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Makeover Update

•  Wasting energy on wrong market.
•  Tips for targeting the right prospects.

Meet the Expert
Pat Zaby’s contributions to real estate through speaking, writing, and software development have earned him the recognition and respect as one
of the industry’s authorities. For more information about Zaby, visit

Shelly Montalvo and Janie Coffey, co-owners of Papillon Real Estate in Coral Gables, needed advice on how to keep their boutique firm operating profitably. In the Makeover article titled “Growing Pains” (page 50 of the November 2007 issue of Florida Realtor magazine), real estate coach Bob Corcoran gave the duo tips on how to create the kind of company they envision.

Since then, Montalvo and Coffey were hired by the developers of Saddle Ridge, an equestrian community in Sebring, to help bring that project to fruition. And they say Corcoran’s advice has helped them stay focused on the tasks at hand. “Knowing how to divide our responsibilities has been very positive [during this transition],” says Coffey. “As we get more involved in the sales of this development I feel we will [implement] more of the tips and follow-up strategies that Bob suggested.”