Blog / Prospecting
Mat Steinwede The Real Estate System, Promoting You
Mat Steinwede from McGrath Central Coast has made a career through constantly demonstrating he is an area specialist. One of the many methods he uses to establish this reputation is promoting himself, and he shares these strategies in Mat Steinwede The Real Estate System.
Becoming the expert in your own farm area is the first step in becoming an area specialist, and then this is consolidated through face-to-face, phone, email and letter contacts that build over time. Using these tips over his first two years in the real estate industry, Mr Steinwede became easily recognisable to residents living within his patch. However, there is further work to ensure this success continues.
Adding Value
Mr Steinwede cites a turning point in his career when he realised he needed to give extended value as part of his prospecting strategy. All his competitors were doing the hand-delivered letterbox drops and phone calls as he was, so he needed something that really set him apart. He used comparable market analysis (CMA) reports to achieve this aim, producing them daily for more than just those people considering selling. He set himself the target of putting together 10 CMA reports each day. Each report contained a photo of the house on the front (taken that morning), a letter confirming he had spoken with the owner about the report, statistics about the area, all the current sales for that neighbourhood and everything that had sold in the area during the past 14 months. His personal profile sat at the back of the report. “The second I did this, it changed the dynamics of my area completely,” Mr Steinwede explained. “People were actually starting to really talk about it. They couldn’t believe it, because there’s a lot of work that goes into it,” he added, admitting it took months to set the process up because it started with a letter saying he would call the following day about the report, the actual phone call, taking the photos and compiling the report, then dropping it off personally. “It really did start to separate me more than anything else that I’d done,” Mr Steinwede said, adding many other agents started creating similar reports but could not keep it up so stopped and lost the momentum. “Like any high performance, it takes high commitment. Forget doing all the other stuff; if you don’t do this, you won’t become an area specialist.”
The Work Does Pay Off
It was putting in the hard yards like this early on that got people to recognise Mat Steinwede. He acknowledges the hard work involved in getting to the point where he is now and knows real estate is not an easy industry to succeed in, however he says the rewards are worth the effort.
“You’ve got to say to yourself, ‘Okay how committed am I to being a great real estate agent?’. I don’t believe there are too many people out there who will be as committed as it takes, but here, you’re getting given all the steps,” he explained, saying if he had access to a similar program at the beginning of his career he would have been, “five more years advanced than I am today”. “It’s like they say: success leaves clues - and I think here are the clues,” Mr Steinwede concluded.
CMA Phone Call
Mat Steinwede: Hi, Mrs Jones, it’s Mat from McGrath. How are you going?
Prospect: Oh, good, what’s up?
Mat: I just want to let you know I’ve put together some information for people in your neighbourhood. I’m dropping a report off to Mrs Fitzgerald next door; do you mind if I just leave one at your doorstep as well?
Prospect: Oh, no, it’s all right/I’m not thinking of selling.
Mat: Look, it’s got nothing to do with selling your home; it’s just some information about your immediate area. You might find it pretty interesting, and it’s free. Do you mind if I leave it at your doorstep?
Prospect: Yeah, okay. *If they said no, he would just leave it in the letterbox anyway.
Mat Steinwede The Real Estate System includes his tried and tested strategies with letter and report templates, the order tasks should be completed and tips on achieving peak performance. For more information on Mat Steinwede The Real Estate System visit: www.realestateacademy.com.au or call 1300 367 412
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