WEBVTT
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Welcome to Action Solves Everything, the show for those who want to stop overthinking and start producing.
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I'm your host, Alex Montagano, broker, leader, and founder of Lockstep Realty.
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Around here, we believe movement creates momentum, clarity comes from doing, and the agents who take action are the ones who win.
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Every episode is built to help you grow your skills, your confidence, and your career.
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Now, let's get to work.
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Welcome to another episode of Action Solves Everything.
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I've got a killer guest with us today, Matt King from FC Tucker.
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Matt is a total rocket ship right now.
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He's coming off just shy of 45 million bucks in 2025.
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I just talked to him a little bit.
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He's almost written over 50 million dollars of business in 2026.
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He's made some monster changes to the focus levels of his business, and it is exploding right now.
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Matt, what is going on?
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What's up, man?
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Always, always good to see you.
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Always good to talk with you.
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Dude, you've written$49 million this year as an individual agent.
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Like what is that like?
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You're I mean, we're not even to the end of the halfway part of the year.
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So, like, what how do we get here?
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Well, um, we've definitely rode the momentum of the last nine years for sure.
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I mean, let's not forget about that.
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Um, you know, just wake up and have this happen.
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Um, this is year 10 for me, and um I've got off to a good quick start in my career when I first started.
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We can talk a little bit about that, I'm sure.
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Um and, you know, last five years were kind of scratching that 40 million mark.
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I think one year was 42, another 44 two of the last three years, I think.
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Um and this year, really, the the main difference is I came into the beginning of the year with some good momentum as far as like what some listing opportunities were.
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And, you know, you don't a single agent doesn't get up to that level without having some expensive homes and some luxury homes to sell.
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And I have been really fortunate to have a good peer network and sphere of influence network that have nice homes and they want to live in nice homes that I've people I've known throughout the years and then people I've met through real estate.
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And so that certainly helps.
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But really at the beginning of the year, um I I committed to to myself to um reach my potential this year, we'll say.
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And I think we mentioned a little bit earlier, um, you know, years one and two in the business, all I did was work.
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And I think you you go back to your top producers that really want to achieve, you know, they they dedicate themselves.
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It's almost to an unhealthy level to really get after it and get off to a good start because that is so important.
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And then kind of years three through nine, um, you know, served my clients well and did did well for, you know, as far as a production level and income and all that stuff, was satisfied and happy.
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Um, but definitely enjoyed my downtime as well.
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Meaning, like if I had white space in the week, day to day, I wouldn't hesitate to go take a walk, go ride my bike, or, you know, just even or even just relax.
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And not at the expense, of course, of clients.
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It was just if I didn't have anything going on.
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But this year I thought, you know, let's see if we can crank things up a bit and just kind of see what happens.
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Um, it's just me and my uh partner, Stacey Murphy, um, who has got a good relationship.
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She's a uh a salaried person that that really just helps me when I'm not around so I can do things out of town.
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And she's gotten off to a good start.
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She's in her third full year and will probably achieve 10 million this year or so.
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But it's it's it's largely uh the two of us.
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We've got a couple other newer folks that have started um that uh I'm sure will have an impact.
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But personally, um I really focused on dedicating on filling in the white space of my week.
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And just because I didn't have something on an afternoon didn't mean that I'm done working for the day.
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And I think that's the biggest, the biggest piece of kind of how the business has been.
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Um, man, I love that.
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I think about I had a uh an interesting conversation.
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I think it was my third year in the business, and I was talking to Judy Cohen, who is a former uh Remax Legends franchise owner, and she was like, Alex, you work all the time, you're gonna burn out.
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You need to understand that, like, there's an old saying, you sleep when the baby sleeps.
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And I had a real hard time understanding that, but I was early in my career and I was in a building phase, and I think it's important for folks listening to this to recognize like there is seasonality around your work that there is no such thing as balance, and I think balance needs to be zoomed out and looked at over a lifetime of the business and the seasonalities that come with it.
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And so I love the fact that like when you got into the business, like you worked your ass off, and then there was a season for you to like continue to build, but I think I mean I want you to talk a little more and hit on this, like why the personal challenge now in year 10 to go, hey, let's see if we can ramp this up.
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Like, why?
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Like, what's the why that pushes that?
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That's that's a really good question.
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I don't really know as if I've got a phenomenal answer for you that's gonna be enlightening where you're gonna be like, man, that's freaking genius, Kanger.
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Um, it's really more of at the beginning of the year, the way that the flow went, I had some really strong listings that came up.
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And as we know in our business, listings beget more listings and you know, the name of your podcast, activity, and and that breeds other activity.
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And I felt that.
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And I did work to generate that, of course, over the winter and over the fall, so to set up my year for this year, but I always try to do that.
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I'm very focused January 2nd.
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January 2nd is a really big day for me because I do take a lot of the, you know, Thanksgiving to holiday break period off.
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I think we all do.
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I think we all exhale during that period of time.
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And it's my favorite time of year for a number of reasons.
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But once January 2nd came, I was kind of analyzing what was coming.
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And I knew I thought, you know, hey, we've got a chance to have a really good year.
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And really, Alex, it was just seeing what I had coming up and saying to myself, like, this is a great opportunity to grind and really work this and work these listings and work the neighborhoods where I have listings.
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Um I had one bridalborn listing sale that turned into three.
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And, you know, those are two million plus homes in there.
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And listing two and three were a direct result of listing number one.
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Uh, same thing in the Carmel neighborhood of Spring Mill Streams.
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I think we have sold four homes in there this spring, all million and over.
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And as we know, Carmel's going really crazy right now.
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It's an extremely hot market.
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It's really fascinating to see what's happening in Carmel at the moment compared to the rest of, you know, central Indiana or North, even north side of Indianapolis to Carmel is there's a there's a contrast there.
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Um, and that was the same thing.
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One listing turned into numbers two, three, and four.
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And we know that because we've been in the business for a long time.
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But what we don't always do is put in that extra effort to maximize it.
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And we've all got our checklists and our processes of what we do when we get a listing to get other listings and stay focused and ride the momentum.
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But this year it was just kind of teed up.
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And I'm like, I'm really enjoying busting my ass right now.
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And, you know, there's that saying, you know, get it while the getting's good.
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And I subscribe to that.
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And we just really put the pedal to the metal and, you know, worked open houses and outreach and mailings and marketing efforts and business development, all the things that we know that we're supposed to do, that all the classes teach you, and you know, the common sense teaches you.
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And we grinded and it's and it's kind of turned into this really, you know, I don't want to say anomaly year, but it's, you know, head and shoulders above, you know, I'm five million over or whatever the figure is my previous best year.
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And the best year, you know, those previous years were pretty good too.
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So not any single thought other than recognizing that I'm in a really sweet spot right now and grind and try to make the most of it.
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Dude, that's awesome.
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One of the questions I was thinking about asking, um, you answered there, but like you had even said like you're enjoying the grind.
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And I think um it takes a special cat to appreciate that.
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Um look, hard work, it's like it's hard what we do, and it's um it's emotionally it's an emotional investment in a relationship every single time you enter a contract with a buyer or seller or somebody building a home or whatever it is.
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And so to do the volume of business that you're doing and say, hey, like I've made a conscious effort here to commit to this because the opportunity that's in front of myself, but I'm also enjoying it.
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It talks to the fact like you got awesome clients.
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Um, you know, you've heard me tell you you got the best listings in town.
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And I think like it's like every single time I see one of your listings, they're presented insanely well.
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Um they're competitive.
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And and look, like you've you're somebody that I can count on in our industry.
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Like I called you a couple weeks ago about a personal listing of mine, and I know you're gonna hit me between the eyes with the truth because you're because that's how you do everything.
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So it's just a testament to what you're building.
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Um and uh I love the fact that you're appreciating and enjoying the success that you're having, because if you're not, what is the point of it?
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You know what I mean?
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Yeah, yeah, yeah.
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It's like, what's the point of work?
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No, it goes back to um, and again, I've I've in the last couple weeks, I've listened to a few of the podcasts that you've been on and have really enjoyed them.
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And I know you touch on a question of, you know, what does you know, action and all those things mean to you?
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Um, I look at it, I mean, I kind of rephrase it, and I've always thought in my during my career and my previous corporate career before this, and even my personal life, I use the word progress.
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And for me, it is undeniable that when I am at my happiest individually, professionally, um, you know, personal relationships, life, that type of thing, it's because I'm doing and I'm improving or I'm advancing, I'm moving something forward.
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And for me, the simple term is progress.
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And then the times where I'm down, which isn't often, I'm uh got a pretty good mental fortitude about staying positive, and that's just a life choice for me.
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But the times that you are a little solemn down, it's, you know, you can tie back to it and it's like, well, what have you been doing the last few days?
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Have you been, and it's not like we I live my life to get the best out of myself every day type thing, and we can talk about that.
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Like my morning routine is all across the board.
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My sleep routine is all across the board.
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I have no cold plunge story, I have no process, I have no 6 30 at the gym.
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It's it's it's totally rando every day.
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Um, but it's when you're idle and you're not really doing, it's then, okay, what's your you know, what's your purpose and are you succeeding?
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But are you are you progressing?
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And it's undeniable that the busier you are, more productive you are, the happier that you are.
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And I I definitely subscribe to that.
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Love that.
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Um, you had mentioned something in there about a previous corporate career, and I would love to take this back a little bit.
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Um because I mean, look, there's a lot of folks um that have jumped into real estate right out of school or their lifers in the business for 30 or 40 years and have built the businesses that you know you and I subscribe to build.
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But you know, you've done this 10 years.
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So, like, what did you do before that?
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And what like why real estate 10 years ago?
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Yeah, that's a good story.
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Um good question.
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And that's really a big part of my story um the last 10 years and how I got into real estate and a new mentality, new lease on life, all that.
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And uh it kind of goes like this.
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I mean, um, you know, I was born and raised in Merlin Kessler, grew up in um the MK and went to school there and um, you know, school 84, then park tutor, then cathedral, then IU.
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And so I got a little taste of everything.
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I got a little public school, got private, you got a lot of friend groups, a lot of networks there when you just look at your school, your school, um, and then was business at IU and went immediately into a corporate career uh for 13 years with uh the Hormell Foods Corporation.
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It's a food company that uh had five relocations over 13 years and a bunch of different various assignments.
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And each of those assignments in all of those markets, I was in sales and marketing.
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And they're like little um little franchise, little territories that you have that roll up into the big company where you're responsible for a book of business.
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And so I think that that right there, where you have five different, six different job assignments in 13 years going into different markets teaches you the idea of jumping into something new, figuring it out, figuring out, you know, your SWOT analysis, strengths, weakness, opportunities, threats, figuring out where you fit and where you can excel to grow the business, because it was definitely an entrepreneurial type position.
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And then from there, um, I wanted to get back to Indianapolis because that was a relocation deal where all signs and all trains went to their corporate office in Minnesota.
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And I have always considered myself a Hoosier.
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My family is here.
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I love Indianapolis and wanted to get back.
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And so I did that in 2008 and uh joined Boston Scientific in the medical device space in sales marketing and the leadership position.
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And same thing.
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Um it's a hunter's mentality type position where you've got to go grow the business.
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And so it's a parallel to where, and that was 20 years total.
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It's a parallel to what we do in real estate, which is find clients, identify people that you want to work with, houses, hunters mentality.
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And so, you know, a couple people have asked me, like, you know, how'd you do that?
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And this is is it was early on in my career where I had to, you know, a really quick start is how'd you do that?
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And I mean, the simple answer is, you know, I've I've been doing the same thing in a different industry for 20 years.
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And and presenting is something that I did every day, whether it was internally or externally to clients and customers outside.
