ILLINOIS 3-7-22

ILLINOIS EDITION

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WAYS TO GET YOUR CLIENT TO TRUST YOU FEATURED AGENTS

CRISTINA PANAGOPOULOS LAURA BUGOS KOMPERDA LEAH WURSTER

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

EMBRACING SMART HOMES: DOES NEW TECHNOLOGY REALLY INCREASE HOME VALUE? HOW TO OVERCOME YOUR WORKPLACE FEARS

COVER STORY

TU NGUYEN

ILLINOIS EDITION

LEAH WURSTER LAURA BUGOS KOMPERDA

January of ®2022 marks Laura BugosFor Laura, it’s the people she lo Realtor Leah Wurster has been working CRISTINA PANAGOPOULOS 7 37th anniversary as an agent, 17 18 Komperda’s ing with the most 21 and the pu in the industry since she was 5 years old. starting out when she was just 22-years It’s natural for Cristina contract she witnesses herlistings client on 100%when of their ® young. shares her memory of viewhome theirShe dreams.

“It an is ver “MyLaura mother has been a Realtor forto 25 Panagopoulos help price or of above. also had ave ing condos while her agent complimented others. She previously 9 when you see someone runnin days compared to the average of years, andto Iwork used to hang out worked the passenger her potential in the real estate a house because they loveevery it s as a personal has doubled her production industry.

Fromof there, realcar estatetobecame athetrainer, Laura shares. and loved asthe business, it’s She clear also she’sfinds on thes window our put promotional simple decision as she shared her genuine sisting people in their sentimental in knowing her cl material weat were delivering into people’s love for looking homes. Fast forward journeys share memories, raise others children, towards health With past clients telling abo and now serving Chicago’s southwest and fitness. It was there with holidays in their new home.

In Cristina, her business will un mailboxes,” Leah laughs.

“I loved getting suburbs, she has thrived in this industry that she met a top real years Laurato enjoys working oth come. One recentwith buyer and recently partnered with her son, estate agent who con- tremely and passing alongand thehelpful, wisdomev sh to most do that with her.” responsive Robert.

Together they are embarking on nestly acquired.

For her, it is m TU NGUYEN CRISTINA LAURA BUGOS LEAHhave WURSTER vinced her to join the industry. “We started chatting She didn’t to give up her ow PANAGOPOULOS KOMPERDA an adventure as and a mother-son team. job; there is also a legacy to carry forward. she felt I would be a great agent,” Cristina says. “I she clearly puts her clients first. W Cr has volunteered in several past opportunities Leah grew up to graduate from the wasn’t necessarily looking to switch careers, but I was she would make the buying procesa Marketing themselves as Eventually one familyCristina taking followed care of her community, she definitely is currently working aidchl intrigued.” advice she lived up to it.toThe University of Illinois at Urbana-Champaign another, Laura shares her excitement about the future businesses by spotlighting them on social and earned her real estate license in 2018. As the maring that even though she already hm CONTENTS for this partnership.

Though her a newer he highlighting local animal shelters to promote ket began takeson off,isshe foundagent, her business thriving,which home, she sharing that she Their com with a degree intoEnvironmental Sciences, sheemailed is under the guidance of anshe impressive broker as Laura need of adoption. and today leads a team which consists of herself us in the future. We love Cristina, applied inofand Austin, Texas marketing panels.

That’s “in the kn 4) EMBRACING SMART 19) 6 WAYS carries a depth knowledge soBased many years in thesolar two other after agents. in Arlington Heights, and TO future buyer or seller would love h Aside from the day-to-day undertakings in industry.

With aserving repeat and referralside business ofGET 80% the northwest of Chicago, Cristina and her HOMES: NEW YOUR CLIENT as though whenDOES Mom came calling again, luring her into the Laura’s career, she inenjoys visiting her lake and selling nearly eleven million in volume in 2021, team find joy in accomplishing their clients’ goals. YOU Parents to three children, Cristin TECHNOLOGY REALLY TO TRUST Northern Wisconsin, at spending time on the w dustry for real. joined Collective one thing setting her apartLeah from other agents the is her Wurster dedlove the close-knit community i INCREASE HOME VALUE? tending to her organic garden. On that same la ication to serving clients and building of friendships.

In consists A growing percentage her business of Chicago’s “We specifically wanted to live cah Compass in 2018, representing clients along delights in running an Airbnb.Clients Finally, Laura 22) HOW TO addition, Laura is always ready to dive off the deep end repeats and referrals, which Cristina credits to their demographic (so many young fam five-year plan to scalearea, backand her sales,topass page fin North Shore, including Lake Forest, Bluff, 14) for COOPERATION, NOT OVERCOME them, proclaiming, “I’ve got a guy!” she demonproactive approach.

