Home Everything an Agent Should Know (But Probably Doesn't) Top agents profile – Matt Smith

Top agents profile – Matt Smith

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Attracting new business is the life blood for any business, in particular for real estate agents to ensure your agency stays profitable.

Sometimes this might be hard to accomplish and ideas on how to jump start your business can be tough to come by.

Luckily enough we have spoken to a number of the top selling agents from last financial year here in South Australia and they have each given us their top three tips for attracting new business while also telling us how they spend their working week.


What are your top three tips for attracting new business?

I believe in playing the long game. I appraise homes honestly, and work hard to achieve the best result for the vendor, while offering fairness and transparency to the purchaser. I appreciate that this seems basic, however I guarantee a happy vendor and purchaser will spread the positive word further than paid advertising and it will be far more powerful as a listing tool.

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I stay in contact with past vendors and purchasers. I have a touch point 4 – 6 times a year.

Be aware – you are always on show. Nothing other than your ‘A Grade’ game is acceptable on a Saturday. Your last open should be conducted with the same enthusiasm as your first. The nosey neighbour, ‘just looking for her daughter’ isn’t an annoyance, they are a future listing and the family who arrive as you are turning the lights off deserve some courtesy. Smile and engage with the buying public – it’s amazing how many buyers invite your real estate opinion into the future.

What does your usual working week look like?

My usual working week is around 60 hours which is spread over 6 days. Over my career, my ‘usual week’ has changed considerably. In the very early days I would walk the streets in the early morning before sunrise delivering pamphlets. On many occasions I would start work around 4am and do a few hours work before going home for breakfast with my young family at the time.

These days repeat and referral business makes up over 90% of my business, and so the ‘grunt’ work is behind me. I’m structured but not regimented, and I’m focused but not obsessed. I work-out most days in the Klemich gym and try to spend as much time as possible with my family in any given week. Busy agents reading this will understand how difficult this balance can be. I figure my children won’t remember how many homes I have sold but they will remember if I miss their sports day.

My usual week these days consists of appraising, listing and selling only. I break the sale process into three key areas, pre-sale, sale (listing to contract) and post-sale. I exclusively work in the ‘sale’ space while others in my team handle pre and post-sale activities. It works extremely well.