ILLINOIS 2-21-22

ILLINOIS EDITION

5 TIPS TO GET NEW CLIENTS 3 EASY AT-HOME

FEATURED AGENTS

NEVEEN MICHAEL MARIA OROZCO MADA HITCHMOUGH RAFI SAHAKIAN DANIEL WINKOWSKI COVER STORY

TANIA MIHAYLOVA

DIY PROJECTS

TO INCREASE PROPERTY VALUE

CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

ILLINOIS EDITION

MARIA

NEVEEN MICHAEL

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SAHAKIAN WINKOWSKI TANIA MIHAYLOVA RAFI NEVEEN MICHAELDANIEL MARIA OROZCO MADA HITCHMOUGH

Rafi Sahakian builds his real estate busi- Winkowski pragmatic personal When Daniel entered the goes above and beyond ifelong passion for architecture every demographic, MadaThe increases her thanapproach journey in 1997, having previously worked in more a compliment;with it’sDan theaaffirmation 27 28my 31right thing that I’m doing the and serving my banking.

“After I helped husband establish realguy estate worldchances in the mid 2000s, he serious as well, a crea ness step-by-step, as a process would, touch buyers. fuels Rafi’s agency to moreimplementing than rior design, Mada Hitchmough of attracting his dental practice, I wanted to find a career clients well with their most important real esTANIA was determined to that succeed.

Dan to spread the wo with homebuyers at This $7.5 million annually in the Chicagoland nd her calling asfinding a real touchpoints estate method, with stellar ser-needs.” tate Her business is approach ever expanding, would allowalong me to behad presenther for my famMIHAYLOVA part of the initial than sticking a and were also helpmade others,”up Neveen recalls. “I and Neveen is thrilled to be a ings. who “Rather My background was in nursing, has resulted in Mada becoming a for every milestone. “I love numerous the aspectmentors of vice,ily with launch five years business.

He credlove to serve at a high level, and area I’ve always Kellerin Williams’ brand-new Sports of developers and investors, and they and letting the property se nted to find something could a process that’s one of the top had producing in so 2021. a passion foragent real estate, it was nat- + Entertainment goingthat through its the Coldwell Bankerdivision. with much of that ural fit!”

The rest is history and, for 25 years, steered him in the right direction.

With extremely proactive,” he ex my skills with my most interests,” she and touches the clients in valuable the value realtheestate handles Clients tenacity giant and work ethic Neveen has excelled at helping success her clients as superior communication skills and a up the phone and cold call s. Mada loved the fact that real Those work Neveen brings to her transactions. “I leave no makewho their real estate with dreams Mada come true.rave about different aspects of their life,” he says. back office duties.

That leaves Rafi with stone unturned, and I am fully present throughnatural ability toherconnect with people, run aggressive A longtime of team Illinois, Maria marketi Oroz ould still allow her to provide integrity, communication, and resident With Keller Williams Infinity, Neveen out the entire transaction,” she explains.

“I “It’s a unique kind of niche that I love, timeserves to keep in contact with clients as them they they knew Dan knowledge. would flourish inclient thiscovers allowing to alert active nal support and guidance to One recently said, love to solve problems, and I believe I’m very the Chicagoland area.

She the entire first took an interest insuch realasestate after acceptin the factendless that I just get an up-close kind other the birth goodmilestones, at it. When a difficult situation presents market with her specialty nichesreach being the field.

So he began working as a manthe listing.

They also list on while also providing “Mada is transparent and honest.

In my MADA HITCHMOUGH RAFI SAHAKIAN cityposition DANIEL as WINKOWSKI I focus on resolution as well as working west and north suburbs, and the a of Chica- itself, ankeeps assistant for herlife mother-in-la of look and participate in life-changing of a newborn.

He track of their aging broker in the greater Chicago commercial real estate websi nities for growth. “So I reached opinion is very atbusiness gauging a to alleviate client stress.” go. An she impressive 98% ofgood Neveen’s leading in theand region.

