ILLINOIS 12-7-20

ILLINOIS EDITION

HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

4 Ways Mentoring Up-and-Coming Employees Makes You A Better Agent

THINKING OF LISTING?

Nine Ways to Get Ready

COVER STORY

CAROL COLLINS FEATURED AGENTS

BRYAN & CHRISSY NEWBOLD PATTIE TAYLOR

ILLINOIS EDITION

Jennifer Bender is proud to congratulate

CAROL COLLINS

on

BRYAN & CHRISSY NEWBOLD PATTIE TAYLOR

Bryan and Chrissy Newbold had feel like 7 16 owned separate houses before moving to him a in together. “Chrissy moved into my all. Chri house, but we kept Chrissy’s house,” ately ga Bryan recalls. “When we moved into very org a larger place, we decided to rent out tails tha both houses. I figured I should get my real estate license so I could manage “Chrissy them myself.” He obtained his license notes B 21 four years ago and became very sucties and cessful on his own.

When the work offer ou CAROL COLLINS PATTIE TAYLOR BRYAN & CHRISSY NEWBOLD became too much for one person to handle, Bryan client.” According to C asked Chrissy if she’d like to join him. She did, to work with listings an being featured forgetting the State of Illinois her license two years ago. working with buyers. “ in Top Agent Magazine! finding the right homes CONTENTS The couple now work as independent agents with Top Agent Pattie Taylor is the managing Lewke Partners at Keller Williams Success Realty in The Newbolds stay in Crystal Lake, Illinois. With a sales volume on target of sending out every occas Wauconda location RE/MAX Plaza, s 4) HOW TO SPEED UP 18) 5 TIPS TO GET to reach 26 homes this year, Bryan and Chrissy report nity events. To market McHen FIRST-TIME HOMEBUYER NEW CLIENTS that most of their business isthroughout referrals via theirLake sphereCounty videos and from her still p TRANSACTIONS of influence. “We’re honest and humble and offer top- fun,” she says. “I add m Jennifer Bender With a desire to help clients and agents succeed, passionthey fo 22) 4 who’s WAYS MENTORING notch customer service,” says Bryan, also a fullAs forHer promotion, NMLS#987313 andofficer backed 38 years of experience in athehugeachieve their goa forby theUP-AND-COMING local sheriff’s office. EMPLOYEES following,” say 14) THINKING OF corrections LISTING? Mortgage Loantime Originator O: 312.753.7851 | C: 312.248.0220 industry, Pattie Taylor is one of A Chicagoland’s ism, and in-depth several local groups wh NINEJBender@WintrustMortgage.com WAYS TO GET READY MAKES YOU BETTER AGENT ® . Her tenacity for have earned Patt Adds Chrissy:most “Weformidable like to sayREALTORS you get two Newbolds SlamDunkMortgage.com 40 W. Hubbard St. 2nd Fl. Chicago IL the business began in 1982, after the purchase ents. likes “I have see for the price of one, which means we work twice as The couple to stay her first house turned into a stressful ordeal in back the business. hard for each of client.” and give wheneve this time is enj stay due to a substandard transaction process. That’s Bryan and Chrissy when that Pattie charge receive and decided get children, while still maint It’s not surprising thetook Newbolds stellar to their ages 4& Phone 310-734-1440 | Fax 310-734-1440 Code of Ethics licensed.

She eventually started her own comreviews for their| esteemed work ethic. One client to teach dance classes, t mag@topagentmagazine.com www.topagentmagazine.com pany, and then merged it with RE/MAX PLAZA Association of R recently wrote: No portion of this issue may be reproduced(becoming in any mannerits whatsoever without prior consent of thewith publisher.training Top Executive Vice-President) by the it, an Moving forward, c Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy six offices in the far northwest suburbs and always my first p “Both Bryan and Chrissy great! Very professional, create their of published materials, Top Agent Magazine cannot be heldare responsible for opinions expressed or facts supplied by own team. “ Lake Geneva, WI. the managing its authors. To subscribe orfriendly change address, send inquiry to mag@topagentmagazine.com. and knowledgeable.

I wasPattie very is nervous about brochasing more investme ker of the Wauconda location of RE/MAX Plaza. part of Published in the U.S. this process and from the very start, I was put at ease Bryan Another says. clients throughout Lake County with Bryan’s She calmserves and Thorough way of making sure and on forming lon McHenry County. ents. In“As order to I fully understood every step we were going through.

