ILLINOIS 12-13-21

ILLINOIS EDITION

MILLENNIAL BUYERS:

Where They Are & What to Know

CONCIERGE CARE:

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

Services that Lure Clients and Transform Your Reputation FEATURED AGENTS

COVER STORY

GRETCHEN WEBER

SANDRA & GEOFF BROWN ASHLEY CRESS PETER GREEN MATT KOMBRINK

ILLINOIS EDITION

PETER GREEN ASHLEY CRESS SANDRA & GEOFF BROWN

Peter Green officially began his real estate

people value the fact that for me i

For Ashley Cress, real estate runsinin2015, the but Onetheir recent seller/buyer raved, “Ashley clients overcome hurdles in the processforanda comm Sandra and Geoff Brown career his interest in the busi- of just about looking 21clients achieve 23 family. 7“My mom was in the industry, remained very professional and per17 18 contributes to seeing their dreams. are a mother-and-son ness goes all the way back to childhood. it’s about the relationship,” he and then she became a lender,” she duo who have formed sonable throughout buying our new “I’ve always liked real estate,” Peter home and selling our old! “When you take care of your clien explains. “I was in lending for about a a successful real estate She was veryin their partner- Matt Community involvement is important ® recalls.

“My mom was a Realtor , and you’re good to them, they’ll be year but it wasn’t the right fit. So my practice, The Brown easy to communicate withupand always ship.

Having both grown in Evanston, Sandra and estate my dad was a real estate investor who back to So many people are mom encouraged me to become an Te a m . T h e y w o r k responded She members was greatyou.

Geoff have promptly. become active ofattheir communi- the N Chicago, so it explaining various procedures Peter Green fans because they kno agent.” Ashley ended upowned openingproperties her as around ty. Their team was nominated forand/or the most Charitable business partners thealw se always of my life.

Growing always inMagazine their corner and I’ll own yoga studio instead, was but her moma part language used in our real estate transAgent in 2021. serving in Evanston, Service Award from Chicago pages were the back of honest with them.

Sometimes I ev continued to persuade herup, to my entercoloring the Illinois, actions.

We highly recommend her!” degre While they are modest about this achievement, Geoff the North Side real estate field. “She kept saying I After listing sheets!” college, went says, “We are part of thepeople out ofand buying a houseinto becau community, are happy of Chicago, andPeter the surPETER GREEN MATT KOMBRINK SANDRA & GEOFF BROWN be really good at it, so I finally When Ashley isn’t working, she is GRETCHENwould WEBER ASHLEY CRESS to work at a bank, but he knew real estate not right for them.

It’s super impor rounding North Shore suburbs. Sandra first entered to do our part.” They donate to and provide meals for techn decided to take test, of andwas I fell in love hanging out with friends andout family or something calling to him. was whatConnections I really methe to Homeless, figure whether really for and Sandra is an asso-is recall thethe world real estate in 1985.

Her“Real familyestate had owned with it.” Aftermultiple selling apartment herwanted yoga studio, giving back to the community through to do, so I got licensed and went for it.

I to work for you, not just in the immediate futu buildings in Evanston where she ciate board member for Youth & Opportunity United in had r Ashley went gained full-time as an agent and local events.

She hosted a fishing tourimmediately thought: This is An it.”opporThe rest is history, for supportive the long haul.” addition to being of the elementary schools experience in building management. back.arose Serving Madison, Clinton, and nament for kids in acommunity. new subdivision, frequently GRETCHEN hasn’t lookedtunity caree in achieve their for to take on new responsibilities such andher today Peter excels at helping his clients in Illinois, Ashley’s unparalleled donates to nearby animal shelters and participates in and had started selling real est WEBER St. Clair counties as buying andtheir selling and thus she found her realproperties, estate goals.

