CHICAGO 12-6-21

CHICAGO EDITION

Tips on Breaking into the

LUXURY MARKET

The Daily Schedule of

A SUCCESSFUL REAL ESTATE AGENT

FEATURED AGENTS

JIM ABBOTT DAVE & KELLY DAVIS MICHAEL FERRY JACQUELYN JENKE SARAH MAXWELL LONA REILING ERICA SMITH

6 HABITS OF HIGHLY PRODUCTIVE AGENTS COVER STORY

SANTIAGO & ELIZABETH

CHICAGO EDITION

MICHAEL JOHN FERRY ABR, BPOR, CNE, SF

JIM ABBOTTREAL ESTATE BROKER AND CONSULTANT

DAVE & KELLY DAVIS

9

Dave and Kelly Davis are known for 18 22 their savvy marketing strategies and going above and beyond to help their clients succeed in their real estate transactions. Affiliated with eXp Realty, they serve McHenry County, Illinois, and surrounding areas.

27

helping our clients a that it gives us plen time with our boys.”

The future is brigh and-wife duo as th their entrepreneuria avenues while con For Dave and Kelly, client service is their real estate b a priority, and they strive to deliver a recently started a l JIM ABBOTTexperience toMICHAEL flawless their buyers for real estate agent SANTIAGO VALDEZ FERRYand DAVE & KELLY DAVIS & ELIZABETH PYLE sellers during every single transaction. ture she plans to star “Customer service is very important for coaching and help R® for our times, Lona Reiling began her season, Jacquelyn had one of the fastest listing real estate career in SARAH MAXWELL industry on topics that benefit our 28 31 35 Toptheir own businesse us.

We in want our clients knowhave that we Relocation Expert, C.A.R. 32 A Certified Born and raised inher Chicago, Jim Abbott g expertise with a to close rates office andto could nearly 2010, coming from a background in ahave social And don’t forget atclient the end of eve and Member of Luxury Portfolio has always had passion for real estate. always their best heart,” Dave says. whotoisadding also aa lender, isrelationshi working To foster becoming a days.

TopSarah Agent, Michael he industry. Helping guaranteed a home to Before sell a matteratPerformer, of As aininterests Chicago native, cabinets bathroom towants gut reht work.

“My Master’s degree is in Social we share “Tea” that no one International, he has cultivated a boutique After graduating from college, he went It’s this approach that’s helped the couple buildofa large building that side ofto business relies purely onhis organic gr John Ferry enjoyed a decade-long career on “I’m If she hadn’t decided restore homes as a She is currently on pace to exceed thirty-five imparts over thirty years property. not afraid get down o on to serve ashomeless a district store manager for workflow around values of openness, integWork, and I was the director of a tently keeps in touch with Wall Street, where he traded over $7 billion network of repeat and referral clients. real estate, our goal is to keep a to Realtor, Erica Smdo s initial interest in transactions year alone. local knowledge in helping cliknees help them figure and knowledgeability to and meetget the dirty needs a leading retailthis chain, where he gained an rity, through phone calls, text in real estate securities with been doing because that strategy Lona recalls.of “I Community involvement im have made a isgrea entshigh-level find home in alike. to work.” in-depth knowledge the region.

Later,their he dream of buyers and sellers Marketing Manager shelter for a long time,” ® eCampaigns, emails, and Guggenheim Partners.

Eventually, he realCompleting an average of 40 to 50 transactions per so far.

We’ve made waves arou who cares about her comAs a REALTOR decided the wasas right city tracks she has called home to Lona, and she attime first, a totheswitch Her recently efforts to suppo help cp Group, Jacquelyn started in real estate part-time gifts.

He also plans activitie a career on Wall Street was simply not year, pair relyized on Kelly’s unique social media stratwith the unique advertising we munity, Jacquelyn serves on the board of The and pursue histhe real estate license, and in When listing a property, Jim equips his When it comes tobeyond marketing, Sarah util all her life. “I love that in my Vaughn their curren ofegies social work, McClure Foundation, asp A need for change fun escape from the stresses hours and other events.

Inst right.

Looking to nurture his entrepreneurclients with a comprehensive strategy. the seven years since, he has authored an to help market their properties.

“We have a big continue serving our clients and Chicago Help Initiative with whom she alsoabout methods to reach stances the right buyer.

She work I’m always out and has been a he ed her to reach out before eventually going into real estate a fellow student of hers at NIU, accomplished an ial agent, with Starting out, he helps them prepare their wine after alisting, closing, Mich spirit, hehis transitioned to real estate.

