ILLINOIS 2-7-22

ILLINOIS EDITION

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

5 STEPS

FEATURED AGENTS

BETH ARMSTRONG STEPHEN BLOUNT & MARCUS REMBERT JUSTYNA BURLIGA KIMBERLY NEILL AMY ROGUS DAVE SNEHAL & SHELLY KHOKHARI TAMI STOUGH

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT 1 Billion-Plus Reasons Why You Should be Active on Facebook COVER STORY

VERONICA ODOM

ILLINOIS EDITION

BETH ARMSTRONG JUSTYNA BURLIGA STEPHEN BLOUNT & MARCUS REMBERT

Beth Armstrong has had a love for 50 properties Forreal the past 5 years, Stephen Blount and $18 million in sales in over whatever it takes to mak estate 9 since childhood. She was18 intro- Rembert have been 22 Marcus working in 2021. ents’ needs are satisfied, together to help make their clients’ real extends outside of real e duced to real estate when her mother says. “We don’t rush any taught her how to drive by visitingestate opendreams come true. “I got started Over the years, Beth has earned a remarkin real estate on the recommendation of able reputation for her care for our clients. houses and new construction developinvolvement in If we my best friend, Marcus, who is my busito a client and ments in Schaumburg, Illinois and the her community. In partnership with we a didn ness partner today,” Stephen recalls. “He before, they are now our f surrounding areas. Being especially interlocal restaurant; she has volunteered her was my real estate agent, helping me sell love and care about them. ested in architectural details and staging; time delivering soup to the homeless. my home and purchase a new home back Beth grew and advanced her skills in After experiencing the way Beth is also an animal lover and volunin 2015.

25 Giving back is a vital property sales and home decor early on. took care of my family, mak- teers additional time at her localand animal Marcus Stephen Marcus do. B Since then, she has become one of ing the ittop shelter where she walks the dogs. thePlainfi possible for us to purchase a home participantsIn in the VERONICAreal ODOM BURLIGA BETH ARMSTRONG STEPHEN BLOUNT estate agents JUSTYNA out ofDAVE Huntley, Illinois past, Beth also enjoyed volunteering her when we didn’t think we would be able to, I started to Chamber of Commerce and have serve SNEHAL & SHELLY KHOKHARI & MARCUS REMBERT truly consider becoming a real estate agent.”time Leadership Council for the past 2 ye and is certified in real estate negotiations, coaching her daughter’s competitive Williams Infinity Realty 500 A Whether you are a horse lover, a When business to market meet people international and and national relocations, team.

Beth’s life isover tolisting Tami on myself. her realNow, Icheerleading click onofbuyers’ our Dave Snehal ShellyStough Khokhariembarked and seeing the excitement onmotto our 26 29 33 35 Marcus’s passion for real estate similarly arose from coaches other agents, and is involved home marketing andafterat working dream more, more and be more! owner or just someone who wants a littlestaging, events who know me thrureach journey for already 15 people and tim decided to team internet up inestate real estate, they faces,” Shelly explains.

“I find ittime rewardhis own personal experience. “I got started in the busi- Starving Children and 100 Black Me sellinginluxury properties. space, if you are looking for property social media.” became an unstoppable force.

Serving ing to guide them through this process, years in theness public affairs and political listings to everyon 8 years ago, through my love of real estate and Stephen is a longtime active member When she is buyer not expertly negotiating sales orknow givingthatadNortheastern Illinois, not just anythe Realtor After raising her children as contemporary is deal looking for inChurch, avery home. greater Chicago area, their talents the comeBible together and world, most recently as aasays. press secrewide net.” business,” Marcus “After my wife and Isee bought Grace and She currently highly recommend Justyna for realto always had a passion for real Today, is a seventh-year solo realtor with Berkshire back, Beth enjoys relaxing with her family on your vacais going to be able to serve your needs.BethJustyna She serves clients all over the Chicagocomplement each otherBurliga andfor allow them these families areBoard going to create our first couple of homes, I was intrigued about the School of Education for the M tary a US congressman.

“Ivises had been stay-at-home mom, Kimberly clients on how to prepare and stage theirmany home Hathaway Starck Real Estate where she assists clients tions to the beach and reading a good book.

Keeping won’t be disappointed.” estate.

She just had to wait a while before she You are going to want to call AmytoRogus. land suburbs; from Indiana to Wisconsin. process and loved the idea of real estate being a District 201.

They are both also reach great heights.thinking Dave’s about profesmemories in their new home.”

At the making the shift to realappeal Tami in heav the Neill was excited tothree go back to best tosame those buyers, then creates profeswith journey relocations throughout Northwestern Chicago a healthy lifestyle, shetime, also enjoys running andlives yoga. gateway to The creating wealth and leaving a legacy.” theDave local feels YMCA, where they work o could pursue it.the “I had small children,” she past three years her business has sional started inestate the car business, honored to help for a while,” Tami recalls, “but Wauconda and ass area.

