ILLINOIS 6-14-21

ILLINOIS EDITION

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REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS CREATIVE WAYS TO SAY

THANK YOU COVER STORY

JOSEPH GRAVENTI

HOW TO BUILD A TEAM THAT WILL WIN BIG

NO MATTER ITS SIZE

FEATURED AGENTS

JASON WAGNER MEENU BHASKAR BRIDGETT ATWELL

PRODUCTIVITY KILLERS:

4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

ILLINOIS EDITION

BRIDGETT ATWELL 7

Before becoming a licensed Realtor, 17 21 Bridgett Atwell grew to love real estate and the art of buying and selling homes through flipping houses while she was operating a daycare. After a period of hesitation, Bridgett decided to become an agent, and after spending a few months working in real estate part-time, she made the leap of faith into the industry and has been thriving ever since.

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p st tr th

W e si o sh JOSEPH GRAVENTI JASON WAGNER MEENU BHASKAR BRIDGETT ATWELL e JOSEPH a Through a combination of hard work and RAVENTI excellent customer service, Bridgett has elevated her posts videos business quickly since she started in 2017. She closed potential buy 35 transactions last year, an increase of 10 from the home before CONTENTS previous year, and is hoping to continue increasing that number in the years to come.

In her free ti 4) 7 REASONS WHY 20) CREATIVE WAYS with her fam YOUR PROSPECTSWhen AREN'T TO SAY THANK YOU it comes to interacting with her clients, Bridgett sports, includ TURNING INTO CLIENTS finds it vital to build lasting relationships with each and competi 24) PRODUCTIVITY KILLERS: client she meets with. She exudes passion, and her business, Br 14) HOW TO BUILD A 4 WAYS TO MAKE clients find it easy and comfortable to work with some- with her com TEAM THAT WILL WIN BETTER USE OF YOUR one who so clearly has their best interest at heart. “I’m area, and to p BIG NO MATTER ITS SIZE WORKING HOURS not in it for the commission. I really do care a lot about to hone her c my clients, and I think they can sense that when they client she wo talk to me,” Bridgett says. “I work extremely hard for long hours each day to get things done for my clients, Phone 310-734-1440 | and Fax I’m 310-734-1440 willing to do just about anything if I think mag@topagentmagazine.com | www.topagentmagazine.com it will help them out.” Bridgett has built an impresNo portion of this issue may be reproduced in any manner prior consent of as the a publisher.

Top Agent Magazine sive referral basewhatsoever aroundwithout her reputation generous, is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top selflessforagent, many of supplied her clients become friends Agent Magazine cannot be held responsible opinionsand expressed or facts by its authors.

To subscribe or change address, send inquiry mag@topagentmagazine.com. with hertoafter the transaction is closed.

JASON WAGNER

Published in the U.S.

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Bridgett’s background in elementary education has informed the way that she communicates with clients.

Top Agent Magazine She is consistently honest and transparent with her

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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JOSEPH GRAVENTI

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JOSEPH GRAVENTI JOSEPH GRAVENTI “Whether people are buying or selling, this is likely the biggest transaction they’ll make in their lives, so I make sure I go above and beyond their expectations, and pay attention to every detail.”

When Joseph Graventi decided to get into real estate, he knew what kind of agent he wanted to be for his clients.

“I’m very flexible. I don’t just walk into a listing appointment and begin laying out 8

a generic marketing plan. I take the time to get to know people, to understand their goals and their needs. I approach every situation as if I were that person, and I think my clients appreciate that.”

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Joseph got his license in 2015 after watching family and friends pay large sums of money in real estate commissions.

“Sometimes a commission was upwards of $100,000. I decided being a Realtor® was a good way to make a living, but it wasn’t lost on me that people were paying a lot for the service. I wanted to make sure my clients knew me as someone who was worth every penny.”

He’s worked hard to provide clients with superior service, whatever their

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need, recently adding Short Sale and Foreclosure Specialist to his certifications as a Real Estate Negotiation Expert and a Seller Representative Specialist. His business has grown steadily, with about 45 percent of it coming either from repeat clients or referrals. Over the last two years he’s closed 22 transactions, a number he is on pace to break in 2021.

