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
How To Avoid Burnout And Still Sell More - Mat Steinwede
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Burnout in real estate rarely arrives with a warning siren; it shows up as dread when the phone rings, short patience with the people you care about, and a body that can’t keep up with the pace you’ve normalised. Lee Woodward sits down with returning guest Mat Steinwede to talk about the part of selling that too many agents ignore: the cost of giving all day, every day, and what it takes to perform without breaking. Matt opens up about hitting a major wall, stepping away, and getting a medical reality check that forced a full reset.
From there, we get practical. We unpack how to structure your day for peak performance: bookend routines, clear boundaries, and a team model that creates leverage instead of more pressure. We dig into consistent real estate prospecting, the difference between “busy” and effective, and why quality conversations beat endless dials. Lee’s idea of “working in the cracks” turns dead time into momentum, as long as you decide in advance who you’ll contact and why.
Health isn’t treated like a side quest; it’s the foundation. We talk about sleep, training, sunlight, hydration, and cutting the comfort habits that quietly drive anxiety and poor decisions. Matt also shares why he protects Sundays and family time, and how clients often respect your standards when you communicate them well. Finally, we explore a changing property market, why speed and service matter more than ever, and how AI might automate tasks but can’t replace trust built through real relationships.
If you want a sustainable sales career with more energy, better boundaries, and sharper results, hit play. Subscribe, share this with an agent who needs it, and leave a review to help more people find the show.
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Welcome And Sponsor Shoutout
SPEAKER_00Hello and welcome back to the podcast We Are Selling. My name is Lee Woodward, your coach and host, and the author of the Complete Sales Person course. Today's program is brought to you by the Agency Portal, Australia's first listed to settled execution platform. This incredible digital platform allows us to use agency design, agency AML, the sale funding process, commission funder, agency supplier pay, and agency settlement. Agency settlement is the Pixar partner that allows the real estate digital transaction to exist. Let's get started with today's podcast. Hello, and welcome back to the podcast We Are Selling. Today the cameras are on, and one of my original guests of all time is joining us back in the studio, Mr. Matt Steinwade. Matt, welcome back. Thank you very much, Lee. It was like two weeks ago.
SPEAKER_01We started in armchairs, we're still here. So we'll end up in we'll end up in uh rocking chairs one day.
SPEAKER_00Welcome to we are doing. I love it. So Matt,
The Quiet Burnout Nobody Mentions
SPEAKER_00today we're going to discuss a topic people don't discuss. And you and I always speak about prospecting, listing. We've done all that. And the Matt Steinweight system is all packaged up. You can do that whenever you like. Yep. But one thing that people don't talk about is when you first come into real estate, you are on adrenaline and you are so excited about your new career. It doesn't matter how many hours you're working, I'm just loving this, I'm loving this. And then that becomes a habit of time, energy, hours. Not saying everyone did this, but a lot of people warm up on coffee and cool down on alcohol in the real estate industry. And then suddenly they're out of whack with their whole life. Uh I've seen you work through six burnouts. So we might start with you. What happened to you handling all that before where you are now?
SPEAKER_01Well, I used to think it's that work harder,
Matt’s Breaking Point And Recovery
SPEAKER_01you know, the luckier you get the work, the harder you work or whatever it is. And then I I think you need to work hard in the beginning to get momentum. But then I think structure is very important because you know, we give to people all day, every day. Go here, be here, smiley face on, you know. Even on the way over here, I was you know in in intense conversations with someone and it takes a lot of energy, you know. And then you gotta go home and have the demands of life as well. Yeah. Maybe in the early parts of your career you don't have kids and things, but yeah, you still gotta be the best you can be. I my solution originally was to work 20 hours a day. Yeah. And I wore it like a bit of a badge of honour in a way. Like I outwork everyone, do that. And then the the major burnout was about 10 years ago, and I just didn't want to sell houses anymore. Completely fallen out of love with real estate. Yeah, I could not take another call. So I rang Jamie, my business partner. We've we've been like the you, me and him have been like the little amigos through all of our careers. And I said, I just I'm just not gonna sell houses anymore. And he said, What are you gonna do? I said, I'm just gonna like vlog or something, you know, something else. And he's like, Are you joking? I said, Nah. I said, I just can't do it anymore. I have nothing left to give. He said, Um, can you just sell like one house a month just to help the business? Just to give us a flight. Yeah, and I said, nah. I said, I'm not gonna do it. And I I I sort of stopped for about six months or so. And then and I regrouped, but I went to the doctors and um he did blood tests and stuff, and he said, I'm surprised you're still standing because you got no testosterone, like I had no sex drive. I looked terrible, like I was very thin and cortisols through the roof, inflammation markers. I don't know if you know much about inflammation, but on the scale, strokes and heart attacks happen over nine, and that's where mine was.
