ILLINOIS 5-4-20

ILLINOIS EDITION

The Daily Schedule of a

SUCCESSFUL REAL ESTATE AGENT

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

FEATURED AGENTS

5 WAYS TO TRANSFORM

AMY ADORNO ABBY POWELL CHRIS PEQUET

RENTERS INTO OWNERS

COVER STORY

ALEXA MIMI WAGNER

ILLINOIS EDITION

Mangano is proud to congratulate

AMY ADORNO 6

AMY ADORNO

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ABBY POWELL

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ALEXA MIMI WAGNER

eing featured for the State of Illinois in Top Agent Magazine!

CONTENTS 4) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM’S MORALE 11) CREATIVE WAYS TO SAY THANK YOU

Dean Mangano | Senior Loan Officer | NMLS# 231492 708-254-2808 14) 5 WAYS TO TRANSFORM fairwayindependentmc.com/Dean-Mangano RENTERS INTO OWNERS www.

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CH

In the real es entiate succes Peque from the cl CHRIS PEQUET focusi person consis relationships with her clients number of clients who I have selling their children homes,

23) COOPERATION, NOT COMPETITION, Although CREATES Chris is one of the Chicago MUTUAL SUCCESS FORmetro area, she did real estate. Instead, when sh AGENTS

job working in outside sales a real estate compan 27) THE DAILY owned SCHEDULE my real estate license,” Chr OF A SUCCESSFUL REAL ESTATE AGENT decided that that might be a g have never looked back.”

9205 S. IL Route 31, Lake In the Hills, IL 60156

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Thirty years and hundreds o now the head of Chris Peque Phone 310-734-1440 | Fax 310-734-1440 dent team within Jameson So mag@topagentmagazine.com | www.topagentmagazine.com As one of the star solo pract No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent received Crain’s Business 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 itsEstate authors. Broker Award Real To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Chicago Magazine’s Top 10 Published in the U.S. Operating out of her office experienced back-office staf Top Agent Magazine ness throughout the Western

mailto:mag@topagentmagazine.com

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at 4

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: Top Agent Magazine

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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AMY ADORNO From a young age Amy had a keen eye for real estate. Growing up in a family of residential builders and working in their office as one of her first jobs, she was intrigued by the process and valued the recognition they received for their work.

When Amy graduated college in 2003, she quickly entered the mortgage industry. Working her way up in the lending world she decided to become licensed in real estate. While everyone was exiting the industry due to the economic housing crash, she saw the future potential.

In 2009 Amy met her husband Joe Burley working in the industry. The topic of conversation had always been real estate for these two. They would never have met otherwise. Joe used to call to check on the status of his files for future closings. One day after a successful closing, Joe dropped off bagels to Amy and her team and the rest is history. Less than 3 years later they were married and are now a family of 4 with two daughters, Presley and Brielle.

In their free time they enjoy traveling, Walt Disney World, cooking, and concerts.

The mortgage background propelled Amy’s real estate career with her knowledge on how the process works. She can properly screen the buyers for her sellers’ properties leading to a successful closing.

After growing independently, Amy left the mortgage industry to transition full time to real estate in 2014 with husband Joe joining forces in 2016. Amy and Joe pride themselves on being a family first, family owned real estate group in the western suburbs of Chicago with over 30 years combined service and knowledge of the industry.

They continue to exceed expectations, providing that excellent level of service and care. “I would definitely say it’s our customer service that keeps people coming back,” Amy says.

With office locations in Bloomingdale and Geneva, their residency in St. Charles, they are able to assist with all of your buying and selling needs in the surrounding suburbs..

For the past 3 years they are averaging 75 transactions per year and over 20 million in closed volume.

Always being at the forefront of cutting edge technology in the ever changing real estate industry is important to them. They are privileged to be partnered with real estate consumer giants Zillow & Trulia. This partnership led to becoming a Premiere Agent, the Best of Zillow status, and presently the top ranking agent in Bartlett. With these accolades it gives their sellers top placement on those sites, as well as their team being the only agent featured on their listings!

