CHICAGO 12-13-21

CHICAGO EDITION

Uncommon Contact:

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA FEATURED AGENTS

SHARON DOLEZAL LINA LEE TONY MATHEWS

CONCIERGE CARE:

Services that Lure Clients and Transform Your Reputation

3 BEYOND-THEOFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM COVER STORY

DINO HASAPIS

CHICAGO EDITION

LINA LEE

SHARON DOLEZAL

TONY MATHEWS

Lina Lee was always fascinated and eager marketing plans to ensure optimum expohouses. “I see houses as an opportuSharon Dolezal is a veteran Top Agent With aaccumulated determination to open succeed and asure. This includes investing in promotion With Real to 7 learn how the super-rich nity to showcase the house and to meet who has enjoyed over three decades serv15 20 23 strong ethic, Tony Mathews hasacross social media platforms, includinvolved their wealth by investing in realwork estate. She new people,” she says. She loves forming ing the Chicago metropolitan area, the wanted to get into theestablished real estate industry, ing Facebook, Instagram, and LinkedIn, himself as a top real estate agent ticipate i bonds with buyers and sellers and assistNorthwest Suburbs, and the North Shore. but the occasion arose almost by accident. “I as well as Adwerx and more traditional ing them inarea. their After move toserving the next stage Client’s leave raving reviews online, in the greater Chicago the year. got my real estate license because I wanted methods such as flyers and mailings. Lux of their lives.

“Sometimes the saddest day saying “Sharon is simply the best!” and in Lina the United States Marines Corps, TonyHome Chicago is extra particularThanksgiv to buy my own place,” recalls. “My about is closing day,” Sharon shares. “Because “You can’t be in better hands.” Yet, back first client was a renterwas who looking was looking fora new challenge. “I started the visual of the listing, as there aresands many of tu for I know I won’t be talking to them daily in 1986, she was simply searching for a one bedroom close to her work.

She said home buyers who first start their home in sales, and then became a she loan officer explains. “ anymore.”

Though stresses that goodflexible employment that would allow she was sorry for having such a low budget, search online and look at the photos – bye iscrashed,” never forever.

“Iexplains. never lose touch her to raise her child. Within two years of before the market he all of our but of course I did my best for her because the visual impression matters! “I do not with past clients,” she says. injuearning her license, she became a single ButDOLEZAL Tony eventually suffered serious school DINO HASAPIS LINA LEE she was mySHARON client. Then she referred me mind TONY investingMATHEWS capital to get the of listing mother. “It was such a godsend,” Sharon to three buyers from her work!

That’s how to stand out and get the most exposure from a car accident, and had to take a he enjoys says now of discovering her calling. Today, repeats andries When not then.” working, Sharon stays active in herbecause church at the end of the day, my seller my business grew so rapidly “I since couldn’t walk for almost a year.” family and referrals make up 90% of her business. She recentlybreak. guild, where they do fundraisers and drives clients to helpare happy when their listings Since joining the Lux Home Chicago Team are added a buyer broker to her team at Compass RealOnce he was healed and ready for atas hishigher nextof those in need.

In years past, she served Fourth July than other similar listings in the in 2019, Lina has continued serving buyers, sellers and sold prices Estate, the largest independent brokerage firm in the US. Commissioner inthe herRookie hometown ofbuilding/area,” Glenview, where shesays. decided to of pursue a career as an agent, Looking ahead, Tony renters from all walkschapter, of life.

SheTony received Lina “I do everything!”

“I am passionate about my job,” Sharon says. “I love it lives within a mile of her mom and childhood home. the Year award with less than one full year of experience and Outside he hasn’t looked back since. glass fusion. “I towards endless grow today as much as I did in the beginning.” of real estate, Sharon enjoys and transactions, and the rest is history.

When she is not working, Lina is an avid traveler and referrals and I hope t have a kiln in my basement,” shea shares. also has foodie. She In fact, she says, “After closing, when I’m two dogs and a grandson, who trumps everything else.

Clients are Sharon’s first priority.

“I’m clear about my With a growing portion of repeat and referral busiabout his work, Working at Lux Home Chicago with team lead Anne working with buyers who are relocating to Chicago from he c intentions from the initial interview,” Sharon says.

