ILLINOIS 11-21-22

ILLINOIS EDITION

3 EASY AT-HOME DIY PROJECTS

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

TO INCREASE PROPERTY VALUE

Things You Can Do to

ANTICIPATE YOUR CLIENT’S NEEDS

FEATURED AGENTS

KAYLA IANNELLI MICHELLE CABALLERO COVER STORY

INDIA WHITESIDE

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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 4

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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INDIA WHITESIDE

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An incredible 97% of Top Agent India Whiteside’s business comes from repeat and referral clients, a sure sign of the trust and confidence she inspires. “Personal outreach is absolutely important, but you also have to excel with the service that you give.”

Bringing a dedicated work ethic and a warm personal touch to her work, India Whiteside excels at helping her clients achieve their real estate goals. Coming from a background as an actor in Chicago, India worked in theater before embarking on her real estate journey. “My mother had been a REALTOR®, my mother’s father had been a REALTOR®, as well as my 8 Copyright Top Agent Magazine

mother’s mother for a brief time as well,” India says. “It was something I was familiar with, and it gave me the flexibility to be engaged in my kids’ lives.” India began her real estate career in 1998, and the rest is history.

An incredible 97% of India’s business comes from repeat and referral clients, Top Agent Magazine

a sure sign of the trust and confidence she inspires. “My business is almost completely referral-based,” India says.

“Personal outreach is absolutely important, but you also have to excel with the service

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that you give.” India works closely with a support group of three other agents to pool their expertise and ensure that clients are receiving the absolute highest level of professional service possible.

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“We have broker opens where we invite brokers to bring their buyers,” India explains. “People always love having a preview before a property is listed or when it’s just been listed, so brokers always want to get their clients in the door first.”

When it comes to marketing their listings, India’s clients get added value from the resources she brings to the table. In addition to promotion across the full range of real estate websites that @properties is affiliated with, India goes the extra mile to ensure optimum exposure. “We have broker opens where we invite brokers to bring their buyers,” India explains. “People always love having a preview before a property is listed or when it’s just been Copyright Top Agent Magazine 10

listed, so brokers always want to get their clients in the door first.” India’s marketing strategy also takes the form of professional photography and floor plans for all listings, as well as farming the neighborhood to extend her reach so that her listings reach more potential buyers.

Long after the closing, India finds fun ways to stay in touch with clients. She stops by to drop off gifts such as personalized Top Agent Magazine

cookies to celebrate the anniversary of when they bought their home. “It’s a fun, low-key way of being engaged with our clients,” India says. She also holds client appreciation events as a way to give clients something of value while keeping in touch.

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India loves giving back to her community, and she was a member of the local school council for her kids’ elementary school, as well as forming and chairing the Wellness Committee for the PTA; India chaired both the local school council and the fundraising organization at her

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daughter’s high school. She and her business partner Maureen are both board members of their neighborhood association and love to sponsor events. “We’re all very engaged in our communities,” India says of her support group of agents.

As for what the future holds, India says, “I plan on continuing what we’ve been doing

and marketing to our client base as well as our farm.” India loves that real estate gives her the flexibility to continue acting, and she enjoys giving clients free tickets to her shows. “It’s another fun way to keep in touch and get to know my clients a little bit outside of the business,” India says. “Knowing my clients in a personal way has been really helpful in getting them results.”

Contact India Whiteside at (773) 391-1128, email india@atproperties.com, or visit www.

atproperties.com/agents/2637/india-whiteside

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3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The Top Agent Magazine

list of things to do before the photographer comes or the first open house is held might seem endless, but not if you tackle just a few things here and there as you go. These sorts of projects—easy, DIY, at-home tasks you can accomplish in a few hours or less, with tools you most likely have on hand— go a long way with marginal effort.

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Complete a quick rehab of closets and storage areas Many agents advise clients to declutter and depersonalize their spaces ahead of professional photography and home showings. The idea is to provide prospective buyers with a neutral palette. Not only does this allow them to imagine their own lives unfolding within those four walls, but it also helps make a home’s square footage stand out. One way to add visual space to your home without calling in the contractor is to declutter common storage areas and closets. When buyers can get a complete look at a closet’s capacity, or a pantry’s depth, or the garage’s full functional potential, they get a better sense of a home’s potential and thus, its value.

In that vein, consider decluttering and cleaning your high-traffic storage spaces: the garage, pantries, closets, attics, and basements. Besides, organizing and discarding unwanted items help you prep for a move anyway, while giving potential buyers a peak at how spacious your home really is.

Add easy curb appeal with a bit of sweat equity Sure, curb appeal can arrive in the form of a new mailbox, pathway lighting, or updated house numbers, but it can also come cheaper than that. Curb extends to the upkeep of your lawn, landscaping, and home’s façade, and there are plenty of ways 14

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you can give these zones a refresh without spending anything but time. Keeping your front and back yard green and uniform adds a lux layer to exterior square footage.

Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios Top Agent Magazine

neat and uncluttered also underscore a home at its finest, which is ripe for buyers to snatch up.

Transform tiled spaces into sparkling clean surfaces.

Bathrooms and kitchens are where sellers can stand to add plenty of value in the process of selling a home. While pricey renovations might be out of the question for some, there are still affordable and time-effective ways you can transform for these spaces for the better. Cleaning,

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bleaching, or redoing your tile grout—in either kitchens, bathrooms, or other tiled spaces—can give these high-trafficked areas a new lease on life. Ensuring windows, mirrors, stainless steel appliances and backsplashes are streak-free and polished also demonstrate to buyers that your home is well-cared for and practically move-in ready. Sometimes, the devil is in the details. You might consider relining drawers, changing out knobs and fixtures,

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or else decluttering cabinets and shelves for a fresher look.

