Infographic

BUYING POWER 8 home financing programs to help buyers get into a home

ILLINOIS PROGRAMS

IHDA Mortgage The Illinois Housing Development Authority (IHDA) offers a variety of mortgage and down payment assistance products for Illinois homebuyers who meet income and other program guidelines: • Access Forgivable – Up to $6,000 in down payment assistance • Access Deferred – Up to $7,500 in down payment assistance • Access Repayable – Up to $10,000 in down payment assistance • 1stHomeIllinois – Available to first-time buyers in

Cook, Marion, St. Clair and

Winnebago counties only.

Buyers get $7,500 in down payment assistance.

Finally Home This Illinois State Treasurer’s Office program helps Illinois residents who might not qualify for a conventional loan purchase or refinance a home. Finally Home guarantees up to 10 percent of a qualifying loan.

NATIONWIDE PROGRAMS

Home Possible Mortgage Freddie Mac version of the 3 percent down payment mortgage is open to very low- to low-income borrowers who are first-time or repeat homebuyers. A credit score is not necessary and the source of the down payment is flexible. bit.ly/FM_HomePossibleMortgage

FHA Loans Federal Housing Administration (FHA) insures loans with down payments as low as 3.5 percent, affordable closing costs and the ability for borrowers with less-thanperfect credit to qualify. FHA maximum loan limits can vary by county and state. bit.ly/AboutFHAloans

HomeReady Mortgage Fannie Mae offers a mortgage with a 3 percent down payment for low-income, first-time and repeat buyers. Additional income sources are considered and coborrowers (parents for example) don’t have to live in the home.

VA Home Loans Available to qualifying veterans, active military members and eligible surviving spouses, these loans are guaranteed by the U.S. Department of Veterans Affairs and don’t require a down payment or mortgage insurance.

HomeOne Mortgage Freddie Mac’s first-time homebuyer solution that features a 3 percent down payment and maximum financing. There are no geographic or income limits for borrowers. bit.ly/HomeOneMortgage

USDA Guaranteed and Direct Loans U.S. Department of Agriculture (USDA) program assists low- and moderateincome consumer buy homes in eligible rural areas. The low-interest, fixed rate loans can be used to build, rehabilitate, improve or relocate a dwelling. bit.ly/USDAsinglefamily

In the midst of the COVID-19 pandemic, Illinois REALTORS ® CEO Gary Clayton and Deputy CEO Jeff Baker were thinking ahead of how the association could best serve members as they moved into a business environment and world that had changed.

Real estate is a business built on personal connections, but more of those are shifting online. Communities are coping with the economic fallout of the pandemic. And consumers want insight on what is ahead for the housing market

To help members thrive in these changing times, Illinois REALTORS ® has collected and created resources to give you all the tools you need for a new kind of ROI:

u Revitalize – our business, our communities, our state u Opportunity – to grow, to learn and to serve u Influence – to advocate for homeowners and private property rights in Illinois

“The goal of ROI is to contribute to the success and growth of Illinois and its communities,” says Baker, who will take over as the association’s CEO in 2021. “Illinois REALTORS ® is working to advance policies that bring housing stability and economic growth not just to existing economic centers but also to historically underserved and disproportionally impacted neighbors. Illinois REALTORS ® will use ROI to help achieve that mission.”

You’ll find information to help you strengthen your communities, promote innovation and growth, experience new perspectives and seize opportunities to help others.

In short, you will find the tools you need to improve your industry, your community and yourself.

Find these resources and more at www.IllinoisRealtors.org/ROI

After the upheaval from COVID-19, now is a good time to hit the reset button and reinvigorate your business and community.

First, ROI is providing some of the concrete information you need to run your business now as the pandemic continues. It includes office checklists, information you can share with your clients about saving their homes if they are facing financial hardships, news about factors impacting the housing market and even a tip sheet to share with clients about the benefits of selling during the current low inventory.

Revitalization also means restoring local communities and REALTORS ® — who pride themselves on being enthusiastic community boosters — have been out in force, working to build stronger communities. Some of these projects are highlighted in Community on pages 38-39.

REALTORS ® from all areas of the state have delivered food to healthcare workers, collected donations for

humane societies and pushed up their sleeves to beautify parks and natural areas in their communities.