SPEAKER_00Yeah, right.
SPEAKER_01But I could feel it. I go, I I just you know when you're You don't know what's wrong, but you know there's nothing wrong. Yeah. And I just felt like desperately trying to find center inside of myself. So I literally walk out of the doctor's and I thought I need to sort of start exercising and all that. Because you put all that aside. You know, too busy, you know, everyone's too busy.
SPEAKER_00Well, your time's not your own because when you take on the amount of properties that you do and the amount of buyers, you don't have a life now because and and when you're a giver, your biggest weakness is people take advantage of that. Yeah. And even the people around you. Well, the amount of people that ring and just kinda have a coffee with you, can I ask you a question, and you want to give, but there's gonna come a point where there's nothing left, which is where you were.
SPEAKER_01Because energy is limited. Like I think we we forget that like we spend more time charging our phone batteries. Yeah. You know, like on the way over here, I drive around with it charged all day and I'd charge it at night. And when it gets low and it's like two percent, you start to panic. You know, like oh shit. But we we don't think about our own. And we actually have like a battery every day that has got so much energy. And then a lot of the time in real estate, because it's because you've got to think you've got to prospect for and prospecting's a very mentally draining exercise because it's another output. Yeah, there's no return, like immediately. No, it's like uh you know, you prospect for ten years or fifteen years down the track, you know. I was on talking to a lady on the way over here just uh earlier, just said, Hi Wendy, would you sell? She's like, uh not just quite yet, but you know, that's like the tenth call I've made to a or whatever, you know, I've got someone that might suit a thing. So out the front with the board. Yeah, exactly. Yeah. You know, and it and it can be a very um I I think draining's the right word because you've got to make a certain amount of connects. You and that's why people let prospecting go because it comes from it today, but does later. So you go chase the shiny objects.
SPEAKER_00So how do you shift time? Because people on the outside looking at you now, you're constantly in the driveway doing the sun. If not, you're in the ice
Energy Management And Prospecting Drain
SPEAKER_00bath, you your chef Daniel there go up on the nose and and then walk in the dramatic. If you do a lot of social media for real estate, it's your passion and interest has now become health, yeah. Yet you're still doing incredible things in real estate. How did you get more time or hours? Because it's like you shifted time, or this could be a learn for everyone. Are you there when you're there? I have lots of people say, Oh, I'm doing these long hours, and I go, but it wasn't about long hours. In the three hours, you could have been highly effective. How distracted were you? And I had people say to me all the time, Oh mate, I'm so busy. Come be Lee Woodward for a week. Uh going between all the different places and performance levels, you're not allowed. And this is the other thing you'll you'll explain. When you're at your level, you're not allowed a down day. It's just always got to be at peak state. How do you stay at peak state?
SPEAKER_01It's been a real progress for me. Uh like a team, the team around you. And I think some teams it's only what I've seen. Some teams are a bit like they I I'm interested in elevating Jordan. And I'm interested in, you know, Trev dealing his thing. And like I want Jordan's profile. I spent eight years making his profile up. A lot of teams are like the leader, and then they get all these people underneath them, and they don't really have a growth path.
SPEAKER_00They sort of I love your new pre-listen kit magazine. Yeah. Now you're off to the right. It's like call them.
SPEAKER_01Yeah, for sure. Um, so the team's very important. And but I I just credit to you as well. Yeah. You know, I've got Ash who's phenomenal. She's like a Rob. And uh it it would fall apart without her. People don't know Robin's in the room. Oh yeah, sorry. Yeah. Um at the doctor's office. I never had that before. I had the team. It was all about Matt though. Yeah. It was all about Matt. If they can't keep up, sack him. Who is Matt Style? Yeah, that's right. Yeah. So I I had first had a goal to just bookend the days. So start in the morning with in the zone, you know, do something that you like, and then the end of the day I like to as well. And then the middle was just like the chaos part. So now um KPIs are still very much a part of what we do. So everybody has a certain amount of KPIs. You know, Jordan is he wants to do 10 sales a month, mine is six, Trev's is five or six or seven, two buyer agents that are relatively new. So they're starting taking a bit of work to get them up and running. I palm a lot of stuff off now, you know, um, because I I think Jordan's in that frame of mind where he he's in that growth mode. So I don't need to be the big gorilla. Is it palm it off or is it more leverage the opportunity? Palm it off. Yeah. It's driving it. Palm it off, yeah. Well, I like if I can do three quality appointments a day, that's great. And I I do 10 prospecting connects a day. Defined quality appointments. I'm ready to transact. So a lot of the listing, you know, it's it's 30 years though, Lee. Yeah. So it's it's not like when you're younger, you've got to go to everything. Yeah. So I spent 20 years doing that, and then I was now I've been moulding that ideal sort of thing for me. I really work between 9.30 and 2. That's my productive time. Then I train in the afternoon. I'm not not doing it. Like I'm making calls between each set, I'm making sure the team's doing their thing. Shane Smollin said a long time ago to me, he got to a point in his career where he he wanted to do direct traffic.
