Illinois 2-19-18

ILLINOIS EDITION

PROPERTIES: The Good, The Bad, and The Ugly IS STARTING A TEAM THE RIGHT SOLUTION for Your Business?

Tough Prospecting Environment Creates Need for NEW SOLUTIONS CREATIVE MEDITATION for the Real Estate Professional

FEATURED AGENT

ANDREA SULLIVAN COVER STORY

CORY TANZER

ILLINOIS EDITION

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ANDREA SULLIVAN

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CORY TANZER

ANDREA SULLIVAN

CONTENTS

4) PROPERTIES: THE GOOD, THE BAD, AND THE UGLY

19) TOUGH PROSPECTING ENVIRONMENT CREATES NEED FOR NEW SOLUTIONS

11) IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

22) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

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CORY TANZER

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Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You are not the world’s taste critic.

You cannot tell what people want. I

Copyright© 2014, Denise Lones. All rights reserved.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be have to tear down half the planet! creative. Use your marketing to target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or wanted that house. Period. ugly.

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ANDREA SULLIVAN 7

ANDREA SULLIVAN How did Andrea Sullivan—at only 30 years old—become such a positive and successful force in real estate? When she was sixteen, she started working as an office runner for one of the largest real estate agents in her hometown.

During college, she continued to work part-time in the business. After graduation, she took a job as an event planner in downtown Chicago. “I always loved real estate,” Andrea says with her characteristic enthusiasm, “so when the chance to work for a mega-agent who sells properties in eight different counties came up, I jumped at the opportunity!” As a closing coordinator, Andrea gained expertise in one of the more complicated aspects of the business and soon realized she wanted to become an agent herself. After obtaining her license, she joined forces with a business partner, Cindy Andrzejewski, and their work together has already far exceeded their expectations. “Cindy and I have been a team for the past year now and we’ve closed 107 homes!” Andrea says.

Andrea is licensed in Illinois and Wisconsin and serves the area from Chicago all the way to Milwaukee. Though a new agent, 98% of her business comes from referrals or repeat clients.

What keeps her circle of influence eager to refer people her way? She’s honest, gracious, and passionate about her work.

Those qualities shine through and when clients meet her for the first time they often gush about her fantastic energy. By the end of a transaction, her clients have often become like family.

“That’s what keeps our referral base growing,” she says with a humble smile.

When it comes to marketing, Andrea stays on top of cutting edge technologies, investing in online marketing via social

media. “That’s what I really focus on because I believe it’s the way of the future,” she explains.

Andrea understands the importance of an online presence for effective marketing. From videos and slideshow posts to client interviews and live stream tours of listings, she utilizes fun technologies that keep her audience engaged. “Our marketing is incredibly different from the teams in our area and it really sets us apart,” she says.

To stay in touch with past clients, Andrea and Cindy host client events and often stop by to see clients for a quick visit. For a personal touch, they send handwritten cards to express thanks and offer additional support. They also keep up with past clients on social media.

“We get to see what is going on with their lives and provide support as we can,” Andrea says. It comes naturally to her to show her clients that she cares–helping people is her very favorite part of the job.

Andrea and Cindy are involved in their local area Chamber of Commerce. This past winter season they participated in a diaper drive for a local nonprofit that gives back to single mothers.

They are both dog lovers and can be found walking dogs at their local shelter or giving back to rescues. “Anything we can do to help rescue dogs, we always rise at the opportunity,” Andrea says. In her cherished free time, Andrea loves to study trends in furniture and design, spend time with her husband and family, and play with her dogs. For the future, she plans to start her own nonprofit to give back even more to the community. This year, she hopes to double her sales over last year and begin to grow her team. She feels passionately that mentoring young agents in her area will drive positive changes in her local industry.

With her kindness, enthusiasm and profound expertise, she’s

To find out more about Andrea Sullivan, contact her via email at andrea@soldbyateam.com or by phone at (224) 577-9004 8

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Kimberly Chalekian-Bisaillon is proud to congratulate

ANDREA SULLIVAN

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

Kimberly Chalekian-Bisaillon | Account Executive 847-212-8635 | kchalekian@hwahomewarranty.com hwahomewarranty.com www.