“The socialcareer mediaasfollowing on platforms like Facebook and excellent service going forward.” volunteers, delivering meals to the homeless online rollout for each with pos in the city, seeing it change, 20 year career in home forour theposts, market and provides aclients suite her ofanCradles featured in Lona prominent publications ms who helped her full-time.” The rest is work item that will last isspending history,” says Michael John.and Currently, history, and as has Cray Instagram.

Kelly gets very creative with range ofsupported realty sites putting herto listings and in different on aChicago weekly basis.

As arest drummer andtime musician, JACQUELYN JENKE MAXWELL LONA REILING ERICA SMITH professional photography and videography likeSARAH Agent Magazine and Voyage try, and one of the kr or homes. Jacquelyn hasn’t he is our a solo agent serving the allows ussits to listings toSarah’s a wide audience.” looked back since.

ForitMagazine. the past 11market & Healing Foundat fingertips.

She floor includes high-end profe firstChicagoland Jacquelyn often inneighborhoods.” at a local music school, services, including 3DPurple tours and Hose virtual Chicago clients continue to p and haven’t regret- years, she has excelled at setsfloor Michael apa greater metro area, which spans a total six toWhat 3D of plan John and any plans.

Oncewhen the property iswalk-throughs, ready list, 5k hea to experience with came while in college helping herreal cli-atestate has an annual benefit dome backing up students their concerts.

When she’s to help them with CONTENTS is make a uniqueness in experienc outlook, counties.

Repeat business referrals make digital What keeps the duo working with passion the knowlshares it is toand a blend ofmaterials targeted andthat Today, Jim is amanaging Broker Associate with Baird that a buyer’s shegiving began the apartment building she lived ents achieve their real estate goals. survivors have not back or working, Jacquelyn cherishes estate needs.experien that he sharpened during up over 95% of achieve his clientele.

With lence over $10 & Warner Lincoln Park, where he assists clisocial media campaigns, as well as to those edge that they’re helping others their dreams. flipside, a key to Sarah’s marketing efforh in. With that experience, Sarah was empowered to buy witnessed ALTOR® with Keller WilliamsBUILDING time with family and hiking in the preserve. abuse.

When she is no million in forest sales awithin year, Michael John saves Street negotiation.

While he ents throughout the entirety ofnearby Chicago, the his extensive professional sphere—all 4) 3 TEAM EXERCISES TO 24) 6 HABITS OF HIGHLY It also doesn’t hurt that they both enjoy their work and a pool of well-informed buyers for a multi-unit property of her own. Working with an agent Park, Illinois, where, after only Looking to the future, she is laying the groundwork to grow to ensure a seamless transaction. surrounding suburbs, and the North Shore.

Erica began her career in 2000 as a leasing bedside manner, he also har over $500 thousand for his clients annually.

With EXIT Strategy Realty, Lona primarily ing or giving back, Lona enjoys the variety that it brings to their life.

“Every single day REVITALIZE MOMENTUM THE which occurs at the personal level. Bytr andIN seeing the OFFICE buying process up PRODUCTIVE close sparked Sarah’sAGENTS d recognitions including Keller herof business withwith plans to start ait“I team ingets the boring,” coming year petitive edge.

“Ifriends, make money for my sellers, and save a property company inlove themy Ch is different, so never Kelly explains, serves the city Chicago, a focus on spending time with herinfo an andImanagement distributing detailed sheets fo inspiration and ambition. “It seemed like something #1,” he says.

“I fight for the money for my buyers, consistently,” he says. he Year Award and 2021 Capper while expanding her investment portfolio through flipping By 2005 she had obtained her Managing and Dave adds, “It’s very rewarding to guide our cli6) 5 FRESH NEW 29) TIPS ON BREAKING INTO at chihuahua, every showing, Sarah ensures thatRp could doher really well, need and I her. enjoyed process” she South Side, but APPROACHES she goesI where clients “I the ing out with her Lily Saffire. they areinformation family.”

“Ijourney, don’t need to sell thethem most; I justthe strive toand lyn has extensive knowledge of houses and acquiring She continues towe expand her Broker’s license opened her ownMichael compan entsrentals. through help educate about have the necessary on everyJ remembers.

“Fifteen years later here are.”

TO CONTENT MARKETING THE LUXURY MARKET have gone all the way from Evanston outthis to Naperville, to leave an impression that be the best I can be for every client.” ier Expert in Green Zone Land knowledge base, recently completing an exclusive training, ing a staff of 10 to assistant her with process, and advise them from beginning all the way to know that they’re ready to managi commit as far south as Crete and Sauk Village, and east to the In the future, Lona plans to continue serving he until theis Zones.” end, when they’re holding that key their rvicing all areas15) of theAindustry.

“Getting GUIDE my PHD Green Inwith five@properties years, she hopes 350toTHROW units. loved connecting people that“Ihas helped Sarah andwith her team ga Today,in Sarah a Broker in Chicago STEP-BY-STEP 33) HOW TO A lake,”and she says.

