GRIT: The Real Estate Growth Mindset Episode 149: Leading with Data: How Matt Smith Drives Growth and Accountability
Join Brian Charlesworth on this episode of GRIT: The Real Estate Growth Mindset as he talks with Matt Smith, a real estate leader whose journey from managing a small team to becoming one of the top performers in the Missouri market offers invaluable lessons in leadership, strategy, and accountability. Starting with just 8-10 agents in 2018, Matt now oversees a team of 27, but his success hasn’t come without challenges.
Matt opens up about how using Sisu transformed how he tracks performance, sharing that one key metric – the appointment set-to-close ratio – helped him realize his team was missing out on $3 million in GCI. “We lost $3 million in GCI from one metric that we wouldn’t have known existed if it weren’t for Sisu,” he explains. He dives deep into why understanding these numbers is essential for any real estate team leader and how even small changes in performance tracking can lead to significant gains.
The conversation moves into how Matt built a foundation of accountability with his agents, explaining that quality is often more important than quantity. "The quality of the lead is determined by the skill and the will of the agent," Matt shares, emphasizing that success doesn’t come from flooding agents with more leads but from improving their ability to convert the ones they have.
Matt also reflects on the importance of simplifying business systems. He highlights how over-complicating processes can create unnecessary roadblocks and how focusing on the fundamentals allows his team to thrive even in challenging markets. He describes his recruiting and onboarding process as one that pushes agents to meet high standards from day one, ensuring that those who stay are fully committed to success.
Top Takeaways:
(2:31) The chaos that nearly cost $3 million
(4:55) Is better pipeline management the key to team success?
(7:45) Are agents getting out-scripted by their leads?
(10:24) How does willpower affect business outcomes?
(15:01) How do messy business breakups lead to owning your success?
(16:20) The power behind automating transactions with Sisu
(20:26) Why are spreadsheets holding back business growth
(26:07) What happens when agents don’t track their business numbers
(30:20) What’s the real focus of successful team leaders?
(33:42) What makes onboarding multiple people at once more effective?
(35:48) Why does building a five-agent team lead to a rollercoaster
(40:11) The must-have steps for onboarding new agents
(43:12) One activity that can win your day in real estate
If you're looking for strategies to streamline your operations, recruit the right talent, and drive your team to new heights, this episode is packed with actionable insights. Tune in to hear how Matt Smith uses Sisu to track the correct numbers and build a high-performing team that adapts to the ever-changing real estate landscape.
About Matt Smith
Matt Smith is the owner of Matt Smith Real Estate Group, based in Missouri, where his team of 27 agents leads the local market. His team’s success has earned them a spot on the Inc. 5000’s fastest-growing companies list, and they’ve held the #1 ranking in their marketplace for five consecutive years. Matt’s approach to leadership and metrics-driven performance has helped his team close hundreds of homes, including 100 homes in one month with just 18 agents. He also coaches real estate professionals across the country.
Connect with Matt Smith Today!