ILLINOIS 10-7-19

ILLINOIS EDITION

4 QUALITIES OF EXCEPTIONAL EMPLOYEES

Embracing Smart Homes: Does New Technology Really Increase Home Value?

HOW TO CREATE A BUSINESSWINNING PLAN In One Hour FEATURED AGENT

CHRIS NORTON COVER STORY

APARAJITA LEEKHA

ILLINOIS EDITION

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CHRIS NORTON

Chris Norton was workin finance when he discovered th had a knack for real estate. had been working with a gro investors in acquiring distr properties, rehabbing them creating a portfolio. As he di on the side it became clear to APARAJITA LEEKHA CHRIS NORTON that this was what he actually loved doing, and in he got his broker’s license. It turned out to be a move - in the past few years Chris has seen enor success and growth, founding the Chris Norton G CONTENTS and being named one of the Top Producers b Chicago Association of REALTORs® every year 4) 4 QUALITIES OF 15) SMART 2012EMBRACING - his first full year in the business!

EXCEPTIONAL EMPLOYEES 6) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS

HOMES: DOES NEW Chris’ success hasREALLY been fueled by a few simple pr TECHNOLOGY ples. “I always put my client’s best interests first INCREASE HOME VALUE?

says. “I’m always considering their needs befo else. And part of that is making sure they’re com 20) HOW TO CREATE A able and informed about what’s happening wit BUSINESS-WINNING PLAN transaction, all while working to get them the IN ONE HOUR deal possible.”

That approach has paid off well, with Chris enjoy Phone 310-734-1440 | Fax 310-734-1440 90% return and referral rate, a sure sign that his clients love working with him. Serving mag@topagentmagazine.com | www.topagentmagazine.com Logan Square and neighborhoods beyond, No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions taken to ensure the accuracy Chrisare personally does about of20published to 25 transacmaterials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. tions a year, with properties priced as high as To subscribe or change address, send inquiry to mag@topagentmagazine.com. $2.5 million. But it isn’t the money that drives Published in the U.S. Chris. What he loves most about the business is the people. “I have the opportunity to meet Top Agent Chris Magazine so many great, interesting people,” says.

“And Chicago is a small market, so 95% of the

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

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

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

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

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

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

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

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot 6

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content 8

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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APARAJITA LEEKHA

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APARAJITA LEEKHA Ranked among the top ten real estate agents for customer satisfaction in all of Illinois by The American Institute of Real Estate Agents, and currently among the top one percent of all agents in Chicago, Broker Aparajita Leekha of Property Economics Inc is a force to be reckoned with in the Windy City. Aparajita’s name is synonymous with the Schaumberg real estate market, where her unmatched market 10 Copyright Top Agent Magazine

knowledge and well-established reputation have made her a residential real estate front-runner in this Northwestern Chicagoland suburb.

“Homes are still bought and sold by familiar methods today,” says Aparajita, who became a licensed agent in 2006 and is fluent in five languages. “But now more than ever word of mouth, networking and proactive Top Agent Magazine

communication are critical components in helping clients reach their buying and selling objectives. My clients find a fresh perspective, a welcoming smile and comfort because they know they have a trusted adviser on their side who is keeping their best interests in mind.�

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Aparajita, who continually strives to keep abreast of changes in the overall industry and her local market in order to better serve her clients, has demonstrated her commitment to her profession and her clients through her continuing education, which has resulted in a slew of 11 Copyright Top Agent Magazine

specialized designations. Among them are the ABR (Accredited Buyer’s Representative, the CLHMS (Certified Luxury Home Marketing Specialist), the SRES (Seniors Real Estate Specialist), and RSPS (Resort & Second-home Property Specialist), and Green REsource, among others.

When asked what she enjoys most about what she does for a living, Aparajita pauses Copyright Top Agent Magazine 12

for a thoughtful moment before replying.

“I love that I get to meet so many different types of people. I have great empathy for all of my clients. I always put myself in their shoes. Being a Realtor isn’t about selling, it’s about connecting people to the right house and making the American Dream come true for them. Every transaction is different; purchasing a home is an emotional process.” This true concern for Top Agent Magazine

her clients has led to Aparajita’s nomination by Chicago Agent Magazine’s annual Who’s Who in Chicagoland Residential Real Estate, featuring the city’s most prestigious residential leaders.

Currently, a staggering ninety percent of Aparajita’s business is based upon returning clients and referrals, perhaps the best evidence of the excellent customer service she provides. “I attribute my success not only to my passion for real estate, but also to my intuition regarding the psychology of buying and selling,” explains Aparajita, when asked how she inspires such incredible loyalty and trust. “My clientele works in diverse industries with an emphasis on technology, Top Agent Magazine

finance, medicine, law and business. My business has grown successfully and consistently, thanks to the repeat and referral business. This track record is only possible because I deliver both results and an enjoyable experience.”

During those rare moments when she isn’t working, Aparajita enjoys nothing more than spending time with her two boys, and she is also a serious yoga enthusiast. She is also licensed to sell in Florida. Aparajita has been featured in Gator 100, featuring the world’s most innovative and profitable companies, and ranks the 100 fastest-growing Gator-owned or Gator-led businesses in the world.

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Aparajita utilizes a team of professional service providers such as a photographer, highly regarded staging companies, virtual tour providers, and graphic designers to assist in marketing her client’s properties. A Chicago native, she has unsurpassed knowledge of the local market, enabling her to instinctively match clients with their ideal properties. Apara also excels at

the negotiating table, navigating even the most challenging situations with grace and ease. She is her clients’ greatest advocate, always keeping their interests top of mind. Apara has always welcomed all types of clients. “No matter the price range I’m working in, it’s a tremendous pleasure helping someone buy or sell their home and fulfill their dreams.”

