ILLINOIS 6-20-22

ILLINOIS EDITION

CREATIVE WAYS TO SAY THANK YOU COVER STORY

MARLA MARCUS 5 SIMPLE MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS

6 HABITS OF HIGHLY PRODUCTIVE AGENTS FEATURED AGENTS

ANDREA LEU KATIE SHORR NICOLE MARSELLE OKSANA SOJKA RACHAEL HOOKER SANDY SOLDANO

ILLINOIS EDITION

NICOLE MARSELLE

KATIE SHORR ANDREA LEU Bringing honesty and a strongAfter work working eth- When competitivewas market,thinking I think it’s very have im- experienced abuse or neglect tosays th as a Nicole mortgage Marselle loan 7officer 15 16 19are made infriends ® ic that delivers results, Andrea Leu goes portant to be professional, polite, responfor fifteen years, REALTOR make sure that decisions about returning to the workforce after above and beyond to help Katie her clients sive, and respectful of their time. For that Shorr made the move into real their best interests. In addition to this staying home withreason, her children seva differ achieve their real estate goals.

Having other agentsfor enjoy working with estate sales. She wanted to spend meaningful role, she participates in previously worked as a consultant at a me.

And when you get multiple offers on eralheryears, decided to pursue real more time with family, she including the local Chamber of Commerce andrefer p marketing firm, Andrea had always loved daughters. A 9 to 5 was no your home for the same amount, you’re two young enjoys planning events within theneeds. N choice homes, real estate, and working with peo- estate. It was a good thinking aboutconsidering who is going to be pleaslonger an option, but Katie’s strong community. Katie loves animals and ple. When she decided to try something that she already ant to work with. I work well with other loved learning about clients work ethic meant that she didn’t want has two rescue dogs, and is in talks different, real estate was the perfect fit. agents, and that makes a difference.” realInstead, estate she andbegan surfing property listings to slowanddown. with a local shelter to sponsor pets forprofess “I’m a very outgoing people person, building a new, more flexible business When she’s not giving backand doe as a hobby!

Getting her license seven I bring a marketing and sales background Outside of real estate, Andrea is activeadoption. in MARLA representing buyers and sellers of resin various ways, Katie loves crafting, MARLA ANDREA LEU KATIE SHORR NICOLE MARSELLE to the table as well,”MARCUS Andrea explains.

“Alongyears with my community endeavors ranging from volunteering with ago provided aHOOKER new career path just as RACHAEL OKSANA SOJKA idential inconArlington reading, doing yoga and traveling. love of homes, my ability to easily andhomes quickly MealsHeights on Wheels to managing her son’s hockey team.

MARCUS that allows hershe’s to do working, the work she loves set up anddeep thein surrounding northwest subnect with people has made fit.”

When not Andrea enjoys playing pickEstatethis runsa great Rachael Hooker’s necessary excellent schools make moving there staples.” By the end of the firstlooking for a real estateReal agent As for the future of her business, urbs of Chicago. leball with friends, doing Pilates, and spending time SOLDA balance goals with the had joined24 coffee. family. a Realtor in professional week hundreds and todaySANDY it has 20 appealing to Oksana and23 her clients. always have your best interests at Her mother was and Andrea has beenMadison, in business since 2016 and serves the andwith her family.

Katie has plans for growth, which in Wisconsin for many years, over 2500 members. k no further than Oksana Sojka. flexibility to be there for her family. touch-p northwest suburbs Chicago, including ® Katie works onNew a top producing the short term REALTOR means concentrating her of brother is Today, currently an Elmhurst, agent in and broker Getting to work with more people has s passionate about helping her Glen Elyn, Lombard, Naperville, andatRachael the surrounding toward the Andrea excited with toand bethe team Compass.

Katie’s referral business hasfuture, always on is organizing expanding her CRM, getting moremitmen York City. When decided toLooking Now a Broker C Starr Team for helped Oksana advance her career, and she hether they’re buying or selling Soldano is a seasoned b area. She praiseslaunch the area, particularly Elmhurst where starting her own small clients team so she can mentor newer been strong and she receives involved with the has localreally community, realvery estate career in 2018, @properties Rachael found herand becoming aeveryon Nicole is afrequently soloMost agent @properties is agents. pushing herself towith be looks successful.

