Time blocking, consistent training, and a strong CRM system helps you manage high-volume real estate deals without losing your sanity.
Most agents dream of scaling quickly, but few manage to do it without sacrificing their sanity. Kaleb Burke is one of the exceptions. He closed over 30 real estate deals in just six months, a milestone that didn’t happen by accident.
Managing that volume required discipline, structure, and systems that allowed him to stay consistent without burning out. Kaleb shared his secret: four habits and tools that helped him reach that milestone.
1. Time-blocking. Kaleb time-blocks every morning from 8:30 a.m. to 11:00 a.m. exclusively for lead generation and past client follow-ups. That non-negotiable window lays the groundwork for future business and protects the pipeline every agent depends on.
Once 11:00 hits, the rest of his day is devoted to appointments, showings, negotiations, listing meetings, and buyer consults. Evenings are set aside for client schedules and keeping current transactions moving forward.
2. Effective communication. No two deals are alike, and each can demand a different level of time and attention. Clear and frequent communication is key. Many of his clients become friends, and part of earning that trust is making sure they always know what’s next. When expectations are clear, there’s less confusion, and the entire process becomes more efficient.
“In a real estate business, structure beats hustle every time.”
3. Implement a CRM. One of his business’s most significant turning points was implementing a CRM. While it might seem like a basic tool, Kaleb credits it with keeping his workflow focused and scalable.
An agent might get away with being disorganized if they’re handling deals at a lower volume, but once the number of deals climbs, that just doesn’t cut it. His CRM tells him precisely who to call, when to follow up, and what to prioritize, freeing him to focus on high-impact tasks like negotiating and showing homes.
4. Invest in training and development. Every weekday starts with role-playing to sharpen his skills and mindset. On Mondays and Fridays, Kaleb joins calls with top industry coaches, which he says completely reframes his thinking. Seeing agents who consistently close hundreds of deals each year pushes him to question his own approach and level up his systems.
Kaleb’s transition to eXp Realty marked a significant change in his business. Surrounded by high-performing agents using cloud-based models, his team discovered new opportunities. They now support an increasing number of out-of-state buyers moving to Michigan, and being part of a global network has broadened their reach and improved their service.
So, what’s his motto? It’s simple: “You can’t buy a Porsche doing bicycle business.” It’s his reminder to stop playing small and treat this like a real business.
If you’d like to connect with Kaleb, you can reach him at (517) 290-0723. If you have coaching inquiries or questions about how we can help grow your business, contact (517) 343-1760 or email jeff@jeffburkecoaching.com. Let’s build your career in real estate, together.