Says Chrissy, we gr 2 Top Agent Magazine When I say “we,” I mean just that.... he never made me ourselves to better help

mailto:mag@topagentmagazine.com

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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CAROL COLLINS

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CAROL COLLINS With over 27 years of real estate experience, Carol Collins Vice President of Sales at Jameson Sotheby’s International Real Estate serves buyers and sellers throughout the North Side of Chicago.

As the Vice President of Sales at Jameson Sotheby’s International Real Estate, Carol Collins provides clients with experience, knowledge, superior negotiation skills as well as personalized care tailored to their individualized needs. With a degree in Marketing 8Copyright Top Agent Magazine

and Sales, she started her real estate career right out of college, knowing that her passion for design trends, and love of helping people would mesh well with the industry. She currently serves buyers and sellers throughout the North Side of Chicago.

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With over 27 years of real estate experience, Carol’s clients can count on her expertise to educate and guide them into making the best choices. And because she’s an agent who prides herself on always having her finger on the pulse of the newest market trends, they rest Top Agent Magazine

assured knowing that her advice will benefit their future. “Experience brings confidence, and with my years working in real estate it’s easy for me to measure the temperature of the market and advise my clients accordingly,” she says.

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“It’s very meaningful to be able to advise someone about their real estate investments, because it will have a huge impact on their future. I approach every transaction as if it is my own, so I take the outcome personally.”

Even though she has agents who occasionally help her with showings and open houses as well as clientcare, Carol maintains a hands-on approach with her clients. “Despite the fact that I have help, my relationships with my clients are very personal, and I tend to do the majority of the work myself so that clients can feel certain that nothing will slip through the cracks,” she says.

Thanks to this individualized approach and the level of attention she pours into each transaction, a large portion of Carol’s business comes from word-of-mouth. And because she’s lived in the same area for quite a while, she’s been able to build a strong reputation that organically attracts potential clients.

Thanks to her natural interests in interior design and trends, Carol enjoys Copyright Top Agent Magazine 10

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every day of her job. And her tremendous success in the business has been a great reward for her hard work, but nothing gives her more fulfillment than seeing a satisfied client at the end of a transaction. “It’s very meaningful to be able to advise someone about their Top Agent Magazine

real estate investments, because it will have a huge impact on their future. I approach every transaction as if it is my own, so I take the outcome personally. And I especially enjoy seeing people make a house into a home,” she says.

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Outside of work Carol strives to make time to participate in her community. She is a member of her local church, and volunteers at her son’s school. In her spare time, she loves staying active with exercise and yoga classes. Before COVID-19 she would often travel and explore new places, which she hopes she’ll be able to do again soon.

Going forward Carol is focused on continuing to advise clients and provide them with a five star experience. She also wants to continue to find ways to refine her daily schedule so that she can do more business in less time and have the ability to help more people meet their real estate goals.

Photos by VHT, Dronehub Media, Komorav Headshots

To learn more about Carol Collins please call (312) 925–6311 or email ccollins@jamesonsir.com

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Top Agent Magazine

Jennifer Bender is proud to congratulate

CAROL COLLINS

on being featured for the State of Illinois in Top Agent Magazine!

Jennifer Bender NMLS#987313 Mortgage Loan Originator O: 312.753.7851 | C: 312.248.0220 JBender@WintrustMortgage.com SlamDunkMortgage.com 40 W. Hubbard St. 2nd Fl. Chicago IL

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas 14

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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PATTIE TAYLOR

Top Agent Pattie Taylor is the managing broker of the Wauconda location of RE/MAX Plaza, serving clients throughout Lake County and McHenry County.

With a desire to help clients and agents succeed, and backed by 38 years of experience in the industry, Pattie Taylor is one of Chicagoland’s most formidable REALTORS®. Her tenacity for the business began in 1982, after the purchase of her first house turned into a stressful ordeal due to a substandard transaction process. That’s when Pattie took charge and decided to get licensed. She eventually started her own company, and then merged it with RE/MAX PLAZA (becoming its Executive Vice-President) with six offices in the far northwest suburbs and Lake Geneva, WI. Pattie is the managing broker of the Wauconda location of RE/MAX Plaza.

She serves clients throughout Lake County and McHenry County.

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Her passion for helping buyers and sellers achieve their goals, as well as her professionalism, and in-depth knowledge of the marketplace, have earned Pattie many repeat and referral clients. “I have seen so many changes in my years in the business. What’s kept me successful all this time is staying on top of those changes while still maintaining my intense belief in the Code of Ethics that’s outlined by The National Association of REALTORS®, and living by it, training by it, and abiding by it. My clients are always my first priority,” she says.