Last and she will workfor tirelessly toher own she lives, being a family-friendly suburb that noneof all, she forward to continuing to professional who havea been recommended friends, just family, and$6M certified With level of motivationwith and over 3 she best had already made different kindyear of sheby niche.

As astager. member of a high top producing produced under infulfilling 25 e every deal is the absolute serving an area surrounding her home in theless provides all the amenities of the city.

“This area serve her clients.

“I find it extremely to know mark in Illinois’s Heights com-to repeat She with over sales inof 2021, experience in the co pastArlington clients, in addition business. It’severy her team genuine love80ofmillion peopleinand houses, there are no limOriginallyisfrom Ukraine, Oksana popular for younger people wholived. are starting fami- transactions. that IIllinois helped abelieves family find thechallenge home that will Libertyville, that includes northern Cook County Nicole is“I involved munity where communication she Rachael has they been able toachieve seamlessly inteskills makes and ongoing personal rapport its toiswhat Katie can going forward. want world, in areas of adminii you stronger and this year she the United States in 2008 and lies or are looking to make the move from the city,” raise their kids in and make tonsgrate of happy memories,” her dedication to service to of a broader that draws people to her time and again.

Additionally, to continue my momentum growing my business dedicating time to growing and succeednd her niche in helping people and southern Lake County.

This area includes Chicago’s school.

She’s legal, accounting,a me ope Andrea says. “It“Ioffers everything they loved Andrea says. “I enjoy the challenge of it, especially in had been very active with about aunique number audience. she offers some programs through her comand helping people find their dream home. With any ing.

Oksana truly enjoys her career in real real estate needs.

In just four city life, with a of cutecivic downtown full of boutiques and this market, and I enjoy seeing how happy people are North Shore, a group of affluent suburbs offering everyCommittee, voluntee andof having HR. She amassed and several local OKSANA SOJKA RACHAEL HOOKER SANDY SOLDANO pany to her they clients like ‘Compass Concierge’.

I believe in the importance that perestate minute she has rs, she has become The one proximity of the organizations restaurants. to the cityexplains. means canwellwhenand we values find thatevery perfect home.Rachael I client, absolutely love the schools,” Rachael “I’m brings that same passion for ser® range of skills and of sea thing from quaint, small-town appeal to the full range of tions and is part Concierge any upfront costs getI’vesonal with her clients. can telltothat foundtouch and connection, which is why so many ected Realtor in the state get toswork easily andofquickly,“Compass and we have fantastic covers personal side of“Ireal estate.” in this community,my andpassion. people know vicehelpto her work helping buyers and sellers I don’t feel like it’s my job.”

She loves nd Indiana,schools, thanksastowell her rooted commitment to her the house market ready.

This includes anything from people come to me.” transitioned these skills into her real estate car as great parks and libraries.”shopping and services typical of larger These me as a person who will lend helping hand wherever in Arlington Heights andsuburbs. the surrounding area and to hasprovide scholarshi inghome toakeep her clients motivated keeping herself d her ability to speak four languages: English, staging the to putting in new floors,while painting, day, Sandy is on one of the area’s top producing one is needed.” been able to leverage the with networkansheeasy built through communities offer agetconvenient location, many years as a soc “What’s most important forhighest me is trust from , Russian,With and Polish. landscaping, andunder more.

It really helps the several years of experience in real motivated. estate her community efforts to offer a level of care that most CONTENTS The Kim Alden Team at Compass.

She is an us my clients.” train commute into theagents city, and a suite of amenities, client satisfaction her belt, Andrea is seeing her repeat and referral busisaleparent, price possible A dedicated PTA Rachael for hasevery been ahome,” leader she in says. simply cannot match. “I knew the connections I’d well-rounded background to build a business sh mother, being on the ness begin to road reallywas takechallenging off. “When you work with from Blue Ribbon to shopping, munity, Nicole plans efforts such as the Character Counts Service Learningschools made would serve me well,”entertainment says Rachael. “For instance, Oksana is always looking for new opportunities to help a and, hera client baby boy along and would they’re often super ride happy with you, they love helping sellers get first the best price for their p When comes toFood marketing, KatieYears concentrates Program and the Backitto School Truck Bash. when much Iproximity was helping loves, one family in the group buy their recreation, in close get older, while conti 4)you 6to their HABITS OF 17) UNTANGLING herand clients.