Joseph has also built a network of professionals to help him make sure the process goes smoothly for his clients, from lenders and attorneys, to staging consultants

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and photographers, to the various service contractors that are sometimes necessary to get a home ready to sell. “Whether people are buying or selling, this is likely the biggest transaction they’ll make in their lives, so I make sure I go above and beyond their expectations, and pay attention to every detail.”

His clients seem to be well satisfied, describing Joseph as extremely knowledgeable, patient, responsive, and always available. One very satisfied customer summed it up succinctly: “A true professional!”

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When he’s not working, Joseph gives back to his community by donating through his church or through personal contributions wherever he sees a need. He spends his leisure time with his family. “One of the great things about this work is that it allows for a nice balance between work and family life. And that’s how I divide my time these days, though I’ve always loved anything to do with the outdoors, and hope to get back to it some day when I’m able.”

As for the future of his business, Joseph plans to keep expanding and growing Top Agent Magazine

“I’m very flexible. I don’t just walk into a listing appointment and begin laying out a generic marketing plan. I take the time to get to know people, to understand their goals and their needs.”

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as an agent. He will continue building his client base and taking classes to earn new certifications so that he can serve them even better. “I think it’s important to keep evolving, thinking of new ways

to approach your industry, seeking out buyers and sellers beyond your normal sphere. That growth is what keeps me passionate about this work, and on top of my game.”

For more information about Joseph Graventi, please call 630-618-0763 or email Graventi.Joe@gmail.com

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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JASON WAGNER

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JASON WAGNER

After working in corporate finance for many years, Jason Wagner realized the limited potential of his career path. He wanted something more out of life. He found himself developing a passion for real estate investing as he would constantly listen to podcasts during his commute to work, and tenaciously study the industry in his free time. In 2016, he quit his job to pursue flipping homes. After completing a few projects and sharing them on social media, people within Jason’s personal sphere started reaching out to him to ask for help with their own real estate goals. Without realizing it, Jason had built himself a solid foundation for a referral base. He got licensed as a Realtor® in October of 2017 in Chicago, and since then has been focused entirely on his full-time career as an agent.

flipping houses, to owning and managing his own rental properties, he always shares his personal knowledge and experience when conducting business with clients. He earns their trust by being transparent with information and making his expertise evident when offering insight and advice. “When I’m looking at a

Jason has a lot of diverse experience in a range of areas within the real estate world; from 18

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home with a client, I look to point out little details about the layout and structure of the home that only a contractor would comment on,” Jason says. “Hopefully it educates them to look out for certain things when they’re touring homes in the future.”

Jason gets more than 80% of his business from his network - and has built a reputation for himself as an agent his clients can trust. His friends and acquaintances sense his reliability just by interacting with him. Not only is Jason knowledgeable and hardworking; he is also well-connected within his community, and knows many great contractors, lenders, and attorney’s to whom he can refer his clients.

Jason conducts himself with integrity and professionalism, and he surrounds himself with professionals in other areas who do the same.

Coming from the corporate world, Jason thrives in the flexible and free world of real estate. He loves meeting so many different people throughout the week, and the lack of routine means that every day is fresh. Over the last 12 months Jason has had 31 transactions closed and under contract amounting to $13.9M, and he is looking to push his business to the next level in the years to come.

Jason just launched his own brokerage, Greystone Realty, which includes three other agents at this point, and he is looking to hire more like-minded agents in the near future. “I like to hire brokers with a background in real estate investing,” Jason says. “They provide clients with well-rounded guidance during their transactions, and in my opinion, that makes for the best Realtors®.” Through his new branding and his already solidified reputation, Jason hopes to expand his company quickly and become an elite brokerage in Chicago!

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To contact Jason Wagner, please call (847) 997-1639, email jwagner@greystonerealtychicago.com, or visit greystonerealtychicago.com www.

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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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MEENU BHASKAR

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MEENU BHASKAR

At an early age, Meenu Bhaskar developed an interest in homes, which gradually blossomed into passion and admiration. She knew she wanted to become a real estate agent, and 19 years ago she got licensed as a Realtor® in Illinois. From the beginning, Meenu built her business around serving her clients, maintaining relationships with them and working hard to meet their needs.

This approach has brought Meenu both great success and personal fulfillment, and she shows no signs of slowing down, being a Multi-Million Dollar Producer each year and giving each of her clients an excellent experience while doing so.

