Page 1

SELLER’S GUIDE


ERIN WARD BIOGRAPHY Erin’s goal is for every one of her clients to look back on their home sale or purchase and feel like they got the best price, the best service and the best experience the real estate industry has to offer. She strives to make sure that all of her buyers identify a property that meets their full list of needs while assisting them through the whole buying process. All of the details that need attention are handled with her guidance to ensure a smooth closing and a positive buying experience. For her sellers, her goal is to make sure that their home sells for the most amount of money in the shortest amount of time possible. She does this by making sure the home shows in its optimal condition and is properly priced by assessing market value, and by ensuring that the marketing and advertising efforts are tailored specifically for the property being sold. At the end of the day, client satisfaction is her number one goal. This means returning calls and e-mails the same day, accommodating appointment requests and showings, and making sure all of the parties involved in the transaction have the information necessary to make every deal as smooth as possible from start to finish.

Erin has been consulting buyers and sellers through residential real estate transactions since February of 2001. Along with these years of experience, she was born and raised in the city, so she brings a strong broad-based knowledge of Chicago and its many neighborhoods to her business. Additionally, Erin has been a new construction expert serving on some of the most successful development teams in Chicago history, most recently Museum Park in Chicago’s South Loop neighborhood. This broad range of experience allows her to constantly stay up to date on the all the micro-markets within Chicago so she can always have a pulse on the overall market. As her business has grown over the years, she has been fortunate enough to build a team of successful agents around her as well. This team environment allows her to handle a high volume of sales without compromising the high level of service she always provides to her clients. Whether you are a first time homebuyer, a CEO looking to sell your house, or a builder looking to buy land to develop, her team has the experience and knowledge to serve all of your real estate needs.

Erin covers many areas throughout Chicago and the outlying suburbs. She has conducted transactions as far south as Hyde Park, as far north as Evanston, and as far west as Oak Park and River Forest. She is also able to assist clients, their family members and friends who are moving out of the area by referring them to experts in their new communities.

As for additional expertise, she thinks it is important now more than ever that consumers have a real estate consultant with a firm grasp on technology and all it has to offer for both buyers and sellers. She tries to make sure that her buyers are set up on all of the popular real estate search engines and she makes sure her sellers’ listings have ultimate web exposure with additional advertising and marketing through platforms such as YouTube, Facebook, and Twitter.

Lastly, Erin is not just a transactional agent. When she begins working with a client, her first goal is to make sure they are pleased with the service they received from the start of the transaction until the closing. Once the deal closes, she makes sure that individual, couple or family knows that she cares about them as much as she cared about their real estate transaction. She does this by making sure she keeps in touch with clients through e-mails, gift giving throughout the year, client appreciation parties, fundraising for special causes, and periodic mailings with market updates, tips of the trade, and items which she feels will be valuable to all of her clients. It’s about more than just the deal. Her clients know she values them as much as she values her business.

E RI N WARD | 312.217.4077 | E RIN . WAR D @ R ELATED .CO M | WARDRESIDENTIALCHICAGO.COM


ERIN WARD N O T A B L E S T AT I S T I C S , A W A R D S & A C C O L A D E S

34 Days

Av e ra g e M a r k e t Ti m e To t a l s a l e s v o lum e e x c e e d i n g

$ 3 5 0 Million Chicago Association of Realtors®

Aw a rde d To p P r o d u c e r s e v e ra l y e a r s i n a r o w

Top 1% Producers Team

99.7%

Aver age S ales to List P ri ce

18 Years

E xp er ien ce in Real E state

Chicago Agent Magazine Who’s Who Awar d ed sever al year s in a r ow

Green Designation

E RI N WARD | 312.217.4077 | E RIN . WAR D @ R ELATED .CO M | WARDRESIDENTIALCHICAGO.COM


CLIE NT T ES T I MO N I AL S

“I would like to highly recommend Erin Ward for all Chicago real estate needs. Although I’ve lived on the South Side of the city for the past 8 years I did not exactly know what I wanted for my son

Erin truly helped us navigate this process by understanding our needs and providing expert knowledge and wisdom that can only come from living and breathing the Chicago market. She knew all the areas, the pros and cons based on our needs, and was patient with

and I when we made the decision to move closer to the city.

us in the process as we changed our minds many times. Erin also had the expertise to ask all the appropriate questions about the condo buildings and had the historical knowledge of these buildings which helped us make the best decision. When it came to the negotiation Erin was

extremely knowledgeable, confident and had our best interest at heart.

