How James Mattz sets four listing appointments in a single morning

Ren Jones00:06

It’s that time. Welcome to Roadmap, how to take three listings a week until you’re ready for more. And it’s another Tesla show. This week, we’re driving up to Chicago, Illinois, in the beautiful suburbs of Orland Park, where we’ll find Mr. James Mattz. James has taken several years to become an overnight sensation.

00:31We have several agents coming with us, from Cincinnati, at the local Keller Williams office, who’s decided to go up and shadow Mr. James Mattz and learn what he is doing. And it’s going to be a real treat. James can set two or three appointments in one day. One day, he can set that many appointments. So, we’re going to see it in action, folks. Enjoy the ride.

Sarah Close01:07

Good morning.

James Mattz01:07

Good morning. How are you?

Sarah Close01:08

Very well.

James Mattz01:08

It’s a pleasure meeting with you.

Sarah Close01:10

Thank you for having us. Very excited.

James Mattz01:11

Hey, Ren.

Ren Jones01:12

James, good to see you.

James Mattz01:13

Good to see you again, buddy. Man, you look like you’re getting younger.

Amy01:14

Amy.

Sarah Close01:14

Don’t encourage him.

James Mattz01:14

It’s a pleasure to meet you.

Amy01:14

Nice to meet you too, James.

James Mattz01:14

Thank you. Thank you.

Erin01:15

Good morning, I’m Erin.

James Mattz01:21

Hi, Erin. Pretty name.

Erin01:23

Thank you.

Susie01:23

Hi, I’m Susie. Thanks so much for having us.

James Mattz01:25

Susie, it’s a pleasure meeting you.

Jacques01:26

Hi, James. I’m Jacques, pleasure to meet you.

James Mattz01:28

Thank you. Thank you so much.

Jacques01:30

You’re welcome. Awesome.

James Mattz01:33

So, by 2009, my 20-year marriage collapsed.

Sarah Close01:39

Oh my gosh.

Amy01:40

Wow.

James Mattz01:41

Sick mom.

Amy01:42

One more thing.

James Mattz01:42

The business is at a ferocious rollercoaster down.

Sarah Close01:46

Yeah.

James Mattz01:47

And now, my marriage crashed. So, the only thing I knew to do, or what to do, that I had comfort in, like the blanket in the Snoopy character or whatever…

Sarah Close02:01

Yeah, Linus’s blanket.

James Mattz02:02

My blanket was lead generation. That’s what I could depend on. And so, when I was listing 18 or 30 properties every 30 days, it went to seven or 10 properties every 30 days. So, lead generation basically saved my life. That’s sort of been my philosophy.

Ren Jones02:21

You and Gary Keller.

James Mattz02:22

Yeah, yeah, yeah.

Jacques02:25

How many hours you told me you’d calculated that you’ve lead-generated?

James Mattz02:29

I believe generated… Well, Gary says 10,000 hours is mastery level. And I sort of went back and counted. And I got 26,664 hours of lead generation time in.

Jacques02:41

And change.

James Mattz02:42

Yeah.

Sarah Close02:43

And change.

Jacques02:45

How many hours a day do you spend lead generating?

James Mattz02:48

Every day, from eight 30 to noon. And I was happy. My team doesn’t bother me. No one… My pastor, my best friend, my fiance, everybody knows you can’t talk to me during that time.

Amy03:02

So, we get to hear you do some of this lead generation?

James Mattz03:03

Yeah. Why don’t we? Why don’t we?

Amy03:03

Awesome.

James Mattz03:06

Why don’t we?

Amy03:06

I’ll just pull up my stuff here.

James Mattz03:11

Please do that. And you have the number, right?

03:23Well, that’s what I’m looking at. Well, I tell you what. I’m going to be in that area on appointments on Thursday of this week and Saturday of next week. What will be a good day for me to stop out and take a look at it?

03:44No. I’ll be in that area on this Thursday and this Saturday. Which day would be good for me to stop out and take a look at it? On Thursday. Okay. I tell you what. Can I stop out and take a look at it on Thursday? Let’s see. Why don’t we say about… Why don’t we say about four o’clock? Yeah. Okay. Now, let me ask you a question. I see that, when it came off the market, you were asking right at 219, right? What would you say is your bottom line price?

04:27Okay. Alrighty. And of course, I see that the property has been totally renovated. Is there any remaining work that you need to do, or it’s ready for occupancy right now?

