CHICAGO 9-5-22

CHICAGO EDITION

5 STEPS

4 QUALITIES OF

EXCEPTIONAL EMPLOYEES

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

INCORPORATING CHARITABLE GIVING

FEATURED AGENTS

BRIAN ANDERSON LORA PERLMAN

IN YOUR REAL ESTATE PRACTICE

COVER STORY

MAUREEN BURNS

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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MAUREEN BURNS

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A sought after and well respected advocate for clients buying, selling or investing in the Chicagoland area, Broker Maureen Burns with @properties is based in the East Lincoln Park office.

Top Agent Maureen Burns is a full-time broker with @properties East Lincoln Park office in Chicago, IL. As a broker with the #1 real estate firm, Maureen has a reputation among her clients and peers as being very hands on, a tough negotiator and pleasant to work with. Maureen has spent the past ten years advising her clients and providing concierge services for all of their real estate needs. Maureen’s intentions are to meet her clients’ expectations while helping them achieve their goals and enjoying the real estate process. By placing her clients’ interests and needs above all else and skillfully negotiating on their behalf, Maureen has become sought after and well respected advocate for clients buying, selling or investing in the Chicago-land area. For Maureen, real estate not only offers her a chance to meet and build new relationships, but it has also offered her a new lease on life and a way to show herself and her adult children that no matter what life throws your way; be courageous and never give up.

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Maureen utilizes her Christie’s International Real Estate affiliation along with Adwerx to market listings to prospective clients worldwide who may be looking for a property in the Chicago-land area.

The close-knit trusting partnerships Maureen has crafted with her clients is exceptional.

They not only happily refer Maureen’s real estate services to many of their friends, but they also come back again and again. Maureen enjoys interacting with her clients outside of real estate since many of her clients have become life long friends. “I take the opportunity to deepen my relationships over coffee, a walk or a game of tennis.” Social meet ups present a great opportunity for Maureen to 10Copyright Top Agent Magazine

additionally gift clients with a DLP (Digital Listing Presentation). This DLP highlights the latest market updates in case anyone is considering a move. What sets Maureen apart form her peers is her personality and the way she handles transactions and negotiations. She is down to earth, personable, relatable and wants to ensure that her clients love their new home.

“This is a relationship business and because I am so good with people I know this is what drives my business.”

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For sellers, Maureen utilizes her Christie’s International Real Estate affiliation along with Adwerx to market listings to prospective clients worldwide who may be looking for a property in the Chicago-land area. Her marketing strategy also engages the use of all social media platforms, postcard mailers, print ads, professional photos, Top Agent Magazine

video, drone and The Top Agent Network site to let agents know that a listing is coming soon.

Last year she did an incredible $30M+ in sales volume! As a resource Maureen helps make the real estate process less stressful. “It really gives me pure satisfaction helping clients, it is what puts a smile on my face and love in my heart.”

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When time permits, Maureen enjoys visits to Midtown Athletic Club where she participates on two winning ladies tennis teams.

She is also a self-proclaimed foodie and a trained chef who enjoys cooking for others and exploring the various culinary scenes of the city. Maureen lives in east Lincoln Park, and loves everything about Chicago. Looking

ahead, Maureen’s goal is to continue to make the real estate journey as smooth and seamless as possible for her clients. By drawing upon her industry knowledge and years of experience, she looks to help guide clients through the complexities of the real estate market while building upon her referral base and making new clients.

To learn more about Maureen Burns please email maureen@atproperties.com, call 312-465-9888 or visit doors2chicago.com www.

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s the success of the team and business is what’s most important, as long as it’s done ethically most important, as long as it’s done ethically and with respect for everyone involved. and with respect for everyone involved.

2.2.

They Theyare areconstantly constantly reviewing reviewingtheir theirpast past performance performance A good employee A good employeelooks looksforward, forward,but butthey they also also look back. look back.They Theyare arealways alwaysevaluating evaluating what what worked andwhat whatdidn’t didn’twork workininpast past perforperforworked and mances andthen thenadjusting adjustingtheir their plans plans going going mances and forward accordingly.IfIfthey theyare arecoming coming off off a forward accordingly. win, theyknow knowhow howtotocapitalize capitalize on on that that bigbig win, they using momentumand andcementing cementing in in evevby by using thethe momentum eryone’s mindsthe thevalue valuethat thatthey theyadd add to to the the eryone’s minds team. team.

If things didn’t go as planned, they assess what

If things didn’t go as planned, they assess what they can do better next time, and they don’t they can do better next time, and they don’t get bogged down in insecurity. They take regetsponsibility bogged down insecurity.

They take that reandinthey have confidence sponsibility they confidence that they won’tand repeat pasthave mistakes.

