ILLINOIS 6-6-22

ILLINOIS EDITION

How to

SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

IT’S GOOD FOR THE BUSINESS

COVER STORY

INCORPORATE CURRENT EVENTS

LUISA MARTINEZ

If it’s Good for the Soul,

to Your Email Blasts and Stay Relevant

FEATURED AGENTS

CRAIG BUCHANAN ANGEL COLLINS JAKE McVEY LISA ROSENGARD

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

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

Top Agent Magazine ®

Top Agent Magazine

While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

Top Agent Magazine ®

5

Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

6

feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

Top Agent Magazine ®

Top Agent Magazine

LUISA MARTINEZ

Top Agent Magazine

7

Top Agent Luisa Martinez works solo with RE/MAX American Dream in Northern Illinois, primarily serving the Lake County area. She is currently working to expand her business into the Cook County and Chicagoland area.

When Luisa Martinez purchased her first property in 2017, she had a terrible experience which was the catalyst for her new career in real estate. Luisa from then-on, decided that she wanted to be able to help others through the process, not only getting them through the transaction but providing guidance and education along the way. She cashed in her 401K at the Postal Service where she was employed and took a leap to becoming a full-time real estate agent. Now heading into her fifth year in the business, Luisa averages $6-8 million dollars in sales and sells between 30-40 units per year.

A solo agent with RE/MAX American Dream in Northern Illinois, Luisa has primarily served the Lake County area, where she was also a resident for many years. More recently, however, she moved closer to Chicago and is currently working to expand her business into the Cook County and Chicagoland area.

8 Copyright Top Agent Magazine

Top Agent Magazine

Luisa loves the activity and diverse cultural experiences the city offers. From the beautiful downtown area to shopping, restaurants, museums and festivals, Chicago offers something for everyone, making it a great place to live and even a day-trip destination Top Agent Magazine

for people from the suburbs and surrounding communities.

Marketing and staying in touch with clients are keys to Luisa’s success. She markets listings using social media platforms. Luisa Copyright Top Agent Magazine 9

Luisa’s active involvement as a founding member of the Lake County Chapter of the National Association of Hispanic Real Estate Professionals (NAHREP) is one way that Luisa gives back to the community and supports the dream of homeownership for all. showcases open houses on YouTube, with the support of an in-house marketing team.

She adds a personal touch to her client relationships with regular check-ins by text or phone and monthly gifts like gift cards. She also makes the most of holidays. Whether that is through sending Valentine’s Day chocolates or Easter baskets, Luisa sees these 10Copyright Top Agent Magazine

relationships as friendships that go beyond business. She wants clients to know she cares about them and is still there to help them well after the transaction.

Luisa’s business has achieved a 100% repeat and referral rate since gaining market share in the early years. She does a lot of Top Agent Magazine

co-branding with her business partner, a local lender. Together they work on getting Luisa’s name out into the community. Her active involvement as a founding member of the Lake County Chapter of the National Association of Hispanic Real Estate Professionals Top Agent Magazine

(NAHREP) is one way that Luisa gives back to the community and supports the dream of homeownership for all.

In the future, Luisa would like to build her own team and she is already working toward Copyright Top Agent Magazine11

expanding her business into the Chicagoland market. She also has plans to build an investment portfolio with the specific goal of acquiring four multi-unit properties in the next four years. Ultimately, it’s her big WHY that keeps Luisa excited about her work. As a DACA recipient who was able to purchase her

own home, Luisa knows from personal experience that it’s possible. She also understands that people can get discouraged or feel too ashamed to even try purchasing a home. Luisa is committed to being the trusted guide who helps other immigrants to achieve their dreams of home ownership.

To learn more about Luisa Martinez, call 224.538.8457, email luisa.homes2017@gmail.com, or visit her website: martinezlteam.com www.

12Copyright Top Agent Magazine

Top Agent Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

Top Agent Magazine

13

Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

Top Agent Magazine

Top Agent Magazine

CRAIG BUCHANAN Top Agent Magazine

15

CRAIG BUCHANAN

Craig Buchanan is a pillar in his Illinois community and a seasoned real estate agent in the surrounding area. Backed by over twenty years of experience, Craig specializes in residential property sales across Central Illinois.

A long-time central Illinois resident, Craig attended Mahomet-Seymour High School and went on to attend Florida Atlantic University with a five-year basketball scholarship. During his time there, Craig completed a double major, studying both accounting and real estate, finding a particular affinity for the latter. After his collegiate career, Craig played professional basketball for two years before injuries took a toll.

veteran communities and steady influx of college families contribute to its consistent numbers. Craig shares how the university is known for its high-quality engineering and nursing programs, which one of his daughters is considering attending. He continues, “This is one of the best universities you can go to.”

The nearby village of Mahomet, and Craig’s hometown, regularly ranks as one of the top “downstate” schools in Illinois. Craig says, “It’s what drives our

22 years later, Craig is on a team, housed by REMAX Real Estate Associates. He shares, “I’ve been on the same team since day one.”