There, she had comesin from commercial repeat and referral a clients, a featon agent region, what’s specializing a vast amount events my clients have.That’s events social media follows up of sales/leases friend’s mom, who was athat wildly client’s motivation and she is very willthat speaks to the trust and confidence she in- Neveen’s unstoppable drive combines with a properties and investing mainly into excess of $5-$10million, chance towas learn the business from u passionate and basically the passion that ing drives me with phone text. he’spersonality not walking a ground an ful agent, and I started working to match that Thisor warm andWhen approachable to ensure the spires.

“I’m proud thatmotivation. soamany of my call clients CONTENTS industrial real estate himself.

Today, 50 active listings, Dan ha r,” she explains. to “I do fellthis.” in love the fourth house I’ve purchased and she homebuyer through the process, Rafi enjoys hiking which later inspired her tohimself pursue her own licens Dan also owns awas construction as a top agent in his rom there.” Today Mada works by far my company mostfishing engagedinand knowland nearby Wisconsin.

He also supports InHOW the years since, she has gone on to author andedgeable offers commercial renovations, which allows him 4) 5 TIPS TO 24) TOand RECOGNIZE o agent, serving the greater Chicago areaGET andin agent. You will notlocal regret having her on your Rafi applies skills learned Lean Six Sigma project high school sports serves as a civic board to combine alltable of his skills and passions into his work One owner raved, “Dan just gets it. He accomplished career as an agent, establishing zing in the North managment Shore. side of the when it comes to closing.”

NEW CLIENTS TRUE LUXURY PROPERTIES training in thewith corporate that Understanding member in a northwest Chicago suburb. his realworld. estateInclients. the indusquestions to ask, he knows instinctively network of satisfied clients and colleagues th methodology, progress is measuredtheininside milestones. out, Dan Mada exceeds expectations, as on the gas and when to brake. We retain portion of her business derives from repeats try Afrom resident of Highwood, makes time her to stay spans home state.

13) 3 EASY AT-HOME 29) CONCIERGE CARE: “If you’re a first time homebuyer, you’re going Looking forward, Rafi sees his solo agency spreadhe guides them through the transaction and provides commercial space for lease. He had t errals, as Mada prioritizes her client relation- involved in her community. She’s a board member our valuable advice.

He has received multiple prestigious to know what types of business to target, through this whole process.

I just love being part of ing into a three-member team serving the community DIY TO of INCREASE SERVICES THAT LURE nd stays in touch. She alsoPROJECTS ensures they have Celebrate Highwood, a non-profit organization awards, including 2017 @properties Outstanding advice on what to avoid.

He always that and transaction, taking theVALUE expertise that thathosts I have on “inevents aCLIENTS multidimensional bothEstate businessBroker and Today, Maria is with a Real withresp R experience during their giving fun,based neighborhood throughout theway,” PROPERTY AND TRANSFORM Achievement Award $5-10 Million, 2017 Commercial to emails and texts, and he advocated wel history also just year. knowing engagement.“ He banks on the Coldwell the support they the need.

“It’s aand verythen emotional “We the havesuburbs, a pumpkincommunity festival, aMAX carnival, live Partners, where she assists clients throug YOUR REPUTATION Silver Award forfits Industrial Sales Volume, 2018 negotiations.

The bottom that Dan ” Mada says. “Because background Forum music, casino night, farmer’s markets, and knowingofthemy neighborhoods, seeing exactly what Banker relationship to support sales growth.

“I justline is With out themore.”

Chicago metropolitan suburbs. h Commercial Forum Silver Award for Industrial Sales deal and we got our space leased.”

20) 4 QUALITIES OF ng, I really try to best holdto their throughout, Through gatherings, they raise myhand clients.

