CHICAGO 6-5-23

CHICAGO EDITION

MILLENNIAL BUYERS:

COOPERATION, NOT COMPETITION,

Where They Are & What to Know

CREATES MUTUAL SUCCESS FOR AGENTS

Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

3 Surefire Methods That Make For a

PRODUCTIVE MEETING

FEATURED AGENT

JOE TIGHE COVER STORY

KEELI MASSIMO

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

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those Top Agent Magazine

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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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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KEELI MASSIMO

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Top Agent Keeli Massimo is the Broker and Owner of Realty Partners of Illinois, where she leads an elite team to assist clients throughout the Northwest Suburbs of Chicago and the surrounding areas.

Throughout her life, Keeli Massimo has always possessed an entrepreneurial spirit. She first took an interest in real estate after relocating from Florida to Chicago to be closer with her family. Encouraged by her father, she decided to pursue her managing broker’s license and launch her career as an agent in 2010. As a mother of two and just starting in the industry, Keeli completed $4 million in volume within her first year as an agent. From there, 10 Copyright Top Agent Magazine

she would author an accomplished career as an agent, establishing a network of satisfied clients and colleagues that spans the state.

Today, Keeli is the Broker and Owner of Realty Partners of Illinois, where she leads an elite team to assist clients throughout the Northwest Suburbs of Chicago and the surrounding areas. Combining her strong foundations in the industry with her extreme passion for customer Top Agent Magazine

service, she has cultivated a boutique workflow to meet the needs of any buyer or seller.

When listing a property, Keeli takes a comprehensive approach. After helping her clients fully prepare their home for the market, she shares it through a highly targeted blend of digital and social media campaigns. She also

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leverages trusted resources—like email blasts to her extensive sphere of influence—to ensure a seamless transaction throughout.

Elsewhere, Keeli is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. In fact, she keeps in touch long after the deals are

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Over the years, Keeli has earned a fantastic reputation throughout Illinois, with the entirety of her volume coming from repeat clients and referrals.“I believe in going above and beyond for every client,” she says. done through regular check-ins, newsletters, and market updates to make sure her clients are satisfied in their new homes.

She also possesses an acute knowledge of construction and renovations, as she is currently in the process of restoring a historic building in her hometown. Once restored, the building will feature two rental properties upstairs; meanwhile, the main level, which features a rustic Copyright Top Agent Magazine 12

ambience of exposed brick and tin ceilings, will be converted into Maggie’s Farm House Cafe—a nod both to the popular Bob Dylan song and covered by her favorite band The Grateful Dead due to her community’s strong farming roots.

Over the years, Keeli has earned a fantastic reputation throughout Illinois, with the entirety of her volume coming from repeat clients and Top Agent Magazine

referrals. Having closed over $77 million in volume in her career, she remains focused on the core values that set her apart. “I believe in going above and beyond for every client,” she says. “Whether they need advice on navigating their transaction or help shoveling snow for showings if they are not able to, I’m always

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here to provide them with detail-oriented, specialized care. We truly become friends over the course of their transaction.”

On top of organizing a community garage sale in her neighborhood, Keeli supports local organizations like REALTORS® Against

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Homelessness and Help on the Way to provide assistance for children and families in-need.

When she’s not with clients or giving back, she can be found going out with friends, but most of all spending quality time with her family and especially her two grandchildren.

As her volume maintains its steady growth, Keeli intends on scaling her leading standards

throughout the region. In the meantime, though, she looks forward to all the opportunities that await. “As a single mom, I’ve seen firsthand how important a home can be to building a stable foundation for families and children to thrive,” she says. “At the end of the day, there could be nothing more rewarding than helping clients go on to that next phase of their life, feeling secure in their future.”

Contact Keeli Massimo at (847) 346-9074, email keeli@realtypartnersil.com or visit realtypartnersil.com; Facebook: facebook.com/keelimassimoteam; LinkedIn: linkedin.com/in/keelimassimoteam or Instagram: instagram.com/realtypartnersofillinois www.

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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 Top Agent Magazine

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

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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

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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

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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

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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

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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 18

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.

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JOE TIGHE After running a successful wedding photography studio for 12 years, Joe Tighe pivoted to real estate, and it proved to be a natural fit. “I’ve done a lot of building maintenance, property maintenance, and renovations, so I already had that hands-on, building-specific knowledge in my background,” Joe explains. “I also had a lot of experience meeting people and moving them through stressful experiences being a wedding photographer. It was a skill set that dovetailed in real estate.” After completing his second year in the business, Joe was named Rookie of the Year at his office in Chicago’s Bucktown neighborhood.

Joe has a long history of working toward environmental causes. He ran his college’s environmental club and established campus-wide recycling, then ran a nonprofit environmental education center for 7 years prior to his real estate career. Joe is currently a member of Trash People, a citizen-run group in Logan Square that cleans up litter in the neighborhood biweekly in the summertime. Joe enjoys staying up on green technology and sustainability. “I try to bring that element of homebuying to my clients and help them realize year-over-year savings with more efficient appliances,” Joe says.

A founding member of Team CCG Chicago, Joe serves Chicago and the surrounding suburbs, with a primary focus on the North Side neighborhoods of Lincoln Park, Logan Square, Avondale, Andersonville, Bucktown, and Wicker Park. These areas boast diverse housing stock that draws upgrade clients moving from condos to single family homes, as well as first-time homebuyers. “First-time homebuyers especially love working with me,” Joe says.

“I used to be an educator, and I have the patience that they need.”

This passion for educating clients sets Joe apart. “The single most satisfying piece of what I do is increasing my clients’ vocabulary and fluency around what makes a great home different,” Joe says. “I love watching them develop that language over the showings that we’re going to and seeing them point things out to me. I get to see them learning, and it’s an awesome feeling.”

When he’s not working, Joe loves to spend time with his two daughters, ages 4 and 3. The family enjoys going on bike rides all over the city to explore new parks, museums, and beaches. “When I’m not working, I’m on that bike with my girls seeing what the world has to show us,” Joe says.

In the near future, Joe plans to continue to develop his book of business. He is also working with a friend to develop a general contracting company to focus on green retrofits, upgrades, and overall property improvement. “I think that’s going to be a good space to be in for the next couple years,” Joe says. Overall, Joe is thrilled to have found his passion for real estate.

“There are a lot of clients out there who really appreciate realness, kindness, and helpfulness,” he says. “It’s been really encouraging not to feel like I had to change who I was to fit into the role, but rather to embrace who I was and realize success from that. It seems like the more I lean into that, the more successful and attractive I become to clients.”

For out more about Joe Tighe, please call 312.480.6956 or joe.tighe@compass.com.

You can find him online at ccg-chicago.com/agent/joe-tighe https://

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 22

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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Laughs!

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