Matt Lancashire is widely recognised as one of Australia’s leading real estate agents. He and his team consistently sell over $275 million worth of property annually.
In this training interview, he reveals the meticulous systems and process that new Sales Associates Ben Osborne, followed to make $9.5m in sales in less than 6 months.
Matt has revealed his entire 39-page document on 'How to Write $1,000,000 GCI a Year' in any market. This includes the non-negotiable tasks, the targets, and the processes you've got to have. Because you can't have willpower and luck as your strategy in 2024.
The first quote. I'm not sure if anyone has or hasn't read James Clear's book Atomic Habits. You guys read that. If you haven't read it, read the book, get it or listen to it on. I think you can get it free on Spotify or read the book my book's highlighted. I've read it literally probably about 30 times and I keep referring back to it all the time.
Matt Lancashire:
And what he says there is you do not rise to the level of your goals, you fall to the level of your systems. So, which means it's like if you train for a marathon and your goal is to finish a marathon in a certain period of time, but you don't go and do get your nutrition right, get your water intake right, get your short runs, get your long runs going, do all of the things you need to know to get your body ready for the marathon, you're not going to get there on the time that you want. So it's the same as real estate. It's all a very systemised business. So this is every process, as soon as the form 6 is signed, what you do every step of the way. I'll share it with you also, you don't need to write it all down, but this is basically a system that will not fail. So I'll give you an example.
Matt Lancashire:
I've got a young, 22 year old, ben Osborne, who works in my team. He's been in real estate for about six months. So I got a call in into a building in the city I'd never been I don't sell apartments I went into this building, never been there before in my life, and I said to Ben this is your opportunity. I want you to follow this process and see what happens. So the property that was listed was a family friend. They said can you please just list it? We listed it for auction. We got all the ads, all in the Kareemal, all those things I said to Ben. Your first point of contact is I want you to go on. Has everyone got ID for me? That's people. If you don't have ID for me, your nuts like the amount of data you can get from ID for me is phenomenal Phone numbers, email addresses, you name it, it's all on there. We also go into pricefinder, arpe data, google, social media to find all of the data. So a lot of the work we do is to find clean data.
Matt Lancashire:
In that building there there were 43 apartments. We listed it. Ben called found. Of the 43 people, we found 38 bits of data.
Matt Lancashire:
Ben, who's been in real estate for six months six months, 22 years old rang the building. Someone on two levels down said I heard that was coming to market, do you mind if I get through for an inspection? Sold it prior to auction to that buyer for $3.8 million. Right Then I said Ben, just do a. Just sold around it, did a, just sold, called the 38 people of the data that we had. Someone said oh that sorry. That seller who bought the buyer that bought that property, said I want to sell. Ben did another call through the building, called everyone in the building, found another person down on level one that wanted to upgrade to level two. Sold it to him for $2.6 million. Then again, ben's done $9.5 million worth of sales in that building in less than six months just by following that process.
Matt Lancashire:
Unbelievable, how old is it going? 22. 22 and Ben in real estate six months Simple stuff. So when he makes the call, the call is very easy. The just listed call is hi Ben. I was born from Matt Lake. He's his team.
Matt Lancashire:
Just a courtesy call to let you know that we've listed apartment 38 in the building. I know that there's been a lot of interest from people in the building. I just wanted to invite you through not only just firstly to see if you want to buy and secondly, just to give you some information on what things are selling for in the building. Just by doing that, all of the transactions he's done five transactions in six months and only one of them came from outside of the building. So $10 million in sales in one building that had no one had market share in there. Ben came in 22 years old and sold $10 million, so it was about $250,000 worth of GCI in six months in one building For a building we had no idea Never been, and this is what's really crazy about it. So I've only ever and this is going to sound really bad I've only been into the reception of that building. I've never been into any of the apartments, and Ben's done that.
Tom Panos:
To me, Maddie, that says to me that this kid had this process. It all happened because he ended up having conversations, If he didn't have the conversations and sent just text messages or emails. But do you know what it takes to make?
Matt Lancashire:
the call. Do you know what it actually takes? And to do what Ben's done? A little bit of effort, a little bit. It's not skill, yeah, because he's only been six months. And it's not age, because everyone goes, oh, I'm too young or whatever. He's 22 years old and he's done $10 million in a building with we've never been into before in less than six months. So all it takes is a little bit of effort, that's it.
Tom Panos:
If you're good enough, you're old enough. End of story. That now is official. If you're good enough, you're old enough. Right, and he's done the business because others haven't done those activities.
Matt Lancashire:
They don't do it. So there's a thing in real estate right, anyone can get to a level. You get to a level, but then there's one thing to get up to that next level that you need to do, that a lot of people can't Do. You know what it is.
Tom Panos:
Matt Lancashire is one of the greatest real estate agents that's come out of Australia in the last three decades. He's been kind enough to share the Matt Lancashire system how to write $1 million. He writes a lot more than that, but he's put together the templates to help an agent go from 300 to a million in GCI. He's got exactly the roles you've got to be doing, the targets you've got to be hitting, the actual processes that need to be in place because you can't have willpower and luck as your strategy. And it's all together in one simple document available only for real estate gym members. If you're not a gym member and you want to become one, I've got good news for you you can join now. The real estate gym is now open for 2000 and 24 and for less than a price of a coffee a day, I will be your coach for the whole year. Go to realestategymcomau.