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So I didn't roll out of bed not knowing how to sell in real estate.
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I had that knowledge and understanding of people and all that type of good stuff.
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But uh the story on why uh real estate is as simple as this.
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I had no plans to become a realtor.
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Um it starts, the story starts where I'm in the last, you know, week or two of my corporate career, what I didn't know was my last week or two of my corporate career at the time.
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And I get up out of bed one morning and I put deodorant on and I've got a lump on my left underarm, my left axillary gland.
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And I go to my GP doc and he says, you know, I don't like this, and let's get a biopsied and get a CT scan and a PET scan and see what's happening.
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And I was diagnosed with stage four melanoma, right completely out of the blue.
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No, nothing presenting before that at all, and was given six months to live because it was a progressed state of the disease.
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And I had tumors all over my lungs, liver, spleen, bladder, adrenal glands, a bone metastasis in my shoulder.
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I couldn't lift my arm up.
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Um and so it was immediately DEF CON 5, right?
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Of like the biggest shock in your entire life.
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I mean, I have a three boys at that time.
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They're 14, 12, 11, and just a complete mind-blowing shock.
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So we go uh to down to MD Anderson in Houston, which is one of the world's premier cancer centers.
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We meet with um the one of the leading uh thought leaders in melanoma and immunotherapy, which is very key because um I was given a 94% chance of death within six to ten months at that advanced career or progressive of the disease.
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So they threw the kitchen sink at me in terms of platinum-based chemotherapy drugs.
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I responded about halfway.
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And then it was just luck, man.
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I I was I got cancer at the perfect time.
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Like there's no perfect time to have something like that, but I got cancer at the perfect time because the FDA approved an immunotherapy drug that is now the gold standard for today in cancer treatment for a number of different types of cancers, but definitely melanoma.
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It was indicated for melanoma first, and now it's moved on to other cancers.
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But essentially then went cancer free within about a 12-month period.
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And so the way that dovetails into real estate was, you know, is I've I'm this huge success story within my friend group and family and people that know me in Indy here.
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And because I beat this disease and, you know, obviously the drug did the work, but you know, it takes a positive mindset to get through all those things and come out on the other side.
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And so I just conquered this uh huge deal.
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To then I'm thinking, well, what's my next step?
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What's my next phase?
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And so for me, naturally, it was like, well, I'm gonna go back to corporate America, I'm gonna go back to Boston Scientific and I'm gonna get my old job back and uh or figure something out.
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I was a, you know, as high achieving as I am in real estate.
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I was the same at my corporate career.
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I I I don't show up to suck.
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I want to be good at what I do.
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And so I had some upward mobility and great leadership positions.
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And so I went back and interviewed with uh my previous company in a different division.
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They had already given my job, you know, to somebody else.
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I need to make contingency plans.
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And I did not get a job.
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And then I went over and I interviewed with other companies in corporate America, and nobody would freaking hire me.
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And I would get to the final interview of a number of positions and jobs, and I wasn't getting the job.
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And even positions that were well below what my capabilities were, just jobs that would be a layup, and I wasn't getting them.
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And and I get it.
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I totally get it.
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I was a hiring manager.
00:20:25.759 --> 00:20:38.799
I understood it's, you know, you're you're at the final phase of an interview, and some VP's got to talk to his EVP or division president and say, Well, I like this Matt King guy, but here's his deal.
00:20:38.880 --> 00:20:43.599
Because I would talk about my cancer situation in the interview, because it was such a good success story.
00:20:43.759 --> 00:20:54.480
There's a lot of learnings that can come from it, you know, resiliency and managing that whole situation to turn into a positive in addition to what I had just learned before.
00:20:54.720 --> 00:21:01.440
But Alex, it was the lowest point I've ever been in my life.
00:21:01.680 --> 00:21:07.119
And you think, like, you're like, you have so much to be thankful for and be grateful for.
00:21:07.200 --> 00:21:09.599
You have a new lease on life, like you conquered this.
00:21:09.759 --> 00:21:11.119
But and that's true.
00:21:11.279 --> 00:21:31.200
And I even felt guilty about this that the basically eight to ten months of interviewing and failing and not getting jobs and a position, I blew through most of my savings over that two-year period to support my family, to live.
00:21:31.440 --> 00:21:36.720
And um, you know, um, it was it was crushing.
00:21:37.039 --> 00:21:43.759
And so uh my little joke is um, you know, what do you do at that time?
00:21:43.920 --> 00:21:49.759
And and my answer was, well, I'll I'm gonna do what everybody does when they have no place to turn.
00:21:49.920 --> 00:21:51.440
I'm gonna become a realtor.
00:21:52.319 --> 00:21:57.680
And because that's where it's so true.
00:21:57.839 --> 00:21:58.640
It's so good.
00:21:59.200 --> 00:21:59.519
Yeah.
00:22:00.079 --> 00:22:01.200
It's like low low.
00:22:01.440 --> 00:22:05.759
I mean, dude, I looked at opening up a Jimmy Johns franchise.
00:22:05.920 --> 00:22:13.759
I looked at w I mean, I at one point in time for like a week was just resigned to like, I'm gonna be a barista at Starbucks.
00:22:13.839 --> 00:22:14.799
They have good benefits.
00:22:14.880 --> 00:22:16.720
Like I ain't nothing against that, right?
00:22:16.799 --> 00:22:18.559
It was like I'm gonna live a simple life.
00:22:18.720 --> 00:22:19.039
Yep.
00:22:19.200 --> 00:22:21.519
Really, I'm gonna live a simple life and I'm just gonna go to work.
00:22:21.599 --> 00:22:26.960
I'm gonna come home and I won't maybe have the same income aspirations, but this is what it's gonna be.
00:22:27.119 --> 00:22:37.759
And so, but anyway, um, no, what I did was I then realized I'm gonna have to find something to start my own business.
00:22:38.000 --> 00:22:53.200
I can no longer be reliant on somebody else, another company, to dictate my financial future, my happiness to an extent, but how I'm gonna provide for my family and I'm gonna make that happen on my own, but I don't know what it is.
00:22:53.440 --> 00:23:03.440
And so I took a number of personality profile tests, um, and they're catered, of course, towards, you know, relationships, personal relationships.
00:23:03.599 --> 00:23:12.880
You know, there's a bunch of different types of testing out there, but there's one specific that I took related to career-wise and realtor.
00:23:13.359 --> 00:23:15.759
Uh, and uh realtor was number one.
00:23:15.920 --> 00:23:18.319
And then I took another one, realtor was like number three.
00:23:18.400 --> 00:23:22.079
And I was like, literally, I was like, let's give this a try.
00:23:22.160 --> 00:23:23.279
Let's just see what happens.
00:23:23.440 --> 00:23:28.240
I'll go through, I'll get my license, I'll go in and see what this looks like.
00:23:28.559 --> 00:23:32.240
Um and that is how I started.
00:23:32.400 --> 00:23:34.079
It really was as simple as that.
00:23:34.240 --> 00:23:36.160
I had nowhere else to go.
00:23:36.480 --> 00:23:41.119
And when I started, you know, I thought maybe I'll get into commercial real estate.
00:23:41.200 --> 00:23:43.680
I'll do, you know, maybe some flips or apartments.
00:23:43.839 --> 00:23:53.039
I have a number of friends that are in commercial real estate and have access to capital or at least know how to find it and ask people for their money or use other people's money, right?
00:23:53.119 --> 00:23:59.039
To to OPP, uh, to OPM, that is, to get where I want to be.
00:23:59.359 --> 00:24:06.799
But I just started out as a realtor with Tucker and uh I think I had the date written down on my board one time.
00:24:07.119 --> 00:24:09.920
It was January 16th, 2017.
00:24:10.240 --> 00:24:15.200
I did my first open house, and that's when I decided I am going to give this a run.
00:24:15.440 --> 00:24:20.559
Um, funny story: the first person that walked in the door ended up being my first client, my first sale.
00:24:20.720 --> 00:24:25.119
I followed up with her an unhealthy number of times, something I would never do today.
00:24:25.200 --> 00:24:27.920
Like I literally followed up with her like nine times.
00:24:28.079 --> 00:24:32.880
And it's one of those testaments where they say follow up, follow up, follow up, follow up, you know.
00:24:33.039 --> 00:24:39.039
And now we're like, you know, we'll call people two times, maybe, and then we're like, all right, man, well, they know where to find me.
00:24:39.200 --> 00:24:40.960
Um, but that's how I got started.
00:24:41.039 --> 00:24:46.000
And I had a major, Alex, I had a major chip on my shoulder when I started.
00:24:46.400 --> 00:24:52.799
I was thinking about all of those people that didn't want me, that turned me down.
00:24:53.279 --> 00:24:55.599
I was thinking about my kids.
00:24:55.759 --> 00:25:07.119
I didn't know if my cancer was going to come back or not because the rate of remission or sorry, rate of recurrence is pretty high, especially in melanoma.
00:25:07.279 --> 00:25:09.200
And I've been fortunate that that hasn't happened.
00:25:09.279 --> 00:25:11.039
I've got a durable response.
00:25:11.279 --> 00:25:17.680
But I really wanted to show my kids who were young and impressionable at the time.
00:25:17.759 --> 00:25:26.559
And I knew they were looking at me and looking up to see what I was doing, um, and wanted to show them what resiliency looked like.
00:25:26.880 --> 00:25:49.279
And um kind of finally to put a bow on it, I really subscribed to that mantra and mentality of I have the ability to write my story from I cannot change the past, but I have the ability to write my story from today going forward, and I'm gonna write how I want it to go.
00:25:49.519 --> 00:25:51.039
And so I made some changes.
00:25:51.200 --> 00:26:02.319
I made some, you know, personal changes, um, a relationship change, and um dedicated myself to residential real estate.
00:26:02.559 --> 00:26:10.240
And in the first year, got off to a great start, uh, second year, really awesome year as well.
00:26:10.480 --> 00:26:16.559
Worked all the time, uh, almost to an unhealthy amount, and then kind of settled in from there.
00:26:16.720 --> 00:26:19.200
But that's how I got started in this business.
00:26:19.519 --> 00:26:22.960
Man, I have like 10 different routes I could take with that.
00:26:23.039 --> 00:26:25.200
It's like a route tree with an NFL wide receiver.
00:26:25.279 --> 00:26:26.480
I could pick my path here.
00:26:26.640 --> 00:26:30.720
But look, I think there's um there's a lot there.
00:26:31.119 --> 00:26:39.279
And I think what's special about our industry is that the industry does not care where you came from.
00:26:39.599 --> 00:27:17.839
And if you're willing to put the work in, I mean look, I remember like my journey of of the unhealthy amount of work was probably you know, I got in when I was twenty-five, and until I met my wife now wife, it would have been it was like six or s it was like six years in the business, and the only reason I started changing my level of obsession around what work was was because I I mean I had three life goals when I got into real estate, and it was to build a recession proof business, build a business that allowed me to be a present husband, and then build a business that allowed me to be a present dad if I was ever fortunate enough to have kids.
00:27:18.000 --> 00:27:29.119
And when I had knew that Maureen was the one, and she said, Hey Alex, I I don't care how much you work, but if you're gonna sit with me for dinner, just sit with me for dinner and work after and work before.
00:27:29.279 --> 00:27:31.359
But if you're gonna be here for dinner, be here for dinner.
00:27:31.519 --> 00:27:38.160
And it was like a small challenge to the notion of like, you said these are your goals, like live to the goal that you created, or change that goal.
00:27:38.240 --> 00:27:42.240
And so it was like that for me is what changed my path on that stuff.
