ILLINOIS 3-6-23

ILLINOIS EDITION

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HABITS OF HIGHLY PRODUCTIVE AGENTS FEATURED AGENT

UZMA MUSHTAQ

THERE GOES THE NEIGHBORHOOD: HOW TO LIST HIGH WHEN NEIGHBORS ARE A NUISANCE

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CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION

EASY AT-HOME DIY PROJECTS TO INCREASE PROPERTY VALUE

COVER STORY

SUZI WARNER

ILLINOIS EDITION

UZMA MUSHTAQ From a young age, REALTOR® Uzma Mushtaq was encouraged by her father 7 to pursue real estate. An entrepreneur, he saw in her the drive, work ethic, creativity and outgoing personality that are essential to being a great real estate agent. However, this was not the path Uzma took at first, choosing instead to specialize in marketing and sales.

It was during the pandemic that Uzma finally began to take real estate seriously. From the moment she started, she has loved every minute of it. “I had no idea that work could be this fun,” she says.WARNER “It made me finally see that SUZI my dad had been right all along.”

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UZMA MUSHTAQ

Today, Uzma works with home buyers, sellers, and renters in the Chicagoland area. Working on a team of 13 women who share her passion and hunger for success, Uzma is in the process of shifting her focus from the downtown area to the Western suburbs of Chicago where she and her family reside. As a Chicago native, Uzma grew up in the city, so she knows the ins and outs of every neighborhood. Now, she is enjoying To learn more aboutgetting Suzi Warner, please 815-766-1014, to know some call highly acclaimed suburbs like Naperville andher relates to clients who move out of the email suzi@suziwarner.com or visit website: suziwarner.com city to relocate for work and raise their families.

CONTENTS

4) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

When she’s not working, Uzma is involved with her local mosques and religious community. Additionally, she volunteers at her children’s schools and lends a hand to various charitable organizations. “I am on the event planning side of volunteering, so I enjoy hosting events, finding vendors to collaborate with and getting creative with programming,” she says.

Spending time with her kids is one of her favorite things to do and they frequently explore the city and attend fun neighborhood festivals together.

To set some milestones for her business, Uzma has the goal of doubling her sales this year. More than the numbers, though, she is excited to continue to help her clients and have fun doing what she loves. “Even my kids see how happy I am and as a result, they want to be REALTOR®s when they grow up,” she says. “I honestly can’t imagine doing anything else.”

17) THERE GOES THE NEIGHBORHOOD: HOW TO LIST HIGH WHEN ARE A NUISANCE Uzma’s authentic nature shines throughNEIGHBORS every one of her relationships and as a result, around 50-60% of her 14) CONCIERGE business CARE: comes from referrals. “I’m here to help my clients with SERVICES THAT LURE their search for the perfect home 20)and3con-EASY AT-HOME DIY nect with them on a human level,” she explains. “It’s CLIENTS AND TRANSFORM PROJECTS TOContact INCREASE as simple as asking them what they are looking for and Uzma at 847-440-6232, really listening.”

After their closing, Uzma follows up email uzma.mushtaq@compass.com, YOUR REPUTATION PROPERTY VALUE and lets clients know that their relationship isn’t over. http://

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Not only does she keep in touch, but her presence can always be felt on her social media pages, where she actively posts listings as well as useful information about the market.

visit compass.com/agents/uzma-mushtaq, instagram.com/uziiuzz, facebook.com/UzmaCompass, or linkedin.com/in/uzmamushtaq www.

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No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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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 4

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

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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 innova-

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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

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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.

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SUZI WARNER

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Broker Suzi Warner of the Sarah Leonard team at Re/Max Suburban in Illinois, serves the Chicagoland Suburbs and has received Top Producer recognition from Homesnap as one of the top 5% of agents in the country.

Broker Suzi Warner had been working for Fortune 500 companies for 15 years and wanted to take a break from selling. When Suzi’s mom suggested she give Real Estate a try she did. Although she was initially hesitant about entering another sales-oriented profession, after nearly 20 years in the business Suzi can’t imagine doing anything else. Suzi truly loves what she does and has achieved award-winning success, 8Copyright Top Agent Magazine

consistently being recognized as a Top Producer, while helping families to achieve their dreams of home ownership.