There, she has secured streamcontinued of repeatsional Beth strives$10M to the continue learning and growlished life-long relationships and Ste to father work.

After getting her photos to$8M, capture property in its best light. he andexplains. his owned asteady dealerinvestors secure commercial real estate, Amy specializes in Farm &where Ranch to Moreover, grow, selling Justyna attributes her success to several f “So I aput my plans aside tocompelling give attenI couldn’t come up with a on the communit referrals havetime been a huge part ing in order to new skills she can be the best The of resther is business’s history, and today Stephen andacquire Marcus his kids’sosports teams. ®for his father ship.

Whenthat ittion was to as he understands the power of these which encompasses Agricultural, Rural and $13M. When sheinacross started in of the industry she kne to my family.

But Iorder knew I would get my for Realtor She markets her listings all social media ’s“People license inme to reason to leave what I had and enter the derby, whose proc lead the Rembert Blount Property Group, serving growth over the years. refer because I’m resource her clients every stage of the the real estate retire, they decided toonce exit the business investments.

Residential and Horse Properties.

“It’s wanted to build her business on the corne license they got old enough not to need me the Plainfield-Joliet-Minooka area, as well as the surLooking toward the future, Stephen 24/7. There is sell no inconvenient time toand talk orher text.”

Beth process. “It’s really kind honing inmailers. anderans making suretransit platforms, the MLS, andofpostcard Before thean theunknown.” houses sheWhen husboss lost reelecwith together.

“He suggested IROGUS get into real her a hybrid between residential and com-adjusts Amy reinvests herof profits into busiKIMBERLY NEILL AMY DAVE SNEHAL TAMI STOUGH rounding areas including theI’m city Chicago.

Up toher thisdedication, to step With up their marketing now thatdete they of trust, commitment, and as much.” easily to her client’s required level of commutaking care of my clients.” strong ambitions tion, Tami’s mind was made up for her. she did housing pandemic, a lot of ashaven’t well.

“I band wereestate, flipping, she realized how much she enjoyed as he’s been investing in point propMaintaining presence inincluding the community & SHELLY KHOKHARI mercial because it can be either or both, ness.

This past summer she hired an the team’s business has come solely from repeat theadoor-knocking team.

“Inwill the past, we spen nication and remains available for them before, during of surpassing her 2021 numbers, Beth surely rise to tion, delivering a superior service to every “The opportunity presented itself, and I activities.

When erties for years,” explains.

After is the important to Dave Shelly.

They and referral an take impressive feat thatnew speaks tolatest ingtechnology,” dollars on and our business, but this co depending on the buyer’s intended use.” addsDave that assistant.

“We currently implementing processes the process.

Friends began approaching her forareclients, help advantage of she explains. and afterShe theThat transaction.

Beth loves meeting new peothe challenge while helping many families achieve their from start to finish.

Shegiving also knew day came in 2019 asthe Justyna got licensed decided now perfect time to inspire. get back, Tami researching it more, Dave knew itcan would host one or two fundraisers every year thewas trust and confidence they “When Iexcellent was will be,” Stephen says.

“We wantin tothat ma she contacts zoningselling departments regularly because so I still provide the personal touch and ple, getting to know their stories and working to he solve real goals. their own homes, and her career was born.

“But I estate like the old methods too, because of the CONTENTS Marcus’s client, made a support big impression on school me,” in front of people, while never losing w my license and go for it!”

Tami has been paddle boarding an term success would require that she con and went to work with Boutique Home Realty, be the perfect fit.

So he hit the ground running, and soon of various causes.

This year they raised money “researching zoning classificationany andissues the ordinances is customer service, while helping more people.”

This year that may arise head on.Stephen She shares her“That’s pas- just the person he is. He took the core, which is loving on people.” explains. personal connections I’m able to make.” asked Shelly to join him.

Born in Chicago to parents who for St. Jude’s Children’s Hospital and American Cancer in the business since 2005, and she has spent the past 17 serving clientsher indedication Chicago’s Southvery important. A buyer needs tosion know what they through can she’ll be attending more events, including the Midwest for real estate and care of me, andpersonal I’ve done theSociety. same withShelly my clients.”

4)do5“Maybe STEPS TO ACHIEVE 23) 5 SOCIAL MEDIA owned several properties, Shelly was surrounded by real helps MISTAKES at a Looking nonprofit,toward AndRise, her Ta years helping her clients achieve their real estate goals. thewith future, west suburbs.

In her first year she it’s the busy-body in me, but I enjoy going and cannot legally with a property, before they buy it.”

Horse Fair in April. attention to every client. For example, Beth is often Marcus agrees, and adds, “I love the a estate growing up.

