Matthew W Johnston: Building Trust in Real Estate and in the Community

Matthew W Johnston is a residential and commercial Realtor with Fulton Grace Realty, where he works under the name Matthew W Johnston Real Estate. He helps clients buy, sell, rent, and invest in real estate, and he also works with people looking to purchase or lease storefront spaces. Matthew was born in Chicago and raised in Oak Park, Illinois. He has spent a good deal of time traveling, but he never found a city outside of Chicago that felt like home. His life is full beyond real estate. He shares head coaching duties for the Oak Park River Forest High School speech team, serves on the board of the Oak Park and River Forest Chamber of Commerce, and plays outfield in a recreational 12-inch softball league, where, by his own account, he is semi-decent. This year, Matthew was named one of the top ten most trustworthy realtors in Illinois, a recognition based on his client reviews. “I can’t think of a higher honor than that,” he said. The recognition came straight from the people he has worked with, and it fits the way he approaches both his business and his community.

A Week in Richmond

This summer, Matthew took one of his students to Nationals in Richmond, Virginia, to compete in US extemporaneous speaking. They spent a week in competition, with the student speaking and Matthew serving as an unpaid judge. He makes trips like this once or twice a year, depending on how many students advance through the State series or the National series. It is not work that shows up in a sales report, but families trust him with their kids for a week of travel and competition. For Matthew, the purpose is clear. He wants to help students make the move from being kids to young adults while “expanding minds from the bubble we live in.”

Learning How Every Industry Connects

Matthew does not describe himself as someone shaking up the real estate business. “I don’t feel that I disrupt the industry,” he said. “I find more value in learning as much as I possibly can about not only my industry but how every industry feeds into it.” His seat on the Chamber board is a good example. “I may not get a client from another board member, but I will get knowledge about their industry and what is important to them when it comes to real estate,” he explained. The same is true at speech tournaments, where he spends time with teachers from competing schools across the western suburbs. Those relationships give him knowledge and personal contacts that other brokers can’t provide.

Managing Expectations on Both Sides

The biggest challenges Matthew sees are low inventory for buyers and unrealistic expectations for sellers. With buyers, he starts with where they are looking, what their budget is, and what to do in a multiple-offer situation. From there, he avoids showing properties that would be out of reach and tells clients up front what challenges they may face. “It’s all about managing expectations,” he said, “When it’s a multiple-offer situation, you need to know your walk-away number.” That is the number that you are willing to lose the house over. According to him, “That number dictates everything: how much the offer is, how many concessions we will make, etc.” Sellers need the same honesty. Depending on location, it may be a seller’s market, but that does not mean buyers will overlook everything. “You still need to present a full package that will draw the most people into purchasing your property,” he said.

Advice for Buyers

Matthew’s advice for buyers is practical. Know where you want to live and what your timeline is: “Part of managing expectations is knowing when you need to be in your new home. It affects everything if you need to be in a house in two months vs. twelve.” Be clear about what you are comfortable spending on housing each month. And ask questions. “There are no stupid questions,” he said. “I do not expect you to know or remember everything we’ve talked about in this process, and I want you to be 100 percent comfortable and content with the decision you’ve made.” That patience comes from experience. He has worked in customer service since he was 12. “There is something about doing something to make another’s life, day, or moment easier that I enjoy,” he said. The difference now is that he can choose who he works with.

Lessons Learned and What Comes Next

Matthew can laugh about some of his mistakes, like bleaching his hair blond in his 20s. Others taught him more. Oversharing about himself once caused him the most problems, but learning from it helped him stay quiet when negotiating. This year, he has passed $4 million in closed sales and is close to $4.5 million. Next year, he will serve as Vice President of the Chamber board. He plans to grow his marketing and become more involved in Oak Park, River Forest, and Galewood. The speech team has goals too. “If the team works hard and gets the right judges, we’ll be heading back down to Peoria for State in February,” he said.

Awards matter to him, but they are not the point. Matthew’s real goal is to be a voice of calm and reason while people make one of the largest purchases of their lives. His clients have already noticed.