Building Your Path to Real Estate Excellence: Strategies from Brett Matsuura

The real estate market is characterized by dynamic opportunities, requiring proactive strategies for agents and focused mindset shifts. In our latest sales meeting, Brett Matsuura, Vice President of Professional Development for Coldwell Banker, delivered practical tools and actionable advice to empower agents in any market condition. Here's how you can immediately apply these valuable insights to your business.

Meet the Sales Panelist: Brett Matsuura

Brett Matsuura serves as the Vice President of Professional Development for Coldwell Banker. With extensive experience in real estate and professional training, Brett has a proven track record of guiding thousands of agents towards achieving their fullest potential. His approach combines practical experience with actionable strategies, helping agents excel in all market conditions.

Adjust Your Mindset and Overcome Fear

Economic shifts like rising interest rates, changing inventory levels, and fluctuating home prices are constants in the real estate world. Yet, your response to these shifts ultimately dictates your success. Drawing inspiration from Jim Rohn, remember: "The same wind blows on us all. It's not the wind that dictates our direction, but how we set our sails."

Instead of fearing fewer transactions, shrinking income, or market obscurity, embrace a mindset of proactive adaptation. Keep in mind the empowering acronym: False Events Appearing Real. The data and numbers are neutral—it’s your interpretation and response that define their impact.

Stay Visible and Strengthen Your Value

The primary challenge agents face isn't competition—it's obscurity. If clients don't know you exist, they can't select your services. Prioritize consistent visibility by actively building a reputation for honesty, trustworthiness, and expert knowledge. Research confirms that 87% of sellers prioritize trust and reputation significantly over commission rates.

Enhancing your value proposition involves clearly demonstrating your unique skills and superior client care. Showcase your specialized services, extensive market insights, and unmatched dedication to client success. Clearly articulating these strengths ensures you become indispensable rather than interchangeable in the eyes of your clients.

Lead Generation as the Foundation

"Lead generation solves all problems." A steady stream of leads is crucial for consistent closings and sustained success. Develop a diversified approach, using five to six unique sources rather than relying on a single method. Each lead source should systematically feed into meaningful conversations, appointments, and ultimately, successful transactions.

Consistent lead generation, paired with ongoing skill enhancement, significantly improves conversion rates. Regularly practice your communication skills, presentations, and scripts. Over time, these deliberate efforts transform into effortless client interactions and more closed deals.

Leverage Coldwell Banker University

Coldwell Banker University (CBU) offers a wealth of resources designed specifically to boost agent productivity and efficiency. With over 225 hours of live monthly training sessions, CBU covers essential topics like effective lead generation, advanced skill development, and leveraging modern technology to convert leads effectively.

A standout resource is the "Agents Helping Agents" monthly panel. Here, top-performing agents from across the network share real-world strategies and insights. Regular attendance provides actionable knowledge and the opportunity to learn directly from the best in the business, accelerating your professional growth.

Take the Next Step

Implementing these strategies ensures not just immediate results, but sustainable, long-term success. Embrace adaptability, maintain consistent visibility, prioritize lead generation, demonstrate clear value, and utilize powerful training resources available through Coldwell Banker.

Discover more ways to elevate your real estate business at CBU.com. Your path to enduring success starts with the decisions and actions you take today.

Watch the Full Meeting Replay Here. 

We also invite you to be our guest at an upcoming sales meeting—immerse yourself in our high-energy, collaborative culture and discover what sets us apart. Your next level in real estate starts here!