I just love that wholethese process,” he don’t want thousands to kind ofofdrop the ball on any of the Volume, and 2018 Commercial Forum off Tophours, Producer very thorough in says. explaining that’s dollars local charities. she’s and that’s one of the main EXCEPTIONAL EMPLOYEES “I justeverything love using all those toolsfor just to get my During clientsher that we acquire, Award.

When Dan isn’t working, he’s staying ng.” This holds true for both her buyers and spending time with family and friends, cooking, or together.” clients to the finish line.” drivers for having a team Rising Sun Masonic Lodge or donating t ers, as Mada understands the importance of staying active. to various local non-profit foundations. e in their lives. “Some of my clients are empty “I see both sides of the spectrum,” Dan explains.

A successful project manager, Rafi attributes his 60 properties for nearly or first time buyers, and they really need “Because In five I’ve years,owned Mada multiple sees herself doing exactly what multiple acres in Wisconsin raising goats Phone 310-734-1440 | Fax 310-734-1440 in repeat business that practical guidance two decades, can easily myself e there for them percent every step of the way.

So I to she’s doing Inow, but on aput larger scale.in“I my wantclients’ to keep sheep. During his free time, he is spending as well as his focus on long-term over shoes andinvestment understand what they are thinking feelrovide that to them.” growing and helping as many people as I and can.”

She two young sons. mag@topagentmagazine.com | www.topagentmagazine.com His extensive alsopersonalized means he is able to the simple dream of homeing.” ownership.

“It’s aexperience huge wants to continue providing service, Withofhis team inTop place and ready to No portion of thisthey’re issue begauge reproduced any manner prior consent thenew publisher. construction his “They don’t“I purchase that making,” says, adding thatforwhatsoever y Mada does this is by spreading the may word as he it’s one inof hercosts favorite partsbuyers. aboutwithout her career. to grow even more in the coming years. have tothan hire me foraable the remodeling, I am precautions happy to give Magazine published Feature Publications GA, Inc. Although are taken to ensure the accuracy wide about herAgent “I’m ®aishas big ofby just love being to connect with them. My tagalistings.

REALTOR tofan offer more what buyer never gets boring, he hopes a isprice estimate soheld they can make anopinions educated ofcan published materials, Agent Magazine cannot be responsible for expressed or facts supplied by to reach grea media, so I run ads ondo there, which areTop often line ‘Home istowhere your story begins.’

It’s just so online.

“The goal isthem really for them have thePublished span of his career. decision.”

Danto acts as aofone-stop-shop commerauthors.

To subscribe or change address, send inquiry mag@topagentmagazine.com. in the U.S. “I love that I’m p thousands of its people.

And I always send rewarding be part wherefor myall clients build what their need is and what’s best interest as anatoplace situations every day, and that I can meet estate needs, eliminating the hassle of going to cards and run print ads.” By reaching to cial soreal many memories.” investment for them.out Even though a lot of clients I cessful people.

It’s a very exciting thing to multiple experts for questions.

Neveen Michael embarked on her real estate

come back or refer me,” Neveen says. “It’s

have wanted to settle in and this is the dream house Top Agent Magazine For more information about Mada Hitchmough, To learn more about Rafi Sahakian, that they want, ultimately it is an investment. And For more information about Daniel Winkowski of KW Commercial, please call 847-732-2970 or email mada.hitchmough@compass.com visit HomesByBrokerRafi.com, it’s my job to make sure that there’s gonna be the 2

www.

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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 4

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

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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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TANIA MIHAYLOVA

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TANIA MIHAYLOVA “I keep my clients coming back to me by always striving for excellence,” she explains. “Every time I close a transaction, I go over what worked and what didn’t, and determine how I can improve.”

For as far back as Tania Mihaylova can remember, she’s felt drawn to help others. This led her to pursue a career in hospitality, where providing guidance and unmatched service was 8

a daily occurrence. Eventually, Tania decided to earn her real estate license, loving that it could offer her limitless opportunities while still allowing her to connect with people. By 2010, she Top Agent Magazine

became a full-time agent and hasn’t looked back since. Serving the greater Chicago area, including the suburbs, much of her business derives from repeats and referrals. With experience in commercial and residential real estate, and a history of representing family-owned businesses and corporations throughout the Chicagoland area, Tania serves a wide range of clients. Able to meet their needs while providing an Top Agent Magazine

enjoyable journey, she has developed a reputation for superior service.

