ILLINOIS 10-1-18

ILLINOIS EDITION

ADDING VALUE TO LISTINGS

5 Fresh New Approaches to

CONTENT MARKETING

10 SECONDS TO CHANGE A HABIT

FEATURED AGENTS

COVER STORY

GIOVANNA SCHMIEDER

LORI BONAREK NANO ENGDAHL HEIDI LACHEL JULIE MCELYEA KAREN RANQUIST

ILLINOIS EDITION

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GIOVANNA SCHMIEDER

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JULIE McELYEA LORI BONAREK 29

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HEIDI LACHEL

31 NANO ENGDAHL KAREN RAN

Fifteen years ago, Nano Engdahl was each transaction. “What I l Karen Ranquist, the on the hunt for her next professional For is different,” she says. “Th challenge. She’d previously attended estate meet industry people, and taking was an ca e college for nursing and worked as a ing love thecreative chance to new get to ca k and dental assistant, before transitioning through this transition in th path.

She was workin to the home front as a stay-at-home a social worker intoChi mom while her children were young.

To further give back her forbenefitti five y When the time came to dive into her public causesschools and events next career path, Nano decided to and other philanthropic organiz once she started wor JULIE McELYEA NANO ENGDAHL KAREN RANQUIST fondoffice, she also contribute draw upon her longstanding on new construction ness for real estate, architecture, her community’s homeles she ofdecided to bec Julie McElyea’s journey in real estate began by waydesign.

JulieNow, says. a“My clients comfortable staying and home decade andfeel a half later, Nano hasinbuilt ects, outside work, Nano mo of law. After college, she began working a local reputation touch and reaching out with any questions, advice, a full time real estate ag an at esteemed as an agent known for her personable and loved ones, traveling, CONTENTS firm specializing in real estate law. There, she learned or referrals they might need—even long after buying demeanor, ability to execute, and the lasting relationships she She Ihasn’t back since, and continues to focu the ropes of the industry and developed a skillset for or selling their home. make it alooked point to follow-up Looking ahead, Nano inte cultivates themy way. detail and diligence. Inspired by her everyday workalong with clients and let them know that I’mas there for as resale new construction well business. “The re 21) 10 SECONDS TO CHANGE 4) 5 FRESH NEW APPROACHES growth, with plans to deve related to real estate, Julie decided to earn her license them. I also have a lot of knowledge and experience aspect has become a law. major sourcemarket of where I amFor plannin and launchMARKETING a part-time career, building Based early experimy background inOffice, real estate I’m at Bairdthat&stems Warner’s Lake County Nano serves evolves. now, Afrom HABIT TO CONTENT ence that would ultimately serve her well whenacross she able guide myLake clientsCounty through some my of “What thebusiness,” lending focus and grow explains.

Today buyers and sellers of hers clients the to northern region.

I love Karen began a full-time tenure as agent, five years ago. processes and fine print, to make sure they understand time. about our company is thatgetting we’re aBerkshire family-owned and operated with Hathaway Homea Services Today, Julie serves as aTO producing Broker and Owner what they’re into and what their options are. WAY 27) IS BRANDING THE TO Koenig Rub 13) ADDING VALUE LISTINGS & brokerage,” Nano explains.

“That sense of family is truly there of her on imprint of RE/MAX Hometown Properties. That way, they can make the best decision that’s right Realty Group, serving the northside of Chicago. Altho amongst all offorusthem who workforward.” here, from administrative staff TO to THE TAKE YOUR BUSINESS THE ADVANTAGE OFcultivated IDENTIFYING What’s more, she has a regional reputation moving has been an independent agent for her entire career as professional defined by her expertise, unflagging not a cutthroat she agents—it’s attitude, but a collaborative one.”

NEXT LEVEL? NEIGHBORHOOD AMENITIES work ethic, and personal touch.

To of listher properties, Julie draws upon five years started working with partner Over the course extensive career, Nanoherhas built a ofbusi- Souk Supantavong last experience, which includes hands-on insight into new ness driven almost entirely by and referral clientele.

To Nearly all of their busi to repeat help reach goals.