“My mom often mentioned that I best friend which empowers victims of domestic abuse.

LONG TERM SUCCESS AS A birthday, REAL REAL ESTATE AGENTS MUST AVOID sustain my business mytogeth cur known tohouses,” send clients anniversary and baby closed over 20 transactions, and is set Stephen andlove Marcus themselves maintains apart by goingthose that comes from putting aatdeal Kimberly connections too, calling in and looking at she laughs.

“I also should refocus my energy into realgenuine estate, as it’s aprimarily great When they aren’t working or giving back, they are enjoyWith @properties, Tami serves the northern a little deeper into the relation above and beyond in caring for people.

“We do our clients accomplish their real estate ESTATE AGENT greeting demonstrating her appreciation The resources she has developed sets hercards apart too.

“I Amy also sends out custom calendars with photos from on been pace toblessing exceed that in or emailing clients every quarter let them know helping people, sointeractions. it’s aChicagoland to benumber able tosays. avenue to generate success and help others,” she ing life ascomes aTHE couple by traveling orchasing tending to their 27) BRANDING WAY TO toto area.

Anumbers solid 50% hertheir business opposed after ever for their have built relationships with a specific group of lenders her listings.

Because ofIS herof specialization and profesyear two, with her referral With David’s encouragement, she decided to go for it, dog and pet turtles. combine those two passions.” she’s thinking about them.

She also sends out 6) ARE YOU A TAKE YOUR BUSINESS TO THE NEXT To find out more about Stephen Blount and Marcus Rembert, from repeat and referral clients, an impressive feat that chose this career because there who are very experienced with these kinds ofalready properties. sionalism, Amy isAthankful that potential clients tend to beginning to add up. look and together they have assisted many families in achievyou can call them at 815.690.3670 (Stephen) or 815.793.5736 (Marcus When listing asome property, Beth the initiative toChristmas speaks to takes the trust and confidence she inspires.

Tami mate about the process of help AGENT? LEVEL? Not all lenders VALUE-ADDED will lend on Ag properties and do remember her, but “it helps me to stay in of calendars them, each But memclients ing their dreams.

Growth iscards onfront theand horizon as they toyear. add more atacross her reviews reveals happy emailclients, them at stephen@RBpropertygroup.com orplan marcus@rbpropertygroup have it seen all the social media channels availdescribes what she does as “Taking the hassle out ofonline real want place where they’re going not handle vacant landKimberly at all. Amy also working notes that as “I agive in®afull passive way.” bers to find their team.

They to welcome people haveto You can them at RBpropertygroup.com began Realtor time in 2014, often reach out to her.

“When you make anwho effort tol with onemedia couple writing: “This was able and to FOR her.

Social is with Beth’s bread and30) butter IF vets, IT’Sfarriers GOOD THE SOUL, 1 BILLION-PLUS REASONS estate, just a dash of fun.”

She explains, “When I their families.

It’s really reward referrals to large15) animal feed stores.

I Today, Dave focuses on the commercial side the busi-staythe outlook on real estate as they not just a and she ensures her video walkthroughs getof maximum an amazing experience, Justyna and today represents clients across Chicagoland insame touch with they’ll doado. the“It’s same.” am happy to provide types FOR ofshe contacts too.”

“I have always felt that...Specialized Buyers andpeople, Sellers...

IT’S these GOOD THE BUSINESS WHY YOU SHOULD BE ACTIVE read reviews, three most common that impacting person’s ness, while Shelly takes on my residential.

Atthe eXp Realty, license to themes sell real estate.

It’s much more than that.day-to-day We’re exposure.

This includes but is not limited to Facebook, To learn more about Beth Armstrong, went the extra mile to help us find and the city’s South suburbs with Keller Williams.

She Deserve a Specialized Agent.” come up are that I take care of everything and make it to know people, having fun in ON FACEBOOK they have all the tools and support to achieve their clients’ facilitating a gateway to their dreams for these folks.”

Instagram, Youtube and even TikTok. Utilizing various email BArmstrong@StarckRE.com, the perfect home in our price range.

WHY EMPLOYEE APPRECIATION Prior to getting 20) her Real Estate license, Amy worked as easy; that I listen to my clients’ needs and then go make and hopefully changing their goals.

As Dave and Shelly’s business is entirely based on created the adNeill Realty tools, Group hasexpertise built quite a Prior to the pandemic, Kimberly skated with a roller der-li management herand staging and profesBethArmstrong.net or call 847-612-4448 visit She pointed out a lot of issues that an assistant to MATTERS an appraiser, Ray, for 12 years.

When & CAN BOOST YOUR 34) CREATIVE WAYS TOdid SAY referrals, it’s clear they exceed expectations.

