CHICAGO 10-15-18

CHICAGO EDITION

Small Yard?

BIG STATEMENT: How To Make The Most Out of Micro Outdoor Spaces

CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

FEATURED AGENT

HILARY O’CONNOR

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

Sarah Leonard COVER STORY

CHICAGO EDITION

HILARY O’CONNOR

Hilary’s honesty and direct c Real estate runs in Hilary O’Connor’s family, 7 through21 is appreciated by all, as it with her mother working as an agent thing clear throughout the e out her life. Although Hilary didn’t originally “I don’t sugarcoat things. I fe plan on becoming an agent, she is incredibly need to know what they need grateful for the events that led her here. “I is people’s money, it is person was getting ready to graduate with my bacheemotional. I am really good a lor’s degree, and was preparing to attend law it back to the issue and fram school in the fall. My mom offered to help in a very straightforward way offset some of the law school costs if I helped without being rude and harsh. her with open houses and showings during the getting to the point.” summer,” Hilary explains. So Hilary took the course and received her real estate license in Exceeding expectations and go one week, working with her mom right after SARAH LEONARD HILARY O’CONNOR beyond to make her clients hap graduation. After graduating law school a few collected dozens of five-star years later, she began working in both private recent buyer said, “I worked and public firms, while also maintaining her purchase my first home and was referred to he real estate license. Eventually, she decided to take what she after Hilary helped her sell her first home. B learned in law and utilize it as a fullCONTENTS time real estate agent. “I wonderful experiences with her from both th haven’t looked back since,” she says. selling sides. Besides being a very friendly an person, TIPS Hilary is extremely responsive Today she serves the greater 90 per18) TOP able AGENT AND 4) SMALL YARD? BIG Chicago area, with about helpful with the entire home buying process. cent of her business based off of referrals.

“I think they keep QUESTIONS FOR CHOOSING STATEMENT: HOW TO MAKE to have been able to work with her for my f coming back to me because of my law degree and extensive YOUR THEknowledge MOST about OUTtheOF MICRO chase and AGENT I promise you will be very thankfu industry,” Hilary says. “Having that LISTING with her, too!” background as a lawyer is really helpful and establishes trust.

OUTDOOR SPACES I can offer unparalleled guidance.” Hilary also sees the big22)treat CONCIERGE CARE: As Hilary looks towards the future, she wou ger picture when working with her clients, and doesn’t SERVICES THAT LURE CLIENTS 13) them 6 HABITS HIGHLY tinue growing her business and creating a bra as one-timeOF transactions.

“It’s not just a paycheck for But no matter how big her me.

I foster strong and long lasting relationships, and a lot of AND TRANSFORM YOUR business gets, sh PRODUCTIVE AGENTS love working directly with her clients. “I love my clients become friends. They feel safe with me, and they REPUTATION a milestone in someone’s life. I love the inter know they’re my priority.” Because of Hilary’s intelligence, tionships I get to make everyday, and how I am compassion and trustworthiness, her business grows organithem in one of the biggest decisions they will cally, with clients eager to refer her to friends and family.

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Agent Magazine For more information about Hilary Top O’Connor,

please call 773 - 218 - 0294 or email ho’connor@dreamtown.com

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 4

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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Sarah Leonard Top Agent Magazine

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In 2013, Sarah Leonard independently closed 208 deals—the MLS awarded her for most closed transactions and she ranked as the #1 Re/Max agent in Illinois.

at a very young age, Sarah joined some teams before working independently.

Sarah Leonard stepped into her dream career at age 15, without realizing it. Sarah, now headed towards finishing her second decade in the industry, she first built a successful, independent business and now has formed her cherished team within Re/Max Suburban of Chicagoland. “When I was 15, I answered phones and scheduled appointments for local Re/Max agents; it was one of my first jobs!” Right away, she says, Sarah saw that real estate was nothing like the widely held misconceptions. “People assume that agents have all kinds of freedom and make their own calendar,” she says. Having learned and gained so much from the experienced agents 8 Copyright Top Agent Magazine

By 2013, Sarah independently closed 208 deals; the MLS awarded her for most closed transactions and she ranked as the #1 Re/ Max agent in Illinois. “That was a great accomplishment, but when I reflected on it, I realized I hadn’t taken time to do anything for myself aside from work.” Missing family, vacationing, and sleep, she began forming the Sarah Leonard Team. Beginning with hiring her sister to run office administration, she later added two, licensed buyers’ specialists. “When our agents get busy, we carefully select someone new who is a good fit for the team. That way, each of us has life balance.”

Currently comprised of eight agents, three of Sarah’s agents focus on listings and five on buyers. She also employs three transaction Top Agent Magazine

coordinators, two listing coordinators and a night/weekend staff member.

