ILLINOIS 3-30-20

ILLINOIS EDITION

6 Habits of Highly Productive Agents

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

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

FEATURED AGENTS

AMY FOOTE JEANNETTE PAWULA MARIETTA RUMPS

COVER STORY

HAMZA HASSAN “REALTOR ON THE RISE - 2019” “REMAX 10 HIGHEST COMMISSION EARNED - 2019”

ILLINOIS EDITION

one L. Reyes and the entire team at s Title Network are proud to congratulate

MARIETTA RUMPS 6

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27 AMY FOOTE JEANNET

Jeannette Pawu A former director of marketing, com Amy Foote struggled in to commercial find goar opment before employment during the upheaval on a switch following Sept 11, 2001.make When the real estate. She someone suggested real estate, 300 the luxury sec she sought top producers and ago, then went Mo managing brokers to getChicago an idea Resid MARIETTA RUMPS HAMZA HASSAN AMY FOOTE JEANNETTE PAWULA wo of what it took to be successful. a 20M+ Top When she realized she was Estate Teamwh rec but good at what the job required Chicago Association of Realtors last ye – chiefly managing rela- any per native, she is proud client to represent are tionships and being a “people she decided to Sheinte goes person” where her– clients need her. doe is o give it a try. of sales in the West Loop, Wicker Park fee West Town neighborhoods.

CONTENTS Eighteen successful years later, she hasn’t looked into residential To back. She now serves theJeannette Chicagoentered metropolitan area real quickly become recognized as a top risi in – Chicagoland – where she completed 91 transactions 4) HOW TO ANSWER 10) 1 BILLION-PLUS REASONS and referral rate surpassing any whe last year, focusing most ofrepeat her efforts in the northwest THE INEVITABLE QUESTION: WHY YOU SHOULD BE ACTIVE her business last year coming almost e live suburbs. An indicator of her success in the area is that WHY SHOULD I CHOOSE YOU? ON FACEBOOK past clients.

“My clients are incredible. the an amazing 78 percent of her business comes from friends. Our team motto is, ‘Service, n boa repeats and referrals. Says Amy, “There’s nothing more we honestly want to represent their bes 9) DAILY HABITS THAT WILL 19) 5 SOCIAL MEDIA MISTAKES vol satisfying than a client calling you back five years later given deal. I think that makes a big diffe INCREASE YOUR MENTAL REAL MUST becauseESTATE they trustedAGENTS and liked you the firstAVOID time.” reason why her clients trust her is tha Fut STRENGTH their interests over her own. “I recen gro For this, she cites the FOOTE team’s dedication who wanted to make an offertoon a pro 24) 6 HABITS HIGHLY bus top-flight customer OF service.

They stay in touch with completely overpriced. I wanted to guid PRODUCTIVE AGENTS retia their clients regularly through email sarily direct talk hercampaigns, out of it, but talk to her ONE L. REYES | ADVISORS TITLE NETWORK newsletters, monthly property wh value her updates, and in min while keeping best interest birthday and anniversary cards. But Amy, property it all starts herfor another and savin Cell: 312-315-7373 | dione@atntitle.com with phone calls. “I believefinding face to of in dollars, andface the and best voice part isto that she l voice,” she says. atntitle.com

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

www.

Phone 310-734-1440 | Fax 310-734-1440

Jeannette is not averse to finding clie

way: viashe Instagram. am huge on soci Beyond stellar customer service, says her“Iapproach mag@topagentmagazine.com | www.topagentmagazine.com Instagram is one of the best tools to to real estate – thinking of herself as a small business with individuals.

It’s a great way for owner, opposed sales agentTop – sets her apart from No portion of this issue may be reproduced in any manner whatsoever withoutasprior consenttoofathe publisher.

Agent Magazine understand your personalityshe to begin w is published by Feature Publications GA, Inc. Although precautions areher taken to ensure thevery accuracy of the published materials, peers.

“I am big in business planning,” my dog, and normal things I do on a d Top Agent Magazine cannot be held responsible for opinions expressed or facts authors. says.

“At supplied the end by ofitsevery year, we examine what went clients from Instagram who feel like th To subscribe or change address, send inquiry to mag@topagentmagazine.com. right, what went wrong, what we can improve on. We’re me, and feel connected to me.”

And in Published in the U.S. constantly testing everything we do.”

