ILLINOIS 4-20-20

ILLINOIS EDITION

PLAYING THE REAL ESTATE COVER STORY

TINA MARIE MATEJA

How to Make Your Commute Productive

BEYOND

CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?

FEATURED AGENTS

MICHAEL HALL SUE HALL SUE HUTCHINGS TRISH URZEDOWSKI

3 Surefire Methods That Make for a Productive Meeting

ILLINOIS EDITION

7

MICHAEL HALL

Michael Hall began his journey in a real estate twenty-five years ago. l At the time, he was transitioning s out of academia in pursuit of a new a challenge. When his grandfather, s an avid investor and businesi TINA MARIE MATEJA MICHAEL HALL sowner, encouraged him to try his a hand at real estate sales, Michael a bit. “I 23 got my license and started 16 19 TRISH URZEDit selling,” he remembers. “It was a natural fit.”

Now, Inearly twoup later, Michael l Sue Hall’s journey into the world work in, sodecades Iwith see people occasionally When Trish Urzedo Sue Hutchings grew an appreinstan has established himself as a regional real f of real estate started 36 yearsand up with calls. selling her leader, ownnext prop ciation respect for the realestate estate complete with a reputation for transparency, superlative ago, when she was working as was was so impressed wit profession.

Her stepfather an isn’t client care, what and a personal touch. a teacher. “It really wasn’t When it comes to marketing listings, tionteen process sheSB d appraiser, and she spent her yearsthat work b I was looking to do,” Sue says various real estate websites and socia go intopaperthe fieldher hers assisting him with sorting MLS to Today, Michael heads a tightknit teamQ&A of support staff t frankly. She says that work. growing virtual tours and sessions for pot agent weren’t we worked “InURZEDOWSKI those days, things all thrw SUE HALL SUE HUTCHINGS TRISH and agents, serving clientele across the greater Chicago up in Chicago, she’d always had sowhole thinghad with being inand the made busines excellent th digitized, I literally to go through region and specializing in a range of neighborhoods.

As not( an interest in real estate. “We try to stay relevant,” she says, “and saysspecialTrish, mounds of paper, sorting fun,” byMichael different To wh m the topinterested selling agent in Andersonville, w always looked at real estate and I was always old ways, but stay current.

I’m lucky stay-at-home mom at categories,” she recalls.

“But I loved working with him.” the p izes aincareer this area, additionintomy Uptown, Ravenswood, CONTENTS somewhat in it. I didn’t realize I could make out in people office who can show meh “So,Park, I thought Lincoln Square, Lakeview, Lincoln and real thesheests of it,” she says. One summer, while off from teaching, she be aingood fit me.”

Part/Bucktown/Ukrainian Village areas.

To for date, She went on Wicker to study business and psychology college out sA got her real estate license. Her first sales? To the principal “I love the variety that [real estate] e almost the entirety of Michael’s business is driven by s andThe worked inwas sales fortoo. severalhave years after graduation.

It pre-T and the secretary of the school. money good, a schedule, but every day is diff 4) BEYOND CLEANING 17) 3 SUREFIRE METHODS Four years later, Trish works as anastute independ repeat and referral clientele who trust hisfacilitated candor, w wasn’t until after kids were older, and she had fun,” “I realized I made more money from those twoher sales than whyWilliams, she loves her job. “I the enjoyHuntley that k AND DECLUTTERING: WHAT THAT MAKE FOR A for Keller serving and proven of success.

“My to clientsfood,s the sale of heradvice, own homes, thattrack Suerecord realized she wanted I did the whole year teaching,” she says. really enjoy helping people andhe being IMPROVEMENT EXPENSES PRODUCTIVE MEETING community and surrounding environs.

In 20s say that I stay cool, calm, and collected throughout,” pursue real estate full time. “I really doTohave athat’s passion for job!”

I enjoy. me, a dream says.started “We get results, inyears the end, the proof is in the her volume nearly $17 million with at MAKE THE MOST SENSE? it anda year wishtoI had doing thisand 20was ago,” she says.

To m She decided to give real estate see if sheOur really pudding. clients enjoy the experience.”