00:27:42.400 --> 00:27:51.519
But I think so many folks who enter the business today want to enter it, they have these large aspirations and goals, but they want to work with this notion of balance.
00:27:51.759 --> 00:28:00.160
And look at that juncture of your life, like you were so swung out of balance because of everything that had happened to you.
00:28:00.319 --> 00:28:05.519
The only way to get it back into equilibrium in the future was to flip the pendulum completely the other way.
00:28:05.759 --> 00:28:10.000
And I love, I mean, I love that story from for so many different reasons.
00:28:10.160 --> 00:28:20.640
Um, a couple weeks ago, I had Jacob Deacon on here, who's just a young gun with uh a team in town, and he talked about the idea of like when you conquer a mountain, you find another mountain to climb.
00:28:20.720 --> 00:28:30.720
And for you, it's like the corporate America mountain conquered, and then all of a sudden, boom, you're at the bottom of a valley to then climb again, to climb again, and and here you are.
00:28:30.960 --> 00:28:43.200
And I think what's so cool about it is like for nine years in this business, you built a kick-ass business, but on January 2nd this year, you woke up and chose to climb another hard mountain.
00:28:43.359 --> 00:28:44.720
And I think it's special.
00:28:44.880 --> 00:28:46.559
Not everybody's wired up this way.
00:28:46.640 --> 00:28:50.319
Um, and it's part of what I enjoy most about our conversation right now.
00:28:50.559 --> 00:29:02.880
Um, but one of the things I want to pivot to is like I think so often in our industry, we talk about like skills and we want to talk about AI and social media.
00:29:02.960 --> 00:29:07.119
And I lead a monthly mastermind and we talk about all sorts of different topics.
00:29:07.359 --> 00:29:14.000
But I think the most important topic that's often overlooked is something you hit on, and it's the concept of understanding people.
00:29:14.640 --> 00:29:38.559
And if you are an excellent conversationalist and and you can connect with somebody in a conversation that makes them feel heard and supported, like all the other stuff, whether you're doing an open house or cold calling somebody or you're meeting a stranger for the first time to prospect an expired listing or anything like that, it all goes back to the idea of like, can you understand a human?
00:29:38.799 --> 00:29:45.440
And you know, you can script chain train all you want and you can practice that stuff, and and you certainly should if you need to.
00:29:45.599 --> 00:29:59.839
But the concept of like truly understanding a person, their motivations, their needs, and what makes them them is what look, it's how you and I become good friends in this business so fast is like you're phenomenal at it.
00:29:59.920 --> 00:30:02.720
Um, you know, I remember some of the first times I ever connected with you.
00:30:02.799 --> 00:30:05.759
It's like this guy makes me feel comfortable, he's easy to talk to.
00:30:05.920 --> 00:30:09.920
He runs a kick-ass business, but he's approachable and he's easy to connect with.
00:30:10.000 --> 00:30:15.200
And I think it's a special characteristic for you because it's not something across the board in our industry.
00:30:16.400 --> 00:30:17.839
Yeah, appreciate it.
00:30:18.079 --> 00:30:20.799
And you could not be more correct.
00:30:20.960 --> 00:30:24.559
It's something that really we don't, I don't think we people talk about it enough.
00:30:24.720 --> 00:30:27.359
It is a it is this the secret sauce.
00:30:27.519 --> 00:30:35.839
It's the special ingredient for me is the interpersonal skills.
00:30:36.079 --> 00:30:46.480
And all to your point, everything that goes along with that and understanding people and then conversationally and then presenting and when you're in front of clients and how you're dealing with them.
00:30:46.640 --> 00:30:53.680
I mean, one of our favorite or one of my favorite stats um it's not a stat I keep track of.
00:30:53.759 --> 00:30:57.279
It's just something that we have just noticed.
00:30:57.519 --> 00:31:03.680
Um I have Stacey, my partner, go with me on all of my listing appointments.
00:31:03.839 --> 00:31:05.839
And she is phenomenal.
00:31:06.000 --> 00:31:10.319
She is very strong at all of these things as well.
00:31:10.559 --> 00:31:12.319
Uh and she came from a corporate career.
00:31:12.400 --> 00:31:19.279
She was with Lily for, I want to say, about a decade or so and did a few various uh jobs and positions, and she presents well.
00:31:19.839 --> 00:31:26.880
Um I don't think that I don't think we've lost a listing appointment in three years when we've been on them together.
00:31:27.039 --> 00:31:32.400
And it and even like on my own, I just don't, I'm sure some agents out there are like, I dude, whatever.
00:31:32.480 --> 00:31:34.480
I took something that I know you interviewed for.
00:31:34.640 --> 00:31:38.880
I don't think I've lost one in in the in the last three or four years.
00:31:38.960 --> 00:31:41.519
And I normally and I think it's representative too.
00:31:41.680 --> 00:31:54.559
I think most people don't lose maybe listing appointments because I think maybe the consumer only calls one person the majority of the time, and maybe it's two, and after they hear what they like from the first person, they make their decision, whatever it may be, right?
00:31:54.640 --> 00:31:57.839
Uh, because I don't think they really enjoy interviewing us to an extent.
00:31:58.000 --> 00:32:00.160
Some do, of course, because we've been through those.
00:32:00.480 --> 00:32:09.839
But it's the the interpersonal skills are you can't put uh assign a value to that and how important they are.
00:32:10.000 --> 00:32:14.720
You've got to go through your efforts, your checklists, your processes, and all those things.
00:32:14.799 --> 00:32:20.640
But when you include some strong personal skills with it, it it makes a really great combination.
00:32:21.359 --> 00:32:30.559
It's uh it it adds confirmation to your conversation to what you had shared earlier about like one listing becoming two listings, becoming three listings.
00:32:30.720 --> 00:32:44.400
It's like it's one thing to get that first listing, but then as you the reason it gets turned into two, three, and four listings is because one of how you handled the first listing, it's all the ancillary things that you do to generate more business.
00:32:44.559 --> 00:32:51.519
But look, like at some point in our career, we've all walked in our room and flopped a great opportunity in front of us.
00:32:51.680 --> 00:32:53.759
It's just it's part of the journey.
00:32:53.920 --> 00:33:00.480
And look, I I know where you sell, I know the product you sell and the homes you sell, you're competing for listings.
00:33:00.559 --> 00:33:07.680
So to walk away with that success rate is just like it's it's confirmation about the understanding piece and the commitment to excellence.
00:33:07.839 --> 00:33:12.240
And look, like this business can feel like groundhog day.
00:33:12.400 --> 00:33:26.079
Like there's listings and there's buyers, and there's changes in the market, and it's uh inspections and appraisals and the new law and the new, and it's like, man, okay, can I just do my thing and be left alone?
00:33:26.240 --> 00:33:32.799
But like to continue to build and compound on excellence, look, it's something that should be highlighted in this conversation.
00:33:32.960 --> 00:33:36.559
You should pat your yourself on the back for it and enjoy that and celebrate that.
00:33:36.880 --> 00:33:43.279
But look, man, like I don't think the buck stops here for you.
00:33:43.440 --> 00:33:50.559
And like, as I listen to so much of this conversation and understand, like, hey, this is why Matt's wired up this way.
00:33:50.720 --> 00:33:53.359
But like, what is like where are we headed?
00:33:53.440 --> 00:33:57.680
What does future Matt look like around this business and and what are you working towards?
00:33:57.839 --> 00:33:59.200
Like, what do you want to accomplish?
00:33:59.279 --> 00:34:02.799
And what are some goals that sit back on a vision board or anything like that?
00:34:03.519 --> 00:34:09.679
Uh wish I could tell you some really cool stuff that you know I could then achieve too, just like I mentioned before.
00:34:09.840 --> 00:34:14.320
It still is a little flying by the seat of my pants to an extent.
00:34:14.639 --> 00:34:23.280
Um the the goal that I have is just to continue doing what I'm doing, is just to continue to be me.
00:34:23.360 --> 00:34:26.320
I don't have this whole thing of like I want to be at 100 million.
00:34:26.480 --> 00:34:33.760
I I actually kind of don't because I'm privy to to people in my office that do that.
00:34:34.000 --> 00:34:44.079
And I see how that can wear on them and I see the hours that they work, and uh now they have a good team behind them and it's all about your team.
00:34:44.239 --> 00:34:49.119
Uh, but like that's not necessarily something that I'm looking to do.
00:34:49.280 --> 00:34:54.320
Now, it may happen organically, and that may change a year or two from now.
00:34:54.639 --> 00:34:57.760
I but it's not something that I am working towards.
00:34:57.920 --> 00:35:03.679
I think what is on, and I I did have a board here that I'm looking up here.
00:35:03.760 --> 00:35:04.320
It's white now.
00:35:04.480 --> 00:35:17.360
I have the same things on there for about the last nine years, and and funny that you you mentioned it, January 2nd of this year, I erased it all and just left a couple key phrases and components on there.
00:35:17.599 --> 00:35:46.400
And it's really just to be the best that I can be, but then also maintained a make sure that I've got a level of happiness and personal life and uh time for uh visiting my now adult kids or going to, like we talked about earlier, Sam has one more year at Purdue uh for his basketball team, and we have loved traveling, and it's the perfect setup, right?
00:35:46.480 --> 00:35:51.039
You know, November, December, January, February to be able to enjoy and do all those things.
00:35:51.280 --> 00:36:00.880
So, you know, it's hard to talk about balance when we're here on June, middle of June, when we're closing all the stuff that we sold in April and May.
00:36:00.960 --> 00:36:04.639
And we're, I think overall we all had a pretty good spring market or so.
00:36:04.800 --> 00:36:07.599
But, you know, that's transitioning now into our summer market.
00:36:07.679 --> 00:36:21.360
It's just to keep everything in in stride, to have balance, to achieve, be the best that I can be, but I'm also not looking to conquer the world at the expense of any sort of personal happiness.
00:36:21.599 --> 00:36:23.039
So it's all intentional.
00:36:23.280 --> 00:36:44.239
And then you look at it from the backdrop of I have this free life that I was given, and I'm overall a different person, similar in many ways, but a little bit different mindset in the last 10 years that I've been given this extra chance coming out of a near-death situation.
00:36:45.599 --> 00:36:48.559
Um I wrote something down, I've heard this a lot.
00:36:48.719 --> 00:36:54.159
Um bigger and more do not always mean better.
00:36:54.320 --> 00:36:57.679
Um, like better is better, like more quality is better.
00:36:58.000 --> 00:37:00.880
And you know, I I'm guilty of this.
00:37:01.039 --> 00:37:07.679
Like, we've grown exponentially at lockstep every single year um since we we kicked off.
00:37:07.760 --> 00:37:12.079
And it's like you believe growth means more.
00:37:12.639 --> 00:37:19.199
Um, and I probably I looked up, I don't know, three or four months ago, and it felt like our whole staff was pissed.
00:37:19.280 --> 00:37:22.559
It felt like everyone was frustrated, stressed to the max, over leveraged.
00:37:22.719 --> 00:37:25.760
You like see people walking around with their head downs, walking fast.
00:37:25.920 --> 00:37:29.519
It's like, um, we're not having any fun in here.
00:37:29.760 --> 00:37:38.400
And like, I'm not having fun because nobody's having fun, and the only thing that comes across my desk is problems, and we're not talking about success and wins, and we're not enjoying what we're doing.
00:37:38.559 --> 00:37:43.280
And I pulled my staff in our in a conference room and we had a meeting, and I was like, hey, I got a question.
00:37:43.440 --> 00:37:45.199
Like, who's enjoying this?
00:37:45.360 --> 00:37:49.280
And it kind of like looked at me and is like, uh, don't want to piss the boss off.