A significant portion ofdream Lona’s business and mentoring newer “Ithem like this teamthe mo new home, or we sold their property forCurrently, topaprice.” lot of transactions joy fromagents. helping through business derives TO from CONVERTING repeat her hard work will yield her of opening a community where she leads the Sarah Maxwell Group. this year.

INTERNET NETWORKING THAT where I am able comes fromcenter repeat referral clients, an impressive I’ve atEVENT EXIT Strategy her business derives from repeat and made referral obtaining the right housing to fit their needs. andand outdoor space for her exclusively community to enjoy.

LEADS PUT BUSINESS ON of workshe Dave andCAN Kellypeople are devoted parents Whenthem she’s notgrow,” working, Sarah fosters clients.

“Iconfidence love working so closely with forYOUR ahousing featTO thatREAL speaksLIFE to theSALES trust andOutside inspires. people infew and help to Lona says. “ market shifted in 2008 and homes bec proves invaluable when listing THE MAP of two boys, with Dave coaching their baseball team. rehabbing properties, and loves explori months and then getting to reconnect with them down affordable, I began helping tenants make the “I have a lot SCHEDULE of investors who repeat with me, and I get to come in new, and it can be frustrating at time 20) THE DAILY A e customer experience Jacquelyn experiencing new restaurants, p Between two theysettled don’t have the OF road as theirwork lives and haveraising evolved andkids, they’ve to becoming homeowners.” learn more about Dav significant referral business from partners in the busibeing able to her usekids, theTo relationships that I’ve SUCCESSFUL foundation of trust which keeps REAL ESTATE Looking to the future, Sarah plans to f a lot of free time, but on“It’s the so rareimportant occasions they do, into AGENT their home” Sarah explains. when email davedavisre@g ness and mentor new agents and help them grow ininthe social media presence, staying fronb enjoy beingthat athletic andanlove to workout in their you’rethey buying a home you find agent who knows r. “I do treat every client like my past clients.”

Nearly 13 years later Erica is an Accredi visit daveandkellyda while growing myself as well.” generating organic referrals.

She Chica contin what they’re doingorand you really clickrides with.”

She “A home gym go who on hikes and bike together. nterests in mind. I set grounded Representative serving clients all (815) over or call 546 – ors to improve processes, implementing credits her honesty and her efforts to educate her clients huge part of what we love about real estate, aside from clients keep coming back because of the strong g how big theirPhone dreamLona’s can be,” 310-734-1440 | Fax 310-734-1440 suburbs with Coldwell Banker Realty. She com maintain the high level of care for eac withthem. creating a foundation of atrust them she forms with “I am definitely rela-as she guides wealth s know I go above andrelationships beyond, of knowledge she’s gained throughout h been her trademark of excellent service through the transaction process, starting with a contract mag@topagentmagazine.com | www.topagentmagazine.com stage a home or referring them person,” she says. “My whole business is built tionship the industry with the cutting-edge technology overview in every first meeting. “A lot of people like ng for the best deal we on canof get.” keting tools herpublisher. brokerageTop has to offer in ord relationships. the transaction is over,whatsoever Inot continue No portion this issue mayAfter be reproduced in but any manner consent of the surprises, probably when without they’re prior spending clients doesn’t Agent stop atMagazine the close her clients achieve their real estate goals. Er is published bymy Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy the relationship with clients.

Sometimes they say it’s hundreds of thousands of dollars,” Sarah adds. “I feel off the relationships shelike fosters, 22 transactions last year and is on pace to e of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by like to if their they know what’s around the corner, they can I’m moving with them houses!

We’ve been friendly phoneitscall or drops by number in 2021.

An enviable 85 percent of he authors. change address, mag@topagentmagazine.com.

Published in the U.S. make thesend most educated for in To thesubscribe trenchesor together through theinquiry wholeto decision process ofthemselves.” to their home. She stays in touch comes from referrals and past clients. They ch buying, and I continue the relationship afterwards.” year keeping not only becauseTop they knowMagazine how hard she’ll wo With her extensive experience in rehabbing properties, 2 her top-of-mind for Agent heir next move. behalf, but also for the effort she takes to ensure and her acute eye for detail, Sarah draws her client’s Lona holds client eventsattention to keep and of a home.the to people long-terminvested considerations She knowledge they need to make good decisio

JACQUELYN JENKE

LONA REILING

ERICA SMIT

www.

