Be the Solution with Maria Quattrone

Create Real Estate Leads on Demand: How to Create Opportunities Instead of Waiting for the Phone to Ring (with Matt Muscat)

• Maria Quattrone • Season 1 • Episode 352

Share episode

In this episode of the Be The Solution Podcast, host Maria Quattrone sits down with Matt Muscat, Marketing Director at Treadstone and a real estate marketing strategist who has worked with 3,500+ real estate agents across the country.

This conversation is a deep dive into how real estate agents can generate leads consistently, even in slower markets — by creating opportunities instead of waiting for the phone to ring. Matt breaks down why most agents struggle, how to fix your calendar first, and how simple daily actions can dramatically increase listings, referrals, and income. 

If you’re a real estate agent looking for practical lead generation ideas, better conversations, and more control over your business, this episode is required listening.

What You’ll Learn in This Episode

How Real Estate Agents Actually Create Leads

Matt explains why “just checking in” calls rarely convert and why opportunity-based conversations produce significantly more business. Agents who call with a purpose — a property, a situation, or a reason — see much higher conversion rates. 

Why Your Calendar Determines Your Income

One of Matt’s most powerful insights:

“Show me your calendar, and I’ll show you why you’re not getting business.”


Most agents don’t block enough time for lead-generating activities they control. Matt recommends dedicating at least 40% of your calendar to actions that directly create opportunities. 

The 3×3 Real Estate Lead Generation Strategy

A simple, repeatable daily strategy:

  • Choose 3 interesting properties
  • Contact 3 specific people about each property

This creates relevance, personalization, and positions you as the market expert — without cold calling or scripts. Over a month, this equals nearly 200 meaningful conversations. 

  • How to Use Social Media to Generate Real Estate Leads
  • Why December Is One of the BEST Months for Prospecting
  • Using AI to Practice Real Estate Conversations


Best Quotes 

Matt Muscat:

“Stop trying to be the most interesting person in the room and start being the most interested person in the room.”


Maria Quattrone:

“There has never been a real estate closing that didn’t start with a conversation.”


Guest Information

Matt Muscat
Marketing Director — Treadstone
📍 Michigan
📸 Instagram: @mattmuscat88
📞 Text: 734-306-6430
💼 Services:

  • Real estate websites
  • Google Ads management
  • Marketing strategy for agents & mortgage professionals
     🎤 Speaker & trainer for real estate events
     

Connect with Maria Quattrone:
Facebook: Maria Quattrone
Facebook Page: REMAX at Home Facebook
Facebook Page: Rise in Real Estate Facebook
LinkedIn: Maria Quattrone
YouTube: Maria Quattrone
Instagram: @maria_quattrone
TikTok: mariaquattronerealestate
Website: MQrealesate.com
Office number: 215- 607-3535

Maria Quattrone:

This is the Be This Illusion podcast, and I'm your host, Maria Quatron. And today I am excited to bring Matt Muscat on our show. And you know what? I've been talking to Matt so long behind the scenes for the last uh 35 minutes. We already could have done a whole entire podcast, pretty much. But welcome Matt. Matt is from the in the state of Michigan, and he's the marketing director for Treadstone. Today we're going to talk about creating opportunities and not waiting for the phone to ring. So welcome, Matt.

Matt Muscat:

Thanks, Maria. And I feel like if we had recorded our conversation earlier, all of your guests would have a lot of good travel hacks and ideas for where to go this winter. But I think everybody that tuned in right now wants to hear about things that they can do to get some leads and get some business. So I'll kind of just jump right into it. But you know, there's a there's a really weird dynamic in our industry. It's one of the most, it can be one of the most amazing income opportunities for any industry out there. However, 50% of agents out there are doing like one to two transactions a year, especially all the ones that are on selling Sunset and Netflix. Like those, those ones might not even do a transaction here. That's not that's not really real estate. But when I when I meet with agents, I've met with like 3,500 of you guys over the last 15 years. And I always ask one question. And that question is, show me your calendar. And they're like, Why do you want to see my calendar? And I'm like, I don't want to look at your personal stuff. I want to see how much time in your calendar is dedicated to something that is in your control that will get you business. And almost everyone I've met with, from people doing zero deals to people doing 100 deals, they're really hesitant to admit the fact that they don't have a lot of what I would call green time in their calendar, things that are in their control. And so we started dissecting it and said, okay, well, if I were to get an agent to let me write their calendar and to let me say these are the things that you're going to spend your time doing, what would those items be?

unknown:

Right.