SPEAKER_00Yeah.
SPEAKER_01That's sort of a bit like what I do now. So I'll deal with people that want to sell, but they're like it's not like a cold thing, usually. It's Matt, we want to sell, we've got a five million dollar home here. I sort of pick the properties now too. I've got to be enthused with them. Because if I'm not, like it's really hard to sell something you don't resonate with.
SPEAKER_00Do you know an observation? And I see this a lot with great people, but it's only after a long period of time. Even myself, I've come into this same skill set of working in the cracks. Yeah. And working in the cracks is okay, I'm going to nominate the 50 people I want to communicate with this week. Yeah. I may not get a book session to do it, but the cracks will help me. For me, I'm at the airport and the flight's delayed. There's a crack. And I can ring 15 people. Amazing. But if you nominate who they are in the beginning of the week, you could be very successful in the cracks. Yeah.
SPEAKER_01100%. Well, you just summed up what I've been thinking for a long time. That's like in two seconds. Clarity. Um yeah, so like this morning, um, I've got appointments all afternoon, which I had to move this one around just a little bit to fit it in. But it's so I went and trained early in the morning, which I don't usually, usually at sun time. I've got a two-year-old, so I I like to help in the mornings because I've had two divorces, and it's not, you know, if I just run around doing my thing all the time, there'll be another divorce. They're very expensive, Lee. As you know. I know. Yeah. They're very expensive. I think I can see it differently now. So that's why the mornings for me are are really important because it gets the family side. Yeah. And you said something to me, it never left my mind. It was 20 years ago. I you rang me one day when you were coaching me actually every day. I used to text you, remember? Yeah. My score out of the day. You rang me, and uh I I don't know how what you said at the time or exactly, but you know, how's your day or something? I said, Oh, I've done six market opinions a day. And you said, That's terrible. Yeah. I said, I'm sorry to hear that. Yeah, sorry to hear that. Yeah. And I I was like shocked. I was like thinking you go, that's amazing. You said that that's terrible because you're not present and you you're like it's too much. Yeah. You know, I use that same thing with Jordan now. Like the same thing. I'm like, and it it's the best advice because, you know, I'm I wasn't doing that. Yeah, sure, you're going and seeing the people, but you're not present. You're thinking about the next one. You've got this time limit, you know, and
Team Structure KPIs And Delegation
SPEAKER_01time management is the key to our business. Yeah. It just is. If you don't have a a team, like I think the first part is to work towards getting one. You know, like do five sales consistently every month for a certain period, and then maybe put on a PA after that, you know, like just it's all about consistency.
SPEAKER_00I have a memory back of that. Now you said that, and it was connected to when we first did your system. But I never would ever do appraisals on a Saturday because they were just so loaded with appointments. And there was this one lady who would not let me go, and I had to go and see her late on a Saturday afternoon. It was a one-bedroom apartment in DY. And I've gone into the internal laundry and just gone, and my day started to download, and she's thinking, God he's thorough. And then I've realized what I'm doing in this one bedroom unit, looking in this lottery, thinking, I've lost it here. I I I've nearly got the out-of-body experience. So being present is very, very important. Yeah, what advice have you got to the listener who's trying to balance that you've got to go hard early. And I think a lot of people misunderstand that. You do have to go hard early. But once you get good at doing what you're doing, you do get to read the play a lot better. So you can now meet an owner and think, we we could work together versus I'm trying to win this. There's a difference in that shift of energy.
