ILLINOIS 7-20-20

ILLINOIS EDITION

GOOGLE ADWORDS:

How to Make Google Do the Work for You

UNTANGLING THE BIDDING WAR:

A BUYER’S & SELLER’S PERSPECTIVES

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS FEATURED AGENTS

MARIA LOURDES RIOS NANO ENGDAHL MARY ANN LADENDORF VIOLA WASZKIEWICZ

COVER STORY

PATRICE BOENZI

ILLINOIS EDITION

VIOLA WASZKIEWICZ

Viola15Waszkiewicz began21 her NANO real estate Whe ENGDAHL 24 MARY ANN 27 LAD career in 2018, having previously worked trav wanted my clients to feel lik For Nano Engdahl, being a real in the spa industry as a massage therenjo Ladendorf started and I’ve had many tell me th estate agent is much more Mary than Ann in real estate in the late 19 clearly resonates with doin peopl just an occupation: it’s her way apist for 14 years. Her people-focused ness comes from repeat clie of serving her community After and working for a brokerag approach has resulted in quick growth, also helping to improve the lives several years preparing home and she has built a strong base of neighbors. loyal “My favorite Even before the recent espep of her sale, she realized photographs that her lovan professional thing about my job is that I get clients who appreciate her honesty and real estate was a fitmarketing for herc hensive online to help people as they navigate compassion. “I’m not the one tolife. just show it’s a good story In t 16,000 websites across Oftentimes style. than Inspired, she earned her listings. Overher the and I’mViola dealing with marriage orVIOLA PATRICE BOENZI MARIA LOURDES MARY ANN LADENDORF you a RIOS propertyNANO and ENGDAHL sell it to you,” licensefor inWASZKIEWICZ 1984. “I’ve been d started using virtual tours on retirement, but sometimes it’s a sad story and I’m dealing says. “It’s about people, not money.

I’ve ing it ever as since,” she says.

Facebook-live and Insta with death or divorce,” Nano explains. “I love getting always taken that carephone of my is the n visibility in the midst of call, clients.” meeting new people, hearing their story, and helping them along their journey.”

Today, Mary Ann is the Lead of Ladendorf Gamu she says. “I & want Outside of work, Nano lo through the Coldwell Banker Real Estate Group, w Based in Schaumburg, Illinois, Viola primarily serves andI giving do toback betosucces the comm Nano’s commitment to caring for people and her commuPekin andof Ce Grayslake Chamber Co nity suburbs can be tracedofback toshe thehas yearsserviced she significant spentclients workingthroughout the northwest Chicago.

A knowledge and ex uting both time team and finan as a dental assistant, but Illinois her passionfor for over real estate can 36 years.

Alongside pa CONTENTS amount of her business comes from referral clients, getting anything i and has be traced back even further.

“I always had a passion for Ann Baylee Gambetti, Mary hasappeared craftedas aa gues pr and people refer their friends and family trust you involved with and local want and n homes, Viola even as ato little girl. My mom had a friend who approach thather has her an outstanding rep Goodwill Network and PAD was a realtor and the two of us would call up garnered andher ask because they trust her to be honest and educate tion in the area, with the vast majority of her vol 4) GOOGLE ADWORDS: 22) KILLERS: a board member for the G if we could go look PRODUCTIVITY at whatever interesting house had clients throughout the process.

“I look at the big picAbove all, Viola throu just come on the market,” Nano recalls.

After her family coming from either repeat clients or Foundation, referrals.

“I’m HOW TO MAKE GOOGLE 4 WAYS TO MAKE BETTER Heritage USE nize all of their fundraising experienced some life to changes, the need arose for Nano rewarding to be a ture,” she says.

“When I go a property, I look for my third generationHOURS of buyers now,” she says. “I DO THE WORK FOR YOU OFstable YOUR to pursue a more career, WORKING so in 2002 she decided to purchase, and Nano to b things like foundation issues and anything else and thatblessed.” incredibly fortunate Looking to the future, follow her passion and become a full-time agent.