They know they repeat past mistakes. thatwon’t failure is a temporary state, They and areknow able thattofailure is a temporary state, and are able learn lessons from their mistakes, that will to make learn lessons from employee their mistakes, will them a better going that forward. make them better employee going the forward.

While no aone wants to fail, having confiWhile notoone to fail, theone confidence trywants something andhaving fail will day let you strike gold. Someone failure dence to try something and failwho willlets one day to a dead will let shut you them strikedown, gold.leads Someone whoend letsand failure soon make themleads a dead your shut them down, to weight a deadon end andteam. will soon make them a dead weight on your team.

3. They value teamwork

3.Even They value teamwork though an exceptional employee might be a rising star, they realize that success is

Even though an exceptional employee might be 14a rising star, they realize that success is

not an individual endeavor, it relies strong-

not an individual endeavor, it relies strongly on who you’re working with. Exceptional ly on who you’re working with. Exceptional employees make sure that everyone is conemployees make sure that everyone is contributing and valued for their input. They put tributing and valued for their input. They put the interests of the company above their own, the interests of the company above their own, and thrive thriveininan anenvironment environmentwhere where ideas and ideas andand informationare areshared sharedfreely. freely. information Shared success successisisthe theultimate ultimategoal goal every Shared forfor every project.Exceptional Exceptionalemployees employees have conproject. have thethe confidence toto know knowthat thateven evenwhen whenthey’re they’re fidence notnot singled out out for forpraise, praise,they’re they’reananirreplaceirreplacesingled able able component componentofofa alarger largermachine. machine.

4. They They are areself-motivated self-motivated learners learners A expeA key key thing thingtotoremember rememberisisthat thatwhile while experience is a valuable commodity, intelligence rience is a valuable commodity, intelligence and intellectual curiosity is usually someand intellectual curiosity is usually something that can’t be taught. Yes, you might thing that can’t be taught. Yes, you might request employees get additional training or request employees get additional training or attend seminars, but exceptional employees attend seminars, exceptional employees will be seeking outbut educational opportunities will be seeking educational opportunities constantly.

Even out if they don’t have a lot of constantly.

Even if they don’t have lot of money for weekend retreats, they will bea getmoney for from weekend retreats, they will beau-getting books the library, downloading ting booksand from theimportantly, library, downloading diobooks, most taking ad-audiobooks, andtheir mostgreatest importantly, taking vantage of one resources, YOU.ad-

vantage of one their greatest resources, YOU.

Exceptional employees know that the way to stay ahead is employees to always beknow at thethat forefront of to Exceptional the way new systems. don’t see of stay technology ahead is toand always be atThey the forefront educating themselves as a burden, ac-see new technology and systems.

Theythey don’t tually enjoythemselves it. They realize everything educating as a that burden, they acthey take in, will one day make them not only tually enjoy it. They realize that everything an exceptional employee, but an exceptional they take in, will one day make them not only boss as well.

an exceptional employee, but an exceptional boss as well.

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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LORA PERLMAN

Lora Perlman has probably seen it all. She has sold properties throughout most of the Chicago area during her almost 50 years in real estate. In the course of her stellar career as a solo agent, she has amassed over $300 million in lifetime sales. In a business where advertising can make an agent’s reputation, she’s active on social media with her myriad of personal contacts. So how does Lora stay on top of the Chicago market with virtually 100-percent repeat and referral business? “Because I’m really manic about detail and communication,” she says. “They know that they can trust me to do the best for them.”

says. The condo conversion took off and she never looked back.” Real estate may very well have been in Lora’s genes, her grandfather, uncle and aunt were all REALTORS®. Her Chicago roots go back to the turn of the century. The 20th Century. Her great-grandfather owned many properties in Chicago. In a storied career, Lora has worked on many prominent projects including the condo conversion of Chicago’s Lake Point Tower in 1986.

Lora’s professionalism through the years earned her accolades, while her humanity helped her spread

Lora’s real estate journey started in 1973, when she was a fresh graduate of Southern Illinois University with a bachelor’s degree in Spanish. A secretarial position in the industrial division of a major real estate company led to her interest. It was while working as a secretary she got her first opportunity to work on a condo project in the early days of the condo conversion boom in Chicago. “I guess it was in my blood; after that I couldn’t imagine doing anything else,” Lora 18

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goodwill at home and abroad. One of her single-family rehabs won the Good Neighbor Award for outstanding contributions to Chicago communities. Along with her husband, Bob Blend, in the early 2000s they founded Home On Time, Inc, a small construction company. Together they built new homes, converted two flats into single family, did condo conversions and many custom rehabs. Later, in 2008 they founded Urban Castles, a boutique management company created to help distressed property owners manage their properties during the 2008 recession. Today, they own and manage over 45 rental units. Lora puts just as much energy into her passionate charity work as she does into her profession. She raised funds for the March of Dimes and participated in the Teen Living programs in the 90s. As a member of Volunteer Optometric Services to Humanity, she served on seven missions to countries throughout South America with the organization providing free eye exams and glasses to those in need in developing countries. Going back to family roots, Lora’s father was a co-founder of the Illinois chapter of VOSH. At home in Chicago, Lora has been president of her homeowner’s association for the past six years.