SPEAKER_01Yeah, I was gonna say just before, somewhere when we were chatting, all I do now is look at the day and look at the blocks, and I go, I just gotta get training in, I've got to get my two or three appointments, whatever that's gonna be, and then a bit of prospecting. So they've just got to fit in there. And I think sometimes people fill up their calendar, they prospecting, they do it for a little bit and then forget about it. Like I just I I have a saying one hour a day of prospecting will change your career, two hours will change your life. So if you can just do it consistently, most agents aren't consistent. Yeah, you know, they're just they prospect on need, which is ridiculous because you need a listing because they've sold them all. I mean, how are you supposed to go out and find a listing? It's your listings come through um relationship nurturing. So it's just like consistency is the least, I think the least practiced thing in our entire business. And our day is if a few simple things over and over and over again.
SPEAKER_00I know myself, if I don't do something for enough period of time, there was no point doing it at all. Yeah. And I see these stacked calendars or six appraisals a day, and it's very easy to ring a hundred people and speak to no one, versus I made 15 quality phone calls today, and a quality phone call ends up in a an extended conversation. And an extended conversation is there is no scripts and dialogs. We're actually having a real conversation, like we're having a chat at a barbecue versus dialogue, and I'm the gang show host and I'm saying hello, you know, versus Matt, with everything you know about the marketplace at the moment, the war, the the changes with the the interest rates, the government, why are you choosing now to sell? Why have you chosen this time? And even that question itself just puts an honesty into the listing interview that you're saying, why would you do this now? With everything you know, why are you choosing to bring property to the market? And then you get to the truth where they say, We're going overseas, or this has happened, this has happened. That's when you're in an extended conversation.
SPEAKER_01Yeah, absolutely. So back to your thing about health and um running at peak state. That's my number one goal now, to run at peak state. I was nervous about today's interview. Why? If you saw my nervous. I I asked you about 20 years. I don't get 20 years ago. I said, Do you all have my used to have real sweaty hands if I had to talk anywhere or something? I said, Lee, do you get sweaty hands again, no? I'm like, oh, I'm just some weirdo then.
SPEAKER_00Is that a not I don't these days, but I used to. But uh mate, I'm a person who runs around airports, eats food in a hurry. It's so hard when you travel, as as you've just experienced. You've been on the road doing some touring. You don't have your environmental reflections.
SPEAKER_01Well, I canceled three talks. Yeah, wow. Yeah, because I came back and said, I can't stick to the routine. I rang up and cancelled them all.
SPEAKER_00People watching this right now, they'll go, but I eat
Being Present And Working In Cracks
SPEAKER_00what I can during the day when I can, and it's a lack of preparation and planning. But I'm I'm surprised I'm still standing after touring for so long. I really am. I feel like Mick Jagger. Yeah, for sure.
SPEAKER_01He's still going. For sure. Yeah, absolutely. I I think the better you feel, the better things go. And you've got to be tough. Like it's like me like cancelling talks. You know, I I get paid a decent amount of money to go and talk these days, but that's not enough for me to go. I've got to eat this sumo salad thing at the airport, and I've got to eat like it. I just value it that much. It's the same as our days as well in real estate. There's so much wasted time. There is so much wasted time in just stuff. That's why agents wonder why they don't have a great career. I can tell you one thing: prospecting. That's it. You prospect. If you did nothing else but prospect consistently every day, so 40 connects a day, five days a week, I don't know the numbers exactly. It's 9,800 or 9,600, one of the two. It's been a long time since I added it up. But almost 10,000 connects a year, that would blow your career apart. That'd blow it up like nothing else. But agents don't do it because they can't own the the block of time because it's boring.
SPEAKER_00And we spoke about this on Ultimate Agent. Your commitment list is very different to your position description. A position description is like a work of fiction. A commitment list is I know myself, I've got to do a podcast every week for our company, and then I'm on other ones for other companies. So recording time is a commitment, and there's no getting out of it. It comes out every week, and if it misses a week, the whole thing's a waste of time, everything you've done. So you'll be on episode 277 uh of this particular podcast. But it's the commitment to do it, not the podcast. Yeah, exactly. And if everyone just had five commitments in their week that they're gonna commit to for you, not somebody else. I think a lot of people, my boss said I've got to do this. That's not gonna work.