Based in Channahon, Illinois, Julie serves clients construction homes, as well.her In addition tobigger high-qualaccomplish this feat, she cites a genuine love for people, ethical 30) HOW TO OVERCOME YOUR 17) 8 THINGS SUCCESSFUL across the Channahon, Minooka, Shorewood, and ity professional photography thatreferrals showcases properties is built on and repeat clients. grounding, and trust.

“My clients feel that they can trust me Joliet areas.

As Broker, Julie heads a tightknit team and in their finest light, Julie leverages open houses and WORKPLACE FEARS PEOPLE NEVER DO has personally generated roughly 70% ofethically—especially her business corresponding to generate local interest andalso sincegiveaways I’m a big rule-follower—but through repeat and referral clientele—a on testament to foot traffic.

Fromsays. promoted social media ads and I Itthere, is “If Karen’s diverse experience as an agent as well as a personal level,” Nano I’m leery of something, her staying power and proven track record. In consid- curated print media reach prospective buyers and raise always go the source. My clients trust thatreputation I’ll work honestly, established in the business that has helped ering her working style, Julie cites industry knowledge, superlative exposure for homes making their market that as I’llsome stay available for them, and they trust I’ll get them to Phone 888-461-3930 | Fax 310-751-7068 consistent follow-up, and lasting relationships debut. Whether facilitating the purchase or sale a grow. “What helps meofstand out is that I can work that finish I also offerfocus some comfort andon security along of the hallmarks of her success thus far. “Just becauseline.home, Julie’s remains squarely her clients and the a wide variety of clients.

With my background in we’ve successfully reached the end of awww.topagentmagazine.com transaction their next chapter. agent, it’sfamily. our job There’s to help so My clients become part of“As myanextended mag@topagentmagazine.com | way. with a client, doesn’t mean our relationship is over,” people through one of the biggest decisions and transihelped through every single much emotion that goes into construction, this process, so I I’ve want my clientsbuyers to No portion of this issue may be reproduced in anyalways manner whatsoever prior consent offrom thedoing, publisher.

Top Agent trust the fact thatwithout I’m of there, know what I’m and I theICopyright process, buying the land, to deciding wh Top Agent Magazine Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published always have their back.” put on it, and all the details in between,” she expl materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Karen also brings extensive knowledge about the cit To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Beyond her warm and forthright nature, Nano’s love for homes hastransforms worked her in the and the people that occupyshe them dailyschool work system and has made m Published in the U.S. into a passion. Accordingly, connections she applies great providing incare theinarea over the years. “I can link t comprehensive, attentive service her clients.

Communication withtolocal vendors for whatever they might need, and is central to Nano’s work, and when embarking on the listing Agent Magazine always in tune on what isTop happening in the city.” process, she begins with an in-home consultation that helps her understand her clients’ history with the home, as well as what

mailto:mag@topagentmagazine.com

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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GIOVANNA SCHMIEDER Top Agent Magazine

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Giovanna Schmieder Genuinely caring, determined and intelligent, Giovanna Schmieder was always drawn to the real estate world. She worked her way up through management in the food & beverage department at two local casinos for 18 years.

When she finally went through the process of buying a home, she realized she could excel in this industry. “My husband kept telling me I’d be great at it. I’m nurturing and I love people. I was sitting in my office one day and I said, ‘I’m just going to do it,’” Giovanna 8 Copyright Top Agent Magazine

explains. She received her license and hasn’t looked back, earning the Rookie of the Year award in her first full year with Keller Williams. Her production level has continued to double every year since.

With an office located in Naperville, Illinois, she serves all nearby counties, and is continuing to grow her team. Currently, her team includes her friend Angela Nelson, and husband Kevin Schmieder. Their business is Top Agent Magazine

largely based on referrals. “My referral business is great, I’m confident once I serve them they will be my friends for life, and will always have someone to refer me to,” she says.

After the transaction is complete, she stays in touch and reaches out frequently. With endless connections to vendors, Giovanna is happy to link her clients with people. “They know I’m going to be there for them no matter what, and can help them with anything they need.”