Illinois REALTORS ® will be sharing the stories of their good works and the resources for National Association of REALTORS ® Placemaking Grants and Community Rebuilding Grants to help more REALTORS ® revitalize their communities.

u Video: Operating your office in the “new normal” u Protect Your Investment

Guide download u Protect Your Credit Guide download u Considerations for offices in

Phase 4 u NAR’s Workplace Re-entry

Checklist u Illinois housing market stats and forecasts

Challenges can often bring the greatest opportunities for reinvention and innovation. ROI will provide resources to help grow and develop not just your business, but also yourself — both personally and professionally.

As part of ROI, Illinois REALTORS ® will be putting a greater focus on improving diversity and inclusion. You can test your own implicit biases and find videos and information on ways to foster greater access to fair and affordable housing for all Illinois residents.

Illinois REALTORS ® is also partnering with the Illinois Real Estate Educational Foundation (REEF) for a two-part grant/scholarship initiative to increase diversity in the state’s real estate industry.

A new Diversity/Inclusion Grant Program will provide grants of up to $1,000 to firms and offices, enabling them to work with diversity and inclusion trainers to develop virtual programs tailored to their offices.

And the Illinois Minority Real Estate Scholarship will be expanded with Illinois REALTORS ® and REEF allocating money for 40 additional scholarships. When coupled with the 60 provided by the Illinois Department of Financial and

Professional Regulation (IDFPR), it brings the total to 100 annual scholarships aimed at encouraging more racial minority residents to pursue real estate careers. For more information about the scholarships and grants visit www.ilreef.org.

Illinois REALTORS ® is also working to bring more general educational tools directly to you. Earlier this year, the association partnered with Freddie Mac for a three-part webinar series on everything from homebuyer resources to specific lending products for older housing stock.

The goal is to be a leader in offering members enhanced opportunities to learn, grow and lead.

u Freddie Mac Webinar Series – three videos offering financing, housing counseling and preservation resources u NAR’s Pivot in Place videos share expert tips and updates u NAR’s Bias Override overcoming barriers to fair housing u Take the Implicit Bias Test

REALTORS ® are successful and influential advocates for real estate and homeownership at every level of public policy.

That was never more evident than in the early days of COVID19 when Illinois REALTORS ® successfully pushed to ensure that real estate be deemed an essential service while the state was under stay-at-home orders.

Because of that success, and efforts to make sure notarial acts were allowed to be executed remotely, REALTORS ® were able to work, represent their clients and make sure the vital economic engine of the housing market kept moving in Illinois.

Illinois REALTORS ® have built relationships that get things done.

When the inspections that are required for home purchases in Belleville were put on hold for more than 70 days this spring because of the pandemic, area REALTORS ® and their Governmental Affairs Director Ron Deedrick lobbied the city to get the inspection process resumed.

When conditions prevented the association’s Federal Political Coordinators (FPCs) from meeting with members of the Illinois Congressional delegation, the elected

officials made themselves available to meet for Let’s Talk Real Estate discussions on Zoom because of the influential relationships that have been built over the years.

REALTORS ® have shown they can wield positive leadership and influence to help policy leaders make good decisions.

Under ROI, Illinois REALTORS ® will build on that influence by taking a more proactive lobbying approach to push for positive changes in both the industry and public policy. That influence can be used to advance new ideas and structural change that other advocacy groups wouldn’t be able to tackle.

u Evictions and Emergency

Rental Assistance from

IHDA: FAQs answered u Capitol Conference @Home u Guidance on Open Houses and Tenant-Occupied

Properties u RELA Rewrite u REALTOR ® Party Housing

Opportunity Grants

Illinois REALTORS ® 2021 President Sue Miller enjoys the view from the McHenry Riverwalk pedestrian bridge.

By Bill Kozar, Content Marketing Specialist

Education has played a major role in Sue Miller’s life, in her development as a real estate professional and eventually becoming the Illinois REALTORS® 96 th president in 2021.

The lifelong McHenry resident has used her love of learning to shape her own career, help colleagues develop and lend a hand to the families and friends of REALTOR® members. It is part of the reason the managing broker for Coldwell Banker Real Estate Group says, “Real estate isn’t buying and selling. It is teaching the public to make better decisions.”

After earning a bachelor’s degree in education, Miller taught for a year, then worked in a veterinarian’s office, ran a resale store and dabbled with rehabbing properties before she decided that selling real estate might be her best career option.

“My grandfather was a developer and my grandmother was a silent developer, before women could work in that profession, the driving force behind my grandfather’s success,” she says. “So real estate is in my DNA. I saw the connection with it as a teacher/mentor.”

