CHICAGO 7-12-21

CHICAGO EDITION

5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

Body Language:

HOW TO READ YOUR PROSPECT LIKE A BOOK!

6 THINGS YOU NEED TO DO TO BE A

GREAT MENTOR Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

FEATURED AGENTS

RONNA STREIFF BRIAN CARON COVER STORY

ROBIN PHELPS HANSON

CHICAGO EDITION

BRIAN CARON Brian Caron’s interest in real estate goes 9 17 way back. “My dad was a Realtor® and a builder, and he owned a number of Red Carpet Realty offices in the 70s and early 80s,” Brian recalls. Later in life, after working as a sales manager in the wine industry, Brian gave real estate another look. “I felt that I had solid knowledge of real estate because of my dad’s business, so I moved back to Chicago and got my license in 2002.” In the nearly 20 years ROBIN PHELPS RONNAatSTREIFF STREIFF since, Brian hasRONNA excelled helping his HANSON clients achieve their real estate goals.

Club, which pr kids before and mentorships an past, Brian was nonprofit that re properties in t on the South S qualified buyers When he is not Brian enjoys sp and friends, pi game of golf a with his goddau

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BRIAN CARON

Brian serves Chicagoland and the neighboring suburbs. Brian has been named a C CONTENTS About two thirds of his business comes from repeat Realtors® Top Producer for and referral clients, an impressive feat that speaks to bestowed to the top 10% of a the trust and confidence he inspires.

“I connect well 4) 5 SOCIAL MEDIA MISTAKES 20) BODY LANGUAGE: with clients,” Brian says. “MyHOW philosophy to act as a Brian says his favorite part REAL ESTATE AGENTS MUST TO isREAD YOUR PROSPECT fiduciary, that if I act in my clients AVOID LIKEbest A interest, BOOK!they’ll to know his clients. “When be my client for life. That will benefit them, and it also clients, of course there’s a lo 6) TOP AGENT TIPS AND DO benefits me in the long run.” 24) 6 THINGS YOU NEED a lot ofTO information being ex to have fun and get to know QUESTIONS FOR CHOOSING TO BE A GREAT MENTOR His ability to educate his clients also sets Brian apart. beginning to the end, interacti YOUR LISTING AGENT EVERY PLAYER ISfavorite VALUABLE: “I like to educate myself, and28) I’m good at explaining part of the job.”

16) CREATIVE WAYS SAY easy to understand,” HOW TO TEAM’S things TO so they’re he BOOST says, “so YOUR I THANK YOU feel like I’m a bit of a teacher.MORALE My job is really to get clients the information they need so they can make the best decision.”

Phone 310-734-1440 | Fax 310-734-1440 When it comes to marketing his listings, Brian uses a comprehensive approach to ensure maximum mag@topagentmagazine.com | www.topagentmagazine.com exposure. Lately, that has increasingly taken the form No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent of creating short andprecautions Matterport 3D to tours tothe accuracy of published Magazine is published by Feature Publications GA,movies Inc. Although are taken ensure materials, Top Agent Magazine cannot beproperties held responsible for opinions expressed facts supplied showcase remotely.

“There areor now a lot by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. of people shopping from home before they ever see a Published in the U.S. place physically,” Brian says. “We have been doing a To find out more abo lot of FaceTime showings as well.”

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Community involvement is important to Brian, and he is involved with a local group called Off The Street

contact him by cell email briancaron1 Top Agent Magazine or visit briancaron.ba http://

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

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5

SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 6

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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ROBIN PHELPS HANSON

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Robin Phelps Hanson is a broker with The Phelps Hanson Kardosh Group, affiliated with @properties, and serves clients throughout the Chicagoland area.

When the tech company she was working for went under, a 26-year-old Robin Phelps Hanson decided to take her severance and make a leap into another career she’d been thinking about: real estate. “I was Rookie of the Year in my first year and it just went up from there. I think part of it was just pure ignorance, and not realizing how hard it would be and how long it would take to really get going. But I’m glad I didn’t know all those things because I am almost 20 years in the business now, and I love it.” Robin is a broker with The Phelps Hanson Kardosh Group, affiliated with @properties, and serves clients throughout the Chicagoland area.

