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In this in-depth episode, we unpack the common mistake that costs real estate agents dearly: neglecting prompt follow-up with leads. Drawing on his personal experience and a wealth of industry insights, Jeff B reveals how even one missed call or delayed online response can mean losing a client—and ultimately, thousands of dollars over the long run.

Key Points Covered:

• Personal Anecdotes and Industry Reality:

Jeff B shares his own journey and the tough lessons he learned from his brother’s blunt critique: “Now you f***ing lost the client.” This anecdote sets the stage for understanding that success in real estate isn’t just about flashy listings—it’s about being relentlessly customer-focused.

• The Consequences of Inaction:

The episode details real-life scenarios where failing to follow up immediately not only leaves money on the table but also allows competitors to swoop in on eager clients. Jeff discusses a memorable incident involving a Swedish client whose repeated, timely follow-ups eventually turned into a long-term, lucrative relationship spanning both residential and office spaces.

• Critical Industry Statistics:

Listeners will hear eye-opening stats, such as:

• 32% of Estate Agents NEVER Answer Their Phones: With only about 37% of those agents returning missed calls, many potential clients are lost right out of the gate.

• 23% of Online Leads Are Ignored: The importance of the “Golden Window” is emphasized—a five-minute response time that can make your approach 21 times more effective than a call 30 minutes later, according to research.

• The Proven Blueprint for Success:

Drawing on proven methods from the top 1% of real estate professionals, Jeff lays out a simple yet effective strategy:

• Immediate Response: Always answer or promptly return calls and online inquiries.

• Structured Follow-Ups: Learn how to schedule follow-ups based on lead quality:

• Category A leads get daily or weekly attention.

• Category B, C, and D leads receive bi-weekly, monthly, or bi-monthly follow-ups respectively.

• Utilizing Technology: Embrace affordable CRM systems to keep your leads organized and ensure you follow through consistently.

• Personal Touch: Implement templated text messages or even pre-scripted video messages to add a personal yet efficient response to client inquiries.

• Practical Tools for Real Estate Agents:

The episode also highlights actionable resources:

• Real-life examples of successful lead management.

• Recommendations for CRM systems that can streamline your efforts.

• Tips on creating an effective communication strategy that prevents any lead from slipping through the cracks.

Conclusion and Call to Action:

Jeff B’s message is clear: in a market where every second counts, cultivating a reputation for quick, efficient, and reliable follow-up isn’t just a nice-to-have—it’s essential for survival. By adopting these practices, you not only build trust with your clients but also create a sustainable pathway to increased revenue and success.

Tune in to learn how to transform your lead management process and set yourself apart from the mediocre majority. Whether you’re a newcomer or a seasoned agent, this episode will equip you with the tools and mindset needed to leap ahead in the competitive world of real estate.

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In this deeply personal episode, a former CEO of RE/MAX Malta opens up about his journey from success to rock bottom and back again. He shares the challenges of stepping away from a company he built over 25 years, the toll it took on his mental health and relationships, and how he fought his way back.Key points covered:
• The growth and success of RE/MAX Malta under his leadership
• Implementing major changes in company culture and strategy
• Navigating the challenges of COVID-19 and emerging stronger
• His decision to leave the company and the subsequent struggle with depression
• The impact on his personal life, including his marriage
• How he overcame depression and rebuilt his life
• Insights on recognizing and addressing mental health issues

This episode is for entrepreneurs, business leaders, and anyone facing major life transitions or struggling with mental health. Join us for a story of resilience, self-discovery, and the power of vulnerability in the face of adversity.

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In this episode of the “Strive to Thrive” podcast, I had the honor of speaking with Kevin Buttigieg, my brother, mentor, and the chairman of Remax Malta. Kevin has been in the real estate business for 27 years, and he shared his journey from his early days of starting a small real estate firm with just three people to building a successful company and eventually opening Remax in Malta in 2004.

Kevin’s story is one of hard work and dedication. He started working at a young age, doing various jobs to earn money, and carried that work ethic into his real estate career. He talked about how, in the early days, before the digital age, success in real estate was all about socializing, making good relationships with clients, and always being available to help them. Kevin emphasized that while technology has made some aspects of the business easier, the core principles of building relationships, following up with clients, and giving 110% effort remain the same.

Throughout the conversation, Kevin highlighted three main pillars that have been crucial to his success: consistently giving maximum effort, maintaining excellent relationships with both landlords and clients, and always chasing opportunities. He also spoke about the importance of finding a niche and specializing in a specific area of real estate, which was a key factor in his achievement of becoming the Global Agent of the Year for Remax in 2018.

Kevin shared an insightful story about walking away from a deal when he knew it wasn’t in the client’s best interest, demonstrating his commitment to honesty and integrity in business. He believes that sticking to these values not only builds trust with clients but also ensures longevity in the industry.