She is currently searching for an withto the incompara-THE referring friends and Andrea says. ngs and meetings.

“Imagine it’s winter, and efforts offamily,” her social media andall takes advantage of area helping buyers before that she led the way on with Chicago’s Southside home, I knew fundsand to furnish it were tight. find I was and able purchase the home “They thatseat theyand canremember trust that they’re sending the perfect climateofforLake real estate investments.

Oksana to pack him intoknow the car ble beauty desirable area isA also service that has b Compass’ high-end marketing platforms, which proCollaboration for Homeless Youth and The Safe ToMichigan. to useBIDDING ourThis Neighbors Helping Neighbors group toof get HIGHLY PRODUCTIVE WAR: BUYER'S dreams.

In addition to her diverse business back their loved ones to bechallenging in good hands, with somebody wants to grow and establish herself as an agent you can ses you are showing.

It was but vide wide range of tools.

Additionally, Katie strives Learn Program forathe State of Illinois.

In 2019, the donations of furniture and other household items, as well characterized by high price& points and luxury properthis point. who’s going go a110%.

Past clients feel happyfor to anything without Sandy uses her strong attention to detail and listen come She ishelp expectof myself.”

HerAGENTS son istonow toddler she up PERSPECTIVES PTA Counciland of named her changing the State oftechnology.

Illinoishesitation. as toSELLER'S collect and deliver them. It was a true to Illinois keep withtothe Forpeople examsend people to me, andher they are with my biggest generator ing a new baby, so she isn’t trying to build anything big to be an active agent, balancing work ties.

Nicole loves Libertyville’s downtown district and clients’ needs, wants, and dreams.

“There are a Volunteer of the Year. community effort and an amazing thing to be part of.” ple, Katie now provides a QR code in addition to of business.” for support the next few years.

In out the more meantime, sheAndrea wants toLeu, responsibilities.

Oksana is a hard worker and To find about you of small, local businesses and she enjoys workphysical brochures on all of her listings. different reasons why people move. I want to m help aswas many families asCovid she can and her sphere of s appreciate her 14) knowledge attentiveness.

Asand Rachael’s real estate career taking off, can the That community group to grow, and atabout urg- Katie Shorr, CREATIVE 21) 5 SIMPLE MINDSET call her atbuild 630.202.8841 or continues emailTo learn more process as seamless asthepossible, take the time t ing in an area she knows so well.

Andrea’s people skills also become an asset for as possible. ays available to answer questions andarrived help her pandemic —andinfluence with it, as themuch school closures. ing of many members and her partner, Yeulanda Andrea.Leu@cbrealty.com.

You Rachael can find

WAYS TO SAY THANK YOU

SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS

To give the community, Katie is a CASA, a her clients when process. she is working with back othertoagents. pleasenonprofit call 847-275-1042 or and support, ough the buying or selling information, Many familiesCourt were Appointed impacted bySpecial both the her closures Degala, turned it listen, into an provide exciting organi-insights, ®andat andrealeu.sites.cbmoxi.com online “When reaching out to other agents, especially in this Advocate . In this volunteer email katie.shorr@compass.com lost income when their she places of work cut zation who called theare Good Neighbors Network willto be,” she says. mytwo clients where want Being thorough responsive keys to they the that position, advocates on employees behalf and of children ecently switched to Coldwell Bankers in or shut down completely.

It came as no surprise that make it even more effective. Last year they received the excellent service Nicole provides her from clients.

She District e, IL because she felt they had the strongest Rachael took action, teaming up with a friend to startthat a Distinguished Service Award High School Originally from the north shore of Chicago, Sa to lead her to where sheFacebook wants to group be in dedicated her to neighbors helping neigh214 in Chicago’s Northwest suburbs.

Rachael couldn’t strives to go above and beyond in her due diligence Copyright Top Agent Magazine a solo agent, her brokerage provides her with in accomplished the northwest bors in Arlington Heights. be prouder of whatlived they’ve and suburbs regards since 1988 and kn | and Fax research 310-734-1440 and is committed to being there to meet aining, classes, andPhone marketing310-734-1440 material to help her community service and her work as a Realtor as her family there a area very well, having raised earning curve with each “Our transaction.