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office 4

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

Top Agent Magazine ®

Top Agent Magazine

If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, Top Agent Magazine

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

Top Agent Magazine ®

5

5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

6

Top Agent Magazine

Top Top Agent Agent Magazine Magazine

balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

Top Agent Magazine

7

Top Agent Magazine

the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

8

Top Agent Magazine

Top Agent Magazine

SANTIAGO & ELIZABETH

Top Agent Magazine

9

Top Agents Santiago Valdez and Elizabeth Pyle attribute their success to their strong team mentality. “There are two of us serving as the team leads, and we also have two other agents and a full-time admin. The four of us are able to do a lot more than what we would do individually.”

As a team, Santiago Valdez and Elizabeth Pyle are able to combine their wealth of expertise and extensive knowledge in order to provide their buyers and sellers with the very best real estate experience. Known for their integrity and hard work, they seamlessly guide clients through the transaction process and help them accomplish their real estate goals.

10 Copyright Top Agent Magazine

Santiago and Elizabeth attribute their success to their strong team mentality. “There are two of us serving as the team leads, and we also have two other agents and a full-time admin.

Everybody works alongside each other, and I think that really helps build synergy. The four of us are able to do a lot more than what we would do individually. Everybody on the Top Agent Magazine

team is fully dedicated to growing the business as much as possible, and we’re all working towards the same goal.”

Dedicated to innovative marketing solutions when working with sellers, Santiago and Elizabeth can almost always sell their listings Top Agent Magazine

in under a month. “We don’t have to lower the price to a ridiculous number to get a listing to sell. We do everything, we look at every single marketing opportunity for each property and we execute it. We are very systematic about it, and we make sure that nothing slips through the cracks. A lot of times marketing 11 Copyright Top Agent Magazine

“Our primary purpose on this team is for all of us to create personal growth. We’re a powerhouse team and we want to keep adding in new agents who are committed to becoming true advocates for their clients.” comes down to the details. Sometimes it might take three or four photo sessions for one property, because we want it to come out with the right lighting and at the right angle. It’s about coming in early to make sure that the floors are clean. Those small details are all part of a meticulous process that leads our clients to the results they desire.”

Copyright Top Agent Magazine 12

Outside of their business, the busy duo still find time to stay involved in their local community and support those who need assistance. Santiago is particularly passionate about working with the Daniel Murphy Scholarship Fund—an organization that’s close to his heart. “I came to the United States from Peru and got a scholarship through the Daniel Murphy Scholarship Fund in Top Agent Magazine

order to attend a private high school. They are a wonderful organization and sponsor around 400 kids every year to go to high school, so we love to collaborate with them. We enjoy supporting programs that help communities in need and have involvement with a few organizations that Top Agent Magazine

provide resources to those battling various mental health conditions.”

Santiago and Elizabeth look forward to growing their business in the future. “Our primary purpose on this team is for all of us to create Copyright Top Agent Magazine 13

personal growth. We’re a powerhouse team and we want to keep adding in new agents who are committed to becoming true advocates for their

clients. We’d like to mentor and give back to other agents who are trying to change their lives, and their clients’ lives, through real estate.”

To learn more about Santiago Valdez: email Santiago@chicago773.com or call (773) 858–2410.

To learn more about Elizabeth Pyle: email Elizabeth@chicago773.com or call (773) 383–5417.

Copyright Top Agent Magazine 14

Top Agent Magazine

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

Top Agent Magazine

RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

Top Agent Magazine

15

Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 16

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

Top Agent Magazine

Top Agent Magazine

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

Top Agent Magazine

17

JIM ABBOTT

Born and raised in Chicago, Jim Abbott has always had a passion for real estate.

After graduating from college, he went on to serve as a district store manager for a leading retail chain, where he gained an in-depth knowledge of the region. Later, he decided the time was right to switch tracks and pursue his real estate license, and in the seven years since, he has authored an accomplished career as an agent, with his work featured in prominent publications like Chicago Agent Magazine and Voyage Chicago Magazine.

Today, Jim is a Broker Associate with Baird & Warner Lincoln Park, where he assists clients throughout the entirety of Chicago, the surrounding suburbs, and the North Shore.

18

A Certified Relocation Expert, C.A.R. Top Performer, and Member of Luxury Portfolio International, he has cultivated a boutique workflow around values of openness, integrity, and knowledgeability to meet the needs of buyers and sellers alike.

When listing a property, Jim equips his clients with a comprehensive strategy.

Starting out, he helps them prepare their home for the market and provides a suite of professional photography and videography services, including 3D tours and virtual floor plans. Once the property is ready to list, he shares it to a blend of targeted digital and social media campaigns, as well as to those within his extensive professional sphere—all to ensure a seamless transaction.