His group averages 60+ million in annual volume and predominately covers the area surrounding the University of Illinois.

Craig notes that this part of the state tends to be a “very stable real estate market.” The 16

Copyright Top Agent Magazine

infrastructure.” Here the school system perpetuates accelerated community growth. Craig recalls how his class size at Mahomet-Seymour High School was 500 students, and how the school capacity has virtually doubled in size today. The ample farmland in the surrounding areas additionally benefits its consistent economy.

Craig’s current repeat and referral business is 80-90%, “It’s almost all that I do.” He shares how Champaign’s “small-town feel has its rewards when everybody knows everybody.” Craig’s personal website generates significant traffic for current listings, as well as his Facebook marketing campaigns. However, he heavily relies on community support, as it has been outstanding over the years.

When asked what he enjoys most about the field, Craig laughs, “I like just about every aspect of it.” He prides himself on his extensive industry knowledge and utilizes this to thoroughly educate his clients throughout the process. His two decades of experience result in exceptional council and a thorough comprehension of market complexities. Craig says, “I know I can do a good job for my clients.”

Outside of work, Craig spends his time giving back to his lifelong community. He regularly mentors at local schools and is heavily involved in both of his daughters’ high school athletic programs. Additionally, Craig enjoys involvement in his local church, CU Church. He enjoys traveling with his family and has explored places all over the world.

When asked about his future plans, Craig says, “I don’t see myself retiring.” He continues, “I intend to continue to grow and expand within the residential space, and to do it for as long as I can.” He shares, “This is a marathon for me.” Ultimately, Craig plans to preserve his energy for a select amount of projects in order to have more free time to spend with his wife, Casey, and two daughters, Avery and Hunter.

Top Agent Magazine

To connect with Craig, call 217-369-8969 or email craigbuchanan@remax.net

Copyright Top Agent Magazine 17

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!

18

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.

Top Agent Magazine

ANGEL COLLINS It was onwards and upwards for Angel Collins, a real estate agent representing McHenry County, Illinois. After fifteen years of experience owning a business in the restaurant industry with her husband, Angel was well versed in the hospitality industry and proficient in providing outstanding customer service. After selling the family business, Angel took a year off to decompress but was eager to try something new. Her longtime interest in homes and experience of moving seven times eventually prompted her to take the plunge and get licensed as a real estate agent. In 2021 Angel went full-time as an agent and today is ecstatic about this new chapter in her life.

Alongside Angel is a team that collectively represents Compass, the number one brokerage in the United States by volume. Her central geographic service region includes McHenry County, a small-town community with charm, diversity, affordable housing, and land. Angel describes her hometown as the “simpler, quieter life,” with access to convenient transportation, including the train service to the city and easy access to bordering states like Wisconsin.

Teamwork makes the dream work for this team-like collaboration as Angel and her team offer unique services such as exceptional customer service, complimentary staging, and any specific service their clients might need. “Buyers and sellers have different needs,” Angel shares and touches on how each client’s needs change depending on their homeownership journey and personal situation. In addition to fulfilling client expectations and going above and beyond in lending a helping hand, Angel has access to a propriety

mobile app for agents, giving her a leg up technologically, overall producing a significant advantage to the agents and clients brought on by Compass with previews of looks and touches before homes hit the hot market.

Differentiating Angel from other agents includes her persevering work ethic, strong communication skills, and her management and customer service knowledge. “I love every client I have ever worked with, and I am always on top of it,” she shares.

Furthermore, clients know they can rely on Angel as their agent with her general nature of consistent communication and intense drive to grow. As a result of Angel’s efforts, determination and authenticity when interacting with clients, she is achieving big goals. She has tripled her sales in three years, from three to ten million dollars in volume. As for 2022, she has a larger goal in mind: double her transactions.

Aside from Angel’s career is her devotion to her community. Angel has made colossal community contributions to local schools by raising $100,000 to build a soccer field for the local high school in remembrance of her son, who she lost tragically in the Iraq war of 2004. It doesn’t end here. Angel started a foundation called Message From the Heart entailing build-a-bear recordings made for children of deployed parents to surprise each child with a special message from their mom or dad. As a result, the organization has raised over $1,000,000. Angel will continue to work with passion, touching the hearts of others along the way.

She only has one goal and one purpose: to double her business and make clients happy. Lastly, Angel shares, “Every referral I get tells me I am doing the right job!”

To learn more about Angel Collins, please visit angelcollinshomes.com, email angel@gassensmithgroup.com or call 815-355-0108

Top Agent Magazine

Copyright Top Agent Magazine 19

JAKE MCVEY A Bolingbrook native with a steadfast dedication to serving his community, Jake McVey goes above and beyond to help his clients achieve their real estate goals. Jake was always interested in real estate, reading about it and studying the industry starting when he was in high school. At age 23, when he and his girlfriend (now wife) were buying their first house, Jake says, “I realized that it was time for me to step into the real estate business, because I was always so passionate about it. I wanted to be available for all my friends and family as I knew the time was coming for them to start looking for homes, too.” Today, Jake serves clients throughout the community by helping them turn their real estate dreams into reality.