00:37:49.440 --> 00:37:53.440
And I was like, um we're at this number of agents.
00:37:53.519 --> 00:37:55.840
You want to grow this way or the the other way?
00:37:56.000 --> 00:37:57.679
Um, there's plans for each.
00:37:57.760 --> 00:37:59.519
And they were like, Man, I thought you'd never ask.
00:37:59.599 --> 00:38:05.840
Let's get leaner, let's get tighter, let's build better relationships in our room, let's have a bigger impact on our agents.
00:38:06.000 --> 00:38:12.800
Um, let's increase per agent productivity to help them accomplish the goals that they set and make a better investment in the agents that we have.
00:38:12.960 --> 00:38:25.679
Let's scale out all the nonsense that we thought we wanted that we don't need, and let's get people out of here that don't mirror the goals that we have in the in the the core values and the mission and things like that.
00:38:25.760 --> 00:38:28.800
And let's get lean and and mean and get really, really focused.
00:38:29.119 --> 00:38:35.119
And we've done that over the last three months, and it's incredible what's happened in our room.
00:38:35.360 --> 00:38:38.400
Everyone's happy, everyone's fun, everyone's got a pep in their step.
00:38:38.480 --> 00:38:40.639
People are in the seats that they belong in.
00:38:40.800 --> 00:38:43.840
And look, like life is hard right now.
00:38:44.960 --> 00:38:46.400
It's expensive to live.
00:38:46.480 --> 00:38:54.800
There's two sides of a rope that get pulled in opposite directions all the time, everyone's got an opinion about nothing, everybody wants to find conflict and everything.
00:38:54.880 --> 00:38:59.519
And it's like you should find happiness and you should love what you do every day.
00:38:59.679 --> 00:39:06.079
And you know, for somebody like you who who, you know, second lease on life, like you see that through a pretty clear freaking lens.
00:39:06.159 --> 00:39:15.760
And there's a lot of folks that they just don't, they just piss in the wind every day, and you know, the old Tony Robbins, like frustrated and pissed off all the time.
00:39:15.840 --> 00:39:17.599
And it's like, there is no value in that.
00:39:17.679 --> 00:39:24.719
Like, there's no that is not the life to live, and it's not where it doesn't help you achieve that life that you're pursuing or that best version of self.
00:39:24.800 --> 00:39:28.960
And I mean, I have so much respect for what you're doing and how you've gotten here.
00:39:29.119 --> 00:39:43.119
Um, man, I I have heard that story, but hearing again sent chills down my spine, and uh it it is just validation of the strong relationship you and I have and and the incredible things that I think about you and our industry.
00:39:43.199 --> 00:39:44.639
So, congratulations to all that, Matt.
00:39:44.719 --> 00:39:46.239
I'm very grateful you as well.
00:39:46.400 --> 00:39:47.199
You as well, thank you.
00:39:47.280 --> 00:39:51.840
Yeah, what you built there is is incredible as well, and through social media we all get to see it.
00:39:51.920 --> 00:39:52.880
I it's been cool.
00:39:53.119 --> 00:40:04.639
Yeah, yeah, it's uh it's a bit crazy, but I want to you had talked earlier um and we asked the question, what does taking action mean to you at the end of this?
00:40:04.719 --> 00:40:10.000
And you talked about progress, but I want to give you the floor to hit on it again and try to drill into it a little more.
00:40:10.239 --> 00:40:14.639
But you know, uh the question being, what does taking action mean to you?
00:40:15.039 --> 00:40:15.679
Yeah.
00:40:16.079 --> 00:40:27.039
Um taking action means to me, uh it's the concept of progress and being idle.
00:40:27.599 --> 00:40:34.320
And when you don't, it's it's really for me, it's what happens when you don't take action, is really what it is.
00:40:34.480 --> 00:40:39.440
Being by default, I am proactive.
00:40:39.679 --> 00:40:44.559
I take action, I get things done, personal relationships, work, all those things.
00:40:44.719 --> 00:40:52.880
But it's really, I am afraid of the opposite of not taking action and being idle because I'm not at my happiest when I'm idle.
00:40:53.119 --> 00:41:01.599
Um, you know, we w I mentioned that there are stretches of time in the winter where we're just not as busy, and that's a relief.
00:41:02.159 --> 00:41:10.320
And you can really enjoy that time and be mindful on how to spend that time and enjoy that.
00:41:10.480 --> 00:41:13.679
But at the same time, you know, we're doers.
00:41:13.920 --> 00:41:15.679
We we love that phone ringing.
00:41:15.840 --> 00:41:27.519
We love the idea that, you know, I've got a listing appointment on Friday and then another one on Tuesday, and I've got stuff going on in my pipeline, and I'm energized by what's in my pipeline and those types of things.
00:41:27.679 --> 00:41:35.199
And so by being idle and stagnant, I'm not at my best.
00:41:35.360 --> 00:41:37.519
I don't feel good, I don't feel confident.
00:41:37.679 --> 00:41:45.519
Um, and then, you know, you start going down this vortex of doubt starting to creep in, self-confidence, and what's going on?
00:41:45.760 --> 00:41:48.719
Am I just being a, you know, a blob on the couch?
00:41:48.800 --> 00:41:55.199
And, you know, I'm not a couch potato and don't, you know, don't watch hours of TV on end and have always been a doer.
00:41:55.280 --> 00:41:58.480
So it's like, what is action taking action mean to you?
00:41:58.719 --> 00:42:04.000
It's that is when I am at my best and my happiest when that happens.
00:42:04.159 --> 00:42:11.280
And so that's really the core concept of what that means to me is action equals happiness to me.
00:42:11.840 --> 00:42:13.440
Man, I love that.
00:42:13.760 --> 00:42:14.320
Love that.
00:42:14.480 --> 00:42:22.400
And Matt, I I could go on and on and rave about this conversation, but I will uh when we release this, I'll let the listeners enjoy it.
00:42:22.480 --> 00:42:23.440
This was phenomenal.
00:42:23.679 --> 00:42:26.719
Matt, you are um a special cat to me.
00:42:26.800 --> 00:42:28.079
I'm very appreciative of you.
00:42:28.239 --> 00:42:30.000
Congratulations on your success this year.
00:42:30.159 --> 00:42:32.320
I can't wait to see where you finish the year at.
00:42:32.559 --> 00:42:36.559
Um congratulations, my friend, and thanks again for your time today.
00:42:36.800 --> 00:42:37.519
Thanks, man.
00:42:37.599 --> 00:42:38.000
You too.
00:42:38.159 --> 00:42:38.480
Yeah.
00:42:38.559 --> 00:42:44.880
Hey, we need to get together and uh get Drew and sit on a back porch and solve the world's problems.
00:42:45.199 --> 00:42:48.239
Uh, I will get with him after this and let him know we chatted and do that.
00:42:48.320 --> 00:42:51.760
But uh thanks again, Matt, and we'll talk to you soon, okay?
00:42:52.000 --> 00:42:52.800
Okay, all right.
00:42:52.960 --> 00:42:53.760
See you in all then.
00:42:56.400 --> 00:42:59.119
Thanks for listening to Action Solves Everything.
00:42:59.280 --> 00:43:06.960
If today's episode pushed you, challenged you, or helped you even take one step forward, send it to someone else who needs that same nudge.
00:43:07.119 --> 00:43:08.880
We all get better when we grow together.
00:43:08.960 --> 00:43:22.639
And if you're looking for a partnership that actually believes in coaching, collaboration, accountability, and actually becoming the best version of yourself, shoot me a message online at all social handles at Alex Montagano.
00:43:22.880 --> 00:43:27.039
That's A L E X M O N T A G A N O.
00:43:27.519 --> 00:43:30.880
Remember, success rewards the ones who move.
00:43:31.039 --> 00:43:34.079
Take action, and I'll see you on the next episode.
00:00:02.399 --> 00:00:08.560
Welcome to Action Solves Everything, the show for those who want to stop overthinking and start producing.
00:00:08.720 --> 00:00:14.240
I'm your host, Alex Montagano, broker, leader, and founder of Lockstep Realty.
00:00:14.400 --> 00:00:21.600
Around here, we believe movement creates momentum, clarity comes from doing, and the agents who take action are the ones who win.
00:00:21.839 --> 00:00:27.120
Every episode is built to help you grow your skills, your confidence, and your career.
00:00:27.359 --> 00:00:29.440
Now, let's get to work.
00:00:33.119 --> 00:00:36.159
Welcome to another episode of Action Solves Everything.
00:00:36.240 --> 00:00:41.119
I've got a killer guest with us today, Matt King from FC Tucker.
00:00:41.520 --> 00:00:44.479
Matt is a total rocket ship right now.
00:00:44.640 --> 00:00:49.439
He's coming off just shy of 45 million bucks in 2025.
00:00:50.159 --> 00:00:52.159
I just talked to him a little bit.
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He's almost written over 50 million dollars of business in 2026.
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He's made some monster changes to the focus levels of his business, and it is exploding right now.
00:01:02.640 --> 00:01:04.480
Matt, what is going on?
00:01:05.840 --> 00:01:06.719
What's up, man?
00:01:06.879 --> 00:01:08.239
Always, always good to see you.
00:01:08.400 --> 00:01:09.519
Always good to talk with you.
00:01:09.840 --> 00:01:15.840
Dude, you've written$49 million this year as an individual agent.
00:01:16.079 --> 00:01:18.079
Like what is that like?
00:01:18.159 --> 00:01:22.319
You're I mean, we're not even to the end of the halfway part of the year.
00:01:22.640 --> 00:01:25.200
So, like, what how do we get here?
00:01:27.280 --> 00:01:32.000
Well, um, we've definitely rode the momentum of the last nine years for sure.
00:01:32.159 --> 00:01:33.680
I mean, let's not forget about that.
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Um, you know, just wake up and have this happen.
00:01:37.439 --> 00:01:46.400
Um, this is year 10 for me, and um I've got off to a good quick start in my career when I first started.
00:01:46.480 --> 00:01:48.959
We can talk a little bit about that, I'm sure.
00:01:49.200 --> 00:01:55.840
Um and, you know, last five years were kind of scratching that 40 million mark.
00:01:56.000 --> 00:02:01.599
I think one year was 42, another 44 two of the last three years, I think.
00:02:01.840 --> 00:02:12.879
Um and this year, really, the the main difference is I came into the beginning of the year with some good momentum as far as like what some listing opportunities were.
00:02:13.360 --> 00:02:21.120
And, you know, you don't a single agent doesn't get up to that level without having some expensive homes and some luxury homes to sell.
00:02:21.199 --> 00:02:34.080
And I have been really fortunate to have a good peer network and sphere of influence network that have nice homes and they want to live in nice homes that I've people I've known throughout the years and then people I've met through real estate.
00:02:34.159 --> 00:02:35.680
And so that certainly helps.
00:02:35.759 --> 00:02:46.000
But really at the beginning of the year, um I I committed to to myself to um reach my potential this year, we'll say.
00:02:46.159 --> 00:02:51.360
And I think we mentioned a little bit earlier, um, you know, years one and two in the business, all I did was work.
00:02:51.439 --> 00:02:58.560
And I think you you go back to your top producers that really want to achieve, you know, they they dedicate themselves.
00:02:58.639 --> 00:03:05.120
It's almost to an unhealthy level to really get after it and get off to a good start because that is so important.
00:03:05.520 --> 00:03:18.719
And then kind of years three through nine, um, you know, served my clients well and did did well for, you know, as far as a production level and income and all that stuff, was satisfied and happy.
00:03:18.960 --> 00:03:23.919
Um, but definitely enjoyed my downtime as well.