“I keep my clients coming back to me by always striving for excellence,” she explains. “Every time I close a transaction, I go over what worked and what didn’t, and determine how I can improve.” At this point in her career, Tania has perfected the buying and selling process, which means 9

her clients can sit back and focus on making decisions. “After closing over 350 transactions, I’ve honed my negotiation skills, which I can utilize to get my clients the best deal possible.”

Throughout it all, Tania is providing guidance and support at every step, ensuring they understand what comes next so nothing catches them off guard.

Wanting to find the ideal home for her buyers, she takes the time to understand what they are looking for

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and creates a plan to achieve their goals. This includes attending showings with them, helping them see the potential in fixer-uppers, and submitting competitive offers within their budget. At the same time, she gets her sellers the most for their properties by having their home professionally photographed. “I also offer virtual tours, staging and I advertise on all the real estate websites as well as social media.”

Buyers, sellers and investors develop lasting relationships with Tania and continue to refer clients to her. One recently said, “We’ve worked with Tania on three occasions (one sale and two purchases). She genuinely cares about her clients. She is very business savvy, highly experienced and competent in every regard. Tania truly tried to understand our needs and she guided us through the home selection and purchasing process diligently and with the care you would expect from a close friend. Due to her many years of experience, she has built a network of connections (contractors, lawyers, bankers) that she generously shared with us.

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Tania is the best Realtor® I’ve dealt with, and I highly recommend her.”

In the next few years, Tania hopes to keep growing and building her own team. “I just hired my first assistant this year, as my production has doubled from last year. I’m also planning

to hire a buyer’s agent next year.”

Along the way, Tania will continue learning, as her goal is to always provide the best customer service possible. “I want to provide an amazing experience to everyone I serve.

Seeing people happy at the end of the transaction is my ultimate goal.”

For more information about Tania Mihaylova, please call 773-837-5573 or email Tania@TaniaSells.com 12

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

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

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

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

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

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

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

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

Transform tiled spaces into sparkling clean surfaces.

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

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

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or else decluttering cabinets and shelves for a fresher look.

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

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

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NEVEEN MICHAEL

Neveen Michael embarked on her real estate journey in 1997, having previously worked in banking. “After I helped my husband establish his dental practice, I wanted to find a career that would allow me to be present for my family and also help others,” Neveen recalls. “I love to serve at a high level, and I’ve always had a passion for real estate, so it was the natural fit!” The rest is history and, for 25 years, Neveen has excelled at helping her clients make their real estate dreams come true.

With Keller Williams Infinity, Neveen serves the Chicagoland area. She covers the entire market with her specialty niches being the west and north suburbs, and the city of Chicago. An impressive 98% of Neveen’s business comes from repeat and referral clients, a feat that speaks to the trust and confidence she inspires. “I’m proud that so many of my clients 18

come back or refer me,” Neveen says. “It’s more than a compliment; it’s the affirmation that I’m doing the right thing and serving my clients well with their most important real estate needs.” Her business is ever expanding, and Neveen is thrilled to be a part of the initial launch for Keller Williams’ brand-new Sports + Entertainment division.

Clients value the tenacity and work ethic Neveen brings to her transactions. “I leave no stone unturned, and I am fully present throughout the entire transaction,” she explains. “I love to solve problems, and I believe I’m very good at it. When a difficult situation presents itself, I focus on resolution as well as working to alleviate client stress.”

Neveen’s unstoppable drive combines with a warm and approachable personality to ensure Top Agent Magazine

lasting relationships with her clients. “I love to make personal connections,” she says.

