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Turn best practice on its head and win more listings

05 October 2016 Tim Neary
Best practice for real estate agents

One of Australia’s top agents takes an unorthodox approach at listings presentations and his method usually wins vendors over. It could work for you too.

Most real estate coaches tell you to delay price and commissions discussions to the end of the listings presentation, but McGrath agent Mat Steinwede does the opposite and gets into the money talk straightaway.

It’s unconventional but effective.

Mr Steinwede says the two things vendors want to know is much their property is worth and how much the agent will charge.


“I always start with price and people like that,” he told Tom Panos, as part of Mr Panos’ Real Estate Gym series.

“I sit down and say, ‘I guess you want to know how much your house is worth? And they go ‘Yeah’ so I go, ‘Well let’s start there then,’” Mr Steinwede said.

He said some trainers disagree with this approach, but it works for him.

“If I asked someone how much they charged and they said they’d tell me at the end, I would find that a bit odd,” Mr Steinwede said.

“At the end of the day, I just want to get down to business.”

Earlier this year, Mr Steinwede discussed a “real estate recipe”, saying agents who want to succeed in the industry should just follow it. Speaking at AREC 2016, he outlined its seven ingredients:

1. Work a core area. It allows you to become a recognisable brand.

2. Make 30 connections a day and become visible in your area.

3. See three potential clients a day regardless of whether they are looking to buy or sell.

4. Write thank you cards to everyone you speak to during the day.

5. Database everything so you know what you are going to send to people, when and how.

6. Talk to your owners every day to reinforce that they are in partnership with you.

7. Take personal time to keep your energy levels high.

Turn best practice on its head and win more listings
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