Today I had the pleasure of speaking with real estate agent from The Battle Group, Matt Leighton. Born and raised in Arlington, Virginia, Matt started his real estate career there. Matt focuses on attracting people with the same personality as him, and firmly believes that as an agent, you must focus on the clients’ interests over yours.
Let’s dive right into Matt’s story of rocking the mindset, “If it does not happen now, it’s just not yet.”
Things you will learn in this episode:
[00:01 – 11:22] Opening Segment
Matt’s journey began in the city which he truly loves, the same city where he was born and raised—Arlington, Virginia. He proudly says that he is now known as Arlington’s Condo Guy on YouTube. But in this episode, he’ll give us a glimpse of what life was like for him before he got into YouTube and before he got into real estate.
Are you planning to start your own YouTube channel too? Matt’s story will probably inspire you. He says it took him a very long time to reach 100 subscribers but he still kept on making videos. Also, within 6 months of starting on YouTube, he got his very first YouTube lead, which he was eventually able to close a $1.1M deal with!
[11:23 – 18:31] Authenticity Resonates with People
Matt has two very important advice to people who have no sales experience and just have started out in sales. The first one is to get a mentor. The second is treat your clients as human beings and not as transactions.
Whether you’re planning to use YouTube to market your business or not, Matt has one fail-proof advice for you—you have to show your clients what sets you apart from others and that you really care about them.
Listen closely also to how Matt shows his clients how he genuinely cares for them and get tips on how you can do this for your own clients too!
[18:32 – 35:56] Focus on the Audience You Want to Attract
Matt shares with us a few secrets about the success of his YouTube channel. The first one? He doesn’t really care about who’s watching. His goal is to keep on adding value to people with no expectations in return. He also just really tries to bring something that is inspiring, helpful, and which people can use as a tool.
As a result, when clients who watched his videos come to him, they turn out to be everything Matt hopes to have in a client. They’re friendly, funny, smart and east to talk to. And so even if he’ll probably get more clients from doing other things like cold calling, he still would not have it any other way.
How does Matt convert his YouTube viewers to clients though? While his goal is to keep on making videos, it’s still not the only thing that he’s doing. He also runs Instagram ads, send direct mail flyers, and talk to people during open houses. This gives him a greater chance of closing a deal than other agents who sticks to doing just one thing.
Lastly, if you’re planning to start your own channel, Matt has this reminder for you: Don’t compare your day 1 to someone else’s year 5. It means, that if others are doing “perfect” polished videos, it doesn’t mean that you also have to do the same. After all, people won’t really care if you shot your video using your smart phone or if you had an entire production team and cool edits. In the end, what really matters to people more is you being yourself and being authentic.
[35:57 – 42:31] The FOCUS FIVE Segment
The FOCUS FIVE are five questions I ask every guest on my show. Keep on listening to find out what book Matt gifts most often; who would he talk to if he can get an hour of any person living or dead, from the past or the present, and why; that one thing he believes but most people will disagree with; his morning routine; and lastly, where are the best places we can connect with him online. (See the links below for Matt’s social media links!)
Tweetable Quotes:
“I’m not in it for, like, right now. I’m in it for when the time actually does happen. So, if it doesn’t happen now, it’s just not yet.” – Matt Leighton
“People don’t resonate with perfection; they don’t relate to it. I think they relate more to a genuine video.” – Matt Leighton
“Don’t compare your day 1 to someone else’s year 5.” – Matt Leighton
Resources mentioned in the episode:
You can connect with Matt on Instagram. If you are interested in getting into real estate or buy and sell in the Arlington, Virginia areas but don’t know where to start, check out his YouTube channel, or visit his website https://themattleighton.com/.
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