“We as work really hard and Lake put YOUR downtown in general, it’ legacy to her son, and transition to consulting strates her commitment tooutserving clients and helping ourselves there,” she says.

“We never justmade sit back an she explains. Her she husband is a fir COMPETITION, CREATES WORKPLACE FEARS makes Highland Park, and Libertyville.

She immeExp Realty in hopes they too can grow their make their lives easier. and hope thatAGENTS something happens, we go above and town and also a home inspector, MUTUAL SUCCESS FOR flourish.

“You make enough money give too,toiswhet diate impact with technological sales experibeyond to get the our clients where they want toand be.”

From back to their community a topitp Laura’s imprinting words, mindset, and goal Should clients need Laura in the future, she isofhappy to properties, utilizing their private network potential idays, or ence she brought over from her previous job.

“I have Agent of Chicago. be a resource and hercreative extensive vendorwar list,situations, assist- they toshare getting in bidding conExpansion is in Cristina’s future ing them with social any of their home remodeling projects tinually put their clients’ first. establish herself asknow a go-to she’ agent a strong media andneeds marketing literacy,” Leah Phone 310-734-1440 | Fax 310-734-1440 or maintenance needs. In addition, though, behind the husband is an inspector, and my explains.

“And Compass provides so much in termsso I would love to build scenes includes When her partner, Agent Hub 360, who aids mag@topagentmagazine.com it comes to| www.topagentmagazine.com sellers, Cristina ensures they’re designers, Laura in connected with clients emails reaching a resources wide audience with social media doingTopstaging, inspections,two rea Leah’s of oftechnological that we can take ofadvantage No portion thisstaying issue may be reproduced in any mannerthrough whatsoever without prior marketconsent theare publisher.

Agent Magazine and phone calls.

Shethealso a personal ing, private networks andapproach the all within the is published

by Feature Publications GA, uses Inc. Although precautions areMLS. takentoto“Most ensure of the our accuracyments, of published materials, Topsame team.” of to bring buyers and sellers together, make Agentkeep Magazine cannot bemarketing held responsible forand opinions expressed or client facts supplied byand its authors. in touch through pop-byes hosting small is done online.

Most homeowners find their decides the to take herresources career, one thin To subscribe or change address, send inquiry to mag@topagentmagazine.com. home via markets the internet and we try to catch of it. “It events.

Laura primarily listings through pro- their eye this will love every minute nurture thi process Published in the U.S. easier.” way,” she explains. team went under day is different, and it never gets b fessional photography, MLS, socialCristina media,and andheremail she Laura, doesvisi To learn more about blasts. But, far from shy, she is willing to canvas neighhomesnow-laurabugoskompe borhoods to find homes for her buyers when nothing is visit her website, a Faceboo You get that very quickly when you For more information about Cristina Panagopoulos, Agent Magazine currently for sale and give her best effort to drive traffic emailTop laura.bugos@gmail.com please call 224-622-5885 or email about first where she has a Concierge Page that linkscristina.panagopoulos@compas you to 708-334-2054 a to open house viewings. or call

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www.

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mailto:mag@topagentmagazine.com

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 4

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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TU NGUYEN Top Agent Magazine

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Fluent in English and Vietnamese, Top Agent Tu Nguyen serves the greater Chicago area and is largely referral-based.

“Developing relationships with my clients is incredibly rewarding.”

When Tu Nguyen first began investing, she fell in love with the industry. After helping her friend find and buy a house, she decided to earn her real estate license. “I am so passionate about what I do, I’ve found my dream career,” Tu says. “Developing relationships with my clients is incredibly rewarding.”

Serving the greater Chicago area, she is largely referral-based, and is continuing to grow year after year. Fluent in English and Vietnamese, Tu loves assisting clients from various backgrounds. Her constant communication and unparalleled customer service have helped her achieve great heights in this market.

“Buying or selling a home is one of the largest transactions a person can 8Copyright Top Agent Magazine

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make in their lifetimes,” Tu says. “Home is the foundation of stability and success. So I’m always putting myself in my clients’ shoes to understand what they might need from me.” For Tu, a successful real estate transaction means happy Top Agent Magazine

clients who understand every detail of the process. She aims to guide them throughout, leaving no questions unanswered. Tu also goes above and beyond to make sure her buyers and sellers know she cares about them. “I treat them like Copyright Top Agent Magazine9

“I treat them like I would treat my own family,” Tu says.

“They know I’m always looking out for their best interests.”

I would treat my own family,” she says.