Selling a home is an art and a science, which is why they have a successful system in place to get top dollar for their client’s. With Amy’s gifted eye in home staging and certification they pride themselves on this very important pre listing step. Their negotiation tactics have also scored many happy home buyers. “Prior to our professional photographer coming out, we will stage your home with our immense inventory of goods or utilize what you have in your home. Making sure every single room is ready to shoot to give the best online presence your home deserves!

With these processes in place, our listings sell faster and earn more showings.”

Amy and Joe are very passionate and hard working individuals. They are proud to rank in the top 2% nationally in closed sales and were also named one of CRAIN’s 2019 notable residential real estate brokers. They are involved every step of the way and have an open line of communication with their clients the whole way through. With their extensive list of leading industry experts they can make sure you are in good hands with well respected real estate attorney’s, mortgage consultants, home inspectors, trades people, and movers to make your home selling and buying process as seamless and efficient as possible.

For more information about Amy Adorno, Executive Realty Group, call 630-881-8221,email gowithamyandjoe@gmail.com, or visit homestoadore.com www.

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Copyright Top Top Agent Agent Magazine Magazine

Dean Mangano is proud to congratulate

AMY ADORNO

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

Dean Mangano | Senior Loan Officer | NMLS# 231492 708-254-2808 fairwayindependentmc.com/Dean-Mangano www.

9205 S. IL Route 31, Lake In the Hills, IL 60156

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Hal Stinespring & Associates are proud to congratulate

AMY ADORNO

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

HAL STINESPRING & ASSOCIATES, P.C. 847-458-0555 | office@stinespringlaw.com www.stinespringlaw.com 910 E. Oak Street, Lake in the Hills IL 60156

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Home Matters - Inspection Services is proud to congratulate

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

ROB BRUCE Home Matters - Inspection Services (847) 863-4407 | robbruce@homematters4u.com www.homematters4u.com P R OV I D I N G H O M E I N S P E C T I O N S A N D R A D O N T E S T I N G

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Team Benavides is proud to congratulate

AMY ADORNO

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

TEAM BENAVIDES 630.884.0067 | team-benavides.com www.

116 E. Main Street, St. Charles, IL 60174

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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ABBY POWELL Abby Powell started in real estate when she was working in a digital marketing company. “I was given the opportunity to shoot some real estate listings with a high-end camera as a side job,” she says, “and it just made me fall in love with the process and the industry, and not just from the creative side, but being able to learn more about the business, and from working with an agent and seeing their day-to-day activities. It was a lot more appealing than sitting at a desk from 9 to 5.”

While she continued to study marketing and graphic design, real estate was always on the back of her mind, but the opportunity to make the switch didn’t arise until two years later, in 2016, a neighbor reached out to Abby saying she needed an assistant for her own real estate business, and that she would support Abby getting her own license. Abby got her license the following year. “I went into it head first and have been being as active as I can ever since,” she says.

Today, Abby works as a solo agent with Dream Town, serving the city of Chicago and surrounding suburbs. “I tell all my clients that I go where they go,” she says. “If there’s an area they’re exploring, I’ll explore it with them.” A lot of her business also comes from referrals from satisfied clients, who are more than happy to refer her to friends and family. She works frequently with first-time buyers as well as with seniors who are downsizing.

“I like to be a well of knowledge for [my clients],” Abby says of her success. “If they need referrals or advice for benefitting their investment, I’ll help them out. I’m very honest. I don’t give them advice I wouldn’t take myself.”

She also says that her background in both design and hospitality allows her to think outside the box when it comes to her properties. For example, the current stay-home measures have prevented her from showing houses in person, so she’s set up virtual, interactive open houses so

clients can view properties from the safety of their homes.

“I don’t stop until I get the end result, and if I have to think outside of the box to find that seller or get that property, then I’ll do it.”