“I love to turn my clients into dear friends.

The winning formula that I use to create the highest-level concierge service combines my sincere commitment to my clients and sharp business acumen, while utilizing a great team of vendor partners.”

When it comes to marketing her listings, Neveen pays close attention to all details and it starts well before the first showing. “If the client wishes, we work with an incredible home stager. I hire the best photographers and videographers, and I’m there on-site throughout the entire process.” From stagers to photographers/videographers, top lenders and attorneys, and a great marketing team, Neveen truly brings a standout roster of talent to bring her clients across the finish line. “My vendor partners are critical.”

Neveen is deeply involved in her community.

In addition to being a highly active member in her church, she is also a Trustee for the Naperville Education Foundation, which is the philanthropic arm of District 203. For 4 years ending this past May, Neveen also served as President of the Board of Young Naperville Singers, a nonprofit youth choral organization, and she remains on the Board as an advisor.

She continues to volunteer in multiple ways and seeks opportunities for service that positively impact her community.

“I am truly passionate about what I do, so it never feels like work,” Neveen says. “I love serving clients in the Chicagoland area, and helping them realize their dreams throughout their real estate journey. It’s an honor that I embrace with great heart.”

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To find out more about Neveen Michael, please call 630-697-8664, email neveenmichael@kw.com or visit neveenmichael.kw.com www.

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

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

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

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

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

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

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

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

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

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

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

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

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MARIA OROZCO

A longtime resident of Illinois, Maria Orozco first took an interest in real estate after accepting a position as an assistant for her mother-in-law, a leading agent in the region. There, she had a chance to learn the business from the ground up, which later inspired her to pursue her own license.

In the years since, she has gone on to author an accomplished career as an agent, establishing a network of satisfied clients and colleagues that spans her home state.

Today, Maria is a Real Estate Broker with RE/ MAX Partners, where she assists clients throughout the Chicago metropolitan suburbs. With her

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offices located in Berwyn, she has combined her passion for client service with her proven values of openness, integrity, and transparency, cultivating a truly unique workflow to meet the demands of any transaction.

When listing a property, Maria is there for her clients each step of the way. After helping them fully prepare for the market, she leverages the extensive resources at RE/MAX Partners to share their home via a blend of targeted digital and social media campaigns. From start to finish, though, she is there for her clients, including them in the process and educating them each step of the way.

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Elsewhere, Maria is just as attentive when assisting her buyers, leaning on her in-depth knowledge of the region to uncover the right investment for their best interests. Well-versed in everything from negotiations to new construction, she equips her clients with leading edge insights on the local market, ensuring a smooth transaction catered to their needs.

In fact, she keeps in touch with her clients long after the deals are done to build a lasting relationship and provide them with ongoing support in their new homes. “Above all, I want my clients to feel comfortable throughout their transaction,” she says. “From passing on my knowledge to keeping them informed of the market, I always make sure they are prepared to make sound decisions on their future.”

Over the years, Maria has earned a terrific reputation throughout the metropolitan suburbs, with the vast majority of her volume coming from repeat clients and referrals. Now averaging more than nineteen annual transactions, she remains committed to the elite standards of service that continue to set her apart. “This business comes down to treating people the way you would like to be treated. It’s so gratifying to get to know a client over the course of their transaction and provide them with the help they need.”

Outside her career, Maria enjoys participating in church events with her two children.

When she’s not with clients or giving back, she can be found spending quality time at home with her family. In the meantime, she has strong plans for the future of her business.

As her volume maintains its steady growth, she intends on expanding her work with new construction, recalling her own experiences of building her house when she was 21 years old.

But through it all, she is most excited about the new opportunities and connections that await in her hometown.