Finally, Kevin offered advice to anyone looking to succeed in real estate: be prepared to work beyond the typical 9-to-5 hours, educate yourself about the market, and always follow up with your clients. He stressed that when someone is looking for a house, they will find one, whether it’s with you or someone else, so it’s crucial to be the one who’s best prepared and most dedicated to meeting their needs.

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Welcome to the Real Estate Conversation video podcast! Today, I had the pleasure of speaking with my brother, Kevin Buttigieg, the chairman of Remax Malta, who has been in the real estate industry for over 24 years. Kevin founded Remax in 2004 and has led the company through 15 years of consecutive growth, earning prestigious awards like the European Excellence Award and being crowned the Global Agent of the Year in Remax.

During our discussion, we delved into the current state of the real estate market in Malta, where we’ve seen three to five years of continuous growth, driven by foreign investments and an increasing number of expats needing both residential and commercial properties. This demand has also been fueled by various government schemes aimed at first-time and second-time buyers. However, the recent hike in prices has made it challenging for new couples to afford their first home.

Kevin addressed concerns about a potential slowdown in the market, noting that while the market is stabilizing, it isn’t necessarily declining. He emphasized that proper developers are not worried, but those who entered the market recently, often referred to as “cowboys,” should be concerned due to their lack of experience and the rising costs of sites.

We also discussed the importance of quality in real estate, with Kevin stressing that buyers deserve a high-end product, and developers who cut corners will ultimately harm their reputation. He highlighted the necessity of being honest with clients and delivering on promises, as this builds trust and ensures long-term success.

Kevin provided insights into the future of the real estate market, predicting stability over the next two to three years. He also touched on the importance of working with experienced and honest agents, who can guide buyers through the process, from understanding loan options to choosing the right property.

Lastly, we talked about the potential regulation of real estate agents, which Kevin supports as it would help eliminate unprofessional agents from the industry, making it a more credible profession. This regulation, combined with continued focus on quality and infrastructure, will ensure that Malta’s real estate market remains strong and attractive to both local and foreign buyers.

Overall, Kevin’s insights confirm that while the market may be stabilizing, there are still great opportunities, especially for those who work with reputable agents and developers. The key takeaway is the importance of honesty, quality, and professionalism in maintaining a healthy real estate market.

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Today, I had the pleasure of speaking with Mark Weingard, a British entrepreneur and philanthropist who has had a remarkable 36-year career, starting as a trader and later founding and selling a financial technology company. Mark is also the founder of Inyala Luxury Hotels and the Inspiration Foundation, and he has been living in Malta for the past nine years. Recently, he opened the Inyala Harbor House in Saint Barbara.

Mark shared his insights on leadership and the qualities needed to be a successful leader in today’s business world. He emphasized the importance of listening to both your team and customers, having a vision, and always being willing to learn. He also offered advice for young real estate agents, stressing the importance of bringing value to customers, understanding the market, and recognizing the long-term opportunities in real estate, especially in today’s inflationary environment.

Mark pointed out that in real estate, location is key, and agents should focus on areas with limited supply, such as historic places or properties with unique views. He also highlighted the importance of understanding the buyer’s needs and being honest and straightforward. According to Mark, it’s better to show one perfect property than several that don’t meet the client’s expectations.

He discussed the importance of prompt communication, advising agents to be responsive and avoid overwhelming clients with too many follow-ups. He also stressed the need for agents to understand their clients’ price points and quality expectations and to always be transparent about the properties they are showing.

Mark concluded by underscoring the significance of honesty in business. He believes that being straightforward and truthful builds trust, which is essential for long-term success. As he shared these valuable insights, Mark also mentioned his involvement in the upcoming Shark Tank show, which is set to air in April.

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In this episode of the “Strive to Thrive” podcast, I had the pleasure of speaking with Jo Caruana, an entrepreneur I’ve known and worked with for many years. Joe has been in business since 2006 and has successfully grown and rebranded her company, now known as the Finesse Group. The company has expanded into five different sections, employing a team of 16 people, and continues to thrive.

Jo shared her journey, explaining how she started as a journalist and gradually transitioned into business. She emphasized the importance of enjoying the journey, as she never imagined she would have a team or a company of this size. Despite the challenges, she finds great satisfaction in solving problems and growing her business organically.

We also discussed her passion for the Story Brand marketing framework, which she discovered during the pandemic. This framework, focused on using storytelling in marketing, resonated deeply with her and led her to become the only certified Story Brand expert in Malta. This certification has opened doors to international clients, significantly expanding her business’s reach.

Jo highlighted the importance of embracing technology and adapting to the fast-paced changes in the business world. She believes in the potential of online education and is actively developing Finesse Learning, which offers training in copywriting, PR, and customer care.