Abby considers her clients to be her friends, and encourages them to stay in touch all the time, even on non-real estate matters. “It’s all about lending a helping hand or advice,” she says. “It’s just, ‘what can I do to help?’” When it comes to marketing, she takes a similarly broad and inclusive approach, utilizing all platforms available, whether it’s printed mailings or social media and email. “Anything you can do to stay relevant” is key, Abby says, “because the real estate industry can change really quickly, and you need to be able to change just as quickly.” She also works with local businesses to help her advertise her listings.

“I love the entire process from start to finish, and I love to help people,” Abby says. She’s sure to take the time with each client to get them into the best deal possible, helping them do the research and take the steps to get where they want to be. She also enjoys learning about her clients and their lives: “You get to know them and their family, and you get to understand [them].”

When she’s not helping people, Abby loves to help animals, and works with a number of animal rescue organizations like Safe Humane Chicago, which helps animals, high-risk youth, and veterans all at once. When she’s not working and volunteering, Abby likes to spend time with her family and experiment in the kitchen.

Looking to the future, Abby would one day like to start her own team. “I think that I can benefit other agents with some of my knowledge of advertising and graphic design, and helping them get used to the changing technology. And I’m not afraid to learn when I need to,” she says. She also plans on maintaining her core values of being responsive and patient with clients: “It’s not important to me to get things sold the fastest, it’s that the client is comfortable with their decision.”

To learn more about Abby Powell, please visit addressabby.com, email abby@dreamtown.com, or call 847-209-6664 www.

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The Katris Law Group, LLC is proud to congratulate

Abby Powell

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

Viki Katris Boulougouris & Themis Katris Phone: 630.425-4222 Emails: vk@katrislaw.com and tk@katrislaw.com 257 N. West Avenue, Suite 206, Elmhurst, Illinois 60126

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 14

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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ALEXA MIMI WAGNER

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ALEXA MIMI WAGNER Top Agent Alexa Wagner – of RE/MAX Professionals Select in Naperville, Illinois – has well over a decade of experience helping buyers and sellers in the greater Chicagoland area.

Top Agent Alexa Wagner – of RE/MAX Professionals Select in Naperville, Illinois – has well over a decade of experience helping buyers and sellers in the greater Chicagoland area achieve their real estate goals.

Determined, deeply knowledgeable and sincerely committed to putting her clients’ best 18 Copyright Top Agent Magazine

interests first and foremost, Alexa has earned her stellar reputation as a trusted real estate advisor and advocate.

Alexa, who hails from a family of Realtors and had a fifteen-year career as a teacher prior to becoming an agent, became licensed and Top Agent Magazine

started practicing in 2008, right smack dab in the middle of the catastrophic economic downturn of that decade. “It was a really rough time to start a new career in real estate,” she recalls. “Initially I was working multiple jobs in addition to selling homes. Finally, my broker told me that I really needed to commit fully to real estate, and that if I did, it Top Agent Magazine

would all come together for me.” Following that advice, Alexa persevered and found success not long after, a success that has been based on her solid work ethic, her empathetic approach, and her commitment to using her teaching skills to educate her clients about the entire process of buying or selling a home, allowing them to make informed decisions.

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“My clients know that I know what I’m doing and that I care.

I understand that real estate is a service industry, not just a home-selling industry.”

Currently, almost the entirety of Alexa’s considerable business (in 2018 alone, she sold well over $25 million) is comprised of referrals and repeat business, a formidable statistic by any measure. Alexa, who is known for her enthusiastic approach to her job, pauses for a thoughtful moment when asked how she has managed to inspire such impressive levels of consumer loyalty. “I think it’s because of my expertise,” she says. “My clients know that I know what I’m doing and that I care. I understand that real estate is a service industry, not just a home-selling industry.”

There are many other reasons behind Alexa’s ascent in the real estate industry, and chief among them is her approach to marketing.

“I try to utilize as many of the cutting-edge tools available to me,” she explains. “I differentiate myself by layering multiple forms of marketing, including print, digital, email blasts and other methods. My Copyright Top Agent Magazine 20

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job is to drive the most demand possible for my client’s property, so I like to use as many platforms as possible to do that.” The result is typically a fast sale for top dollar, not to mention happy clients, which is one of the reasons Top Agent Magazine

Alexa has a perfect overall five-star rating on industry website Zillow.com.