00:03:24.080 --> 00:03:33.919
Meaning, like if I had white space in the week, day to day, I wouldn't hesitate to go take a walk, go ride my bike, or, you know, just even or even just relax.
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And not at the expense, of course, of clients.
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It was just if I didn't have anything going on.
00:03:38.800 --> 00:03:45.759
But this year I thought, you know, let's see if we can crank things up a bit and just kind of see what happens.
00:03:45.919 --> 00:03:52.240
Um, it's just me and my uh partner, Stacey Murphy, um, who has got a good relationship.
00:03:52.400 --> 00:03:59.520
She's a uh a salaried person that that really just helps me when I'm not around so I can do things out of town.
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And she's gotten off to a good start.
00:04:01.599 --> 00:04:06.800
She's in her third full year and will probably achieve 10 million this year or so.
00:04:07.039 --> 00:04:09.439
But it's it's it's largely uh the two of us.
00:04:09.599 --> 00:04:15.520
We've got a couple other newer folks that have started um that uh I'm sure will have an impact.
00:04:15.680 --> 00:04:22.879
But personally, um I really focused on dedicating on filling in the white space of my week.
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And just because I didn't have something on an afternoon didn't mean that I'm done working for the day.
00:04:27.839 --> 00:04:31.920
And I think that's the biggest, the biggest piece of kind of how the business has been.
00:04:32.639 --> 00:04:34.079
Um, man, I love that.
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I think about I had a uh an interesting conversation.
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I think it was my third year in the business, and I was talking to Judy Cohen, who is a former uh Remax Legends franchise owner, and she was like, Alex, you work all the time, you're gonna burn out.
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You need to understand that, like, there's an old saying, you sleep when the baby sleeps.
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And I had a real hard time understanding that, but I was early in my career and I was in a building phase, and I think it's important for folks listening to this to recognize like there is seasonality around your work that there is no such thing as balance, and I think balance needs to be zoomed out and looked at over a lifetime of the business and the seasonalities that come with it.
00:05:16.639 --> 00:05:35.040
And so I love the fact that like when you got into the business, like you worked your ass off, and then there was a season for you to like continue to build, but I think I mean I want you to talk a little more and hit on this, like why the personal challenge now in year 10 to go, hey, let's see if we can ramp this up.
00:05:35.120 --> 00:05:35.839
Like, why?
00:05:36.000 --> 00:05:38.160
Like, what's the why that pushes that?
00:05:39.040 --> 00:05:40.720
That's that's a really good question.
00:05:41.199 --> 00:05:50.000
I don't really know as if I've got a phenomenal answer for you that's gonna be enlightening where you're gonna be like, man, that's freaking genius, Kanger.
00:05:50.240 --> 00:06:00.240
Um, it's really more of at the beginning of the year, the way that the flow went, I had some really strong listings that came up.
00:06:00.319 --> 00:06:09.439
And as we know in our business, listings beget more listings and you know, the name of your podcast, activity, and and that breeds other activity.
00:06:10.160 --> 00:06:12.319
And I felt that.
00:06:12.879 --> 00:06:20.720
And I did work to generate that, of course, over the winter and over the fall, so to set up my year for this year, but I always try to do that.
00:06:20.879 --> 00:06:24.399
I'm very focused January 2nd.
00:06:24.639 --> 00:06:35.120
January 2nd is a really big day for me because I do take a lot of the, you know, Thanksgiving to holiday break period off.
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I think we all do.
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I think we all exhale during that period of time.
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And it's my favorite time of year for a number of reasons.
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But once January 2nd came, I was kind of analyzing what was coming.
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And I knew I thought, you know, hey, we've got a chance to have a really good year.
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And really, Alex, it was just seeing what I had coming up and saying to myself, like, this is a great opportunity to grind and really work this and work these listings and work the neighborhoods where I have listings.
00:07:03.439 --> 00:07:08.639
Um I had one bridalborn listing sale that turned into three.
00:07:08.959 --> 00:07:12.480
And, you know, those are two million plus homes in there.
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And listing two and three were a direct result of listing number one.
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Uh, same thing in the Carmel neighborhood of Spring Mill Streams.
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I think we have sold four homes in there this spring, all million and over.
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And as we know, Carmel's going really crazy right now.
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It's an extremely hot market.
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It's really fascinating to see what's happening in Carmel at the moment compared to the rest of, you know, central Indiana or North, even north side of Indianapolis to Carmel is there's a there's a contrast there.
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Um, and that was the same thing.
00:07:46.879 --> 00:07:51.519
One listing turned into numbers two, three, and four.
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And we know that because we've been in the business for a long time.
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But what we don't always do is put in that extra effort to maximize it.
00:08:01.120 --> 00:08:08.560
And we've all got our checklists and our processes of what we do when we get a listing to get other listings and stay focused and ride the momentum.
00:08:08.879 --> 00:08:11.040
But this year it was just kind of teed up.
00:08:11.120 --> 00:08:14.959
And I'm like, I'm really enjoying busting my ass right now.
00:08:15.279 --> 00:08:20.160
And, you know, there's that saying, you know, get it while the getting's good.
00:08:20.720 --> 00:08:22.800
And I subscribe to that.
00:08:23.040 --> 00:08:41.120
And we just really put the pedal to the metal and, you know, worked open houses and outreach and mailings and marketing efforts and business development, all the things that we know that we're supposed to do, that all the classes teach you, and you know, the common sense teaches you.
00:08:41.200 --> 00:08:53.200
And we grinded and it's and it's kind of turned into this really, you know, I don't want to say anomaly year, but it's, you know, head and shoulders above, you know, I'm five million over or whatever the figure is my previous best year.
00:08:53.279 --> 00:08:56.240
And the best year, you know, those previous years were pretty good too.
00:08:56.559 --> 00:09:08.639
So not any single thought other than recognizing that I'm in a really sweet spot right now and grind and try to make the most of it.
00:09:09.120 --> 00:09:09.919
Dude, that's awesome.
00:09:10.159 --> 00:09:17.840
One of the questions I was thinking about asking, um, you answered there, but like you had even said like you're enjoying the grind.
00:09:18.080 --> 00:09:24.000
And I think um it takes a special cat to appreciate that.
00:09:24.159 --> 00:09:37.360
Um look, hard work, it's like it's hard what we do, and it's um it's emotionally it's an emotional investment in a relationship every single time you enter a contract with a buyer or seller or somebody building a home or whatever it is.
00:09:37.519 --> 00:09:48.240
And so to do the volume of business that you're doing and say, hey, like I've made a conscious effort here to commit to this because the opportunity that's in front of myself, but I'm also enjoying it.
00:09:48.399 --> 00:09:52.559
It talks to the fact like you got awesome clients.
00:09:52.720 --> 00:09:56.720
Um, you know, you've heard me tell you you got the best listings in town.
00:09:56.799 --> 00:10:02.000
And I think like it's like every single time I see one of your listings, they're presented insanely well.
00:10:02.240 --> 00:10:04.320
Um they're competitive.
00:10:04.399 --> 00:10:08.240
And and look, like you've you're somebody that I can count on in our industry.
00:10:08.320 --> 00:10:15.120
Like I called you a couple weeks ago about a personal listing of mine, and I know you're gonna hit me between the eyes with the truth because you're because that's how you do everything.
00:10:15.200 --> 00:10:17.519
So it's just a testament to what you're building.
00:10:17.679 --> 00:10:26.879
Um and uh I love the fact that you're appreciating and enjoying the success that you're having, because if you're not, what is the point of it?
00:10:27.039 --> 00:10:27.919
You know what I mean?
00:10:28.240 --> 00:10:29.120
Yeah, yeah, yeah.
00:10:29.679 --> 00:10:30.799
It's like, what's the point of work?
00:10:31.120 --> 00:10:40.240
No, it goes back to um, and again, I've I've in the last couple weeks, I've listened to a few of the podcasts that you've been on and have really enjoyed them.
00:10:40.480 --> 00:10:46.480
And I know you touch on a question of, you know, what does you know, action and all those things mean to you?
00:10:46.799 --> 00:10:58.480
Um, I look at it, I mean, I kind of rephrase it, and I've always thought in my during my career and my previous corporate career before this, and even my personal life, I use the word progress.
00:10:59.200 --> 00:11:21.039
And for me, it is undeniable that when I am at my happiest individually, professionally, um, you know, personal relationships, life, that type of thing, it's because I'm doing and I'm improving or I'm advancing, I'm moving something forward.
00:11:21.440 --> 00:11:24.080
And for me, the simple term is progress.
00:11:24.240 --> 00:11:34.480
And then the times where I'm down, which isn't often, I'm uh got a pretty good mental fortitude about staying positive, and that's just a life choice for me.
00:11:34.720 --> 00:11:42.559
But the times that you are a little solemn down, it's, you know, you can tie back to it and it's like, well, what have you been doing the last few days?
00:11:42.799 --> 00:11:48.799
Have you been, and it's not like we I live my life to get the best out of myself every day type thing, and we can talk about that.
00:11:48.879 --> 00:11:51.360
Like my morning routine is all across the board.
00:11:51.679 --> 00:11:54.080
My sleep routine is all across the board.
00:11:54.240 --> 00:12:00.559
I have no cold plunge story, I have no process, I have no 6 30 at the gym.
00:12:00.720 --> 00:12:04.159
It's it's it's totally rando every day.
00:12:04.399 --> 00:12:15.519
Um, but it's when you're idle and you're not really doing, it's then, okay, what's your you know, what's your purpose and are you succeeding?
00:12:15.679 --> 00:12:18.000
But are you are you progressing?
00:12:18.320 --> 00:12:24.559
And it's undeniable that the busier you are, more productive you are, the happier that you are.
00:12:24.639 --> 00:12:26.240
And I I definitely subscribe to that.
00:12:26.879 --> 00:12:27.600
Love that.
00:12:27.840 --> 00:12:34.240
Um, you had mentioned something in there about a previous corporate career, and I would love to take this back a little bit.
00:12:34.480 --> 00:12:53.279
Um because I mean, look, there's a lot of folks um that have jumped into real estate right out of school or their lifers in the business for 30 or 40 years and have built the businesses that you know you and I subscribe to build.
00:12:53.600 --> 00:12:55.440
But you know, you've done this 10 years.
00:12:55.600 --> 00:12:57.600
So, like, what did you do before that?
00:12:57.759 --> 00:13:02.000
And what like why real estate 10 years ago?
00:13:02.399 --> 00:13:04.559
Yeah, that's a good story.
00:13:04.799 --> 00:13:06.799
Um good question.
00:13:06.960 --> 00:13:15.120
And that's really a big part of my story um the last 10 years and how I got into real estate and a new mentality, new lease on life, all that.
00:13:15.279 --> 00:13:17.200
And uh it kind of goes like this.
00:13:17.360 --> 00:13:30.399
I mean, um, you know, I was born and raised in Merlin Kessler, grew up in um the MK and went to school there and um, you know, school 84, then park tutor, then cathedral, then IU.
00:13:30.639 --> 00:13:32.399
And so I got a little taste of everything.
00:13:32.559 --> 00:13:49.840
I got a little public school, got private, you got a lot of friend groups, a lot of networks there when you just look at your school, your school, um, and then was business at IU and went immediately into a corporate career uh for 13 years with uh the Hormell Foods Corporation.
00:13:49.919 --> 00:13:58.879
It's a food company that uh had five relocations over 13 years and a bunch of different various assignments.
00:13:59.120 --> 00:14:04.000
And each of those assignments in all of those markets, I was in sales and marketing.
00:14:04.159 --> 00:14:13.759
And they're like little um little franchise, little territories that you have that roll up into the big company where you're responsible for a book of business.