SPEAKER_01No, you're exactly right. So a few things a day. Remember that score list? I don't know if you remember, out of eight or whatever it was every day. I used to say, I used to text you how many connects I did for the day, and I think it was 40 or 50 back then, I can't remember. And then the score out of eight or ten or we I had to eat well, um, exercise, this and that, same thing. Still still the same thing. So it's the same thing, but more dialed in now. So with food, so food is fuel. Food is not a comfort thing. And a lot of people eat for comfort. You go out there and you look at the middle-aged men out there standing at the traffic lights with bellies like this, it's too much carbohydrates. That's all it is. They are lazy and they just sit there, it's stuffing their face. Their body doesn't know what to do with it, it's inflamed and it puts all the energy and goes like this. You know, that's really bad. It doesn't need to happen. They just eat too much. But the food that you eat, you go into a supermarket, if you go in there, they have like a rack of health food. It's not even healthy, but it's a rack of health food. What does it say about the rest of the food? Yeah. And this is sort of like where I'm at now. Like our body is a machine, it's an amazing machine, and it will respond to how you program it. If you want to feel healthy, look healthy, I want to get better as I get older. I was getting brown dots here and all these sorts of stuff. This is like years ago, before I met Tommy the nutritionist. But people need to have a nutritionist in their life because they've got to understand food. I only buy food from the local farm at Fennelli Organics up here now. That's the only food I buy it. If I can't get ginger and stuff, I get it from Harris Farm. I only eat that. I don't eat meat anymore, I don't eat sugar anymore, no gluten, no processed foods, no alcohol, no caffeine, no nothing. Do you miss pies? Not one bit. Not one bit, because I know my body doesn't like it. Because you've got to remember the inflammation market that I had before. Inflammation is a precursor for all disease. Look at the amount of people getting cancer. Cancer, it doesn't make sense. It has trillions of dollars invested in cancer. In 50 years ago, it was like one in 30,000 or something. Today it's one in three. Wow. I don't just donate to cancer research because it they're they're looking for the wrong thing. The results are in itself. But if your body is happy, you don't get inflammation. Sleep, hydration, food, sun, that's why I stand in the sun. You got me in the driveway making buses, blah, blah. That's exactly right. I'm making my calls in the sun. Exactly right. And you know that I'm there with Summer, maintaining my marriage, because Tara's getting shower and all of that stuff, having her time there. I've got summer, but I'm making calls. Talking to Summer, doing our thing. But she, you know, when she's riding a bike, I'm making quick calls, blah, blah, blah. Getting the team going, stuff like that. So, like you say, best, I'm gonna use that again. I've used a lot of your things over the years, by the way. So you've built my career. But I'm gonna use that in put it in the cracks.
SPEAKER_00Uh, working in the cracks is I'll give you an example. My wife's in the room, but Rob will say, I'm ready to go, I'm just gonna do my hair. I could do a whole podcast. I can do a whole podcast by the time Rob comes out as this. Yeah, yeah. But I have a pro studio in the house, yeah, and I get if I had to make time for editing, nothing would happen. Yeah. Uh yesterday I was coming back from Charles Tarby's book launch on the Gold Coast, and I loved it. In the morning, I interviewed the top guy in Century 21, number one, C21. And then in the airport, the flight was gonna be another 20 minutes. I did half the edit, and on the plane, they had Wi-Fi. Oh my god. I did another half of the edit, and then it went out yesterday.
SPEAKER_01There you go.
SPEAKER_00But none of that was booked or planned, but working in the cracks. And if people can work in the cracks, you'll see how effective you are. But do you know what they do on the cracks at the moment? They're watching cat videos. Yeah, millions of dollars is being lost because you do not work in the cracks. If you're scrolling, not
Boundaries Sleep And Protecting Family Time
SPEAKER_00calling established clients, you deserve nothing.
SPEAKER_01100%. Like I go to bed at the same time every night. Like nine, if I can get to bed at nine, that's great. 9 30, no later. And I have this night routine. So it's like you rang me last night, it was about eight. I thought, I thought you'd be in bed. Yeah. The other thing about work, it's really true. Once you start doing this and owning your time, the world starts to work around it. I had a c client say the other day, $20 something million dollar house. He goes, Oh Matt, these I said, Gav, these buyers want to see your place on A Sunday for a third time. They haven't bought it yet, but it's getting close. You said, Oh, that's summer day. Like summer, my daughter? He goes, That's summer day. You can't do the appointment. That's what he said to me. That's so good. Because everyone knows I don't work Sundays. Okay. I will not work Sunday. I'd rather that you'll fall in the in the ocean.
SPEAKER_00Do you know my thank you for listening, Lena? My original one said, had my schedule, and on Sundays it said family day. And no one ever rang me. But it was in my Lee's week, Monday, reporting. Tuesday, Wednesday, Thursday is when I get to work with the purchase. Saturday, obviously, is Saturday, but Sunday, family day.
SPEAKER_01Yeah.
SPEAKER_00And and just bringing that term in that it's family day is what you're doing there.