“Never all her needs.

Nicole’s year topped goal was to identify those who clients’ needed help, the integral to one sales another.last “Those organic connections I’ve mag@topagentmagazine.com | www.topagentmagazine.com it go through many cycles of changes. With an o know everything. That’s why I try attend nature oftothe need,asand the assets we could muster to made have seeded my real estate business well, which $2 million in a handful of transactions.

Describing her Barrington, primarily focuses her scope on th ses as possible.” Oksana ismeet committed to helpneeds,” recalls. in “We a in turnwithout has given the opportunity to haveTop an Agent even No portion of those this issue mayRachael be reproduced anyorganized manner whatsoever priorme consent of theshe publisher.

Magazine business model as “boutique service”, ents find the perfect home, no by matter where it and coordinated porch drop-off system with areaprecautions social broader impact andand reach.

I’m excited toshe expandwith both a special is published Feature Publications GA, Inc. Although are taken tocustomer ensure thenorthwest accuracy ofsuburbs, published materials, Top focus on t he is willing to travel Chicago workers the to makebesure received or other going forward!”

Agentthroughout Magazine cannot heldpeople responsible for food opinions expressed or facts supplied by its authors. intentionally limits the number of Zurich clients she works area, where she lives. “There are a lot o s surrounding suburbs.

Oksana or is also licensed Toinquiry learntomore about Oksana Sojka To subscribe change address, send mag@topagentmagazine.com. with at any given time to ensure that she’s able to give families moving to Lake Zurich and the surroundi and serves members of the Polish community email oksana.sojka@cbrealty.com, Published in the U.S. Contact Rachael at 608-770-7941 or email rachael@cstarrteam.com thwest territory. Older cities in the Midwest, now, as well as new restaurants great sh each call one (708) 110%717-1684, effort. or visit To opening, learn more hn, are undergoing a lot of new construction great schools, and of course our beautiful lake e oksanasojka-chicago.sites.cbmoxi.com pleaseto c manage to preserve the green areas. St John’s 2 Top Agent Magazine www.

http://

Top Agent Magazine This commitment to clients is part of whatCopyright fuels Nicole’s or email nmar To make the search Copyright Top Agent Magazine high percentage of repeat and referral business.

Sheand sell experience seamless

mailto:mag@topagentmagazine.com

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do

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4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova-

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tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out

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of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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MARLA MARCUS

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Working solo with Compass Group, Top Agent Marla Marcus is based in Highland Park, Illinois, and has a 90 percent referral rate.

What you see is what you get with REALTOR® Marla Marcus. And what you get from the agent with Compass Group in Highland Park, Illinois, is a straight-forward, no-nonsense approach to real estate. “I think that one of the things my clients appreciate is I am very authentic. I am who I am. I take them on as family members. I won’t let them make a mistake. I am honest. I am detail oriented.

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I look ahead to see what kind of issues we might have and make sure we don’t have any issues,” Marla said. “The thing that lights me up is when I walk into the right house for the buyer. I’ve done this many times where I’ve previewed a home and I’ve called the buyer and said, ‘Bring your checkbook, I’m standing in the house you’re going to buy.’ And 95 percent of the time it’s the right house. I Top Agent Magazine

offer wonderful service. I’m not a huge volume producer. I prefer to limit the number of buyers and sellers I work with so I can really focus on them and give them my full attention and the best service I can.”

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Marla was working for Corporate America for many years when she and her husband decided she wanted to be a mother. She went into real estate for the flexibility so she could be there when they were sick, or go to their Copyright Top Agent Magazine9

“I love what I do. It transfers over when people meet me. They get it. And if they take my advice, things usually work out well.” school plays, and just be able to have her own schedule. A solo agent, Marla jokes that she’s been around the business for so long now that when she first started there were no such thing as suburban offices – “We just worked out of one office and we just went where our clients were,” she said with a laugh. Now she has a 90 percent referral rate and still brings in new business with a vibrant marketing plan.