“We’re very it happen; and that I make the whole process fun.” sional photography; Beth has volume amassed of an $8-12 impressiveby successful business with an average team, with which she a lot of local charity work.

Ray retired, sheBOTTOM was offered a LINE position as anand Assistant to as we wecompassionate missed toured homes.

I committed towards our clients,” they THANK YOU million a year.

An“We impressive 90 percent of those transThese daysTami she invests is more apt to spend her leisure time a top producing agent.

In February 2014 she earned her explain. definitely want toit do everything we can toher When comes to marketing listings, Copyright Top Agent Magazine license. “Those first years were aget learning process,” Amy them want toorbe, sosure weclients. have actions come fromwhere eitherthey referrals repeat Her prorelaxing at the beach,out though she still loves to skate. As in making eacha solid home looks its best to stand Copyright Top Agent M Phone 310-734-1440 Fax 310-734-1440 flow that| allows us to domake that.” aWhen first meet on prospective buyers. recalls. “I started out reviews taking whatever business came my and great impression arecess glowing, and it doesn’t take long tothey underfor the future, she recently got her license for Florida, a client,relate they to askin-town the important questions and then outway, but I struggled because I didn’t “Before the photos are taken,and I make the house mag@topagentmagazine.com | www.topagentmagazine.com standI decided whatline keeps those clients coming back. happy lookssure forward to expanding her business in Tampa. entire whether the One person is buying, properties. In mid-2018, tothefocus ontransaction, my love looks as good as it possibly can, by providing the selling orbe investing.

They expectations during this buyer expressed her satisfaction like this: She also has plans of to the build anotherTop team in Illinois. of horse properties.”

No portion of this issue may reproduced in set any manner whatsoever without prior consent publisher. resources meeting, which allows necessary their clientsadditional to feel confident in to our clients, such as Agent Magazine is published by Feature Publications Inc. Although precautions taken“Once to ensure the accuracy decluttering,GA, staging, or painting,” Tamiaresays. thecareer next steps.

That was theofturning point in her that Magazine made her cannot be held responsible for opinions expressed or facts supplied by its published materials, Top Agent the honest, home isfun, in show-ready “Kim is “My one the most dedicated, and kind condition, we hire the best the top producer she To is today. andaddress, butter are authors. subscribe orbread change mag@topagentmagazine.com.

Published ® When photography videography in order in the U.S. assisting buyers,send they inquiry take thetoand time to understandteam that we can

AMY ROGUS

TAMI STOUGH

KIMBERLY NEILL VERONICA ODOM

www.

www.

Realtors that3 and you 20 could ever country properties that are between acres” sayswant. From the moment tolooks present thetohome the best what was an ideal property like them.inThis thenlight possible. After that, Amy. “The jump startI first to mytalked success when I mailed For more about Dave Snehal & Shelly Khokhari, to her to this day, she continues to be beleads to a detailed plan to get them there, and they don’t it’s about maximizing exposure.”

2 to those targeted land owners. That’s when my Top Agent Magazine postcards please call 773-230-8055For or more about yond helpful and so willing to clients do whatever she “One needsof my working their are satisfied. phone started ringing.” Anotherstop secret to heruntil success is email dave.snehal@expcommercial.com Contact Amy at 815-210-8633, please call 224 favorite parts about what do is handing the“Ikeys Towe that end, Tami says, invest heavily in working to do for you.

I“Horse am confident when I say that noover other knowing the equestrian community. people are

mailto:mag@topagentmagazine.com

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

2

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 7

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com.

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VERONICA ODOM Top Agent Magazine

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VERONICA ODOM Veronica Odom is a solo agent at Coldwell Banker Residential Brokerage, serving the greater Chicago area.

She is also a mentor to five agents in her office, and loves showing them how to grow their business.

Veronica Odom’s determination and drive was apparent even as a young child. She remembers going to her father’s company and organizing all of his files without being asked. “When I walked into his office, I knew then 10

and there that I wanted to be an entrepreneur,” she says. “It was something about the big chair, the desk and the paperwork that really inspired me.”

Once she grew up, those dreams were solidified after she ranked in the top Top Agent Magazine

five for sales at her job in telecommunications. With the confidence to step out on her own, she went to school for her master’s degree to learn the ins and outs of running a business. During that process, a friend asked her for advice about purchasing a home, and it finally dawned on her. “Real estate was where I was destined to be,” she says. After graduation, she enrolled in classes to receive her real estate license, and Top Agent Magazine

hasn’t looked back since.

Today she is a solo agent at Coldwell Banker Residential Brokerage, serving the greater Chicago area. She is also a mentor to five agents in her office, and loves showing them how to grow their business. “Communication is the most important aspect of a transaction,” she explains. “It is vital to be personable with clients and earn their trust.” By 11

expressing empathy and being there for her buyers and sellers, Veronica is largely referral-based. “They never hesitate to refer me to their friends and family, because I provide them undivided attention, extensive communication, integrity and trust.”

