Matt Clements

By: Matt Clements

I’m now one of the biggest producers in one of the biggest real estate markets in the country. But let me be crystal clear: none of this happened by accident.

Fifteen years ago, I got serious coaching for the first time. I took that guidance and built my entire business from the ground up to run almost exclusively on referrals. No cold calls to strangers, no door knocking, no pay-per-click ads—just real relationships that compound over time. Today that decision is paying off in a massive way.

I don’t do any traditional advertising. I shoot short, authentic videos and I talk to my people every single day. That’s it. Last year was my best year ever. This year is already tracking to be significantly bigger. And the beautiful part? I’m usually finished with my “work” by 3 p.m. most days.

Right now, I’m also carrying the heaviest load of business and listings I’ve ever had in my career—while walking through one of the hardest personal seasons of my life. My dad has been in critical condition in the hospital for 17 straight days. I’m at his bedside every single day. His condition changes hour by hour, and we all know the end could come any time. The weight of that is heavy, but my clients have been incredibly aware, kind and empathetic. Their grace has meant more than they’ll ever know.

The crazy part? The more life throws at me, the more momentum my business has. I stay busy because it keeps me moving forward and gives my mind a healthy place to focus. I don’t sit around thinking about what I have to do — I just do it. That’s where my simple 5-4-3-2-1 formula comes in (and yes, it still works even on the hardest days):

5 = Five conversations every day with my A+ and A clients in my database. I don’t overthink it; I just pick up the phone or text them like a friend.

4 = Four lead-follow-up conversations. Again, easy when you care about the outcome.

3 = Three handwritten notes per day Most of these are pretty informal. I just want to share the love with my clients. I always start with the words “thank you” and just sign off with “Matt.” No last name required.

2 = Two appointments set every day. I’m booked out about a week and a half in advance. If I have to reschedule appointments, I do so at least few days out. That way I have enough time to prepare. I find that especially for pre-listing packages or prior tours, I need a couple days to have everything done perfect.

1 = One appointment per day. Simple. I set one appointment per day so I can focus on one client at a time and give them the attention they deserve.

I’m in the best flow of my career because I finally stopped complicating it.

None of this would have happened without the Young Professionals Network (YPN). This is where I built my business. I showed up early, stayed present, dressed up, made the calls and kept my word. Now I get to be one of the “Dads” of YPN — watching the next generation crush it and enjoying the full-circle fruits of that labor. Through all of it I’m still having fun and doing what I love.

Here’s the not-so-secret secret: success is just doing a little, a lot of the time. It’s about the consistency of small actions.

• Make the calls.
• Show up 15 minutes early.
• Wear the suit every day (yes, I still do).
• Ask more questions and talk less.

Do those things consistently and the results speak for themselves. I’m buying the vacations, taking the surf trips, spending real time with my son Noah, and just got back from Hawaii with him. All of it feels like yummy cherries on top of a much bigger ice cream sundae. My coach told me years ago I would live “the good life.” He was right. But it doesn’t come without showing up and doing the little things every single day—usually in under two hours.

So here I am, heading to my next listing appointment… a $2.9 million property that came to me by referral. The seller already hired me before we even met to sign.

Be a giver. Stay consistent. Keep showing up. The rest takes care of itself.

I’ll see you at the next YPN event—probably in a suit, probably 15 minutes early and definitely ready to celebrate your wins, too.

— Matt Clements

“Dad” of YPN | Referral-Based Producer | Still Having Fun

Matt Clements is an exceptionally well-connected, 4th generation real estate agent with 21 years of professional experience, Matt Clements brings an incredible breadth of industry knowledge, a proven track record of success and a glowing reputation to his role at Keller Williams Luxury International in his hometown of Laguna Niguel, Calif. To date, his sales volume exceeds $95 million in CA residential home sales. Founder of the Orange County Young Professionals Network, author of the Young Professionals Network Playbook and CEO of The Clements Group, Matt has a stellar commitment and interest in both the local real estate realm and the industry on a national level.