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Cold calls are dead, and buyers are tired of empty promises. In this episode, I sit down with Matthew Paxton from McGrath South Brisbane, who has built his success on efficient systems, tight databasing and genuine nurturing. With 62 sales in the past year, Matthew shares exactly how he manages his database, qualifies buyers, and makes open homes stand out.

◼️ Why cold calls without relevance fail

◼️ How to build a tight, effective database

◼️ The buyer work that agents often miss

◼️ Making open homes memorable and productive

◼️ Non‑negotiables that drive consistent growth

Timestamps:

00:00:00 - Introduction

00:01:24 - Guest Introduction: Matthew Paxton

00:02:31 - Matthew's Real Estate Journey

00:04:31 - Defining and Managing a Database

00:05:53 - Call Strategies and Relevance

00:07:09 - The Death of Traditional Cold Calls

00:08:55 - Conjuncting with Other Agents

00:09:21 - Mail Marketing and Social Media

00:10:21 - Effective Open Homes

00:13:01 - Building a Database from Scratch

00:15:44 - Non-Negotiables in Real Estate

00:17:44 - Qualifying Buyers

00:18:07 - Structuring Buyer Follow-ups

00:22:02 - Ensuring Follow-up Consistency

00:25:08 - Importance of Buyer Qualification

00:26:11 - Criteria for Prioritizing Buyers

00:28:05 - Database Building and Seller Prospecting

00:30:07 - Strategic Text Messaging

00:32:01 - CRM and Data Management

00:33:52 - Case Studies and Demonstrating Value

00:35:18 - Providing Client References

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-lee-plum/

Follow Matthew Paxton:

https://www.instagram.com/mattpaxton.mcgrath/

https://www.linkedin.com/in/matthew-paxton-71b0697a/

Book an appointment: https://www.mcgrath.com.au/agents/matt-paxton-a1VRE000003ffWx2AI