CHICAGO 7-11-22

CHICAGO EDITION

MILLENNIAL BUYERS:

Where They Are & What to Know

CONCIERGE CARE:

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

Services that Lure Clients and Transform Your Reputation COVER STORY

Area Specialist

HEATHER WALTHERS

FEATURED AGENTS

FARA LIBRIZZI COLLEEN McGINNIS STEPHANIE OH TIFFANY VONDRAN

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

HEATHER WALTHERS

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HEATHER WALTHERS Delivering exceptional service to buyers and sellers is Heather’s top priority. She provides hands-on support, never leaving questions unanswered.

For Heather Walthers, an ideal career is one where she can engage her people-loving personality with her desire to help others. It turns out, real estate is the perfect path. She always had an interest in the field, as her husband worked as a 8

contractor. Although she initially set out to be a teacher, when she and her husband began flipping properties, Heather decided to earn her real estate license. “I quickly fell in love with it,” she explains.

“And I decided to go into it full-time.”

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Five years later, her passion for it remains, and she’s growing with each passing year. Serving the southwest suburbs of Chicago, she loves to help people accomplish their real estate dreams. With outstanding schools, new restaurants and easy access to downtown, those who live here feel lucky to call it home.

Delivering exceptional service to buyers and sellers is Heather’s top priority. She provides hands-on support, never leaving questions unanswered. Knowing that this Top Agent Magazine

is one of the largest transactions her clients will experience in their lifetimes, she does everything possible to make it seamless.

This includes referring them to her network of professionals, like lawyers, attorneys, lenders and home inspectors. “These are people I know can make the deal come together,” she explains. Heather is always looking for ways to make each transaction smoother, and has even started including a home warranty in her listings.

No matter who she is working with or 9

what their goals are, she remains genuine and honest throughout. “I help everyone feel comfortable,” she says. “At every step I’m making sure they understand everything. This eliminates stress and keeps them at ease.” Through her brokerage EXIT Strategy Realty, Heather offers state-of-the-art marketing, including inhouse graphic design. “We have a full service strategy, from open houses and professional photography to 3D Matterport.

Every listing gets their own website and

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we also advertise through social media.”

Impressed by her professionalism and expertise, past clients spread the word about Heather’s work. One recently said, “Heather was so helpful in our search for our first home. We were incredibly nervous and had no idea how the process of buying a home went, but Heather was there every step and was always there when I had about a million questions.

If she didn’t know the answer, she was

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quick to find out. She understood what we were looking for in a home so much, she was showing us houses we liked better than the ones we had initially picked out! Definitely couldn’t have asked for a better experience.”

Heather is a familiar face in her community. She is part of the Chicago Association of REALTORS®, where she participates in various events throughout the year. Each December, they team up with a local nonprofit and host fundraising and donation events. “We did a winter coat drive, and offered free photos with Santa and kids activities,” she explains. “We’ve also teamed up Top Agent Magazine

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with the Project Me Foundation to help foster families in need by hosting a toy drive.” When she’s not working, she’s spending time with family and enjoying the beauty of Chicago.

An exciting future awaits Heather as she is spearheading a new EXIT Strategy Realty office in her area. “It’s going to be amazing to have a hub out here in the suburbs.

I can’t wait to see how much we grow.”

For more information about Heather Walthers, please call 815-540-9041 or email heathersells4exit@gmail.com 12

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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 16

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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FARA LIBRIZZI Arlington Heights agent Fara Librizzi earns nothing but five-star reviews.

Working as a full-time agent for only six years, she sources her business completely on referrals and repeat clients.

She is an attentive listener and problem solver. What inspires customers most, though, is her patience. “They really are getting a focused attention on them with quick and educated responses to their questions,” she says. “My clients never feel like they're being forced into anything. They know that if it doesn't feel right to them, we can move on. I give my clients all the information they need to make a decision and tell them how much time they have to make that decision. Then I take a step back and give them the time they need to make the best decision for them.”

This current successful run is Fara’s second go-round in real estate. She first got her license in 2006 while working a full-time job. The nine-to-five did not allow much time for home sales, and by 2008, the market had hit a sharp decline. She temporarily stopped pursuing it. By 2016, Fara was a stay-at-home mom getting back into the workforce. “I felt like real estate was a perfect fit because I always loved it,” she says. “I just didn’t have the time to commit back then. Now I found that I was able to commit full time.” In the past six years, she spent 18 months on a team learning and getting support before going back out on her own.