00:14:13.840 --> 00:14:38.639
And so I think that that right there, where you have five different, six different job assignments in 13 years going into different markets teaches you the idea of jumping into something new, figuring it out, figuring out, you know, your SWOT analysis, strengths, weakness, opportunities, threats, figuring out where you fit and where you can excel to grow the business, because it was definitely an entrepreneurial type position.
00:14:38.799 --> 00:14:49.120
And then from there, um, I wanted to get back to Indianapolis because that was a relocation deal where all signs and all trains went to their corporate office in Minnesota.
00:14:49.360 --> 00:14:52.399
And I have always considered myself a Hoosier.
00:14:52.480 --> 00:14:53.600
My family is here.
00:14:53.759 --> 00:14:58.000
I love Indianapolis and wanted to get back.
00:14:58.080 --> 00:15:08.399
And so I did that in 2008 and uh joined Boston Scientific in the medical device space in sales marketing and the leadership position.
00:15:08.720 --> 00:15:10.720
And same thing.
00:15:10.879 --> 00:15:17.919
Um it's a hunter's mentality type position where you've got to go grow the business.
00:15:18.080 --> 00:15:23.200
And so it's a parallel to where, and that was 20 years total.
00:15:23.360 --> 00:15:32.639
It's a parallel to what we do in real estate, which is find clients, identify people that you want to work with, houses, hunters mentality.
00:15:32.799 --> 00:15:36.720
And so, you know, a couple people have asked me, like, you know, how'd you do that?
00:15:36.879 --> 00:15:41.840
And this is is it was early on in my career where I had to, you know, a really quick start is how'd you do that?
00:15:42.000 --> 00:15:48.960
And I mean, the simple answer is, you know, I've I've been doing the same thing in a different industry for 20 years.
00:15:49.120 --> 00:15:58.159
And and presenting is something that I did every day, whether it was internally or externally to clients and customers outside.
00:15:58.320 --> 00:16:02.879
So I didn't roll out of bed not knowing how to sell in real estate.
00:16:02.960 --> 00:16:07.519
I had that knowledge and understanding of people and all that type of good stuff.
00:16:07.759 --> 00:16:12.879
But uh the story on why uh real estate is as simple as this.
00:16:13.039 --> 00:16:15.440
I had no plans to become a realtor.
00:16:15.840 --> 00:16:26.720
Um it starts, the story starts where I'm in the last, you know, week or two of my corporate career, what I didn't know was my last week or two of my corporate career at the time.
00:16:26.879 --> 00:16:35.679
And I get up out of bed one morning and I put deodorant on and I've got a lump on my left underarm, my left axillary gland.
00:16:36.000 --> 00:16:48.399
And I go to my GP doc and he says, you know, I don't like this, and let's get a biopsied and get a CT scan and a PET scan and see what's happening.
00:16:48.639 --> 00:16:55.120
And I was diagnosed with stage four melanoma, right completely out of the blue.
00:16:55.360 --> 00:17:05.039
No, nothing presenting before that at all, and was given six months to live because it was a progressed state of the disease.
00:17:05.119 --> 00:17:14.319
And I had tumors all over my lungs, liver, spleen, bladder, adrenal glands, a bone metastasis in my shoulder.
00:17:14.480 --> 00:17:16.000
I couldn't lift my arm up.
00:17:16.240 --> 00:17:21.519
Um and so it was immediately DEF CON 5, right?
00:17:21.759 --> 00:17:25.200
Of like the biggest shock in your entire life.
00:17:25.359 --> 00:17:27.680
I mean, I have a three boys at that time.
00:17:27.839 --> 00:17:35.920
They're 14, 12, 11, and just a complete mind-blowing shock.
00:17:36.400 --> 00:17:43.920
So we go uh to down to MD Anderson in Houston, which is one of the world's premier cancer centers.
00:17:44.079 --> 00:18:03.599
We meet with um the one of the leading uh thought leaders in melanoma and immunotherapy, which is very key because um I was given a 94% chance of death within six to ten months at that advanced career or progressive of the disease.
00:18:03.839 --> 00:18:08.079
So they threw the kitchen sink at me in terms of platinum-based chemotherapy drugs.
00:18:08.160 --> 00:18:10.480
I responded about halfway.
00:18:10.720 --> 00:18:12.960
And then it was just luck, man.
00:18:13.200 --> 00:18:16.960
I I was I got cancer at the perfect time.
00:18:17.119 --> 00:18:32.880
Like there's no perfect time to have something like that, but I got cancer at the perfect time because the FDA approved an immunotherapy drug that is now the gold standard for today in cancer treatment for a number of different types of cancers, but definitely melanoma.
00:18:32.960 --> 00:18:37.200
It was indicated for melanoma first, and now it's moved on to other cancers.
00:18:37.359 --> 00:18:44.480
But essentially then went cancer free within about a 12-month period.
00:18:44.799 --> 00:18:57.759
And so the way that dovetails into real estate was, you know, is I've I'm this huge success story within my friend group and family and people that know me in Indy here.
00:18:58.079 --> 00:19:06.799
And because I beat this disease and, you know, obviously the drug did the work, but you know, it takes a positive mindset to get through all those things and come out on the other side.
00:19:07.039 --> 00:19:12.640
And so I just conquered this uh huge deal.
00:19:13.039 --> 00:19:16.880
To then I'm thinking, well, what's my next step?
00:19:17.039 --> 00:19:18.079
What's my next phase?
00:19:18.240 --> 00:19:27.359
And so for me, naturally, it was like, well, I'm gonna go back to corporate America, I'm gonna go back to Boston Scientific and I'm gonna get my old job back and uh or figure something out.
00:19:27.519 --> 00:19:31.039
I was a, you know, as high achieving as I am in real estate.
00:19:31.119 --> 00:19:33.279
I was the same at my corporate career.
00:19:33.359 --> 00:19:35.519
I I I don't show up to suck.
00:19:35.680 --> 00:19:37.200
I want to be good at what I do.
00:19:37.279 --> 00:19:41.599
And so I had some upward mobility and great leadership positions.
00:19:41.680 --> 00:19:47.279
And so I went back and interviewed with uh my previous company in a different division.
00:19:47.440 --> 00:19:49.920
They had already given my job, you know, to somebody else.
00:19:50.000 --> 00:19:51.680
I need to make contingency plans.
00:19:51.920 --> 00:19:56.000
And I did not get a job.
00:19:56.240 --> 00:20:05.599
And then I went over and I interviewed with other companies in corporate America, and nobody would freaking hire me.
00:20:05.839 --> 00:20:13.519
And I would get to the final interview of a number of positions and jobs, and I wasn't getting the job.
00:20:13.759 --> 00:20:21.759
And even positions that were well below what my capabilities were, just jobs that would be a layup, and I wasn't getting them.
00:20:21.839 --> 00:20:22.799
And and I get it.
00:20:22.880 --> 00:20:23.599
I totally get it.
00:20:23.759 --> 00:20:25.279
I was a hiring manager.
00:20:25.759 --> 00:20:38.799
I understood it's, you know, you're you're at the final phase of an interview, and some VP's got to talk to his EVP or division president and say, Well, I like this Matt King guy, but here's his deal.
00:20:38.880 --> 00:20:43.599
Because I would talk about my cancer situation in the interview, because it was such a good success story.
00:20:43.759 --> 00:20:54.480
There's a lot of learnings that can come from it, you know, resiliency and managing that whole situation to turn into a positive in addition to what I had just learned before.
00:20:54.720 --> 00:21:01.440
But Alex, it was the lowest point I've ever been in my life.
00:21:01.680 --> 00:21:07.119
And you think, like, you're like, you have so much to be thankful for and be grateful for.
00:21:07.200 --> 00:21:09.599
You have a new lease on life, like you conquered this.
00:21:09.759 --> 00:21:11.119
But and that's true.
00:21:11.279 --> 00:21:31.200
And I even felt guilty about this that the basically eight to ten months of interviewing and failing and not getting jobs and a position, I blew through most of my savings over that two-year period to support my family, to live.
00:21:31.440 --> 00:21:36.720
And um, you know, um, it was it was crushing.
00:21:37.039 --> 00:21:43.759
And so uh my little joke is um, you know, what do you do at that time?
00:21:43.920 --> 00:21:49.759
And and my answer was, well, I'll I'm gonna do what everybody does when they have no place to turn.
00:21:49.920 --> 00:21:51.440
I'm gonna become a realtor.
00:21:52.319 --> 00:21:57.680
And because that's where it's so true.
00:21:57.839 --> 00:21:58.640
It's so good.
00:21:59.200 --> 00:21:59.519
Yeah.
00:22:00.079 --> 00:22:01.200
It's like low low.
00:22:01.440 --> 00:22:05.759
I mean, dude, I looked at opening up a Jimmy Johns franchise.
00:22:05.920 --> 00:22:13.759
I looked at w I mean, I at one point in time for like a week was just resigned to like, I'm gonna be a barista at Starbucks.
00:22:13.839 --> 00:22:14.799
They have good benefits.
00:22:14.880 --> 00:22:16.720
Like I ain't nothing against that, right?
00:22:16.799 --> 00:22:18.559
It was like I'm gonna live a simple life.
00:22:18.720 --> 00:22:19.039
Yep.
00:22:19.200 --> 00:22:21.519
Really, I'm gonna live a simple life and I'm just gonna go to work.
00:22:21.599 --> 00:22:26.960
I'm gonna come home and I won't maybe have the same income aspirations, but this is what it's gonna be.
00:22:27.119 --> 00:22:37.759
And so, but anyway, um, no, what I did was I then realized I'm gonna have to find something to start my own business.
00:22:38.000 --> 00:22:53.200
I can no longer be reliant on somebody else, another company, to dictate my financial future, my happiness to an extent, but how I'm gonna provide for my family and I'm gonna make that happen on my own, but I don't know what it is.
00:22:53.440 --> 00:23:03.440
And so I took a number of personality profile tests, um, and they're catered, of course, towards, you know, relationships, personal relationships.
00:23:03.599 --> 00:23:12.880
You know, there's a bunch of different types of testing out there, but there's one specific that I took related to career-wise and realtor.
00:23:13.359 --> 00:23:15.759
Uh, and uh realtor was number one.
00:23:15.920 --> 00:23:18.319
And then I took another one, realtor was like number three.
00:23:18.400 --> 00:23:22.079
And I was like, literally, I was like, let's give this a try.
00:23:22.160 --> 00:23:23.279
Let's just see what happens.
00:23:23.440 --> 00:23:28.240
I'll go through, I'll get my license, I'll go in and see what this looks like.
00:23:28.559 --> 00:23:32.240
Um and that is how I started.
00:23:32.400 --> 00:23:34.079
It really was as simple as that.
00:23:34.240 --> 00:23:36.160
I had nowhere else to go.
00:23:36.480 --> 00:23:41.119
And when I started, you know, I thought maybe I'll get into commercial real estate.
00:23:41.200 --> 00:23:43.680
I'll do, you know, maybe some flips or apartments.
00:23:43.839 --> 00:23:53.039
I have a number of friends that are in commercial real estate and have access to capital or at least know how to find it and ask people for their money or use other people's money, right?
00:23:53.119 --> 00:23:59.039
To to OPP, uh, to OPM, that is, to get where I want to be.
00:23:59.359 --> 00:24:06.799
But I just started out as a realtor with Tucker and uh I think I had the date written down on my board one time.
00:24:07.119 --> 00:24:09.920
It was January 16th, 2017.
00:24:10.240 --> 00:24:15.200
I did my first open house, and that's when I decided I am going to give this a run.
