ILLINOIS 4-29-19

ILLINOIS EDITION

5 Lessons from Silicon Valley to MODERNIZE AND MONETIZE YOUR BUSINESS

UNTANGLING THE BIDDING WAR:

A BUYER’S & SELLER’S PERSPECTIVES

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT FEATURED AGENTS

BRAD FOX BEN KASTEIN MITHIL PATEL COVER STORY

NEIL WILLIAMS

ILLINOIS EDITION

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BRAD FOX 19 BEN KASTEIN 23 MITH

After fourteen years in the mort- assets is my experienc For near Ben Kastein – ManaginghasBroke show gage field, Brad Fox was ready payments for my clien Owner of Advantage what Realt ser for his next challenge. He had mortgage trends. That eth Group in Aurora, Illinoiswork – is learned the ins and outs of the navigating thisanywher proces consummate real estate profe lending business, but craved clients’ sional who is truly committed t of agentB the opportunity to be out in the Beyond the office, helping his many buyers,tionships selle field, BEN working hand-in-hand MITHIL events in his hometo NEIL WILLIAMS BRAD FOX KASTEIN PATEL and investors achieve their re doesn’t with clientele as they built their cruise nights, to servis and I estate goals. With a focus geo next chapter through real estate. raising funds for “I keep touch with every onethe of m excellent customer service andin aggressive marketing A little more than two years ago, free hours, hearea enjoys t stopping by if I’m in the or con he brings a broad scope of industry knowledge gleane By remaining visible and available, Brad earned his license and made the leap, bringing kids, getting out on t from his extensive experience in the business. Be with the resources with him an esteemed set of skills and insights to best golf. they need, Mith has earned his stellar reputation as a trusted real esta earn him referrals and loyalty. and sellers.

NEIL WILLIAMS serve buyers CONTENTS advisor with nearly 200 Million in Closed Volume an for thebecome future,clos B “MostRated ofAs myBroker. clients is a highly decorated 5 Star Today, Brad specializes in McHenry County under steadily, short-te become part of mywith extended fam 5 LESSONS FROM 4) 5 FRESH NEWthe banner of RE/MAX17) the way I would want to be treated Plaza, though he is content So far, he has already A former VALLEY Senior Sales Manager for theMithil, Marcu purchase or sale,” a SILICON TO APPROACHES TO CONTENT to go where clients lead. As a McHenry native, he has mark his says progress, fro Corporation, Ben beganOrland his journey in the world o Park, Illinois, in Chicago’ MONETIZE MARKETING unparalleled knowledgeMODERNIZE of the region, itsAND inventory, Award,building 2018’sbegins 100%atC him, relationship real estate at the age of twenty-seven. “I was workin and its value. In describing his working style, Brad what he enjoys most YOUR his prospective client have anhao kind of BUSINESS crazy hours,” heand explains, “and I’d always they will like be a good match.

Onceha the cites the importance of accessibility, on-the-ground making people a desire to be self-employed.

SoofIcommunication decided I was goin 13) UNTANGLING THE the lines are man insight, and a personal touch. “For starters, I’m very one of the biggest inve to open myAGENT own brokerage, and I ended up movin or refer others to me always say, 20) TOP TIPS AND BIDDING WAR: Aaccessible BUYER’S and easy to get ahold of,” he says.

“Clients developing these rela from WisconsinFOR to Illinois, where I opened always answer our callsaorfranchis get back QUESTIONS CHOOSING & SELLER’S PERSPECTIVES know that I’m there to known answerastheir questions, beService achieve goal.

I’m you go above and their beyond,’” sa Help-U-Sell Full Realty with ahebus LISTING AGENT timely, and responsive YOUR asness possible.

Communication really excited about th matter if it’s 10:00 pm or if I’m ca partner.” After much success with that compan always answer and respond.” and trust are huge in this business, andventured my clients taking I justan w Ben eventually out onishis own,me. founded know I always have their opened best interests at heart.

I alsoGroup being passionate abouh Advantage Realty 2010, Mithil prides in himself on where that comm understand my target market.