Miller enjoyed the pre-license and post-license training so much that she became a broker and an industry trainer. Over the years, she has earned 11 designations: ABR, BPOR, C2EX, CRB, CRS, GRI, ePro, LTG, PMN, SFR and SRS. She has advocated for rigorous standards for trainers, and she’s leaned on the advice of more experienced professionals to shape her thinking and the ways she runs her own business.

Early influences in her career she says, included positive reinforcement from her grandmother, her stepfather, her fourth-grade teacher, former local association executives Yvonne Beer,

Gerri Keating and Peggy Kayser. And one of the first persons she worked for in her real estate career played a key role.

“Jim Schaid, the broker-owner of RE/MAX Plaza, told me I had to give back to the real estate industry,” says Miller. “He encouraged me to get involved in the local association and work on committees. REALTORS® Toni Sherman, John C. Kmiecik and Jim Kinney all helped me as leaders. They taught me to develop others as future leaders through our phone calls, Facebook posts and faceto-face conversations.”

REALTORS® Lynn Madison and Sue Wiskowski-Fair as well as Illinois REALTORS® General Counsel and Vice President of Legal Services Betsy Urbance continue to inspire her and provide a wealth of valuable information.

Wiskowski-Fair, a broker for Realty Executives Premiere in Aurora, says, “I view her as a bright, able and thoughtful REALTOR®. She doesn’t always say ‘yes,’ and that is a good thing. She won’t go along to get along.”

As REALTORS® across Illinois strive to safely serve consumers in the wake of the COVID-19 pandemic, Miller is hopeful the economy, the industry and local communities will continue to adapt to changing conditions.

“As the 12 th woman president, I have a once-in-a-lifetime opportunity,” says Miller. “We’re making succession plans, analyzing everything. My role is to be the messenger for Jeff (Baker, who will become Illinois REALTORS® CEO in 2021).

“We’re all coming out of the pandemic looking forward. Welcome to 2021. It’s going to be difficult, but it’s going to be OK,” says Miller. “The pandemic has affected everyone. We

Sue Miller adopted Blanche from a rescue and offers books for McHenry residents to borrow from the mini library outside her home.

need to help our members find their way back to normal. Everyone knows me. If there’s anything good, I will try to maximize the opportunity through ROI (Revitalize, Opportunity, Influence).

“I want to make sure the Real Estate Educational Foundation (REEF) becomes more visible to our members. It’s done a lot of good over the years. We’ve given out nearly $800,000 in scholarships so far, and we’ve invested that in our industry. I want to continue

All photos by Brilliant Bee Photography LLC

to drive great ideas through our leadership so that legacy can continue for the next 20 years.”

Miller served on the REEF Board of Directors from 2009 through 2019. In 2017 and 2018, she led the foundation as its president. According to Kinney, she effectively lobbied the Illinois REALTORS® Board of Directors to dedicate a small portion of each association member’s annual dues to be given to REEF every three years.

leadership style? Consensus/ Team/Collaborate - discuss and build - work together - all for one and one for all!

or professionally? Learning to influence others effectively, as a real estate professional, a leader, a teacher, a volunteer or as a resident of McHenry.

the real estate business? No two days are alike and assisting others in making their best decisions.

advice you ever received? Best life advice ... two ears, one mouth. Listen twice as much as you speak.

job be? Real Estate Educator/ Speaker/Lawyer

your free time? Tinker, garden, wander, cook, fix things

destination? Anywhere “UP north”

you read? Mandela’s Way: Lessons for an Uncertain Age by Richard Stengel

about you? I own a gravel pit and an auto shop that specializes in hot rods. I love cars.

it be? Abraham Lincoln and Amelia Earhart, two loves of my life, together.

“Sue and I have been friends for a long time,” says Kinney, the Illinois REALTORS® 2015 president and a longtime supporter of REEF. “We’ve served on many committees together, we were both GRI Governors. She has always been a leader.

“When you run your own company, you have to be on the cutting edge to stay competitive,” says Kinney. “That’s something that always meant a lot to me, and I know it meant a lot to Sue.”

Dixon-area REALTOR® Vicky Turner of Crawford Realty, LLC, says she got to know Miller better when they served as GRI Governors, monitoring adult students during testing.