00:24:15.440 --> 00:24:20.559
Um, funny story: the first person that walked in the door ended up being my first client, my first sale.
00:24:20.720 --> 00:24:25.119
I followed up with her an unhealthy number of times, something I would never do today.
00:24:25.200 --> 00:24:27.920
Like I literally followed up with her like nine times.
00:24:28.079 --> 00:24:32.880
And it's one of those testaments where they say follow up, follow up, follow up, follow up, you know.
00:24:33.039 --> 00:24:39.039
And now we're like, you know, we'll call people two times, maybe, and then we're like, all right, man, well, they know where to find me.
00:24:39.200 --> 00:24:40.960
Um, but that's how I got started.
00:24:41.039 --> 00:24:46.000
And I had a major, Alex, I had a major chip on my shoulder when I started.
00:24:46.400 --> 00:24:52.799
I was thinking about all of those people that didn't want me, that turned me down.
00:24:53.279 --> 00:24:55.599
I was thinking about my kids.
00:24:55.759 --> 00:25:07.119
I didn't know if my cancer was going to come back or not because the rate of remission or sorry, rate of recurrence is pretty high, especially in melanoma.
00:25:07.279 --> 00:25:09.200
And I've been fortunate that that hasn't happened.
00:25:09.279 --> 00:25:11.039
I've got a durable response.
00:25:11.279 --> 00:25:17.680
But I really wanted to show my kids who were young and impressionable at the time.
00:25:17.759 --> 00:25:26.559
And I knew they were looking at me and looking up to see what I was doing, um, and wanted to show them what resiliency looked like.
00:25:26.880 --> 00:25:49.279
And um kind of finally to put a bow on it, I really subscribed to that mantra and mentality of I have the ability to write my story from I cannot change the past, but I have the ability to write my story from today going forward, and I'm gonna write how I want it to go.
00:25:49.519 --> 00:25:51.039
And so I made some changes.
00:25:51.200 --> 00:26:02.319
I made some, you know, personal changes, um, a relationship change, and um dedicated myself to residential real estate.
00:26:02.559 --> 00:26:10.240
And in the first year, got off to a great start, uh, second year, really awesome year as well.
00:26:10.480 --> 00:26:16.559
Worked all the time, uh, almost to an unhealthy amount, and then kind of settled in from there.
00:26:16.720 --> 00:26:19.200
But that's how I got started in this business.
00:26:19.519 --> 00:26:22.960
Man, I have like 10 different routes I could take with that.
00:26:23.039 --> 00:26:25.200
It's like a route tree with an NFL wide receiver.
00:26:25.279 --> 00:26:26.480
I could pick my path here.
00:26:26.640 --> 00:26:30.720
But look, I think there's um there's a lot there.
00:26:31.119 --> 00:26:39.279
And I think what's special about our industry is that the industry does not care where you came from.
00:26:39.599 --> 00:27:17.839
And if you're willing to put the work in, I mean look, I remember like my journey of of the unhealthy amount of work was probably you know, I got in when I was twenty-five, and until I met my wife now wife, it would have been it was like six or s it was like six years in the business, and the only reason I started changing my level of obsession around what work was was because I I mean I had three life goals when I got into real estate, and it was to build a recession proof business, build a business that allowed me to be a present husband, and then build a business that allowed me to be a present dad if I was ever fortunate enough to have kids.
00:27:18.000 --> 00:27:29.119
And when I had knew that Maureen was the one, and she said, Hey Alex, I I don't care how much you work, but if you're gonna sit with me for dinner, just sit with me for dinner and work after and work before.
00:27:29.279 --> 00:27:31.359
But if you're gonna be here for dinner, be here for dinner.
00:27:31.519 --> 00:27:38.160
And it was like a small challenge to the notion of like, you said these are your goals, like live to the goal that you created, or change that goal.
00:27:38.240 --> 00:27:42.240
And so it was like that for me is what changed my path on that stuff.
00:27:42.400 --> 00:27:51.519
But I think so many folks who enter the business today want to enter it, they have these large aspirations and goals, but they want to work with this notion of balance.
00:27:51.759 --> 00:28:00.160
And look at that juncture of your life, like you were so swung out of balance because of everything that had happened to you.
00:28:00.319 --> 00:28:05.519
The only way to get it back into equilibrium in the future was to flip the pendulum completely the other way.
00:28:05.759 --> 00:28:10.000
And I love, I mean, I love that story from for so many different reasons.
00:28:10.160 --> 00:28:20.640
Um, a couple weeks ago, I had Jacob Deacon on here, who's just a young gun with uh a team in town, and he talked about the idea of like when you conquer a mountain, you find another mountain to climb.
00:28:20.720 --> 00:28:30.720
And for you, it's like the corporate America mountain conquered, and then all of a sudden, boom, you're at the bottom of a valley to then climb again, to climb again, and and here you are.
00:28:30.960 --> 00:28:43.200
And I think what's so cool about it is like for nine years in this business, you built a kick-ass business, but on January 2nd this year, you woke up and chose to climb another hard mountain.
00:28:43.359 --> 00:28:44.720
And I think it's special.
00:28:44.880 --> 00:28:46.559
Not everybody's wired up this way.
00:28:46.640 --> 00:28:50.319
Um, and it's part of what I enjoy most about our conversation right now.
00:28:50.559 --> 00:29:02.880
Um, but one of the things I want to pivot to is like I think so often in our industry, we talk about like skills and we want to talk about AI and social media.
00:29:02.960 --> 00:29:07.119
And I lead a monthly mastermind and we talk about all sorts of different topics.
00:29:07.359 --> 00:29:14.000
But I think the most important topic that's often overlooked is something you hit on, and it's the concept of understanding people.
00:29:14.640 --> 00:29:38.559
And if you are an excellent conversationalist and and you can connect with somebody in a conversation that makes them feel heard and supported, like all the other stuff, whether you're doing an open house or cold calling somebody or you're meeting a stranger for the first time to prospect an expired listing or anything like that, it all goes back to the idea of like, can you understand a human?
00:29:38.799 --> 00:29:45.440
And you know, you can script chain train all you want and you can practice that stuff, and and you certainly should if you need to.
00:29:45.599 --> 00:29:59.839
But the concept of like truly understanding a person, their motivations, their needs, and what makes them them is what look, it's how you and I become good friends in this business so fast is like you're phenomenal at it.
00:29:59.920 --> 00:30:02.720
Um, you know, I remember some of the first times I ever connected with you.
00:30:02.799 --> 00:30:05.759
It's like this guy makes me feel comfortable, he's easy to talk to.
00:30:05.920 --> 00:30:09.920
He runs a kick-ass business, but he's approachable and he's easy to connect with.
00:30:10.000 --> 00:30:15.200
And I think it's a special characteristic for you because it's not something across the board in our industry.
00:30:16.400 --> 00:30:17.839
Yeah, appreciate it.
00:30:18.079 --> 00:30:20.799
And you could not be more correct.
00:30:20.960 --> 00:30:24.559
It's something that really we don't, I don't think we people talk about it enough.
00:30:24.720 --> 00:30:27.359
It is a it is this the secret sauce.
00:30:27.519 --> 00:30:35.839
It's the special ingredient for me is the interpersonal skills.
00:30:36.079 --> 00:30:46.480
And all to your point, everything that goes along with that and understanding people and then conversationally and then presenting and when you're in front of clients and how you're dealing with them.
00:30:46.640 --> 00:30:53.680
I mean, one of our favorite or one of my favorite stats um it's not a stat I keep track of.
00:30:53.759 --> 00:30:57.279
It's just something that we have just noticed.
00:30:57.519 --> 00:31:03.680
Um I have Stacey, my partner, go with me on all of my listing appointments.
00:31:03.839 --> 00:31:05.839
And she is phenomenal.
00:31:06.000 --> 00:31:10.319
She is very strong at all of these things as well.
00:31:10.559 --> 00:31:12.319
Uh and she came from a corporate career.
00:31:12.400 --> 00:31:19.279
She was with Lily for, I want to say, about a decade or so and did a few various uh jobs and positions, and she presents well.
00:31:19.839 --> 00:31:26.880
Um I don't think that I don't think we've lost a listing appointment in three years when we've been on them together.
00:31:27.039 --> 00:31:32.400
And it and even like on my own, I just don't, I'm sure some agents out there are like, I dude, whatever.
00:31:32.480 --> 00:31:34.480
I took something that I know you interviewed for.
00:31:34.640 --> 00:31:38.880
I don't think I've lost one in in the in the last three or four years.
00:31:38.960 --> 00:31:41.519
And I normally and I think it's representative too.
00:31:41.680 --> 00:31:54.559
I think most people don't lose maybe listing appointments because I think maybe the consumer only calls one person the majority of the time, and maybe it's two, and after they hear what they like from the first person, they make their decision, whatever it may be, right?
00:31:54.640 --> 00:31:57.839
Uh, because I don't think they really enjoy interviewing us to an extent.
00:31:58.000 --> 00:32:00.160
Some do, of course, because we've been through those.
00:32:00.480 --> 00:32:09.839
But it's the the interpersonal skills are you can't put uh assign a value to that and how important they are.
00:32:10.000 --> 00:32:14.720
You've got to go through your efforts, your checklists, your processes, and all those things.
00:32:14.799 --> 00:32:20.640
But when you include some strong personal skills with it, it it makes a really great combination.
00:32:21.359 --> 00:32:30.559
It's uh it it adds confirmation to your conversation to what you had shared earlier about like one listing becoming two listings, becoming three listings.
00:32:30.720 --> 00:32:44.400
It's like it's one thing to get that first listing, but then as you the reason it gets turned into two, three, and four listings is because one of how you handled the first listing, it's all the ancillary things that you do to generate more business.
00:32:44.559 --> 00:32:51.519
But look, like at some point in our career, we've all walked in our room and flopped a great opportunity in front of us.
00:32:51.680 --> 00:32:53.759
It's just it's part of the journey.
00:32:53.920 --> 00:33:00.480
And look, I I know where you sell, I know the product you sell and the homes you sell, you're competing for listings.
00:33:00.559 --> 00:33:07.680
So to walk away with that success rate is just like it's it's confirmation about the understanding piece and the commitment to excellence.
00:33:07.839 --> 00:33:12.240
And look, like this business can feel like groundhog day.
00:33:12.400 --> 00:33:26.079
Like there's listings and there's buyers, and there's changes in the market, and it's uh inspections and appraisals and the new law and the new, and it's like, man, okay, can I just do my thing and be left alone?
00:33:26.240 --> 00:33:32.799
But like to continue to build and compound on excellence, look, it's something that should be highlighted in this conversation.
00:33:32.960 --> 00:33:36.559
You should pat your yourself on the back for it and enjoy that and celebrate that.
00:33:36.880 --> 00:33:43.279
But look, man, like I don't think the buck stops here for you.
00:33:43.440 --> 00:33:50.559
And like, as I listen to so much of this conversation and understand, like, hey, this is why Matt's wired up this way.
00:33:50.720 --> 00:33:53.359
But like, what is like where are we headed?
00:33:53.440 --> 00:33:57.680
What does future Matt look like around this business and and what are you working towards?
00:33:57.839 --> 00:33:59.200
Like, what do you want to accomplish?
00:33:59.279 --> 00:34:02.799
And what are some goals that sit back on a vision board or anything like that?
00:34:03.519 --> 00:34:09.679
Uh wish I could tell you some really cool stuff that you know I could then achieve too, just like I mentioned before.
00:34:09.840 --> 00:34:14.320
It still is a little flying by the seat of my pants to an extent.
00:34:14.639 --> 00:34:23.280
Um the the goal that I have is just to continue doing what I'm doing, is just to continue to be me.