“They know I’m always looking out for their best interests.” For her sellers, this includes thoroughly marketing their property so they can receive the highest price possible in the shortest amount of time. “I utilize social media and I spread the word amongst my network of buyers and past clients.” At the same time, she assists her buyers in finding their dream Copyright Top Agent Magazine 10

home, even helping them imagine the potential of a property. “I will tell them what they can do to make a home more suitable for their needs.” Because many of Tu’s clients aren’t fluent in English, she will also relay information from their lenders and attorneys.

Most of Tu’s business derives from word of mouth, as those who work with her Top Agent Magazine

love to tell others about their experience.

One recent client said, “I was lucky to get help from Tu throughout the process of buying a first home for my family.

There were a lot of things I did not know since this is my first time buying a house but Tu was super patient and responsive with all the questions not only from me but from other parties as well. Tu thinks about what is best for my family Top Agent Magazine

in terms of options and negotiates with the sellers. I can say that the house we ended up with is a very good one with great price tags. With Tu’s knowledge and connections in the area, I got a ton of recommendations from remodeling the house to inspecting everything. We have built a great relationship so that Tu would be the only realtor I will look for in my next purchase.”

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When Tu isn’t working, she loves giving back to her community through donating and volunteering. She also spends time with her family, including her two sons. But much of Tu’s day is spent helping buyers and sellers realize their real estate dreams. And she loves every minute of it. “I hope to continue working hard for years to come. I find so much joy in helping others.”

For more information about Tu Nguyen, please call 773-964-9788 or email tunguyenrealtor@gmail.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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CRISTINA PANAGOPOULOS It’s natural for Cristina Panagopoulos to help others. She previously worked as a personal trainer, and loved assisting people in their journeys towards health and fitness. It was there that she met a top real estate agent who convinced her to join the industry. “We started chatting and she felt I would be a great agent,” Cristina says. “I wasn’t necessarily looking to switch careers, but I was intrigued.” Eventually Cristina followed her advice and earned her real estate license in 2018. As the market began to take off, she found her business thriving, and today she leads a team which consists of herself and two other agents. Based in Arlington Heights, and serving the northwest side of Chicago, Cristina and her team find joy in accomplishing their clients’ goals.

A growing percentage of her business consists of repeats and referrals, which Cristina credits to their proactive approach. “We work really hard and put ourselves out there,” she says. “We never just sit back and hope that something happens, we go above and beyond to get our clients where they want to be.” From utilizing their private network of potential properties, to getting creative in bidding war situations, they continually put their clients’ needs first.

When it comes to sellers, Cristina ensures they’re reaching a wide audience with social media marketing, the private networks and the MLS. “Most of our marketing is done online. Most homeowners find their home via the internet and we try to catch their eye this way,” she explains. Cristina and her team went under

contract on 100% of their listings in 2021 AT asking price or above. She also had an average market time of 9 days compared to the average of 54 days. As Cristina has doubled her production every year she’s been in the business, it’s clear she’s on the right track.

With past clients telling others about their experiences with Cristina, her business will undoubtedly grow for years to come. One recent buyer said, “She was extremely responsive and helpful, even on the weekends.

She didn’t have to give up her own personal time, but she clearly puts her clients first. Cristina promised that she would make the buying process less stressful, and she definitely lived up to it. The cherry on top is knowing that even though she already helped us close on a home, she emailed sharing that she would always help us in the future. We love Cristina, and I just know any future buyer or seller would love her too!”

Parents to three children, Cristina and her husband love the close-knit community in which they live.

“We specifically wanted to live here because of the demographic (so many young families as well!), the downtown area, and in general, it’s just a great town,” she explains. Her husband is a firefighter in a nearby town and also a home inspector, so together, giving back to their community is a top priority.

Expansion is in Cristina’s future, as she hopes to establish herself as a go-to agent in her region. “My husband is an inspector, and my parents are interior designers, so I would love to build an empire where we are doing staging, inspections, real estate and investments, all within the same team.” Whichever way she decides to take her career, one thing is for certain: she will love every minute of it. “It is so exciting, every day is different, and it never gets boring.”

For more information about Cristina Panagopoulos, please call 224-622-5885 or email cristina.panagopoulos@compass.com

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LAURA BUGOS KOMPERDA January of 2022 marks Laura BugosKomperda’s 37th anniversary as an agent, starting out when she was just 22-years young. Laura shares her memory of viewing condos while her agent complimented her potential to work in the real estate industry. From there, real estate became a simple decision as she shared her genuine love for looking at homes. Fast forward and now serving Chicago’s southwest suburbs, she has thrived in this industry and most recently partnered with her son, Robert. Together they are embarking on an adventure as a mother-son team.

