CHICAGO 1-10-22

CHICAGO EDITION

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

FEATURED AGENTS

BECKY PAWELCZYK RAMSEY AL-ABED

COVER STORY

SEAN GLASCOTT

CHICAGO EDITION

RAMSEY AL-ABED BECKY PAWELCZYK

Ramsey Al-Abed embarked on his real ad 7 18 23 estate journey almost 6 years ago, coming an from a background as an entrepreneur and as business owner. Thanks to some amazing mentors who encouraged him to get his L license and excel in the industry, Ramsey p jumped rightSEAN in GLASCOTT and realized he’d found li PAWELCZYK RAMSEY AL-ABED “I BECKY love meeting new people and learning about what makes them happy. I also love Chicago SEAN GLASCOTT it is the most beautiful city.” his calling. “I felt that real estate would beBecky Pawelczyk en explains. It was this passion that led her to enter the real estate field nearly five years ago. “I congreat fit with my entrepreneurial experi“I nected with Lisa Kalous via a mutual friend, and hit it off right away.” Becky got her license ence, and I quickly realized we that it was F and Lisa invited her to joinan her team, now a team CONTENTS of two. “It’s just the two of us, we work on every Becky says. “I manage the industry that I loved workingtransaction in,” together” Ramsey w operational side of the business for the team and my own clients. each transaction 16) MENTORING UP-ANDsays. 4) “I INCORPORATING love workingCHARITABLE with manage people, andI4seeIWAYS sa through from beginning to close.” Becky and GIVING IN YOUR REAL ESTATE COMING EMPLOYEES MAKES YOU specialize in selling single family homes realized I wanted to create aLisa career inThe real my Chicago andlong-term condos in Chicago and close suburbs.

PRACTICE A BETTER AGENT vast majority of her business derives from estate. It became a passion. Irepeats soon stepped away from book of busi and referrals.

CONCIERGE CARE: SERVICES WELCOME “Our clients and really20) value the services we give,HOME: all my13) other business endeavors, since then I’ve WORKING I’m truly exc because we always prioritize their experience,” THAT LURE CLIENTS AND WITH RELOCATORS IN TRANSITION explains. “We dedicate 100% of our focus been growing myYOUR career yearBecky new market, TRANSFORM REPUTATION to over the client year.” we are working with no matter how small or large the transaction, and we help them every step of the way. From helping sellers

With the Rubina Bokhari Luxury Group at Compass, Ramsey is qu Phone 310-734-1440 | Fax 310-734-1440 Ramsey serves Chicago, with a specialty in luxury tors who’ve mag@topagentmagazine.com | www.topagentmagazine.com high-end properties. His wealth of entrepreneurial had some rea No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine isgives published byhim Feature Publications GA, Inc.clients Although precautions are taken accuracy ofattribute published experience and his a leg upto ensure in the the my materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Chicago market. “I’ve always had an ability to connect agents, men Published in the U.S. person-to-person, and that has led to creating so many “I truly feel b great2 relationships around the city,” Ramsey says. “I Top Agent Magazine always practice honesty and openness with friends and

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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SEAN GLASCOTT

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With his business being almost 100% referral based, Top Agent Sean Glascott of @Properties,uses his unparalleled knowledge of the Chicago area to guide clients into making the best decisions.

Sean Glascott is a name clients trust when looking to buy or sell in the Chicago real estate market. A hard worker with a contagiously positive attitude, Sean comes from a long line of REALTORS® and takes pride in serving his clients with integrity. Affiliated with @Properties, he uses his unparalleled knowledge of the local area to guide clients into making the best decisions.

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With his business being almost 100% referral based, Sean credits his easy-going personality as a main factor that continues to bring clients back. “I’m a very accessible person who’s fairly easy to get along with. I’m not pushy and I don’t try to rush a sale. I simply guide my clients along the way and I’m there to educate them and answer any questions they may have,” he explains. However, Top Agent Magazine

behind the laid-back personality there is an organized approach and a tireless drive to help others. “This is a big decision for people, Top Agent Magazine

so I like to break down the process into easy pieces and make sure they understand everything along the way.”

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“I’m a people person and working in real estate gives me so many opportunities to meet new people and make friends. I love the freedom of being in different areas of the city, it’s like a new adventure every day.”

Completing an average of 50 or more transactions per year, Sean relies on a variety of tools to market his listings. He leaves no stone unturned and, aside from the MLS, he likes to promote his listings through social media, mass email campaigns, and a quarterly magazine. He enjoys the fast pace of his work and thrives on making connections with people. “I like not being stuck behind a desk all day doing monotonous work. I’m a people person and working in real estate 10Copyright Top Agent Magazine

gives me so many opportunities to meet new people and make friends. I love the freedom of being in different areas of the city, it’s like a new adventure every day.”

In his spare time, Sean stays active by hiking and exploring new trails. He’s a huge sports fan and played a variety of sports throughout his life. He now coaches his three young kids in baseball, softball, and basketball. He likes to stay connected to his community Top Agent Magazine

through his local church, fundraisers, and volunteer work. He also donates a portion of each one of his commission checks through @Properties to different charitable organizations.

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Sean envisions himself having a team sometime in the future but is selective about the agents he would like to mentor. “I definitely believe in the saying that if you want something done right, you have to do it yourself.