Matt Muscat:

And obviously, it starts out every day with a workout, starts out every day with like some family time, having a nice healthy breakfast. But after that, you need to have 40% of your time or more be things that are in your control that are not dependent on someone else calling you that lets you create an opportunity. I mean, have you found this to be true in your business as well, Maria?

Maria Quattrone:

100%. I work off of a calendar. My calendar is blocked every day. In fact, today I only have a couple small openings because I calendar everything when I'm making my calls, when I'm doing a coaching session, when I have a listing meeting. But it's my calendar generally is back to back from 7:30 till 6.30 p.m.

Matt Muscat:

So and I feel like I've been to all these real estate conferences and I am sitting in the audience, or maybe I'm on stage if I'm lucky, and I hear from someone amazing like you who says your calendar needs to be booked out from 7 a.m. to 7 p.m. And the new agent sitting in that audience hears that and they write it down and they're all motivated and excited, and then they get back home or back to their office, and they like start putting stuff in their calendar, but they don't put the right things in there or they don't put anything at all. And so I want to kind of just let's brainstorm what are some of the things that are in the calendar. And for me, that needs to be opportunities that are created for your clients, for your friends, and for people in your community. Um, so I'll give you guys a story. I was 24 years old, and realtor friend called me, close friend, and she goes, Hey, you gotta come see this house. And I said, I'm not shopping for house. We just bought, just bought our first house last year. We're super happy, we're we're good. She's like, Hey, I'll buy you a coffee, come check out this house. It you guys would love it. It's an investment property. And I was like, I can't afford an investment property. She's like, just come. So go to look at the investment property. It's like a hundred and twenty thousand dollars. It's right by my favorite bars, restaurants, everything else. She goes, Hey, I already, I already checked, you qualify, you're good to go. Uh, all you need to do is put down 20% down, so 20 grand. We're gonna make this happen. If you put this on a 15-year loan, by the time your youngest kid is about going to is about going to college, this will be paid off. And you can use it, you can give it to him, you can pay for college, you can do whatever. And 30 days later, I bought the house. I bought it because she told me to. She told me in an authoritative way to buy it, but she created that opportunity. Now, if you reverse engineer that, how is that different from how other realtors go to market? Other realtors, most of them, call 100 people in their database if they're good, if they're doing their job, and they say, Hey Maria, it's Matt the Realtor. I'm just calling to check in. How are you? Well, that's good. It's good, it's better than nothing. But a call to check in is like one to five percent effective, and you are not putting yourself in control. You're putting yourself in a position to gamble, and that gamble is that 7% of the calls you make to check in will lead to business. But when you create an opportunity, you can get that number higher, closer to 20%. And so it's just really a numbers game. When I call with an opportunity, I have a much higher shot of getting what I want versus calling to check-in. Now, again, if you're gonna do nothing, call, don't do that, call the check-in instead. But I highly recommend that you find an opportunity and then you call about said opportunity.

Maria Quattrone:

Sounds so simple. Yet, how many people are really doing that right now?

