Building a 400-Deal-a-Year Real Estate Business on Relationships, Not Leads & Cold Calls | Rethink Real Estate S4E28

In this powerhouse episode of 'Rethink Real Estate,' host Ben Brady sits down with Matthew Miale, Realtor and CEO of The Miale Team at Keller Williams — the #1 listing team in Connecticut. With over 400 transactions in the last 12 months and a philosophy rooted in relationships over cold leads, Matt pulls back the curtain on how his agents crush national production averages through one simple, consistent foundation: their sphere.Matt shares how every new team member must bring a 400-contact database, and how his team’s production remains 80–85% sphere-driven. He breaks down the systems behind their VIP client events, what “simplified success” really means, and why they view every handshake and contact as an asset. From mindset to database growth, Matt dives deep into how following up isn't about transactions — it’s about service and long-term relationship building.The conversation also explores current industry shifts — from buyer commission structures to private MLS platforms — and why Matt believes real estate’s future still belongs to the pros who shake hands, not chase headlines. If you’re ready to rethink how you build your business, this one’s a must-listen.Timestamps & Key Topics:[00:00:00] - Introduction to Matthew Miale and his 400+ transaction model[00:02:55] - Simplifying systems to eliminate “sideline-to-sideline” activity[00:05:36] - Matt’s origin story and early focus on building relationships[00:08:33] - Why the team ditched the buyer/listing agent model[00:11:12] - The power of a 400-person sphere and the “inclusion” mindset[00:14:44] - Building real estate events that spark conversations[00:16:39] - Helping agents overcome fear of contacting their own network[00:18:16] - Why real estate is a service industry, not a sales job[00:22:57] - How to grow your database: open houses, conversations, and “The Yearbook Challenge”[00:28:46] - Will we ever see a year like 2022 again?[00:30:42] - “Sometimes a push is a win”: thriving in a down market[00:32:51] - Matt’s take on commission changes and why it’s “much ado about nothing”[00:36:02] - Private exclusives, MLS evolution, and what’s best for consumers🔗 Related Resources Below:🌐 For more information on Harcourts Auctions our non-distressed auction platform feel free to visit https://www.harcourtsauctions.com🔗 Connect with Matthew Miale and The Miale Team at Keller Williams:https://themialeteam.com/https://www.facebook.com/MialeTeamhttps://www.linkedin.com/in/matthewmiale/https://www.instagram.com/themialeteamkw🔗 Connect with Ben Brady and Harcourts Auctions: ⁣https://www.facebook.com/Benbradyharcourts⁣ ⁣https://www.linkedin.com/in/ben-brady-0b223517⁣ ⁣https://www.instagram.com/harcourtsauctions⁣ ⁣https://www.facebook.com/HarcourtsAuctionsSubscribe for more insights, and don't forget to like, follow, or subscribe on your preferred platform. Leave your thoughts or questions in the comments below to engage with us and our guest!