Maintaining a healthy real estate business can take lots of marketing. For Lora, though, the days of trying to increase her brand exposure are mostly behind her. Her solid base of past clients keeps Lora thriving just as she did decades prior when she would host Super Bowl parties for clients and friends. “I love it when someone from 20 years ago calls me and wants me to sell their property,” says Lora, a certified residential specialist and negotiations expert. Today’s sellers were yesterday’s buyers. “Frequently my listings are those I have originally sold to the owners.. Many of my clients have become lifelong friends.” Lora is known for sending out annual Christmas cards with calendar magnets that she frequently sees clinging to customers’ refrigerators when she visits.

Lora plans to keep a good thing going as long as she can. She may take some time to travel and enjoy life, but she will continue to serve customers with her extensive experience and knowledge.

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For more about Lora Perlman, call 312.953.4957, email lora.perlman@cbrealty.com or visit coldwellbankerhomes.com/il/evanston/agent/ www.coldwellbankerhomes.com/il/evanston/agent/lora-perlman/aid_246335/ lora-perlman/aid_246335/ www.

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 20

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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BRIAN ANDERSON Brian Anderson is a community-focused and generous real estate agent serving the greater Chicago area. He has a lengthy background as a First Responder; he now uses his years of conflict and dispute resolution skills to help Clients going through tough times such as divorce, domestic disputes, victims of crime, and other traumatic situations. This experience contributes to his dedication and willingness to go above and beyond for every client.

Brian also specializes in VA and military relocation.

Brian shares how he was a Police Officer until getting injured In the Line of Duty.

This unexpected and life-altering circumstance prompted him to search for a new career. He shares, “Real estate felt like a good fit for me.” He earned his license and has worked as a solo agent for the past five years. Brian serves clientele across Illinois, spanning the greater Chicago area, “As far North as Pingree Grove and as far South as Bourbonnais.”

Brian’s high repeat and referral rates are a testament to his willingness to always go the extra mile for a client.

He is eager to help his clients with every part of the home buying and selling process, even when it comes to making repairs or moving furniture. Each year, Brian co-hosts the popular client appreciation event “Oktoberfest” offering an array of German food, live music, and an assortment of beer and wine.

Brian’s real estate approach includes stellar editorial work, spanning the use of Docha professional photography and aerial drone shots for all listings. He shares how he also uses a professional home stager when capturing a property.

Brian markets listing heavily across social media, as well as reaching out to prospective buyers directly. He often facilitates open houses with custom-made high-end flyers to further increase exposure. Brian notes how he closed 20 transactions within the last year.

When asked what he enjoys most about the industry, Brian quickly responds, “Doing good for other people.” He continues, “I always say, if I could do something to make somebody’s day, I’ll do it.” His passion for people translates over into his extensive community service.

Over the years, Brian has served on the HOA Board and architectural review committees.

His drone photography skillset expands far beyond real estate; Brian shares that during the height of the pandemic, he helped his local high school and middle schools capture their graduation parade on video. He has recorded, created, and gifted over 75 drone videos for various school events over the years. Students in the upcoming local high school’s homecoming parade might spot Brian volunteering his truck to transport the dance team. His community outreach doesn’t stop there. Brian shares, “I’m always doing something at the airport with the Illinois Aviation Museum.”

He spends his time there taking kids for rides on “Ground Bound’’ which is based on a 1919 Curtis Jenny biplane built on a riding lawn tractor platform. Brian has also spent many years supporting Special Olympic events such as the Law Enforcement Torch Run, The Five-O race, and the Polar Plunge where his kids actually raised over $1000 each and took the plunge.

In his free time, Brian enjoys working with cars. He shares how he often attends Cruise Night downtown, using that time to peruse classic vehicles while networking with new real estate connections. Brian is a devoted family man, and loves spending time with his wife of over 20 years, and his two beautiful children. “It’s always about family fun.”

He says, “Real estate gives me the flexibility to go to my kids’ events and be there and do those things with them.”

Regarding his professional plans for the future, Brain says, “I intend to keep growing and keep doing good things for others.” He concludes, “It’s not about making a lot of money. It’s about how many more lives I can impact.”

To get in touch with Brian, email brian.anderson@kw.com, call (630) 885-2897, or visit frontlinehomes.kw.com https://

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