“When you think of the REALTOR® family, she is like a ‘friendship ambassador,’” says Turner. At state or national REALTOR® events, Miller seeks out members who look alone and in need of a friendly welcome. “I was once one of those people, coming from a small association and a rural area. One of her biggest attributes is to make you feel completely comfortable. She is so friendly and so welcoming to everyone.

“Her kindness has stayed with me, and I try to do the same whenever I see someone who might need help navigating an Illinois REALTORS® event,” she says. “In fact, you will find many REALTORS® who have benefited from that same experience with Sue and continue to pass it on.”

Heartland REALTOR® Organization CEO Jim Haisler says: “I’ve worked with Sue Miller for 14 years and right from the start she proved herself a leader. She helped me develop relationships and my own leadership skills. She has been a true asset to the industry and to me personally. The more I got to know her, I could see her influence on the state and national levels, too.”

Miller has been a member of several local associations during her career, twice a local president and once a local REALTOR® of the Year. On the state level, she has been involved with numerous committees, task forces and working groups during the last 20 years. She was part of the 2014 Leadership Development Class, and has chaired the Grievance Committee, the Ethics Citation Panel, the Business Issues and License Law Forum, the Strategic Planning Committee, the Education Working Group and the Finance Committee.

In 2013, she received the Illinois REALTORS® Distinguished Service Award, and in 2017, she was honored as the state REALTOR® of the Year.

Miller also has a history of community involvement. She’s held leadership positions with the McHenry Nunda Public Library District, the Riverside Area Business Association and the Imagine McHenry County nonprofit growth planning group. She has been a longtime board member for the McHenry Elementary Foundation and the McHenry Chamber of Commerce.

In 2016, she received the McHenry Chamber of Commerce Woman of Accomplishment Award.

But it was in 2019 that she took on one of her greatest challenges – running for McHenry Ward 7 alderwoman. She gave considerable thought to the idea before deciding she could make a positive impact.

Miller says the growing city is at a tipping point so when the only female member of the city council stepped down, Miller agreed to replace her, with the goal of adding a REALTOR® perspective while also moving a community-focused agenda forward.

“REALTORS® understand the value of property ownership and taxes, and we have learned the importance of educating, advocating and communicating our ideas to all stakeholders,” she says. “City government typically makes slow decisions and forgets to tell the whole story. I can help with that.”

Sue Miller was elected McHenry’s Ward 7 Alderwoman in 2019.

PRESIDENT Sue Miller ABR, BPOR, C2EX, CRB, CRS, GRI, ePro, LTG, PMN, SFR, SRS Managing broker Coldwell Banker Real Estate Group in McHenry

PRESIDENT-ELECT Ezekiel “Zeke” Morris Owner-designated managing broker EXIT Strategy Realty/EMA Management South Side of Chicago

TREASURER Michael Gobber GRI, CNC, CSC, CIPS, ABR Managing broker-partner Century 21 Affiliated in Westchester

IMMEDIATE PAST PRESIDENT Ed Neaves Designated managing broker Berkshire Hathaway HomeServices Snyder Real Estate in Bloomington

By Stephanie Sievers, Senior Editor I n 33 years as Chief Executive Officer of Illinois REALTORS®, Gary Clayton has built a reputation as a strategic visionary; someone who is always thinking two or three steps ahead.

In the late 1990s, when the association decided to bring community lobbying efforts in-house into what has become the Governmental Affairs Director program, Clayton didn’t just expand it, he perfected it into a local advocacy model that is used by other REALTOR® associations around the country.

“One of the things that is trademark Gary in terms of his leadership and management style is identifying a need and coming up with an innovative way that not only addresses it, but also allows it to grow and deliver results exponentially over time,” says Greg St. Aubin, Illinois REALTORS®’ Senior Vice President, Governmental Affairs, who has worked for Clayton since 1987.

Clayton has grown the association into a political and professional powerhouse.

With more than 50,000 REALTOR® members from all areas of the state, the association is a nationally recognized industry leader when it comes to governmental advocacy, professional development, pursuit of high ethical standards and outreach to members.

Clayton retires as CEO at the end of this year and Deputy CEO Jeff Baker will take over the leadership role beginning in 2021. But Clayton, who has long been the association’s biggest advocate, will remain involved and active in the Illinois REALTORS®’ mission and work.

- Deputy CEO Jeff Baker

With a diverse professional background that included stints as a postal inspector for the U.S. Postal Service, deputy director of the Illinois Department of Law Enforcement’s Internal Investigation Division and finally, eight years as director of the Illinois Department of Registration and Education before moving to Illinois REALTORS®, Clayton has been the right leader at the right time.