“My Ewasko and fellow broker Lina serves somewhere else, I give of restaurants that Igoing ness, Amy TonyPearson, continually exceeds expectations.

“I them useda listholds.

“I enjoy goal is not to sell the biggest house thecity highest mainlywith in the of Chicago butfor sheNordstrom is also oftentimes recommend inher each neighborhood.

I know a lot of good In the future, Sharon plans toa keep growingso busito work as manager, it’s kind of new people.” mortgage payment, but to help clients attain their highher clients in finding homes investors in the suburban restaurants in Chicago!” ness, adding and brokers.

Even so, growth and 4) PLAYINGassisting THE REAL ESTATE 16) BEYOND-THE-OFFICE in not me toany provide top 3 service and go est quality of life, whether they are purchasing their firstingrained areas as well, so technically, she doesn’t have boundchange are everything.

“Technology is amazing, but above MATCHMAKER—FOLLOW THESE ACTIVITIES TO home, moving up, or downsizing.”

Recently, Sharon beyond,” heofpersonal explains.

Providing sup- plans A ary that limits her areaand of service.

Because teamwork Looking Sharon to hands-on the future, Lina’s for the next year no substitute for relationships,” says. INSPIRE found herself assisting a client who had decided to sell and good TO mentoring from“The her team she his quickly include her sales from this year. “My goal is to key tolead, a helpful, happy career is todoubling get to know, 8 DATING RULES ENSURE CREATIVE BUSINESS BOOM port and prioritizing client’s experience, those who the family home years after her learned husbandevery passed away. aspect diverse ofand realunderstand estate and your how clients. to excel andput better each year,” she says. “As I’m getting Ifby you the client worklike, with Tony are blown away hisdoability to make YOU MATCH CLIENT During the home inspection, Sharon looked out the winbestYOUR assist each client whether first home buyers, more experience, building my skills, I’m able to provide first,they youare always succeed. ” each transaction as stress free as possible.

“Connectdow and saw her friend and neighbor, Brad, an HVAC investors, renters, etc. About 80% of her business comes service to my clients.”

WITH THE PERFECT HOME 21)a better CONCIERGE CARE: technician, walking up the driveway.

“It’s Brad,” saidingclients. from repeat and referral onlyisreason I was important thing,” he says. with “The people the most FOR THEM Sharon. The client asked who Brad was.

“You are going in this competitive industry was SERVICES THAT LURE CLIENTS able to make an impact That emphasis on see serving the client comes through “I take the time to get to know my clients and what to love him,” was Sharon’s reply.because How right she was.

“I I work 24/7,” Lina says. “Whenever my clients in everything Lina does. “My mission is to make my AND TRANSFORM YOUR their needs are, which establishes a level of trust.” For always say my business is about text, building call, relationships, or email me, I always try to be available for any clients happy,” she says. “I am so happy when I can 13) UNCOMMON CONTACT: REPUTATION but this takes the cake,” Sharonquestions exclaims. next his buyers, offandwith a consultation my“The clients have.

I go abovehe andstarts beyond, I get a good deal forto mydeterclients, or get them the highest thing I knew, I was officiating their wedding!” really try to protect the best interests of my clients.

I go price possible for their house mine what they are looking for, then lays out a plan to and get the listing sold CONNECTING WITH CLIENTELE the extra mile to makeachieve them happy.” fast.

It’s so rewarding when big purchase, and it canmy clients tell me that I’m THROUGH SOCIAL MEDIA their goals. “This is a the best realtor that they have worked with! That really To market listings, Sharon takes advantage of Compass’s be a stressful experience especially forhappiness, first time When platform it comesistoconmarketing their listings, Lina and gives me andhome I know I made a right choice to Marketing Department, whose superb buyers.

Buthave if they’re well-prepared, it can be exciting. teamit attheLux Home Chicago comprehensive be a realtor.” stantly changing and improving.the “I call shotgun approach,” Sharon says. “We don’t know where exactlyAnd that’s whatContact it should be.” at: 847-361-0864, Sharon we will find the buyer, so we incorporate every avenue, For more about Lina Lee, call 817.901.1287, email lina@luxhomechicago.com. w SharonDolezal.com, or 310-734-1440 | Fax 310-734-1440 angle, andPhone technology.”