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At the same time, I’d like to start a team, mentor agents, and pass on what I’ve learned if I can find the right type of people. You have to be motivated in order to succeed in this business. Nobody is going

to come and drag you out of bed in the morning and make you hustle. If I can find agents who have the same amount of motivation and work ethic as me, then I’ll start my own team.”

To learn more about Sean Glascott please call (773) 551–7168 or email sglascott@atproperties.com 12Copyright Top Agent Magazine

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 14

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thought16

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can Top Agent Magazine

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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BECKY PAWELCZYK

“I love meeting new people and learning about what makes them happy. I also love Chicago it is the most beautiful city.” Becky Pawelczyk explains. It was this passion that led her to enter the real estate field nearly five years ago. “I connected with Lisa Kalous via a mutual friend, and we hit it off right away.” Becky got her license and Lisa invited her to join her team, now a team of two. “It’s just the two of us, we work on every transaction together” Becky says. “I manage the operational side of the business for the team and manage my own clients. I see each transaction through from beginning to close.” Becky and Lisa specialize in selling single family homes and condos in Chicago and close suburbs. The vast majority of her business derives from repeats and referrals.

“Our clients really value the services we give, because we always prioritize their experience,” Becky explains. “We dedicate 100% of our focus to the client we are working with no matter how small or large the transaction, and we help them every step of the way. From helping sellers 18

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prepare homes for the market to being the first to see a new property.” If clients need a referral to a lender, attorney, or handyman, Becky and Lisa have a list of trusted professionals they can point them towards. “We work to make what can be an extremely stressful process, into a seamless one.” For their sellers, Becky and Lisa utilize social media, the MLS, broker networking and communications and open houses to spread the word about their listings.

When it’s time to negotiate, they do everything possible to obtain the best deal possible for their clients. This includes getting the lowest price for their buyers or the highest price for their sellers and vetting the parties involved to ensure a smooth transaction.

Word spreads fast about Lisa and Becky’s work. One recent client said, “Lisa and Becky were absolutely amazing to work with!

Listing/selling felt incredibly daunting and these ladies were there to provide insight and support every step of the way. From staging, understanding the market, navigating options and negotiating with buyers, these ladies were amazing and we know we would not have had such a positive experience without their expertise. So grateful for their help and cannot recommend enough!”

In the next chapter of their journey, they are planning on continuing on their current path and maintaining the relationships they’ve built along the way. “We value the relationships we nurture during the sale process. We are always learning.”

They love what they do, and can’t see themselves on any other path. “I enjoy having the flexibility to be with my family. But I also love being out in the city and seeing some of the most amazing properties and exploring so many different neighborhoods. It’s like being a tourist in my own town.”

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For more about Becky Pawelczyk and Lisa Kalous, please call 312-286-3191 or email beckyp@compass.com Copyright Top Agent Magazine 19

Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 20

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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RAMSEY AL-ABED Ramsey Al-Abed embarked on his real estate journey almost 6 years ago, coming from a background as an entrepreneur and business owner. Thanks to some amazing mentors who encouraged him to get his license and excel in the industry, Ramsey jumped right in and realized he’d found his calling. “I felt that real estate would be great fit with my entrepreneurial experience, and I quickly realized that it was an industry that I loved working in,” Ramsey says. “I love working with people, and I realized I wanted to create a long-term career in real estate. It became a passion. I soon stepped away from all my other business endeavors, and since then I’ve been growing my career year over year.”

With the Rubina Bokhari Luxury Group at Compass, Ramsey serves Chicago, with a specialty in luxury high-end properties. His wealth of entrepreneurial experience gives him and his clients a leg up in the Chicago market. “I’ve always had an ability to connect person-to-person, and that has led to creating so many great relationships around the city,” Ramsey says. “I always practice honesty and openness with friends and clients. I’m never afraid to talk to anyone, and I make clients feel happy and confident with me. That is how I’m able to grow my business organically and get lots of great referrals.”

Ramsey is an expert at helping clients turn from renters into homeowners, building personal wealth and achieving financial independence through real estate.

“I started out doing a lot of rentals, which was how many people in my circle were living, including myself,” Ramsey says. “When I’m able to educate my clients on what their rental money can equate to in purchasing power, I’ve had a lot of success converting them from renters into buyers.”

Outside of real estate, Ramsey is passionate about giving back to animal rescue efforts. “My wife and I are big adopters, and I’m a major advocate of animal Top Agent Magazine

adoption,” he says. The couple donate to animal rescue charities in different cities, as well as ocean cleanups and other causes.

Looking toward the future, Ramsey is planning to get his Florida real estate license so that he can better serve his clients who are relocating to sunnier climes.

“I have a big network and family in South Florida, and a major pipeline of clientele who move there from Chicago,” Ramsey says. “I plan not only to continue building my Chicago business, but also to use my network and book of business to get into the Florida marketplace.

I’m truly excited about continuing a career I love in a new market, and I look forward to that challenge.”

Ramsey is quick to express his gratitude for the mentors who’ve helped him get to where he is. “I’ve had some really great mentors in this business, and I attribute my success to being in the company of great agents, mentors, and managing brokers,” he says.

“I truly feel blessed in this business.”

To find out more about Ramsey Al-Abed, you can call him at 773.383.3649, email him at ramsey@compass.com or visit his website at compass.com/agents www.

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