I grew up in the area, I twelve wouldn’t be ableequally-dedicate to build these mean currently oversees a roster of the neighborhoods, agents and I understand the invenPhone 310-734-1440 |know Fax 310-734-1440 good with business texting, emailing, who share his client-first ethos. and I’ tory better than your average agent.” so they can even reach me through mag@topagentmagazine.com | www.topagentmagazine.com

is a privilege to have been part of s

A significant portion oflives.”

Ben’sMany business based upo No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent clientsis become his ToPublications keep connections natural with his growing Magazine is published by Feature GA, Inc. Although precautions are taken to ensure the accuracy of published repeat and referred clients, anhelps impressive accomplish which Mithil follow and cong network, hostsfor client that materials, Top Agent Magazine cannot be heldBrad responsible opinions appreciation expressed or factsevents supplied milestones. by its authors.“I’ll also send them ha ment in the highly-competitive world of real estat To subscribe or change address,bring send inquiry to mag@topagentmagazine.com. together new and familiar faces.

Last Christmas, usually with a small gift card.”

Ben, who also owns a home remodeling compan Published in the U.S.

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he rented out a movie theater for that a free of investing in homes, refu believes hisscreening experience Mithil jokes that some of his clien The Grinch, to the delightbishing of many clients.

This provides andpast flipping homes additional valua “They notice I respond at all hours family-friendly, personable approach is a trademark Topclients Agent Magazine to his clients. “I’ve hadfor many m myself!”

And, reach while heout doestocarv of Brad’s professional outlook.

“I’m very passionate of travel,when sightseeing, abo after purchasing their home, they learning need som

mailto:mag@topagentmagazine.com

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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NEIL WILLIAMS

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NEIL WILLIAMS Serving the northwest suburbs of Chicago, Top Agent Neil Williams and his team specialize in residential real estate.

“My clients know I am their advocate, and I’m there to make the process as easy and painless as possible,” Neil Williams explains, when asked about his career as an agent. Previously working in the hospitality industry, Neil loves people, so it was only natural for him to choose real estate as his next step. “After 8Copyright Top Agent Magazine

my first child was born, I started to dabble in real estate from the investment side. It wasn’t long before I decided to get my license.” After working on a team and assisting other agents, he went out on his own. Today he specializes in residential real estate, and has plans to add two more agents to his team. Serving the Top Agent Magazine

northwest suburbs of Chicago, the majority of his business is based on referrals from past clients, which he credits to his exceptional communication skills and customer service.

“I’m very good at communicating and listening. I’m a results oriented agent whose focus is Top Agent Magazine

not only meeting my clients’ needs by providing exactly what they’re looking for, but to be a resource with my extensive knowledge in renovations. I make it a point to really understand what they are saying and deliver those results,” Neil explains. He also takes it a step further, as his in-depth expertise about flipping homes Copyright Top Agent Magazine9

has allowed him to offer advice about design and costs. “I invest in and flip homes therefore I know how to take a small budget and create big value, and I give them realistic expectations when it comes to the purchase or sell price of their home.”

When it comes to marketing, Neil also goes above and beyond, posting aerial photos and 3D Videos. “I think the best way to market is through social media. The more views you get Copyright Top Agent Magazine 10

the better. So I post photos and videos of my listings there,” he says. Neil likes to tailor his marketing to each specific property, like hosting a BBQ at a listing that’s great for entertaining.

“We’ll have a band, bounce house, bar and invite anyone who wants to come, even if they’re not looking to buy a house. The more people that walk through the house and see it, the better.”

Neil doesn’t stop communicating with his clients when the transaction is done, often times Top Agent Magazine

he continues to be a resource for home improvement projects. “To me, it’s not about the sale, it’s about the relationship. I get the biggest kick out of my clients giving me advice on home design when I post videos on social media or a group chat.”

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As Neil looks towards the future, he’s eager to continue growing and educating as many people as he can. There’s no doubt he will enjoy every step of the journey. “I just love helping people, and seeing their reactions when they have purchased or sold a home. It is so emotionally rewarding.”

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For more information about Neil Williams, please call 847-800-6570 or email neilwilliams@atproperties.com

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 14

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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BRAD FOX After fourteen years in the mortgage field, Brad Fox was ready for his next challenge. He had learned the ins and outs of the lending business, but craved the opportunity to be out in the field, working hand-in-hand with clientele as they built their next chapter through real estate.