Home Warranty of America | The Orange Company

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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans12

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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CORY TANZER 13

Cory Tanzer of Option Realty Group serves Chicago’s South Loop, West Loop and University Village areas. He runs a team of eight agents, with an additional 30 agents working for the brokerage who are not on his team.

Cory Tanzer of Option Realty Group is one of those rare individuals who planned and saved enough to buy his first house at a young age.

“I found it a fascinating process, looking at houses and going through the transaction,” he says. “And my wife’s family was in the business, so I’d been around it for a while.”

So, in 2014, when deciding to exit the grind of corporate America, Cory made the leap to real estate. He runs a team of eight agents, with an additional 30 agents working for the brokerage who are not on his team.

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Cory’s brokerage follows a unique structure.

“I work independently with my own assistant and I own the brokerage, but the other agents’ deals aren’t under my name,” he says. “We function as a team and cover for each other.”

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Cory’s areas of focus are the Chicago’s South Loop, West Loop and University Village – communities that are growing in prosperity and that are recognizing his efforts to connect them as a unified region.

“I’m Vice President of the University Village neighborhood association and part of Connecting Four Communities, he says, describing efforts to bring Little Italy, Pilsen, University Village and Tri-Taylor together. “I volunteer, host bimonthly Top Agent Magazine

volunteer events and we have a campaign called 365, for 365 days of giving.” He is also a passionate Bulls, Blackhawks and Cubs fan who regularly is seen out and about with his wife and son. And for his efforts to build community, Cory has been recently recognized by the University of Illinois at Chicago (UIC).

Cory’s personal activities not only bolster community building but business buildCopyright Top Agent Magazine15

“No matter what bumps there might be, I give them a plan for what we’ll do together to reach their goals.” ing. Already drawing 75% of his business from referrals, Cory does not need to purchase leads. A known community member, his clients tell him that they appreciate his enthusiasm and energy during the purchase or sale process. “They tell me how much they like that we become friends throughout it,” he says. “No matter what bumps there might be, I give them a plan for what 16Copyright Top Agent Magazine

we’ll do together to reach their goals.” To Cory, helping people reach milestones, whether buying their first home or selling a home to move on to their next one, is the best motivation to work hard.

For buyers, he ensures they have his full attention, understanding and commitment.

With his listings, he provides the utmost Top Agent Magazine

in consultation and market-readiness services. “I work with an interior designer who comes through the walk-through and gives the seller feedback on what needs to be changed,” he says. “After we have that feedback, we focus on the adjustments that need to be made or, if it’s vacant, we stage it.”

For listings at every price point, Cory gets professional video footage including drone video of the neighborhood. “The video is two or three minutes long and we also produce a 30-second ad about the property that we feature on social media to get people engaged, in addition to Matterport 3D and standard photos.”

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With his focus on service, Cory communicates with his clients regularly and thoroughly. “My clients say they like my clear approach, the way I answer their questions and am detail oriented,” he says. He makes a point of connecting with each client throughout the process, regularly checking in with them at least weekly. “Even if we have nothing new to report, they like the peace of mind hearing from me.”

That focus on other people’s needs is propelling the growth of Option Realty. “I plan to continue growing the brokerage’s brand downtown and in the suburbs, and expand Copyright Top Agent Magazine17

Rooted in customer satisfaction and treating people like family, Cory’s business is set to achieve aggressive growth goals. “We’re a small but mighty brokerage!” our brand around the city,” he says. “When people hear the word ‘Option,’ we want them to think of a prestigious brand that provides great service.” Rooted in customer satisfac-

tion and treating people like family, Cory’s business is set to achieve aggressive growth goals. “We’re a small but mighty brokerage!” he says.

Learn more about Cory Tanzer, visit Urbanoptionchi.com or go to Facebook, email cory@optionrealtygroup.com or call 312.218.4483. http://

https://www.facebook.com/Cory-Tanzer-Option-Realty-Group-New-Homes-for-Sale-144302452805001/

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Tough Prospecting Environment Creates Need for New Solutions

By Richard Weylman

Agents at all levels of experience in the industry continue to have a difficult time gaining access to qualified prospects on a favorable basis. The negative image that has been portrayed of the industry together with the general cynicism of the population has translated into more and more barriers being erected to close out sales people of all types.