From

a professional standpoint, Erin’s follow up is impeccable. She was timely, well dressed, has a great personality and was an

absolute pleasure to work with.

Not to mention she

helped us find the home of our dreams!” - Gia Kubik “Erin is a fantastic

agent with great knowledge of the Chicago market and excellent

ability to work with buyers and accommodate your preferences.” - Jason

“Erin, with no hesitation, is what anyone would be looking for when buying, selling or renting in the Chicago area. I have dealt with her on several occasions because of her incredible professional character. She makes everything simple and straight forward. She is extremely fast in response and provides continuous updates. I highly recommend her and know I’ll be using her again in the near future.” - Hosam Z.

“I have used Erin for all my home and investment purchases as well as for sales and assistance

I know she has other clients, but I feel like I am the only one when she is working with me. Very

in renting my properties. She is hard working, and always available.

attentive. I will do many more transactions with Erin in the future.” - Ray K. Jr.

E RI N WARD | 312.217.4077 | E R IN .WAR D @ R ELATED .CO M | WARDRESIDENTIALCHICAGO.COM


CLIE NT T ES T I MO N I AL S

“I have worked with Erin on several transactions. Erin is extremely talented, tough, honest and reliable.

I would recommend Erin to anyone looking to buy or sell a home. Erin found me the home of my dreams and got me the first showing so I wouldn’t lose out to someone else.” - LuAnn

“Erin helped us buy our house in Lincoln Park and sell our house in Ukrainian Village. Erin is super

responsive and always flexible in scheduling showings. She

solicited feedback from people viewing our house to help us understand where we stood.” -McLaurin “From beginning to end Erin

epitomizes professionalism.

Selling or buying a property is a

major step in one’s life and having Erin there to guide us was key. Just tell her what you’re looking for and she’ll find it. On the flip side, if you want to sell, just take her advice and

you’ll be extremely happy with the results - we were!” - John and Taryn “Erin has been great to work with, she’s extremely

knowledgeable in the Chicagoland

area and has been a pleasure to work with in both the sales of our home and buying a new one. She’s available day and night. She works closely with you around your schedule and always

I highly recommend Erin for your real estate needs.”

presents herself in a professional manner.

- M. Marinelli “Erin

has been amazing to work with! She’s fun and high energy and, most importantly, she’s

200% responsive to us throughout the process. Buying/selling can be very stressful and Erin has been a

great resource to work with. I highly recommend

her and know I’ll be using her again in the future.” - Gary

E RI N WARD | 312.217.4077 | E R IN .WAR D @ R ELATED .CO M | WARDRESIDENTIALCHICAGO.COM


1


TA B L E O F C O N T E N T S

Who We Are - p. 3

The Listing Process - p. 5

Seller’s Checklist - p. 9

The Art of Pricing - p. 13

Closing Expenses - p. 17

Marketing Tools - p. 19

Outreach - p. 29

Related Companies - p. 33

2


WHO WE ARE

3


R E L AT E D S A L E S Related Sales is a full-service residential brokerage firm specializing in home sales in Chicago’s most desirable neighborhoods. Our team of market-leading professionals has access to a vast network of tools and resources that allow them to achieve exceptional results on each client’s behalf. The expertise of our team, industry-leading standards and deep knowledge of the Chicago market allows our firm to deliver the best service throughout all stages of the transaction, ensuring the highest level of client satisfaction.

Related Sales is an affiliate and key component of Related Companies, the most prominent privately owned real estate firm in the United States. As such, Related Sales is able to deliver the highly personalized service of a boutique brokerage while benefiting from Related’s global, multibillion-dollar real estate platform. Related’s existing portfolio of real estate assets, valued at over $30 billion, is made up of best-in-class properties in premier, highbarrier-to-entry markets. Related Companies is the developer behind the Time Warner Center and the $25 billion Hudson Yards project in Manhattan – the largest private real estate development in U.S. history.

RELATED SALES is part of a family of firms that have redefined luxury living in Chicago and other cities around the world.