Matt Muscat:

So, probably not enough. Um, I want to make it a little bit easier because not everybody, not everyone is gonna sell an investment property, right? It's just not not every market has them. I know you mentioned Philadelphia has its challenges, I know Florida has its challenges, Michigan has its challenges. So there's other ways to call. And so here, here's my thought. Every real estate agent out there has access to the MLS or Zillow. Is that does that sound like a fair statement? Of course, right? Like every human, every human has access to Zillow or ChatGPT. So here's what you need to do: you need to find your local market, and you need to every day find three properties that are in your target area that you think are cool. Now, these can be properties that are really expensive and look beautiful. These could be properties that are cheap as hell and are falling apart and are teardowns. These could be properties that are maybe like in an area where they just announced uh that a new development's coming in, maybe a Starbucks is going in, so you know property values are gonna go up by 1%. Or maybe it's um maybe it's a really unique house, right? Like it has a uh a game room and a man cave and a urinal in the bathroom. I don't know. You're gonna choose that house, and then you're gonna choose intelligently, not just like randomly, three people from your database to call about each house. So ring, ring, ring. Hey Maria, hey, I know you're not looking to buy a house right now, but I had to send this to you. This house popped up the two weeks ago and made me think of you. This is actually located two blocks away from uh those courts I always see playing pickleball on. And you just you gotta see this house, know it exists, it listed for $395, this, that, and the other. I'm calling you because I know you might be interested. Um, because you play pickleball right by this. Or maybe I'm calling you and it's more like ring, ring, ring, hey Maria. I know you work at XYZ financial firm downtown. This house just listed, this condo just listed two blocks away. If you have a coworker who needs to be closer to work, this would be a great spot and it's only $4.95. I'm just trying to come up with a reason on these calls to tell them why I'm thinking of them, why I'm calling them, and that there's real estate for sale near them. Now, when I'm doing this, I'm not expecting that one person to buy that one house. But what I'm doing is I'm letting them know that I'm thinking about them specifically and not sending them generic marketing that doesn't relate to them. I'm also letting them know that I have my thumb on the pulse of the real estate market in their area. And that's what's really important for me. I think this week specifically, um like this December, early December time, it's one of the best times of the entire year to prospect for a couple reasons. Number one, everyone's about to be with their family. I know you are, I am. And when people are around family, they talk about whatever's happening in their life, real estate being one of them. So if you're making calls to people, telling them what's happening in the market, and then they go to family dinner and they find out that their sister's moving back to town, you are more likely to get that referral. On the same token, most other agents are busy with life and shopping for kids and all the little school pageants. They're not making calls at the same level. So if you're doing it at the time that no one else is, your calls will have a higher efficacy. So work backwards. Start with that three by three strategy. That's three properties to three people a day. That's nine properties a week, or nine properties a day, multiply that by five working days, that's 45 a week times four weeks. It's like almost 200 phone calls or texts per month. I can almost guarantee that if you are doing nothing now and then you start making 200 outbound calls a month, you will get business. Of the people that I've worked with on this, not a single one has done this and not seen business in the form of a paycheck coming to them afterwards.

Maria Quattrone:

Very smart. Call people with something of value, even if it may not be a value to them. They will like the fact that you remembered them, Matt, and you thought of them.

Matt Muscat:

Well, and let's let's think about this. Why are real estate agents doing less in sales than the girl who sells my wife clothes? This makes no sense, right? Like the store my wife shops at has great customer service. But whenever her sales girl gets like a new shipment of stuff in from whatever cool designer, and she thinks my wife might like it, she calls her. She's like, hey, come on in for a glass of wine and just try it on. You might not like it, but like I think this is gonna look great on you. Like, why are realtors not doing that? Someone's doing that for a 20% commission on a $400 outfit. Why are people not doing this on houses when the commission is three to six percent on a $500,000 home?

Maria Quattrone:

I think there's a disillusion, if that's a word, with what the industry is. And I think that HGTV and all these other shows, all these other shows have shown real estate to be easy. Nobody shows you them making a hundred dials a day. Nobody shows that. Tell me one show that's showing them making a hundred dials a day sitting there with their head set on. That's what it is. It's a sales. You have to call people. You have to call them, you can talk to them on social media, you have to meet them, whatever it is. But it has to be a c there hasn't no, I've never been to a closing that didn't first start with a conversation. So having those conversations, and you know, Matt, this is a great time of year, you're right, because less people are calling and people generally are in an okay mood, generally. And you know what? If not for nothing else, you get to wish them Merry Christmas or happy holidays or happy Hanukkah or Kwanzaa or whatever. So and that goes a long way. I called um, I don't know, a group of people, I don't remember how many, right before Thanksgiving. And anybody I talk to, I just wish them and a family happy and blessed Thanksgiving. And everybody, people you know, in life, I believe it's a tiny hinges to swing big doors.