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When it comes to marketing, Giovanna has a marketing assistant who helps promote new listings online. They also put effort into reaching new clients. “We boost our Facebook page, we have a presence on LinkedIn, we hand out professional fliers and we even Copyright Top Agent Magazine 9

them.” Because Giovanna is bilingual in Spanish and English, she naturally connects to buyers and sellers from all over the world.

“We are constantly available, that’s what I really love about our business.

We are available for people not only in Illinois, but all over the world.” door knock,” Giovanna says. “We touch everything we can with marketing, including giving out gifts at closing with our logos on 10Copyright Top Agent Magazine

Giovanna’s superior service always exceeds her clients expectations, and it is not surprising that they love leaving five-star Top Agent Magazine

testimonials about their time together. One recent buyer said, “Giovanna was the perfect Realtor for my family, we wanted someone who was fluent in Spanish and someone who could negotiate the best deal for us, and Giovanna did that and more for us! As first Top Agent Magazine

time home owners we had a lot of questions and things we weren’t sure about, Giovanna was always available and quick to answer our questions. If we ever think about purchasing again Giovanna will definitely be our go to Realtor.”

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As Giovanna looks towards the future, she is on track to reach some major goals. “I am on target to close about $16 million in real estate transactions this year, and I want to hire another executive assistant,” she says. “My team has the right mentality, they know we have to work hard, and the sky’s the limit.”

But no matter how much Giovanna’s business grows, she will always love her work.

“I just love helping people. When I go to sleep at night, I feel great. It’s never boring, and there’s always something new to work on.”

For more about Giovanna Schmieder, please call (630) 333 - 2798 or email giovanna@theschmiedergroup.com

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school Top Agent Magazine

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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Lori Bonarek Top Agent Magazine

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LORI BONAREK With a natural talent for real estate and a love for people, it is no surprise that Lori Bonarek has become one of the top producing agents in Grundy County, Illinois. It was another real estate agent that first suggested she enter this industry. “I was the marketing director for a local retirement community, the owner, a licensed real estate agent, said more than once ‘Lori, you need to get your license.’” Lori finally took her advice, and hasn’t looked back since. Today, she is the owner of Lori Bonarek Realty in Coal City, which has become the town’s go-to real estate office in just one year. “I would say about 85 percent of our business is based off referrals,” Lori says.

One reason for this stellar repeat/referral rate is Lori’s communication skills and dedication to her work. “I am very good at returning calls and texts, I stay on top of it and I work all the time. People really appreciate that,” she explains. And when she works with her clients, she treats them like family. “I always try to make everything more personal, it’s not just about the sale.” It is not uncommon for Lori to talk someone out of buying a house if she believes it’s not the right property for them. Her ultimate goal is to keep her clients happy, and ensure they are in a home they love. “I take my job very seriously, I want to be their real estate agent for life, that is important to me.”

Those in the community find it easy to choose her as their Realtor, as she is a familiar face through her involvement in local events, groups and charities. She has started a few fundraising events in her town, including a 5k run

the Sunday after Thanksgiving to raise money for charities. Every year, she hosts holiday events at the office, including photos with Santa and the Easter Bunny. Lori is involved in a women’s club, the village zoning board, a small business club, the Chamber of Commerce and is on three committees for her local Realtor association.

Committed to not only her community, but also her clients, it is clear she goes above and beyond expectations. One recent buyer/seller said, “Lori is the consummate professional, and just an outstanding person. She is an absolute joy to work with, and works tirelessly. Lori listed our home for sale and it was under contract in just one day.

But prior to that interaction we worked with her on our relocation to the area, resulting in finding us a home to rent and subsequently purchase a year and a half later.

Her level of commitment to her clients is unparalleled.

You cannot find a better realtor in this area, and I’d argue anywhere!”

As Lori looks towards the future, she is planning on solidifying Lori Bonarek Realty as the main real estate office for the community. “It is an office that people in town can step in and feel comfortable,” Lori says. “My goal is to eventually retire and my business will continue running long after I’m gone.”

In the meantime, Lori is certainly enjoying every second of her work. “I’m a people person, I really put my heart and soul into this. I love helping my clients, working with people is my favorite part.”

