Chicago 3-18-24

10 WAYS TO BECOME A CELEBRITY REALTOR® on Social Media

SARAH LEONARD COVER STORY

FEATURED AGENT

DANIEL

M. CZUBA

MILLENNIAL BUYERS: Where They Are & What to Know

MASTERING TALENT ACQUISITION In Real Estate

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

Daniel M. Czuba – Designated Managing Broker/ Owner of Daniel And Associates Real Estate aka DAARE, often considered a jack of all trades, makes him easily relatable to the many people/cultures he serves. Father of 3 – Grandfather of 7 - shared with his wife Martha, Dan has worked in numerous industries, including owning his own pet store and being a licensed hairstylist. But it was his constantly active mind that led him to pursue another path. “I just could never sit still in one place for long,” he says. “I’m like the Greek dessert “Baklava”, (of course sweet) – yet with layer after layer of talents, experience and wisdom. Real estate offered me the perfect opportunity to be on the move and share my acquired skills & knowledge to benefit those I serve.”

What sets Daniel apart isn’t just his extensive 42-year tenure in Real Estate; it’s his unwavering commitment to his clients and his community. His journey into the world of real estate began one day while working in his pet store. Struggling amidst the economic hardships of the early 80’s, he found interest in a conversation with a REALTOR® client. “This client told me he sold

houses,” Daniel beats sitting here

Soon he found his residential and owns his own company, small team of agents rity and client care. profit-driven, but ronment where like,” he says. Each transaction cumstances and

DANIEL M. CZUBA

Laughs!

10 WAYS TO BECOME A CELEBRITY REALTOR

ON SOCIAL MEDIA

Establishing yourself as a well-known REALTOR® on social media requires developing a solid personal brand, producing captivating content, and engaging with your audience. Here are some steps to help you achieve that:

1. Produce Regular Content

Create a content plan that matches your brand and appeals to your target audience. Share a mix of professional real estate content, behind-the-scenes glimpses of your life, and engaging personal content. To keep it interesting, use a variety of content types, including photos, videos, and written posts.

2. Use Creativity in Marketing Your Listings

Use high-quality images and videos to showcase your properties. Incorporate storytelling techniques to make your property listings more engaging. Highlight unique features and selling points of each property.

3. Set Your Brand

Determine what makes you stand out from other REALTORS®. Discover your selling points and unique traits. Create a brand that reflects your personality, expertise, and values, and give it a name that is memorable and aligns with who you are.

4. Enhance Your Profiles

Make sure you’re using high-quality, high definition profile photos. Write a bio that highlights your real estate experience, areas of expertise, and any unique qualities that make you stand out. Include contact information and links to your website or other relevant platforms.

5. Connect With Your Peers

Collaborate with other influencers or professionals in the real estate industry. Attend local events and network with other professionals in your community. Cross-promote with other REALTORS® or businesses in related industries.

6. Communicate With Your Audience

Respond promptly to comments and messages. Ask questions and encourage interaction in your posts. Host live Q&A sessions or virtual tours to engage with your audience in real-time.

7. Provide Information and Value

Share educational content about the real estate market, home buying/selling tips, and industry trends. Position yourself as a knowledgeable expert in your field by providing valuable information.

8. Use and Create Hashtags

Research and use relevant real estate hashtags to increase the discoverability of your posts. Create a branded hashtag to encourage your audience to share their experiences with your services.

9. Stick to a Regular Posting Schedule

Establish a consistent posting schedule to keep your audience engaged. Use analytics tools to determine the best times to post for maximum visibility.

10. Be Yourself

Showcase your personality and be authentic in your posts. Share your successes, challenges, and personal experiences to connect on a deeper level with your audience.

Remember, building a celebrity presence on social media takes time and dedication. Stay true to your brand, be patient, and adapt your strategy based on what resonates with your audience.

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina. The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

SARAH LEONARD

Based in Chicago, Top Agent Sarah Leonard leads a team of agents that rank in the top ten in the state and top ten in the nation regarding units closed.

Meet Sarah Leonard, based in Chicago and known for her altruism. She embarked on her real estate journey at a young age while assisting her mother in managing events for the local Board of Realtors. Eventually, this led to her initial real estate journey, including a short stint working in mortgages doing loan processing. “This is truly the only industry I’ve ever worked in,” Sarah shares. Today, Sarah has a small yet mighty team of agents, ranking in the top ten in the state and top ten in the nation

regarding units closed. With a full-time office staff of ten providing support to the agents, handling contracts, and processing documents, the team benefits from their administrative assistance and high-producing, focused agents.