The evidence of this continues to mount. Inquiries as well as questions at my various speaking engagements at industry functions indicate a general frustration with the state of the marketplace and the difficulty agents and managers are facing.

Today’s prospecting environment requires new solutions to old problems. No longer does “make more calls, see more people” address or solve the problem. Specific relational strategies and tactics are needed to gain access to qualified prospects.

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Here are just a few of the questions I’ve received recently from advisors and managers: Q: “Voicemail is everywhere. How can I get people to return my calls?”—Stephen G., Chicago, Illinois A: People return calls based on prioritization of the other calls they’ve received. People return calls for reasons of urgency or reasons of benefit. I would suggest that you write out very specific messages that you’re going to leave for your prospects. These messages should be laden with benefits, i.e., positive reasons that the prospect should return the call. As an example, “Mr. Donovan, this is Stephen G. As a teacher, you create lesson plans. As an advisor, I specialize in working with teachers to create a financial plan. Please call me at your earliest convenience.” Devise several of these messages specific to the market that you’re working so that 19

Today’s prospecting environment requires new solutions to old problems.

each of them sounds different and gives people specific reasons to return your call. Review the to be sure they are relevant and speak the language of the market. If in doubt, create 5-10 messages and ask clients to select the ones they like and to which they would respond.

Q: “How can I get CPAs and attorneys to work with me? I want them to refer their clients to me.” — George A., New York, New York A: CPAs and attorneys particularly like to stay in control of their clients and the decision-making process. For this and other reasons, CPAs and attorneys are not highly motivated to help you build your business by using them as the source of new prospects.

However, positioned as a valueadded asset, you can succeed here. As an example, if you are targeting a specific market in the food industry, align yourself with CPAs and attorneys who are also working in the 20

food industry. You find them by asking current prospects and clients who their attorneys and CPAs are and then meeting with them. Ask your clients to introduce you if necessary.

When you meet, give them specific reasons to work with you. As an example, by pointing out the financial knowledge and services you have available which could enhance the value they bring to their clients that will motivate them to act as a center of influence for you. They are in a competitive environment also, and the good ones are seeking to increase client value. In addition, when meeting with CPAs and attorneys, let them know of your long-term interest and that you will respect the relationship that they have with their clients. As a value-added asset, you can create a consistent prospect flow.

Q: “I’m targeting executives of major companies here in Rochester.

How can I best get their attention?”

—Bob J. Rochester, New York Top Agent Magazine

In today’s environment, only a systematic approach to relational marketing and prospecting will keep you in sales.

A: To reach executives effectively, keep three things in mind. First, you have to relate to these individuals.

Two, you need to speak their language.

Third, you must recognize that they are typically screened from any unwanted calls and/or mail. The best way to get their attention is to involve yourself in the activities and organizations that they support. As an example, the Senior Vice President of Marketing will most likely be involved in the American Marketing Association. The CFO will be involved in the CFO Society, heads of communication in IABC, etc.

belong to, ask executive clients to have or refer to Gale’s Encyclopedia of Associations regional edition (1800-877-GALE).

These questions represent a larger problem. In years past, the industry was focused on sales and transactions.

Not a great deal was done to enable the development of the local sales agency into a marketing and prospecting organization. Advisors were expected to simply sell their friends and neighbors. Today’s marketplace, however, is significantly different. In the past, sales kept you in business; in today’s environment, however only a Getting involved in these organization systematic approach to relational will allow you to reach these exec- marketing and prospecting will keep utives and, most importantly, position you in sales. yourself as a resource to them. By serving on committees and activities C. Richard Weylman is an expert in that they’re involved in and support- marketing, selling and communicating to ing the causes to which they are affluent and high net worth people. He is drawn, it will position you as a the author of “Opening Closed Doors, Keys resource to them, someone who is a To Reaching Hard-to-Reach People," as caring and credible individual. If well as numerous sales, relationship and you’re having difficulty determining marketing and management audio and the organizations that these executives video education programs.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite 22

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening Top Agent Magazine

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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