Aiming to make the process stress-free and enjoyable, Veronica takes the time to get to know each client. This means she is able to align her goals with theirs and get them the best deal possible,

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whether that means finding a home in their dream neighborhood for the right price, or selling their long-time family property. For her sellers, she implements strategic marketing plans which result in their listing selling for top dollar in the shortest amount of time. “Through my brokerage, I’m able to advertise on social media and reach a broad audience because we are a global company.”

Passionate about her community, Veronica carves out time to give back.

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She volunteered at a local women’s shelter and hopes to one day open a facility to help underprivileged people.

“I also volunteered with a company called Cradles to Crayons, which provides resources to low income families.” When she’s not working or staying active in her neighborhood, she’s playing sports, relaxing with family

or hanging out with friends.

Endless opportunities await Veronica, as she plans to develop a team of like-minded individuals and expand her reach. “My plan is to continue helping people on their real estate journeys, and developing lasting, meaningful relationships along the way.”

For more information about Veronica Odom, please call 312-925-2220 or email business.odom@gmail.com

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 16

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JUSTYNA BURLIGA

Justyna Burliga always had a passion for real estate. She just had to wait a while before she could pursue it. “I had three small children,” she explains. “So I put my plans aside to give attention to my family. But I knew I would get my license once they got old enough not to need me as much.”

That day came in 2019 as Justyna got licensed and went to work with Boutique Home Realty, serving clients in Chicago’s Southwest suburbs. In her first year she closed over 20 transactions, and is on pace to exceed that number in year two, with her referral numbers already beginning to add up. A look at her reviews reveals happy clients, with one couple writing: “This was an amazing experience, Justyna went the extra mile to help us find the perfect home in our price range.

She pointed out a lot of issues that we missed as we toured homes. I 18

highly recommend Justyna for your realtor. You won’t be disappointed.”

Justyna attributes her success to several factors.

When she started in the industry she knew she wanted to build her business on the cornerstones of trust, dedication, commitment, and determination, delivering a superior service to every client from start to finish. She also knew that longterm success would require that she constantly

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evolve through continued education and close observation of the habits of top agents in the industry. “That’s part of the reason I chose Boutique Home Realty,” says Justyna. “The team support here has been tremendous, which has allowed me to learn very quickly and use that knowledge in service of my clients. In any business, I think it is important to surround yourself with smart, successful people.”

But Justyna brings another strength to her work that just can’t be taught. She simply enjoys people. “I’ve always loved meeting new people and hearing their stories. I’m also a great listener. So I have a conversation with them up front to learn their situation and needs, their reasons for moving or purchasing, what they are hoping for in a home. Sometimes people will forget the needs they listed, but I won’t.

I’ll advise them based on that conversation, so that they can make the best decision for themselves and their family.”

When it comes to her listings, Justyna advises clients on how to prepare and stage their home for the market, then uses professional photography to capture the property’s best features.

Boutique Home Realty’s excellent marketing team then advertises the listing to a variety of platforms, including social media, dedicated real estate websites, or online ads.

Justyna’s leisure time still goes to her children—attending soccer practices, as well as dance, singing, and piano classes. She and her husband love planning family activities. They also teach their children social responsibility, and have taken them along when they volunteer at a local hospital. As for the future of her business, Justyna plans to keep growing as a Realtor, taking classes and learning from the veteran agents. When she thinks she’s ready, she will break out on her own.

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Contact Justyna at 708-717-5701 or email Justyna@BoutiqueHomeRealty.com Copyright Top Agent Magazine 19

Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in 20

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider Top Agent Magazine

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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BETH ARMSTRONG Beth Armstrong has had a love for real estate since childhood. She was introduced to real estate when her mother taught her how to drive by visiting open houses and new construction developments in Schaumburg, Illinois and the surrounding areas. Being especially interested in architectural details and staging; Beth grew and advanced her skills in property sales and home decor early on.

Since then, she has become one of the top real estate agents out of Huntley, Illinois and is certified in real estate negotiations, international and national relocations, home staging, internet marketing and selling luxury properties.

Today, Beth is a seventh-year solo realtor with Berkshire Hathaway Starck Real Estate where she assists clients with relocations throughout the Northwestern Chicago area. There, she has secured a steady stream of repeat referrals that have been a huge part of her business’s growth over the years. “People refer me because I’m 24/7. There is no inconvenient time to talk or text.” Beth easily adjusts to her client’s required level of communication and remains available for them before, during and after the transaction. Beth loves meeting new people, getting to know their stories and working to solve any issues that may arise head on. She shares her passion for real estate through her dedication and personal attention to every client. For example, Beth is often known to send clients birthday, anniversary and baby greeting cards demonstrating her genuine appreciation for their interactions.