For more information about Aparajita Leekha, please call or text 312-967-6732, or email apara.leekha@gmail.com Copyright Top Agent Magazine 14

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

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

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

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Smart home amenities range in price and return.

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

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

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

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Smart home amenities capture the attention of buyers

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

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

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

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Laughs!

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How to Create a Business-Winning Plan in One Hour

by Bubba Mills

Baloney! That’s what I say to those who think building a business plan should take days, weeks, even months. And I say baloney again to those who think a plan has to have a bunch of pages with graphs and charts.

I know for a fact REALTORS don’t have that kind of time. But I also know every serious REALTOR® needs a good plan. That means if you’re reading this, you’re in the right place. Stick with me and you’ll end up with a plan that can make your year much better. ®

A comprehensive business plan (two pages max) can help you: • Account for what you accomplish • Clarify your life • Keep track of each of your goals • Manage your time 20

• Determine if you’re heading in the right direction So let’s get right to it. Here are the steps to take to get your plan in place and your year (and rear) in gear: Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about. Use positive, present tense statements such as “I am,” “I provide,” “I strive” as you define who you are and what you provide your clients. Take 10 minutes now to brainstorm some possible mission statements.

Perform a SWOT analysis (strengths, weaknesses, opportunities and threats).

For strengths, maybe you’re tech savvy. For weaknesses perhaps you’re unorganized. With opportunities, it could be that a large firm is relocating to your city. And for threats, maybe Top Agent Magazine

Every serious REALTOR® needs a good plan. the mid-term, one year; and the long-term, five years. Also, in this same section, write your personal objectives. We can’t be balanced in life if all we focus on is business.

So consider what your ideal sitWrite your business objectives. In uation would look like with your this section I’d like you to consider family, your spiritual life and your what you want your business to look social life. Spend 10 minutes now like in the short-term, six months; in on these topics. interest rates are rising. Take 10 minutes now and fill in a few items for each category. If you get stuck, ask a co-worker or friend, who knows you well enough, for suggestions.

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Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about.

Create your sales goals. Here’s where I don’t want you to be afraid to think bigger. Take 15 minutes for this section. As part of this segment here at Corcoran Consulting and Coaching Inc., we include what’s called a goal achievement system that helps you stay on track with your goals. So for each goal, we include a why, excuses for failure, resolve and action items. I believe this is a vital step because it allows you to examine why you might hesitate in completing parts of your business plan. Email me at Article@CorcoranCoaching.com, and I’ll send you a free worksheet on this system.

Develop action items. To wrap up your plan, you need to get specific about how you’ll achieve your goals.

So for each goal you should have action items, due dates, who will 22

complete the items and a step-by-step daily and hourly plan with what has to be done. Take 15 minutes and do it.

Tell me what you’re thinking. Do you have a plan? If not, why not? What’s preventing you from creating one?

What successes or failures have you had with plans in the past?

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com.

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CHRIS NORTON Chris Norton was working in finance when he discovered that he had a knack for real estate. Chris had been working with a group of investors in acquiring distressed properties, rehabbing them and creating a portfolio. As he did this on the side it became clear to him that this was what he actually loved doing, and in 2011 he got his broker’s license. It turned out to be a wise move - in the past few years Chris has seen enormous success and growth, founding the Chris Norton Group and being named one of the Top Producers by the Chicago Association of REALTORs® every year since 2012 - his first full year in the business!

Chris’ success has been fueled by a few simple principles. “I always put my client’s best interests first,” he says. “I’m always considering their needs before all else. And part of that is making sure they’re comfortable and informed about what’s happening with the transaction, all while working to get them the best deal possible.”

That approach has paid off well, with Chris enjoying a 90% return and referral rate, a sure sign that his clients love working with him. Serving Logan Square and neighborhoods beyond, Chris personally does about 20 to 25 transactions a year, with properties priced as high as $2.5 million. But it isn’t the money that drives Chris. What he loves most about the business is the people. “I have the opportunity to meet so many great, interesting people,” Chris says.

“And Chicago is a small market, so 95% of the time when I meet a new client we already have people in common.”

“More than that,” he continues. “Every day is different. Every day presents new challenges, new personalities, new products and most of all new opportunities.”

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Some of those opportunities come with Chris’ unique viewpoint. With his finance background and with the fact that he does commercial real estate as well, he looks at properties with a different eye. “I bring a different perspective,” he says. “I see different upside values, especially when it comes to creative use of space and understanding the value of a location.”

As busy as he is, Chris still makes time for a personal life. He just got married and plans to honeymoon in October; in the meantime he loves to check out Chicago’s diverse music scene and dig into the city’s exciting food options. “Chicago just has so many amazing things to offer, from the skyline to the culture,” he says. “My wife and I love to take advantage of everything that makes Chicago one of the great cities to live in.”

Chris is looking towards a bright future, and he always sees the potential for growth. “I want to improve my communications and negotiations skills,” he says. “Not only to be a better broker but to be a better person. And I’m excited to expand my horizons when it comes to commercial real estate. I can always improve, and that improvement will always help me serve my clients better.”

To find out more about Chris Norton visit atproperties.com/agents/ChristopherNorton, call 773-490-0631 or email cnorton@atproperties.com www.

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