900 Skokie Blvd., Northbrook, Il 60062

touch with clients, she uses her large ensuring that she can touch base a few

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This led to her using professional video to market her listings. “You only have one chanceTop to Agent make aMagazine good first impression,” she says. “We do everything we can to maximize our Internet presence because that’s where the

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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MARIETTA RUMPS Marietta Rumps got her start in real estate back in 2004. Her sister-in-law’s family, owners of the local Century 21 Lullo brokerage, led by Michael and Linda Lullo, encouraged her to try her hand at the business.

When the timing was finally right, Marietta decided to launch her career there. Now, nearly seventeen years later, she has established herself as an agent known for her trustworthiness, superlative service, and personal touch.

Today, Marietta spearheads her word under the banner of RE/MAX Destiny, owned by Angie Palazzolo, where she is part of the Angie P. Team. From her home base in Addison, Marietta serves clients across the region, anywhere from Plainfield to Huntley. In fact, Marietta is a lifetime native of the area, and she leverages this in-depth local knowledge to the benefit of her clients.

“I grew up here, I live here, and my kids went to school here,” she says. To date, almost the entirety of her business is driven by repeat and referral clientele who trust her astute counsel and inviting nature. In addition to more than a decade of industry experience, Marietta also cites communication, integrity, and a heart of service as some of the defining characteristics of her business. “It all comes down to trust,” she says. “People know they can feel comfortable talking to me, and I’m a good listener. They trust me with what they have to say and what their goals are.” What’s more, Marietta prioritizes the personal connection at the heart of every home bought or sold. Long after the closing table has been reached, she remains a resource for her clients.

“I love to help people,” she says. “Sometimes buying or selling a home happens for unexpected reasons, and it’s our job to help someone get back on their feet and make a life transition. Other times, it’s a happier circumstance, like a growing family that needs more space. Whatever the situation, it’s rewarding to see that excitement as people meet their goals and begin the next phase of their lives.”

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When listing properties, Marietta accounts for all aspects of marketing campaigns. Every home is equipped with high-end photography and video slideshows that provide prospective buyers with an immersive first impression. From there, listings are distributed across the MLS, the leading online listing platforms, and social media outlets. She also taps her sizable network of past clients and fellow agents to create buzz on a local level, sourcing ideal buyers in short order. On average, she closes roughly 30 transactions annually, underscoring her experience and proven track record.

Beyond the office, Marietta stays busy with various commitments in and around the community. As she looks toward the future, she intends to keep progress going steady as her business continues to grow. She also aspires to increase her presence in the senior marketplace, a subset of buyers and sellers she holds near and dear to her heart.

“I really love what I do,” she says, “and I hope that it keeps growing.” Finally, with years of insight behind her, Marietta Rumps relays her thanks to the loved ones who made her career in real estate such a success. “I have a very supportive husband and family,” she reflects, “and I couldn’t do this without them. I’ve been working in this business for seventeen years and I wouldn’t be where or who I am today without their support.”

To learn more about Marietta Rumps email mrumps01@gmail.com, visit her website here, or call 630-788-4626 https://www.remax.com/real-estate-agents/marietta-rumps-elk-grove-village-il/100104000 Copyright Top Top Agent Agent Magazine Magazine

Dione L. Reyes and the entire team at Advisors Title Network are proud to congratulate

MARIETTA RUMPS

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

DIONE L. REYES | ADVISORS TITLE NETWORK Cell: 312-315-7373 | dione@atntitle.com atntitle.com www.

900 Skokie Blvd., Northbrook, Il 60062

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Sansonetti & Bertakis, LLC is proud to congratulate

MARIETTA RUMPS

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

STELLA BERTAKIS (847) 352-0700 | stella@lawSBLLC.com www.lawSBLLC.com 1101 Perimeter Drive Suite 675, Schaumburg, Illinois 60173 8

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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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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HAMZA HASSAN “REALTOR ON THE RISE - 2019” “REMAX 10 HIGHEST COMMISSION EARNED - 2019” Top Agent Magazine

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HAMZA HASSAN Top Agent Hamza Hassan spearheads his work under the banner of RE/MAX 10, serving clients across Chicago’s southwest suburbs.

Hamza Hassan was already an avid businessman when his father suggested he try his hand at real estate. His father, five uncles, and grandfather were all enterprising Southwest Chicago small-business entrepreneurs—each with an active sideline in property.