Top Agent Magazine

Elsewhere, Jim is just as attentive when assisting his buyers. Drawing from his lifelong knowledge of the city, he guides them to the right home for their best interests. “Having moved fifteen times in my life, I’m more than acquainted with the neighborhoods of Chicago,” he says. “When walking through a home with a client, I can show them its potential, or spot any issues that might arise down the road. Above all, I want the process to be as easy as possible.”

Over the years, Jim has earned a fantastic reputation throughout Chicago, with the vast majority of his volume coming from repeat clients and referrals. Ranked in the top 1% of agents across all Baird & Warner offices, he remains focused on the hands-on approach that has brought him so much success in the first place. “I’m here for whatever a client needs. Whether that means picking them up from the airport or scheduling tradespeople to help them with their new home, I provide a full, concierge service—from start to finish.”

Outside his career, Jim is deeply committed to his community. On top of supporting various nonprofit organizations focused on animal welfare or environmental concerns, he also adopts and cares for rescue dogs.

When he’s not giving back, he can be found grabbing brunch with friends, traveling, or enjoying all Chicago has to offer.

On pace to complete over $25 million in volume in 2021 alone, Jim intends on scaling his elite standards of service while expanding his client base throughout the region.

Top Agent Magazine

To learn more about Jim Abbott email jim.abbott@bairdwarner.com, visit www.jimabbott.bairdwarner.com or call (847) 668-8955.

19

The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

20

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

Top Agent Magazine

Top Agent Magazine

should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

Top Agent Magazine

.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

Top Agent Magazine

21

MICHAEL JOHN FERRY ABR, BPOR, CNE, SFR REAL ESTATE BROKER AND CONSULTANT

Before becoming a Top Agent, Michael John Ferry enjoyed a decade-long career on Wall Street, where he traded over $7 billion in high-level real estate securities with Guggenheim Partners. Eventually, he realized a career on Wall Street was simply not right. Looking to nurture his entrepreneurial spirit, he transitioned to real estate. “The rest is history,” says Michael John. Currently, he is a solo agent serving the Chicagoland greater metro area, which spans a total of six counties. Repeat business and referrals make up over 95% of his clientele. With over $10 million in sales a year, Michael John saves over $500 thousand for his clients annually.

“I make money for my sellers, and I save money for my buyers, consistently,” he says.

“I don’t need to sell the most; I just strive to be the best I can be for every client.”

22

To foster client relationships, Michael John relies purely on organic growth. He consistently keeps in touch with his relationships through phone calls, texts, social media, eCampaigns, emails, and client appreciation gifts. He also plans activities such as a happy hours and other events. Instead of a bottle of wine after a closing, Michael John gifts his clients an item that will last a lifetime.

What sets Michael John apart from his peers is a uniqueness in outlook, actions, and traits that he sharpened during his years of Wall Street negotiation. While he has a personable bedside manner, he also harbors a sharp competitive edge. “I love my clients. They are #1,” he says. “I fight for them every day as if they are family.” Michael John is motivated to leave an impression that will ensure every Top Agent Magazine

client works with him for life. The data backs up this business plan; Michael John ranks among the top 2% of Chicagoland agents.

To usher his clients through the complex processes, Michael John finds that explanations and discussions early on can mitigate issues and solidify expectations. “I explain to sellers that there is no such thing as a bad property, only a bad price. If they want to overprice a listing, data confirms that they will fail in two market aspects: They will sell lower, and they will take longer to sell,” he says. He always prefers to list on a pricing bridge to ensure optimal foot traffic. Other than correct price point, to market listings, Michael John uses a fantastic photographer, who produces magazine-quality photos. Further, @properties’ amazing syndication and SEO technology is second to none.

“We list a near perfect specimen it in the MLS and then rock and roll,” he says. “I am the total concierge package for my clients.”

When not helping clients, Michael John shines as a classical concert violinist who performs as concertmaster, or first chair, with several Chicagoland orchestras. He knows that being a leader in that capacity translates to his real estate business. Aside from Beethoven, Bach and Brahms, he loves eating steak, drinking wine, and spending time with his vast network of friends who hail from all corners of his life.

For the future of his business, Michael John hopes to keep things simple and continue his millions in successful sales. “Business is business,” he says, “but it doesn’t feel like work or even a job. It is an extension of my life and who I am as a person, so it is truly a success story of loving what you do. If you help people, you help yourself; I thrive on helping others.”

Photos: ©VHT STUDIOS Top Agent Magazine

You can contact Michael John at: 773.230.9196, michaeljohnferry.com, michaeljohnferry@atproperties.com www.

www.

23

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 24

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 Top Agent Magazine

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 Top Agent Magazine

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 innova25

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 26

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.

Top Agent Magazine

DAVE & KELLY DAVIS Dave and Kelly Davis are known for their savvy marketing strategies and going above and beyond to help their clients succeed in their real estate transactions. Affiliated with eXp Realty, they serve McHenry County, Illinois, and surrounding areas.