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To learn more about Maria B. Orozco call 708-945-2100, visit mariab-orozco.remax.com or email mborozco26@gmail.com http://

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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MADA HITCHMOUGH With a lifelong passion for architecture and interior design, Mada Hitchmough has found her calling as a real estate agent. “My background was in nursing, so I wanted to find something that could blend my skills with my interests,” she explains. Mada loved the fact that real estate could still allow her to provide emotional support and guidance to people, while also providing endless opportunities for growth. “So I reached out to a friend’s mom, who was a wildly successful agent, and I started working with her,” she explains. “I fell in love with it from there.” Today Mada works as a solo agent, serving the greater Chicago area and specializing in the North Shore.

A large portion of her business derives from repeats and referrals, as Mada prioritizes her client relationships and stays in touch. She also ensures they have a 5-star experience during their transaction, giving them all the support they need. “It’s a very emotional process,” Mada says. “Because of my background in nursing, I really try to hold their hand throughout, and I’m very thorough in explaining everything that’s happening.” This holds true for both her buyers and her sellers, as Mada understands the importance of this time in their lives. “Some of my clients are empty nesters, or first time buyers, and they really need someone there for them every step of the way. So I aim to provide that to them.”

One way Mada does this is by spreading the word far and wide about her listings. “I’m a big fan of social media, so I run ads on there, which are often seen by thousands of people. And I always send out postcards and run print ads.” By reaching out to

every demographic, Mada increases her chances of attracting serious buyers.

This method, along with her stellar service, has resulted in Mada becoming a top producing agent in 2021.

Those who work with Mada rave about her integrity, communication, and knowledge. One client recently said, “Mada is transparent and honest. In my opinion she is very good at gauging a client’s motivation and she is very willing to match that motivation. This was the fourth house I’ve purchased and she was by far my most engaged and knowledgeable agent. You will not regret having her on your side of the table when it comes to closing.”

A resident of Highwood, Mada makes time to stay involved in her community. She’s a board member of Celebrate Highwood, a non-profit organization that hosts fun, neighborhood events throughout the year. “We have a pumpkin festival, a carnival, live music, casino night, farmer’s markets, and more.”

Through these gatherings, they raise thousands of dollars for local charities. During her off hours, she’s spending time with family and friends, cooking, or staying active.

In five years, Mada sees herself doing exactly what she’s doing now, but on a larger scale. “I want to keep growing and helping as many people as I can.” She wants to continue providing personalized service, as it’s one of her favorite parts about her career. “I just love being able to connect with them. My tagline is ‘Home is where your story begins.’ It’s just so rewarding to be part of a place where my clients build so many memories.”

For more information about Mada Hitchmough, please call 847-732-2970 or email mada.hitchmough@compass.com Top Agent Magazine

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RAFI SAHAKIAN Rafi Sahakian builds his real estate business step-by-step, as a process guy would, finding touchpoints with homebuyers at every milestone. “I love the aspect of going through a process that’s one of the most valuable and touches the clients in different aspects of their life,” he says.

“It’s a unique kind of niche that I love, the fact that I just get an up-close kind of look and participate in life-changing events that my clients have.That’s what’s passionate and basically the passion that drives me to do this.”

Rafi applies skills learned in Lean Six Sigma project managment training in the corporate world. In that methodology, progress is measured in milestones.

“If you’re a first time homebuyer, you’re going through this whole process. I just love being part of that and taking the expertise that I have based on the history and then also just knowing the suburbs, knowing the neighborhoods, seeing exactly what fits best to my clients. I just love that whole process,” he says. “I just love using all those tools just to get my clients to the finish line.”

A successful project manager, Rafi attributes his 60 percent in repeat business to that practical guidance as well as his focus on long-term investment over the simple dream of home ownership. “It’s a huge purchase that they’re making,” he says, adding that a REALTOR® has to offer more than what a buyer can do online. “The goal is really for them to have what their need is and what’s best interest as an investment for them. Even though a lot of clients I have wanted to settle in and this is the dream house that they want, ultimately it is an investment. And it’s my job to make sure that there’s gonna be the best investment that’s going to just grow as the years come by.”

