Matt Clements

By: Matt Clements

About 10 years ago, I was on a flight from Orange County to Washington, D.C.

I was the youngest guy in the group. Business suit on, trying to look like I belonged, heading to D.C. as part of YPN leadership. At the time, I didn’t really know where it would lead. I just believed getting involved in the industry was the right move. Sitting next to me was a woman named “D.” She happened to be in real estate. too.

Now, if you know me, you know I usually keep to myself on flights. Years of traveling for professional surfing taught me the survival kit: headphones, books and zoning out in airports.

But about an hour before landing, “D” and I started talking. Turns out she was an NAR Director from Washington state. We connected, exchanged info, and stayed in touch because we were both involved in leadership.

That random airplane conversation? It’s amounted to more than $3.5 million in referral business, that “D” has sent me because we cultivated a professional relationship over the years.

Real clients. Real closings. All from one relationship. That’s the magic of this business.

I’ve traveled all over the country speaking with real estate professionals through YPN, and the top producers almost always have the same things in common:

They show up.
They stay involved.
And they build real relationships.

The agents doing the most business are usually the ones:

• Active at their local board
• Serving on committees
• Showing up to broker previews
• Attending events consistently
• Staying connected to other agents and their community

And here’s the big one:

The best agents work by referral. They stay top of mind. They host community events. Movie nights. Easter egg hunts. Client appreciation parties. They genuinely connect with people.

The same thing happens inside the industry, too.

When other agents know you, like you and trust you, they want to do business with you. Every broker preview, committee meeting, coffee chat or conference is a chance to build another relationship that could lead to opportunities years later. This business gets a lot easier when people know your name for the right reasons.

And the value of those relationships goes far beyond the next transaction.

The real estate industry is smaller than people think. The agents you meet the events and gatherings you attend often become the people who can operate as your sounding board and go-to. They can answer your questions during difficult deals, recommend vendors when you’re in a bind, share market insight during shifting conditions or open doors you didn’t even know existed yet. Sometimes they become referral partners. Sometimes they become mentors. Sometimes they become lifelong friends.

The agents who build strong industry relationships are usually the ones who stay curious about other people. They follow up because they’re genuinely interested in building connections and they look for ways to provide value before asking for anything in return:

• A quick coffee after a meeting.
• A thoughtful text checking in after someone shares a career win online.
• Congratulating another agent on a listing.
• Introducing two people who could help each other.

Those small moments matter more than most people realize. Relationships in this business are built over time, through consistency and genuine connection. Because when people trust your character and not just your production numbers, opportunities tend to find you.

Here’s the truth: Networking events = finding hidden loot. Consistent follow-up = daily login bonuses. Learning your local market = unlocking the secret map that gives you a massive advantage.

MATT CLEMENTS is an exceptionally well-connected, 4th generation real estate agent with 24 years of professional experience. He brings an incredible breadth of industry knowledge, a proven track record of success and a glowing reputation to his role at Coldwell Banker Global Luxury in his hometown of Laguna Niguel, Calif. To date, his sales volume exceeds $200 million in California 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.

Matt was President for the Orange County REALTORS®, the largest REALTOR® association in California, with over 17,000 members. He is also the youngest person to ever hold this elected office. Previously, in 2016, he served as Chairman of the California Association of REALTORS® Young Professionals Network (C.A.R. YPN), when the group won the YPN State Network of the Year.

Matt has also served several years in leadership on the committees of Legislative, Land Use, Business Technology, Professional Development, and the Young Professionals for C.A.R. His role still includes meeting with members of Congress and state legislators to discuss current and proposed real estate-related legislation— lawmakers often consider Matt’s insight when weighing their decisions.