Matt Muscat:

I love that.

Maria Quattrone:

It's it's the little things that we do that make the difference. People remember Maria Marie always calls on a holiday.

Matt Muscat:

Well, right now people start to expect it too, and they start to look forward to it as long as they can sense that it's it's genuine, right? And that you're asking about them and that you're not just calling to tell them about you.

Maria Quattrone:

Well, you should be asking questions and more than you talk.

Matt Muscat:

Well, right. Whoever talks, whoever talks the most thinks they won the conversation, but they lost the conversation. If I'm at a party, I spend my entire time asking the most interesting person there all about them. By the end of the night, I know it's someone that I want to meet with. If they're like, hey, uh you used to ask me all about me, and I talked about myself for an hour. I didn't get to know anything about you. Do you want to grab coffee next week or a drink? That for me is someone that I know will then be invested because I've already put the time in and I've I've almost like interviewed them. And I think that's what a lot of people miss out on. They want to be the most interesting person in the room instead of being the most interested person in the room.

Maria Quattrone:

That's great. Let's repeat that. They want to be the most interesting person in the room instead of being the most interested person in the room. Come from a place of curiosity.

Matt Muscat:

Well, and think of like think of this. We all have a database, right? And what kind of information do we put in the database? Uh, their phone number, their email address, all the tools that we can spam them with crap. And what what's interesting is that all the stuff that we're storing about them, like Google and the internet and AI has already. Like, I I can ask ChatGPT to get me any information on you, Maria, that I want to. It could probably even get a little bit creepy. But what AI doesn't have is all of the soft stuff. Like, it doesn't know that you're going to Bruges in in you know XYZ weeks or days. It doesn't know you know how many touchdowns your kid got in the last game, unless maybe he's at a really good high school and they published that in the paper. And so when I talk to you, I'm taking all this information and that's what I'm putting in my database on you. Because my superpower is remembering all the little things you said. And then the next time I call you, I'm immediately starting with what you told me last time. And I'm gonna be like, Maria, how was that trip? It sounded amazing. What did you do? Tell me everything. You're gonna be like, wow, Matt's a good listener. And every conversation will start like that because I have all the information written down. Like now, let's let's face it, like I had a hundred conversations this week. I might not remember in the short term where you were going on vacation. However, it's gonna be typed in, it's gonna sink right from my little AI note taker right into your sales in my into my Salesforce account under your name. And the next time, right before I call you, I'm gonna pull that up and reference it. And realtors just salespeople in general are just not storing the right information in their CRM systems, and because of that, they're at a huge, huge disadvantage. Or I would say they just don't have the advantage that they could have.

Maria Quattrone:

100%. 100%. And I think this is the most exciting time because the opportunity is out there, there's opportunities everywhere, and there's people to help. And so, and assist. I don't really like the word help, but and I think that you know, one of the things that is when you're just a human to another human and being in authenticity of who you are, people can feel it. And it's the way that you say things, not so much what you say, and it's your body language.

Matt Muscat:

When people want to work with people that are that are comfortable with themselves that put them at ease, right? Like when someone walks into my office, I want to immediately first disarm them and I want to get them out of their head on whatever was happening in their day right before they walked into the office, right? Like, and especially around the holidays, like things are hard. There's memories from the past, maybe a loved one that's not with us this year, maybe you know you're fighting with your spouse, your kids, or maybe money's tight and you don't have the money for presents. If everyone that comes into my office that I'm trying to, let's say, sell something to or come up with a win-win situation would be a better way to describe it. If everyone's coming in with all of that baggage, I can't get my sales message or my business message across to them until I get them focused on the meeting that we're in. And to do that, I usually need to disarm them. Sometimes if I can tell they're anxious or at ease, I'll say something about myself that's like kind of like a almost like a what like an embarrassing story about myself or something that I'm struggling with or nervous about, um, just to kind of get them like on the same level. Like, oh hey, yeah, he's he has stuff too. We're all we're all humans. I'm kind of like trying to like create that bond. And sometimes I might social media stalk for an hour or for half an hour before the meeting, just to kind of figure out like what's going on with them that I need to know about, um, so that I'm not um saying something that's gonna put my foot in my mouth during during a meeting that I'm then hoping to be productive in.