Likewise, transaction price of $300,000. Her business ho cours 20) ATTITUDE! liked it -- and that was 36 years ago. Today, she works with Sue is also dedicated to helping peo Michael and his team emphasize the importance of clie reached 50% of repeat and referral Sue obtained her in 2012 andmark now Homes by anbut S 13) HOWa TO YOURassistant, full- MAKE and a part-time servingsteady the license Northwest sphere of realruns estate.

Sheturns runs communication amidst the twists and of a ann tributes Paul. her success to Kelleris Williams cu Hutchings with her husband, Their territory the know sidePRODUCTIVE of Chicago, mainly in the Park Ridge area. After“We so make October fortoorganizations that provid COMMUTE transaction. it a point provide live updates training. suburban Chicago area.

Impressively, their volume in 2019 they many years in real estate, Sue estimates that a good 80% facing domestic violence. when along the way in terms of where we are and howAnd things just below $10 millionhe mark. of her business is repeat andwas referral. she loves to play pickleball, ausdoortenn arethe progressing,” says. come back to that Trish believes it“People is her high standards co area,” paddles, which she says is put the into fastest-g because they see the dedication and time we Phone 310-734-1440 | Fax 310-734-1440 bring people back. “I want to create customers “I feel that I put the customer first.

I feel I’m full US. She even played the US Pickleb Sue says 80% her service business is repeat andhonesty. referralinI clienourofawork, and they appreciate our don’t paint bringing the highest level of integrity and bein mag@topagentmagazine.com REALTOR®, and I try | towww.topagentmagazine.com prevent problem from tele.

“I’veany been lucky enough to have met people who have pretty pictures; I give clients the real scenario, with itsWhat my clients fromasstart to close,” she states. happening,” she saysinof people keep coming back As thewhere future is concerned, Sue say potential scenario and might foresee extended family and best-case lots of friends,” she states.

“I often clien No portion of this issue may be reproduced anywhy manner whatsoever without prior consent of far the publisher.

Topwe Agent partnering up with some younger and agentl to her.

“My availability forInc. people is usually 24/7.

Magazine is published

by Feature Publications GA, Although precautions areWhen taken to ensure thefamily.” accuracy of published any issues.” work with multiple generations in one In addition, provides valueagents long after the materials, Top Agent Magazine held responsible for opinions expressed orbe facts supplied its authors. wellshe asbyprovide newer withpsych somt you buy acannot house,beespecially first-time buyers, it can period.

“As an agent who’s an expert in this lo To subscribe or change sendso inquiry mag@topagentmagazine.com. listing properties, Michael techniques veryaddress, traumatic, you tohave to find wayWhen to her keep people Sue alsoacredits success to working withleverages one of the top clien Published in the U.S. bring a wealth of knowledge and expertise abo both tried-and-true and cutting edge. Allon homes calm and focused, and let agencies them know doing“@Properties the in you’re Chicago. is constantly the are and real documentation estate here,” shethat notes.

It’s no equipped with immersive showbest for them so they feel confident with the deal and theselling cutting edge, offering its agents many tools to make us look Sue a everywhere, so light. youTopneed someone you can case properties in their best From there, listings Agent Magazine purchase.” And while she appreciated the income of real good,” she says. conti up-to-date, local information.” estate, Sue doesn’t lose track of what’s really important. dream

TINA MARIE MATEJA

2

15

SUE HALL

SUE HUTCHINGS

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

Top Agent Magazine

3

Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

Top Agent Magazine ®

Top Agent Magazine

Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

Top Agent Magazine

with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

Top Agent Magazine ®

5

Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

6

Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

Top Agent Magazine ®

Top Agent Magazine

TINA MARIE MATEJA

Top Agent Magazine

7

TINA MARIE MATEJA Top Agent Tina Marie Mateja is with Baird and Warner, where she assists clients throughout Downer’s Grove and the western suburbs of Chicago.

Tina Marie Mateja began her career as an international flight attendant, scratching her itch to see the world and visit other cultures.

While she enjoyed her job, she still felt like something was missing. “I loved to travel,” she says. “But my career wasn’t as fulfilling as I had hoped. So I decided to make a change.”

So in 2003, Tina earned her real estate license 8Copyright Top Agent Magazine

and began the most rewarding chapter of her professional life.

Currently, Tina is a Realtor with Baird and Warner, where she assists clients throughout Downer’s Grove and the western suburbs of Chicago. Utilizing her outgoing personality and acute business acumen, she has built a Top Agent Magazine

track record of success in the area. “I don’t see myself as a salesperson,” she says. “I’m more of a counselor. My role in any transaction is to help people with openness and compassion.”