04:55Now, when I come out on Thursday, if I could show you not only of our ability to get this property on your contract, but most importantly, at a price that get you guys the dollars you’re looking to net out, could you see yourself working with us? Okay, great. All right. Fantastic. Well, thank you so much for giving me a moment of your time. And I look forward to our conversation on Thursday afternoon being the best one of the day. Thank you. Have a nice day. Bye bye.

Amy05:31

I love that he says that.

James Mattz05:34

I didn’t like them. They were too dark. You could tell that they weren’t professional. It wasn’t a professional photographer. It was probably their camera phone. I mean, it’s just a whole host of things that you’ll have the opportunity to see, once we get together tomorrow morning. And you will find the value that you have been looking for and that you deserve. Our rate is commission negotiable. One of the most important things about a real estate transaction is the dollars that comes to that title company.

06:08The most important dollars are the ones that go in your pocket. So, I want to definitely have an understanding of that. And we’ll work around that. Wouldn’t that be great? Fantastic. Well listen, thank you so much. And I’m going to assume your first name is Lori, right? Okay, Lori. Well, thank you so much. And I look forward to our conversation tomorrow morning being the best one of the day. And look for the email I’m going to send you. You’re welcome. Have a nice day. Bye bye.

Amy06:47

That was a good one.

Ren Jones06:47

That was a good one.

Amy06:48

I really, really…

Susie06:50

So, you squeezed that one in there?

James Mattz06:51

Yeah, because she was talking to two people. She ain’t talking to nobody. And blah, blah, blah, blah, blah, blah, blah.

Amy06:57

I really liked that. And I really like because she questioned your commission, didn’t she?

James Mattz07:01

Yeah, she did.

Amy07:03

And then, you… That was good.

Ren Jones07:08

[I’m going take you to become an overnight sensation?

James Mattz07:11

How about 30 years?

Ren Jones07:12

There we go. That’s 26,000 hours at work.

Ron Wexler07:15

You want to take the grand tour?

Sarah Close07:24

Yeah, absolutely.

Ron Wexler07:25

This is the culmination of 15 years, starting in a 1500 square foot space with 10 of us, and then building to a 5,000 square foot space, then practically to bankrupting the whole thing and being $300,000 in the hole, then moving the office 20 miles west. And we were in 6,500 square feet. We started there. We were in a space. It was 6,500 square feet, but we only had half of it. We split it with a mortgage company. And we had 45 agents. And we stayed in that space, kicked out the mortgage company, eventually, built that up to about 300, 350 I think it was, agents. And then, we moved over here.

08:08So yeah, it’s been quite a journey. And so, this is the culmination of that, if you want to walk through with me, and take a look around.

Ren Jones08:18

You do your bolds here?

Ron Wexler08:19

We do the bolds right in the building. Yep.

Sarah Close08:21

Oh, that’s nice.

Ron Wexler08:22

Yes. Of course, we have a bold wall.

Sarah Close08:24

Yeah. Great.

Ron Wexler08:24

And then, I can show you where my team is back here if you’d like.

Sarah Close08:27

Yeah, this is super.

Ron Wexler08:31

Go ahead.

08:31fem emp with flowery dress (08:33):

08:31What do we do?

Employee Group08:34

We list 10 homes, sell 10 homes, to close 10 homes, each and every week. And we list 10 homes, sell 10 homes, to close 10 homes, each and every week. Yes.

08:34fem emp with flowery dress (08:45):

08:34Please tell me your coming.

Ron Wexler08:48

If someone isn’t here, they have them on the phone. So, they can still report in.

Ren Jones08:52

As long as I’ve known Ron, he’s always worked hard and he’s had an exciting life. He’s never been always on real estate or always on in life. You’ve managed that well.

Ron Wexler09:03

I like to play.

Ren Jones09:04

Yeah, I know. But he would… And the secret was, as you explained it a long time ago, was that when you’re on, you’re on. You’re getting all this stuff done and you had it in this tight box. Whereas, most agents spread it out to here, but they’re not as efficient in this time. So, they’re working long days, sometimes a lot of the weekend, because they didn’t do what they’re supposed to do in this. And you pack. You’ve always packed it in tight.

Ron Wexler09:30

Hardcore, just what I want them to do too. It’s like, if you have an eight-hour work day, fricking work your eight-hour work day. Don’t goof off for four of the hours, and then you’re home and you’re miserable because your production’s down and you’re not doing well. But really, it’s because you didn’t work when you were supposed to work.

Ren Jones09:46

Right. And that is a big challenge for most people out there.

Ron Wexler09:50

We’re very good about space, as in… So, that’s Colleen’s desk and the other half of her desk is one of her assistants.

