Staying Active in Your Business with Matt Spears
Sam Panetta has a chat with the incredible Matt Spears of Evoke Capital about how staying active in the business has contributed to its success and growth.
Doing $35M a month with over $1B settled, Matt still blocks out an hour and a half every day to pick up the phone.
1) $35M a month and still following up
Sam’s message to new brokers: Matt is writing $35 million a month, has settled over a billion dollars in loans, and he still follows up. You have to get it done, every day.
- Scale doesn’t replace follow-up.
- Get it done every day.
2) An hour and a half of outreach, every day
Matt has 90 minutes blocked out daily for outreach.
- High-net-worth clients.
- Conditional approvals and proposals that are out.
- Clients who haven’t sent their documents.
3) The final call gets results
When a client has been through the process with broker support and the onshore team but still hasn’t sent what’s needed, Matt makes the final call himself: “We had a great conversation. What are we doing?” Of three calls he made the day before, two are now sending their information.
- Make the final call yourself.
- Three calls, two moving forward.
4) Don’t fully remove yourself
Having that conversation is powerful. Matt doesn’t think you can expect to remove yourself completely. If you want to push the business forward, you need to stay involved.
- Stay close to clients.
- Involvement drives growth.
The biggest lesson from Matt Spears
However big the business gets, block out time every day to pick up the phone. Staying involved is how you keep pushing it forward.