Then with a laugh, she adds: “I call myself a Transition Expert.”

Principally, Tina stresses education and clarity when working with clients. She leans on a proven system of checkpoints to track their Top Agent Magazine

transactions. “Communication is key,” she says. “I value honesty when working with clients; they need to be prepared for any contingencies.” As such, Tina has built a strong reputation for her business, with the vast majority of her volume coming from repeat clients and referrals When listing a property, Tina prefers a forward-thinking approach. She harnesses all Copyright Top Agent Magazine9

“I don’t see myself as a salesperson, I’m more of a counselor.

My role in any transaction is to help people with openness and compassion — I call myself a Transition Expert.” manners of digital marketing, drawing attention to her listings via targeted advertisements on Facebook, Instagram and popular real estate websites. Beyond these services, Tina also has a strong command over traditional marketing techniques, providing clients with certified staging representatives and professional photographers to highlight the best aspects of any home.

Copyright Top Agent Magazine 10

These outlets drive Tina towards her favorite part of the work: closing a deal. “I love the culmination of our effort,” she says.

“Closings are always such joyful days. In those moments, you really feel like you’ve helped people to improve their lives.” After closings, Tina often maintains relationships with her clients, checking in frequently to make sure they enjoy their new home Top Agent Magazine

investments. Most of all, she loves seeing pictures taken after the move.

Outside of her career, Tina is happily married and the mother of two burgeoning athletes.

But she also maintains an active role in her community, serving as a longtime volunteer at 100 Women Who Care, a group of women Top Agent Magazine

who meet four times a year to donate to local charities. “I’ve discovered causes that I didn’t even know existed in our area,” she says.

“Getting involved has been so eye opening and rewarding.”

Through everything, though, Tina still finds time to travel. Over a decade ago, she stepped Copyright Top Agent Magazine 11

off a plane into a new career and found success in the world of real estate. When charting her itinerary for the future, she envisions building her team in the coming months and further growing

her business. “But I’m equally happy with where we’re at,” she says. “I’ve been blessed with an opportunity to help people in my community. To me, nothing could be more life affirming.”

To learn more about Tina Marie Mateja email tinamarie.mateja@bairdwarner.com, visit tinamariemateja.bairdwarner.com or call (630) 728-2839 www.

Copyright Top Agent Magazine 12

Top Agent Magazine

How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

Top Agent Magazine

Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

Top Agent Magazine

13

tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

14

Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

Top Agent Magazine

Top Agent Magazine

MICHAEL HALL Michael Hall began his journey in real estate twenty-five years ago.

At the time, he was transitioning out of academia in pursuit of a new challenge. When his grandfather, an avid investor and businessowner, encouraged him to try his hand at real estate sales, Michael bit. “I got my license and started selling,” he remembers. “It was a natural fit.” Now, nearly two decades later, Michael has established himself as a regional real estate leader, complete with a reputation for transparency, superlative client care, and a personal touch.

Today, Michael heads a tightknit team of support staff and agents, serving clientele across the greater Chicago region and specializing in a range of neighborhoods. As the top selling agent in Andersonville, Michael specializes in this area, in addition to Uptown, Ravenswood, Lincoln Square, Lakeview, Lincoln Park, and the Wicker Part/Bucktown/Ukrainian Village areas. To date, almost the entirety of Michael’s business is driven by repeat and referral clientele who trust his candor, astute advice, and proven track record of success. “My clients say that I stay cool, calm, and collected throughout,” he says. “We get results, and in the end, the proof is in the pudding. Our clients enjoy the experience.” Likewise, Michael and his team emphasize the importance of steady communication amidst the twists and turns of a transaction. “We make it a point to provide live updates along the way in terms of where we are and how things are progressing,” he says. “People come back to us because they see the dedication and time we put into our work, and they appreciate our honesty. I don’t paint pretty pictures; I give clients the real scenario, with its potential best-case scenario and where we might foresee any issues.”