Sarah Close09:57

Gotcha. Yeah. That’s awesome.

Ron Wexler10:00

Yeah, we’re pretty hardcore.

Sarah Close10:03

This is great stuff.

Ron Wexler10:03

Is that good?

Sarah Close10:03

This is fantastic.

Ron Wexler10:12

You happy?

Ren Jones10:12

Yeah, thank you. Thank you. Thank you. Thank you.

Ron Wexler10:12

Have fun.

Sarah Close10:12

Yeah. This is super. Thanks for having us.

Ren Jones10:12

This is great. Yeah.

Ron Wexler10:12

I’m glad you guys are here.

Ren Jones10:13

You can kind of take a peek into the future of what it can be like.

Sarah Close10:15

Yeah, absolutely.

James Mattz10:23

I use a combination. But yet, the key thing, and I think what Ren was sharing, is it’s all about the questions, always asking questions, always asking questions, because that’s what keeps it about them as opposed to about getting a listing kind of thing.

Sarah Close10:40

And that’s what they’re going to take from that. You’re going to be unlike any other agent they’ve come in contact with.

James Mattz10:46

Right. See, people don’t smile enough. You got to smile a lot, particularly when you’re talking and you’re making a point with them, and then you get to the thing you want them to do and you’re smiling, that whole kind of thing and so forth. Those are the small things that really make a difference because, at the end of the day, people do business with people that they can trust.

Ren Jones11:07

Interesting is you’ll sit there and you’ll call a handful of numbers. And you’ll get through and have a conversation with them, while there are people that are… Regular people will call that same list and get a goose egg.

James Mattz11:19

And get nothing.

Ren Jones11:20

Every day, they’ll get a goose egg.

James Mattz11:21

Yes.

Ren Jones11:22

So, what are the little things that you’re… the little things that get you through, that the other ones don’t do?

James Mattz11:29

The difference is in my voice inflection. And a lot of people are robotic with the scripts. “Hi, my name is John Doe and I see that your home came off the market. When do you plan on interviewing the right agent that can get it sold for you?” And when you get that script from several people, it’s like click-click kind of thing.

11:56Hi. Good morning, this is James Mattz following back up regarding the property on 74th Street. I’ve left a couple messages. And of course, I’m really hoping that I have an opportunity to share some very powerful information regarding the buyer pool that is interested in this property on 74th Street. If you can give me a call at your earliest opportunity, (708) 249-3160, I think we could create a timing situation where buyer interest and availability of this property could really prove to create a sales scenario pretty quickly.

12:36Thank you. And I look forward to speaking with you very, very soon. Please give me a call, (708) 249-3160.

12:50Hi. James Mattz, Keller Williams. Good morning. Good. I went ahead and I did some analysis on that property. And I got to tell you, I was really encouraged based on some of the market data that I looked at. And let me ask you. Are you available either tomorrow evening or Saturday afternoon?

13:19Truly, that’s where the results reside, Ms. Ranger, is in the strategy and in the execution of it. And so, those are the tidbits that we’ll be presenting and going over point by point. Yeah. The biggest difference is how we are going to create the offers. See, the key thing is, if you get it in the offers scenario, that puts you in a position to negotiate it to the acceptable price. If you don’t get any offers, guess what you have? Absolutely. So, my strategy that I’m going to share with you on Monday afternoon is exactly how we’re going to create the offers. And then, once we create the offers, I’m going to show you how we’re going to be able to negotiate it to the acceptable price.

14:25And that’s the key difference and the strategy that you haven’t seen, but it’s something that’s unique to our approach to the business, which really represents our value and our competitive difference in the marketplace. So, I’m just so excited about showing you guys exactly how it works.

14:48It’s just like when you think about great athletes. I’m a big… I don’t know… You guys are from Ohio, so I know you guys got to love Ohio State. Oh, Cleveland though, Cleveland Ohio is getting ready… I mean, they just got AB. Yeah. But I’m a New England fan and have been for many years.

Sarah Close15:10

Aww, I liked you.

James Mattz15:11

Many years. Yeah. Many years.

Sarah Close15:12

Of all the teams you’re going to say that you love, it’s them?

James Mattz15:14

But the thing is, when you think about Brady… The Lewis guy that was a linebacker from the Ravens said this. He said, “If you going to beat Brady, you better be in a room.” He says, “Brady gets in a room on a small TV. And he sits in the room for eight hours at a time. And he has a clicker. And he’s got the TV and the tape and he’s clicking, clicking, clicking it frontwards, backwards, frontwards, letting the play out, backwards. He’s doing that for eight hours a day.” He said, “If you going to beat Brady, you better be clicking more than him.”