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Never one to back down from a challenge, Hamza put his entrepreneurial insight to work and earned his real estate license. “I took it to the next level from there,” he remembers, “and I love what I do.” In the four years since his industry debut, Hamza has established himself Top Agent Magazine

as an agent known for his professionalism, superlative service, and personal touch. Along the way, he earned a host of accolades, including Rookie of the Year in 2016, RE/MAX 10’s Largest Commission 2019, RE/MAX 10 Realtors on the Rise 2019, Executive Club 2018, and 100% Club 2019. Likewise, he has more than doubled his production in both sales and volume, year over year.

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Today, Hamza spearheads his work under the banner of RE/MAX 10, serving clients across Chicago’s southwest suburbs. There, he has driven a business largely generated by repeat and referral clientele who trust his commitment to communication and their best interests. “It all comes down to good service,” Hamza says. “I’m always available, and I’m very communicative with my clients.

I pick up my phone and make sure I’m responsive 15 Copyright Top Agent Magazine

“Another major factor in my success is that I work quickly and get my buyer clients into properties the same day listings hit the market. If they liked the property I get my offer in immediately.” so that my clients always have their questions answered and know I’m here to help.”

Hamza always applies a family-centric approach to his work and appreciates the upheaval a big move can often make. What’s more, he leverages his prior experience in sales and marketing to position clients competitively. “I’m a father and husband with three kids, and I graduated from the University of Illinois–Chicago, studying Business Administration,” he recounts. “I’ve always been Copyright Top Agent Magazine 16

an extrovert, so I really enjoy the opportunity to meet new people, help them through this process, and be proactive. Being proactive is how you stay competitive, and I like to keep momentum moving forward.”

When listing properties, Hamza accounts for every detail, beginning with consultations that help homeowners declutter, depersonalize, and otherwise position their properties to return high value.

From there, high-end photography, online tours, Top Agent Magazine

and all-around documentation creates an immersive impression for prospective buyers, while premium visibility across the leading online listing platforms and social media outlets creates buzz near and far. “We work hard to earn maximum exposure for every property, which helps them move a lot quicker off the market,” he says. “Another major factor in my success is that I work quickly and get my buyer clients into properties the same Top Agent Magazine

day listings hit the market. If they liked the property I get my offer in immediately.”

Hamza is experienced in working with both residential and commercial properties, but no matter what inventory he’s buying or selling, he prioritizes the client connection at the heart of every deal. “I love helping people find the right property for them,” he says, “and I derive great satisfaction Copyright Top Agent Magazine 17

when we get to the closing table, knowing that I’ve been able to guide them through this process.”

Beyond the office, Hamza gives back to his community by supporting various causes, organizations, and events. In his free hours, he most enjoys time spent with family and loved ones, as well as escaping on travel adventures.

As for the future, Hamza intends to keep progress steady as he continues to grow his business year over year, with plans to bring on a transaction coordinator and eventually grow a team of his own to mentor. Now, with four years of experience and insight behind him, the future looks bright for Hamza Hassan.

To learn more about Hamza Hassan call (708) 945–9934, email hhassa4@gmail.com, or visit remax.com/real-estate-agents/hamza-hassan-palos-park-il/101973773 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.

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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 20

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.

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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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AMY FOOTE A former director of marketing, Amy Foote struggled to find employment during the upheaval following Sept 11, 2001. When someone suggested real estate, she sought top producers and managing brokers to get an idea of what it took to be successful.

When she realized she was good at what the job required – chiefly managing client relationships and being a “people person” – she decided to give it a try.

Eighteen successful years later, she hasn’t looked back. She now serves the Chicago metropolitan area – Chicagoland – where she completed 91 transactions last year, focusing most of her efforts in the northwest suburbs. An indicator of her success in the area is that an amazing 78 percent of her business comes from repeats and referrals. Says Amy, “There’s nothing more satisfying than a client calling you back five years later because they trusted and liked you the first time.”

For this, she cites the FOOTE team’s dedication to top-flight customer service. They stay in touch with their clients regularly through direct campaigns, email newsletters, monthly property value updates, and birthday and anniversary cards. But for Amy, it all starts with phone calls. “I believe in face to face and voice to voice,” she says.

communication starts with the consumer.” Her current goal is to increase her social media presence, especially on YouTube, where she has gone from 7 subscribers at the beginning of the year to 142 currently, with a goal of 300 by year’s end.

