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In this episode of Real Estate First Friday, Matthew Hodge and Luis Fermin sit down with Maria Quattrone, a Philadelphia-based real estate veteran who has built her business around listings, expired properties, and long-term relationships. Maria shares the systems and mindset behind 458 listings year to date, including how she uses her database, consistent follow-up, personalized communication, and multiple marketing channels to stay top of mind.
Their conversation also breaks down why agents should diagnose a prospect before trying to sell them, how to reposition expired listings, why most business happens after the first conversation, and how technology can help agents scale relationships without losing the human connection.
KEY POINTS:
Maria shares how she built 458 listings YTD around a seller-focused business.
Why expired listings became the foundation of Maria’s business.
Diagnose before you sell: understand the client’s problem before presenting a solution.
Why listings need every available marketing tool in today’s market.
Only 20% of business closes within the first four conversations.
How consistent follow-up and relationship-building drive the other 80%.
How Maria uses email, local content, market updates, and seller success stories to stay top of mind.
Why scripts should be flexible tools, not one-size-fits-all conversations.
QUOTES:
“I look at it like this: I'm the doctor, I'm diagnosing the problem.” – Maria Quattrone
“80% of the business comes from conversation five to 25.” – Maria Quattrone
“The best way to quote unquote sell sell is to diagnose before the sell because you're not now no longer selling. Now you're solving for their challenge. – Luis Fermin
GUEST RESOURCES
Maria Quattrone
LinkedIn | linkedin.com/in/mariaquattrone
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