ILLINOIS 10-3-22

ILLINOIS EDITION

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION 4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent

CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

FEATURED AGENTS

ASHLEA HOLLAND BOSEA TEAM REALTY COVER STORY

RICHARD “RJ” FREEDKIN

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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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RICHARD “RJ” FREEDKIN 7

RICHARD “RJ” FREEDKIN Top Agent Richard “RJ” Freedkin’s entrepreneurial spirit coupled with his attention to detail and innovative approach to technology has set him apart from his peers time and again.

With over forty years in the real estate industry, there is scarcely an area of the business that fulltime REALTOR® Richard “RJ” Freedkin hasn’t touched. His entrepreneurial spirit coupled with his attention to detail and innovative approach to technology has set him apart from his peers time and again. From mortgage lending to real estate 8

investing and rehabbing to becoming a thrice published author and national speaker, Richard has had a standout career that’s not over just yet.

With all that he does, he puts his clients first and it shows through his collection of across-the-board Google verified five-star reviews and impressive industry awards.

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It all began in 1976 when Richard, in between semesters at college, decided to take a summer job as a clerk in a mortgage department at a local bank.

While he intended this job to only be temporary, the bank offered to send him to night school so he could stay on while getting his education. Richard honed his knowledge and skills and within just a handful of years was promoted to VP in charge of all aspects of mortgage lending. Then in 1986, after 10 years at the bank, Richard went on to start his own mortgage brokerage. He grew his company to one of the largest brokerages in Northern Illinois with over 6000 sq ft of office space and a large team of loan officers and support staff that he personally trained. Richard created a welloiled machine that allowed him to transition his Top Agent Magazine

business to an elite 100% referral-only operation.

To give you an idea of his success, his company used its groundbreaking fully automated loan process to originate and close over twenty million dollars in mortgage loans per month and received multiple awards for consistently high loan quality and production from his wholesale lenders such as Bank of America and Countrywide Funding.

From there, Richard delved into the real estate investing space where he transacted, negotiated, and managed millions of dollars of real estate, rehabbed homes and apartment buildings, wrote a complete 300-page course and book on acquiring and selling high-end luxury homes, and became a sought-after national speaker and mentor on the 9

topic. With all this experience, he decided to get his license and officially became a REALTOR® three and a half years ago.

Today, he brings everything he has learned to his real estate business, helping clients make some of the most important decisions of their lives. He has also authored two complete books on home buying and home selling that he gives to every client so they can be more knowledgeable on the intricacies of the home buying and/or home selling process. “There’s nothing like the look on my client’s faces when I’ve helped them successfully buy or sell a home, it’s very gratifying to know I made a difference in their life,” he says.

Originally starting out in the mortgage and appraisal side of real estate, Richard is very cognizant of how to price homes properly so that they get maximum interest, exposure, and most importantly - traffic. He uses his background in marketing to prepare and stage homes properly for his high-end professional photographers and then triggers his proprietary target marketing to attract as many qualified buyers as possible. Negotiating is easier when all these aspects come together properly, and his listings sell quickly and for top dollar.

While he receives a lot of referrals from his sphere and past clients, Richard uses his marketing expertise to reach out to new audiences every week. He uses his own 3D tour technology, emails a bi-weekly newsletter, uses social media technology, sends direct mail and postcards, and picks up the phone whenever he can to speak with both new, existing, and past clients. “My ultimate goal is to again become 100% referral based, as I was with my mortgage business,” he explains. “That way, I can spend all my time focused on servicing 10

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From mortgage lending to real estate investing and rehabbing to becoming a thrice published author and national speaker, Richard has had a standout career that’s not over just yet. clients that are referred to me instead of using that valuable time finding new ones.” Being a full-time Realtor, Richard also prides himself on having ongoing service after closing by providing well-vetted service providers when a client needs a plumber, electrician, etc. The purchase or sale of a home is only the beginning of what Richard hopes will be a long-term relationship.

Although Richard spends much of his days working on and in his business, he tries to make time Top Agent Magazine

for his many passions including traveling to the Rocky Mountains to go hiking with his girlfriend of 10 years, being an avid racing fan, making the annual pilgrimage to the Indy 500 every year for over 40 years with his 2 sons, enjoys grilling (even when its minus 10 degrees out), and enjoys going to Chicago Blackhawks and Cubs games.

Looking to the future of his business, Richard plans to develop a team as he did with his mortgage business so he can expand his numbers and 11

reach. “My goal is to grow my production to between $60 to 100 million dollars in sales per year.” With that growth in sales, he also plans to donate a percentage of his profits to the American Cancer Society, an organization near to his heart.

“When I take all of my years of knowledge and experience and use them to help people, it’s a great feeling!”

Richard has earned many prestigious awards and

certifications from the National Association of Realtors such as RENE (Real Estate Negotiation Expert), SRS (Seller Residential Specialist), ABR (Accredited Buyer Representative), and LHC (Luxury Homes Certification). While Richard is licensed to handle real estate transactions anywhere in Illinois, his focus is on the Northern Illinois Area for single-family homes, townhomes, and condominiums in any price range but also with an emphasis on the high-end luxury home market.

To learn more about Richard “RJ” Freedkin, call 847-922-8423, email rjgetsitsold@gmail.com or visit rjfreedkinsellshomes.com www.

Richard is a licensed Real Estate Agent with eXp Realty, LLC, Schaumburg IL 60173

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 14

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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Laughs!

