One Year at Matthews...

It is hard to believe, but it's already been a year since I joined Matthews to help build their NYC presence. It was a very calculated decision at the time, but one can't help but look back and analyze how my expectations compare to the experience. Here are the five things that have become incredibly apparent to me and have cemented my mindset that Matthews is the place to build a brokerage business:

1. Boutique with Reach – We employ roughly 1,000 people across 25+ markets, but we interact like a 20-broker business. Companywide training, competitions, and travel events create a cross-office bond that opens up communication and lets voices be heard. Unless you have been a broker before, it can be hard to understand the value we bring to our clients by simply working at a firm that prioritizes our line of business and shares resources the way we do. I have felt this type of camaraderie at other firms (Massey Knakal / B6), but never imagined it could be done at a national level.
2. Pacesetting Leadership – I can't sum this up in two lines, but our leadership has a vested interest in our growth. We are led by a careful balance of previous brokers and corporate business developers. I can't think of any other firm of our size where the CEO and President personally conduct national brokerage training seminars. Every office has a Market Leader that comes from brokerage with the sole purpose of bringing out the best in their salespeople. Our managers lead from the front and set the pace, inspiring our salespeople to keep up.
3. Complete Vision – Private companies have the advantage of setting a clear and personal vision. I have had the opportunity to hear Kyle's vision for Matthews, and it is beyond impressive. It's not about shareholder return (we don't have shareholders) or IPO exit value; it's about creating the future ecosystem of brokerage. Sure, any broker can put a lease into ChatGPT and get an abstract or have AI create a 5-story rendering for your development site listing, but that is surface-level technology. What we are building will blow the roof off and change the way brokers conduct their business, giving salespeople their time back and the intelligence needed to ENGAGE the market.
4. Youthful Experience – I thought the next generation was lazy. I was very wrong. I had multiple 27-year-old brokers call me for advice on how they could grow their $3M+ business. That is humble experience right there. I have referred industrial, healthcare, and STNL opportunities to young salespeople across the country who serviced the business like 20-year professionals. Dedication and specialization easily overcome an age objection. This past year, we had professionals with decades of experience join us because they wanted to be a part of this energy. I have never felt this energized and hopeful.
5. Effective Recruiting – I thoroughly enjoy sharing my honest experience with other recruits, so management involves me in their local hiring process. It is impressive to see how they can tailor offers to new brokers that are very competitive but don't stray from our core values. This type of recruiting takes bold thinking, discipline, and awareness, but it's one of the reasons I am here at Matthews. Our recruiting team is transparent and calculated while at the same time giving new employees what they need to succeed without a ceiling. If you are considering a move, talk to us.

I want to thank Matthews for an unbelievable year and for investing in me so I can invest in them. Looking forward to a blowout year in 2025 and happy to speak to anyone about my experience so far. Have a happy holiday season!

DJ Johnston

Executive Vice President

NYC Investment Sales

[email protected]

Tel: (914) 584-7422