Flawless first impressions are You can find her online at Lina.LuxHomeChicago.com.

Sharon.Dolezal@Compass.com pivotal. Sharon guides sellers in staging homes and openPreparation is the cornerstone of Tony’s work, whether

CONTENTS

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mag@topagentmagazine.com www.topagentmagazine.com he’s |assisting a buyer, seller or investor. He ensures Copyright Top Agent Magazine

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Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published expect, which eliminates surprises and results in a Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. act Robin Wilsonmaterials, at 847-207-1975 or email Robin@ChicagoToNorthShore.com smooth journey. enjoy exceptional marketing Contact Robin Wilson at 847-207-1975 or email Sellers Robin@ChicagoToNorthShore.com bsonrealtors.com, To subscribe or change address, send inquiry to mag@topagentmagazine.com. of their property, with their listings going out to doz.com Published in the U.S.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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DINO HASAPIS Top Agent Magazine

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Top Agent Dino Hasapis has developed a reputation for delivering superior service and alleviating stress in the greater Chicago real estate market, ranking #1 in his office for 2020.

Determination and hard work have defined Dino Hasapis’s career. He started off as a trader, but when it all went computer-based, he was looking for new opportunities. “I saw a friend of mine at the grocery store, and he was a broker for REO properties,” Dino explains. “He encouraged me to join him.” Not one to turn down opportunities, Dino jumped at the chance, earning his real estate license in 2011. “I was there all day, answering phone calls from investors, and it was great.” Once the market took a downturn, Dino transitioned his skillset into general real estate, helping people buy and sell. He’s now developed a reputation for delivering superior service and alleviating stress in the greater Chicago real estate market, ranking #1 in his office for 2020.

When assisting buyers, Dino loves guiding them through the transaction, giving them all of the information they need to make educated decisions. Meanwhile, 8 Copyright Top Agent Magazine

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he implements thorough marketing plans to spread the word about his listings.

“My first step with buyers is to sit down with them and get to know them,” Dino says. “I determine what they are looking for so I can Top Agent Magazine

start showing them properties that fit their exact needs. We discuss their budget, their musthaves, and their ability to compromise. I go from A to Z and will even sit down with lenders to see them through the pre-approval process.”

First time buyers often require patience and Copyright Top Agent Magazine9

First time buyers often require patience and extra support, and Dino is ready to provide that for them. “It’s a learning experience, so I try to set the expectations.” extra support, and Dino is ready to provide that for them. “It’s a learning experience, so I try to set the expectations.” Sellers are similarly impressed by Dino’s ability to go above and beyond expectations, as he always puts their needs and goals first. Wanting their listings to reach as many people as possible, he sends out postcards and email blasts, advertises on social Copyright Top Agent Magazine 10

media, and sometimes posts property videos on YouTube. Closing around 45 properties per year, Dino’s methods are proving effective, and he’s only continuing to build on them.

Advertising his own work is typically not necessary, as his past clients love to spread the word about him. One recently said, Top Agent Magazine

“Dino is the consummate professional, he is extremely helpful and despite the volume of calls he receives, he somehow always manages to return yours. Dino is consistent and persistent with bringing potential buyers to the property for viewings, and no matter how long it takes he gets the job done. If I listed all of Dino’s positive qualities, we would Top Agent Magazine

be here all day; If you want a considerate, conscientious, knowledgeable broker who genuinely cares, Dino is the chap, he will not disappoint.” Another wrote, “I’ve never worked with someone who I felt so truly ‘had our back’ and cared for us and our needs.

It was like house hunting with my family, though we had never met Dino before! He Copyright Top Agent Magazine 11

shared our excitement through the whole process and that was very powerful. A rare gem!”

In the coming years, Dino hopes to build a team.

“I work all hours of the day, so getting a team

going will help me expand.” Ultimately, he hopes to help more people reach their real estate dreams, as it’s what he loves most about his job.

“It’s fun to be a part of this journey with them and see how much they appreciate it at the end.”