00:34:23.360 --> 00:34:26.320
I don't have this whole thing of like I want to be at 100 million.
00:34:26.480 --> 00:34:33.760
I I actually kind of don't because I'm privy to to people in my office that do that.
00:34:34.000 --> 00:34:44.079
And I see how that can wear on them and I see the hours that they work, and uh now they have a good team behind them and it's all about your team.
00:34:44.239 --> 00:34:49.119
Uh, but like that's not necessarily something that I'm looking to do.
00:34:49.280 --> 00:34:54.320
Now, it may happen organically, and that may change a year or two from now.
00:34:54.639 --> 00:34:57.760
I but it's not something that I am working towards.
00:34:57.920 --> 00:35:03.679
I think what is on, and I I did have a board here that I'm looking up here.
00:35:03.760 --> 00:35:04.320
It's white now.
00:35:04.480 --> 00:35:17.360
I have the same things on there for about the last nine years, and and funny that you you mentioned it, January 2nd of this year, I erased it all and just left a couple key phrases and components on there.
00:35:17.599 --> 00:35:46.400
And it's really just to be the best that I can be, but then also maintained a make sure that I've got a level of happiness and personal life and uh time for uh visiting my now adult kids or going to, like we talked about earlier, Sam has one more year at Purdue uh for his basketball team, and we have loved traveling, and it's the perfect setup, right?
00:35:46.480 --> 00:35:51.039
You know, November, December, January, February to be able to enjoy and do all those things.
00:35:51.280 --> 00:36:00.880
So, you know, it's hard to talk about balance when we're here on June, middle of June, when we're closing all the stuff that we sold in April and May.
00:36:00.960 --> 00:36:04.639
And we're, I think overall we all had a pretty good spring market or so.
00:36:04.800 --> 00:36:07.599
But, you know, that's transitioning now into our summer market.
00:36:07.679 --> 00:36:21.360
It's just to keep everything in in stride, to have balance, to achieve, be the best that I can be, but I'm also not looking to conquer the world at the expense of any sort of personal happiness.
00:36:21.599 --> 00:36:23.039
So it's all intentional.
00:36:23.280 --> 00:36:44.239
And then you look at it from the backdrop of I have this free life that I was given, and I'm overall a different person, similar in many ways, but a little bit different mindset in the last 10 years that I've been given this extra chance coming out of a near-death situation.
00:36:45.599 --> 00:36:48.559
Um I wrote something down, I've heard this a lot.
00:36:48.719 --> 00:36:54.159
Um bigger and more do not always mean better.
00:36:54.320 --> 00:36:57.679
Um, like better is better, like more quality is better.
00:36:58.000 --> 00:37:00.880
And you know, I I'm guilty of this.
00:37:01.039 --> 00:37:07.679
Like, we've grown exponentially at lockstep every single year um since we we kicked off.
00:37:07.760 --> 00:37:12.079
And it's like you believe growth means more.
00:37:12.639 --> 00:37:19.199
Um, and I probably I looked up, I don't know, three or four months ago, and it felt like our whole staff was pissed.
00:37:19.280 --> 00:37:22.559
It felt like everyone was frustrated, stressed to the max, over leveraged.
00:37:22.719 --> 00:37:25.760
You like see people walking around with their head downs, walking fast.
00:37:25.920 --> 00:37:29.519
It's like, um, we're not having any fun in here.
00:37:29.760 --> 00:37:38.400
And like, I'm not having fun because nobody's having fun, and the only thing that comes across my desk is problems, and we're not talking about success and wins, and we're not enjoying what we're doing.
00:37:38.559 --> 00:37:43.280
And I pulled my staff in our in a conference room and we had a meeting, and I was like, hey, I got a question.
00:37:43.440 --> 00:37:45.199
Like, who's enjoying this?
00:37:45.360 --> 00:37:49.280
And it kind of like looked at me and is like, uh, don't want to piss the boss off.
00:37:49.440 --> 00:37:53.440
And I was like, um we're at this number of agents.
00:37:53.519 --> 00:37:55.840
You want to grow this way or the the other way?
00:37:56.000 --> 00:37:57.679
Um, there's plans for each.
00:37:57.760 --> 00:37:59.519
And they were like, Man, I thought you'd never ask.
00:37:59.599 --> 00:38:05.840
Let's get leaner, let's get tighter, let's build better relationships in our room, let's have a bigger impact on our agents.
00:38:06.000 --> 00:38:12.800
Um, let's increase per agent productivity to help them accomplish the goals that they set and make a better investment in the agents that we have.
00:38:12.960 --> 00:38:25.679
Let's scale out all the nonsense that we thought we wanted that we don't need, and let's get people out of here that don't mirror the goals that we have in the in the the core values and the mission and things like that.
00:38:25.760 --> 00:38:28.800
And let's get lean and and mean and get really, really focused.
00:38:29.119 --> 00:38:35.119
And we've done that over the last three months, and it's incredible what's happened in our room.
00:38:35.360 --> 00:38:38.400
Everyone's happy, everyone's fun, everyone's got a pep in their step.
00:38:38.480 --> 00:38:40.639
People are in the seats that they belong in.
00:38:40.800 --> 00:38:43.840
And look, like life is hard right now.
00:38:44.960 --> 00:38:46.400
It's expensive to live.
00:38:46.480 --> 00:38:54.800
There's two sides of a rope that get pulled in opposite directions all the time, everyone's got an opinion about nothing, everybody wants to find conflict and everything.
00:38:54.880 --> 00:38:59.519
And it's like you should find happiness and you should love what you do every day.
00:38:59.679 --> 00:39:06.079
And you know, for somebody like you who who, you know, second lease on life, like you see that through a pretty clear freaking lens.
00:39:06.159 --> 00:39:15.760
And there's a lot of folks that they just don't, they just piss in the wind every day, and you know, the old Tony Robbins, like frustrated and pissed off all the time.
00:39:15.840 --> 00:39:17.599
And it's like, there is no value in that.
00:39:17.679 --> 00:39:24.719
Like, there's no that is not the life to live, and it's not where it doesn't help you achieve that life that you're pursuing or that best version of self.
00:39:24.800 --> 00:39:28.960
And I mean, I have so much respect for what you're doing and how you've gotten here.
00:39:29.119 --> 00:39:43.119
Um, man, I I have heard that story, but hearing again sent chills down my spine, and uh it it is just validation of the strong relationship you and I have and and the incredible things that I think about you and our industry.
00:39:43.199 --> 00:39:44.639
So, congratulations to all that, Matt.
00:39:44.719 --> 00:39:46.239
I'm very grateful you as well.
00:39:46.400 --> 00:39:47.199
You as well, thank you.
00:39:47.280 --> 00:39:51.840
Yeah, what you built there is is incredible as well, and through social media we all get to see it.
00:39:51.920 --> 00:39:52.880
I it's been cool.
00:39:53.119 --> 00:40:04.639
Yeah, yeah, it's uh it's a bit crazy, but I want to you had talked earlier um and we asked the question, what does taking action mean to you at the end of this?
00:40:04.719 --> 00:40:10.000
And you talked about progress, but I want to give you the floor to hit on it again and try to drill into it a little more.
00:40:10.239 --> 00:40:14.639
But you know, uh the question being, what does taking action mean to you?
00:40:15.039 --> 00:40:15.679
Yeah.
00:40:16.079 --> 00:40:27.039
Um taking action means to me, uh it's the concept of progress and being idle.
00:40:27.599 --> 00:40:34.320
And when you don't, it's it's really for me, it's what happens when you don't take action, is really what it is.
00:40:34.480 --> 00:40:39.440
Being by default, I am proactive.
00:40:39.679 --> 00:40:44.559
I take action, I get things done, personal relationships, work, all those things.
00:40:44.719 --> 00:40:52.880
But it's really, I am afraid of the opposite of not taking action and being idle because I'm not at my happiest when I'm idle.
00:40:53.119 --> 00:41:01.599
Um, you know, we w I mentioned that there are stretches of time in the winter where we're just not as busy, and that's a relief.
00:41:02.159 --> 00:41:10.320
And you can really enjoy that time and be mindful on how to spend that time and enjoy that.
00:41:10.480 --> 00:41:13.679
But at the same time, you know, we're doers.
00:41:13.920 --> 00:41:15.679
We we love that phone ringing.
00:41:15.840 --> 00:41:27.519
We love the idea that, you know, I've got a listing appointment on Friday and then another one on Tuesday, and I've got stuff going on in my pipeline, and I'm energized by what's in my pipeline and those types of things.
00:41:27.679 --> 00:41:35.199
And so by being idle and stagnant, I'm not at my best.
00:41:35.360 --> 00:41:37.519
I don't feel good, I don't feel confident.
00:41:37.679 --> 00:41:45.519
Um, and then, you know, you start going down this vortex of doubt starting to creep in, self-confidence, and what's going on?
00:41:45.760 --> 00:41:48.719
Am I just being a, you know, a blob on the couch?
00:41:48.800 --> 00:41:55.199
And, you know, I'm not a couch potato and don't, you know, don't watch hours of TV on end and have always been a doer.
00:41:55.280 --> 00:41:58.480
So it's like, what is action taking action mean to you?
00:41:58.719 --> 00:42:04.000
It's that is when I am at my best and my happiest when that happens.
00:42:04.159 --> 00:42:11.280
And so that's really the core concept of what that means to me is action equals happiness to me.
00:42:11.840 --> 00:42:13.440
Man, I love that.
00:42:13.760 --> 00:42:14.320
Love that.
00:42:14.480 --> 00:42:22.400
And Matt, I I could go on and on and rave about this conversation, but I will uh when we release this, I'll let the listeners enjoy it.
00:42:22.480 --> 00:42:23.440
This was phenomenal.
00:42:23.679 --> 00:42:26.719
Matt, you are um a special cat to me.
00:42:26.800 --> 00:42:28.079
I'm very appreciative of you.
00:42:28.239 --> 00:42:30.000
Congratulations on your success this year.
00:42:30.159 --> 00:42:32.320
I can't wait to see where you finish the year at.
00:42:32.559 --> 00:42:36.559
Um congratulations, my friend, and thanks again for your time today.
00:42:36.800 --> 00:42:37.519
Thanks, man.
00:42:37.599 --> 00:42:38.000
You too.
00:42:38.159 --> 00:42:38.480
Yeah.
00:42:38.559 --> 00:42:44.880
Hey, we need to get together and uh get Drew and sit on a back porch and solve the world's problems.
00:42:45.199 --> 00:42:48.239
Uh, I will get with him after this and let him know we chatted and do that.
00:42:48.320 --> 00:42:51.760
But uh thanks again, Matt, and we'll talk to you soon, okay?
00:42:52.000 --> 00:42:52.800
Okay, all right.
00:42:52.960 --> 00:42:53.760
See you in all then.
00:42:56.400 --> 00:42:59.119
Thanks for listening to Action Solves Everything.
00:42:59.280 --> 00:43:06.960
If today's episode pushed you, challenged you, or helped you even take one step forward, send it to someone else who needs that same nudge.
00:43:07.119 --> 00:43:08.880
We all get better when we grow together.
00:43:08.960 --> 00:43:22.639
And if you're looking for a partnership that actually believes in coaching, collaboration, accountability, and actually becoming the best version of yourself, shoot me a message online at all social handles at Alex Montagano.
00:43:22.880 --> 00:43:27.039
That's A L E X M O N T A G A N O.
00:43:27.519 --> 00:43:30.880
Remember, success rewards the ones who move.
00:43:31.039 --> 00:43:34.079
Take action, and I'll see you on the next episode.
