“Listen to other professionals for ideas and feedback.”
Matteson started as a sales assistant eight years ago, earned her license a year later, and soon began teaching a CE class on buyer representation. Later she added classes for brokers and salespeople. “Teaching gives me the opportunity to help others. I define my success in my ability to see their progress,” she says.
Raising expectations: In 2002, Matteson was named sales manager for Beach Realty’s four offices and broker for its Kitty Hawk office. She helped the four offices double annual sales to $60 million by increasing staff training, replacing underperformers, and demanding accountability.
Providing support: “Each associate in my office has a written business and marketing plan with goals,” she says. To help them reach their goals, Matteson taps the advice of a business consultant and management coach. Last year, the 14 salespeople in Beach Realty’s four offices surpassed $70 million in sales volume. Her biggest success, she says, has been coaching one salesperson to increase annual sales from $3.5 million in 2003 to $7 million in the first 90 days of 2004.