Matt Clements

By: Matt Clements

I like to think of my real estate career the way I approached my time as a professional surfer. Back then, success wasn’t about showing up only on the good days. I had to live the part, be the part and compete — every single day. Rain or shine, big waves or flat seas, I was in the water. I trained when nobody was watching, competed when the stakes were high, and stayed committed for years, not just months.

That same discipline drives my success in real estate today. Just like in surfing, you don’t see the payoff overnight. The magic happens after years of showing up — two years, three years, five years, ten years. After the ten-year mark, you’ve built the kind of momentum that can carry you through it all: an increasingly competitive market where agents are in abundance, a slowdown, a seller’s market, etc.

The Secret That’s Not a Secret

Some agents are struggling in what’s being labeled a tough market, but I’m on track to have my best year ever. Why? I stick to what works: staying in touch with my people and working by referral.

There are a few reasons this works for me. The first is that I’ve weathered the business long enough to build relationships. I didn’t give up when it got hard. And I took the time to figure out what works for me and for my business. This might be a tough market, but right now is the perfect time to build relationships and commit to steadfastness in your business.

The truth is that your people will feed you. The not-so-secret secret is that it’s about repeat clients and great referrals. They are the lifeblood of a sustainable business. They’re loyal. They do business. They don’t waste your time. And when they’re ready, they call you.

Yes, sometimes I leave 6, 8, 10, 12 messages before they call back, but they get them all! They appreciate you calling. When they’re ready, they call back.

What My Day Really Looks Like

Building relationships doesn’t have to be complicated. In fact, keeping it simple makes it easy to maintain over the long-term. My day consists of a simple set of actions to maintain my relationships:

• • I make check-in calls.
  • I write personal notes.
  • I wish people happy birthday.
  • I pick up the phone every time someone calls, and if I can’t, I call back within 24 hours.
  • I spend about an hour each morning on the phone.

We are in a relationship-based business. It’s important that you’re able to foster relationships through real connections, and though it may feel harsh, it’s important to ask yourself if you’re up to the task. If not, you might be in the wrong business.

I learned this model from my mentor, who quietly sells $130 million a year. I follow the exact same program I learned from him. There are no gimmicks or shortcuts. AndWe do the exact same program, no gimmicks, no shortcuts — and it works. I joined my coach, Brian Buffini, in 2013, and nothing has changed except that my business keeps growing.

My Network Is My Net Worth

The relationship aspect of the business isn’t limited to clients, either. When you think about nurturing connections, it’s important to remember that your relationships within the business are just as important as those with clients.

I’ve built strong affiliate partnerships, and my clients regularly ask me for referrals to these trusted pros. That’s a big part of the value I bring — being the resource, the straw that stirs the magical drink.

Referrals can also come from other agents. Maybe someone is relocating to your area or a fellow agent has a client that fits perfectly within your niche. Building your network of agents in the field is also a great way to bolster your business.

And just to be clear, this isn’t about being out every night “networking.” I don’t drink, and I don’t treat my career like a late-night social club. My business is built in the mornings, on phone calls, over coffee meetings, and by doing a little… a lot.

Discipline is the real secret sauce. Whether it’s in the water or in real estate, when you live the part and do the work every day — for years — the results will follow. And when the waves get big, you’ll be the one riding them with confidence while others are still paddling out.

Matt Clements, a well-connected, 4th generation real estate agent with 22 years of professional experience at Coldwell Banker in his hometown of Laguna Niguel, Calif. His career exceeds $200 million in CA residential home sales—and is CEO of the Clements Group — leading a legacy started by his Grandpa Jack in 1951. He’s the author of the YPN Playbook and was chair of the California Association of REALTORS® (C.A.R.) YPN in 2016 when the group won the YPN State Network of the Year. Matt has served on the Board of Directors for C.A.R., the National Association of REALTORS® Board of Directors and sat on NAR’s YPN Advisory Board. In addition, he is the California-Hawaii-Guam representative for NAR Region 13, and was the 2019 President of the Orange County Association of REALTORS® Connect with Matt at mattclements.com or call Matt at 949-842-8797.