4


THE LISTING PROCESS

5


Our distinguished team of market-leading brokers are committed to guiding you through the listing process and will stop at nothing to achieve the highest level of client satisfaction. Our experienced team values open communication and is equipped with the resources needed to enhance the marketability of your property and attract a wide audience of buyers. When working with Related Sales, you can count on superior results.

6


WORKING WITH A RELATED SALES BROKER

To make the listing process efficient, transparent and effective, we will take a thorough and analytical approach, which includes the following steps:

1. PROPERTY OVERVIEW

2. DETERMINING VALUE

Conduct a thorough assessment of property

Deliver a comprehensive analysis of comparable

history, improvements made and notable

properties, building or block inventory and

features of your home

price per square foot to determine the optimal list price for your home

3. NAVIGATING DATA

4. TIMELINE

Produce an analysis of market activity including

Lead a discussion about seller needs,

seasonality, trends and velocity to ensure

schedule, expected number of days

you are receiving the most accurate

on market, list date and

and relevant data

marketing calendar

5. PRE-LISTING EFFORTS

6. NEGOTIATING EXPERTISE

Offer advice and recommendations for home

Provide counsel and acts as an intermediary

staging and property enhancements

while negotiating the best possible offer price

to consider prior to listing

7

7. FACILITATING

8. MANAGING PAPERWORK

Coordinate showings and inspections and

Handle all paperwork including initial

serves as a buffer for communication with

transaction documents, disclosures and

the buyer’s agent

appropriate contractual items


We’re excited to start working with you, side by side.

VENDOR RECOMMENDATIONS Throughout the process of selling your home, there will be many professionals you will need to enlist to ensure a smooth transaction process. Your Related broker will provide you with the resources you need and connect you with trusted vendors that will assist you along the way.

• Contractor

• Lender

Real estate attorney

Title company referral

Professional stager

Moving company

8


SELLER’S CHECKLIST

9


Making sure your home is in optimal showing condition will set it apart from the competition and help to secure the highest price in the shortest amount of time. The following tips will help prepare your home for sale and boost saleability once you go to market.

10


A prospect’s overall perspective on your home begins with the first impression.

PRE-SALE INSPECTION Hire an inspector to assess your property before you sell. If necessary, obtain contractor estimates to repair any major problems that may deter potential buyers.

11


HOME REPAIRS

DEEP CLEAN

The smallest improvements can make the biggest difference! Here are a few minor repairs to consider

ü

before listing your home:

Clean all windows and screens to allow as much light as possible into your home

ü

Remove clutter

ü

Clean and polish floors, lighting fixtures

ü

Paint walls and ceiling a neutral color

ü

Re-grout tile and walls

ü

Dust and vacuum regularly

ü

Restore hardware and fixtures as needed

ü

Eliminate any odors

ü

Improve lighting by replacing light bulbs

and faucets

with higher-wattage bulbs

STAGE YOUR HOME

ü

Repair any signs of water damage

ü

Refinish floors to minimize wear

Set the scene by preparing your property to show!

and tear

Neutralize your home by removing bulky furniture,

personal photos and clutter. Adding subtle accessories such as a simple centerpiece, accent

ENHANCE YOUR CURB APPEAL

ü

Spruce up the lawn and landscaping

ü

Add fresh flowers

ü

Check for cracks or exterior features

pillows or a floral arrangement can help liven up a room and make potential buyers feel like they’re touring a model home.

that could use a minor repair

12


THE ART OF PRICING

13


W H Y I S A C C U R AT E P R I C I N G S O C R I T I C A L ? The combination of the right time and right price is essential for a successful sale. The first 30 days on the market are crucial, as buyers display high interest in new listings and start looking for price adjustments for properties that sit longer on the market.

14


The Mayfair 15

189 EAST LAKE SHORE DRIVE, GOLD COAST RELATED MIDWEST CONDOMINIUM DEVELOPMENT


Many considerations come into play when determining the value of a home.

P R I C E - D E T E R M I N I N G FA C T O R S Using optimal positioning and strategic pricing, the Related Sales team is highly trained to ensure your home is adequately prepared for market and sells for the highest price in the shortest amount of time. Some of the most important factors are: •

Comparative market analysis (CMA)

Number of bedrooms and baths

Lending market assessment

Features and finishes

• Location

Property condition

• Size

Curb appeal

W H AT I S A C O M P A R AT I V E M A R K E T A N A LY S I S ( C M A ) ? A CMA is a side-by-side comparison of homes for sale and homes that have recently sold in the same neighborhood and price range. The purpose is to show fair market value based on what other buyers and sellers have determined through past sales, pending sales and homes recently listed on the market.