For more information about Lori Bonarek, please call 815 - 325 - 4760 or email LoriBonarek@LoriBonarekRealty.com 16

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

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DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

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THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

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THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

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REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 18

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

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GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

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PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

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THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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Heidi Lachel Top Agent Magazine

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HEIDI LACHEL How did Heidi Lachel become one of the most trusted real estate agents in the Northwest Suburbs? Heidi had a successful career as a dental assistant when she decided to shift gears and try real estate. “I jumped into it full steam in 2005. The work took off and I’ve been doing it full-time ever since,” she says. Now with thirteen years in the industry, Heidi works with her business partner Justina Draper, and their listing coordinator Michelle Limberg. Together they serve Crystal Lake and the Northwest suburbs of Chicago. Heidi has consistently been in the top 5% of agents at Keller Williams Success Realty.

An impressive forty-five percent of Heidi’s business comes from repeat and referral clients. What keeps her clients coming back and eager to spread the word about Heidi to their friends and family? “We’ve heard over and over again that we are one of the few teams that actually answer our phone. We are very quick to respond,” she explains. Even during the recession, Heidi’s business continued to grow. “I’ve never experienced the downturns in the market. I think that’s because I’m always reevaluating my business, considering what’s working and what’s not working, and trying to stay ahead of the market.” Heidi is also very tech savvy and is continually learning about and using new technologies. To stay in touch with past clients, Heidi sends thoughtful cards, and reaches out by phone or through social media.

When it comes to marketing listings, Heidi understands that most buyers start their search online. She posts properties on the MLS and on all the major real estate websites.

She also conducts a thorough campaign for each listing on social media, and—after determining the target market for each property—she purchases targeted ads to reach likely potential buyers whether they be first time home buyers, golf enthusiasts, or boaters. She has long time relationships throughout the real estate community, so she reaches out to top agents who might have a potential buyer to let

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them know about the listing. “After thirteen years in the business, I have great Realtor connections and I make sure agents who are actually selling homes in the neighborhood are receiving the listing we are trying to market,” she says.

This varied strategy has great results—this year almost all of Heidi’s listings have sold very quickly.

What’s Heidi’s favorite part of the job? “What I really love is just being able to connect with families, learn about them, and help them!” she says. Heidi is very involved in her church and donates generously to worthy causes in her community. She has served on the Agent Leadership Board, a position of honor at Keller Williams. In her free time, she loves to spend time with her grandbaby, travel, and be outdoors. For the future, she wants to continue providing her clients with incredibly high quality service, and stay on top of changes and trends in the industry. Now those are worthy goals that will benefit her clients and her community!

To find out more about Heidi Lachel, contact her at heidi@nw.team or by phone at 815 - 370 - 9498.

You can also check her out online at www.NW.Team Copyright Top Top Agent Agent Magazine Magazine

10 Seconds to Change a Habit

By Barry Eisen

I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information.

Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological).

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If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick.

Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage.

So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you.

Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing.

Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow 22

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are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes

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When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit?

- Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.

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Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.

3

Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster.

Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more.

Copyright©, Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

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JULIE McELYEA

Julie McElyea’s journey in real estate began by way of law. After college, she began working at a local firm specializing in real estate law. There, she learned the ropes of the industry and developed a skillset for detail and diligence. Inspired by her everyday work related to real estate, Julie decided to earn her license and launch a part-time career, building early experience that would ultimately serve her well when she began a full-time tenure as agent, five years ago.

Today, Julie serves as a producing Broker and Owner of her on imprint of RE/MAX Hometown Properties.

What’s more, she has cultivated a regional reputation as professional defined by her expertise, unflagging work ethic, and personal touch.

Based in Channahon, Illinois, Julie serves clients across the Channahon, Minooka, Shorewood, and Joliet areas. As Broker, Julie heads a tightknit team and has personally generated roughly 70% of her business through repeat and referral clientele—a testament to her staying power and proven track record. In considering her working style, Julie cites industry knowledge, consistent follow-up, and lasting relationships as some of the hallmarks of her success thus far. “Just because we’ve successfully reached the end of a transaction with a client, doesn’t mean our relationship is over,” 24

Julie says. “My clients feel comfortable staying in touch and reaching out with any questions, advice, or referrals they might need—even long after buying or selling their home. I make it a point to follow-up with my clients and let them know that I’m there for them. I also have a lot of knowledge and experience that stems from my background in real estate law. I’m able to guide my clients through some of the lending processes and fine print, to make sure they understand what they’re getting into and what their options are.