More than anything else about the job, Amy enjoys working with her clients. She started out at a lab desk while getting her undergraduate degree in chemistry, but quickly realized that wasn’t for her. “It’s just not my personality,” she says. “I very much enjoy the human interaction and I really enjoy helping people make what is often the biggest financial decision of their life. It feels good knowing that they feel great about it.”

To give back, she and her husband are heavily involved in their small community of Sleepy Hollow, Illinois which is part of the Chicago suburbs, where they’ve lived for 21 years. They focus most of their efforts on the schools attended by their kids. Amy serves on the board of school district’s food pantry, and her husband volunteers as a varsity football coach.

Future goals for her business? “Growth. Massive growth,” says Amy. “It is my intention to double our business in the next five years. At some point I’d love to retire, but I don’t see that anytime soon. If you’re doing what you love, it’s not working!”

Beyond stellar customer service, she says her approach to real estate – thinking of herself as a small business owner, as opposed to a sales agent – sets her apart from her peers. “I am very big in the business planning,” she says. “At the end of every year, we examine what went right, what went wrong, what we can improve on. We’re constantly testing everything we do.”

This led to her using professional video to market her listings. “You only have one chance to make a good first impression,” she says. “We do everything we can to maximize our Internet presence because that’s where the Top Agent Magazine

To learn more about Amy Foote, email amy.foote@bairdwarner.com, visit footeteam.com, or call (847) 602-9979 www.

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 24

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova25

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 26

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

Top Agent Magazine

JEANNETTE PAWULA Jeannette Pawula was working in commercial real estate development before she decided to make a switch into residential real estate. She got her start in the luxury section four years ago, then went on to cofound Chicago Residential Partners, a 20M+ Top Producing Real Estate Team recognized by the Chicago Association of Realtors last year. As a Chicago native, she is proud to represent any area of the city, and goes where her clients need her. She does a high volume of sales in the West Loop, Wicker Park and surrounding West Town neighborhoods.

Jeannette entered into residential real estate and has quickly become recognized as a top rising star, with her repeat and referral rate surpassing any expectations, and her business last year coming almost exclusively from past clients. “My clients are incredible. I treat them like friends. Our team motto is, ‘Service, not just sales.’ So we honestly want to represent their best interest in any given deal. I think that makes a big difference.” Another reason why her clients trust her is that she prioritizes their interests over her own. “I recently had a client who wanted to make an offer on a property, and it was completely overpriced. I wanted to guide her, not necessarily talk her out of it, but talk to her about her budget while keeping her best interest in mind. We ended up finding her another property and saving her thousands of dollars, and the best part is that she likes it better!”

Jeannette is not averse to finding clients the modern way: via Instagram. “I am huge on social media. I think Instagram is one of the best tools to really connect with individuals. It’s a great way for people to really understand your personality to begin with. I showcase my dog, and normal things I do on a day-to-day. I get clients from Instagram who feel like they already know me, and feel connected to me.” And in order to stay in touch with clients, she uses her large CRM database, ensuring that she can touch base a few times a year.

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When it comes to marketing, Jeannette leaves no stone unturned. She utilizes Compass’s tools and platforms, including the brokerage’s exclusive “Coming Soon” and “Concierge” programs. She also employs top-notch photographers, invests in ads as well as brochures, and markets through multiple channels, including LinkedIn and other social media. She also does a fair share of reverse prospecting, and broker-to-broker insights.

Running a very successful and busy real estate business might leave some agents too tired for anything else, but not Jeannette, who finds time to stay passionate about causes dear to her heart. She is active in international charity aid. She is also big into dog rescue—having herself adopted an English Mastiff—and supports Great Lakes Mastiff Rescue. Outside of her community involvement she also loves to travel, practice yoga, and play golf.

As her business progresses, Jeannette and her two partners Brad Zibung (team lead) and Christina Powers would like to hire more agents, to continue to provide higher levels of service to their clients. Her main goal is to always keep her clients satisfied. “We want to expand our team, and have recently hired some onboards that match the same work ethic and values we hold. It is our priority as we continue to reach higher sales records to maintain our high level of integrity and service.”

To learn more about Jeannette Pawula email jeannette.pawula@compass.com, visit compass.com/agents/jeannette-pawula, or call (847) 712 –9623 www.

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