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“My listings get marketed through social media, MLS, and pre-marketing where we create a buzz for the listing. We’re in a market that I have never seen. If you pre-market something it gets sold. If you create a buzz, it gets sold. I just sold my own house, so I am in touch with what the sellers are going through personally. It’s frantic. And the poor buyers.

But if you’re lucky enough to have THE buyer to win the bid, you’re doing well,” Marla said.

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Marla is also giving when it comes to her community, donating to battered women’s shelters, being involved in the Deerfield Chamber of Commerce, and generally doing whatever her children are into these Top Agent Magazine

days. When she has the time, she plays golf, dotes on her grandson, tends to her two dogs including a new puppy, and does some painting on the side. Next task? Grow her business.

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“I’ve been at Compass for a year. It’s a huge new learning curve for me after being with traditional real estate companies my whole career. I’m hoping to be able to use all their technology and all the things they

provide to increase my business,” Marla said. “I love what I do. It transfers over when people meet me. They get it. And if they take my advice, things usually work out well.”

Marla Marcus can be reached at 847-644-9359, email marla.marcus@compass.com, or visit homesnap.com/Marla-Marcus/gmb 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-

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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!

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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ANDREA LEU Bringing honesty and a strong work ethic that delivers results, Andrea Leu goes above and beyond to help her clients achieve their real estate goals. Having previously worked as a consultant at a marketing firm, Andrea had always loved homes, real estate, and working with people. When she decided to try something different, real estate was the perfect fit.

“I’m a very outgoing people person, and I bring a marketing and sales background to the table as well,” Andrea explains. “Along with my love of homes, my ability to easily and quickly connect with people has made this a great fit.”

Andrea has been in business since 2016 and serves the northwest suburbs of Chicago, including Elmhurst, Glen Elyn, Lombard, Naperville, and the surrounding area. She praises the area, particularly Elmhurst where she lives, for being a family-friendly suburb that nonetheless provides all the amenities of the city. “This area is popular for younger people who are starting families or are looking to make the move from the city,” Andrea says. “It offers everything they loved about city life, with a cute downtown full of boutiques and restaurants. The proximity to the city means they can get to work easily and quickly, and we have fantastic schools, as well as great parks and libraries.”

With several years of experience in real estate under her belt, Andrea is seeing her repeat and referral business begin to really take off. “When you work with a client and they’re super happy with you, they love referring you to their friends and family,” Andrea says.

“They know that they can trust that they’re sending their loved ones to be in good hands, with somebody who’s going to go 110%. Past clients feel happy to send people to me, and they are my biggest generator of business.”

Andrea’s people skills also become an asset for her clients when she is working with other agents.

“When reaching out to other agents, especially in this Top Agent Magazine

competitive market, I think it’s very important to be professional, polite, responsive, and respectful of their time. For that reason, other agents enjoy working with me. And when you get multiple offers on your home for the same amount, you’re thinking about who is going to be pleasant to work with. I work well with other agents, and that makes a difference.”

Outside of real estate, Andrea is active in community endeavors ranging from volunteering with Meals on Wheels to managing her son’s hockey team.

When she’s not working, Andrea enjoys playing pickleball with friends, doing Pilates, and spending time with her family.

Looking toward the future, Andrea is excited to be starting her own small team so she can mentor newer agents. Most of all, she looks forward to continuing to serve her clients. “I find it extremely fulfilling to know that I helped a family find the home that they will raise their kids in and make tons of happy memories,” Andrea says. “I enjoy the challenge of it, especially in this market, and I enjoy seeing how happy people are when we find that perfect home. I absolutely love the personal side of real estate.”

To find out more about Andrea Leu, you can call her at 630.202.8841 or email Andrea.Leu@cbrealty.com. You can find her online at andrealeu.sites.cbmoxi.com www.

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KATIE SHORR After working as a mortgage loan officer for fifteen years, REALTOR® Katie Shorr made the move into real estate sales. She wanted to spend more time with her family, including two young daughters. A 9 to 5 was no longer an option, but Katie’s strong work ethic meant that she didn’t want to slow down. Instead, she began building a new, more flexible business representing buyers and sellers of residential homes in Arlington Heights and the surrounding northwest suburbs of Chicago.