That way, they can make the best decision that’s right for them moving forward.”

To list properties, Julie draws upon her five years of experience, which includes hands-on insight into new construction homes, as well. In addition to high-quality professional photography that showcases properties in their finest light, Julie leverages open houses and corresponding giveaways to generate local interest and foot traffic. From there, promoted social media ads and curated print media reach prospective buyers and raise superlative exposure for homes making their market debut. Whether facilitating the purchase or sale of a home, Julie’s focus remains squarely on her clients and their next chapter. “As an agent, it’s our job to help people through one of the biggest decisions and transiCopyright Top Agent Magazine

tions they’ll make,” she explains. “Being there for them and empowering them to understand the process is key, and we don’t just lead them through it and walk away, either. We maintain those relationships because we love the opportunity to help people move on to that next phase of their lives. All in all, there’s nothing more gratifying and rewarding than seeing our clients’ happiness at the closing table.”

To give back to her local community, Julie gives to causes and organizations like the Ann & Robert H. Lurie Children’s Hospital of Chicago, as well as to causes supporting veterans. As the wife and daughter of veterans, Julie especially enjoys the opportunity to help military servicemen and servicemen navigate the transactional process with a full understanding of what programs are available to them. Beyond the office, Julie most enjoys free time spent with her family and loved ones, especially her four kids. She also enjoys hitting the pool for the occasional swim session.

Looking ahead toward the future of her business, Julie intends to continue growing her imprint steadily, expanding to include new team members as her office further develops. She is also in the midst of licensing her office to serve the state of Indiana as an expansion of their services.

Finally, with five years of esteemed service behind her, Julie McElyea considers what she has come to value most about her chosen field. “This is a business where I began at square one. Everything I’ve achieved, I worked for—it was never handed to me or inherited,” she explains.

“It’s been such an amazing journey so far, and looking back on it now, I know the only reason I’ve been able to enjoy this success is because of my clients. At the end of the day, I am so thankful for all the opportunities I’ve had and all the incredible people I’ve met along the way.”

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To learn more about Julie McElyea email JulieMcElyea@gmail.com, call (815) 474 – 2244, or visit sellingcms.com www.

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 27

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 28

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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NANO ENGDAHL Fifteen years ago, Nano Engdahl was on the hunt for her next professional challenge. She’d previously attended college for nursing and worked as a dental assistant, before transitioning to the home front as a stay-at-home mom while her children were young.

When the time came to dive into her next career path, Nano decided to draw upon her longstanding fondness for real estate, architecture, and home design. Now, a decade and a half later, Nano has built an esteemed reputation as an agent known for her personable demeanor, ability to execute, and the lasting relationships she cultivates along the way.

Based at Baird & Warner’s Lake County Office, Nano serves clients across the northern Lake County region. “What I love about our company is that we’re a family-owned and operated brokerage,” Nano explains. “That sense of family is truly there amongst all of us who work here, from administrative staff to agents—it’s not a cutthroat attitude, but a collaborative one.”

Over the course of her extensive career, Nano has built a business driven almost entirely by repeat and referral clientele. To accomplish this feat, she cites a genuine love for people, ethical grounding, and trust. “My clients feel that they can trust me ethically—especially since I’m a big rule-follower—but also on a personal level,” Nano says. “If I’m leery of something, I always go the source. My clients trust that I’ll work honestly, that I’ll stay available for them, and they trust I’ll get them to that finish line. I also offer some comfort and security along the way. My clients become part of my extended family. There’s so much emotion that goes into this process, so I want my clients to always trust the fact that I’m there, I know what I’m doing, and I always have their back.”