16


CLOSING EXPENSES

17


Closing expenses vary depending on property type and they can be significant. Therefore, it is important to have an understanding of what costs you will be responsible for as a seller. The following guide is designed to give you an overview of the various costs associated with the sale of your home.

SELLER ’ S ESTIMATED CL OSING EXPENSES

Sale Commission

6% of purchase price

Title Insurance* $2,000 State Transfer Tax

$1.00 per $1,000

County Transfer Tax

$0.50 per $1,000

City Transfer Tax

$3.00 per $1,000

Survey $500 - $1,000 Tax Proration

105 - 130% of last tax bill

Attorney Fee

$600 - $1,000+

Figures vary based upon property type, loan amount, closing date, purchase price and other factors. All costs above are estimated. Property transfer taxes vary per local jurisdiction. Please consult your mortgage lender and real estate attorney to obtain the best possible estimate for taxes and other closing costs.

*Based on $400,000 purchase price. If not in Chicago, see local city ordinance. Varies depending upon closing date.

18


MARKETING TOOLS

19


Constantly forward-thinking, we stay ahead of the curve and execute custom marketing solutions designed to cast the widest possible net and target key demographics. Marketing strategies include a unique combination of proven tactics and cutting-edge techniques to effectively and accurately position your property.

20


PROFESSIONAL PHOTOGRAPHY & VIDEO Professional and high-resolution photographs are the most important marketing tools for selling a home. Each Related Sales listing includes a professional photography package, optimized for print and digital use.

21


SIGNAGE We strategically install custom steel panel signs in the best location for your property. Signs are designed to maximum visibility, with property information and agent contact information clearly displayed.

312.595.7400 RELATEDSALESCHICAGO.COM

312.595.7400

RELATED BROKER

22


CUSTOM PROPERTY BROCHURE (PRINT AND DIGITAL FLIPBOOKS) Custom property brochures are created by our in-house marketing and design team. Clean, luxurious layouts, rich colors, high-resolution photography and thoughtfully written property and neighborhood descriptions align your home with the level of sophistication sought out by prospective buyers.

1629

SOUTH PRAIRIE AVENUE #2410 SOUTH LOOP

B AT H R O O M

Luxury living at it’s best in the vibrant South Loop

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23

1 BEDROOMS

|

1 B AT H R O O M S

|

9 0 0 S Q . F T.

|

2 PA R K I N G S PAC E S


DIRECT MAIL Direct mail pieces are created to target specific and qualified buyers. Options include postcards and flyers that build awareness of your listing while highlighting the unique qualities and features of the property. These are also available in digital format for email marketing.

16 29

SOUTH PRAIRIE AVENUE #2410 CONTEMPORARY & VIBRANT HOME IN LAKEVIEW

JUST LISTED BY BROKER

1629 SOUTH PRAIRIE

1629

CONTEMPORARY & VIBRANT HOME IN THE

SOUTH PRAIRIE AVENUE #2410 CONTEMPORARY & VIBRANT HOME IN LAKEVIEW

HEART OF

SOUTH LOOP

JUST LISTED 4 BEDS

| 4 . 1 B AT H

|

3,600 SQ. FT

|

350 WEST HUBBARD ST. SUITE 100 CHICAGO, ILLINOIS 60654 RELATEDREALTYCHICAGO.COM

2 PA R K I N G

O F F E R E D AT $ 1 , 1 9 9 , 9 9 9

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estate needs.

RELATED BROKER BROKER, RELATED REALTY 312.832.2300 BROKER@RELATED.COM RELATEDREALTYCHICAGO.COM

This is not intended to solicit property already listed.

Contact Broker if you are interested in learning more about this beautiful home or to discuss any of your real

1629 SOUTH PRAIRIE AVENUE #2410 LUXURY LIVING IN THE VIBRANT SOUTH LOOP

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TWO PAGE MARKETING FLYER

1629

SOUTH PRAIRIE AVENUE #2410 SOUTH LOOP

3 BEDROOMS

AN ELEGANT JEWEL IN THE HEART OF THE SOUTH LOOP

|

3 . 1 B AT H R O O M S

|

2 , 2 0 0 S Q . F T.

|

2 PA R K I N G S PAC E S

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OFFER PRICE

$1,125,000 R E L AT E D B RO K E R B RO K E R , R E L AT E D R E A LT Y RIVER NORTH | BUCKTOWN RELATEDREALTYCHICAGO.COM

312.832.2300 B RO K E R @ R E L AT E D. C O M R E L AT E D R E A LT Y C H I C AG O. C O M

This is not intended to solicit property already listed.