When listing a property, Beth takes the initiative to have it seen across all the social media channels available to her. Social media is Beth’s bread and butter and she ensures her video walkthroughs get maximum exposure. This includes but is not limited to Facebook, Instagram, Youtube and even TikTok. Utilizing various ad management tools, her staging expertise and professional photography; Beth has amassed an impressive 22

$18 million in sales in over 50 properties in 2021.

Over the years, Beth has earned a remarkable reputation for her involvement in her community. In partnership with a local restaurant; she has volunteered her time delivering soup to the homeless.

Beth is also an animal lover and volunteers additional time at her local animal shelter where she walks the dogs. In the past, Beth also enjoyed volunteering her time coaching her daughter’s competitive cheerleading team. Beth’s life motto is to dream more, reach more and be more!

When she is not expertly negotiating sales or giving back, Beth enjoys relaxing with her family on vacations to the beach and reading a good book. Keeping a healthy lifestyle, she also enjoys running and yoga.

Moreover, Beth strives to continue learning and growing in order to acquire new skills so she can be the best resource for her clients in every stage of the real estate process. “It’s really kind of honing in and making sure I’m taking care of my clients.” With strong ambitions of surpassing her 2021 numbers, Beth will surely rise to the challenge while helping many families achieve their real estate goals.

To learn more about Beth Armstrong, email BArmstrong@StarckRE.com, visit BethArmstrong.net or call 847-612-4448 www.

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

4

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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STEPHEN BLOUNT & MARCUS REMBERT For the past 5 years, Stephen Blount and Marcus Rembert have been working together to help make their clients’ real estate dreams come true. “I got started in real estate on the recommendation of my best friend, Marcus, who is my business partner today,” Stephen recalls. “He was my real estate agent, helping me sell my home and purchase a new home back in 2015. After experiencing the way Marcus took care of my family, making it possible for us to purchase a home when we didn’t think we would be able to, I started to truly consider becoming a real estate agent.”

Marcus’s passion for real estate similarly arose from his own personal experience. “I got started in the business 8 years ago, through my love of real estate and business,” Marcus says. “After my wife and I bought our first couple of homes, I was intrigued about the process and loved the idea of real estate being a gateway to creating wealth and leaving a legacy.”

The rest is history, and today Stephen and Marcus lead the Rembert Blount Property Group, serving the Plainfield-Joliet-Minooka area, as well as the surrounding areas including the city of Chicago. Up to this point the team’s business has come solely from repeat and referral clients, an impressive feat that speaks to the trust and confidence they inspire. “When I was Marcus’s client, he made a big impression on me,” Stephen explains. “That’s just the person he is. He took care of me, and I’ve done the same with my clients.”

Stephen and Marcus set themselves apart by going above and beyond in caring for people. “We do

whatever it takes to make sure our clients’ needs are satisfied, and that even extends outside of real estate,” Stephen says. “We don’t rush anything. We truly care for our clients. If we were referred to a client and we didn’t know them before, they are now our friends, and we love and care about them.”

Giving back is a vital part of what Stephen and Marcus do. Both are active participants in the Plainfield Shorewood Chamber of Commerce and have served on the Agent Leadership Council for the past 2 years for Keller Williams Infinity Realty of over 500 Agents. Marcus coaches other agents, and is involved with Feed Our Starving Children and 100 Black Men of Chicago.

Stephen is a longtime active member in his church, Grace Bible Church, and currently serves on the School Board of Education for the Minooka School District 201. They are both also heavily involved at the local YMCA, where they work out, have established life-long relationships and Stephen coaches his kids’ sports teams.

Looking toward the future, Stephen and Marcus plan to step up their marketing now that they have expanded the team. “In the past, we haven’t spent much marketing dollars on our business, but this coming year, we will be,” Stephen says. “We want to make sure we stay in front of people, while never losing what we have at the core, which is loving on people.”

Marcus agrees, and adds, “I love the adrenaline rush that comes from putting a deal together and helping our clients accomplish their real estate goals.”

To find out more about Stephen Blount and Marcus Rembert, you can call them at 815.690.3670 (Stephen) or 815.793.5736 (Marcus), email them at stephen@RBpropertygroup.com or marcus@rbpropertygroup.com.

You can find them online at RBpropertygroup.com www.

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KIMBERLY NEILL After raising her children as a stay-at-home mom, Kimberly Neill was excited to go back to work. After getting her Realtor®’s license in order to sell the houses she and her husband were flipping, she realized how much she enjoyed the process. Friends began approaching her for help selling their own homes, and her career was born.

“Maybe it’s the busy-body in me, but I enjoy going in and looking at houses,” she laughs. “I also love helping people, so it’s been a blessing to be able to combine those two passions.”