When listing properties, Michael leverages techniques both tried-and-true and cutting edge. All homes are equipped with immersive documentation that showcase properties in their best light. From there, listings Top Agent Magazine

are distributed across a range of social media outlets, listing platforms, direct mail, and agent-to-agent exposure, where Michael’s database is broken down by area and inventory interests. Whether working with sellers or buyers, Michael draws upon his experience in education to empower others through knowledge. “It all goes back to teaching,” he says. “I’ve always been a student, and I love to read, study, and disseminate information. I like working with seller and giving them the tools to sell their home at the greatest value, and I love being out with buyers, looking at new places and fielding questions.”

Beyond the office, Michael gives back through contributions to local charitable organizations, including the Chicago Furniture Bank, PAWS Chicago’s animal rescue efforts, and Housing Opportunities for Women (HOW). In his free hours, he most enjoys time spent with family and loved ones, reading, hanging out with his two dogs, and horseback riding.

As for the future, Michael intends to keep progress steady as his outfit continues to expand. “I love working with my team and my plan is to continue to grow and support young agents getting started in the business,” he says. “To me, it’s always been about the human interaction and sharing knowledge. I want to continue helping others find success through real estate.”

To learn more about Michael Hall email MichaelHall@MichaelHallGroup.com, visit MichaelHallGroup.com, or call (773) 398–4359 www.

15 Copyright Top Agent Magazine

SUE HALL Sue Hall’s journey into the world of real estate started 36 years ago, when she was working as a teacher. “It really wasn’t what I was looking to do,” Sue says frankly. She says that growing up in Chicago, she’d always had an interest in real estate. “We always looked at real estate and I was always interested somewhat in it. I didn’t realize I could make a career out of it,” she says. One summer, while off from teaching, she got her real estate license. Her first sales? To the principal and the secretary of the school. The money was good, too.

“I realized I made more money from those two sales than I did the whole year teaching,” she says.

She decided to give real estate a year to see if she really liked it -- and that was 36 years ago. Today, she works with a full- and a part-time assistant, serving the Northwest side of Chicago, mainly in the Park Ridge area. After so many years in real estate, Sue estimates that a good 80% of her business is repeat and referral.

“I feel that I put the customer first. I feel I’m a full service REALTOR®, and I try to prevent any problem from happening,” she says of why people keep coming back to her. “My availability for people is usually 24/7. When you buy a house, especially first-time buyers, it can be very traumatic, so you have to find a way to keep people calm and focused, and let them know you’re doing the best for them so they feel confident with the deal and the purchase.” And while she appreciated the income of real estate, Sue doesn’t lose track of what’s really important.

“I’ve been told by several people over the years that they feel I really do care about them, more so than the money that goes along with the transactions,” she says. “The people feel that I have their best interests at the forefront of any deal.”

To maintain that personal connection, Sue does a lot, including monthly mailings and newsletters, quarterly reports, and holiday cards. “And I still make it my business to call people every week,” she says. “I make followup calls and just check in on people. I live in the community 16

I work in, so I see people occasionally, and I try to follow up with calls.

When it comes to marketing listings, Sue makes use of the various real estate websites and social media, and hosts virtual tours and Q&A sessions for potential clients. “The whole thing with being in the business for 36 years is to try to stay relevant,” she says, “and not to fall back into the old ways, but stay current. I’m lucky to have some good people in my office who can show me all these things.”

“I love the variety that [real estate] entails. Every day I have a schedule, but every day is different,” Sue says of why she loves her job. “I enjoy that kind of variety and I really enjoy helping people and being good at something I enjoy. To me, that’s a dream job!”

Sue is also dedicated to helping people outside of the sphere of real estate. She runs an annual fundraiser each October for organizations that provide support for those facing domestic violence. And when she’s not working, she loves to play pickleball, a tennis-like game using paddles, which she says is the fastest-growing sport in the US. She even played in the US Pickleball Open.

As far as the future is concerned, Sue says she’s interested in partnering up with some younger agents to create a team as well as provide newer agents with some of her experience.

To learn more about Sue Hall, check her out on Realtor.com and Zillow; call (847) 692-5522 or email suemhall@gmail.com Copyright Top Top Agent Agent Magazine Magazine

3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

Top Agent Magazine

The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

Top Agent Magazine ÂŽ

17

1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 18

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

Top Agent Magazine ®

Top Agent Magazine

SUE HUTCHINGS Sue Hutchings grew up with an appreciation and respect for the real estate profession. Her stepfather was an appraiser, and she spent her teen years assisting him with sorting MLS paperwork. “In those days, things weren’t digitized, so I literally had to go through mounds of paper, sorting by different categories,” she recalls. “But I loved working with him.”