15:57And the thing is, in our business, our skill is built on the rapport that we make with our clients. And so, from a listing standpoint, if you are lead generating on a daily basis and really understanding, just like an athlete, just like shooting a thousand jumpers, or in the weight room, or on the track and jogging, boxers, they’re running for miles and miles…

16:26If we’re really willing to pay the cost to perfect our skills, to get our body and our mind and our mouth working in unison, being able… like a great singer… like great singers, how they get on the mic and they just do things that just tug on your heart. Well, we can have that same type of skill set in what we do. It’s just like what I did today. And of course, I was a little bit more demonstrative because I wanted you guys to really get a pulse of what I do every day. But I really get into it. I really get into it and I set four appointments. And if I could set four or five appointments every day, all I want to do in life is I just want to put seven figures in my pocket. That’s all I want to do.

Sarah Close17:15

But it’s what… It’s not even the money, it’s what the money will do for you and others.

James Mattz17:19

Exactly. I’ve driven every car. I’ve had every outfit. I’ve been to most places. I got a grandson now, and I think about being in my summer place, or on the West Coast, and him being waddling in the pool with me.

Sarah Close17:37

How old is he?

James Mattz17:38

He’s seven months.

Sarah Close17:40

Aw.

James Mattz17:40

Yeah.

Sarah Close17:41

That’s awesome.

James Mattz17:41

He’s seven months and I got to… I mean, he’s a…

Sarah Close17:46

Does he live out there, or here?

James Mattz17:48

He lives here.

Sarah Close17:49

Okay.

James Mattz17:50

But this kid is…

Ren Jones17:53

Where’s your place out there?

James Mattz17:55

In Palm Desert.

Ren Jones17:56

Oh yeah.

James Mattz17:59

Now, you can’t tell me that this kid…

Ren Jones18:01

I know how you discovered Palm Desert.

James Mattz18:03

Yeah, I know.

Erin18:06

Oh, he’s so cute. Look at his cheeks.

Sarah Close18:06

Aww.

Erin18:07

Oh my gosh. And that hat.

Ren Jones18:12

Aww, look at that. Look at that.

Amy18:14

Adorable.

James Mattz18:15

I’m getting them in the hats already.

Amy18:17

Love it.

Sarah Close18:18

That’s cute.

James Mattz18:20

That’s what I live for now.

Sarah Close18:21

Yeah.

James Mattz18:22

Thank you guys. Thank you guys.

Ron Wexler18:25

It’s now the best practices then.

James Mattz18:34

It is.

Ron Wexler18:35

And for the group that came up to shadow you, for them, it’s not only what to say, but how to say it…

James Mattz18:41

Exactly.

Ron Wexler18:42

… and how to communicate with people at a much higher level.

James Mattz18:44

Yes. Yes.

Ron Wexler18:46

So, you can set four appointments in a day, which, for most people, is unheard of. Most agents will call those same people and set zero today.

James Mattz18:55

Right.

Sarah Close18:57

I think there’s a perception, when you’re hearing about someone’s success in lead generation, that it’s real easy for them and it must be different when they’re doing it.

James Mattz19:06

Right.

Sarah Close19:07

And then, when you see that, “Oh yeah, five people won’t answer their phone for James either. It’s not just me.”

James Mattz19:14

Exactly.

Sarah Close19:15

There’s, I think, kind of a transference of power almost that, “Oh, I can actually do this. The same things happen. If I can skill up, I’ll get the same results.”

James Mattz19:24

Right.

Ren Jones19:27

Yeah.

Sarah Close19:27

Makes a big difference.

Ron Wexler19:31

That’s it, Sarah. That’s it. So, something about shadowing, it’s so much different than hearing it on a stage, reading it online. But when you see it, your belief system goes up so much higher…

James Mattz19:45

Yes, yes, yes.

Ron Wexler19:47

… and the part they’re like, “I can do this.”

James Mattz19:49

Right. Yeah. They got some guys that just… like this Chris Suarez. Is that his name?

Sarah Close20:00

Yeah, Suarez. Mm-hmm (affirmative).

James Mattz20:03

And I want to spend some time… He’s a interesting guy. He talked about… I went to his CEO breakout session, to our family reunion. And he talked about the fact that he reads a book a week.