Kimberly began working as a Realtor® full time in 2014, and today she represents clients across Chicagoland and the city’s South suburbs with Keller Williams. She created the Neill Realty Group and has built quite a successful business with an average volume of $8-12 million a year. An impressive 90 percent of those transactions come from either referrals or repeat clients. Her reviews are glowing, and it doesn’t take long to understand what keeps those clients coming back. One happy buyer expressed her satisfaction like this: “Kim is one the most dedicated, honest, fun, and kind Realtors® that you could ever want. From the moment I first talked to her to this day, she continues to be beyond helpful and so willing to do whatever she needs to do for you. I am confident when I say that no other Realtor® will look out for you like she does, even after you’ve already bought your home. She is there for you every step of the way and more.”

Her sellers benefit from Kimberly’s deep knowledge of the local market and her understanding of what the 26

contemporary buyer is looking for in a home. She advises clients on how to prepare and stage their home to best appeal to those buyers, then creates professional photos to capture the property in its best light.

She markets her listings across all of the social media platforms, the MLS, and postcard mailers. Before the pandemic, she did a lot of door-knocking as well. “I take advantage of the latest technology,” she explains.

“But I like the old school methods too, because of the personal connections I’m able to make.”

Kimberly maintains those connections too, calling or emailing clients every quarter to let them know she’s thinking about them. She also sends out Christmas cards and calendars each year. But clients often reach out to her. “When you make an effort to stay in touch with people, they’ll do the same.”

Prior to the pandemic, Kimberly skated with a roller derby team, with which she did a lot of local charity work.

These days she is more apt to spend her leisure time relaxing at the beach, though she still loves to skate. As for the future, she recently got her license for Florida, and looks forward to expanding her business in Tampa.

She also has plans to build another team in Illinois.

If you would like Kimberly’s help buying or selling a home, contact her at 708-878-9215 or email kimberlylneill@gmail.com Top Agent Magazine

Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 27

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 28

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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AMY ROGUS Whether you are a horse lover, a business owner or just someone who wants a little space, if you are looking for property in Northeastern Illinois, not just any Realtor is going to be able to serve your needs.

You are going to want to call Amy Rogus.

Amy specializes in Farm & Ranch which encompasses Agricultural, Rural Residential and Horse Properties. “It’s a hybrid between residential and commercial because it can be either or both, depending on the buyer’s intended use.” She adds that she contacts zoning departments regularly because “researching zoning classification and the ordinances is very important. A buyer needs to know what they can and cannot legally do with a property, before they buy it.”

The resources she has developed sets her apart too. “I have built relationships with a specific group of lenders who are very experienced with these kinds of properties.

Not all lenders will lend on Ag properties and some do not handle vacant land at all. Amy also notes that “I give referrals to large animal vets, farriers and feed stores. I am happy to provide these types of contacts too.”

Prior to getting her Real Estate license, Amy worked as an assistant to an appraiser, Ray, for 12 years. When Ray retired, she was offered a position as an Assistant to a top producing agent. In February 2014 she earned her license. “Those first years were a learning process,” Amy recalls. “I started out taking whatever business came my way, but I struggled because I didn’t relate to in-town properties. In mid-2018, I decided to focus on my love of horse properties.”

That was the turning point in her career that made her the top producer she is today. “My bread and butter are country properties that are between 3 and 20 acres” says Amy. “The jump start to my success was when I mailed postcards to those targeted land owners. That’s when my phone started ringing.” Another secret to her success is knowing the equestrian community. “Horse people are two degrees of separation so I began using Facebook Top Agent Magazine

to market myself. Now, I meet people at events who already know me thru social media.”

She serves clients all over the Chicagoland suburbs; from Indiana to Wisconsin.

The past three years her business has continued to grow, selling $8M, $10M and $13M. Amy reinvests her profits into her business. This past summer she hired an assistant. “We are currently implementing new processes so I can still provide the personal touch and excellent customer service, while helping more people.” This year she’ll be attending more events, including the Midwest Horse Fair in April.

Amy also sends out custom calendars with photos from her listings. Because of her specialization and professionalism, Amy is thankful that potential clients tend to remember her, but “it helps me to stay in front of them, in a passive way.”

“I have always felt that...Specialized Buyers and Sellers...

Deserve a Specialized Agent.”

Contact Amy at 815-210-8633, email amy@ilruralagent.com or amyrogus.com www.