For more information about Dino Hasapis, please call 847-687-3056 or email dinohasapis@compass.com

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 14

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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SHARON DOLEZAL Sharon Dolezal is a veteran Top Agent who has enjoyed over three decades serving the Chicago metropolitan area, the Northwest Suburbs, and the North Shore.

Client’s leave raving reviews online, saying “Sharon is simply the best!” and “You can’t be in better hands.” Yet, back in 1986, she was simply searching for flexible employment that would allow her to raise her child. Within two years of earning her license, she became a single mother. “It was such a godsend,” Sharon says now of discovering her calling. Today, repeats and referrals make up 90% of her business. She recently added a buyer broker to her team at Compass Real Estate, the largest independent brokerage firm in the US. “I am passionate about my job,” Sharon says. “I love it today as much as I did in the beginning.”

Clients are Sharon’s first priority. “I’m clear about my intentions from the initial interview,” Sharon says. “My goal is not to sell the biggest house with the highest mortgage payment, but to help clients attain their highest quality of life, whether they are purchasing their first home, moving up, or downsizing.” Recently, Sharon found herself assisting a client who had decided to sell the family home years after her husband passed away.

During the home inspection, Sharon looked out the window and saw her friend and neighbor, Brad, an HVAC technician, walking up the driveway. “It’s Brad,” said Sharon. The client asked who Brad was. “You are going to love him,” was Sharon’s reply. How right she was. “I always say my business is about building relationships, but this takes the cake,” Sharon exclaims. “The next thing I knew, I was officiating their wedding!”

To market listings, Sharon takes advantage of Compass’s Marketing Department, whose superb platform is constantly changing and improving. “I call it the shotgun approach,” Sharon says. “We don’t know where exactly we will find the buyer, so we incorporate every avenue, angle, and technology.” Flawless first impressions are pivotal. Sharon guides sellers in staging homes and open Top Agent Magazine

houses. “I see open houses as an opportunity to showcase the house and to meet new people,” she says. She loves forming bonds with buyers and sellers and assisting them in their move to the next stage of their lives. “Sometimes the saddest day is closing day,” Sharon shares. “Because I know I won’t be talking to them daily anymore.” Though she stresses that goodbye is never forever. “I never lose touch with past clients,” she says.

When not working, Sharon stays active in her church guild, where they do fundraisers and drives to help those in need. In years past, she served as Fourth of July Commissioner in her hometown of Glenview, where she lives within a mile of her mom and childhood home.

Outside of real estate, Sharon enjoys glass fusion. “I have a kiln in my basement,” she shares. She also has two dogs and a grandson, who trumps everything else.

In the future, Sharon plans to keep growing her business, adding investors and brokers. Even so, growth and change are not everything. “Technology is amazing, but no substitute for personal relationships,” Sharon says.

“The key to a helpful, happy career is to get to know, like, and understand your clients. If you put the client first, you always succeed.”

Contact Sharon at: 847-361-0864, w SharonDolezal.com, or Sharon.Dolezal@Compass.com ww.

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of 16

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?

To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation.

You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime.

Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new.

If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is.

However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, 18

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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See new sights.

If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light.

However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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LINA LEE Lina Lee was always fascinated and eager to learn how the super-rich accumulated their wealth by investing in real estate. She wanted to get into the real estate industry, but the occasion arose almost by accident. “I got my real estate license because I wanted to buy my own place,” Lina recalls. “My first client was a renter who was looking for a one bedroom close to her work. She said she was sorry for having such a low budget, but of course I did my best for her because she was my client. Then she referred me to three buyers from her work! That’s how my business grew so rapidly since then.”

Since joining the Lux Home Chicago Team in 2019, Lina has continued serving buyers, sellers and renters from all walks of life. She received the Rookie of the Year award with less than one full year of experience and transactions, and the rest is history.

Working at Lux Home Chicago with team lead Anne Ewasko and fellow broker Amy Pearson, Lina serves mainly in the city of Chicago but she is also oftentimes assisting her clients in finding homes in the suburban areas as well, so technically, she doesn’t have any boundary that limits her area of service. Because of teamwork and good mentoring from her team lead, she quickly learned every diverse aspect of real estate and how to best assist each client whether they are first home buyers, investors, renters, etc. About 80% of her business comes from repeat and referral clients. “The only reason I was able to make an impact in this competitive industry was because I work 24/7,” Lina says. “Whenever my clients text, call, or email me, I always try to be available for any questions my clients have. I go above and beyond, and I really try to protect the best interests of my clients. I go the extra mile to make them happy.”