When asked about the values that drive her business, Jo emphasized the spirit of learning, the importance of genuinely caring for clients, and the power of kindness in business. She believes that being kind and treating people well is crucial in an increasingly competitive and automated world.

To anyone looking to thrive in business, Jo’s advice is to enjoy the journey, be grateful for your clients, and embrace technology while maintaining the human connection. She’s an inspiring ambassador for business, and I’m proud to be one of her clients.

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In today’s episode of The Real Estate Conversation, I had the pleasure of sitting down with Michael Gaia, a seasoned professional with 15 years in the real estate industry. Michael has successfully established his business in Gozo, opening offices in Victoria and Mgarr. We discussed the unique appeal of Gozo, an island in the Maltese archipelago, known as a hidden gem in the Mediterranean.

Gozo offers a distinct environment compared to Malta, with its peaceful atmosphere, picturesque beaches, and historical sites like the Ggantija Temples and the Citadel. The island has become a popular choice for Maltese people looking to invest in property, whether for rental income or as a second home. Foreigners, including notable celebrities, have also been drawn to Gozo’s charm.

The real estate market in Gozo is thriving, with properties being more affordably priced compared to Malta. This has created significant opportunities for investors, particularly in the area of second homes. In recent years, we’ve seen a substantial increase in property sales, which has prompted us to expand our operations, including opening a second office and increasing our team of agents.

We also touched on the thriving rental market in Gozo, which has seen remarkable growth, especially with increased demand from both local and foreign clients. Despite the rental returns not being as high as in Malta, the affordability of Gozo properties and the steady appreciation in value make it an attractive investment.

Additionally, we discussed the introduction of Special Designated Area (SDA) projects in Gozo, which offer luxury living with amenities and attract both Maltese and international buyers. These developments are raising the standard of living on the island and providing more options for discerning clients.

Overall, Gozo continues to be a sought-after location for both local and foreign investors, with a variety of properties available to suit different budgets and preferences. If Gozo was good enough for celebrities like Angelina Jolie and Brad Pitt, it’s certainly a place worth considering for anyone looking for a peaceful and beautiful place to invest in.

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The challenges of the real estate market are changing, and in this episode of The Real Estate Conversation, I discuss how these challenges are evolving. Over the last five years, demand in real estate has slightly outpaced supply, making it possible for agents to succeed without much training or even much effort in customer service. However, as the market shifts toward being more of a buyer’s market than a seller’s market, this is beginning to change.

My guest, Nathan Farrugia, is a highly versatile professional: a physiotherapist, MBA holder, keynote speaker, coach, motivator, triathlete, CEO of Shireburn Limited, and founder of UP Academy. Our discussion focuses on how persistence can be nurtured in a fluid market by individuals or even companies to achieve higher levels of productivity.

Nathan believes that resilience is crucial, encouraging people to regularly do the uncomfortable, as this builds the mental strength needed to face the ups and downs of self-employment or working in real estate. He advocates for a growth mindset that turns challenges into opportunities and emphasizes continuous self-improvement.

For those who are less inclined to take risks, Nathan suggests that “training is key,” particularly in understanding the property, the customer, and, most importantly, the process of closing deals. He highlights that both new and experienced agents must keep learning and adapting, especially in light of new technologies.

Creativity is another important topic we touched on, with Nathan emphasizing that it must exist to avoid getting stuck in old ways of thinking. He stresses that every environment presents challenges and that adaptability to the specific situation is vital.

Nathan also advocates for authenticity in agents’ approaches, as being genuine helps build client trust, which, in turn, leads to more successful transactions. He recommends creating a ‘not-to-do’ list as a productivity tool, allowing agents to focus more on value rather than just time.

When it comes to organizational leadership, Nathan notes the need for a culture that enables individual performance while fostering teamwork. He emphasizes the importance of interdependence, where each member’s strengths contribute to the organization’s overall success.

Finally, Nathan shares advice on preparing for the future: instead of stressing over what might happen, focus on ensuring that your current actions pave the way for future success. He concludes by advocating for a balance between planning and flexibility.

“Thank you, Nathan,” I concluded. “Let’s meet again on the next episode of The Real Estate Conversation.”

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In this podcast, I interviewed Alex Falzon, a Leadership coach and trainer based in Malta, and we discussed the impact a coach can have on sales results and the methods he uses to unlock the potential of his clients.  Alex has made a name for himself on the Island and provides value to his customers.  Here is the full episode here, or you can watch it here: https://www.youtube.com/watch?v=a4ECgsCcLqM

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Plenty of us often find ourselves working on so many things and not concentrating on the important business opportunities available that will make the hard cash you deserve.   Mark Micallef is a Top Producing Agent in Malta for several years and was ranked #1 in 2020 and shares his secrets to success in how he built his own business.  Join me and learn how to become an expert in your town on the "Strive to Thrive" podcast.  Catch you on the other side! 

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