There is an often-told story that encapsulates his early and enduring commitment to the association and his determination to make sure it succeeded.

When Clayton took the helm in 1987, the association was struggling financially. Just months into his new job, he signed for a personal line of credit to ensure that staff payroll was met until the organization was on stronger financial footing.

It didn’t have to be used but it is the kind of steadfast, “taking care of business without a lot of fanfare” approach that has been indicative of Clayton’s tenure as CEO.

Over the years, Clayton has grown the association with innovative programs, increased member engagement and a vision for improving the professionalism and stature of the real estate industry. Many of those ideas have become cornerstones of the association.

One overarching goal has been increased professionalism not just for the association but also for every member. REALTORS® who are held to the highest education and professional development standards championed by Clayton are better prepared to serve their clients.

In the early 1990s, the association pushed for continuing education (CE) to be required for all real estate licensees. Illinois REALTORS® eventually created its own CE and pre-license school to get members the training they needed.

Under Clayton’s watch, Illinois REALTORS® has been involved in

Gov. Jim Edgar signing legislation into law requiring voter approval on Home Rule real estate transfer taxes in 1997. (l to r) REALTOR ® Marion Valle, Julie Sullivan, 1997 Illinois REALTORS ® President Pat Delssandro, Gov. Edgar, Clayton, Greg St. Aubin and REALTOR ® Dick Lessner.

Breaking ground on the new headquarters in downtown Springfield in 2005. (l to r) 2005 Illinois REALTORS ® President John Veneris, Clayton, 2006 President Stan Sieron, President-elect Bob Zoretich and Treasurer Kay Wirth.

multiple license law rewrites and has taken an active role in shaping and improving the rules under which Illinois real estate professionals operate.

In 2014, the association created one of the first Ethics Citation and Ombudsman programs to further improve adherence to the highest ethics and standards of practice.

Illinois REALTORS® is consistently regarded in the industry as a state association to watch and has a long track record of its leaders and members serving at the national level.

“Illinois REALTORS® shines a huge spotlight on the professional development of its members, leadership and staff,” says REALTOR® and professional development trainer Chris Read. “Gary Clayton, as only the best of leaders do, leads by example and is a master at empowering others to innovate, to create, to address issues head on, and to strategically improve services and resources for its members. Our state association has been so fortunate to have this man as part of our history and growth.”

Illinois REALTORS® is headquartered in the state’s capital city, but its political advocacy efforts are far-reaching and much of that can be attributed to Clayton and his vision for what is possible when it comes to representing

In 2010, a 32-member team representing Illinois REALTORS ® volunteered on a Habitat for Humanity build in New Orleans, as part of rebuilding efforts on the Gulf Coast after Hurricane Katrina.

REALTOR® interests and advancing private property rights.

One key to successful advocacy is support through the REALTOR® Political Action Committee (RPAC). Clayton, who in 2016 became the first Illinois member to achieve the $75,000 RPAC Hall of Fame for lifetime giving, has made supporting RPAC a priority for the association.

With its strong advocacy efforts at the local, state and national levels, Illinois REALTORS® under the direction of Clayton, has become and leading and respected voice of real estate.

Loretta Alonzo-Deubel served as president of Illinois REALTORS® in 2012. Earlier in her career, she was in the association’s first-ever Leadership Development Class, led by Clayton.

“That is when I became aware of his understanding of the advocacy process and how much he knew regarding our lobbying effects and the knowledge he had regarding the whole process,” she said. “Since then, I have seen Gary negotiate with Illinois officials regarding license law matters and other property-rights issues that have come up during many years. He always showed an even temperament, but I always knew that he had a passion and care for our profession.”

A successful leader has a knack for recognizing and fostering the leadership potential of others and over the

1987

Clayton named

Executive

Vice

President of Illinois

Association of

REALTORS ® 1988 Spearheaded the creation of the Issues Mobilization Political Action Committee (IMPAC), a forerunner to the current RVOICE program 1990 In a move to increase industry professionalism, Illinois REALTORS ® successfully pushes for continuing education for all licensees 1994 Association establishes what will become a favorite member benefit, a full-time Legal Hotline 1997 Clayton first named to NAR Board of Directors 2002 Clayton inducted into the Dr. Almon R. “Bud” Smith Association Executive Leadership Society, recognizing association management excellence 2004 Clayton is second person to receive the NAR Terry McDermott Community Leadership Award, recognizing community volunteer work

With the Bicentennial Plaza – A REALTOR ® Community Partnership, REALTORS ® played a role in creating a lasting legacy showcasing Springfield’s history and its ties to Abraham Lincoln and his vision for equal opportunity for all.

years, Clayton has made leadership development an integral part of the association’s work.