Looking to the future of his career, Peter says, customer service hascareer helpedasher become drives with her office. ® a top agent Sandra and Geoff prioritize communication with their . In 2006, Geofffood graduated perfect a Realtor to come into theofbusiness ple I put in homes at the start my careerwith are in the region. from a graduate program in financial analysis, and clients. They capitalize on RE/MAX theirand communication stratPeter serves the city of Chicago and surrounding to start reselling repurchasing, and that wi in 1997, and I’ve b Withestate. the encouragement of hersocial family, including egydecide with a strong media presence, andSome makeof these decided he was more suited for a Wilmette, career in real suburbs.

“I’m from so when clients my business continue to grow. since.”

Matt worked alongsi “I become friends withamy clients,” she says.

“I always herpractice. mom and sure husband, sheinistouch confident that she can to stay with with their clients.

On topstart of that, He adds unique business their to move fromperspective the city totothe suburbs, I help them do have been me fromgrowing the of my caree work with their best interests in mind, and I make accomplish anything she sets her mind to.

“It was 12 years, the And Geoff’s wife, Tanya, an interior designer, stages multiple times a year, Sandra and Geoff hand deliver busine that because I’m familiar with it and I’m from the they’re my cheerleaders who get the word out sure we havethe theproperties same goals.”

By supporting them scary going into a commission-only career, but I am dad includeMatt’s a variety of retired prod- in 20 for the practice. As a family-owned busi- gift baskets to clients that When area,” Peter says.

Close 90% of Peter’s business hopes me. to I see myselfgrowing and my business growing, a throughout the transaction, neverand letting ques-to so glad I did it.” continue uctsAshley from local shops andKris restaurants.

Sandra says, ness, they blend and expertise a personal interest in their took over as me partners and tions go unanswered, those work with Ashley and helping people withclients their real dreams. comes from repeat and referral clients, more an“It’s impresare estate theand ones who propel forward.” important to support promote local busiclients to form a who recipe for success. the business with the help of t develop a high level of trust in her. in to last“Meeting all these different people and this seeing themThis is another sive featThis thatresults speaks the trust and confidence he nesses, especially during time.” ing relationships, and theyinspires. never hesitate to refer hera referral happy when theyhesell their home or buy a new one, it’s “I’m agent,” says. of many ways Sandra and Geoff love to give back Sandra and Geoff go the extradefinitely mile to ensure the client to their friends and family.

“Ikeep haveinpeople I with worked why I love what I do.” in time, St. Charles, the Kom “I touch my database of clients very the same they keep experience is as smooth and comfortable as possible. to their community and atBased with five years ago that still go to lunch with me or frequently, and reassuring that has spurred to grow and DuPage counties. business in the spotlight.

The Brown Team’s An i Their team stays calm and in the my facebusiness of their stay in touch. We get so close duringand the process, it’s andarise grow is also reflected inrepeat a obstacles that duringgrow.” the transaction process. involvement in the community business comes from easy to become friends.” Earning Rookie of the Year their success as Realtors®, that Both have been told by past clients that they are paas they are consistently in speaks to the trust and c in her first 12 months as an agent, Ashley has prioritient and accommodating, so ithands-on makes sense that ahelps theput topcli1% of all Baird &Warner agents, selling over Peter’s easygoing, approach team inspire. Communication tized the client experience from day one. “I want the large majority ofat their business is referral-based. $27 million ease feel “I’ve found that of real estate every year. process to be as smooth asents possible forand them.

It’scomfortable. an what sets Matt and his team ap They are resourceful, and take ahave hands-on approach in real estate you to have a lot of patience exciting journey.” in this business longtoenough to their work, helping clients entire process.

BothPeter Sandra and Geoff value family, and hope and realize that with it’s atherelationship business,” Sandra says,explains.

“We go beyond buying and aselling.

We welcome team inMatt the expla has tointo bethesolid,” “We’re notmedia selling specific product, we’remore family members When it comes to her sellers, she utilizes social connect our clients with the best service people in the coming year.