20:23That was just such an incredible a-ha. I love to read. Yet, when you’re working until 7, 8, 9 at night and get home at 9:30, 10 at night, and… You want to eat, you want to unwind, and next thing it’s 12 o’clock. It’s time to go to bed to get ready for the next day.

Sarah Close20:42

Right?

Ren Jones20:43

Yeah.

James Mattz20:43

So, he talked about you got to have… As a CEO mindset, you got to have two hours of white space in your eight-hour day.

Sarah Close20:53

Yeah.

James Mattz20:54

You got to make that part of your day that CEO time, that reading time. And that’s foreign to me. I’m going to take two hours to read a book on leadership, when I can be getting some listings.

Sarah Close21:07

Another listing. Yeah, exactly.

Ren Jones21:09

Yeah.

James Mattz21:09

So, it’s just a different way of thinking, but it forces you to think from a perspective of how a CEO… A CEO is not going on the listing appointment.

Sarah Close21:20

No.

James Mattz21:20

But the CEO is definitely very, very aware of how many listings his business needs.

Sarah Close21:29

Right.

James Mattz21:29

You know?

Sarah Close21:30

That’s exactly right.

Ren Jones21:30

Put it in the schedule.

James Mattz21:32

You have to put it in the schedule, but you have to… I tell people all the time, they marvel at some of the incredible things that Lance does. But it’s something Lance said to me years ago. And I asked him, “How did you overcome the times in your career, in building your business, when things didn’t go the way you thought, and when you did have failure?” I wanted to know, because that was… At that time, that was where I was. How do I overcome the fact that I’m at the bottom, and I been up to the mountain and looked up over yonder? How do I come back from despair and defeat and all those kinds of things?

22:25And he said this to me. He said, “Well, send it to the room.” He started talking about he was building his business and he was down to his last 50,000. And he put it into some type of radio/TV something for some big program he was doing. And it didn’t work. And he was telling me about his house being behind, language that I could understand. And then, he told me that he kept plowing in the lead generation. And inevitably, he got that boomerang. But people don’t realize that he had put $250,000 into his business before he started making any money. Well, nobody talks about that.

Sarah Close23:16

Yeah.

Ren Jones23:16

Yeah.

Sarah Close23:21

That’s not fun to talk about.

Ren Jones23:21

I know.

James Mattz23:21

You know.

Ren Jones23:22

But the lead gen will save you. When the market start turning on you, it’s the lead gen that-

James Mattz23:28

It was the lead gen. It was the lead gen that really saved me.

Ren Jones23:28

Yeah.

James Mattz23:32

It really kept some revenue stream coming through my hands.

Ren Jones23:36

And if you look at all the people that are still in the business, that were in the business prior to that, those are the ones that probably did a lot of lead gen.

James Mattz23:44

Oh yeah. Oh yeah. Those are the ones that survived.

Ren Jones23:48

That’s it.

Sarah Close23:52

I like that analogy of a blanket. That makes a lot of sense. You have full control of it.

James Mattz24:00

That’s right. I really like this car, man. And It rides like an SUV.

Ren Jones24:09

They’re nice. All righty.

Sarah Close24:09

Awesome.

Ren Jones24:22

Thank you, sir.

James Mattz24:23

Thank you. Thank you.

Sarah Close24:26

Really a pleasure.

James Mattz24:27

It’s mine indeed.

Sarah Close24:27

Thank you so much.

James Mattz24:28

Thank you.

Ren Jones24:28

I appreciate you a lot.

James Mattz24:33

That is wonderful, man. I really appreciate you coming out, man, and hanging out with me and having fun. This was great.

Ren Jones24:37

Thank you. Thanks for being here for another Roadmap Tesla show. What a powerful show. Sarah Close got to shadow Ron Wexler and his office operation, and learn from that. Her agents got to shadow Mr. James Mattz and watch him take four, yes, set four listing appointments. He said four. Can you imagine that? What an exciting time. You should shadow somebody and learn from them. Find a city four hours away, drive there or fly to some city, and shadow a top, top person. Learn from them and come back.

25:13As you know, we simulcast the show on the Lee Gen Facebook group. I want to thank them, and Aaron Wittstein, who runs it. If you want to get involved with Lee Gen Facebook group, they have 50,000 members. They’re at facebook.com/groups/got objections. And Aaron runs a great program called trajectory now.com.

25:35And finally, if you’re watching on Facebook and you’re not yet involved with Vulcan seven, make sure to sign up at vulcan7.com/leadgen for a special deal. So, remember the power of shadowing. Today was a great example. Have a great week everybody. See you next week.

25:35