Maria Quattrone:

That is that's one of the things it's like focusing on what's in front of you and not thinking about all the other things that are going on.

Matt Muscat:

Yeah.

Maria Quattrone:

Right now, you can have a hundred things going on in your mind, but we're sitting here, we're on this podcast, and here we are to focus on what's ahead of us right here, what's in front of us.

Matt Muscat:

Yeah, we have to be the best in the situation that we're in, right? Like when I'm at home with my five-year-old and he wants to build Legos, but there's 76 missed calls on my phone, I'm like, hey, it's Lego time. Like, I this is what this is what I need to do right now to win, to win in this moment. I think it's hard. Um, but with a little bit of time blocking, we're kind of going back to the beginning here, with a little bit of time blocking and intentionality, you can do it.

Maria Quattrone:

So, what are some other ways that people can make agents can make opportunities right now?

Matt Muscat:

Yeah, so one of the one of the interesting things that I'm seeing, um, you know, you look on social media and you look at how most people are going about marketing. And it's not, it's not really productive, in my opinion. So most people post, post, post. And the idea with posting is that you do a post, you do enough posts, one in every, let's say 50, if you're any good, goes viral. You get some leads off the one that went viral, you grow your your follower count, and then the next one, maybe one in 25 goes viral, and you get some leads there. The problem is that a lot of those leads you're getting are national leads, and we as realtors work in like a hyperlocal area. And so, yes, you could refer some deals out, but that referral becomes harder. So, what I see as the actual way to get some business off social is to kind of leverage it in the same way that I would a personal relationship, but in an organized fashion. So, number one, if you want social media to work for you, you have to have a plan and it has to be time blocked into your calendar. That's rule number one. You just scrolling on social media when your wife is watching the bachelor or the bachelorette is not that's not how to win. What I would do is I would divide your friend list on whatever system you're using up and say, I'm gonna alphabetize it A to Z, and then I'm gonna reach out to 10 people a day. And when you reach out, what you do is a strategy. You click on their profile, you look at what they've recently posted, look at like their three most recent posts and find one that relates to you. Message them like a DS. them on that platform and say, hey, Maria, just saw that you posted uh that you're you guys are going on vacation next week to XYZ Place. My wife and I went there last year. The best restaurant we went to was XYZ. Now, because you posted about your vacation, what do you think the chances are that if I message you about what you post about, that you will respond to me?

Maria Quattrone:

98%.

Matt Muscat:

If you see the message, you're gonna respond. Because people are only posting to get responses. Like why else would you post if you didn't want responses? And so as long as you don't hate me, right? Or I'm I'm like the weirdo, you're gonna message me back. Now, how is this going to lead to business? It's gonna lead to business because of the algorithm. Whenever we have two-way communication back and forth, you will start to see all of my other posts higher up in your newsfeed. So we message about vacations, but now all of a sudden if I post my listing tomorrow or if I post some you know blog or video that I did, you're going to need to be one of the first people to see it because we interacted recently and Facebook or Instagram or Meta, whatever knows that we're more interested in each other again at that moment. So agents are using this for a variety of reasons. If you have a really nice million dollar listing coming up in XYZ zip code on Thursday, on Monday, Tuesday and Wednesday you should be DMing all the friends that you have that live in that area or who would be good buyers, sellers or social spreaders on in that area on that topic. Because then all of them will see your post and those are the ones most likely to interact with it, share, etc, and help it get out there more. There are agents in our market who every time they get a listing they choose 10 uh I would say mini influencers who live in that area and they basically they shamelessly offer them a $10 gift card when that when that post goes out to like it comment it and share it. Easy Starbucks gift card it's your account uh the busier agents are doing this multiple times a month so some of their clients are never ever paying for Starbucks although my wife would still be paying because she goes once a day which is a whole nother whole other issue for a whole other podcast. Um that's super cool yeah it's just a strategy you're you're using the algorithm of each site to your advantage now the other piece of it is that you just have to think about the semantics in the English language and how people interact I asked you about your vacation what are you going to say next how was it how was it how are you what's new with you how's life how's the thing I would be the vacation I want to know about it. Yeah like we want to talk like we want we want to keep that conversation did you have any favorite places that you went to what was really cool. Right like we're gonna it it keeps the conversation going whereas like most real estate professionals when they send out messages it's like a happy birthday on someone's birthday when that person's already getting 300 messages it's like a closed ended question it's like a yes or no where the conversation dies. I want to engage in five conversations a day that lead to follow-up questions where I'm gonna be collecting all these little data points on you to figure out like what's my move what's my move like maybe we talk about vacations and I find out which happens often that you actually just got your passport and your uh your citizenship in another country and you're gonna be selling in the next year or two or you're you're in your husband's plan was as soon as the kids graduate you're off to Italy and okay well now all I need to do is make sure that I'm hyper hyper present in in my communication with you for the next year so that right when you decide to list in the next 12 months like I'm there. That's the goal here. I want to find out everything happening in your life so like I have all the ammunition to kind of make a plan. It's not spontaneous calls to try to get business from all of my clients it's very hyper focused calls messages and texts based on what I know you're into in your life based on what you told me and that's how I'm crafting what the opportunity is that makes a lot of sense.

Maria Quattrone:

I think we do go about it as a a random kind of thing. I know I make my calls based on what my tasks are in follow-up buffs and then I'm just like calling through in some cases no rhyme or reason. Yeah and if you think about it like I well there's always a that's not true I guess because I I am doing the proverbial follow-up like you weren't ready last year are you gonna be ready are you selling this year is your tenant out but that's a reason but that I mean you got to give yourself more credit than that.

Matt Muscat:

First of all like you're doing a lot of listings and you're doing something right but when you you have a task in your system that task is based on a specific reason they called you at one point to buy or to sell and so you're calling them in a in certain intervals to ask. Now knowing you Maria you're probably getting a little bit warmer with them on the phone because you're not someone I I feel like that just jumps right into like the mean potatoes of the business. You want to you want to chit chat for a little bit first. And so that's exactly what we're talking about and you're doing in a systematic way.

Maria Quattrone:

I chit chat depending on who it is sometimes I know they're a driver and I could get what I need to get out of my mouth and a response from them and set an appointment in less than two minutes. I love that less than two minutes.

Matt Muscat:

That might be a record and I feel like we could do an entire episode on like how to get a list employment in less than two minutes.

Maria Quattrone:

Oh yeah sometimes all it takes is asking right I do it all the time and you know one of the things I I say to the agents my agents in our company and agents you know that I coach and train is that rapport is built by being the expert rapport is built by showing people not telling them but showing them who you are and and showing them again and again so if you said you're gonna call them in two weeks to follow up based on what they said and you get them to agree it's okay Matt that I give you a call in two weeks to see if you actually you know have you got everything out of your mom's house. Does that sound good I'm gonna call you around the same time uh two weeks from today. Always getting a commitment when you're on the phone with them for the next step it's called future pacing.