When she’s not working, Alexa enjoys tailgating and cheering on the Chicago Bears, Copyright Top Agent Magazine 21

outdoor concerts in the city with friends, and sitting on her back patio with her bulldog Ruby and her fiancé. She is also an ardent philanthropist, and she supports multiple charities that benefit local youth, including Little Friends Inc., which supports special needs individuals. Additionally, both through RE/MAX and personally, she is a contributor to the Children’s Miracle Network.

Alexa’s plans for the future are primarily to continue growing her business and to enhance and refine the already-unparalleled customer service that has become her calling card. “I love the feeling of helping people,” she says, “and taking care of them, knowing that they rely upon me for solutions. It feels great to be of service that way.”

For more about Alexa Mimi Wagner, please call 630-460-6256 or email awagner@remax.net

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the 24

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

Top Agent Magazine

Top Agent Magazine

CHRIS PEQUET In the hypercompetitive world of real estate, an agent has to differentiate herself in order to achieve success. For top agent Chris Pequet, achieving this has come from adhering to what she calls the client for life concept. By focusing on providing high-quality, personalized service, Chris has consistently developed meaningful relationships with her clients that last a lifetime. “I have a number of clients who I have sold homes to, and now I’m selling their children homes,” Chris tells Top Agent.

Although Chris is one of the top-producing agents in the Chicago metro area, she didn’t initially intend to work in real estate. Instead, when she began her career she took a job working in outside sales. “A girlfriend of mine who owned a real estate company kept suggesting that I get my real estate license,” Chris explains. “After a while I decided that that might be a good fit, so I got licensed and have never looked back.”

Thirty years and hundreds of transactions later, Chris is now the head of Chris Pequet Realty Group, an independent team within Jameson Sotheby’s International Realty.

As one of the star solo practicing agents in Chicago, she received Crain’s Business Publication’s 2019 Notable Real Estate Broker Award and has been named one of Chicago Magazine’s Top 100 Real Estate Professionals.

Operating out of her office in Hinsdale, Chris and her experienced back-office staff run a thriving book of business throughout the Western suburbs of Chicago.

Chris credits her tireless focus on providing her clients with premier service as being the primary driver of her success. “Since I am a solo agent I’m personally involved with every aspect of my client’s transaction, which allows me to provide a high degree of personalized service.

Whenever they need something, they call me, and I’m well known for answering my phone and email at all hours of the day,” Chris says. “There are a lot of agents out there with large teams, but they are often so busy that they can’t give the kind of personalized attention I pride myself on.

Top Agent Magazine

I actually have a policy that I only take a certain number of listings and a certain number of buyers because I want to make sure that nothing slips through the cracks.”

When it comes to listing a property, Chris implements a comprehensive marketing campaign that targets key demographics of potential buyers. By using a combination of online advertising, email blasts, and newspaper ads, Chris drives the attention to her listings that her clients deserve. In addition, she will reach out through her extensive professional network to shop her listings around with other regional realtors.

Outside of work, Chris loves to spend time with her family, and is extremely involved in her community.

For many years she was on the Board of Directors of the Hinsdale Chamber of Commerce, and after terming out from that position, became an advisor to the board. She is also on the Foundation Board for School District 181, where she heads up fundraising efforts for the elementary and middle schools in the Hinsdale–Clarendon Hills area.

Finally, Chris and her husband are the founders of Red White and Blues, a biannual fundraising event featuring a blues band that raises money for Operation Support Our Troops, America.

Looking to the future, Chris is excited to keep working and continue helping her clients achieve their real estate goals. “I love being able to work the way that I do. As long as it’s enjoyable and my clients are happy, I plan to carry on for quite a while.”

For more information about Chris Pequet, visit ChrisPequet.com call 630.327.5175 or email chris@chrispequet.com www.

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