SPEAKER_01It's the best. And and I don't do night appointments. So if people ring in, I'd say, look, I d I don't. I say family time. Yeah. I I take care of my daughter, I help with my daughter and things. Uh I can send Jordan though. And they say, Oh no, no, it's fine. Yeah, I see Johan. Because you know, he's he loves it like that. They say no. They say, No, no, it's fine. Let's work out another time. You'll be amazed if you if you deliver it correctly. Yeah. You'll be amazed at how much people do actually care about protecting that time.
SPEAKER_00Matt, we've just come into a change of market. Yeah,
Market Shift Opportunities And Speed
SPEAKER_00yeah. Which is perfect timing for you. You you love these. I do love these. Yeah.
SPEAKER_01It's like I've just set a new goal to be number one in McGraw again. Because of the market. Because of the market. Yeah. Perfect timing. I think you can have record months in this in this climate.
SPEAKER_00For everyone who's panicking about the market, one of the great things we all need to understand is the greatest moment happens when an owner says, I don't care what I have to pay you. I just want to get this sold. And that's the time we're moving into now that people need to invest in the right agent to get the job done. Totally. What can you share about your excitement of the change of market?
SPEAKER_01Well, it's it's it's actually, and I don't mean it to be like uh unrealistic. Like it does play with your mind a bit. So when there's changing You're doing top end at the moment, so you're the most effective. Yeah, yeah. Well, that's not very good out there at the top end, but the top end is probably the slowest out of everything. But this is where the team's good because we all do different sector sections.
SPEAKER_00You appreciate two bedroom units being sold at the moment.
SPEAKER_01Exactly right. I always remember I don't know who it was. Um maybe it was Brett Courtney, who died you know, a couple of years ago, but uh I think it was him. He said uh that it was when the GFC was around, and he said, if I just did the upper end, I would have starved.
SPEAKER_00Yeah.
SPEAKER_01He did the units and stuff as well. Yeah. Yeah, that thing definitely going on. But uh so I think it's a good model. But and Alex Phillips, I referred a one million dollar unit to him, and he did it himself with his team. I rang him and said, Yeah, you're doing this because the owner rang me and said, Oh, Alex is so good. And he goes, Why wouldn't I? And I'm like, I don't know, I just didn't think you would. He goes, Yeah, absolutely. Yeah, the bit of diversificate diversification is good.
SPEAKER_00Defining moment though, it's about people, not property. Yeah. I used to love doing top-end work. I work for any person, and what they happen to own doesn't matter to me. Yeah. I always tell that funny story of Friday morning in the real estate office and the door blows open and Mr. Kennedy throws me a set of keys and says, Get me what you can for it. I've signed the contract, I'm going to Europe. Yeah. I caught the keys. And Greg Deuce, who'll be watching this right now, said, Mate, your clients are different. I said, We work in the same suburb. He goes, No, mine are weird. They don't do that. But the Kennedy family I've represented six times for four. But when someone throws you a set of keys saying, Get me what you can for it, yeah, that is the ultimate because I was allowed to price it, method, anything. And you're so cautious. Yeah. And the guys go, Oh, let's get rid of it today. Go, hang on, let me think about it.
SPEAKER_01Um no one challenges fees in this market. No. They just don't. There's if they think you can get it solved. You had to adjust what you're doing now. If you have, what what are you doing? Yeah, I have. Yeah, I've actually gone in deeper. Yeah. So now I'm like, 'cause it because the cracks of or the weaknesses of newer people, you can start you can see it. Like the the influence is that's why I like this market, because you can influence buyers into helping them make a decision. Getting them to where uh roughly where the price is, do that on both sides, sort of. Whereas the newer buyer agents that we have, they are struggling a bit at the moment. You know, they're they're doing stuff, but not quick enough. Like speed is our currency. I built my career on speed. Immediacy. Yeah, this morning in our buyer meeting. So every Thursday we have a buyer meeting and we talk about all the hot buyers we're working with and just see if we can other uncover more stuff. One of the buyer agents didn't get back to someone for two days. Jordan did, he picked it up. And I I said, like to me, it's like doesn't really fit in our team like that. Like speed is everything. So in this, I always say when the market goes down, everything you do needs to go up. Yeah. Get faster, get better, even better service. I like it because when the market is aggressive, people don't take care of buyers. It's just like they just stuff flying everywhere. This one, it's even better. You can build your profile better and market share better in this market. Yeah. Because you're you're with people. You can breathe, you can make them say wow. You know, so it's all about managing your vibration right now.
