The Importance of a Purpose for a Call

The best way in sales to get something going is, well, keep them from hanging up. I really only did breakfast meetings cause it was the cheapest meal. There's an intimacy about breaking bread with people. It's the cheapest meal and it had the lowest opportunity cost of my time. And most of the time on the call, you don't know how or why, you know there is a way.

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Kyle Matthews is the Founder and Chief Executive Officer of Matthews Real Estate Investment Services™ and has served in this role since the company’s founding in 2015. Matthews™ is the parent company of a diversified group of real estate service, investment, debt, leasing, and asset management firms. Through Kyle’s leadership, Matthews™ has become one of the country's largest commercial brokerage firms in both transaction volume and by a number of agents and employees. Prior to founding Matthews™, he led Matthews Retail Group, Inc. to become the number one real estate investment sales group at a publicly-traded, global real estate investment service company. Under his guidance, Matthews™ has experienced total revenue growth of 1,225% in the company’s first five years since its founding and has grown from 18 agents and employees to presently over 400. Furthermore, Kyle oversees the expansion of Matthews™ with the footprint having expanded from one office in El Segundo, CA, to over 14 offices nationwide.

On this episode Chris & Kyle talk about:

➡️ His story of becoming a broker and eventually starting Matthews

➡️ The characteristics and work ethic of the best brokers

➡️ Why having fun is important in business

➡️ What's going on in the current real estate market

Chapters:

(00:00:00) Intro

(00:04:28) Kyle’s upbringing in an NFL family, playing football at USC, winning a national title

(00:15:33) Lessons learned from playing for Pete Carroll

(00:29:27) Kyle’s career in brokerage

(00:38:40) Working through the GFC

(00:55:24) Starting Matthews REIS