She went on to study business and psychology in college and worked in sales for several years after graduation. It wasn’t until after her kids were older, and she had facilitated the sale of her own homes, that Sue realized she wanted to pursue real estate full time. “I really do have a passion for it and wish I had started doing this 20 years ago,” she says.

Sue obtained her license in 2012 and now runs Homes by Hutchings with her husband, Paul. Their territory is the suburban Chicago area. Impressively, their volume in 2019 was just below the $10 million mark.

Sue says 80% of her business is repeat and referral clientele. “I’ve been lucky enough to have met people who have extended family and lots of friends,” she states. “I often work with multiple generations in one family.”

Sue also credits her success to working with one of the top agencies in Chicago. “@Properties is constantly on the cutting edge, offering its agents many tools to make us look good,” she says.

What sets her apart from her peers, Sue believes, is her integrity. “I always treat people the way in which I would want to be treated,” she says.” It’s so important to really listen to a client’s needs and deliver on their requirements. I want them to know they can always count on me!”

Sue’s unrelenting work ethic truly resonates with her clients.

One recently wrote: ”Sue Hutchings is a *SUPERSTAR.* She is incredibly patient, resourceful, and a very dedicated agent. We spent over a year trying to find our perfect home and we had some pretty stringent criteria. Sue was always on the lookout for homes that matched our criteria and always had our best interest at heart. Sue found our future home the Top Agent Magazine

instant it hit the market, arranged a walk through the very next day, and we were under contract 24 hours later. That isn’t luck - it is hard work on the part of the agent. I would work with Sue again in a heartbeat and highly recommend her to anyone who is looking for an outstanding agent. A+ all the way.

To maintain contact with her clientele, Sue believes in the personal touch. “I’m all about making phone calls,” she states. “I’m old fashioned that way. I also like to send out snail-mail notes.” In addition, Sue holds an annual pre-Thanksgiving event for her clients. “It’s always so much fun,” she says, “We invite the whole family to partake in food, drinks and games, and everyone leaves with a pie.”

To market her listings, Sue likes to think outside the box. Of course, there are broker tours, open houses, and lawn signs, but Sue also sends emails out to past clients letting them know a home is available in their neighborhood, asking if they know someone who might be interested. “I also go door-to-door with fliers and make calls out to agents in the area,” she says.

What she loves most about her work is being there for her clients, “I listen to them. Sometimes I get calls late at night and let them cry on the phone with me,” she says. “My psychology degree certainly comes in handy. We treat every client as if they’re a member of our own family.”

Sue adores working with her husband and looks forward to continued success in helping people fulfil their real estate dreams.

To learn more about Sue Hutchings, email suehutchings@atproperties.com, visit facebook.com/HomesByHutchings, or call (847) 951-1734 www.

19 Copyright Top Agent Magazine

Attitude!

By Verl Workman

My father was a former Marine and I learned as a small child that there is no such thing as an ex- Marine! He used to wake us up early in the morning by yelling “Reveille� and all seven of us children would march up the stairs to have a family breakfast together. As a high 20

Top Agent Magazine

school history teacher, Dad was big on education and drove home the importance of being good in school and paying attention. One year he had a group of students from his AP (advanced placement) classes compete in a nationwide model United Nations project where the students would deal with world issues. His class from Skyline High School in Utah won the national award in Washington DC where they competed and received that great honor. Dad was very proud of his students and their accomplishment. He talked about that award for years.

I suggested to my dad one time that he was lucky because he had all the smart kids from his AP classes and could pick the smartest students in the school to compete. He looked me in the eye and raised his left eyebrow and said this “Son, I work with some of the smartest kids, but I choose to work with the kids who have the best attitudes.” He went on to say that “it doesn’t matter how smart you are if you don’t have a good attitude”. That conversation made a deep impression on me and has been one of my favorite memories of my father.

In this challenging real estate market many agents find themselves faced with some difficult choices—but the most important choice we can make today is to keep a positive attitude and take action when others are simply whining and looking for excuses for failure. There are enormous opportunities today in every market. The business out there may not be your favorite type of business and it may not be the most fun, but if you have the right attitude, you can not only make money, you can thrive today.