SPEAKER_00You know, there's so much of what you've just said. The purchasing community is a community. So it's the tenant community. When markets are running fast, those communities get treated terribly. Terribly. Where people think, now you want to speak to me? Like you never called me back or even replied to my offer, and now you want to talk to me. Yeah. Or they forget and they go into the lounge room and say, Oh, we've got all the buyers, we do the best service, and they go. No, you don't. I experienced your service. Yeah. And I would never brought you in today just to tell you face to face you're not getting it. And yet when you do it right, it's your number one lead source.
SPEAKER_01I think it's even more go back to this whole topic about feeling good and health and things. It's like on a frequency level. So if you're feeling great in the market now, so if you're eating rubbish and you're drinking alcohol at night because you're trying to like relax your anxiety or whatever you're doing, you're not getting the right sleep. And then you're at work trying to do this, you're actually just going to go, like, I reckon you'll end up depressed. I reckon you would end up the market plays with your mind. There's so much opportunity. But when you're on a different frequency, my goal is to have the best body I've ever had at 55. I just turned 54. Can't believe it, but we did.
Discipline Health As Your Business Card
SPEAKER_0154. So in 12 months' time, and this has been a five-year goal of mine. So now I'm like dialing it in even more. You know Tony Denny? The Tony Denny, the billionaire? Oh, yes, yes, I do. So I I know him very well. And I said to Tony, how he used to sell $10,000 cars. I was telling the team this today. And I said to Tony, how did you become a billionaire from selling $10,000 cars in in Europe?
SPEAKER_00Imagine just drive-through, you could say which car you want, and they'd line up six, but they were buying all the cars from the market every day. That's it.
SPEAKER_01So he came up with technology to find the cars out there. Like Betty and Peter over there would be selling a car for $8,000. He'd go and buy it for six, bring it back to his car yard. He he sold $52. This is a while ago, he told me this part, $52,000 cars a year. And then he said, but he he set it up so when they come in the car yard, yeah, they had a few cars lined up. But the processes after that were amazing. Like you literally he kept. We got a drive-thru. Yeah, that's it. Made it easy with finance, made it this with the service, made it this, this, this, like six or seven or eight, ten touch points. And they'd literally walk out with the car. Yeah.
SPEAKER_00And that's still the same as ours and attract, engage, commit. That's it. And same sequence. Yeah. And he said, you know, I said, but how did you get your business so good?
SPEAKER_01Like imagine how many car yards around. He said, all he did every day was look at places he needed, he could dial, dial it in more, dial the process in more, dial it in more, dial it in more, until he got to this thing, which was so good that he ended up with, you know, selling the company for a billion dollars. Like amazing. Just from selling $10,000 cars in the beginning. That's the same as with us. So now in this market, I look at where can we dial it in? Like how quickly can we get back to people? Even myself, I want to be optimum peak state help. I know when I'm sitting in front of an owner, you know, I have owners ringing. And Di Bulmer had one the other day. And I've had others. They say, We're going to list our home with you because Matt, we watch Matt on Instagram. Yeah. If someone's that consistent and disciplined, we know you're going to be too. We're listing our home with you. So it's like Your fitness is your business card. The guy, Andrew Sutherland, said that many, many years ago to me is really fit. I said, You're so fit. He's in his 50s. He goes, Yeah, because it's an advertisement for who you are. And he said, It's your business card. And I'm like, wow. So all of these things, where can you dial it in? Have you really made the prospecting calls today? Have you written the thank you cards today? And blah, blah, blah, blah, blah all these things. Dial it in. Dial it in. Don't listen to me. Listen to Tony Denny, who's done it himself. What great advice. Focus on what does optimum sleep look like? And then it takes health has a price and it's discipline. But if you do that in that place, you'll do it in all of the areas of your life. That's sort of how I see it now. Before I was a bit disciplined at work, sort of, like I was disciplined and consistent, but I was falling apart in this, the other areas. Everything else just got no attention and I paid the price.
SPEAKER_00Matt, final questions for
AI Efficiency Versus Real Relationships
SPEAKER_00you. And it's wonderful to have you in the new studio with the cameras on, because we're always on microphones only. What's something you're passionate about for the future that is important to you? Cloud setting.