Matt Muscat:

So if you do all these other little things in there, right, it's never a surprise that you're calling them they're expecting you to call them it's so I mean set set the expectation and make sure that they know exactly when you're gonna call or the general timeframe and then if they if you don't some of the best ones are when they beat you to it because then they're calling with that intent. They're eager they're kind of I love that they call me even before I call them and say I'm ready Maria the house is cleaned out I'm like yes let's go I have my plan for you we're rocking and rolling but I think that there can be fun with the phone you know and I think uh you know it's always like offering some type of value whatever that is same thing if you're you know I say you're doing an open house make it the best open house you can do have comps available have other houses available that if this one they don't like it you can say hey what about these even if you don't bring them you could make sure you know three other homes in that neighborhood I I what you just said like sparked an idea in my brain because I I was at an open house a couple weeks ago and the agent had a little sign right by the right by the door as people were leaving and it said not the house for you ask me about our team's coming soon properties like they weren't they didn't have a list of the coming soon properties. It just said ask me and what they were trying to do I assume is to convert people who are about to leave and they're ah this house isn't for me I'm not gonna talk to that realtor because that realtor is trying to sell this house but it's so interesting because like everyone wants to like get this idea that they're gonna find something that no one else knows about it's like you want to discover a band before it's cool. And so I think like when you're at that open house like just have something up there and hopefully you you are on a team or you yourself always have like a couple things that are about to hit um but advertise that in kind of like this fear of loss uh this kind of like uncertain way and I think you you can you can attract some people with that 100% and that's a great that's a great thing to do there's they also can say to the people is anybody sending you off market opportunities instead of asking are you working with an agent is anybody sending you off market opportunities the answer's gonna be no they're not oh great I would love to do that can I may I follow up with you be you know you left your contact information is this is this the real information is this really your phone number like so that's how I would act I'm I'm like a little I I use humor. Yeah right so and I would say is this really your phone number you know because people write the wrong numbers and emails down when they sign in yeah no I would say like let's take it beyond that tell them like hey if you want if you want these off market opportunities text me because then if the text doesn't come through you didn't get their phone number.

Maria Quattrone:

You could do that as well.

Matt Muscat:

No there's you're like and I think like for everyone listening like I hope they get kind of get the general vibe here like there's so many ways that you can improve your business by one or two little percent here or there right like you're not going to get a lead or a listing every time you do one of these things. But if you were to implement like five of the things that you heard today that would probably increase your business by 25 to 30% if not more it's about being consistent Matt right just doing it doing it doing it. People say how do you do so many listings 22 years doing it over and over and over and over again the muscle gets bigger just practice I say to people all the time what's your favorite sports team okay the Eagles I say do you think they go to practice can they go to the game without going to practice how much do you think they practice they practice probably 10 times more than the time of the game so to be on the field for five minutes right like it's one of those things where most people aren't even role playing something really interesting and this is it's kind of nerdy but um anyone out there who has chat GPT or like any of these AI systems, you can literally use it to role play now in practice. So it's not perfect but it gets better by the day. And what's interesting is like all you do is click the audio microphone and say like hey I'm a real estate agent in Grand Rapids Michigan and I want you to pretend that you're a homeowner and I'd like you to give me um aggressive pushback when I call you and try to like get you to meet with me for a listing appointment. And it literally will go back and forth with you multiple times reacting to what you said. You can tell to have a guy's voice a girl's voice an old person's voice whatever and it is such good practice because then you have a whole transcript of everything you tried everything you said and you can slowly hone in your pitch to make it perfect.

Maria Quattrone:

I love it and you don't have an excuse not to do role play.

Matt Muscat:

Right?

Maria Quattrone:

You don't have an excuse like first of all no excuses there's no excuses all about being the solution what a great comeback to the name of it. That's right.

Matt Muscat:

And Matt, you've been great today thank you for being the solution I am glad that we we met I was on your podcast last week so this is fantastic learned a lot from Matt Matt does a lot of other stuff too if you uh want to reach Matt how do they get you Matt yeah they can uh they can hit me up on Instagram it's just mattmuscat88 or you can text me my number is 734 306 6430 uh we build websites we do Google ads management for real estate professionals mortgage professionals etc um and if you need a speaker for an event to train uh agents lenders uh inspectors at your next company event I would love to help awesome thank you for being the solution Matt and I appreciate your time today thanks Maria