Jake serves Bolingbrook and the surrounding suburbs, an area he has known his whole life. “Not only did I grow up here, but my parents both grew up here,” he says. “My family has been here since the first homes were built back in 1961 and has grown alongside the town.” Jake has channeled his love of Bolingbrook into a passion for community service, and he currently serves as an elected official with the town’s Park District. “I love that real estate gives me the flexibility to do my job helping my clients, and also give back to the community at the same time,” Jake says.

Jake praises Bolingbrook, a suburb of Chicago, for its wonderful diversity, with people from all backgrounds coming together as a community. He also loves the town’s array of great local businesses, which he showcases on a local TV show he hosts, Bolingbrook Buzz. “I love getting out there and meeting more people in the community,” he says.

“It’s been an amazing experience to be able to get out there and not only learn more about local 20

businesses, but also to help share what they have to offer to our community.”

Jake’s business is almost exclusively referral-based, a testament to the trust he builds with his clients. “In real estate, the biggest thing is to have an agent you know you can trust, somebody who will be honest with you,” Jake explains. “Relationships are so important, and that’s where all my business comes from. Most of my clients become more like friends.”

Looking toward the future, Jake plans to continue growing his business and helping more and more clients. “I look forward to providing caring, supportive service to more people as I grow,” Jake says. “My favorite part of real estate is being along for somebody’s journey. I take care of them and alleviate as much of their stress as possible. On closing day, when I get to hand my clients the keys, it’s a great feeling. I love building those relationships, staying in touch long-term, and being excited for people in their journeys in life.”

To find out more about Jake McVey, call 630.408.6456, email Jake@McVey-Properties.com or visit Jake-McVey.com www.

Top Agent Magazine

How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profesTop Agent Magazine

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

Top Agent Magazine ®

21

One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

22

Top Agent Magazine ®

Top Agent Magazine

your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

Top Agent Magazine

them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

Top Agent Magazine ®

23

5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 24

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

Top Agent Magazine

1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

Top Agent Magazine

with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

25

3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

26

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

Top Agent Magazine

Area Specialist LISA ROSENGARD Chicagoland is famous for its endless amenities, diversity and world-renowned restaurants. Encompassing the metro area of Chicago and its suburbs, those who choose to live in this region find it offers everything they need within close proximity. Growing up in the North Shore and spending 22 years within the city limits, real estate agent Lisa Rosengard couldn’t imagine a better place to raise her family. She decided to leave her 25-year corporate career and move to Northbrook, wanting to spend more time with her daughter. With an entrepreneurial drive and a passion for real estate, she soon earned her license. Today she serves all of Chicagoland, focusing on the North Shore.

Lisa and her family love their neighborhood, and frequently dine at local restaurants like Francesca’s North and The Happ Inn Bar and Grill. She finds joy in helping others establish roots in this region.

“I am knowledgeable about this area and my clients always tell me that I’ve brought them comfort with that expertise, because I’ve lived in both the city and the suburbs,” Lisa explains. With a growing portion of her business deriving from referrals, she’s truly committed to achieving their goals. Lisa understands how stressful this time can be, and aims to eliminate as much pressure as possible. She’s patient throughout every step, giving them the information they need to make decisions, but never rushing them. For her sellers, Lisa utilizes her brokerage’s marketing app which reaches all of their agents, alerting them when she has a listing coming soon. “I also send an email blast to my sphere, and I advertise through AdWorks.” Whether she’s assisting a buyer or a seller, Lisa communicates frequently. This holds true even after the transaction, as she keeps her past clients updated on current market trends and any neighborhood updates.

Clients love to tell others about their experiences with Lisa. One seller said, “Our goal was to sell our home while we lived in Florida for the winter. We were thrilled when it sold quickly. Lisa worked with us for Top Agent Magazine

months before listing our home, getting it ready for market. She provided resources like a painter, someone who staged our home, someone who purchased several items we thought would get thrown out, someone who helped us pack and someone who took away many bags of unwanted items. When we were ready to list our home our neighborhood had several homes on the market that were sitting for a long time.

With all of Lisa’s suggestions, expertise and many, many hours of working with us, our home sold in just a few weeks.”

Lisa feels it is important to give back and stay involved with her community. She is involved with her daughter’s school through the PTO, and is an active member of Congregation Beth Shalom in Northbrook.

When she’s not working, Lisa is enjoying time with friends and family or playing tennis.

As Lisa’s business grows, she strives to continue expanding alongside fellow agents at @properties. “I see a future where I work alongside other like-minded agents, while still serving as an individual agent. We want to grow in tandem.” Looking back on her journey, Lisa feels grateful for her success in Real Estate.

“Helping people makes me happy and motivates me to do more for others.”

To learn more about Lisa Rosengard, please call 312-543-5052 or email lrosengard@atproperties.com 27

mailto:mag@topagentmagazine.com

28

Top Agent Magazine