Even though Robin has built a successful business from repeat and referral clients, she works hard not to become 10 Copyright Top Agent Magazine

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complacent. “You might think that a 100% referral-based business is great, but I believe it’s important to still fight for outside business, otherwise you’re leaving potential clients out there. When Top Agent Magazine

I started working with that mentality, my business went from $5,000,000 a year to approx $20,000,000. You can make a great living with your referrals, but you can always do better.”

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“I am always extremely excited about every opportunity I get to find someone a home or help someone move on to the next chapter of their life. My goal is to make the transaction process as easy as possible for them.”

When working with Robin, clients can count on her positive energy and drive to help them accomplish their real estate goals. “I am always extremely excited about every opportunity I get to find someone a home or help someone move on to the next chapter of their life. My Copyright Top Agent Magazine 12

goal is to make the transaction process as easy as possible for them,” she says, and adds, “I feel extremely lucky to do this job. I bounce out the door in the morning because I enjoy what I do so much. It may sound cheesy, but I always tell my daughter to find a job she loves, because Top Agent Magazine

it makes a huge difference in how you’re going to feel every day and how you’re going to approach life.”

Robin believes it’s her job to help clients navigate through what can be one of the most stressful times in their life. “I always feel that as anxious as a buyer or a Top Agent Magazine

seller can be, that jumping ahead and not going through the appropriate channels is not going to bring them a great result.

So even if they’re in a bind, my job is to have a cool head and walk them through this. I promise them that we will move as quickly as possible, but we’re going to do everything the right way.”

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Robin and her husband, Rich, are devoted parents to an 8-year-old daughter, Remy.

In her spare time, she enjoys spending time outdoors, trying new restaurants, and making memories with family and friends.

In the future Robin and her business partner, Amber, plan to add more brokers to the team and continue expanding the business.

“We are excited to mentor other agents and watch them grow and become successful.”

For more about Robin Phelps Hanson email Robinphelps@atproperties.com, or call (773) 469-5423

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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RONNA STREIFF Top Agent Magazine

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RONNA STREIFF

With an empathetic nature and a desire to provide the highest level of service to her clients, Ronna Streiff has found a career in real estate to be the perfect fit. Thanks to her extensive experience as the luxury home marketing director for Coldwell Banker Real Estate for 24 years, she had an easy transition to starting her own real estate business. Ronna, a Realtor® at Baird & Warner, currently serves clients throughout Chicago’s Northern Suburbs.

constantly reaching out to my clients, even after the closing, and making sure I nurture that connection. I send them gift certificates that support local businesses, and I just make an effort to check in,” she explains. It’s due to this personal approach that a lot of her business comes by way of repeat and referral clients.

One of Ronna’s greatest attributes, and a trait that clients deeply appreciate, is her focus on building strong relationships. “I’m very empathetic with my clients when they’re going through this process, as I realize how stressful it can be for them. I don’t look at my work as transactional. For me, it’s all always relationship based. I’m very genuine and down to Earth. I’m 18

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An important part of Ronna’s success is the marketing strategy she employs. “I leave no stone unturned when it comes to marketing. Aside from online and social media avenues, I also like to do events and reverse prospecting. The goal is to attract a lot of buyers and give the listing maximum exposure,” she says. Her diligent approach resulted in Ronna being the number one agent in her office last year, and 30 closed transactions with $11,000,000 in sales volume.

Aside from her success, what keeps Ronna passionate about her work is her ability to help clients. “I love helping my clients. It’s especially rewarding to help buyers find their home because it’s such a big investment for them. It’s fulfilling to be able to guide them towards their goals. I also love the listing side as well. Helping my clients get the house ready and go through the process as seamlessly as possible. I take it very seriously because my clients look at me as a resource and a supportive friend. Whether you’re buying or selling, it’s still stressful, no matter how many times you’ve been through it before. That’s why I’m there with them every step of the way.”