Beyond her warm and forthright nature, Nano’s love for homes and the people that occupy them transforms her daily work into a passion. Accordingly, she applies great care in providing comprehensive, attentive service to her clients. Communication is central to Nano’s work, and when embarking on the listing process, she begins with an in-home consultation that helps her understand her clients’ history with the home, as well as what they’ve come to love most. From there, she completes a walkthrough and market analysis to ensure her approach to each listing is fully customized. Professional photography and staging showcase a home’s fullest potential, while exposure across the leading online listing platforms generated optimal visibility online. Whether guiding buyers or sellers, however, Nano’s focus remains squarely on the individual or family at the heart of Top Agent Magazine

each transaction. “What I love about what I do is that every day is different,” she says. “There are new opportunities every day to meet people, and taking care of others comes naturally to me. I love the chance to get to know and help new families as they go through this transition in their lives.”

To further give back to her community, Nano participates in area causes and events benefitting the local schools, youth sports, and other philanthropic organizations. Through her Baird & Warner office, she also contributes to fundraising efforts that support her community’s homeless shelter. In her remaining free hours outside of work, Nano most enjoys spending time with family and loved ones, traveling, girl time at the spa, and antiquing.

Looking ahead, Nano intends to continue her business’s steady growth, with plans to develop her technological offerings as the market evolves. For now, she is content to serve the aspiring buyers and sellers of her hometown community, one home at a time.

To learn more about Nano Engdahl email nano.engdahl@bairdwarner.com, visit nanoengdahl.bairdwarner.com or call (847) 814 – 5543 https://

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How To 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.

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ASSESS THE FEELINGS BEHIND THE FEAR

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 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.

2

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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

3

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 30

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.

4

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, 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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KAREN RANQUIST For Karen Ranquist, the real estate industry was an exciting and creative new career path. She was working as a social worker in Chicago public schools for five years, and once she started working on new construction projects, she decided to become a full time real estate agent.

She hasn’t looked back since, and continues to focus on new construction as well as resale business. “The resale aspect has become a major source of where I am planning to focus and grow my business,” Karen explains. Today she is with Berkshire Hathaway Home Services Koenig Rubloff Realty Group, serving the northside of Chicago. Although she has been an independent agent for her entire career, she started working with partner Souk Supantavong last year to help her reach bigger goals. Nearly all of their business is built on referrals and repeat clients.

It is Karen’s diverse experience as an agent as well as her established reputation in the business that has helped her grow. “What helps me stand out is that I can work with a wide variety of clients. With my background in new construction, I’ve helped buyers through every single step of the process, from buying the land, to deciding what to put on it, and all the details in between,” she explains.

Karen also brings extensive knowledge about the city, as she has worked in the school system and has made many connections in the area over the years. “I can link them with local vendors for whatever they might need, and I’m always in tune on what is happening in the city.”

When the transaction is over, Karen hopes she is most remembered for her knowledge and her relentless work ensuring her clients feel she did everything in her power for the biggest purchase in their life. “I understand that every purchase is different, and I know that each transaction is an entirely different process,” she says. Karen likes to tailor each experience to the client’s specific needs, and devotes time to understanding where they are coming from.

“Buying or selling can be one of the most stressful times in someone’s life, so I want to acknowledge that and adapt to their needs. I want to make it as seamless as possible.”

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It is clear she is going above and beyond expectations, with dozens of clients leaving five-star reviews. One recent testimonial read, “Karen is a true professional, exceeding the standard offering by most agents in Chicago. She has been our agent for both buying and selling and her depth of commitment and local knowledge is in my view superior to all others. Karen was tireless in locating a suitable property for us to purchase and guided us through the negotiation and purchase with great knowledge and experience. She devised our selling strategy and executed it to perfection.

Simply put, Karen Ranquist is the ‘Real Deal.’” And one buyer said, “I am a first time buyer. Karen helped me and my fiancée find a home while we had not yet moved to Chicago. She and Souk helped us see 18 properties during one weekend visit and walked us through every step referring us to great resources including a meticulous inspector, a lender, an attorney, and even a handy man for some small work on the house. I highly recommend Karen.”

As Karen looks towards the future, she is eager to continue growing and learning, as well as adding to her team. But it’s clear her love for this business will remain the same.

“I love the challenge, you never know where the day is going to take you. I love that I can have an impact on someone’s life.”

For more information about

KAREN RANQUIST, please call 773 - 447 - 6360 or email kranquist@koenigrubloff.com Copyright Top Agent Magazine 31

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