Meenu puts immense care into the way that she interacts with her clients. They are the lifeblood of her business, and her top 22

priority is to make them feel comfortable and safe when working with her. “I take pride in educating my clients and walking them through the entire process in detail before we even get started with the transaction,” Meenu says. “I am their guide, their trusted advisor, and I want us to be on the same page as we get started.” Meenu’s generosity with her time and energy does not go unnoticed - at this point in her impressive career, she gets 80% of her business through referrals from satisfied clients.

As a multilingual, multicultural agent, Meenu is uniquely equipped to connect with and help out a wide range of clients.

She loves tackling the variety of different challenges that real estate offers each day, and is creative and flexible when solving Top Agent Magazine

problems during a transaction. “I am willing to go the extra mile to improve the experience for my clients,” Meenu says. “It makes me happy to know that my experience, knowledge, and hard work have led to a family finding a place to call home for the rest of their lives, and everything I do is meant to accomplish that goal.” Meenu’s ability to flexibly navigate anything that real estate can throw at her has earned her a following, and her desire to help others has allowed her to build a reputation as an agent clients love to work with.

No stranger to promotion, Meenu puts a lot of thought into her marketing strategy.

She uses social media and the MLS to push her listings to a wide audience and generate buyers, and professional photography and videography to bring out the full potential of each home buy revealing the finer details of their aesthetic quality.

In her free time, Meenu loves to cook meals and spend quality time with her family. She is a huge proponent of community engagement and gives back through volunteering with and donating to various local organizations, as well as networking within her sphere to promote herself throughout the area. Real estate is her passion and “Home Is Where Your Heart Is” is her motto, as helping people find a comfortable home has been her primary goal since she started her business. If you’re looking for a selfless Realtor® in Illinois who truly cares about her clients, look no further than Meenu Bhaskar!

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You can contact Meenu Bhaskar by phone at (309) 826-4642 or by email at Meenu@MeenuBhaskar.com.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day.

Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

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4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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BRIDGETT ATWELL Before becoming a licensed Realtor, Bridgett Atwell grew to love real estate and the art of buying and selling homes through flipping houses while she was operating a daycare. After a period of hesitation, Bridgett decided to become an agent, and after spending a few months working in real estate part-time, she made the leap of faith into the industry and has been thriving ever since.

Through a combination of hard work and excellent customer service, Bridgett has elevated her business quickly since she started in 2017. She closed 35 transactions last year, an increase of 10 from the previous year, and is hoping to continue increasing that number in the years to come.

When it comes to interacting with her clients, Bridgett finds it vital to build lasting relationships with each client she meets with. She exudes passion, and her clients find it easy and comfortable to work with someone who so clearly has their best interest at heart. “I’m not in it for the commission. I really do care a lot about my clients, and I think they can sense that when they talk to me,” Bridgett says. “I work extremely hard for long hours each day to get things done for my clients, and I’m willing to do just about anything if I think it will help them out.” Bridgett has built an impressive referral base around her reputation as a generous, selfless agent, and many of her clients become friends with her after the transaction is closed.

Bridgett’s background in elementary education has informed the way that she communicates with clients.

She is consistently honest and transparent with her information, and gives thorough advice when clients encounter obstacles during the transaction process. “It’s important to me that my clients are as well-informed as I can possibly get them,” Bridgett says. “I make it my mission to educate my clients, because that is the best way to make sure they feel secure and we can efficiently solve problems as they arise throughout the transaction Top Agent Magazine

process.” Bridgett’s hands-on approach instills confidence in her clients, and builds trust in the long-term as she guides them through their real estate journey.

When selling homes, Bridgett puts a lot of effort into her marketing. She uses professional staging and photography to bring out the full potential of each home, and she advertises heavily on social media to ensure that each listing reaches a wide audience. The company she works for posts videos of each listing on Youtube as well so that potential buyers get an accurate representation of the home before they even set foot inside it.

In her free time, Bridgett lives a very active lifestyle with her family. They love participating in outdoor sports, including horseback riding, dirt biking, hiking, and competitive water skiing. For the future of her business, Bridgett hopes to become more involved with her community, particularly with schools in the area, and to push her business further as she continues to hone her craft and offer excellent service to every client she works with!

To contact Bridgett Atwell, please call (815) 207-1169, email atwellproperties@gmail.com or visit landenhomerealty.com www.

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