Another part of Pattie’s success is her focus on forming long-term relationships with clients. In order to stay in touch with them after Copyright Top Agent Magazine

the transaction is over she mails out personal notes, makes phone calls, and checks in through social media. Pattie also utilizes the power of social media for marketing her listings. Her hard work consistently earns her the privilege of being a President’s Club award member.

Aside from the accolades and success, what brings her the most joy is the ability to help someone. “I love that I can help new agents become productive and successful, and that I can help my clients accomplish their needs in buying and selling real estate. I also enjoy the variety that every day in this business brings,” she says.

When Pattie isn’t working, she spends her free time with her husband and children. She is also dedicated to volunteering in various projects that help the local community. She is a member of the Wauconda Chamber of Commerce, and part of the Business and Economic Development Committee for the Village of Wauconda.

Going forward, Pattie is focused on continuing to help clients achieve their real estate goals, as well as mentoring agents on the best business practices for success. “I think the key to success in this business is being honest. I’m a straight shooter who doesn’t sugarcoat things— with both my clients as well as the agents I mentor. I do everything in my power to ensure that my students have the best information available for them to have a successful career in the real estate business, and that my clients get to experience a smooth transaction, whether that’s buying or selling commercial or residential real estate.”

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To learn more about Pattie Taylor please call call (847) 469–5234, email ppalzet-taylor@remax.net, www.remax.com/real-estate-agents/patricia-palzet-taylor-wauconda-il/100019936, or visit her website here Copyright Top Agent Magazine 17

5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 18

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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3

Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 20

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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BRYAN & CHRISSY NEWBOLD Bryan and Chrissy Newbold had owned separate houses before moving in together. “Chrissy moved into my house, but we kept Chrissy’s house,” Bryan recalls. “When we moved into a larger place, we decided to rent out both houses. I figured I should get my real estate license so I could manage them myself.” He obtained his license four years ago and became very successful on his own. When the work became too much for one person to handle, Bryan asked Chrissy if she’d like to join him. She did, getting her license two years ago.

The couple now work as independent agents with Lewke Partners at Keller Williams Success Realty in Crystal Lake, Illinois. With a sales volume on target to reach 26 homes this year, Bryan and Chrissy report that most of their business is referrals via their sphere of influence. “We’re honest and humble and offer topnotch customer service,” says Bryan, who’s also a fulltime corrections officer for the local sheriff’s office.

Adds Chrissy: “We like to say you get two Newbolds for the price of one, which means we work twice as hard for each client.”

It’s not surprising that the Newbolds receive stellar reviews for their esteemed work ethic. One client recently wrote: “Both Bryan and Chrissy are great! Very professional, friendly and knowledgeable. I was very nervous about this process and from the very start, I was put at ease with Bryan’s calm and Thorough way of making sure I fully understood every step we were going through.

When I say “we,” I mean just that.... he never made me

feel like I was alone or couldn’t come to him at any time with any question at all. Chrissy is super nice and immediately gave me the feeling that she was very organized and on top of all the details that needed immediate attention.”

“Chrissy and I complement each other,” notes Bryan. “Because our personalities and experiences are different, we offer our respective expertise to the client.” According to Chrissy, Bryan is better suited to work with listings and sellers, while her strength is working with buyers. “I love showing properties and finding the right homes for families,” she says.

The Newbolds stay in touch with their clients by sending out every occasion cards and holding community events. To market their listings, Chrissy creates videos from her still photographs. “We make them fun,” she says. “I add music and they’re very upbeat.”

As for promotion, they rely on Facebook. “We have a huge following,” says Bryan. “We also belong to several local groups which are very responsive.”

The couple likes to stay involved with the community and give back whenever they can. When not working, Bryan and Chrissy enjoy spending quality time with their children, ages 4 & 6. In addition, Chrissy loves to teach dance classes, and Bryan follows local sports.

Moving forward, the couple would like to eventually create their own team. “We’re also thinking about purchasing more investment properties to rehab and flip,” Bryan says.

Says Chrissy, “As we grow, we will continue to educate ourselves to better help our clients and the community.”

To learn more about Bryan and Chrissy Newbold, email newbold@lewkepartners.com, call (847) 204-2780 or visit lewkepartners.com.

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

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thought22

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

Teaching lessons to others reinforces your own professional values.

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

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

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

Mentorships allows you to see the big picture.

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

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

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

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

Mentoring young agents makes you a better leader.

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

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

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