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1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

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Top Agent Magazine

DAVE SNEHAL & SHELLY KHOKHARI When Dave Snehal and Shelly Khokhari decided to team up in real estate, they became an unstoppable force. Serving the greater Chicago area, their talents complement each other and allow them to reach great heights. Dave’s professional journey started in the car business, where he and his father owned a dealership. When it was time for his father to retire, they decided to exit the business together. “He suggested I get into real estate, as he’s been investing in properties for years,” Dave explains. After researching it more, Dave knew it would be the perfect fit. So he hit the ground running, and soon asked Shelly to join him. Born in Chicago to parents who owned several properties, Shelly was surrounded by real estate growing up. “My mom often mentioned that I should refocus my energy into real estate, as it’s a great avenue to generate success and help others,” she says.

With David’s encouragement, she decided to go for it, and together they have assisted many families in achieving their dreams.

Today, Dave focuses on the commercial side of the business, while Shelly takes on residential. At eXp Realty, they have all the tools and support to achieve their clients’ goals. As Dave and Shelly’s business is entirely based on referrals, it’s clear they exceed expectations. “We’re very committed and compassionate towards our clients,” they explain. “We definitely want to do everything we can to get them where they want to be, so we have a solid process flow that allows us to do that.” When they first meet a client, they ask the important questions and then outline the entire transaction, whether the person is buying, selling or investing. They set expectations during this meeting, which allows their clients to feel confident in the next steps.

When assisting buyers, they take the time to understand what an ideal property looks like to them. This then leads to a detailed plan to get them there, and they don’t stop working until their clients are satisfied. “One of my favorite parts about what we do is handing over the keys Top Agent Magazine

and seeing the excitement on our buyers’ faces,” Shelly explains. “I find it rewarding to guide them through this process, see the deal come together and know that these families are going to create many memories in their new home.” At the same time, Dave feels honored to help investors secure commercial real estate, as he understands the power of these investments.

Maintaining a presence in the community is important to Dave and Shelly. They host one or two fundraisers every year in support of various causes. This year they raised money for St. Jude’s Children’s Hospital and American Cancer Society. Shelly helps at a nonprofit, AndRise, with her best friend which empowers victims of domestic abuse.

When they aren’t working or giving back, they are enjoying their life as a couple by traveling or tending to their dog and pet turtles.

Growth is on the horizon as they plan to add more members to their team. They want to welcome people who have the same outlook on real estate as they do. “It’s not just a license to sell real estate. It’s much more than that. We’re facilitating a gateway to their dreams for these folks.”

For more about Dave Snehal & Shelly Khokhari, please call 773-230-8055 or email dave.snehal@expcommercial.com 33 Copyright Top Agent Magazine

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

Top Agent Magazine

TAMI STOUGH Tami Stough embarked on her real estate journey after working for 15 years in the public affairs and political world, most recently as a press secretary for a US congressman. “I had been thinking about making the shift to real estate for a while,” Tami recalls, “but I couldn’t come up with a compelling reason to leave what I had and enter the unknown.” When her boss lost reelection, Tami’s mind was made up for her.

“The opportunity presented itself, and I decided now was the perfect time to get my license and go for it!” Tami has been in the business since 2005, and she has spent the past 17 years helping her clients achieve their real estate goals.

With @properties, Tami primarily serves the northern Chicagoland area. A solid 50% of her business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. Tami describes what she does as “Taking the hassle out of real estate, with just a dash of fun.” She explains, “When I read my reviews, the three most common themes that come up are that I take care of everything and make it easy; that I listen to my clients’ needs and then go make it happen; and that I make the whole process fun.”

When it comes to marketing her listings, Tami invests in making sure each home looks its best to stand out and make a great impression on prospective buyers.

“Before the photos are taken, I make sure the house looks as good as it possibly can, by providing the necessary additional resources to our clients, such as decluttering, staging, or painting,” Tami says. “Once the home is in show-ready condition, we hire the best photography and videography team that we can in order to present the home in the best light possible. After that, it’s about maximizing exposure.”

To that end, Tami says, “I invest heavily in working with a marketing company to ensure that my listings are syndicated far and wide. When interested buyers Top Agent Magazine

click on our listings, we can retarget those people time and time again. We market our listings to everyone, and we are casting a very wide net.”

Tami lives in the lakeside community of Wauconda and assists each year in putting on the community’s annual ice fishing derby, whose proceeds help provide veterans with transitional living assistance including housing, jobs, and recreational activities. When she is not working or giving back, Tami enjoys hiking, biking, paddle boarding and kayaking on the lake.

Looking toward the future, Tami says, “My goal is to sustain my business at my current level. I want to dig a little deeper into the relationships I already have, as opposed to chasing after every lead that comes in. I chose this career because there’s something really intimate about the process of helping somebody find the place where they’re going to live their lives and raise their families. It’s really rewarding to know that you’re impacting a person’s day-to-day lifestyle. I love getting to know people, having fun interactions with people, and hopefully changing their lives for the better.”

For more about Tami Stough, please call 224-730-9661, email tamistough@atproperties.com, or visit edgewaterhometeam.com www.

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