SC169: Ronnie Matthews. Positioning yourself as a “fixer” for new home builders and listing hundreds of their “problem” houses each year.

Ronnie Matthews SUCCESS CALL …

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Ronnie Matthews is with Re/Max in Spring, Texas. Last year he, his wife Cathy, and team closed 1,384 transactions with a total sales volume of 408 million. His average sales price was 294 thousand of which 40% were buyers and 60% were sellers.

Ronnie has a 22 member team: 1 listing specialist, 5 buyer specialists, 1 pre-listing coordinator/backup listing specialist, 2 listing coordinators, 1 listing contract administrator, 1 listing department manager, 2 buyer coordinators, 2 pending coordinators, 1 pending department manager, 1 relocation director, 1 elite properties director, 2 builder relations, 1 graphic designer, 1 bookkeeper, 1 broker, and 2 co-founders.

Ronnie and his wife Cathy are the co-founders of the Ronnie & Cathy Matthews Team. He has been an agent for 30 years and works the metro Houston market.

In this call, Ronnie talks about:

  • How a high school dropout sold 50 homes his first year in real estate
  • Being a “couple team” with his wife Cathy and distribution of duties
  • Working 80-100 hour weeks to build the business
  • Positioning yourself as a “fixer” for new home builders and listing hundreds of their “problem” houses each year
  • How to convince influencial people to refer you hundreds of transactions per year
  • Creating the most productive sales team in our records by averaging 197 closings per field salesperson last year
  • How he finds the right team members, never interviews longer than 15 minutes, and why he pays his entire team a salary
  • Setting up a 7th level team that operates independent of the team leader
  • The repeat & referral marketing plan that accounts for 70% of his business (968 closings last year) and why he thinks the team is underperforming in this area
  • How he sold the team practice to the team members including the valuation used, payment terms structured, and transition strategy
  • Team dynamics, compensation, profit margins and more

2016 Stats:

  • 1384 closings
  • 408 million sales volume
  • 22 member team:
    • 1 listing specialist
    • 5 buyer specialists
    • 1 pre-listing coordinator/backup listing specialist
    • 2 listing coordinators
    • 1 listing contract administrator
    • 1 listing department manager
    • 2 buyer coordinators
    • 2 pending coordinators
    • 1 pending department manager
    • 1 relocation director
    • 1 elite properties director
    • 2 builder relations
    • 1 graphic designer
    • 1 bookkeeper
    • 1 broker
    • 2 co-founders


  • team valuation and sale
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 01/07/18)