CHICAGO 6-14-21

CHICAGO EDITION

FEATURED AGENTS

ANN PANCOTTO JOHN WARREN PENGFEI ZHANG

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THINGS The Best Leaders Never Say

3 Mind-Bending Philosophies to Expand Your PROFESSIONAL PERSPECTIVE

Cooperation, Not Competition,

CREATIVE MEDITATION

CREATES MUTUAL SUCCESS FOR AGENTS COVER STORY

for the

Real Estate Professional

MORGAN SAGE

CHICAGO EDITION

ANN PANCOTTO PENGFEI ZHANG JOHN WARREN

Coming to the real estate a selle ned her real estate real industry estateasgoals met,too.” then Ann Panc “I’m always looking to add value to others,” him, Another wrote 7 17 18 21 was looking John Warren explains, while stay-at-home discussing hisdad, Pengfei myI wife and I buy ourdrea firs she knew she had is a wise choice. currently live in for a job that afforded him the flexibility for f career in real estate.

With a passion for very flexible with his sch “I’ve now been in and having to be present a he needed to raise hisMyers, family, FL, and that investing, John earned his offered licensetheafter exactly what we were l Alth opportunityclosing to grow his own rs,” she says.

Ann for the sale of my Chicago co purchasing a four unit property.

He wasn’t were always kept in theseco loo business.

Over the past five years, Pengfei uld love asheher a his concern mine.

Although onun t sureit, what would do with it, hisdoing pathjust that:was was going on or Ichan hasbut been raising family ofthat lars while his success as anstand agent has grown in became clear. “I just began working Highly recommend ker. “Isoon went to colthat agents routinely close forJohn cl leaps bounds. moreaand moreItwith investors, andand quickly home buyers!” and had baby. without their presence, I could rest ass As a found my niche,” he says. Today John has Today, Pengfei is the Designated me ana agent.”

Her of the Managing best outcome by leaving itPeng in team that focuses on serving buyers, When John isn’t workin Broker for his own business, CloudUp generation builder, hands.

I trust her.

Sheinworks hard bat for MORGAN SAGE PANCOTTO JOHN WARREN PENGFEI ZHANG sellers and investors greater Chicago active the community MORGAN SAGE in theANN PPEt Realty, in Naperville, Illinois, where a ed with real estatehe’s helping staggering client. benefit greatly area.

Whether someone purgroup for real estate invest dona ninety percent of hisAnyone business would an apartment building,is selling family’s longSuburban Association, wh derived afrom repeat and clients. Landlordand h leadchase the Pancotto herreferral professionalism attentiven When he’sDuring not w home, or representing a first time home buyer, he providing affordable housing. ing thetime commercial I highly recommend her.”

CONTENTS and reading a goo “I’ve a resource for a lothe’s of people,” aims to guide them throughout the become transaction. workingPengfei out or playing basketbal harge of residential. Workingsays, while explaining what keeps clients referring loves to take his 4) COOPERATION, 19) him at such a high rate. “You have9toTHINGS care about peo- dinates with frien rs and“I sellers inCOMPETITION, When Ann and Nick aren’t working, they’re see NOT myself asthe an greater advisor,” he says.

“I’m always Looking towards the future, Johnsta ho THE BEST ple as your friends and stay in contact, so LEADERS they know lookingCREATES out my MUTUAL clients and determining how growing and through adding members to vast majority of for their business involved in they theNEVER community their churc Looking to the fu you’re trustworthy.

It’s about getting to know them, more SAY grow their wealth andAGENTS succeed.

SotoIdaughter’s think also keep investing in gro an the impressive asking their them go out, that’s and caring aboutplanning theirschool. goalstoand SUCCESS FOR nts andcanreferrals.

Catholic They also love with thehis relations part of the reason I get the chance to work with people22)own properties. Wherever path families.”

CREATIVE working with other professionals in their area. stand out“Iasget anIn agto so many times.”

Many of his buyers return to himMEDITATION no doubt enjoy the journey.

15) 3 MIND-BENDING FOR to the highest stan Pengfei adds, “As anthey entrepreneur, I think it’s people notenjoying only who ur clients,” Ann says.

“We do freetime, caninteresting be found outdo again and again, knowing that John’s experience andTHE arethe doing so PHILOSOPHIES TO EXPAND REAL ESTATE like family and n about sales.

You’re helping people and training your advice is unparalleled.