For Dave and Kelly, client service is a priority, and they strive to deliver a flawless experience to their buyers and sellers during every single transaction.

“Customer service is very important for us. We want our clients to know that we always have their best interests at heart,” Dave says.

It’s this approach that’s helped the couple build a large network of repeat and referral clients.

Completing an average of 40 to 50 transactions per year, the pair rely on Kelly’s unique social media strategies to help market their properties. “We have a big social media following on platforms like Facebook and Instagram. Kelly gets very creative with our posts, and it allows us to market our listings to a wide audience.”

helping our clients achieve their goals, is that it gives us plenty of time to spend time with our boys.”

The future is bright for this husbandand-wife duo as they plan to channel their entrepreneurial spirits into other avenues while continuing to expand their real estate business. Kelly has recently started a local training group for real estate agents and in the near future she plans to start offering real estate coaching and help her clients develop their own businesses. Meanwhile, Dave, who is also a lender, is working diligently on further building that side of his business. “When it comes to real estate, our goal is to keep doing what we have been doing because that strategy has served us well so far. We’ve made waves around our community with the unique advertising we do, and we hope to continue serving our clients and providing them with excellent service going forward.”

What keeps the duo working with passion is the knowledge that they’re helping others achieve their dreams.

It also doesn’t hurt that they both enjoy their work and the variety that it brings to their life. “Every single day is different, so it never gets boring,” Kelly explains, and Dave adds, “It’s very rewarding to guide our clients through this journey, help educate them about the process, and advise them from beginning all the way until the end, when they’re holding that key to their new home, or we sold their property for top price.”

Outside of work Dave and Kelly are devoted parents of two boys, with Dave coaching their baseball team.

Between work and raising two kids, they don’t have a lot of free time, but on the rare occasions they do, they enjoy being athletic and love to workout in their home gym or go on hikes and bike rides together. “A huge part of what we love about real estate, aside from Top Agent Magazine

To learn more about Dave & Kelly Davis email davedavisre@gmail.com, visit daveandkellydavis.com, or call (815) 546 – 7621. www.

27

JACQUELYN JENKE Jacquelyn is a REALTOR® for our times, combining digital-marketing expertise with a people-focused approach to the industry. Helping her mother flip houses and restore homes as a teen cultivated Jacquelyn’s initial interest in real estate. After rising to Marketing Manager for InterContinental Hotels Group, Jacquelyn felt she had hit a ceiling. A need for change and an untapped ambition led her to reach out to a friend at Keller Williams who helped her reconnect with her passion for homes. Jacquelyn remembers, “I made the leap and haven’t regretted it for a second.”

Today, Jacquelyn is a REALTOR® with Keller Williams Preferred Realty in Orland Park, Illinois, where, after only three years, she has received recognitions including Keller Williams’ 2021 Rookie of the Year Award and 2021 Capper Award. Additionally, Jacquelyn has extensive knowledge of green zoning and is a Premier Expert in Green Zone Land or Properties suitable for servicing all areas of the industry.

Currently, over half of her business derives from repeat and referral clients.

season, Jacquelyn had one of the fastest listing to close rates in her office and could have nearly guaranteed a home to sell in a matter of days.

She is currently on pace to exceed thirty-five transactions this year alone.

As a REALTOR® who cares about her community, Jacquelyn serves on the board of The Chicago Help Initiative with whom she also volunteers, delivering meals to the homeless on a weekly basis. As a drummer and musician, Jacquelyn often sits in at a local music school, backing up students at their concerts. When she’s not giving back or working, Jacquelyn cherishes time with family and hiking in the nearby forest preserve.

Looking to the future, she is laying the groundwork to grow her business with plans to start a team in the coming year while expanding her investment portfolio through flipping houses and acquiring rentals. She continues to expand her knowledge base, recently completing an exclusive training, “Getting my PHD in Green Zones.” In five years, she hopes her hard work will yield her dream of opening a community center and outdoor space for her community to enjoy.

Her marketing background proves invaluable when listing clients’ properties, but it’s the customer experience Jacquelyn provides that establishes the foundation of trust which keeps clients coming back to her. “I do treat every client like family and have their best interests in mind. I set grounded expectations without limiting how big their dream can be,” Jacquelyn says. “My clients know I go above and beyond, whether that’s helping them stage a home or referring them to a contractor or just fighting for the best deal we can get.”

Jacquelyn’s service to her clients doesn’t stop at the close of a transaction. Building off the relationships she fosters, Jacquelyn follows up with a friendly phone call or drops by to see how they’re settling into their home. She stays in touch with emails throughout the year keeping her top-of-mind for when past clients consider their next move.