They intend to keep their team members and the bad, as long as we’ providing service. and internet marketing to just spread the worda about list-I think that’s a big part of area, help move-out and clean-out, and even with in- close, and emphasize the importance of working with our clients the whole way, th enjoy working ings. “I also like to reach why out topeople other agents, letting with me. Even after the spection.” This full-service offering has helped many partners who they trust. them know I have a property and seeing if they know being asked by my transaction, I’m constantly clients customer-focused servic For more about Ashley That Cress, of anyone looking for something like it.”

These techfor help finding vendors, or to give them advice on To find out more about Green You can contact Sandra and Geoff at sandra.brown@bairdwarner.com relationships withPeter our clients. call 618-530-9504 or email niques result in her selling properties for dollarthat they want to do.”

Phone 310-734-1440 | home Fax 310-734-1440 improvement work you can contact him by phone ortop geoff.brown@bairdwarner.com respectively. ashleycressrealtor@gmail.com and in a timely manner.

Call Geoff at (847) 208-0422 or Sandra at(847) 744-7780 at (847) 609-0773, or by email When it comes to marketing mag@topagentmagazine.com | www.topagentmagazine.com or visit their website at thebrownteam.bairdwarner.com for more details. at petergreen@atproperties.com.

Clients also appreciate Peter’s honesty. “So many Copyright Top Agent hisMagazine team use a comprehens No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent optimum exposure. “When a Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published first have a Certified Home S materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. us prep the house for photos,” Published in the U.S. work with a professional pho

MA

CONTENTS

4) COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

19) CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION

13) MILLENNIAL BUYERS: WHERE THEY ARE & WHAT TO KNOW

22) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

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use drone video footage, inte Matterport 3D floor plans dep

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Then, The Kombrink Team property to the public. They

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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GRETCHEN WEBER

GRETCHEN WEBER As a Certified Negotiation Expert, Top Agent Gretchen Weber helps both sellers and buyers gain the best value on their investment.

When she first began considering real estate as a career, Gretchen Weber wasn’t sure it would be a good fit for her. “I saw it as a sales job,” she explains. “I’ve always had more of a teacher’s instinct and enjoyed helping people.” But her mother

and brother—both successful Realtors®— helped convince her that her skillset was exactly what the job called for.

“This work is about treating people well and wanting to do whatever it takes to

help them find their dream home or set them up well for the next chapter of their life by helping them get a good price on the home they’re selling. If you work hard and with integrity, you can do just fine!”

Gretchen had already established a reputation as a hard worker with an

adventurous spirit. She attended both the University of Illinois at Chicago and Northern Illinois University, graduating summa cum laude with a B.A. in French Language and Literature. She traveled to Spain, living there for a short time before returning to the Chicago area, where she married a Navy veteran, had children, and built a successful tutoring business

while raising her two daughters.

Today Gretchen serves clients throughout Illinois’s Fox River Valley with Baird & Warner, with a focus on Sycamore and DeKalb. As a Certified Negotiation Expert she helps both sellers and buyers gain the best value on their investment.

Four years into her career, Gretchen has already built a successful business. She’s on track to close 38 transactions for a sales volume of $10 million in 2021, an ever-growing percentage of that business coming from either repeat clients or referrals. One happy client summed up her time with Gretchen like this:

“Working with Gretchen was an awesome experience! She was honest, professional, knowledgeable and always available when we needed her. I would highly recommend her!”

That loyalty isn’t due to chance. Gretchen thinks of it as karma. “If you take an active interest in people’s lives and work hard to give them a good experience, they will keep coming back to you. I put my whole heart into serving my clients, and I think they can feel that energy.” She pauses, before laughing. “I’m also absolutely fearless in pursuit of their interests, and they respect that too!”

Gretchen has built strong relationships with a broad range of professionals to assist her in making sure her clients receive superior service. She employs a professional stager and a social media marketer to help her feature her sellers’ homes in a way that will draw the maximum number of interested buyers.

She utilizes a comprehensive marketing campaign that takes advantage of every selling platform, as well as leveraging her strong social media presence to alert potential buyers to the opportunity.