With a desire to help as many families as possible, Suzi found her perfect fit two years ago when she was recruited by the Sarah Leonard team at Re/Max Suburban in Illinois. With 15 agents and 10 office support staff, the Sarah Leonard team has Top Agent Magazine

repeatedly been #1 in transactions for the state of Illinois and closed over 725 units in 2021. Suzi loves being part of this supportive, high-volume team specializing as a Listing agent. Since joining the team, Suzi has sold more than 130 units and received Top Producer recognition from Homesnap as one of the top 5% of agents

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in the country. She serves the Chicagoland Suburbs.

A strong team allows Suzi and her colleagues to provide a high-level of service that sets them apart. Agents are always available and responsive to clients who can count on personal contact throughout

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A strong team allows Suzi and her colleagues to provide a high-level of service that sets them apart. Dedicated support staff help to ensure seamless communication and expertise in their own specialized roles. the process. Dedicated support staff help to ensure seamless communication and expertise in their own specialized roles. The team is thorough, attentive and committed to client satisfaction while working together in a positive culture.

The team is actively involved in the local community. They recently joined the local Copyright Top Agent Magazine 10

radio station as part of Home Sweet Home Chicago. The team also supports a number of organizations and charities including women’s shelters providing housing support, animal shelters and children’s hospitals.

They participate in the Greater Elgin food drive and join forces with the police and fire departments to organize an annual coat drive.

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Having already achieved success as the top RE/MAX team in Illinois in transactions, the Sarah Leonard team is on track for continued success. They’re in the process of moving into larger offices as they grow their team and expand their market share. Reaching out through local media

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and building on social media presence is part of the team’s strategy to reach new clients and achieve their goal of closing 1000 transactions per year. Suzi looks forward to helping more families make their dreams come true as part of this dynamic group of real estate professionals.

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To learn more about Suzi Warner, please call 815-766-1014, email suzi@suziwarner.com or visit her website: suziwarner.com http://

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant Top Agent Magazine

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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UZMA MUSHTAQ From a young age, REALTOR® Uzma Mushtaq was encouraged by her father to pursue real estate. An entrepreneur, he saw in her the drive, work ethic, creativity and outgoing personality that are essential to being a great real estate agent. However, this was not the path Uzma took at first, choosing instead to specialize in marketing and sales.

It was during the pandemic that Uzma finally began to take real estate seriously. From the moment she started, she has loved every minute of it. “I had no idea that work could be this fun,” she says. “It made me finally see that my dad had been right all along.”

Today, Uzma works with home buyers, sellers, and renters in the Chicagoland area. Working on a team of 13 women who share her passion and hunger for success, Uzma is in the process of shifting her focus from the downtown area to the Western suburbs of Chicago where she and her family reside. As a Chicago native, Uzma grew up in the city, so she knows the ins and outs of every neighborhood. Now, she is enjoying getting to know some highly acclaimed suburbs like Naperville and relates to clients who move out of the city to relocate for work and raise their families.

Uzma’s authentic nature shines through every one of her relationships and as a result, around 50-60% of her business comes from referrals. “I’m here to help my clients with their search for the perfect home and connect with them on a human level,” she explains. “It’s as simple as asking them what they are looking for and really listening.” After their closing, Uzma follows up and lets clients know that their relationship isn’t over.

Not only does she keep in touch, but her presence can always be felt on her social media pages, where she actively posts listings as well as useful information about the market.

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When she’s not working, Uzma is involved with her local mosques and religious community. Additionally, she volunteers at her children’s schools and lends a hand to various charitable organizations. “I am on the event planning side of volunteering, so I enjoy hosting events, finding vendors to collaborate with and getting creative with programming,” she says.

Spending time with her kids is one of her favorite things to do and they frequently explore the city and attend fun neighborhood festivals together.

To set some milestones for her business, Uzma has the goal of doubling her sales this year. More than the numbers, though, she is excited to continue to help her clients and have fun doing what she loves. “Even my kids see how happy I am and as a result, they want to be REALTOR®s when they grow up,” she says. “I honestly can’t imagine doing anything else.”

Contact Uzma at 847-440-6232, email uzma.mushtaq@compass.com, visit compass.com/agents/uzma-mushtaq, instagram.com/uziiuzz, facebook.com/UzmaCompass, or linkedin.com/in/uzmamushtaq www.

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There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn 18

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor Top Agent Magazine

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The 20

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

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

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

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

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

Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios 22

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

Transform tiled spaces into sparkling clean surfaces.

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

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

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or else decluttering cabinets and shelves for a fresher look.

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

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

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