Outside of work Ronna is involved with multiple nonprofit organizations. “I belong to a women’s networking group called Caring Women’s Connection. They help women and children who are struggling financially. I also like to support the businesses in my neighborhood and boost our local economy.”

In the future, Ronna looks forward to further growing her business and providing her clients with the highest level of customer service. “I am considering starting a team soon, but right now my main goal continues to be working really hard for my clients and making sure I’m always there for them.”

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To learn more about Ronna Streiff, please call (847) 337– 6809, email Ronna.streiff@bairdwarner.com, or visit ronnastreiff.info www.

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Body Language: How to Read Your Prospect Like a Book!

By John Boe Are you aware that your body language gestures reveal your deepest feelings and hidden thoughts to total strangers? The very first sale you must make with each new prospect is to “sell yourself”. If your prospect doesn’t like or trust you, he or she will never even remotely consider buying your product or service. Understanding body language gestures will help you build trust and rapport quickly with your prospects and customers... face-to-face or over the phone.

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Body language is a mixture of movement, posture, and tone of voice. Top sales reps and the most successful managers recognize the importance of nonverbal “buy signals” in the selling process and have learned to “listen with their eyes”. They understand the power of body language and know how to use their gestures and voice tone to establish trust and build rapport quickly. Body language research shows that nonverbal communication has a much greater impact and reliability than the spoken word. Therefore, if your prospect’s words are not congruent with his or her body language gestures, you would be wise to rely on the body language as a more accurate reflection of true feelings.

The good news about body language is that you were born knowing the information. This explains why people from different cultures can communicate effectively without having to speak a single word. In the animal kingdom, every cat, dog, bear, horse, etc. on the planet will use the same body language gestures to communicate with each other. For example, when an animal is angry, they will pin their ears back flat against their head.

Even though people understand body language instinctively, the meaning of “finger gestures” may change from one culture to another. Finger gestures, such as the V for victory sign or the okay gesture are “learned gestures” created by the culture and the meaning often varies from country to country. For example, on January 23, 1968, the USS Pueblo, a Navy intelligence ship, was engaged in a routine surveillance mission off the North Korean coast when it was intercepted by North Korean patrol boats. The 83-man crew were captured and imprisoned in Pyongyang, where they were interrogated and beaten. In an attempt to gain propaganda value from the crew, the North Koreans conducted a news conference. When photographed during the press conference, some of the ship’s crew expressed their disdain for their captors by sticking out their middle finger. While this finger gesture was noticed by the North Koreans they didn’t understand the disrespectful meaning that the gesture implied. After the photos were released worldwide and the meaning Top Agent Magazine

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of the finger gesture was revealed, the North Koreans were politically embarrassed and severely beat the crew.

During your sales presentation, it’s critically important to get started on the right foot. Research shows that we decide in the first few moments whether we like someone or not. Yes, we also judge a book by its cover too. There’s absolutely no substitute for a positive first impression. Create a favorable first impression and build rapport quickly by using open body language. In addition to smiling and making good eye contact, you should show the palms of your hands, keep your arms unfolded, and your legs uncrossed.

Body language is

a mixture of movement, posture, and tone of voice.

You can build trust and rapport by deliberately, but subtly, “matching and mirroring” your prospect’s body language in the first few minutes of the appointment.

For example, if you notice that your prospect starts off the appointment by crossing his or her legs and sitting back in the chair, you should match them by crossing your legs and sitting back in your chair as well. After you believe you have developed trust and rapport, you can verify it by seeing if your prospect will begin matching your gestures. Try leading your prospect into a more open and receptive body language posture by uncrossing your legs and leaning towards the table. If you notice your prospect subconsciously begins matching your body language gestures, congratulations, this indicates that you have laid the foundation of trust and rapport. Conversely, if you notice that your prospect is mismatching your body language gestures, you know trust and rapport has not been established and you need to continue the “matching and mirroring” process.

