GEORGIA 5-22-23

GEORGIA EDITION

The Daily Schedule of a Successful Real Estate Agent

EMOTIONAL FLUENCY:

HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

1 Billion-Plus Reasons Why You Should be Active on Facebook

Creative Ways to Say

THANK YOU

COVER STORY

KAIYA DOWTIN

GEORGIA EDITION

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KAIYA DOWTIN

CONTENTS 4) THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT 6) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

15) 1 BILLION-PLUS REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK 18) CREATIVE WAYS TO SAY THANK YOU 20) EMOTIONAL FLUENCY: HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH

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Laughs!

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 6

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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KAIYA DOWTIN

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Top Agent Kaiya Dowtin is the Owner, Broker of Dowtin Realty & Co, a new upscale Real Estate Firm serving the metro Atlanta area, including Cobb, Paulding, Fulton, and DeKalb counties.

Coming from a background in healthcare, Kaiya Dowtin brings a deep compassion and a knack for education to the world of real estate. “Real estate opened up a whole new area of opportunity for me that I had never imagined before,” Kaiya says. “I decided that real estate would be a great way to help people, and I had to pursue it with all my heart, 100%.” After leaving her job as an Assistant Vice President for a healthcare company to dedicate herself fully to real estate, Kaiya was able to scale her business quickly and achieve Top Producer for 2022, a feat she is on track to repeat 10 Copyright Top Agent Magazine

again this year. “It’s been an amazing journey, and I absolutely love real estate,” Kaiya says. “It was the best career decision I’ve ever made.”

Kaiya Dowtin is the Owner, Broker of Dowtin Realty & Co, a new upscale Real Estate Firm serving the metro Atlanta area, including Cobb, Paulding, Fulton, and DeKalb counties. She is a coach and certified mentor, as well as a Certified Luxury Home Marketing Specialist specializing in high end homes. Dowtin Realty & Co, led by Kaiya Dowtin, is a hybrid real estate brokerage Top Agent Magazine

that combines traditional services with modern technology to provide a personalized and efficient experience for agents and clients alike. With Dowtin Realty & Co, you can expect expert guidance and smooth transactions when buying or selling a home.

Dowtin Realty & Co is not just another real estate brokerage - it’s a dynamic, innovative, and community-driven company that is committed to providing an exceptional experience for each and every client.

Led by visionary Broker, Owner Kaiya Dowtin, this vibrant brokerage is poised to shake up the industry with its fresh new insights, cutting-edge technology, and unparalleled customer service. “At Dowtin

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Realty & Co’s brokerage, we are committed to providing a holistic experience for our clients and team members,” Kaiya says. “Our core values of faith, integrity, and trust guide everything we do, as we strive to create an inclusive and customer-centric environment. With our focus on building relationships and providing personalized service, we aim to be the premier choice for all your real estate needs.”

At Dowtin Realty & Co, the focus is on building relationships with clients and creating customized solutions that meet their unique needs. Whether you’re buying, selling, or investing in real estate,

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Kaiya is a coach and certified mentor, as well as a Certified Luxury Home Marketing Specialist specializing in high end homes.

100% of Kaiya’s business comes from referral clients, a feat that demonstrates the trust and confidence she inspires. the team at Dowtin Realty & Co has the expertise and passion to help you achieve your goals. With a keen sense of style and real estate prowess, Kaiya Dowtin has earned a reputation as a top-producing professional - and she’s ready to take her business to the next level with Dowtin Realty & Co. But what truly sets Dowtin Realty & Co apart is its commitment to community, culture, and collaboration. Luxury At Every Level isn’t just a catchy slogan - it’s a value statement that drives every aspect of the business. From the first consultation to the final closing, clients can expect personalized attention and a level of service that exceeds their expectations. At Dowtin Realty & Co, it’s not just Copyright Top Agent Magazine 12

about making a sale - it’s about creating a lasting relationship.

Impressively, 100% of Kaiya’s business comes from referral clients, a feat that demonstrates the trust and confidence she inspires. “I try to provide a personalized concierge experience for my clients,” she explains. “I call myself a real estate strategist, because I don’t just help clients sell or buy property. I educate my clients through the process, even if they’re a seasoned seller or repeat buyer. The needs are different based on each individual, and I try to come to the experience from the client’s perspective, considering what they need and how I can help them meet that need.”

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When it comes to marketing her listings, Kaiya goes above and beyond to achieve maximum exposure. She provides complimentary staging on her listings, and her eye for design is a value add for her sellers. Kaiya also holds fun and unique open houses, incorporating themes such as wine and cheese with light jazz, or muffins and mimosas for a morning open house. “I also do a lot of outreach to agents who are within my company and who may have clients who are relocating to Georgia or have a specific need,” Kaiya says. That’s in addition to customized flyers and social media marketing, including posting to real estate groups on Facebook. All that effort pays off, and Kaiya gets her sellers under contract quickly.

Kaiya is very engaged in her community, both professionally and at large. She is the Director of Events for the Women’s Council of REALTORS® and the Chair for the Cobb Association of REALTORS®, where she has oversight over the Inclusion, Diversity, Equity and Action Committee. She volunteers

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to help and support community drives, which have included a backpack drive and a diaper drive.

When she’s not working or giving back, Kaiya is an avid traveler and phenomenal cook who loves spending time with her family. She is also a serial entrepreneur, and is excited to be in the process of launching her own apparel line.

Kaiya Dowtin is a force to be reckoned with in both the real estate and fashion industries. As a successful broker, realtor, and former healthcare executive, she knows what it takes to build an empire. Her passion for both real estate and fashion has led her to create her own apparel line, BrokerBAE, which launched on April 17th. The line is designed to inspire, affirm, and empower, with BAE standing for Building A Empire. The versatile shirt is perfect for today’s working real estate professional, and as a mother, wife, boss, and entrepreneur herself, Kaiya understands the importance of feeling inspired while wearing her brand. If you’re looking to learn more or get your

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own BrokerBAE shirt, head over to brokerbaeshop. com and see for yourself what all the buzz is about.

Above all, for Kaiya, real estate is about helping people. “It’s the nurse in me,” she says. “I lead with my heart first, and my head second. I have an ability to engage with each and every client regardless of their situation, including the first-time homebuyer starting out at a lower price point. It excites me to know that they are able to accomplish the goal of homeownership when they thought it was never possible. That fills my cup on a daily basis, and I

feel that I am living my purpose. To me it’s a gift and an honor to be a part of that life experience with homeowners, whether they are buying or selling.”

If you’re looking for a real estate experience that is truly different, look no further than Dowtin Realty & Co. With its innovative approach, vibrant culture, and unwavering commitment to client satisfaction, this brokerage is poised to revolutionize the industry - and you won’t want to miss out on the journey. Experience the Difference with Dowtin Realty & Co.

For more information about Kaiya Dowtin, call 678-468-8511, email kd@dowtinrealtyco.com, or visit her online at Dowtinrealtyco.com https://www.instagram.com/jen_newman_homes/

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1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently 20

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client Top Agent Magazine

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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