Through committee work, leadership training programs and encouragement to serve in all levels of the REALTOR® organization, Illinois REALTOR® members are given opportunities to grow and become involved and many have come to view Clayton as a mentor.

He has led by example, not just with his work for the state association, but also his ongoing service on a variety of committee and board leadership roles for the National Association of REALTORS® and in the greater community.

When Hurricane Katrina devastated New Orleans and the surrounding Gulf area, Clayton and Illinois REALTORS® participated in multiple Habitat for Humanity builds. When natural disasters impacted Illinois communities, the association created the Illinois REALTORS® Relief Foundation to offer aid.

The message was clear: Illinois REALTORS® step up when communities need them.

Throughout his CEO career, Clayton has been lauded for his leadership efforts, but he has also created a lasting incubator within the association to instill those goals in others.

Sheryl Grider Whitehurst served as president of Illinois REALTORS® in 2011. One of the things that always stood out to her was how Clayton would offer quiet

The Gary L. Clayton Scholarship has been established in 2020 as a tribute to his commitment to the REALTOR ® organization and his dedication to leadership.

The $1,000 scholarship will be open to Illinois REALTORS ® to be used for the continuation and expansion of their leadership skills in a real estate-related field.

The scholarship may be awarded for leadership training in a real estate-related field provided through the local, state or National Association of REALTORS ® , its institutes, societies and councils and similar organizations.

Learn more about how to apply at www.ilreef.org

guidance, but he allowed and encouraged association officers to lead. Some CEOs might think it was their association, but Clayton always emphasized that it was the members’ association.

“You knew you could ask him for his counsel, and he would step in if needed,” she said. “But other than that, he let you take on the role and gain the strength and experience to be a good leader.”

2005 Illinois REALTORS ® breaks ground on new headquarters at 522 S. Fifth Street in Springfield 2009 Clayton receives the Illinois REALTORS ® Distinguished Service Award for service to the real estate industry 2011 Clayton receives the NAR Magel Award for Excellence, honoring association executives who have excelled in their role 2014 Illinois REALTORS ® earns the NAR RPAC Triple Crown Award for the first time 2016 Illinois REALTORS ® celebrates 100 years of advocacy, ethics and education in Illinois real estate 2018 Clayton was the driving force behind the Bicentennial Plaza – a REALTOR ® Community Partnership. A marker commemorating the 50th anniversary of the Fair Housing Act was installed at the Plaza entrance. 2020 As he wraps up 33 years of leadership, Clayton is Illinois REALTORS ® ’ longest serving CEO

When Gary Clayton took over as CEO of Illinois REALTORS ® , he knew that Len Taylor was the person he wanted to bring in to run the association’s operations department in 1988.

The two had worked together at the Illinois Department of Registration and Education (now the Illinois Department of Financial and Professional Regulation) when Clayton was director and Taylor was the chief financial officer.

“Len knew where every penny was in a very complicated state agency budget,” Clayton said. “Len was the most honest and hardworking person there.”

Clayton said Taylor’s financial management skills, ethics and candor have benefitted the association greatly.

“His budgetary principles and investment acumen put Illinois REALTORS ® in a strong financial position that always emphasized becoming debt free while also leaving room for the flexibility to pursue capital projects such as the new headquarters and Bicentennial Plaza,” he said.

Taylor, who also has been staff support to every Illinois REALTORS ® treasurer during his tenure, will retire after 2020. He has mentored Deputy Vice President of Operations Cathy Madaus to continue his fiscal vigilance, Clayton said.

• Instrumental in creating operational systems that grew association membership from 29,549 in 1988 to a record high of 66,000 in 2006. There are now more than 50,000 members. • More members and improved financial management bolstered the association’s fiscal situation and by 1992, it was debt free. • In 2005, Illinois REALTORS ® purchased property and took out a $4 million mortgage to move the association’s headquarters downtown near the state Capitol building. The loan was paid off in early 2012, five years after the completion of the building. • The association completed construction of the $2.78 million

Bicentennial Plaza in 2018. Of that, $1 million was offset by city of Springfield TIF funding, with an additional $266,000 coming from donations and sponsorships. No plaza costs were financed. • Created an employee insurance and retirement benefit package.