Impressively, Sarah and her team’s repeat and referral business runs primarily on past clients as their number one income source. By working diligently to maintain relationships, hosting client events, Copyright Top

participating in community outreach initiatives, and staying in touch with clients throughout the year, Sarah has achieved a reputable name for her business. Whether hosting ladies’ nights, family movie nights, renting hotels for family pictures, or annual summer client parties, Sarah and her team go above and beyond to nurture the relationships built over time.

To effectively market listings, Sarah highlights the importance of extending her investment in relationships with the local community, specifically the fire station

and police department. Additionally, her services extend to the local teachers and the school district. She also utilizes online social media platforms and partners with numerous opportunities given to them from various websites, such as Homes. com and Realtor.com, as an opportunity to expand their reach. As a result of Sarah and her team’s efforts, they average $100125 million in volume annually.

Despite her professional accomplishments, Sarah finds her greatest fulfillment in the collaborative magic of the home-

Sarah relishes in the human side of the business while taking pride in taking stress off her clients’ shoulders. Her team’s concierge-like service are a testament to their devotion to surpassing their client’s expectations.

buying journey, where each piece falls into place to create a picturesque experience of assisting others in achieving homeownership. Additionally, she relishes in the human side of the business

while taking pride in taking stress off her clients’ shoulders. Sarah and her team’s concierge-like service are a testament to their devotion to surpassing their client’s expectations.

Sarah puts community initiatives at the forefront of her efforts, including participating in coat drives for children in need during the colder months, donating meals to the local first responders, and offering time and resources to the food pantry and local shelters. Giving back monetarily and with their time, Sarah and her team remain steadfast in their devotion to lending a helping hand to their local community.

Sarah stays busy with her four-year-old son and two-hundred-pound mastiff when

she isn’t working. Whether enjoying the sunshine, biking, jogging, or visiting a local joint for live music, she is making the most of her life off the clock. After starting a brokerage in May of 2023, Sarah is ready to pay it forward and share the knowledge and skills she has learned. Sarah’s goals for 2024 include: paying it forward, mentoring agents, and supporting the agents and clients in her sphere. “I want to ensure no stone is left unturned,” Sarah shares. Sarah’s final words are grounded with immense gratitude for her journey, team, clients, and community.

MASTERING TALENT ACQUISITION IN REAL ESTATE

The ability to draw in and keep exceptional agents forms the backbone of any thriving brokerage. The art of follow-up stands at the forefront of transforming potential interests

into concrete assets for our teams. Below, we delve into the strategic nuances of follow-up, showcasing its role as a critical differentiator in securing the industry’s best.

• Fostering Memorable Connections:

The initial meeting lays the groundwork, but it’s the diligent follow-up that cements a solid relationship. A personalized email or call after the first interaction not only reiterates the benefits of joining your team but also highlights your brokerage’s dedication to building meaningful connections.

• Ensuring Your Brokerage Stands Out:

•

Showcasing Commitment to Agent Success:

Continuous engagement post-meeting signals to prospective agents that your firm is invested in their career trajectory. This level of dedication showcases a supportive environment where agents’ growth and success are paramount.

• Clarifying Doubts and Building Confidence:

Utilize follow-up interactions as a platform to address any hesitations or queries. Engaging in open dialogue ensures that expectations and values are aligned, paving the way for a mutually beneficial partnership.

In a landscape where elite agents are pursued by numerous firms, staying actively engaged through follow-up can keep your brokerage at the forefront of their minds. Highlighting your unique offerings and culture through consistent communication underscores why your firm is the ideal choice.

• Highlighting Paths for Professional Development:

Follow-up conversations are golden opportunities to outline the developmental prospects within your firm. Elaborating on mentorship programs, educational workshops, and career progression plans can tip the scales in your favor.

• Elaborating on Brokerage Values and Culture:

Post-meeting, candidates often seek deeper insights into your brokerage’s ethos and community. Follow-up communications are perfect for sharing success stories and the supportive network that defines your brokerage, aiding them in making an informed decision.

