Since joining ResortBrokers in 2021, Frank Matus has carved his own niche in Brisbane’s management rights sector as a small- to medium business specialist.
“I get a lot of engagement with people because I’m not from a real estate background,” says Frank.
“What interests me most is helping people grow their business, whether it’s small, medium or large. I see myself more as a business consultant or specialist than a real estate guy.”
Prior to being a broker, Frank spent a career driving growth, profitability and brand awareness across a range of industries, both in Australia and abroad in China, Europe and the Middle East.
“I’m really happy to have had the opportunity to bring the benefit of that experience to the management rights space over these last few years,” says Frank.
Frank’s notable management rights sales include Jade Apartments, a premium 369-apartment complex in Albion; Lincoln on the Park and Mode Apartments, in Greenslopes and Newstead respectively, comprising 250 apartments in total, sold in one line; the iconic Powerhouse Apartments and Terraces, a 121-apartment complex in New Farm; the 221-apartment Illumina high-rise in Toowong; the 263-apartment Skyring Apartments and 181-apartment Gasworks Residences in Newstead; and The Miro and Atrio, two boutique short-stay properties in Fortitude Valley, comprising 135 apartments in total, sold in one line.
Since 2021, Frank has sold 29 management rights businesses with a combined value of over $62 million. His listing-to-sale conversion rate is one of the highest in the industry.
“If I list your business, I’m committed to selling it,” says Frank.
“I’m not a broker that lists you just to get the listing. That’s not ResortBrokers’ way, nor my own. Transactions are getting harder to settle and you need someone in your corner who’ll fight for you with deftness, enthusiasm and expertise.”
“Management rights transactions are complex with many moving parts involving ongoing coordination between seller, buyer, body corporate committees, solicitors and banks. As the broker bringing these different threads together, you need to be a relationship specialist and expert communicator in order to navigate a deal through to settlement.”
“Being on the level with all stakeholders in a management rights transaction is absolutely key. People appreciate honesty; they like you being straight with them. These qualities give you authenticity and build trust, which is vital in maintaining ongoing relationships of value.”
“I don’t like the word ‘salesperson’ as it doesn’t adequately describe the role of a broker in building businesses. For me, it’s not so much about the sale but the opportunity. People who buy management rights businesses are entrepreneurially minded. A first caretaking business is often a steppingstone to building a portfolio.”
“Working with clients to develop their businesses is what I really enjoy and where my skill set in driving growth and seeing opportunity comes into play. My job is to bring my clients closer to their goals of getting their businesses to where they want them to be. I consider myself a business development specialist with a real estate license.”
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