A contemporary jewel with views overlooking Lake Michigan 1 BEDROOMS

1629

1 B AT H R O O M S

|

One Bedroom and One Bathroom

900 Sq. Ft.

Offering Unmatched Style & Views

”Classic” Units Include: 9’Ceilings, Floor-to-Ceiling Windows, Private Balcony and Washer Dryer

Walk to Lake Michigan, Soldier Field, Museum Campus, or to the Trains/ Buses And Entertainment

Hardwood Floors in Common Areas

SOUTH PRAIRIE AVENUE #2410 CONTEMPORARY & VIBRANT HOME IN THE SOUTH LOOP

|

9 0 0 S Q . F T.

|

2

PA R K I N G S PAC E S

Full Amenity Building: 24 Hour Door Staff, Pool and Sundeck, Party Room,

Gym and Terrace Overlooking Lake Michigan

Parking Taxes: $53.84 per Space

Parking Assessment: $40.68 per Space

Two Parking Spaces Included in Purchase Price

R EL AT ED B RO KER B RO K ER , R EL AT ED R EALT Y 312.832.2300 B RO K ER @ R EL AT ED. C O M

RIVER NORTH | BUCKTOWN RELATEDREALTYCHICAGO.COM

R EL AT ED R EALT YC H IC AG O. C O M This is not intended to solicit property already listed.

25


DIGITAL MARKETING Email blasts, digital brochures and electronic announcements about your listing are distributed to Related’s expansive database of top Chicago agents as well as our proprietary client database.

1 6 2 9 S O U T H P R A I R I E AV E N U E SOUTH LOOP

J U S T LI S TED 1 6 2 9 S O U T H P R A I R I E AV E N U E SOUTH LOOP

GORGE OU S S OU T H L OOP C ON DO IN T H E H E A RT O F T H E SO U T H L O O P

Luxury condo with views of lake and park.

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1 6 2 9 S O U T H P R A I R I E AV E N U E SOUTH LOOP

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4 BED

|

3 B AT H

|

2 CAR GARAGE

|

$XXX,XXX

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|

3 B AT H

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2 CAR GARAGE

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OPEN HOUSE GORGEOUS SOUTH LOOP CONDO IN THE HEART OF THE SOUTH LOOP

TU E SDAY, O C TO B ER 1 0 T H 2PM – 4P M

VIEW THE PROPERTY HERE

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J U S T A 1 0 M IN U T E WA L K T O L A KE A N D M U SU EM CAM PU S!

E N J OY CAT E RE D L U N CH & SN AC K S P ROV I DE D B Y H A N N A H ’ S BRE T Z E L

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RELATED BROKER N E W O F F E R P R I C E AT $ 9 9 5 , 0 0 0 . S c he d u l e a P ri v a t e V i ew i n g To d ay !

BROKER, RELATED REALTY 312.832.2300 BROKER@RELATED.COM RELATEDREALTYCHICAGO.COM

RELATED BROKER BROKER, RELATED REALTY 312.832.2300 BROKER@RELATED.COM

D

b

RELATEDREALTYCHICAGO.COM

4 BED

|

3 B AT H

|

2 CAR GARAGE

|

$XXX,XXX

D S E E F U L L D E TA I L S H E R E

RIVER NORTH | BUCKTOWN

Extraordinary Chicago Properties

R E L AT E D R E A LT Y C H I C AG O. C O M

R E L AT E D R E A LT YC H I C A G O . C O M

This is not intended to solicit property already listed.

b RIVER NORTH | BUCKTOWN

Extraordinary Chicago Properties

R E L AT E D R E A LT Y C H I C AG O. C O M

R E L AT E D R E A LT YC H I C A G O . C O M

This is not intended to solicit property already listed.