Marketing themselves as one family taking care of another, Laura shares her excitement about the future for this partnership. Though her son is a newer agent, he is under the guidance of an impressive broker as Laura carries a depth of knowledge after so many years in the industry. With a repeat and referral business of 80% and selling nearly eleven million in volume in 2021, one thing setting her apart from other agents is her dedication to serving clients and building friendships. In addition, Laura is always ready to dive off the deep end for them, proclaiming, “I’ve got a guy!” as she demonstrates her commitment to serving clients and helping make their lives easier.

Should clients need Laura in the future, she is happy to be a resource and share her extensive vendor list, assisting them with any of their home remodeling projects or maintenance needs. In addition, though, behind the scenes includes her partner, Agent Hub 360, who aids Laura in staying connected with clients through emails and phone calls. She also uses a personal approach to keep in touch through pop-byes and hosting small client events. Laura primarily markets listings through professional photography, MLS, social media, and email blasts. But, far from shy, she is willing to canvas neighborhoods to find homes for her buyers when nothing is currently for sale and give her best effort to drive traffic to open house viewings.

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For Laura, it’s the people she loves working with the most and the pure elation she witnesses when her clients find the home of their dreams. “It is very exciting when you see someone running through a house because they love it so much,” Laura shares. She also finds something sentimental in knowing her clients will share memories, raise children, and enjoy holidays in their new home. In addition, Laura enjoys working with other agents and passing along the wisdom she has earnestly acquired. For her, it is more than a job; there is also a legacy to carry forward. While Laura has volunteered in several past opportunities among her community, she is currently working to aid local small businesses by spotlighting them on social media and highlighting local animal shelters to promote animals in need of adoption.

Aside from the day-to-day undertakings involved in Laura’s career, she enjoys visiting her lake home in Northern Wisconsin, spending time on the water, and tending to her organic garden. On that same lake, Laura delights in running an Airbnb. Finally, Laura shares her five-year plan to scale back her sales, pass down her legacy to her son, and transition to consulting agents in Exp Realty in hopes they too can grow their team and flourish. “You make enough money to give it away” are Laura’s imprinting words, mindset, and goal as a Top Agent of Chicago.

To learn more about Laura, visit homesnow-laurabugoskomperda.com email laura.bugos@gmail.com or call 708-334-2054 www.

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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LEAH WURSTER Realtor® Leah Wurster has been working in the industry since she was 5 years old.

“My mother has been a Realtor® for 25 years, and I used to hang out the passenger window of our car to put the promotional material we were delivering into people’s mailboxes,” Leah laughs. “I loved getting to do that with her.”

Leah grew up to graduate from the University of Illinois at Urbana-Champaign with a degree in Environmental Sciences, which she applied in Austin, Texas marketing solar panels. That’s when Mom came calling again, luring her into the industry for real. Leah joined the Wurster Collective at Compass in 2018, representing clients along Chicago’s North Shore, including Lake Forest, Lake Bluff, Highland Park, and Libertyville. She made an immediate impact with the technological and sales experience she brought over from her previous job. “I have a strong social media and marketing literacy,” Leah explains. “And Compass provides so much in terms of technological resources that we can take advantage of to bring buyers and sellers together, and make the process easier.”

You get that very quickly when you visit her website, where she has a Concierge Page that links you to a long list of trusted contractors for whatever service a client might require, from HVAC to landscaping to tennis court or pool services. She also has useful dollar-spent-to-dollar-earned comparisons, as well as a short video describing the advantages of updates and staging for sellers preparing to list their home. Another link discusses how bridge loans can work for a client who wants to move but is short of cash.

Not surprisingly, Leah’s repeat client and referral business is very strong. But it’s the way Leah and the whole Wurster Collective approach their business that likely keeps people coming back. “We see ourselves as friends and consultants rather than salespeople,” Leah explains. “That isn’t always the case with Realtors®.

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We take our ego out of the equation. We’re thinking about families, not transactions closed. And we are always available.”

That down-to-earth, transparent way of engaging with people hasn’t gone unappreciated by the clients themselves. Both Leah and her mother Tracy enjoy rave reviews, with one happy seller writing: “They are completely professional, knowledgeable, and caring throughout the entire process.

Their communication is outstanding, as I always felt “in the know” as we were selling our property. I felt as though they always have my best interest at heart.”

Clients can always turn to Leah’s website or Facebook page to find tons of advice about homeownership, but she makes a point to stay directly in touch with them too, whether through market updates, gifts on holidays, or just quick notes, texts, or calls to let them know she’s thinking about them.

Leah’s two main goals going forward are to expand the resources the team offers to clients, and to find ways to nurture the health of her community beyond the work she does in real estate. Her next project is to develop a Facebook forum where she will take up questions about first-time home buying, busting myths and discussing the strategies for overcoming challenges.

To contact Leah call 847-226-8223 or email leah.wurster@compass.com 21

How To How To Overcome Your Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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Top Agent Magazine

it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, Top Agent Magazine

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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