This resultsvacationing in John’s business things.out It’s with really friends fun and rewarding.” do it not only because we’ve or hanging and famil YOUR PROFESSIONAL PROFESSIONAL agents to help people too. I treat my clients like family. stand out as the m being referral-based, truly appreciate PERSPECTIVE e lives, butlargely because we abso-Ifasyouthey treat people nice, people will return that to you.” this community to the knowledge he has to share. “I love to talk to people t and that soularegoes into it. It’s not Looking ahead, Ann is eager to continue expan trying to get into investing just want to chat Pengfeiorkeeps his focus on sustaining his business ur life.”

When working ahe’s their reach.

“Nick the midst about it,” he says. It’swith clear exceeding expectaand his clients’ happiness in is the inlong-term whenof developing a Phone 310-734-1440 | Fax 310-734-1440 helping them navigate each realcommunities, estate transaction.so we’re now g oup takes thehe’stime to underapartment tions,mag@topagentmagazine.com as maintained 50% growth year overcomplex year. | www.topagentmagazine.com emphasizes the needthat to always keep learning and “LastNoyear completed 49He transactions, before ’re looking for,we and they don’t ing into every part realof the estate you can think of, portion of this issue may be reproduced in any manner whatsoever without priorof consent Top Agent Magazine adapting to meet client needs to grow hispublisher. business is published

by Feature Publications GA, Inc.and Although precautions are taken ensure the accuracy of published materials, Top as a solo agent I completed 35, we’re on track toto and s found. When it comes commercial to developing, we do it as thefor industry changes.or“You have to treat itand as personal Magazine cannot be heldtime responsible opinions expressed factsresidential supplied by its authors. growAgent even more this year.”

To subscribe or change address, sendgrowth,” mag@topagentmagazine.com. he says.

“It’s a long-term business, andin these verything they can to get theirinquiry toWith decades of experience every possible n Published in the U.S. are long-term relationships.” sible. After Meanwhile, their clients sellersdo notAnn andtoNick’s the transaction, hesitate spread future looks bright. “We love ma thetheir word about his thanks work. One recently said,happy, “John has it comes to marketing, knows it’s eting of listing, toWhen people that’s Pengfei what it’s all about for us.”

2 Top Agent Magazine onlyabout aboutbuying/sellpresenting a home for open houses. deep“We’re understanding and knowledge rt tools. a global net-not Find out m He understands the importance of networking with

ing multi-family units. He was super helpful in finding

mailto:mag@topagentmagazine.com

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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MORGAN SAGE Top Agent Magazine

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MORGAN SAGE Whether she’s helping a family sell their property, or assisting a buyer in their first purchase, Top Agent Morgan Sage tends to every detail and ensures that no questions are left unanswered.

After working in the corporate world, Morgan Sage was ready for a change. “I was in information technology, and decided I wanted to do something different,” she says. “Real estate was always at the back of my mind, so I decided to just go after 8

it.” She purchased her first condo at just 23 years old, and helped many of her friends learn about real estate, so it seemed like the perfect fit. After earning her license, Morgan hit the ground running, and today she leads the Morgan Sage Team in Chicago. With Top Agent Magazine

the vast majority of her business consisting of repeat clients and referrals, it’s clear she’s going above and beyond to get her clients towards their goals.

“I establish a good relationship with them Top Agent Magazine

from the onset,” Morgan says. “I explain that this is the start of a long-term connection, it’s not a one-and-done transaction.” Whether she’s helping a family sell their property, or assisting a buyer in their first purchase, Morgan tends to every 9

detail and ensures that no questions are left unanswered. For her sellers, she starts off the journey by preparing their home and helping it look its best. “Whether that means staging and decluttering, repairs or new paint, all the little things do a world of wonder for the home,” she explains.

Morgan will often make multiple trips to their home to help them in this process, bringing in contractors, stagers and cleaning services. Within a two week timeframe, her listings are ready for the market, typically selling in 30 days or less. “Meanwhile, my buyers begin with

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a consultation, where they help me understand what they are looking for and I prepare them for the current market conditions.” During a seller’s market, this means letting them know that they must act fast, and that everything happens for a reason.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Morgan was totally instrumental in helping us sell our property. She began by making excellent suggestions on what work might be needed to bring our condo into marketable condition in the

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— TESTIMONIAL — It was always meant to be. Morgan was our landlord for two years and our realtor once we started our home search. All our interactions with her were exceptional.

Morgan is responsive and makes herself available for her clients at many times outside of what would be considered normal work hours. Morgan not only works to meet the needs of her clients but develops relationships with them and her colleagues to provide excellent service and recommendations for a comprehensive team approach to the home buying process.

most economical way. Then she aggressively marketed and showed the unit and we sold the property in about three weeks for just $1,000 under our asking price. In addition to all that Morgan is so knowledgeable, professional and especially pleasant to work with.”