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The pragmatic approach with a personal touch fuels Rafi’s agency to more than $7.5 million annually in the Chicagoland area with five years in business. He credits Coldwell Banker with much of that success as the real estate giant handles back office duties. That leaves Rafi with time to keep in contact with clients as they reach other milestones, such as the birth of a newborn. He keeps track of their life events on social media and follows up with a phone call or text. When he’s not walking a homebuyer through the process, Rafi enjoys hiking and fishing in nearby Wisconsin. He also supports local high school sports and serves as a civic board member in a northwest Chicago suburb.

Looking forward, Rafi sees his solo agency spreading into a three-member team serving the community “in a multidimensional way,” with both business and community engagement.“ He banks on the Coldwell Banker relationship to support sales growth. “I just don’t want to kind of drop the ball on any of the clients that we acquire, and that’s one of the main drivers for having a team together.”

To learn more about Rafi Sahakian, visit HomesByBrokerRafi.com, email rafi.sahakian@cbrealty.com or call 847.834.5099 or 630.789.8280 www.

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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 30

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.

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DANIEL WINKOWSKI When Daniel Winkowski entered the real estate world in the mid 2000s, he was determined to succeed. Dan had numerous mentors who were made up of developers and investors, and they steered him in the right direction. With superior communication skills and a natural ability to connect with people, they knew Dan would flourish in this field. So he began working as a managing broker in the greater Chicago region, specializing in commercial properties and investing mainly into industrial real estate himself. Today, Dan also owns a construction company and offers commercial renovations, which allows him to combine all of his skills and passions into his work with his real estate clients. Understanding the industry from the inside out, Dan exceeds expectations, as he guides them through the transaction and provides valuable advice. He has received multiple prestigious awards, including 2017 @properties Outstanding Achievement Award $5-10 Million, 2017 Commercial Forum Silver Award for Industrial Sales Volume, 2018 Commercial Forum Silver Award for Industrial Sales Volume, and 2018 Commercial Forum Top Producer Award.

“I see both sides of the spectrum,” Dan explains.

“Because I’ve owned multiple properties for nearly two decades, I can easily put myself in my clients’ shoes and understand what they are thinking and feeling.” His extensive experience also means he is able to gauge construction costs for his buyers. “They don’t have to hire me for the remodeling, I am happy to give them a price estimate so they can make an educated decision.” Dan acts as a one-stop-shop for all commercial real estate needs, eliminating the hassle of going to multiple experts for questions.

Dan goes above and beyond for his sellers as well, implementing a creative marketing approach to spread the word about listings. “Rather than sticking a sign out there and letting the property sell itself, I am extremely proactive,” he explains. “I pick up the phone and cold call.” He and his team run aggressive marketing campaigns, allowing them to alert active buyers about the listing. They also list on all the major commercial real estate websites. Producing a vast amount of sales/leases every year in excess of $5-$10million, and with nearly 50 active listings, Dan has established himself as a top agent in his region.

One owner raved, “Dan just gets it. He knows what questions to ask, he knows instinctively when to step on the gas and when to brake. We retained Dan to list our commercial space for lease. He had the knowledge to know what types of business to target, and gave sage advice on what to avoid. He always responded quickly to emails and texts, and he advocated well for us during negotiations. The bottom line is that Dan brought us a deal and we got our space leased.”

When Dan isn’t working, he’s staying active in the Rising Sun Masonic Lodge or donating time and funds to various local non-profit foundations. He also owns multiple acres in Wisconsin raising goats, donkeys and sheep. During his free time, he is spending time with his two young sons.

With his new team in place and ready to go, Dan hopes to grow even more in the coming years. In a path that never gets boring, he hopes to reach great heights over the span of his career. “I love that I’m put in different situations every day, and that I can meet so many successful people. It’s a very exciting thing to be a part of.”

For more information about Daniel Winkowski of KW Commercial, please call 847-445-7325 or email danwinkowski@kw.com Top Agent Magazine

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