When it comes to marketing their listings, Lina and the team at Lux Home Chicago have comprehensive

marketing plans to ensure optimum exposure. This includes investing in promotion across social media platforms, including Facebook, Instagram, and LinkedIn, as well as Adwerx and more traditional methods such as flyers and mailings. Lux Home Chicago is extra particular about the visual of the listing, as there are many home buyers who first start their home search online and look at the photos – the visual impression matters! “I do not mind investing capital to get the listing to stand out and get the most exposure because at the end of the day, my seller clients are happy when their listings are sold at higher prices than other similar listings in the building/area,” Lina says. “I do everything!”

When she is not working, Lina is an avid traveler and a foodie. In fact, she says, “After closing, when I’m working with buyers who are relocating to Chicago from somewhere else, I give them a list of restaurants that I recommend in each neighborhood. I know a lot of good restaurants in Chicago!”

Looking to the future, Lina’s plans for the next year include doubling her sales from this year. “My goal is to excel and do better each year,” she says. “As I’m getting more experience, building my skills, I’m able to provide a better service to my clients.”

That emphasis on serving the client comes through in everything Lina does. “My mission is to make my clients happy,” she says. “I am so happy when I can get a good deal for my clients, or get them the highest price possible for their house and get the listing sold fast. It’s so rewarding when my clients tell me that I’m the best realtor that they have worked with! That really gives me happiness, and I know I made a right choice to be a realtor.”

For more about Lina Lee, call 817.901.1287, email lina@luxhomechicago.com.

You can find her online at Lina.LuxHomeChicago.com. www.

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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 22

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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TONY MATHEWS With a determination to succeed and a strong work ethic, Tony Mathews has established himself as a top real estate agent in the greater Chicago area. After serving in the United States Marines Corps, Tony was looking for a new challenge. “I started in sales, and then became a loan officer before the market crashed,” he explains.

But Tony eventually suffered serious injuries from a car accident, and had to take a break. “I couldn’t walk for almost a year.”

Once he was healed and ready for his next chapter, Tony decided to pursue a career as an agent, and he hasn’t looked back since.

With a growing portion of repeat and referral business, Tony continually exceeds expectations. “I used to work for Nordstrom as a manager, so it’s kind of ingrained in me to provide top service and go above and beyond,” he explains. Providing hands-on support and prioritizing his client’s experience, those who work with Tony are blown away by his ability to make each transaction as stress free as possible. “Connecting with people is the most important thing,” he says.

“I take the time to get to know my clients and see what their needs are, which establishes a level of trust.” For his buyers, he starts off with a consultation to determine what they are looking for, then lays out a plan to achieve their goals. “This is a big purchase, and it can be a stressful experience especially for first time home buyers. But if they’re well-prepared, it can be exciting.

And that’s what it should be.”

Preparation is the cornerstone of Tony’s work, whether he’s assisting a buyer, seller or investor. He ensures each party knows what is happening and what to expect, which eliminates surprises and results in a smooth journey. Sellers enjoy exceptional marketing of their property, with their listings going out to dozens of websites and social media. “We provide professional photography, videos and drone footage, which we place on all platforms.”

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With Realty of Chicago, LLC, Tony stays involved in the community, as they participate in various events throughout the year. “We host a turkey drive every Thanksgiving, where we donate thousands of turkeys to families in need,” Tony explains. “We do a back to school drive at all of our offices, donating backpacks full of school supplies.” During any free time, he enjoys sports, traveling, or relaxing with family and friends.

Looking ahead, Tony’s business appears to be heading towards endless growth. “I’m getting very busy with referrals and I hope to start a team soon.” Passionate about his work, he can’t wait to see what the future holds. “I enjoy going to work everyday and meeting new people.”

For more information about Tony Mathews, please call 773-416-7400 or email soldbuytony@gmail.com 23

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