And established financial, membership budgeting and investment policies for the association. Neither existed before Taylor was hired. • Developed a continuing education recordkeeping system and oversaw the transition to the RAMCO and

AI360 operations systems. • Finally, when Taylor joined

Illinois REALTORS ® in 1988, the operations reserve level was $211,000. As he leaves, it is around $13.7 million with another $3.5 million in RVOICE.

Illinois REALTORS® celebrated 100 years in 2016 and as the association’s legacy has grown over the years, so has its presence in Springfield.

Clayton was instrumental in getting Illinois REALTORS® headquarters, completed in 2007 and paid off by 2012, built at its location within view of the Illinois State Capitol building. The prominent location reflects the association’s commitment to governmental advocacy.

Another lasting legacy: The Bicentennial Plaza – a REALTOR® Community Partnership, a pedestrian walkway next to the Illinois REALTORS® headquarters that showcases Springfield’s history and ties to Abraham Lincoln.

Calls to connect several historic areas of Springfield had percolated for years, but it wasn’t until Clayton and Illinois REALTORS® picked up the cause and championed it that it became reality. Now the public plaza is another lasting example of REALTORS® and their partnerships in communities.

“Gary has the innate ability to take an idea or vision and knows what the end result should look like,” says Mike Drews, who led Illinois REALTORS® as president in 2016. “He brings together the REALTORS® and community partners in the spirit of cooperation to bring that idea or vision to reality.”

Illinois REALTORS® is transitioning into a new leadership era, but the foundation has been laid to ensure the association’s ongoing and future success. Clayton may be wrapping up his time as CEO, but he will continue to do what he has done so well for the last 30-plus years: advocate for the REALTOR® cause at every level.

If you’ve been a REALTOR ® long enough, you begin to understand that real estate is not for the faint of heart.

Although most transactions only have a few hiccups, sometimes everything breaks loose.

“We have an opportunity to gain from the experience of each transaction, and frankly, it’s incumbent upon us to learn from them,” he adds.

Oldenettel and five other Illinois REALTORS ® reveal their toughest transaction stories and how they worked through it to get to the other side:

Ted Leuck helped the daughter of a past client find a home. She and her boyfriend had a baby on the way.

“When you’re in a rush buying your first home, you’re immediately at a disadvantage in negotiations,” says Leuck, a broker with Ruhl and Ruhl REALTORS® in Moline.

They ended up canceling their first contract and losing their earnest money after deciding the two-bedroom home would be too small in the future. Within two months, they were calling him again about a For Sale by Owner (FSBO). He jumped into action getting negotiations settled and terms all agreed upon.

“The Friday before the week of closing, the emails I was sending to her loan officer were bouncing back,” he says.

Turns out he retired without a notice to the client or Leuck. After countless calls and emails, Leuck was able to come up with a solution.

“I ended up agreeing to pay the sellers a per diem due to their buying side being delayed, but I do have two happy clients now which makes it all worth it.”

LESSON LEARNED: Trust your judgement and only focus on what you can control. In this business, there are a lot of moving parts and keeping an eye on the ball is very important.

Dena May Turner’s hardest sale started off as one of her easiest.

From a few quick showings to writing that initial offer to negotiations, everything seemed smooth sailing for Turner, designated managing broker/owner of CENTURY 21 Affiliated in Galesburg. “The seller was a single man moving down south, and my buyers were a newlywed couple excited to be buying their first home together,” she says.

But Turner was a rookie agent at the time, and things started to unravel.

The seller signed documents days before the closing and was on his way to his new home in Florida. The buyers signed everything on closing day and rushed out to meet movers.

But in the days between the seller moving out and signing, his estranged ex-wife moved in. The ex-husband had refinanced the house earlier, but had not removed her name from the deed. She

Stimulus salvation

Earlier this year, Michael D. Oldenettel sold a home to a first-time homebuyer with limited down payment and closing funds. The pandemic had just begun. Loan processing became slow with interest rates dropping and a refinance craze setting in, he says.

The recently remodeled home came through with no inspection issues for the homebuyer. But a week before closing, the home under-appraised by $3,000. After days of exploring all still had ownership rights and had the locks changed.

“From there, it was a long road of attorney meetings with attempts at some kind of agreement,” Turner says.