Today, Katie works on a top producing team at Compass. Katie’s referral business has always been very strong and she frequently receives clients who have been recommended by friends, family, and past clients, in addition to repeat business. It’s her communication skills and ongoing personal rapport that draws people to her time and again. Additionally, she offers some unique programs through her company to her clients like ‘Compass Concierge’.

“Compass Concierge covers any upfront costs to get the house market ready. This includes anything from staging the home to putting in new floors, painting, landscaping, and more. It really helps get the highest sale price possible for every home,” she says.

have experienced abuse or neglect to make sure that decisions are made in their best interests. In addition to this meaningful role, she participates in the local Chamber of Commerce and enjoys planning events within the community. Katie loves animals and has two rescue dogs, and is in talks with a local shelter to sponsor pets for adoption. When she’s not giving back in various ways, Katie loves crafting, reading, doing yoga and traveling.

As for the future of her business, Katie has plans for growth, which in the short term means concentrating on organizing and expanding her CRM, getting more involved with the local community, and becoming a certified stager. With a high level of motivation and genuine love of people and houses, there are no limits to what Katie can achieve going forward. “I want to continue my momentum of growing my business and helping people find their dream home. With any client, I believe in the importance of having that personal touch and connection, which is why so many people come to me.”

When it comes to marketing, Katie concentrates much of her efforts on social media and takes advantage of Compass’ high-end marketing platforms, which provide a wide range of tools. Additionally, Katie strives to keep up with the changing technology. For example, Katie now provides a QR code in addition to physical brochures on all of her listings.

To give back to the community, Katie is a CASA, a Court Appointed Special Advocate®. In this volunteer position, she advocates on behalf of children who 16

To learn more about Katie Shorr, please call 847-275-1042 or email katie.shorr@compass.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 18

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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NICOLE MARSELLE When Nicole Marselle was thinking about returning to the workforce after staying home with her children for several years, she decided to pursue real estate. It was a good choice considering that she already loved learning about real estate and surfing property listings as a hobby! Getting her license seven years ago provided a new career path that allows her to do the work she loves and balance professional goals with the flexibility to be there for her family.

Nicole is a solo agent with @properties serving an area surrounding her home in Libertyville, Illinois that includes northern Cook County and southern Lake County. This area includes Chicago’s North Shore, a group of affluent suburbs offering everything from quaint, small-town appeal to the full range of shopping and services typical of larger suburbs. These communities offer a convenient location, with an easy train commute into the city, and a suite of amenities, from Blue Ribbon schools to shopping, entertainment and recreation, all in close proximity to the incomparable beauty of Lake Michigan. This desirable area is also characterized by high price points and luxury properties. Nicole loves Libertyville’s downtown district and support of small, local businesses and she enjoys working in an area she knows so well.

Being thorough and responsive are two keys to the excellent service that Nicole provides her clients. She strives to go above and beyond in her due diligence and research and is committed to being there to meet all her clients’ needs. Nicole’s sales last year topped $2 million in a handful of transactions. Describing her business model as “boutique customer service”, she intentionally limits the number of clients she works with at any given time to ensure that she’s able to give each one 110% effort.

This commitment to clients is part of what fuels Nicole’s high percentage of repeat and referral business. She Top Agent Magazine

says that often her clients become good friends and, even when they relocate to a different area, past clients continue to refer people to her for their real estate needs. Nicole likes to keep in touch with clients as both a friend and a real estate professional. She sends quarterly updates and does some direct marketing but she’s just as likely to send a personal note or set up a personal meeting over lunch or coffee. Quality relationships and personal touch-points speak to Nicole’s commitment to give her best and her all to everyone she works with.

Nicole is involved in the local community and high school. She’s a member of the school’s Fine Arts Committee, volunteers for different school organizations and is part of a garden club that raises money to provide scholarships for students. She’s also served many years as a soccer coach. With her devotion to client satisfaction and involvement in the local community, Nicole plans to grow her business as her kids get older, while continuing the personalized, high-level of service that has been a hallmark of her success to this point.

To learn more about Nicole Marselle, please call 224.475.7504, or email nmarselle@atproperties.com Copyright Top Agent Magazine 19

OKSANA SOJKA If you’re looking for a real estate agent who will always have your best interests at heart, look no further than Oksana Sojka.