When she’s not working, Gretchen loves spending time with her family and enjoys

watching her daughters play softball or practice karate. She also likes to work out and to cook.

As for the future, Gretchen will keep growing her business and is considering building a team soon to help her keep up with increasing volume. She looks forward to many years of delivering the

highest quality of service for her clients, and is eager to prove herself to those who may have had a bad experience elsewhere, or find the whole process intimidating.

“Let me show you how it’s supposed to be done,” she urges. “I promise you’ll be happy you chose me, and I’ll share everything I know so that you can make decisions you’ll look back on with pride.”

Photos by: Stephanie Maury Photography, Geneva,IL. Visit www.stephmphoto.com

Contact Gretchen at 815-757-0617 or email gretchen.weber@bairdwarner.com.

watching her daughters play softball or practice karate. She also likes to work out and to cook.

As for the future, Gretchen will keep growing her business and is considering building a team soon to help her keep up with increasing volume. She looks forward to many years of delivering the

highest quality of service for her clients, and is eager to prove herself to those who may have had a bad experience elsewhere, or find the whole process intimidating.

“Let me show you how it’s supposed to be done,” she urges. “I promise you’ll be happy you chose me, and I’ll share everything I know so that you can make decisions you’ll look back on with pride.”

Photos by: Stephanie Maury Photography, Geneva,IL. Visit www.stephmphoto.com

Contact Gretchen at 815-757-0617 or email gretchen.weber@bairdwarner.com.

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 16

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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SANDRA & GEOFF BROWN Sandra and Geoff Brown are a mother-and-son duo who have formed a successful real estate practice, The Brown Te a m . T h e y w o r k as business partners serving in Evanston, Illinois, the North Side of Chicago, and the surrounding North Shore suburbs. Sandra first entered the world of real estate in 1985. Her family had owned multiple apartment buildings in Evanston where she gained experience in building management. An opportunity arose for her to take on new responsibilities such as buying and selling properties, and thus she found her perfect career as a Realtor®. In 2006, Geoff graduated from a graduate program in financial analysis, and decided he was more suited for a career in real estate.

He adds a unique business perspective to their practice.

And Geoff’s wife, Tanya, an interior designer, stages the properties for the practice. As a family-owned business, they blend expertise and a personal interest in their clients to form a recipe for success.

Sandra and Geoff go the extra mile to ensure the client experience is as smooth and comfortable as possible.

Their team stays calm and reassuring in the face of obstacles that arise during the transaction process.

Both have been told by past clients that they are patient and accommodating, so it makes sense that a large majority of their business is referral-based.

They are resourceful, and take a hands-on approach to their work, helping clients with the entire process.

Sandra says, “We go beyond buying and selling. We connect our clients with the best service people in the area, help move-out and clean-out, and even with inspection.” This full-service offering has helped many

of their clients overcome hurdles in the process and contributes to seeing clients achieve their dreams.

Community involvement is important in their partnership. Having both grown up in Evanston, Sandra and Geoff have become active members of their community. Their team was nominated for the most Charitable Service Award from Chicago Agent Magazine in 2021.

While they are modest about this achievement, Geoff says, “We are part of the community, and are happy to do our part.” They donate to and provide meals for Connections for the Homeless, and Sandra is an associate board member for Youth & Opportunity United in addition to being supportive of the elementary schools in their community.

Sandra and Geoff prioritize communication with their clients. They capitalize on their communication strategy with a strong social media presence, and make sure to stay in touch with their clients. On top of that, multiple times a year, Sandra and Geoff hand deliver gift baskets to clients that include a variety of products from local shops and restaurants. Sandra says, “It’s important to support and promote local businesses, especially during this time.” This is another of many ways Sandra and Geoff love to give back to their community and at the same time, they keep their business in the spotlight. The Brown Team’s involvement in the community is also reflected in their success as Realtors®, as they are consistently in the top 1% of all Baird &Warner agents, selling over $27 million of real estate every year.