Jacquelyn’s marketing background equips her with a deep understanding of the tools at her disposal to best get a listing in front of the most buyers. She engages a robust digital rollout with each property proliferating to over six hundred realty sites via Keller Williams’ marketing network. Boosted ads posted across a range of social media platforms put Jacquelyn’s listings right at a buyer’s fingertips. Professional photography and video walk-throughs excite widespread interest, bringing droves to visit her open houses. This past 28

Find out more at chicagodreamhomepro.com.

Connect with Jacquelyn via phone at 708-351-7881 and via email at jjenke2@gmail.com. www.

Copyright Top Top Agent Agent Magazine Magazine

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

29

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 30

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

Top Agent Magazine

SARAH MAXWELL As a Chicago native, Sarah imparts over thirty years of local knowledge in helping clients find their dream home in the city she has called home all her life. “I love that in my work I’m always out and about in the city, seeing it change, and spending time in different neighborhoods.” Sarah’s first experience with real estate came while in college when she began managing the apartment building she lived in. With that experience, Sarah was empowered to buy a multi-unit property of her own. Working with an agent and seeing the buying process up close sparked Sarah’s inspiration and ambition. “It seemed like something I could do really well, and I enjoyed the process” she remembers. “Fifteen years later here we are.”

Today, Sarah is a Broker with @properties in Chicago where she leads the Sarah Maxwell Group. Currently, her business derives exclusively from repeat and referral clients. “I love working so closely with people for a few months and then getting to reconnect with them down the road as their lives have evolved and they’ve settled into their home” Sarah explains. “It’s so important when you’re buying a home that you find an agent who knows what they’re doing and who you really click with.” She credits her honesty and her efforts to educate her clients with creating a foundation of trust as she guides them through the transaction process, starting with a contract overview in every first meeting. “A lot of people like surprises, but probably not when they’re spending hundreds of thousands of dollars,” Sarah adds. “I feel like if they know what’s around the corner, they can make the most educated decision for themselves.”

With her extensive experience in rehabbing properties, and her acute eye for detail, Sarah draws her client’s attention to long-term considerations of a home. She discusses a property’s future needs for resale preparation in the years to come and is a wealth of knowledge for clients exploring update options ranging from changing Top Agent Magazine

cabinets to adding a bathroom to gut rehabbing an entire property. “I’m not afraid to get down on my hands and knees and get dirty to help them figure out what’s going to work.”

When it comes to marketing, Sarah utilizes a variety of methods to reach the right buyer. She engages a robust online rollout for each listing, with posts across a wide range of realty sites putting her listings right at a buyer’s fingertips. She includes high-end professional photos, 3D walk-throughs, a floor plan and any other necessary materials that make a buyer’s experience easier. On the flipside, a key to Sarah’s marketing efforts lies in creating a pool of well-informed buyers for each property, which occurs at the personal level. By putting together and distributing detailed info sheets for each property at every showing, Sarah ensures that potential buyers have the necessary information on every pertinent detail to know that they’re ready to commit. It’s a strategy that has helped Sarah and her team garner over sixty transactions this year.

When she’s not working, Sarah fosters her passion for rehabbing properties, and loves exploring the city with her kids, experiencing new restaurants, parks, and more.

Looking to the future, Sarah plans to further grow her social media presence, staying in front of clients and generating organic referrals. She continuously endeavors to improve processes, implementing new systems to maintain the high level of care for each client that has been her trademark of excellent service from day one.

Find out more at sarahmaxwellgroup.com.

Connect with Sarah via phone at 773.991.2943 and via email at smaxwell@atproperties.com. www.

31 Copyright Top Agent Magazine

LONA REILING Lona Reiling began her real estate career in 2010, coming from a background in social work. “My Master’s degree is in Social Work, and I was the director of a homeless shelter for a long time,” Lona recalls. “I started in real estate part-time at first, as a fun escape from the stresses of social work, before eventually going into real estate full-time.” The rest is history, and Lona hasn’t looked back since. For the past 11 years, she has excelled at helping her clients achieve their real estate goals.

With EXIT Strategy Realty, Lona primarily serves the city of Chicago, with a focus on South Side, but she goes where her clients need her. “I have gone all the way from Evanston out to Naperville, as far south as Crete and Sauk Village, and east to the lake,” she says. A significant portion of Lona’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires.

“I have a lot of investors who repeat with me, and I get significant referral business from partners in the business and my past clients.”

Lona’s clients keep coming back because of the strong relationships she forms with them. “I am definitely a relationship person,” she says. “My whole business is built on relationships. After the transaction is over, I continue the relationship with my clients. Sometimes they say it’s like I’m moving with them to their houses! We’ve been in the trenches together through the whole process of buying, and I continue the relationship afterwards.”

