Full Video Transcipt

Sandra: Hi guys, Sandra here from SandraLarkin.com.au. We’ve got the lovely Matt Lancashire here with us today from Ray White – New Farm. What we’re doing today is we’re going to go through some of the habits and behaviours of successful people so I’m going to ask you some questions and the first one of that is challenges. Can you tell me any recent challenge that you’ve had that was a really big one, either personally or professionally that you had to overcome?

Matt: This one is actually personal and professional and it comes down to work life balance. I have 60 staff, two officers, myself. I manage all the people, I don’t have a sales manager. I run a rental department, I run a sales business, and I have a young family. Hardest thing for me is I’ve always been a worker, I’ve always been a hard worker, it’s been easy without children, but my business has grown as children have come into my world and it’s always difficult to set the time to be able to spend time with the family and also with the team. I’ve really struggled with that over the course of the last two years.
The reason is one, I feel guilty. One, about not being home and obviously, spending time with my children. That’s the number one. Also, with my wife is a huge part of it and then also if I’m not there in the business, I feel guilty about not spending time with my team. It’s been a really valuable life lesson now that … Family is always number one but I’ve got a work family that’s also my number one, so actually trying to work out the time that I could spend by … And how I do that effectively without sacrificing time at work and time at home.

Sandra: How have you been able to overcome that?

Matt: Having good people in place. If anyone’s looking to become a principal in a real estate business, the first thing they’ve got to realise is that’s a sacrifice you need to make. The other thing is on my family’s side, I set times that I … So Friday afternoon, so I have off with my family. The phone’s always on, I take my son to the park, and Sunday is religious family day. Nothing happens on a Sunday.

Sandra: What is a continuous habit or behaviour that you do every day that contributes to your success?

Matt: I’ve got an ideal week that I follow, so I have the saying to my team as well, “He or she who makes the most amount of calls wins.” It is a volume based business so I run a team of four…

Sandra: It’s a numbers game.

Matt: Numbers game. I run a team of four people in my team and we all make 1,000 calls out of my office, just my personal team, in a week. My phone bill is my report card, so I don’t use a landline, I just use my mobile and so my Telstra bill that comes is that thick. The first thing I do when I get to my Telstra bill is go to the end and I highlight incoming calls, outgoing calls, outgoing calls, and if I haven’t done between 1,700 and 2,000 calls a month, I know there’s going to be a direct correlation with what I’ve earned for that month. It works out to be anywhere on a six day week over the period of the month, it works out to be around 70 to 80 calls a day.

Sandra: Going back a step before you get to work, is there any habit or behaviour personally because it’s [inaudible 00:03:43] … It starts at home, something that has to happen every day at home, to be able to show up every day at work to be able to do that.
Matt: Well, it’s all about having gratitude for what you’ve got and that’s a really hard thing. It’s like … I don’t … You’re probably better around the psychology of how this works than me but it’s … Sometimes it’s not until we lose someone or something in your life that makes you go, “Oh my God, I need to be doing that more often.” Or, “I need to ring my granny because I haven’t spoken to her in a couple of weeks.” Or you lose a loved one and it’s like … Or you get a cancer scare and it changes everything.
Every morning, for me, the thing I do is I [inaudible 00:04:22] exercise, which makes me feel good. That’s probably the number one thing. I tell my wife and my two kids that I love them when I leave.

Sandra: Whatever you do in the morning and being grateful is definitely one of those things. The more grateful you are for your life and what you have, the more comes back to you.

Matt: Absolutely.

Sandra: If you start your day and it … Definitely the mood is contagious to the rest of the staff. Love it. We need more leaders like you, Matt. So Matty, if you had the opportunity to spend one hour with someone famous or really influential, who would it be?

Matt: It’s really simple for me and it’s probably not because I like the person. It’s Donald Trump. I know. The reason I say it is because at the moment without question Donald Trump is the best sales person in the world. From the setbacks that he’s had with the media stuff, how much of a douchebag he actually is, he managed to convince the most powerful country in the world to elect him as his President.

Sandra: Last question is for the audience watching this video, what’s one great bit of advice or tip you’d give them in life?

Matt: For anyone in real estate, I think on a professional side, my one thin that I never default from and it’s the one thing I think that has been a massive thing for my success in the past and still today is that you never can forget who you’re working for and who’s paying the bills, because at the end of the day we live in a world that’s super cynical and I think that with real estate in particular, people forget and they get clouded by who they’re actually working for and become unethical. It comes down to being ethical in business and don’t forget what your job is is the first one.
On a personal one, I think the most important thing is don’t wish … Like last night I was up with my baby Lulu, she’s nine weeks old, sitting there at one o’clock trying to settle her at nighttime and my wife …

Sandra: What a good dad.

Matt: No, I’m not trying to get brownies because I don’t do it very often and I was sitting there for one moment thinking, “Geez, I wish I didn’t have to do this right now or I wish I was asleep.” I woke up this morning and thought, “Oh my God, how lucky am I to have a little baby that I can sit there with?,” and not to wish those moments past because before you know it, she’ll be 25 or whatever and gone and living her own life. That’s one thing that I really value in at the moment.
Sandra: Stay in the present.

Matt: Present.

Sandra: I call that staying in the present.

Matt: Yeah.

Sandra: Enjoy the moment. Whatever it is, enjoy the moment.

Matt: Yeah.

Sandra: Good advice. Thanks very much, Matt. We’ll have to have you again.

Matt: Thanks, Sandra.

Sandra Larkin

Author Sandra Larkin

Sandra Larkin has worked in the service and sales sector of business for the past 38 years. Her experience spans across a broad spectrum of skill sets from providing excellent customer service, achieving high volume sales, organising professional development programs, establishing professional networks, building long-term relationships and securing high-level sponsorships.   Her tools and resources help give clients a practical strategy by following steps to discover their true potential and capability to achieve success.

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