ILLINOIS 10-17-22

ILLINOIS EDITION

THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT'S NEEDS EVERY PLAYER IS VALUABLE:

FEATURED AGENTS

HOW TO BOOST YOUR TEAM'S MORALE

CRAIG FALLICO

INCORPORATING CHARITABLE GIVING

WELCOME HOME: WORKING WITH RELOCATORS IN TRANSITION

IN YOUR REAL ESTATE PRACTICE

COVER STORY

RAY DeNARDIS

ILLINOIS EDITION

CRAIG FALLICO Craig Fallico is the voice of experience in 7 Chicago. He has helped more than 7,000 buyers and sellers with a selfless approach that puts customers ahead of profit. Since venturing into real estate 41 years ago, he has seen five booms and five busts. “I approach them all the same way – great attitude, positive, energetic, compassionate, and maximum effort. The two things you have control over are attitude and effort. I definitely have a good attitude. And I give my all for others.”

RAY DENARDIS

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CRAIG FALLICO

of the game.” While his o include lighted house-foralso employs time-tested a such as calling all residen of a listing and physica “Farm Area” to say hi and Additionally, he is inven contacts. Dream Town of appreciation gifts, such a tote bags, through its ret Craig scrolls through more tacts alphabetically to reac He also hosts events, such wrestling family, friends an —known as the “WFFC customers together.

Craig has built his career on forgetting about the commission; serve the people, and commissions will come. He learned that lesson early on when a homebuyer paid hisCONTENTS commission out of pocket out of gratitude for Craig’s care and concern. For much of his career, Craig has sold real estate while also Extensive community involvement keep 4)serving INCORPORATING 18) EVERY PLAYER as a schoolteacher and a wrestling coach. As an with Park Ridge IS and Chicago at-large. M CHARITABLE GIVING IN YOUR VALUABLE: HOW TO BOOST educator, he had a motto: Kids don’t care how much you is applying his background as a Spanish know, they know how much you care. “I think clients are TEAM'S teer to helpMORALE with Venezuelan migrants t REAL ESTATE PRACTICE YOUR the same,” he says. “They do want you to know somecity from other states. Youth sports stay thing, and I do know But if you don’t care21) aboutWELCOME with roles coaching 14) THINGS YOUstuff.

CAN HOME:football and wrestli them, they see right through you. I used to tell myWORKING agents RidgeWITH and sponsorship of baseball, soft DO TO ANTICIPATE RELOCATORS … clients can smell your commission-hungry breath. You soccer. Team Fallico/Dream Town Real YOUR CLIENT'S NEEDS IN TRANSITION have to put the clients first; you have to be unselfish.” to Beat the Streets Chicago, a youth w Craig, who originally entered the real estate business with that aims to get underprivileged kids into his father, left the teaching profession in 2017 and took on other volunteer work addresses hunger a real estate full time, partnering with his son at Chicago’s in the city. “There’s a million ways to m Dream Realty. Together with a team of eight, they says. “There’s only one way to live. If y PhoneTown 310-734-1440 | Fax 310-734-1440 serve Park Ridge and the city’s Northwest suburbs. you’re not living.” mag@topagentmagazine.com | www.topagentmagazine.com

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No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine Always looking for novel ways to market listings and stay Craig figures he has another good decad is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top in touch withcannot clients, hasforbeen at expressed the forefront of anitsimpact Agent Magazine be heldCraig responsible opinions or facts supplied by authors. in real estate before he han To subscribe or change address, send inquiry to mag@topagentmagazine.com. several innovations in real estate sales. He was an early already founded an agency powered ne Published in the U.S. adopter of Matterport 3-D imaging, early to use a private ral and repeat business, key to his suc listing network, and now an innovator with “green” phoTeam Fallico/Dream Town Realty. “Tha tos, images taken in warm months for a home that may years that I would like to dedicate to my Agent Magazine be marketed in the winter when pictures are less weltomers and buildTop a giant business so tha coming. “We do a tremendous amount to market their other team members will have a thriving

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Incorporating Charitable Giving in Your Real Estate Practice

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

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

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

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

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

Find causes that speak to you.

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

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

Unite your team for the common good.

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

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

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

Include clients in the process.

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

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

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

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RAY DeNARDIS Top Agent Magazine

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Top Agent Ray DeNardis works solo, servicing southwest Illinois and includes his hometown of Lemont, Orland Park, and Homer Glen.

Ray DeNardis of Lemont, Illinois, brings a spirit of independence and simplicity to the world of real estate.

“I’ve never really worked for anybody in my life – I’ve always made my own way, either owning a business or as an independent contractor.

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I like to work as a solo agent – that’s just who I am. If you interview me to sell your house, you’re going to get me on the other end every time you pick up the phone. If you call my company six months from now, you’re still going to get me.”

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This penchant for individualism, combined with a steadfast dedication to dependability and candor, has helped Ray establish a book of business that is over eighty-five percent repeat and referral clients. His geographic service area centers on southwest Illinois and includes his hometown of Lemont, Orland Park, and Homer Glen. “I’ve been a REALTOR® for almost nine years now, and I grew up by Midway Airport, so I know everything there is to know about these neighborhoods.”