Here are a few simple things you can do each day to keep moving in the right direction: • GET up • Get showered and dress for success Top Agent Magazine

21

•

• Get into a productive work environment • Prospect 2-3 hours every day • Work your most profitable business (your database) • Look for real buyers and generate buyer leads from every source possible (buyers are paychecks) • Surround yourself with positive people that are goal focused and happy Hire a coach that can give you direction and guidance and hold you accountable to do the right things in your business We are blessed to live in this country where we can work for ourselves and enjoy all of the freedoms that make this such a wonderful place to live. We have our families, health, and skills that allow us to help people and we get paid very well for the service we provide. And we have technology and resources that allow us to do our jobs better. It is now up to each one of us to get going, stay positive and keep our attitudes in check.

The first time I visited my Dad’s classroom I saw the sign above his desk that simply said this “Attitude is more important than Aptitude.”

To this day, I believe that simple quote has made a great impact on my life and career. I love what I do!

Verl Workman is a leading national speaker, coach and consultant. Despite his busy speaking schedule, and role as co-founder of Pinnacle Quest Consulting Group, he still sells real estate so that he can test and stay abreast of the latest tools and techniques that maximize results. He uses that knowledge to assist individuals and companies in building effective business strategies, implementing powerful technology solutions, and establishing strategic competitive advantages through coaching, seminars and private consultations. To contact Verl visit www.verlworkman.com. ©Verl Workman. All rights reserved.

22

Top Agent Magazine

TRISH URZEDOWSKI When Trish Urzedowski was selling her own property, she was so impressed with transaction process that she decided to go into the field herself. “The agent we worked with was excellent and made the process fun,” says Trish, who was a stay-at-home mom at the time.

“So, I thought real estate would be a good fit for me.”

Four years later, Trish works as an independent agent for Keller Williams, serving the Huntley, Illinois community and surrounding environs. In 2019 alone, her volume was nearly $17 million with an average transaction price of $300,000. Her business has already reached 50% mark of repeat and referral clientele. She tributes her success to Keller Williams culture and training.

Trish believes it is her high standards that continues to bring people back. “I want to create customers for life by bringing the highest level of integrity and being there for my clients from start to close,” she states.

In addition, she provides value long after the transaction period. “As an agent who’s an expert in this local area, I bring a wealth of knowledge and expertise about buying and selling real estate here,” she notes. It’s not the same everywhere, so you need someone you can trust for up-to-date, local information.”

Many of Trish’s clients attest to her esteemed work ethic. One writes: “Trish was awesome! Not only did she help us purchase an amazing home, but she also sold our previous home! She was very responsive to all of our questions and concerns. She helped us navigate the process of selling and purchasing a home at

the same time! If we ever go through the process of moving again, we would definitely contact her!”

Trish maintains quality contact with her clients, making quarterly phone calls as well as sending out hand-picked gifts for special occasions.

To market her listings, Trish does a lot of social media and boosts her business page. In addition, she works with a professional photographer who take “amazing” photos, as well as shoots videos. “In our current market, it’s so important that we offer 3-D virtual tours for the public to have a clear view of each home without ever having to physically go there,” she says.

Then there’s the invaluable home-selling tips. “Often, buyers don’t visualize living in your home the way you do. I can make your home attractive to its ideal audience, which can help you get top dollar,” she asserts. “Things like staging the home, making repairs or minor improvements, or even simply painting the walls can be the difference between a home resting on the market and one that’s sold quickly.”

Trish especially loves the versatility of her business, particularly the challenges of her industry. “There’s always something new to learn and that keeps me on my toes,” she says.

Trish is actively involved with her community, sponsoring multiple events. “My clients really appreciate that I live and work here, so I’m able to recommend local businesses, great vendors, and fun area programs,” she says.

When not working, Trish spends time with her “two sweet girls and amazing husband,” and loves to travel to warm climates like Florida or California. As for her future plans, Trish’s goal is to grow a team and continue to make her clients’ dreams come true.

To learn more about Trish Urzedowski, email trish.urzedowski@gmail.com, visit patriciaspropertiesgroup.com, or call (773) 814-6765 www.

Top Agent Magazine

23 Copyright Top Agent Magazine

mailto:mag@topagentmagazine.com

24

Top Agent Magazine