Charlotte Real Estate – Matt Stone Team Has Created an Independent and Innovative Agency here in CLT!
Written by: Heather Pluard
Matt Stone began his career at age 16 by calling on homebuilders and landing an internship in his junior year of high school. He was such a natural that by his senior year, a builder asked Matt to get his license and start selling new homes for him. “My parents were a little freaked out at the time because I walked away from four college scholarships to architecture schools to go into real estate instead,” Matt says. “But I sold nearly $4-million my first year in the business, and I loved it.”
Since then, Matt hasn’t looked back – not even when the market crashed in 2008, just two years after he graduated high school. Instead of exiting the business like so many other agents were doing at the time, Matt adapted. “I moved to Charlotte and in 2009 opened a property management company,” he says. “I started renting out houses that weren’t selling because of the down economy.”
By the time he was 21-years-old, Matt’s company had more than $60-million in assets under management. “I moved everything to a cloud-based business and streamlined what was historically a very antiquated business,” Matt says. “This freed up my team to take on a much greater volume while keeping our costs low.”
That was the beginning of his next business venture. “Through property management, I met a lot of high-level investors who were buying a ton of properties and doing big projects in the Charlotte area,” Matt says. “I opened Matt Stone Real Estate in 2015 and put together a fantastic team to help with the workload. We’re one big family that works like crazy. All of our agents are persistent and performance-oriented, but we like to keep it fun and light. We’ll pop open a bottle of champagne to celebrate a good day!”
Matt and his team have a lot to celebrate. The group of five full-time agents and three referral agents sell an average of 150 homes a year and closed on more than $50-million worth of property in 2019. They rank in the top 1% of all real estate agents in the United States, in part because of their commitment to building long-lasting relationships and providing stand-out service. The team also includes three office support staff who make sure nothing falls through the cracks. Matt makes all post-transaction follow-up calls himself to stay in touch with clients and provide an extra level of customer care.
“The nice thing about being an independent agency, aside from keeping a franchise fee in our agents’ pockets, is our ability to think creatively and be flexible,” he explains. “I want my team out selling and shaking hands, not sitting in the office making cold calls and doing mandatory dialing.”
Innovative steps such as hiring an inside sales service to route all calls have helped. “Our phones are answered 24-hours a day, 365-days a year,” he says. “We have a great lead mix, with about a third of our sales coming from referrals, and we use numerous marketing channels to attract buyers and sellers. I like compartmentalizing the business so that our agents spend less than 10% of their time soliciting. We’re always looking for experienced, talented, tenacious agents to add to the team. We can generate a lot of new business for them.”
When Matt isn’t working, he and his husband Steed love to travel. They go to Spain at least once a year, but their favorite spot is their vacation home in the mountains. “We try to go every other weekend to unplug,” says Matt. “Nature is my creative space where I go to reenergize.”