A little more than two years ago, Brad earned his license and made the leap, bringing with him an esteemed set of skills and insights to best serve buyers and sellers.

Today, Brad specializes in McHenry County under the banner of RE/MAX Plaza, though he is content to go where clients lead. As a McHenry native, he has unparalleled knowledge of the region, its inventory, and its value. In describing his working style, Brad cites the importance of accessibility, on-the-ground insight, and a personal touch. “For starters, I’m very accessible and easy to get ahold of,” he says. “Clients know that I’m there to answer their questions, be timely, and responsive as possible. Communication and trust are huge in this business, and my clients know I always have their best interests at heart. I also understand my target market. I grew up in the area, I know the neighborhoods, and I understand the inventory better than your average agent.”

To keep connections natural with his growing network, Brad hosts client appreciation events that bring together new and familiar faces. Last Christmas, he rented out a movie theater for a free screening of The Grinch, to the delight of many past clients. This family-friendly, personable approach is a trademark of Brad’s professional outlook. “I’m very passionate about what I do and that’s clear to see for my clients,” he says. “Whether buying or selling, my priority is getting them the best value for their property.” Of course, Brad’s prior experience in mortgages is a desirable value-add for clientele. “One of my biggest Top Agent Magazine

assets is my experience in mortgages. I crunch monthly payments for my clients on the go and I stay on top of mortgage trends. That’s a huge asset when clients are navigating this process, especially for the first time.”

Beyond the office, Brad gives back through local events in his hometown, from sponsoring summer cruise nights, to serving on the non-profit committee raising funds for the annual fireworks display. In his free hours, he enjoys time spent with his wife and two kids, getting out on the water, cooking, and playing golf.

As for the future, Brad plans to keep progressing steadily, with short-term and long-term goals in place.

So far, he has already earned a host of accolades that mark his progress, from the 2017 Rookie of the Year Award, 2018’s 100% Club. Finally, Brad Fox considers what he enjoys most about his newly chosen field. “I like making people happy,” he says. “Buying a house is one of the biggest investments people make, and I like developing these relationships while helping people achieve their goal. I’m always trying to grow, and I’m really excited about the direction my real estate career is taking me. I just want to keep growing and keep being passionate about what I do.”

To learn more about Brad Fox email Brad@FoxSellsHomes.com, visit FoxSellsHomes.com, or call (847) 363 – 9273 www.

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 18

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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BEN KASTEIN Ben Kastein – Managing Broker Owner of Advantage Realty Group in Aurora, Illinois – is a consummate real estate professional who is truly committed to helping his many buyers, sellers and investors achieve their real estate goals. With a focus on excellent customer service and aggressive marketing, he brings a broad scope of industry knowledge gleaned from his extensive experience in the business. Ben has earned his stellar reputation as a trusted real estate advisor with nearly 200 Million in Closed Volume and is a highly decorated 5 Star Rated Broker.

A former Senior Sales Manager for the Marcus Corporation, Ben began his journey in the world of real estate at the age of twenty-seven. “I was working kind of crazy hours,” he explains, “and I’d always had a desire to be self-employed. So I decided I was going to open my own brokerage, and I ended up moving from Wisconsin to Illinois, where I opened a franchise known as Help-U-Sell Full Service Realty with a business partner.” After much success with that company, Ben eventually ventured out on his own, founded and opened Advantage Realty Group in 2010, where he currently oversees a roster of twelve equally-dedicated agents who share his client-first business ethos.

A significant portion of Ben’s business is based upon repeat and referred clients, an impressive accomplishment in the highly-competitive world of real estate.

Ben, who also owns a home remodeling company, believes that his experience investing in homes, refurbishing and flipping homes provides additional value to his clients. “I’ve had many clients reach out to me after purchasing their home, when they need some updating or remodeling work done,” he explains, “and I’m able to put them in touch with trusted contractors or carpet and flooring companies.”

Additionally, Ben’s commitment to providing excellent customer service has become his calling card. “I Top Agent Magazine

do my best to treat each client with the values I was raised with, and I follow the golden rule: treat others as you would have them treat you,” he says. “I hustle and take great pride in my work.”