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His first hand knowledge of the area and his easy going demeanor ensure Ray’s name is the first that comes to mind whenever there is an opportunity to buy or sell a property. “I try to live by my tagline, ‘Building friendships one home at a time.’ That’s true every day I go out into the field – I’ve always been able to talk to anybody, and I seem to make friends with everyone I work with. It really helps, because real estate can be a stressful time for people.”

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Ray’s tried and true formula for success within the real estate industry shows no signs of slowing or changing. “I love interacting with all different kinds of people – I like what I do because I just like people, and if I can help them succeed, Ray’s interpersonal familiarity extends well beyond the physical realm and manifests in a robust digital network.

He regularly utilizes Facebook and Instagram to keep in touch with his past clients, and bolsters his online marketing with social media and e-blasts. “I like to make sure everyone Copyright Top Agent Magazine 10

stays informed about market activity, especially if there’s a listing nearby.

I’ll do post cards right around the time I have an open house too.” This steadily building sphere of influence supports an enterprise that averages between $7 and $8 million in volume each year.

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His tried and true formula for success within the real estate industry shows no signs of slowing or changing. “I love interacting with all different kinds of people – I like what I do because I just like people, and if I can help them succeed, even better.” His willingness to

support others extends beyond his clients and into the greater community: he’s a member of the Heritage Corridor for Illinois, and he takes every chance he can to donate to local organizations (particularly if there is a game of golf encouraged with the donation!).

To learn more about Ray DeNardis, call 630-973-9115. email ray.denardis@bairdwarner.com, or visit his website at raydenardis.bairdwarner.com www.

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Things You Can Do to Anticipate Your Client’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are Top Agent Magazine

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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CRAIG FALLICO Craig Fallico is the voice of experience in Chicago. He has helped more than 7,000 buyers and sellers with a selfless approach that puts customers ahead of profit. Since venturing into real estate 41 years ago, he has seen five booms and five busts. “I approach them all the same way – great attitude, positive, energetic, compassionate, and maximum effort. The two things you have control over are attitude and effort. I definitely have a good attitude. And I give my all for others.”

of the game.” While his other innovations include lighted house-for-sale signs, Craig also employs time-tested analog marketing, such as calling all residents within blocks of a listing and physically walking his “Farm Area” to say hi and to stay in touch.

Additionally, he is inventive with client contacts. Dream Town offers nifty client appreciation gifts, such as air plants and tote bags, through its retention program.

Craig scrolls through more than 1,000 contacts alphabetically to reach out by phone.

He also hosts events, such as an upcoming wrestling family, friends and clients festival —known as the “WFFC Fest”— to bring customers together.

Craig has built his career on forgetting about the commission; serve the people, and commissions will come. He learned that lesson early on when a homebuyer paid his commission out of pocket out of gratitude for Craig’s care and concern. For much of his career, Craig has sold real estate while also serving as a schoolteacher and a wrestling coach. As an educator, he had a motto: Kids don’t care how much you know, they know how much you care. “I think clients are the same,” he says. “They do want you to know something, and I do know stuff. But if you don’t care about them, they see right through you. I used to tell my agents … clients can smell your commission-hungry breath. You have to put the clients first; you have to be unselfish.”

Craig, who originally entered the real estate business with his father, left the teaching profession in 2017 and took on real estate full time, partnering with his son at Chicago’s Dream Town Realty. Together with a team of eight, they serve Park Ridge and the city’s Northwest suburbs.

Extensive community involvement keeps Craig engaged with Park Ridge and Chicago at-large. Most recently, he is applying his background as a Spanish teacher to volunteer to help with Venezuelan migrants transported to the city from other states. Youth sports stay close to his heart with roles coaching football and wrestling teams in Park Ridge and sponsorship of baseball, softball, hockey and soccer. Team Fallico/Dream Town Realty is a top donor to Beat the Streets Chicago, a youth wrestling program that aims to get underprivileged kids into college. Craig’s other volunteer work addresses hunger and homelessness in the city. “There’s a million ways to make money,” he says. “There’s only one way to live. If you’re not giving, you’re not living.”

Always looking for novel ways to market listings and stay in touch with clients, Craig has been at the forefront of several innovations in real estate sales. He was an early adopter of Matterport 3-D imaging, early to use a private listing network, and now an innovator with “green” photos, images taken in warm months for a home that may be marketed in the winter when pictures are less welcoming. “We do a tremendous amount to market their property, more than anybody, and everybody’s always trying to catch up to us,” he says. “We’re always ahead

Craig figures he has another good decade or so to make an impact in real estate before he hangs it up. He has already founded an agency powered nearly all by referral and repeat business, key to his succession plan for Team Fallico/Dream Town Realty. “That’s 10-plus good years that I would like to dedicate to my clients and customers and build a giant business so that my son and the other team members will have a thriving business.” In the meantime, Craig continues to seek new ways to reach and empower Chicagoland’s buyers and sellers.

For more about Craig, visit teamfallico.com, email cfallico@dreamtown.com or call 847.226.0834 http://

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

Even a task that seems simple, such as answering phones, can be overwhelming at 18

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

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

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

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

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

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

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

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

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

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

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Laughs!

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Welcome Home:

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

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

For starters, envision the big picture. Relocators have extra obstacles between them and Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

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

Are there time zone differences to factor in?

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

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

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