Oksana is passionate about helping her clients, whether they’re buying or selling property, and she will work tirelessly to make sure every deal is the absolute best it can be. Originally from Ukraine, Oksana moved to the United States in 2008 and 2018 found her niche in helping people with their real estate needs. In just four short years, she has become one of the most respected Realtor®s in the state of Illinois and Indiana, thanks to her commitment to her clients and her ability to speak four languages: English, Ukrainian, Russian, and Polish.

As a new mother, being on the road was challenging for Oksana and, her baby boy would often ride along to showings and meetings. “Imagine it’s winter, and you have to pack him into the car seat and remember what houses you are showing. It was challenging but I’m proud of myself.” Her son is now a toddler and she continues to be an active agent, balancing her work with her family responsibilities. Oksana is a hard worker and her clients appreciate her knowledge and attentiveness.

She is always available to answer questions and help her clients through the buying or selling process.

Oksana recently switched to Coldwell Bankers in La Grange, IL because she felt they had the strongest resources to lead her to where she wants to be in her career. As a solo agent, her brokerage provides her with a lot of training, classes, and marketing material to help ease the learning curve with each transaction. “Never think you know everything. That’s why I try to attend as many classes as possible.” Oksana is committed to helping her clients find the perfect home, no matter where it may be. She is willing to travel throughout the Chicago area and its surrounding suburbs. Oksana is also licensed in Indiana and serves members of the Polish community in the northwest territory. Older cities in the Midwest, like St John, are undergoing a lot of new construction but still manage to preserve the green areas. St John’s 20

excellent schools make moving there appealing to Oksana and her clients.

Getting to work with more people has helped Oksana advance her career, and she is pushing herself to be successful. Last year she produced just under $6M in 25 transactions. She believes every challenge makes you stronger and this year she is dedicating time to growing and succeeding. Oksana truly enjoys her career in real estate and values every minute she has with her clients. “I can tell that I’ve found my passion. I don’t feel like it’s my job.” She loves helping to keep her clients motivated while keeping herself motivated. “What’s most important for me is trust from my clients.”

Oksana is always looking for new opportunities to help her clients. She is currently searching for an area with the perfect climate for real estate investments. Oksana wants to grow and establish herself as an agent you can come to for anything without hesitation. She is expecting a new baby, so she isn’t trying to build anything big for the next few years. In the meantime, she wants to help as many families as she can and build her sphere of influence as much as possible.

To learn more about Oksana Sojka email oksana.sojka@cbrealty.com, call (708) 717-1684, or visit oksanasojka-chicago.sites.cbmoxi.com

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

2

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

3

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 22

you’re back in a rational state of mind and take it from there.

4

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

5

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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RACHAEL HOOKER Real Estate runs deep in Rachael Hooker’s family. Her mother was a Realtor in Madison, Wisconsin for many years, and her brother is currently an agent in New York City. When Rachael decided to launch her own real estate career in 2018, she had already made a different kind of mark in Illinois’s Arlington Heights community where she lived.

“I had been very active with a number of civic organizations and several local schools,” Rachael explains. “I’m wellrooted in this community, and people know me as a person who will lend a helping hand wherever one is needed.”

A dedicated PTA parent, Rachael has been a leader in efforts such as the Character Counts Service Learning Program and the Back to School Food Truck Bash. Years before that she led the way with Chicago’s Southside Collaboration for Homeless Youth and The Safe To Learn Program for the State of Illinois. In 2019, the PTA Council of Illinois named her the State of Illinois Volunteer of the Year.

As Rachael’s real estate career was taking off, the Covid pandemic arrived —and with it, the school closures.

Many families were impacted by both the closures and lost income when their places of work cut employees or shut down completely. It came as no surprise that Rachael took action, teaming up with a friend to start a Facebook group dedicated to neighbors helping neighbors in Arlington Heights.

“Our goal was to identify those who needed help, the nature of the need, and the assets we could muster to meet those needs,” Rachael recalls. “We organized a porch drop-off system and coordinated with area social workers to make sure people received food or other

necessary staples.” By the end of the firstweek hundreds had joined and today it has over 2500 members.