Both Sandra and Geoff value family, and hope to welcome more family members into the team in the coming year. They intend to keep their team members close, and emphasize the importance of working with partners who they trust.

You can contact Sandra and Geoff at sandra.brown@bairdwarner.com or geoff.brown@bairdwarner.com respectively.

Call Geoff at (847) 208-0422 or Sandra at(847) 744-7780 or visit their website at thebrownteam.bairdwarner.com for more details. www.

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ASHLEY CRESS For Ashley Cress, real estate runs in the family. “My mom was in the industry, and then she became a lender,” she explains. “I was in lending for about a year but it wasn’t the right fit. So my mom encouraged me to become an agent.” Ashley ended up opening her own yoga studio instead, but her mom continued to persuade her to enter the real estate field. “She kept saying I would be really good at it, so I finally decided to take the test, and I fell in love with it.” After selling her yoga studio, Ashley went full-time as an agent and hasn’t looked back. Serving Madison, Clinton, and St. Clair counties in Illinois, Ashley’s unparalleled customer service has helped her become a top agent in the region.

“I become friends with my clients,” she says. “I always work with their best interests in mind, and I make sure we have the same goals.” By supporting them throughout the transaction, and never letting questions go unanswered, those who work with Ashley develop a high level of trust in her. This results in lasting relationships, and they never hesitate to refer her to their friends and family. “I have people I worked with five years ago that still go to lunch with me or stay in touch. We get so close during the process, it’s easy to become friends.” Earning Rookie of the Year in her first 12 months as an agent, Ashley has prioritized the client experience from day one. “I want the process to be as smooth as possible for them. It’s an exciting journey.”

When it comes to her sellers, she utilizes social media and internet marketing to spread the word about listings. “I also like to reach out to other agents, letting them know I have a property and seeing if they know of anyone looking for something like it.” These techniques result in her selling properties for top dollar and in a timely manner.

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One recent seller/buyer raved, “Ashley remained very professional and personable throughout buying our new home and selling our old! She was very easy to communicate with and always responded promptly. She was great at explaining various procedures and/or language used in our real estate transactions. We highly recommend her!”

When Ashley isn’t working, she is hanging out with friends and family or giving back to the community through local events. She hosted a fishing tournament for kids in a new subdivision, frequently donates to nearby animal shelters and participates in food drives with her office.

With the encouragement of her family, including her mom and husband, she is confident that she can accomplish anything she sets her mind to. “It was scary going into a commission-only career, but I am so glad I did it.” Ashley hopes to continue growing and helping more people with their real estate dreams.

“Meeting all these different people and seeing them happy when they sell their home or buy a new one, it’s why I love what I do.”

For more about Ashley Cress, call 618-530-9504 or email ashleycressrealtor@gmail.com TopAgent AgentMagazine Magazine Copyright Top

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 20

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.

Top Agent Magazine ®

Top Agent Magazine

PETER GREEN Peter Green officially began his real estate career in 2015, but his interest in the business goes all the way back to childhood.

“I’ve always liked real estate,” Peter recalls. “My mom was a Realtor®, and my dad was a real estate investor who owned properties around Chicago, so it was always a part of my life. Growing up, my coloring pages were the back of listing sheets!” After college, Peter went to work at a bank, but he knew real estate was calling to him. “Real estate was what I really wanted to do, so I got licensed and went for it. I immediately thought: This is it.” The rest is history, and today Peter excels at helping his clients achieve their real estate goals.

Peter serves the city of Chicago and surrounding suburbs. “I’m from Wilmette, so when clients decide to move from the city to the suburbs, I help them do that because I’m familiar with it and I’m from the area,” Peter says. Close to 90% of Peter’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “I’m definitely a referral agent,” he says.

“I keep in touch with my database of clients very frequently, and that has spurred my business to grow and grow and grow.”