No matter the challenges ahead as you prepare your home for sale, completing a few small tasks every weekend or so can put you miles ahead of the competition.

Without spending a dime, you can add serious value to your home’s bottom line, setting you up for success as you begin your own home-shopping adventure.

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MICHELLE CABALLERO

Serving her clients’ needs as both an Illinois real estate agent and a mortgage lender, Michelle Caballero excels at putting together all the pieces of the puzzle to help clients achieve their real estate goals. “Once I combined the mortgage and real estate worlds, I found that I was able to help all my clients from the very beginning of the process,” Michelle recalls. “It allowed me to answer the questions they had about income, credit, or how much they needed for a down payment. I could lead them through that process and help them on their home journey.” Now, Michelle says, “The real estate side and the mortgage side go hand in hand.”

break down each step for them. They need to know what they’re qualified for, so I help them through the qualification process. Then, as soon as I get them prepared financially, we hit the ground running.”

Michelle’s familiarity with the mortgage side of the business gives her added insight into her clients’ unique situations. “Since I know my clients’ financial status like the back of my hand, I

As a member of the Essence Realty Team at Keller Williams, Michelle serves St. Charles and the surrounding area. Michelle helps her clients achieve results no matter what their situation may be. “Often, clients have no idea where to start,” Michelle explains. “I 18

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know how to make an offer that is as strong as it can be,” Michelle says. “It helps me guide my clients from the beginning to the end.”

Clients appreciate that Michelle gives them the information and guidance they need, while putting them in the driver’s seat to make the decisions that are right for them. “I want my clients to understand and feel confident about the choices they’re making,” she says. “I want them to always feel that they’re in control and they’re making this choice because they truly want to, because it’s going to make them happy, and it will be good for their family. They know that I’m always going to have their back and they will have my full support.”

Michelle loves giving back to her community.

At the holidays, she participates with the Salvation Army, in addition to having an Angel Tree at her office. When she’s not working or giving back, Michelle enjoys spending time with her family, staying active, playing music, and dancing.

Looking toward the future, Michelle says, “I eventually want to create a team of my own.

I have a vision for a team that always finds a solution, because one thing I pride myself in is that I always find a solution. My clients know that we’re going to get this done no matter what.” Most of all, Michelle looks forward to continuing to help her clients succeed through real estate. “Real estate is one of the best investments you can make, and I want to be able to spread that to every community and every person out there. My favorite part of what I do is when someone doesn’t think they can be a homeowner and I break it down to them and show them that it is achievable. Now they get excited to work toward something for themselves and their family. When that happens, it’s the most rewarding feeling.”

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To find out more about Michelle Caballero, you can call her at 331.452.3188, email michelle.teamessence@gmail.com, or visit realtor.com/realestateagents/michelle-caballero_ www.realtor.com/realestateagents/michelle-caballero_naperville_il_4147685_635814226 naperville_il_4147685_635814226 www.

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Things You Can Do to Anticipate Your Cleint’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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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic.

Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique.

Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead.

Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil22

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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KAYLA IANNELLI Kayla Iannelli always had a passion for real estate. She decided to pursue it by getting an internship with a builder and rehabber. “I did that for about a year, and I loved it,” she explains. “I just thought it was a great opportunity, and I knew I wanted to build my own business like these women have.” So Kayla earned her real estate license in 2018, and hasn’t looked back since. Today she is on a team of six, serving the greater Chicagoland area. Much of her work is based on referrals and repeat clients, as those who choose her for their real estate needs are blown away by her superior service. Kayla only wants what is best for her buyers and sellers, and will do everything possible to ensure a smooth transaction.

“I am super dedicated,” she explains. “I want my clients to be educated on the home they’re purchasing or the investment property they’re buying.” Kayla is quick to respond, never leaving anyone in the dark about where they are in the process. She takes the time to teach each client what to expect and how to prepare for the next step, eliminating stress and uncertainty.

She knows that properties often sell quickly, so she stays on top of new listings. “I don’t want them to miss out on anything,” she says. When it comes to marketing her listings, she loves to utilize social media. Kayla creates virtual floor plans, allowing potential buyers to truly envision being in each room of the house. She also creates brochures and sends out mailers around the neighborhood. “And I make sure to spread the word within my sphere of influence, because many people may not have mentioned that they’re wanting to move but once they see our listing they get really excited about it and decide to move.”

Clients love to tell their friends and family about their time with Kayla. One recently said, “Wow what can I say? Kayla’s a wonderful person, responsible and always makes sure everything is on track with her clients Top Agent Magazine

so they can move in quickly to their new house. She ensures all the paperwork is good to go so they don’t have any inconvenience at the end of the closing. She is very helpful! Please call her so you can buy your new American dream house.”

Throughout the year, Kayla gives back to the community. She is involved with the local farmer’s market, where she frequently volunteers. “We’re really trying to amp up the community involvement with local businesses,” she explains. She also works with Sharing Connections, a donation site where people can drop off clothing and furniture. “It’s distributed to members of the community who need those items,” Kayla explains. When she’s not working or giving back, she loves traveling, hiking, and spending time with family.

In the future, Kayla hopes to start a team of her own.

She enjoys the camaraderie of working with others and encouraging each others’ success. Meanwhile, she’s loving every minute of her current path. “I really like to advocate for my clients. I make sure everyone has a fair chance.”

For more information about Kayla Iannelli, please call 630-525-1713 or email kcorrigan@pprhomes.com

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