“Find out what type of prospecting you enjoy the most, then prospect, prospect, prospect.”
A 14-hour workday is an easy stint for Larry Matos, a dairy farmer’s son who remembers getting up at 5 a.m. to feed the cows.
“To me, real estate isn’t work,” says Matos. “The dairy business is work. Cows don’t recognize weekends and holidays, and they need to be fed even when it’s freezing outside.”
Matos brought his farm-bred work ethic into the real estate business seven years ago, and now, at 27, he’s the owner of the second largest real estate company in Stanislaus County, in the heart of the California agriculture belt. He and a partner own five Century 21 M&M and Associates offices, whose 120 salespeople closed $180 million in volume last year.
To keep his business growing, Matos relies on his salespeople. “I try to set the right tone by bringing in the values I learned on the farm: working hard, staying upbeat, and creating an atmosphere in which we know we can count on one another.”