Lona holds client events to keep people invested and involved. She also stays top-of-mind and connected to her clients through her live TV show, Spilling the Tea on Real Estate, which appears across different platforms including YouTube, Facebook, Instagram, and LinkedIn. “On the show, we feature our Listing Pick of the Week and share our new listings,” Lona explains. “Sometimes we will collaborate with another agent and feature one of their listings as well. We also feature guests from the 32

industry on topics that benefit our clients.

And don’t forget at the end of every show we share “Tea” that no one wants to miss.”

Community involvement is important to Lona, and she recently supported the Vaughn McClure Foundation, as he was a fellow student of hers at NIU, as well as has supported Cradles to Crayons, and Purple Hose & Healing Foundation that has an annual 5k to benefit domestic violence survivors that have experienced and witnessed abuse. When she is not working or giving back, Lona enjoys traveling, spending time with her friends, and hanging out with her chihuahua, Lily Saffire.

In the future, Lona plans to continue serving her clients and mentoring newer agents. “I like this team model that I’ve made at EXIT Strategy where I am able to bring people in and help them to grow,” Lona says. “It’s hard to come in new, and it can be frustrating at times. I like being able to use the relationships that I’ve built to mentor new agents and help them grow in the business, while growing myself as well.”

To find out more about Lona Reiling, email lonarealtordiva@gmail.com, call 312-597-6270, or visit lonarealtordiva.com www.

Copyright Top Top Agent Agent Magazine Magazine

How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

Top Agent Magazine®

33

Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 34

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

Top Agent Magazine®

Top Agent Magazine

ERICA SMITH If she hadn’t decided to become a Realtor, Erica Smith would have made a great teacher.

Her efforts to help people see beyond their current circumstances has been a hallmark of her 20 year career in the industry, and one of the key reasons clients continue to trust her to help them with their real estate needs.

Erica began her career in 2000 as a leasing agent for a property management company in the Chicagoland.

By 2005 she had obtained her Managing Real Estate Broker’s license and opened her own company, employing a staff of 10 to assistant her with managing around 350 units. “I loved connecting with people and took a lot of joy from helping them through the process of obtaining the right housing to fit their needs. When the housing market shifted in 2008 and homes became more affordable, I began helping tenants make the transition to becoming homeowners.”

Nearly 13 years later Erica is an Accredited Buyer Representative serving clients all over Chicago’s West suburbs with Coldwell Banker Realty. She combines the wealth of knowledge she’s gained throughout her years in the industry with the cutting-edge technology and marketing tools her brokerage has to offer in order to help her clients achieve their real estate goals. Erica closed 22 transactions last year and is on pace to eclipse that number in 2021. An enviable 85 percent of her business comes from referrals and past clients. They choose Erica not only because they know how hard she’ll work on their behalf, but also for the effort she takes to ensure they have the knowledge they need to make good decisions.

“I don’t just take people out and show them a bunch of properties,” Erica explains. “I have discussions with them up front about their needs so that we all understand what we should be looking for. I educate them about credit, financing, and the current market—everything about the process from start to finish.”

Top Agent Magazine

Erica has even written a book aimed at helping people make that transition into homeownership. The Renter’s Blueprint: 10 Simple Steps to Becoming a Homeowner distills the process for those who want to buy and sell real estate for a living, and helps people formulate a plan for making their dreams of owning a home a reality. “A lot of people—especially first-time homebuyers—are intimidated by the process,” says Erica. “But it’s much easier to jump into when you have a professional there to hold your hand.”

That relationship doesn’t end after the closing either. Erica builds lasting relationships with her clients and continues to reach out to them as their needs evolve. She also utilizes the social media platforms, both to market her listings and to offer invaluable information on topics such as down payment assistance programs or how to build credit.

Going forward, Erica plans to keep growing her business as a matter of course, but she’s also committed to continuing education for both former and potential clients. She’s held free seminars on home purchasing for the people in her community, as well as mentoring other agents in the industry on how to look out for their own clients. “My mission is to help as many people as I can. I don’t want them to get their home and then not know how to keep it.”

Contact Erica at 773-616-4426 or email Erica.smith@cbexchange.com. ©2021 Coldwell Banker. All Rights Reserved. Coldwell Banker and the Coldwell Banker logos are trademarks of Coldwell Banker Real Estate LLC. The Coldwell Banker® System is comprised of company owned offices which are owned by a subsidiary of Realogy Brokerage Group LLC and franchised offices which are independently owned and operated. The Coldwell Banker System fully supports the principles of the Fair Housing Act and the Equal Opportunity Act.

Copyright Top Agent Magazine 35

mailto:mag@topagentmagazine.com

36

Top Agent Magazine