•Respecting Communication Styles:

Recognizing and adapting to a candidate’s preferred method of communication tailors a more personalized and effective followup. This adaptability not only respects their preferences but also fosters a stronger rapport.

• Smooth Transition to Onboarding:

A strategic follow-up process seamlessly bridges candidates to the onboarding phase, setting a positive tone for their integration into your team. This smooth transition is crucial in cultivating a productive and harmonious work environment from the get-go.

In conclusion, the power of follow-up in recruiting real estate agents cannot be overstated. It is not merely a formality but a strategic and essential component of the recruitment journey. Brokers and agencies that prioritize effective and consistent follow-up demonstrate a commitment to their agents’ success and position themselves as attractive destinations for top-tier real estate talent. In a field where relationships are paramount, unlocking success often begins with the simple act of following up.

DANIEL M. CZUBA

Daniel M. Czuba – Designated Managing Broker/ Owner of Daniel And Associates Real Estate aka DAARE, often considered a jack of all trades, makes him easily relatable to the many people/cultures he serves. Father of 3 – Grandfather of 7 - shared with his wife Martha, Dan has worked in numerous industries, including owning his own pet store and being a licensed hairstylist. But it was his constantly active mind that led him to pursue another path. “I just could never sit still in one place for long,” he says. “I’m like the Greek dessert “Baklava”, (of course sweet) – yet with layer after layer of talents, experience and wisdom. Real estate offered me the perfect opportunity to be on the move and share my acquired skills & knowledge to benefit those I serve.”

What sets Daniel apart isn’t just his extensive 42-year tenure in Real Estate; it’s his unwavering commitment to his clients and his community. His journey into the world of real estate began one day while working in his pet store. Struggling amidst the economic hardships of the early 80’s, he found interest in a conversation with a REALTOR® client. “This client told me he sold

houses,” Daniel recalls, “and I thought, well, that sure beats sitting here doing nothing.”

Soon he found his calling in real estate, selling both residential and commercial properties. Today he owns his own company, where he works alongside a small team of agents who share his values of integrity and client care. “Some brokers today are solely profit-driven, but for me, it’s about creating an environment where I can be around people I trust and like,” he says. “I’m not a cookie-cutter salesman. Each transaction is different, with its own set of circumstances and concerns. My job is to navigate those

variables and provide full service for my clients. The job isn’t as easy as everybody may think it is.”

Many agents today boast about the volume they sell. Daniel, recognized as one of the Leading Brokers in Northern Illinois, muses, “ they’re money driven, they’re not service driven,” ME? Less volume –Greater Successes. He points out after he helped an older couple buy a home, a three-year effort on his part to get them approved, “ at the closing - the husband cried tears of joy, because he was convinced they were never going to own a house, convinced they were going to have to rent for the rest of their lives. What a great - satisfying feeling I experienced!

What’s most striking about Daniel is his resilience and authenticity, never forgetting his humble beginnings. “I grew up one of 13 kids in a bungalow in Chicago,” he shares. “I didn’t really know how the rest of the world lived.” He recalls showing a house early in his career. “It had four bedrooms and two and a half baths,” he recalls. “I went into the walk-in closet and I said to the buyers, ‘Oh my gosh, you could sleep three or four kids in this closet,’ and they started laughing, thinking that I was joking with them. But I wasn’t, because that had been my reality.”

Beyond his dedication to his clients, Daniel is deeply involved in his community. From recently serving as the president of the Winfield Chamber of Commerce - to his longstanding 19+ yr., 4 time President - commitment to the Lions Club, Daniel’s altruism knows no bounds. He has also served as emcee of the Community Spring Festival of West Chicago for the past 14 years, donates blood platelets regularly for his community and serves on a City appointed committee in Warrenville - helping to revamp the downtown design & zoning requirements. “Whenever there’s an opportunity to participate and help out, that’s me,” he says with a smile. At present Dan is preparing for this year’s “POLAR PLUNGE” his 4th jump for Special Olympics. As an Alcoholic in Recovery for the past 28 years, 5 months and 23 days, Daniel owes his life successes to God, for helping him to overcome his shortcomings while focusing on giving to - and helping others overcome their challenges and achieve their goals.

Millennial Buyers: Where They Are & What to Know

Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

that you’re savvy, available, and understand the value of their preferred method of communication. Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home. Also consider fielding Millennial clientele with the long view in mind. You might be

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.