N E W O F F E R P R I C E AT $ 9 9 5 , 0 0 0

RELATED BROKER BROKER, RELATED REALTY 312.832.2300 BROKER@RELATED.COM RELATEDREALTYCHICAGO.COM

D

b RIVER NORTH | BUCKTOWN

Extraordinary Chicago Properties

R E L AT E D R E A LT Y C H I C AG O. C O M

R E L A T E D R E A LT Y C H I C A G O . C O M

This is not intended to solicit property already listed.

26


27


SOCIAL MEDIA Listings are integrated with numerous social media channels through both the brokerage and your individual broker, allowing your property to be showcased on many platforms.

ADVERTISING Related Sales has established relationships with numerous local and national publications. Optional print and digital advertising opportunities are available for key publications including: Crain’s Chicago Modern Luxury (CS, NS, Interiors, Men’s Book, Brides) Chicago Tribune Media Group Chicago Agent Wall Street Journal

28


OUTREACH

29


REVERSE PROSPECTING Every week, Related Sales brokers reach out to other agents who have sent your listing to their clients through the MRED system. This allows us to proactively work with those agents to sell your property.

LEAD AND TRANSACTION MANAGEMENT Our integrated web, CRM, and lead routing system allows us to quickly respond to and strategically follow up with leads for your property. With our premier transaction management system, your transaction will be diligently managed from start to finish.

GRASSROOTS

All calls and inquiries regarding your

Related brokers dedicate time specifically for placing calls and sending emails to a vast network of top agents and past clients

property go directly to your listing broker, ensuring that all leads are responded to in a timely manner and by your

informing them about your listing before and

specific agent.

while it is listed on the MLS.

BROKER OPEN HOUSES Broker open houses are held exclusively for licensed brokers so they can view your property before bringing their clients through. This mode of broker-to-broker networking helps create awareness and buzz about your listing.

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31


SUPPORTING OUR COMMUNITIES At Related, we are committed to improving our community and pride ourselves on having charitable giving as a core value of our business model. We make it our mission to support various charitable organizations through donations, volunteer hours, sponsorships and related philanthropic initiatives.

Philanthropy is a priority at Related and we make it our mission to lead by example. We will continue to give back to support the common goal of bettering our community.

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R E L AT E D C O M PA N I E S

Hudson Yards NEW YORK CITY

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R E L AT E D C O M P A N I E S Related Companies is the most prominent privately owned real estate firm in the United States. Formed over 40 years ago, Related is a fully integrated, highly diversified industry leader with experience in virtually every aspect of development, acquisitions, management, finance, marketing and sales. Headquartered in New York City, Related has offices and major developments in Chicago, Boston, Los Angeles, San Francisco, South Florida, Abu Dhabi, London, Sao Paulo and Shanghai, and boasts a team of approximately 3,000 professionals. Our company’s existing portfolio of real estate assets, valued at over $30 billion, is made up of best-in-class mixed-use, residential, retail, office and affordable properties in premier, high-barrier-to-entry markets. We have developed preeminent mixed-use projects, such as Time Warner Center in New York City and CityPlace in West Palm Beach, and are currently developing the 28-acre Hudson Yards project on Manhattan’s west side.

R E L AT E D M I D W E S T Related Midwest, the Chicago office of Related Companies, is a global lifestyle firm defined by innovation in all aspects of design, development, service and wellness. With a significant legacy and existing portfolio of properties in Chicago, Related is a fully-integrated company with expertise in development, construction, management, and financial services. Among Related Midwest’s successes in downtown Chicago are The Residences on Lake Shore Park (comprising 840 Lake Shore Drive, The Pearson, and The Belvedere), the Park Tower Condominiums at 800 N. Michigan Ave., and 340 on the Park at 340 E. Randolph St., the first LEED Silver residential tower in the Midwest. Related has recently reshaped luxury rental living in downtown Chicago through its high-end apartment projects: 500 Lake Shore Drive and OneEleven. Currently in development, One Bennett Park is Related Midwest’s latest endeavor. In partnering with Robert A.M. Stern Architects, named one of Architectural Digest’s top 100 architects in the world, Related is creating a unique offering on the lakefront in Streeterville that pushes the boundaries of gracious living through design, technology, and sustainability in boutique high-rise living.

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RELATEDSALESCHICAGO.COM

Profile for Related Midwest

Listing Presentation by Erin Ward  

Listing Presentation by Erin Ward