Peter’s easygoing, hands-on approach helps put clients at ease and feel comfortable. “I’ve found that in real estate you have to have a lot of patience and realize that it’s a relationship business,” Peter explains. “We’re not selling a specific product, we’re just providing a service. I think that’s a big part of why people enjoy working with me. Even after the transaction, I’m constantly being asked by my clients for help finding vendors, or to give them advice on home improvement work that they want to do.”

Clients also appreciate Peter’s honesty. “So many Top Agent Magazine

people value the fact that for me it’s not just about looking for a commission, it’s about the relationship,” he says.

“When you take care of your clients and you’re good to them, they’ll be good back to you. So many people are huge Peter Green fans because they know I’m always in their corner and I’ll always be honest with them. Sometimes I even talk people out of buying a house because it’s not right for them. It’s super important to me to figure out whether something is really going to work for you, not just in the immediate future, but for the long haul.”

Looking to the future of his career, Peter says, “People I put in homes at the start of my career are going to start reselling and repurchasing, and that will help my business continue to grow. Some of these clients have been with me from the start of my career, and they’re my cheerleaders who get the word out about me. I see myself and my business growing, and my clients are the ones who propel me forward.”

To find out more about Peter Green, you can contact him by phone at (847) 609-0773, or by email at petergreen@atproperties.com.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 22

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

Top Agent Magazine

Top Agent Magazine

MATT KOMBRINK Matt Kombrink began his real estate career after serving in the Navy. “When I got out of the service, I had a bachelor’s degree in business, so I went into corporate sales for a technology company,” Matt recalls. “Meanwhile, my dad had retired from a 25-year career in sales and marketing and had started selling real estate. He asked if I wanted to come into the business with him, so I joined him at RE/MAX in 1997, and I’ve been with RE/MAX ever since.” Matt worked alongside his dad for the next 12 years, growing the business and building a team.

When Matt’s dad retired in 2010, Matt and his brother Kris took over as partners and have continued growing the business with the help of their team of top agents.

Based in St. Charles, the Kombrink Team serves Kane and DuPage counties. An impressive 65% of their business comes from repeat and referral clients, a feat that speaks to the trust and confidence Matt and his team inspire. Communication is a key component of what sets Matt and his team apart. “I know from being in this business long enough that the communication has to be solid,” Matt explains. “Through the good and the bad, as long as we’re communicating with our clients the whole way, they are always grateful.

That customer-focused service has helped cement our relationships with our clients.”

When it comes to marketing their listings, Matt and his team use a comprehensive approach to ensure optimum exposure. “When a client is ready to list, we first have a Certified Home Stager who comes to help us prep the house for photos,” Matt says. “We always work with a professional photographer, and we may use drone video footage, interior video footage, and Matterport 3D floor plans depending on the listing.”

Then, The Kombrink Team work on promoting the property to the public. They are Premier Agents with Top Agent Magazine

Zillow, and of course the listing is syndicated across all the major real estate sites including Zillow, Redfin, Realtor.com, and more. “We initiate a comprehensive social media campaign to promote the property on LinkedIn, Facebook, and other platforms,” Matt says.

“We also market our properties directly to our past clients, because they may know somebody who is looking to buy as well as to a network of other top agents in the marketplace.” That’s in addition to targeted direct mail, and targeted ad placements online via Adwerx.

Community involvement is important to Matt and his team. They donate a portion of each commission to the Children’s Miracle Network on behalf of the client. They also award three scholarships every year to college-bound high school seniors. Being a veteran himself, Matt is involved in veterans’ causes locally, In the future, Matt says, “We are looking to continue expanding, and growing the business by adding more agents to our team. I would also like to branch into more areas to grow our geographic presence.”

Above all, Matt and his team look forward to continuing to serve their clients. “We strive to provide an optimum customer service experience for the consumer, from the beginning of the process all the way through to the end.”

For more about Matt Kombrink, please call 630.803.8444, email matt@kombrink.com or visit kombrink.com www.

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