mat Steinwede (04:08):
I don't say McGrath, it's Matt.
Oh Matt, how are you going?
Great, I'm just letting youknow number 10 sold in your
street.
Awesome, what did it sell for?
That's how the conversationfeels.
It takes a long time to convertfrom asking to giving.
But now I could ring most ofWombrill well, the ones that
I've connected with over a longtime and just say, hi, it's Matt
(04:29):
.
So now all I'm doing ispositioning for uncontested
business in the future.
It doesn't mean I don't listand sell anywhere else.
Of course I do.
But I don't love it as muchbecause when I go to a Wombrill
market opinion, I don't thinkit's here.
I've got the area in apresentation, CMA, so detailed.
(04:51):
I'll sit there, I will delveinto price so deeply with these
people and we're talking aboutit and all of this.
Like I love it because I knowit like nothing else.
But go to another area.
Man, I'm shitting from the hip.
Tom Panos (05:07):
Matty, you know what I'm really loving the way you're
speaking today.
You're speaking with the sameenergy and passion as if a guy
had been in real estate sixmonths.
I'm thinking to myself this is35 years now, isn't it, matt?
No, no, no, 30.
It's 30 years, okay, it's 30years.
(05:27):
And you can tell this like,let's face it, this guy gets
asked these questions all thetime by randoms ringing him up
all the time, yet after decadesof it, he still has got an
enjoyment and pleasuredescribing why it's so good.
Matt, I want to ask that report.
(05:48):
Can you just say what's in thatWomble report, what's actually
in it?
Would you give any suggestionson if you're going to pick 1,000
to 1,500 homes?
Are there any tips on which1,500 you should pick in your
core area?
Mat Steinwede (06:02):
But I have the six steps that I run through
every time and it doesn't haveto be, you know, tedious, I tune
in it.
So before I go there, I sendthem this thing I don't know if
there's one here called a helpmat help you, so they get a
pre-list kit.
Tom Panos (06:17):
You've shared it with me in the gym.
It's in the gym that's givenyou a test ride of the real
estate gym.
In the real estate gym, we'vegot all the information you need
to succeed, whether it'sprospecting, listing,
presentations, scripts,dialogues, how to actually have
the best templates and have aprocess driven business.
You can join the real estategym, the doors are open now and
(06:38):
it is less than one coffee a dayas an investment.
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