Be mindful to evaluate the flow of “gesture clusters” rather than isolated gestures taken out of context. Listed below are some important body language gestures that you need to become familiar with. There are two basic categories of body postures; Open/Closed and Forward/Back. In an open and receptive body posture, arms are unfolded, legs uncrossed, and palms are exposed. In a closed body posture, arms are folded, legs are crossed and the entire body is usually turned away.

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Body Movement Gestures • Leaning back and closed = Lack of interest • Leaning back and open = Contemplation and cautious interest • Leaning forward and closed = Potential aggressive behavior • Leaning forward and open = Interest and agreement Head Movement Gestures • Head neutral = Neutral and open attitude • Tilted back = Superior attitude “looking down your nose” • Tilted down = Negative and judgmental attitude • Tilted to one side = Interest Facial Gestures • Eye rub = Deceit, “see no evil” • Looking over top of glasses = Scrutiny • Nose rub = Dislike of the subject • Hand or fingers blocking mouth = Deceit, “speak no evil” • Chin stroking = Making a decision • Thumb under chin with index finger pointing vertically along the cheek = Critical judgment Are you missing your prospect’s buy signals? As a professional salesperson you must continuously monitor your prospect’s body language and adjust your presentation accordingly. By understanding your prospect’s body language gestures you will minimize perceived sales pressure and know when it’s appropriate to close the sale!

“As the tongue speaketh to the ear, so the gesture speaketh to the eye.”

– King James the First (1605) Copyright ©, John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 26

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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BRIAN CARON Club, which provides a safe haven for kids before and after school, as well as mentorships and other programs. In the past, Brian was also involved with a local nonprofit that rebuilt abandoned historic properties in the Pullman community on the South Side and resold them to qualified buyers as low-income housing.

When he is not working or giving back, Brian enjoys spending time with family and friends, picking up new skills, a game of golf and visiting water parks with his goddaughter Ellis.

Brian Caron’s interest in real estate goes way back. “My dad was a Realtor® and a builder, and he owned a number of Red Carpet Realty offices in the 70s and early 80s,” Brian recalls. Later in life, after working as a sales manager in the wine industry, Brian gave real estate another look. “I felt that I had solid knowledge of real estate because of my dad’s business, so I moved back to Chicago and got my license in 2002.” In the nearly 20 years since, Brian has excelled at helping his clients achieve their real estate goals.

Brian serves Chicagoland and the neighboring suburbs.

About two thirds of his business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “I connect well with clients,” Brian says. “My philosophy is to act as a fiduciary, that if I act in my clients best interest, they’ll be my client for life. That will benefit them, and it also benefits me in the long run.”

His ability to educate his clients also sets Brian apart.

“I like to educate myself, and I’m good at explaining things so they’re easy to understand,” he says, “so I feel like I’m a bit of a teacher. My job is really to get clients the information they need so they can make the best decision.”

When it comes to marketing his listings, Brian uses a comprehensive approach to ensure maximum exposure. Lately, that has increasingly taken the form of creating short movies and Matterport 3D tours to showcase properties remotely. “There are now a lot of people shopping from home before they ever see a place physically,” Brian says. “We have been doing a lot of FaceTime showings as well.”

Community involvement is important to Brian, and he is involved with a local group called Off The Street Top Agent Magazine

Brian has been named a Chicago Association of Realtors® Top Producer for last 6 years, an award bestowed to the top 10% of agents each year.

Brian says his favorite part of real estate is getting to know his clients. “When I’m spending time with clients, of course there’s a lot of work going on and a lot of information being exchanged, but I also like to have fun and get to know my clients. From the beginning to the end, interacting with my clients is my favorite part of the job.”

To find out more about Brian Caron, contact him by cell at 312-802-8095, email briancaron1@yahoo.com, or visit briancaron.backagentsite.com http://

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at 28

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: Top Agent Magazine

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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