Now a Broker with the C Starr Team for @properties Rachael has really found her niche. As a member of a top producing team with over 80 million in sales in 2021, Rachael has been able to seamlessly integrate her dedication to service to a broader audience.

Rachael brings that same passion for service to her work helping buyers and sellers in Arlington Heights and the surrounding area and has been able to leverage the network she built through her community efforts to offer a level of care that most agents simply cannot match. “I knew the connections I’d made would serve me well,” says Rachael. “For instance, when I was helping one family in the group buy their first home, I knew funds to furnish it were tight. I was able to use our Neighbors Helping Neighbors group to get donations of furniture and other household items, as well as people to help collect and deliver them. It was a true community effort and an amazing thing to be part of.”

That community group continues to grow, and at the urging of many members Rachael and her partner, Yeulanda Degala, turned it into an exciting nonprofit organization called the Good Neighbors Network that will make it even more effective. Last year they received the Distinguished Service Award from High School District 214 in Chicago’s Northwest suburbs. Rachael couldn’t be prouder of what they’ve accomplished and regards her community service and her work as a Realtor as integral to one another. “Those organic connections I’ve made have seeded my real estate business well, which in turn has given me the opportunity to have an even broader impact and reach. I’m excited to expand both going forward!”

Contact Rachael at 608-770-7941 or email rachael@cstarrteam.com Top Agent Magazine

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SANDY SOLDANO REALTOR® and broker Sandy Soldano is a seasoned business professional with over 30 years of experience in the corporate world, in areas of administration, legal, accounting, operations, and HR. She amassed a wide range of skills and seamlessly transitioned these skills into her real estate career. Today, Sandy is on one of the area’s top producing teams, The Kim Alden Team at Compass. She is using her well-rounded background to build a business she really loves, helping sellers get the best price for their property and helping buyers find and purchase the home of their dreams. In addition to her diverse business background, Sandy uses her strong attention to detail and listens to her clients’ needs, wants, and dreams. “There are a million different reasons why people move. I want to make this process as seamless as possible, take the time to really listen, provide information, insights, and support, and get my clients where they want to be,” she says.

Originally from the north shore of Chicago, Sandy has lived in the northwest suburbs since 1988 and knows the area very well, having raised her family there and seen it go through many cycles of changes. With an office in Barrington, she primarily focuses her scope on the north and northwest suburbs, with a special focus on the Lake Zurich area, where she lives. “There are a lot of young families moving to Lake Zurich and the surrounding areas now, as well as new restaurants opening, great shopping, great schools, and of course our beautiful lake to enjoy.”

To make the search and sell experience seamless for her clients, Sandy uses Compass’ modern outreach platform which provides the industry’s top technology reaching thousands of buyers and sellers. However, it is her downto-earth, in-person meetings that will win you over. She enjoys getting to know her clients, often over coffee at some of her favorite spots, including Stompin’ Grounds in Lake Zurich, Conscious Cup or Pepper Park in Barrington, or Cafe De Oro in Deerfield. “These coffee shops have a nice unique local vibe that helps showcase the specialness of the area my clients are interested in,” she explains.

“I want my clients to feel at ease and comfortable working 24

with me, as well as have the opportunity to get to know me better and trust that I will be their advocate throughout the entire process. My goal is to make buying or selling a home a great experience all the way around.”

When she’s not working, Sandy enjoys spending time with her husband, her three grown children and their significant others and friends. When it comes to giving back to her community, Sandy has a place in her heart for special needs children and adults. She supports numerous organizations benefiting people with special needs including Clearbrook, Circles of Support, and Search Inc. “Special needs children grow up and need places to live, resources, and jobs,” she says. “It’s a really important cause that I care deeply about.”

Looking to the future of her business, Sandy sees endless possibilities. “There’s always something to learn in this business,” she says. “When I was in the corporate world, I followed corporate culture. At this point in my life, I have the opportunity to run my business the way I choose, aligning with my values, bringing creativity and positivity into all my interactions, providing my best value to my clients… and in that way I am paying it forward. It’s an honor to facilitate and help people move into their next chapter.”

To learn more about Sandy Soldano call 847-494-5112, or email sandy.soldano@compass.com Top Agent Magazine

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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