Mike Ferry's Podcast the Original: Mike Ferry Interviews Matt McMillan

How much of your Real Estate production are you actually keeping? In Episode 38, Mike Ferry sits down with Miami Beach Real Estate agent Matt McMillan to discuss listings, prospecting, and building a business that produces profit. With 22 years in Real Estate and approximately 1,200 people in his database, Matt shares what drives his business. He also gets honest about becoming too comfortable with past clients and getting away from the listing process. We cover: • Managing listings when properties aren’t selling. • Growing your database through consistent prospecting. • Protecting your personal production and profit when considering a team. • Handling pressure to overprice listings or reduce your commission. • Following the listing process and using your scripts. • Balancing urgency today with patience for long-term results. Mike also shares what he looks for in investment properties, including resale potential, cash flow, and reducing debt. Are you doing the activities that build your business every day? Before you finish today, block time on tomorrow’s schedule to prospect and preview property. Subscribe for more practical Real Estate sales training from the Mike Ferry Organization. 00:00 Meet Matt McMillan and His Miami Beach Business 04:30 From Personal Training to Real Estate 06:30 What to Do When Your Listings Aren’t Selling 08:30 Database Business and Just Listed/Just Sold Prospecting 09:30 Building a Team and Protecting Your Profit 12:30 Keep Growing: Prospect and Preview Property 15:00 Handling Pricing and Commission Objections 17:30 Adapting to High Inventory and Buyer Hesitation 19:00 Building Toward Financial Independence 20:30 Balancing Urgency With Patience 23:00 Following the Listing Process and Using Scripts 25:30 Investment Properties, Cash Flow, and Paying Down Debt 28:30 Closing Thoughts and Upcoming Training