The Realtor Who Did 400 Deals in a Year With Zero Lead Gen

In this powerful rerun episode of Rethink Real Estate, Ben Brady is joined by Matthew Miale, CEO and Realtor of The Miale Team at Keller Williams, to break down exactly how he built one of the most dominant, listing‑focused real estate teams in the country — closing over 400 transactions a year without relying on cold calls, internet leads, or gimmicks.Matthew shares the philosophy that has shaped his entire business: simplify what the industry overcomplicates and double down on relationships. From redefining what “systems and processes” really mean, to scrapping the traditional buyer‑agent vs. listing‑agent team model, this episode is a masterclass in building a scalable business rooted in trust, service, and database growth. If you’re a solo agent, team leader, or somewhere in between, there are practical takeaways you can apply immediately.The conversation dives deep into how Matthew’s team generates 80%+ of its transactions from sphere, why every agent must start with a minimum database of 400 people, and how client events, open houses, and consistent relationship nurturing outperform transactional lead chasing — especially in tougher markets. Ben and Matthew also tackle bigger industry topics, including commission decoupling, private exclusives, MLS changes, and why “hard markets” reward agents who focus on fundamentals.This is a must‑listen episode if you want to build a resilient, listing‑driven business that thrives in any market cycle and carries momentum into 2026 and beyond.Timestamps & Key Topics:[00:00:00] – Why this episode matters heading into 2026[00:02:06] – Simplifying systems instead of overcomplicating real estate[00:03:28] – “Sideline to sideline” activity vs. real production[00:05:11] – Building a business on relationships, not cold calls[00:06:39] – Becoming the #1 listing team in Connecticut[00:08:36] – Why the specialist team model fails[00:10:24] – The power of database over strangers[00:11:50] – Why 80%+ of deals come from sphere[00:12:56] – The 400‑contact rule every agent must follow[00:15:02] – Client events as conversation starters, not marketing stunts[00:18:40] – Service vs. sales mindset in real estate[00:24:19] – Why open houses are still king[00:26:11] – “One new friend a day” strategy[00:28:22] – Navigating hard markets and industry cycles[00:32:32] – Buyer commissions, decoupling, and professionalism[00:36:11] – Private exclusives, MLS, and consumer impact[00:39:55] – Why transparency ultimately benefits consumers🔗 Related Resources Below:🌐 For more information on Harcourts Auctions our non-distressed auction platform feel free to visit https://www.harcourtsauctions.com🔗 Connect with Matthew Miale and The Miale Team at Keller Williams:https://themialeteam.com/https://www.facebook.com/MialeTeamhttps://www.linkedin.com/in/matthewmiale/https://www.instagram.com/themialeteamkw🔗 Connect with Ben Brady and Harcourts Auctions: ⁣https://www.facebook.com/Benbradyharcourts⁣ ⁣https://www.linkedin.com/in/ben-brady-0b223517⁣ ⁣https://www.instagram.com/harcourtsauctions⁣ ⁣https://www.facebook.com/HarcourtsAuctionsIf this episode helped you rethink how you grow your real estate business, like, comment, and subscribe on your preferred platform. Roughly 75% of our audience isn’t subscribed yet — and your support helps us keep bringing these conversations to more agents around the world.