Reaching the top of the real estate industry takes more than chasing gross commission income (GCI), with resilience, relationships, and knowing when to step back proving critical to long-term success.

On Real Estate Exposed, REB deputy editor Emilie Lauer is joined by Matthew Smythe from Belle Property Neutral Bay to discuss what it takes to build a successful career and remain competitive after two decades in the industry.

Smythe reflects on starting out at 30, entering a relatively unknown brand and building his name through relentless prospecting and cold calling. He explains how his definition of success has changed over time, with family, great clients, and enjoying the journey becoming just as important as GCI.

The conversation turns to the changing role of the agent, with Smythe arguing that sales data alone no longer creates a point of difference.

Instead, agents need to understand what the numbers mean for each client, uncover their motivations, and help them make decisions around the next stage of their lives.

Smythe also explains why building a strong team has been critical to his longevity, allowing him to focus on relationships while others handle administration and prospecting.

He shares the importance of working efficiently rather than simply working longer hours, while maintaining balance and enjoying the highs and lows of the industry.