The gratitude Ben feels for his clients is clearly reciprocated, as is made evident by the scores of glowing reviews he has received for his services. Among the testimonials is this one, which perfectly illustrates Ben’s go-above-and-beyond philosophy: “Ben is the best…this was our first house, and we had such a great experience having him as our Realtor. Ben and his team made it possible to help us get our house. He wants the best for his clients, and he actually cares about helping people. He doesn’t do this just to make a sale. If you’re looking to purchase a home give him a chance…you won’t regret it.”

Expert and thorough marketing has also played a large role in Ben’s continuing success. Professional photography and video ensure that each listing is shown in its best light, and deft utilization of the internet and social media provide maximum exposure.

Ben’s plans for the future is to continue to expand his business and perhaps open another office in the near future. His overarching goal, however, is to continue offering the exceptional service that has become his calling card.

For more information about Ben Kastein, please call 630-631-1296 or email Ben@Advantageil.com Copyright Top Agent Magazine 19

Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 20

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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Top Agent Magazine

MITHIL PATEL For nearly five years, Mithil Patel has shown the Chicagoland Area what service, professionalism and work ethic look like. Willing to go anywhere in the area to meet his clients’ needs, Mithil is the kind of agent who builds lasting relationships. “My business with you doesn’t stop after you get your keys and I get my paycheck, “he says.

“I keep in touch with every one of my clients, calling them or stopping by if I’m in the area or connecting on social media.”

By remaining visible and available, and by connecting people with the resources they need, Mithil helps them in ways that earn him referrals and loyalty.

“Most of my clients become close friends and some even become part of my extended family; I like to treat people the way I would want to be treated if I were making a major purchase or sale,” says Mithil, a HomeSmart agent out of Orland Park, Illinois, in Chicago’s Southwest suburbs. For him, relationship building begins at the first meeting, when he and his prospective client have an opportunity to determine if they will be a good match. Once they begin working together, the lines of communication are many. “People who come back or refer others to me always say, ‘Myth, we like how you always answer our calls or get back to us right away and that you go above and beyond,’” he says. “They say, ‘It doesn’t matter if it’s 10:00 pm or if I’m calling you at 8:00 am; you always answer and respond.”

a great experience together,” says Mithil. “And another thing I love about real estate is seeing, for example, that first-time home buyer closing on their house and embarking on a new journey in their life.” Much of his business is from first-time buyers, he notes. “It gives me such satisfaction to the gratitude and happiness on their faces when they get their keys and then keeping in touch as they build their lives and families in their homes; I’m grateful to be a part of their growth.”

Mithil’s sellers also receive his immediate responsiveness in addition to a comprehensive marketing package with close consultation about pricing and comparables. About 90% of his listings come from referrals and he wants to deliver results for them. “I’m a big believer in professional photography and video marketing, along with social media marketing, outside of getting onto MLS and all of the real estate sites.” He has also aligned himself well with some of the area’s top producers, to the point that he sometimes finds buyers with a simple phone call to another agent.

As Mithil looks toward the next phase of his growing business, he will continue incorporating additional technology and the most leading-edge marketing tools available. “I always like to do more than what’s expected with the changing nature of this business,” he says. It’s the best kind of attitude to propel him to being a household name in real estate.

Mithil prides himself on that communication; without it, he wouldn’t be able to build these meaningful relationships. “I am good with texting, emailing, and I’m a big Facebook person, so they can even reach me through Messenger,” he says. “It is a privilege to have been part of such a big decision in their lives.” Many clients become his social media connection, which helps Mithil follow and congratulate them on their life milestones. “I’ll also send them handwritten notes quarterly, usually with a small gift card.”

Mithil jokes that some of his clients think he doesn’t sleep.

“They notice I respond at all hours and wonder how I find time for myself!” And, while he does carve out time for his pastimes of travel, sightseeing, learning about architecture, and giving back to local organizations like the Chicago Food Depository and Feed my Starving Children, Mithil doesn’t mind that his clients think he is always working. “They remember having Top Agent Magazine

To learn more about Mithil Patel, visit MJREALTYINC.com or https://www.facebook.com/MithilSPatel/ go to his Facebook page, email mithilspatel@gmail.com or call 312.218.8891 www.

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