SOUTHERN FLORIDA EDITION
1 Billion-Plus Reasons Why You Should be Active on Facebook
The Daily Schedule of a Successful Real Estate Agent
EMOTIONAL FLUENCY:
Welcome Home: WORKING WITH RELOCATORS IN TRANSITION
HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH
COVER STORY
RICKY KALLABAT
SOUTHERN FLORIDA EDITION
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RICKY KALLABAT
CONTENTS 4) THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT
15) 1 BILLION-PLUS REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK
6) WELCOME HOME: WORKING WITH RELOCATORS IN TRANSITION
20) EMOTIONAL FLUENCY: HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH
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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. 4
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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Welcome Home:
Working with Relocators in Transition People stage moves for all sorts of reasons. From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do? For starters, envision the big picture. Relocators have extra obstacles between them and 6
their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be
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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.
Create a full-scale timeline for you and your client that makes expectations clear. Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation. Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips. Top Agent Magazine
Attune your communication style so that nothing goes overlooked or miscommunicated. Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.
Be a local resource with vetted recommendations and vendors on-hand. Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations. Have a contractor who can get a head-start on home projects while clients make the move?
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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.
Think outside the box when weighing variables. Relocations aren’t your typical transaction. You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away? Are there time zone differences to factor in?
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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go. There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.
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RICKY KALLABAT Top Agent Magazine
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Real Deal Ricky: The Unstoppable CEO Revolutionizing Miami’s Real Estate Market Meet the Superstar Top Producer Creating Waves and Winning Hearts in the World of Real Estate Miami’s real estate market has witnessed a seismic shift with the rise of a true industry titan: Real Deal Ricky (Ricky Kallabat), the CEO of a superstar top-producing real estate group Miami Living & Lauderdale Living. Loved by clients and feared by competitors, Ricky has cemented his reputation as the unstoppable force reshaping Miami’s property landscape. During the late 1990s, Ricky thrived as a Financial Advisor catering to high-networth clients with a keen interest in real estate investment. Intrigued by the immense potential of the property market, he pursued a real estate license and dedicated himself to assisting friends in buying and selling their homes. In a remarkably short span of time, Ricky decided to make a career shift, embracing the role of a full-time REALTOR®. Following several relocations, from Detroit, Michigan to Dubai, and eventually settling in Miami in 2011, Ricky’s journey led him to establish Miami Living in 2016. Today, his brand flourishes across seven locations, spanning three counties in southeast Florida. With an uncanny ability to turn dreams into reality, Ricky has become the go-to expert for buyers, sellers, and investors seeking unparalleled success in the ever-evolving world of real 10 Copyright Top Agent Magazine
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estate. His name has become synonymous with excellence, innovation, and a genuine passion for helping his clients achieve their goals. Ricky discusses what he calls “The Art and Science Paradigm” in his latest co-authored book Luxury Home Selling Mastery II, which hit shelves in 2022. One of the key factors behind Ricky’s extraordinary success is his commitment to client satisfaction. While many real estate professionals are content with simply closing deals, Ricky goes above and beyond, building long-lasting relationships with his clients. He treats each transaction as an opportunity to create a positive impact, ensuring that his clients
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not only find their dream homes but also receive the personalized attention they deserve. Over the past two decades, Ricky has achieved resounding success, closing thousands of real estate transactions. His reputation extends beyond providing top-tier real estate services, as he and his team are renowned for prioritizing their clients in every interaction. This is evidenced by the over 500 5-star online reviews received from past clients. A true visionary, Ricky has embraced cutting-edge technology and leveraged it to his advantage. He understands that staying ahead of the curve is crucial
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Top Agent Ricky Kallabat’s journey led him to establish Miami Living in 2016. Today, his brand flourishes across seven locations, spanning three counties in southeast Florida. in such a competitive market, which is why he has implemented state-of-the-art tools and platforms to streamline the buying and selling processes. With his finger on the pulse of the latest market trends and data analytics, Ricky consistently delivers results that surpass expectations. He remains at the forefront of marketing, diligently employing the latest strategies. As a Certified Luxury Home Marketing Specialist Copyright Top Agent Magazine 12
(CLHMS), he leads a team of six digital marketing experts and 14 licensed REALTOR®s who work tirelessly to promote and sell their listings. They skillfully leverage platforms such as Google ads, Instagram Reels, social media marketing, and YouTube drone videos, while also employing traditional marketing tools like flyers and postcards. His team regularly sells properties before they even hit the market through their powerful database of over 150,000 contacts! Top Agent Magazine
But it’s not just his business acumen that sets Ricky apart; it’s his infectious charisma and unrelenting dedication to his craft. Known for his larger-than-life personality, Ricky’s passion for real estate is contagious, and his clients often find themselves swept up in his excitement. Whether he’s showcasing a luxurious waterfront mansion or a trendy downtown condo, his enthusiasm is contagious, making every property tour an unforgettable experience. Ricky’s achievements have earned him features in esteemed publications such as Top 100 Magazine, 9fi5th Luxury Real Estate, The Real Deal, and Miami Today. In addition to his exceptional client service, Ricky is also a prominent figure in the community. A firm believer in giving back, he actively supports local charities and initiatives that aim to uplift Miami’s residents. Ricky’s philanthropic endeavors have earned him respect not only
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as a savvy entrepreneur but also as a compassionate human being. Ricky’s family-oriented nature shines through in his personal life. With one son currently enrolled in second grade, Maxwell, and one in first grade, Morgan, Ricky actively participates in their activities and holds membership in the Parent Teacher Association (PTA). Additionally, Ricky cherishes the joys of travel and values the opportunity to share new places and experiences with his loved ones, which they reference as “Kallabat Adventures!” The success of Ricky’s real estate groups is a testament to his exceptional leadership skills. Under his guidance, the team has flourished, consistently setting new industry standards and breaking records. Ricky’s contagious energy has created a vibrant work environment where innovation thrives, attracting top talent and ensuring the continued growth and success of
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his company. Since January, Ricky has welcomed ten new members to his team, with plans for continued growth expanding into new territories throughout the country. He firmly believes that “Success comes through helping others achieve success,” underscoring the importance of assembling an exceptional team for outstanding results. Ricky’s long-term vision revolves around establishing team leaders in all areas serviced by the Miami Living brand. Their mission is eloquently encapsulated in their tagline, “Unveiling luxury lifestyles one client at a time.” As Real Deal Ricky continues to revolutionize Miami’s real estate market, there seems to be no
limit to his accomplishments. With an ever-expanding client base, a passion for excellence, and a dynamic team by his side, he is destined to leave an indelible mark on the city’s skyline. If you’re in the market for a real estate experience like no other, look no further than Real Deal Ricky and his superstar top-producing real estate group. Brace yourself for a thrilling journey as Ricky takes you on an unforgettable ride through the world of Miami’s most coveted properties. Get ready to witness firsthand why he is the CEO everyone is talking about—the one who is redefining the very essence of success in the real estate industry.
To learn more about Ricky, please call 305-747-5117, email Richardk@kw.com, or visit miamilivinghomes.com www.
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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. Top Agent Magazine
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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. 16
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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. Top Agent Magazine
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Laughs!
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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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