Arlington Heights provides the perfect setting for Fara's work and home life. “I love the community,” she says. “There's so much to offer a growing family or a single person or retiree. There's something for everybody here.” Northwest of Chicago, the suburb hosts a vibrant downtown featuring some of Fara’s favorite haunts–Salsa 17, Passero, Peggy Kinnane’s, Berry Yo and Kilwins. Walking paths, golf courses and great schools engage the old and attract the new residents of Arlington Heights. “And it’s really just a great place to live, close to expressways and the train that can take you throughout the Northwest Suburbs Top Agent Magazine

or down to the city. It is really the best of the suburbs.”

Fara takes a one-on-one approach to staying in touch with past clients. She checks in with a personal note or a phone call rather than sending email blasts or postcards. “I feel that people really want a personal touch,” she says, “especially now more than ever, when so much is online. I'm easy to text, too, because not everything has to be a long conversation. I like to remind everybody that I'm thinking of them, and they can come to me when they're ready.”

In the spring, she gives out Girl Scout cookies, and in the Fall gives out Popcorn. Fara relies on tech more for promoting listings and closed sales. She markets through social media to supplement the web marketing that @properties provides.

In keeping to her motto – Move forward with Fara – the agent looks ahead to more growth and more happy customers. “I love the moment when someone has found the right home and you can see it on their face when they walk into the home that's right for them. It just feels like their home,” she says. “And then when they're selling, when they feel like they have been heard in the transaction and it shows. As long as a seller has been prepared and is happy with the outcome, ultimately, then I know I've done my job right. My biggest reward is when my clients are satisfied with my services.”

To learn more about Fara Librizzi, call 847.627.9188, visit atproperties.com, or email faralibrizzi@gmail.com www.

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COLLEEN McGINNIS Patience and guidance are the pillars upon which Colleen McGinnis built her real estate career. These skills were honed during her previous path as a school teacher in Chicago’s North Shore. Passionate about education, she loved making a difference in the lives of her students. This inadvertently captured the attention of one prominent real estate agent just as she was thinking about embarking on a new career path. “A father of one of my students came up to me during eighth grade graduation and thanked me for my work, because it was the first year he wasn’t called to meet with the principal for his son,” Colleen explains. “He then explained that teachers make great real estate agents, and if I wanted to leave teaching, I could work for him.” Feeling that her talents could reach greater heights in the real estate industry, Colleen took him up on the offer and earned her real estate license. “I understand people, and I have a way of communicating with ease while also being a good listener. Plus I’ve always loved homes. So it seemed like the perfect opportunity.” Decades later, Colleen’s love for what she does hasn’t waned. In fact, it’s only increased. “I still enjoy seeing my clients smile, and going to houses with them and watching their eyes light up.”

Serving the greater Chicago area and specializing in the North Shore, Colleen has become a household name in the region. Her knowledge of this area is vast, as she grew up in Park Ridge. Known for its unparalleled beauty, the North Shore sits right along Lake Michigan. Mature trees line the idyllic streets, which are made up of many unique homes built in the 18th century. The North Shore originally started out as a summer retreat for those living downtown. “Big industry people came out here on horse and buggy and built their vacation homes,” Colleen explains. “Because they had so much wealth, they hired the very best architects. So the homes here are anything but ordinary.”

During sunny days, residents enjoy walking along the 18

lake, relaxing on the beach, or taking their boats out. Even winter provides ample beauty, with ice castles forming along the lake as waves freeze in place.

It’s no surprise that many want to establish roots here, and one would be hard-pressed to find a more suitable agent for this pursuit than Colleen. “I’m all about providing a personal touch and achieving my clients’ goals while eliminating stress,” she explains. Colleen focuses on educating buyers and sellers throughout the process, which allows them to feel confident in their choices. One client raved, “Colleen was extremely helpful and answered all of our questions.

She went above and beyond and we are thankful that she represented us on the purchase. She is kind and really great. We would highly recommend her!”

As Colleen looks ahead, she plans to increase her production volume and assist more people in their real estate dreams. She never tires of building lasting relationships with her clients. “The business of real estate, in my opinion, is all about connections. So nurturing those is my focus.”

For more about Colleen McGinnis, call 847-881-0200 or email colleenmcginnis@atproperties.com Top Agent Agent Magazine Magazine Copyright Top

Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 20

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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STEPHANIE OH Stephanie got her start in real estate through a serendipitous introduction.

When Stephanie was working with an employment recruiter to find a new position, she was referred to the recruiter’s personal friend, top-selling Glenview-area real estate agent, Vittoria Logli. Stephanie was hired as an assistant and learned the business with Vittoria’s mentorship for two years before completing her real estate license four years ago. She’s been part of Team V Sells with @properties ever since.