SPEAKER_01Do you know much about it? No. No, don't worry about it then. Chemtrails. Very good. So explain that further. Spray the sky with chemicals there. Oh no, I saw your video on that. Very bad. I know you ask you what I'm passionate about, but there's probably a couple of things. But that. So it's very bad for our kids. Very bad for our kids. And on a real estate level? Yeah. But I genuinely feel the opportunity with AI is sure it makes it easier and things like this. But I genuinely feel the opportunity is with one-on-one relationships. I think it's becoming easy. It's a bit like if a buyer agent is not that skilled in this market, it opens up, you can see the whole. I I think it's gonna there's gonna be even more need for one-on-one relationships in the real estate industry and prospecting personally. I know they say it's old school, but door knocking, negotiating face to face, like these young people who are emails and this and that, it's like I'll put this in the claw or whatever they're doing, that's all great. And I know it's very fast, gives you good info. But I think uh But it's not real. The personal relationship, if you if you become that even more, it might sound so little and simple. So if Rob and Lee were selling their house and I had an offer and it was, you know, 5 30 in the afternoon, I'd go over and sit with them and say, This is the offer, you know, if they're in Sydney and things different. But and then that experience, I think it will stand out even more in this time because I think a lot of people are gonna get lazy with AI. This is absolutely brilliant.
SPEAKER_00One of my favorite slides when I'm at the course is nothing real can be threatened. And if you've got real skills versus manufactured uh looking skills, they're different things. And when it comes lounger and time, got to hold the words, and you're good at words, and Claude can't speak for you, this is the moment. But AI it's brought some efficiencies in, all good. But one thing it has done is sped up how quick how uncommitted you are. So there's a list of what you meant to do. Oh, but now I've got to do it. Yeah, meet me halfway, do it. So you've sped up that you're not committed. Yeah. Versus when you are committed, you don't need the list to do it. You you just know what you need to be doing and you don't expect to get away with it. I think that's the difference. I know when I look at my working week and people say to me, How do you do all that? By choice. Robin and I sit down at the beginning of the year, this is what we're gonna do, we're gonna be over there, we're gonna But we design that. We don't have to do that, but we're committed to what we're doing at this time with the company and and the people we serve. But I don't expect somebody else to do it.
SPEAKER_01No. Do you remember the system we created? It's still uh it's changed thousands and thousands of real estate's career. Correct. You know? And you remember the CMA and you'd put a letter and then you call and then you take a picture of the house and on the third day drop it off with the report. Do you know now, as of last week, it's ready in the week, we're going and doing the whole area again from scratch, because some of the data's here and there and whatever, the same way. Yep. Like the same way. So it's gonna take a lot it takes like a year to do all of that. But we're doing exactly the same thing, person to person. Hey Lee, it's Matt from McGrath. Just see if I can leave the report at your doorstep. No, it's we're not selling. Well, the people that aren't selling, actually, and it's free. Do you mind if I just leave it? It's so impactful that it's the secret weapon for working your area. And I said to the guys, we're doing it from scratch again. We've already send it out every year and all that sort of stuff. But we're gonna go deeper. And I think that's what this market requires.
SPEAKER_00And that gets you match fit. It does. People don't speak about match fitness, and you know, you and I were speaking. We saw it the other day. Great story. Yeah. So Matt rings up and says, mate, I've just been to Perth and I did this talk and I'm feeling exhausted and do it. And I said to Matt, I said, You've been on the bench on the speaking world and you've just gone into the grand final. Whereas we're playing every day all day, it's very different. And you've
Match Fitness Burpees Pilates And Closing
SPEAKER_00got the skill set to do it. But if you're not speaking all the time, if I had to go and do an appraisal today, I'm not doing it all the time. So you've got to get match fit. It's not about just the skills, it's that repetition, but that'll get the team match fit. For sure. So you the skit bin when you're dropping it off, everything comes back together.
SPEAKER_01Yeah. Like Jim Rowan has a great saying, you can't pay someone to do your push-ups for you. Yeah. You know, like I've done burpees this morning, and burpees are the same as prospecting in the in the health world. Like I hate burpees. I hate them so much. But last year I made a commitment to do them every day for a year, like 20 or 10. Well, I do they're like power burpees, so I like jump in the air. I've seen you do them. Yeah, so um I do fuck a four techno. Four yeah, four sets of twelve. Because what I was doing is doing like uh if I can do 50 and then I do 60 in it, but I was I was doing like uh uneffective at the end of them. So I I do like four sets of twelve with hardly any break, like just ten second break, and then do it again. It's very hard. Like it's so I used to do CrossFit, yeah.
SPEAKER_00Right. But now I'm on Pilates. Oh Pilates, and I'm loving it. Yeah, I bet. But everyone's got a Shall I say that's my bar and arrow. Yeah. But uh you've got to find something that you do and love and keep moving. Matt Steinway, fantastic having you back in the studio. Love following what you're doing. Thanks for being on the program.
SPEAKER_01Thanks, Lee. Good to be here.