Matt Cheney - Serving Clients, Not Selling Houses: A Realtor's Philosophy

From selling 1,000 condominiums over a decade to building a thriving luxury real estate business at Cheney & Co. at Compass, Matt Cheney's unconventional path offers valuable insights for anyone navigating the competitive real estate landscape. With remarkable candor, Matt reveals how he built his business without a mentor—"the hard way"—and learned crucial lessons about removing ego from client interactions.At the heart of Matt's philosophy lies a refreshing client-centered approach. "Every client starts with a blank canvas," he explains, describing how he tailored his business to focus on individual client needs rather than specific markets. This shift unlocked greater abundance and business growth than he initially imagined. Instead of using formulaic questionnaires, Matt relies on active listening and genuine relationship building, allowing him to adapt to each client's unique timeline and objectives.The conversation takes a heartwarming turn when Matt shares how his chocolate lab Duke—who has his own Instagram handle—led to meeting his wife while walking through the neighborhood. Their teamwork enables both to balance demanding careers with raising two daughters, demonstrating the importance of coordination and clear communication in both personal and professional spheres.Matt's marketing approach emphasizes consistency above all else, particularly with video content—something he initially resisted but embraced after seeing positive feedback. For those hesitant to appear on camera, his advice is straightforward: "Your competitors are doing it. If you don't, they'll get the business." He notes that clients aren't judging us the way we judge ourselves, they're simply seeking connection.Perhaps most valuable is Matt's guiding principle: remain polite, professional, and positive while avoiding discussions of religion or politics with clients. By maintaining calm during what is typically a stressful life event, he provides the steady guidance clients need to navigate complex real estate transactions successfully. For anyone looking to build lasting client relationships that generate referrals and repeat business, Matt Cheney's journey offers a masterclass in client service excellence.