“We like making every transaction no-stress for the client; having this kind of team allows Top Agent Magazine

us to do that,” adds Sarah. “Every transaction has moving pieces. We’re proactive with our clients so that nothing is missed; everything goes off without a hitch.” Covering Northwest and Western Suburban Chicagoland, Sarah’s Copyright Top Agent Magazine 9

team also offers their combined, deep understanding of the market and its amenities, as well as the benefits and schools in each local community. “We get to know our clients, educating them on the communities and what might be a good fit for them.”

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The fact that clients keep coming back for new purchases or sales speaks to the excellent service they receive from the Sarah Leonard Team. “During the transaction, we’re in touch daily, sometimes even hourly!” Everyone always knows where things stand, with no surprises on timeline and what to expect in days and weeks to come. For sellers, this means taking the time upfront to help prepare the home before strategic pricing and photograTop Agent Magazine

phy, plus online and print marketing.

“We use every kind of technology we can to get broader exposure for listings,” says Sarah. “We’re always trying new kinds of ads or targeted social media promotions.” This all happens in addition to targeted print mailings and outreach to the brokerage community, broker tours and community open houses.

“We truly have the best job on Earth!” adds Sarah. “We see our clients on a regular basis Top Agent Magazine

and hold monthly or bimonthly events throughout the year to catch up with people and learn what’s going on with them.” Additionally, team members volunteer at least twice a month at a local food pantry in the Chicagoland suburbs. They also support local pet welfare Copyright Top Agent Magazine11

facilities and coordinate food and clothing drives, working closely with the fire stations and schools to increase participation. “It feels so good to do this in our community.” Sarah also enjoys time with her big Mastiff puppy and with her cherished nieces and nephews.

“It’s great to have time with family now and to travel!” she says. With a team made up of people who are big believers in life balance and in the shared belief that there is plenty

of business to go around, Sarah also nurtures positive relationships with other brokers. She plans to continue experimenting, growing and moving forward.

“Our clients truly are our friends,” says Sarah. “It’s exciting to see that my team likes what they do, to watch the work ethic and vision we have come to life while creating positive experiences for people.”

To learn more about Sarah Leonard, visit sarahleonardsells.com or facebook.com/SarahLeonardTeam www.

www.

email sarahleonard@remax.net or call 224.239.3966.

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things Top Agent Magazine

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as 13

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do 14

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innovaTop Agent Magazine

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out Top Agent Magazine

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 18

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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HILARY O’CONNOR Real estate runs in Hilary O’Connor’s family, with her mother working as an agent throughout her life. Although Hilary didn’t originally plan on becoming an agent, she is incredibly grateful for the events that led her here. “I was getting ready to graduate with my bachelor’s degree, and was preparing to attend law school in the fall. My mom offered to help offset some of the law school costs if I helped her with open houses and showings during the summer,” Hilary explains. So Hilary took the course and received her real estate license in one week, working with her mom right after graduation. After graduating law school a few years later, she began working in both private and public firms, while also maintaining her real estate license. Eventually, she decided to take what she learned in law and utilize it as a full time real estate agent. “I haven’t looked back since,” she says.

Today she serves the greater Chicago area, with about 90 percent of her business based off of referrals. “I think they keep coming back to me because of my law degree and extensive knowledge about the industry,” Hilary says. “Having that background as a lawyer is really helpful and establishes trust.

I can offer unparalleled guidance.” Hilary also sees the bigger picture when working with her clients, and doesn’t treat them as one-time transactions. “It’s not just a paycheck for me. I foster strong and long lasting relationships, and a lot of my clients become friends. They feel safe with me, and they know they’re my priority.” Because of Hilary’s intelligence, compassion and trustworthiness, her business grows organically, with clients eager to refer her to friends and family.

Hilary’s honesty and direct communication is appreciated by all, as it makes everything clear throughout the entire process.

“I don’t sugarcoat things. I feel like clients need to know what they need to know. This is people’s money, it is personal and can be emotional. I am really good about bringing it back to the issue and framing the issue in a very straightforward way and honestly, without being rude and harsh. I’m helpful in getting to the point.”

Exceeding expectations and going above and beyond to make her clients happy, Hilary has collected dozens of five-star reviews. One recent buyer said, “I worked with Hilary to purchase my first home and was referred to her by my sister after Hilary helped her sell her first home. Both of us had wonderful experiences with her from both the buying and selling sides. Besides being a very friendly and knowledgeable person, Hilary is extremely responsive and incredibly helpful with the entire home buying process. I am so lucky to have been able to work with her for my first home purchase and I promise you will be very thankful you worked with her, too!”

As Hilary looks towards the future, she would like to continue growing her business and creating a brand for herself.

But no matter how big her business gets, she will always love working directly with her clients. “I love being a part of a milestone in someone’s life. I love the interpersonal relationships I get to make everyday, and how I am able to guide them in one of the biggest decisions they will ever make.”

For more information about Hilary O’Connor, please call 773 - 218 - 0294 or email ho’connor@dreamtown.com 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 Top Agent Magazine

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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