The team covers the North Shore Chicago area including affluent suburbs like Glenview, Northbrook, Wilmette and Evanston.

Stephanie, who is originally from Schaumburg, has worked to gain familiarity with this market, putting extra energy into the Wheeling/Buffalo Grove area where she now lives. While the North Shore is characterized by many luxury properties, the team also handles more accessible single-family homes and condominiums and takes pride in offering the same level of top-notch service to every client.

Building personal relationships with her clients is among Stephanie’s greatest strengths as an agent. She takes the time to get to know the people she works with as well as their children and even their pets! Keeping open lines of communication and letting her clients know that she’s there for them through every step of the process is essential to the level of service she provides. A customer service background, where she worked with a variety of people with diverse needs, provides experience in relating to her clients. Stephanie acknowledges that clients are sometimes going through a difficult time while buying or selling a home; it’s not always a happy situation but she’s there to support them no matter what.

Stephanie finds many unique ways to give back to the local community and beyond. She’s part of an Adopt-AChild program being a pen pal to a child who shares her birthday. Her team also volunteers to area organizations Top Agent Magazine

providing food to those in need. A dog lover, who adopted her own dog from PAWS Chicago, Stephanie also donates to area pet shelters. When it re-opens operations post-Covid, she plans to participate in a program called Sit Stay Read. This non-profit initiative works with Chicago Public schools. The mission:To advance children’s literacy skills using an engaging curriculum, certified dogs, and dedicated volunteers. Reading to a dog through this program has proven to be a highly effective means of increasing literacy for inner-city kids, over 50% of whom do not typically meet reading standards.

After four years as an agent, Stephanie is already seeing 50% of her business coming from referrals. She plans to continue growing through personal marketing efforts, making connections and getting her name out in the local area. She sends out market newsletters and quarterly updates and tries to hand out five business cards every day. Expanding in the local market and producing quality video and online content to effectively utilize technology are all part of Stephanie’s plans for continued success in the future.

For more about Stephanie, call 847-660-4466, email stephanieO@atproperties.com or visit atproperties.com/agents/5156/stephanie-oh www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 22

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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TIFFANY VONDRAN Real estate broker Tiffany Vondran is an avid billiards player. In fact, she’s so good that she has competed in world championship events in Las Vegas. Why is that important to know when hiring her to help buy or sell a home? It’s all in the details. Billiards, or pool, demands patience. It demands working every angle on every shot to leave the cue ball in the best position.

It demands seeing the whole table and, more importantly, seeing two, three, four, sometimes five shots ahead. That’s how Tiffany approaches real estate.

“I think there’s one story that sets me apart from other agents. I was on a team for a long time and took on all the rental leads. I met a client in 2015 and helped them find an apartment. They had just started dating but I could see where they were heading. In 2017, they got a condo. And last year, they bought a $1.7 million home,” Tiffany explained. “I think some of the other agents were surprised at being able to convert a renter into that large of a transaction, but it was just keeping in touch and providing that kind of service.”

Tiffany is now a solo agent for Chicago-based Fulton Grace. She originally went to college for paralegal studies and ended up working for a real estate attorney, which prompted her to get her REALTOR® license.

She quickly pivoted to sales, although she says with a self-deprecating laugh that it was during the fiscal crisis of 2008 – “a perfect time to go into real estate, right?” Now most of her business is repeat and referral clients and she covers virtually all of Chicago’s great, historic, and eclectic neighborhoods as well as the city’s suburbs.

“Every neighborhood is so diverse. I have clients who consider several different areas, and they will explore what housing is like in each market,” Tiffany Top Agent Magazine

said. “So, I tell them to get coffee in the neighborhood, have dinner, explore the things you like to do. Get a good feel for the neighborhood.”

Tiffany, obviously, plays pool in her spare time and loves to get away to her property in Michigan and enjoy the outdoors by hiking. She is actively involved with her clients and community, oversees a VIP birthday program, hosting client appreciation events and, inspired by a four-year-old niece’s battle with leukemia, running an annual toy drive. Going forward, Tiffany would like to continue to make the improvements in her business that have resulted in a jump from $4 million in volume in 2020 to just under $12 million last year. Collaborating with a coach, she said, has helped her substantially.

“I would like to grow my team,” Tiffany said of the two other employees she oversees. “Not a huge jump but just to a team of four. I just love helping people find their perfect home.”

Reach Tiffany Vondran on her mobile phone at 773-459-8479, email tiffany@fultongrace.com, or visit poolsharkbroker.com http://

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