When Morgan isn’t working, she’s staying active in the community through her homeowner’s association. “I’ve been on the board there for about 18 years now,” she says. Morgan is also part of a group that delivers food and other goods to families in need. Throughout the year, she assists in various charities and events,

Her experience and knowledge are invaluable as her diligent research and evaluation skills identified hidden costs and building defects that could have otherwise been a nightmare. With a hot market and interest rates at an all time low, Morgan helped us navigate the turbulent times with quick action and perseverance.

While a couple of our offers fell through, Morgan’s mantra of “it wasn’t meant to be” held true as we found a home that was better than the others and fantastic value for our money. Working with Morgan was definitely meant to be.

~ Kari Messenger Testimonial & Andrew McGowan

BHHS Chicago- Michigan Avenue Office

Date: 6-May-2021

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Agent: Morgan Sage Client: ANDREW KIM MCGOWAN

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and is a regular contributor to a Jerusalem orphanage. During any free time, she’s traveling, scuba diving, or hanging out with friends and family.

Looking ahead, Morgan wants to continue growing. “My tagline is Use Sage Advice for Buying and Selling Homes,® so my

goal is to always be available to my clients and help guide them in their real estate endeavors.” No matter where her path leads, she will undoubtedly love every second of it. “It’s very enjoyable to see them move onto that next chapter in life, and to be able to be by their side during that is so rewarding.”

For more information about Morgan Sage, please call 773-551-4267 or email morgan@morgansage.net

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Crystal Siver Law is proud to congratulate

MORGAN SAGE

on being featured for the State of Illinois in Top Agent Magazine!

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CRYSTAL SIVER LAW 1155 Willow Lane, Northbrook, Illinois 60062 Direct: (708) 724-6959 | Fax: (224) 235-4885 Email: CrystalSiverLaw@gmail com

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

2

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes16

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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ANN PANCOTTO Once Ann Pancotto earned her real estate license at 25 years old, she knew she had found her dream career. “I’ve now been in the business for 30 years,” she says. Ann had a feeling she would love it, as her mother worked as a broker. “I went to college, then I got married and had a baby. It just felt natural to become an agent.” Her husband Nick, a third generation builder, has also been intertwined with real estate his entire life. They both lead the Pancotto Group, with Nick handling the commercial side and Ann taking charge of residential. Working with all types of buyers and sellers in the greater Chicagoland area, the vast majority of their business derives from repeat clients and referrals.

“We care a lot about our clients,” Ann says. “We do this full-time, and we do it not only because we’ve been doing it our whole lives, but because we absolutely enjoy it. Our heart and soul goes into it. It’s not just a job for us, it’s our life.” When working with a buyer, the Pancotto Group takes the time to understand exactly what they’re looking for, and they don’t stop searching until it’s found. When it comes time to negotiate, they do everything they can to get their clients the best deal possible. Meanwhile, their sellers enjoy exceptional marketing of their listing, thanks to Compass’ state-of-the-art tools. “We’re a global network and a global marketing company, so we utilize every bit of exposure you can think of,” Ann says. This includes high-end brochures, postcards, social media ads, and more.

real estate goals met, then Ann Pancotto is a wise choice. I currently live in Fort Myers, FL, and having to be present at the closing for the sale of my Chicago condo was a concern of mine. Although I understand that agents routinely close for clients without their presence, I could rest assured of the best outcome by leaving it in her hands. I trust her. She works hard for the client. Anyone would benefit greatly from her professionalism and attentiveness.

I highly recommend her.”

When Ann and Nick aren’t working, they’re staying involved in the community through their church or their daughter’s Catholic school. They also love networking with other professionals in their area. In their freetime, they can be found enjoying the outdoors, vacationing or hanging out with friends and family.

Looking ahead, Ann is eager to continue expanding their reach. “Nick is in the midst of developing a few apartment complex communities, so we’re now growing into every part of real estate you can think of, from commercial to residential and developing, we do it all.”

With decades of experience in every possible niche, Ann and Nick’s future looks bright. “We love making people happy, that’s what it’s all about for us.”

Whether they’re assisting a first time home buyer or a seasoned investor, Ann and the team are all about accomplishing goals. “We love helping people, we’re never too busy to assist them in whatever real estate dreams they have, it’s so exciting for us to take on new clients.”

After the transaction, buyers and sellers leave glowing reviews about their time together. One recently said, “If you need a stress free experience and want all your Top Agent Magazine

For more information about Ann Pancotto, please call 630-479-4393 or email Annpancotto@gmail.com 17

JOHN WARREN “I’m always looking to add value to others,” John Warren explains, while discussing his career in real estate. With a passion for investing, John earned his license after purchasing a four unit property. He wasn’t sure what he would do with it, but his path soon became clear. “I just began working more and more with investors, and quickly found my niche,” he says. Today John has a team that focuses on serving buyers, sellers and investors in the greater Chicago area. Whether he’s helping someone purchase an apartment building, selling a family’s longtime home, or representing a first time home buyer, he aims to guide them throughout the transaction.