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 18

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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ASHLEA HOLLAND When Ashlea Holland arrived in Chicago in 2011, she had a dream, if not a plan. With no career in mind, Ashlea was looking for a job to support her new life when she answered an ad for a real estate assistant to a top agent in downtown Chicago. She could not have imagined how that decision would change her life. “Once I got my feet wet, and started working in real estate, that’s when I realized that this is what I wanted to do – wanted to make a career out of it,” she says. And she did. Ashlea has been selling real estate in and around the downtown Chicago area since 2011.

In the decade since, Ashlea has built a successful business based on three core principles: quick response time, knowledge and trust. “When people call me they can get a hold of me.I’m always available. Anytime somebody calls I answer.” she says.

That is why her clients come back – nearly half of her business comes from repeat and referral customers.

“Repeat and referral business is like my bread and butter,’’ she says. “It’s the core of my business.” She keeps in touch with past clients through social media and with holiday cards and handwritten notes.

not working Ashlea enjoys spending time with her family, their 9-month-old and their dog. “She’s a pit bull that I got from the animal shelter in Chicago.

We take her to nature walks and walks throughout the city,” she says. Ashlea has always loved animals and fits time into her busy schedule to volunteer with a local humane society. “I’ve always done some animal welfare work,” she says. “There’s an organization in Chicago called Tree House, and I’ve done fostering. I’ve done bottle feedings of orphaned kittens. I’m an animal lover.”

She may not have known what she was getting into when she answered that ad for a real estate assistant all those years ago, but Ashlea is sure of her plans for the future. She intends to grow the business that has been so good to her. “I just plan to stay in real estate.

I mean, I plan to make this my lifelong career and the way that I provide for my family,” Ashlea says. “So just really, I want to turn up the volume on my marketing and try to expand and get new clients.”

The people at the end of each transaction are the reason Ashlea loves her job. She is helping her customers with life decisions and she does not take it lightly. “I enjoy helping people find a place to live. I have clients who I’ll sell them a place while they’re single. And then they have a significant other move in. And then maybe they’ll have a child in that place that I sold them. Or they adopt a new pet, stuff like that. But that to me is really, really rewarding,” she says.

Running a successful business is demanding, but Ashlea takes time to enjoy life as well. When she is Top Agent Magazine

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Contact Ashlea Holland at 312.256.3734, email aholland@atproperties.com or visit atproperties.com/agents/5616/ashlea-holland 19 Copyright Top Agent Magazine

Welcome Home:

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

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

Are there time zone differences to factor in?

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

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

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BOSEA TEAM REALTY: PAULA CERNUCAN & EMANUEL BOSEA Paula Cernucan and Emanuel Bosea literally have come a long way to find success in real estate. They both emigrated from Romania during a time of political unrest and landed in Illinois. Emanuel came first, reaching the States in 2002. “The story is we came with nothing, like I had $200 in my pocket,” Emanuel says. “I didn’t speak a word in English. That was a little tough, but it helped me over the years to do better and better and to have that ambition to do something.” Paula followed in 2006 pursuing a better life, and the two became partners, eventually marrying and raising two young children. Emanuel’s ambition led him into construction while Paula grew her sphere of influence as a stylist. Then, the same economy that had enticed them to the U.S. in the first place tanked, creating distress for some but opportunities for others like Emanuel, who had slowly been easing into real estate.

Emanuel paid close attention to the construction process as he worked as an electrician around Evanston. Over six years, he gained an understanding of all the moving parts that go into building or remodeling a home. When the 2008 recession hit, he was able to invest in his first three properties for rent to tenants. The couple then bought a shabby house in Skokie where they lived while making repairs. Emanuel learned through that experience how to increase the lasting value of a home. With new insight and encouragement from a REALTOR® friend, Emanuel dove into real estate full time in 2019. “I saw that I can do some things. Why not help some other people be able to buy or sell? It was kind of a dream for me for a few years,” Emanuel says. “I understand, very well, real estate from the inside out. I know that (homebuyers) worry if a house has potential, if they can improve the house.”

Although her journey has coincided with Emanuel’s, Paula came into real estate following her own path. She honed her customer service skills building clientele for her hair

salon business and found she could build lifelong relationships with clients, some of whom would later become her first real estate customers. Paula watched Emanuel as he grew in the business and realized she could put her education to work if she became a REALTOR® herself. “I followed his path because I saw he needed help in marketing, accounting, organizing and planning schedules,” says Paula, who holds a master’s degree in management of business finances and accounting. She has kept the hair salon going as the one-on-one time with customers gives her a chance to reach more potential real estate clients. “It’s a very good place to advertise my real estate business because I have the chance to talk to a lot of people that already know me and trust me,” Paula says.

By focusing on helping people rather than on commissions, Paula and Emanuel have been able to refine their service area to the North Shore and begin to see repeat and referral customers. Emanuel is able to offer extensive advice and connections to homebuyers looking to purchase a fixer upper. “He’s really good with people,” Paula says of her husband and partner. “And he’s really good in real estate. People love him for all the help that he’s given them.” For her part, Paula says, customers appreciate her dedication to being prompt and her meticulous handling of paperwork.

Emanuel and Paula have grown their business one contact at a time, reaching $5 million in sales in 2022. They intend to keep that focus on personal relationships as they build their brand. Their influence will spread as they are committed to more engagement with community organizations. “It takes time and it’s not easy because people have to trust you,” Emanuel says. “If we do a good job, then they are happy. They will call friends and tell family members about us. I hope that we are going to do better and better.”

To learn more about Paula Cernucan and Emanuel Bosea, call 773.297.5139, visit boseateamrealty.com or email paula.cernucan@cbrealty.com www.

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