But her buyers never did get the home and to this day, over 10 years later, the ex-wife still lives in that home.

LESSON LEARNED: Always ask upon listing if the owner has ever been married or has anyone besides themselves lived in this home before. And always get all required signatures

on any listing and purchase contracts. avenues with the lender, the appraiser, and the seller, the last option became splitting the difference between the seller and buyer.

“I explained the option to my client, assuming we would not proceed, and she said, ‘I just got a check from the (U.S. Government). Let’s close!’”

With the $1,200, she was able to muster together the extra $300 for her side of the costs. The closing took place in the middle of April.

“We were all surprised the check arrived so quickly,” he says. “In my 31-year career, I don’t remember the government ever giving someone money, not on paper but a check, to buy a home. If not for the pandemic stimulus check, we would not have closed.

LESSON LEARNED: Things can still surprise you in a good way in this business.

Many years ago, Andrea Greenwalt represented a woman trying to sell the small home that the seller’s husband was remodeling when he passed away.

“The property was close to completion, but did not yet have a kitchen,” says Greenwalt, a broker at Janko Realty in Peru.

When the offer came in, the seller would only accept asking price. The buyer of the home wanted to buy it with a VA loan, but that required the kitchen to have cabinets and a working sink.

After some discussion, the seller agreed to install a minimal amount of cabinets and a sink.

“The seller could not bring herself to go back in the house, so I coordinated the repairs,” Greenwalt says. “The approval of the loan also required two door frames to be painted. In the end, I painted the doorways to get the deal done.”

This was one of her first experiences with such emotional attachment to a home.

“The experience helped me learn to better empathize with the seller’s situation while working towards solutions,” she says.

LESSON LEARNED: When dealing with an emotionally attached seller, take the time to truly listen to their situation and help them through the process one step at a time. Put yourself in their shoes.

Matt Silver spent many years crafting a reputation of integrity in the Chicago real estate market.

While serving as president of the Chicago Association of REALTORS®, he was chosen by a discerning couple to be their buyer’s broker. Silver, partner and senior broker at Corcoran Urban Real Estate in Chicago, offered the company’s limo service to pick them up and tour the showings.

One home they viewed had just hit the market at over $8 million. They weren’t happy with the style and flow in many of the offerings. Silver

COVID-19 chaos

Two weeks into the COVID-19 shut down, Jean Crosby lost an agent to nonCOVID-19 related cardiac arrest.

Crosby, president and designated managing broker of Berkshire Hathaway HomeServices Crosby Starck Real Estate in Rockford, had to step in to notify that agent’s client and assist with a pending sale.

The owner of the property was moving to Michigan and closing on a newly purchased property May 31. His current home in Rockford was also sold and scheduled to close May 29. It sounded simple. Not true.

The seller of the Michigan home, which the Rockford client was buying,

began discussing the possibility of building a new home. He found a location in an expensive area, successfully negotiated the offer with 11 percent off asking price, helped the couple gain tax deductions by dismantling versus demolition, and introduced them to top builders.

“Very quickly, we became friends having dinners, being toasted on the great fortune of us meeting, and thanked repeatedly as I had proven my reputation and brought sage advice to this unique transaction,” Silver adds.

One day, he got a call from the man after a fantastic meal the night prior with these clients.

“The man is literally screaming at me on my cell, so loudly that others in my office came in to see what was happening,” Silver says.

Even though Silver had disclosed how he got paid, the man was miffed that Silver was earning a commission for had flown to China during the first week of March. When the pandemic hit, U.S. borders closed to flights from China.

The Michigan seller could not get a flight back home via Canada or anywhere else. The earliest flight back here was June 1st. Upon arrival, the all the services he had been providing for months.

“I was saddened, perplexed by the sudden turn, mad and personally offended,” Silver says.

LESSON LEARNED: Know your worth, act as though nothing is a given, and know when you can say, “I will not be treated like this,” and step away from the deal, which he did, without jeopardizing the client

in any way.

Michigan seller had to go straight into quarantine for two weeks.

“At the end of the day, our client closed as agreed upon his home in Rockford on May 29, and then he put everything in storage. The Michigan seller was released from quarantine June 15, packed up her home immediately, and the closing took place June 19,” Crosby says.

LESSON LEARNED: Stay calm and be a good listener with lots of empathy. There are many times when the situation may be out of your control and you’ll need to be flexible.