“I see myself as an advisor,” he says. “I’m always looking out for my clients and determining how they can grow their wealth and succeed. So I think that’s part of the reason I get the chance to work with people so many times.” Many of his buyers return to him again and again, knowing that John’s experience and advice is unparalleled. This results in John’s business being largely referral-based, as they truly appreciate the knowledge he has to share. “I love to talk to people that are trying to get into investing or just want to chat about it,” he says. It’s clear he’s exceeding expectations, as he’s maintained 50% growth year over year.

“Last year we completed 49 transactions, before that as a solo agent I completed 35, and we’re on track to grow even more this year.”

After the transaction, clients do not hesitate to spread the word about his work. One recently said, “John has deep understanding and knowledge about buying/selling multi-family units. He was super helpful in finding the property, and then helping me think through what renovations were necessary for the greatest return. He will always call you back, meet you at the property, give you real life examples, point you in the direction of other resources, and ultimately GET YOU WANT YOU WANT. I will always work with John, and if you want your real estate to grow, you will work with 18

him, too.” Another wrote, “John helped my wife and I buy our first home! He was very flexible with his schedule and knew exactly what we were looking for. We were always kept in the loop with anything that was going on or changes happening.

Highly recommend John for first time home buyers!”

When John isn’t working, he’s staying active in the community through his local group for real estate investors and the West Suburban Landlord Association, which focuses on providing affordable housing. During any free time, he’s working out or playing basketball.

Looking towards the future, John hopes to continue growing and adding more members to his team. He’s also planning to keep investing in and managing his own properties. Wherever his path leads, he will no doubt enjoy the journey. “I get to meet so many interesting people who are doing so many different things. It’s really fun and rewarding.”

For more information about John Warren, please call 708-315-7310 or email jwarrenbroker@gmail.com Top Agent Magazine

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

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I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

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I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

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DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

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YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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PENGFEI ZHANG Coming to the real estate industry as a stay-at-home dad, Pengfei was looking for a job that afforded him the flexibility he needed to raise his family, and that offered the opportunity to grow his own business. Over the past five years, Pengfei has been doing just that: raising his family while his success as an agent has grown in leaps and bounds.

Today, Pengfei is the Designated Managing Broker for his own business, CloudUp Realty, in Naperville, Illinois, where a staggering ninety percent of his business is derived from repeat and referral clients.

“I’ve become a resource for a lot of people,” Pengfei says, while explaining what keeps clients referring him at such a high rate. “You have to care about people as your friends and stay in contact, so they know you’re trustworthy. It’s about getting to know them, asking them to go out, and caring about their goals and families.”

Pengfei adds, “As an entrepreneur, I think it’s not only about sales. You’re helping people and training your agents to help people too. I treat my clients like family.

If you treat people nice, people will return that to you.”

sellers, pairing a homebuyer with their dream-home and setting up potential sales for future listings.

Although CloudUp Realty is only in its second year, in 2021, Pengfei is already on track to close over three million dollars in volume so far by the end of May. As a Broker who cares about giving back, Pengfei has donated to the effort to combat the Covid-19 pandemic, providing PPE materials such as masks, and making donations supporting local hospitals.

When he’s not working, Pengfei enjoys kicking back and reading a good book. When the weather is nice, he loves to take his kids for outdoor play dates he coordinates with friends who have young children as well.

Looking to the future, Pengfei plans to continue with the impressive growth of CloudUp Realty and continue with the relationship-building practices that make him stand out as an agent. Pengfei continues to hold himself to the highest standard of client service, treating clients like family and neighbors. He says, “I want to try to stand out as the most professional agent, and try to help this community to grow.”

Pengfei keeps his focus on sustaining his business and his clients’ happiness in the long-term when helping them navigate each real estate transaction.

He emphasizes the need to always keep learning and adapting to meet client needs and to grow his business as the industry changes. “You have to treat it as personal growth,” he says. “It’s a long-term business, and these are long-term relationships.”

When it comes to marketing, Pengfei knows it’s not only about presenting a home for open houses.

He understands the importance of networking with homeowners in a property’s neighborhood, and with friends and colleagues, to connect potential buyers and Top Agent Magazine

Find out more at clouduprealty.com.

Connect with Pengfei at 312.593.2173 or email clouduprealty@gmail.com http://

Copyright Top Agent Magazine 21

Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite 22

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening Top Agent Magazine

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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