13) UNCOMMON CONTACT: all challe may cause trouble for them in the future. I don’t embrace want any myand clients to 25) UNTANGLING THE BIDDING importantly is excited to con Eighteen years and hundreds of transactions later, she is When listing a property, Mary Ann offers her clien CONNECTING WITH CLIENTELE property and havin sugarcoat, and sometimes I even have to talk people their real estate goals along now one of theWAR: top agents atBUYER’S the Baird and Warner office A & SELLER’S expert attention to detail.

Starting out,that she values THROUGH SOCIAL MEDIA ple find make out of a property they’re Illinois. interested in. But that’s why in Libertyville, Nano runs a thriving book of PERSPECTIVES only the interior, but also the exterior of a home, d Northern County,can and has built they trust me.business I’m throughout honest, and myLake people count and when you get t 18) COOPERATION, NOT everything shego-to canresidento make sure it stands out from a stellar reputation for herself as one of the on me, no matter do buyer it withonlove, it n tial realwhat.” estate experts in her community. crowd.

“If you lose a potential the driv COMPETITION, CREATES MUTUAL 7

MARIA LOURDES RIOS SUCCESS FOR AGENTS

it can be hard to get them back,” she says. “Bec

If you ask her how she has managed to enjoy so much Viola prides herself on her communication and and availofdesire this,tomy I bring a 360-degree appr success, Nano will credit her helpteam others as being ability to hertheclients.

“I tell my clients, I’m always primary driver of hertobusiness.

“For me, my work marketing.”

After preparing a home, Mary Ann is not about the money.

It’s all about being a caretaker her team supply clients with a variety of listing ou available,” she says. “If you need me, call me.” Staying and problem solver. I truly care about my clients and the including virtual printed advertisements, in touch with hope pastisclients just as important, andtours, Viola that they is sense that,” Nano tells Top Agent.

“I feel For more information Phone 310-734-1440 | Fax 310-734-1440 online social media campaigns. blessed to be working at Bairdcards, and Warner.

Because we checks in regularly via holiday handwritten please call 8 are a family-owned business, our offices are not owned mag@topagentmagazine.com | www.topagentmagazine.com notes, gifts, and emails.

Sometimes clients invite her visit nanoengdah individually, so we all have that family feel amongst Elsewhere, Mary Ann us. provides buyers with a com or email nano.engda No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent It really well doing with myin own ethos.

I’vehome. always to come and see howmeshes they’re their new sionate collaborator en route to their prospe Magazine is published by Feature Publications GA, Inc.with Although precautions taken to and ensurethat the accuracy published “I’m friends many of myare clients, means ofas homes. materials, Top Agent Magazine cannot be held responsible for opinions expressed or factsSeeing suppliedher by itscareer authors. a ministry, she isCt something.

The relationship wefor build moreevery importTo subscribe or change address, send inquiry to mag@topagentmagazine.com. her is clients step of the way with honesty Published in the U.S. ant than anything.” upfront communication. Furthermore, she continu https://

2

work long after the deals are done. By leaning on extensive local contractors, mainten Viola markets her listings on all majornetwork online of platTop Agentshe Magazine men, plumbersand and electricians, can connect cl forms, and she also promotes to Facebook other with assistance, should any issues arise out withm To find social media. “I have a lot of followers who share my

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

Top Agent Magazine

3

Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

4

Top Agent Magazine

Top Agent Magazine

1

ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

2

BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

Top Agent Magazine

3

MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

4

LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

Top Agent Magazine

5

6

5

USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

6

Top Agent Magazine

Top Agent Magazine

PATRICE BOENZI

Top Agent Magazine

7

Top Agent Patrice Boenzi serves clients in Elmhurst, St. Charles, Batavia, Wheaton, Winfield, Geneva and surrounding communities in Illinois, After working as a pastor for 15 years, Patrice Boenzi decided she wanted to start a ministry. “I knew I’d have to fund it myself and I was always interested in real estate,” she explains. With her child nearing adulthood, it was the perfect time to start a new path. “My husband and I had the opportunity to buy a flip, so we sold our home and while we were flipping I got my real estate 8Copyright Top Agent Magazine

license.” That property was so successful that she had the courage to step away from the church and focus solely on this new career. She hit the ground running and completed over 22 transactions her first year. Her mentor suggested Patrice join her team and while brainstorming what was most important to them as a group, adopted a unique business plan.

Top Agent Magazine

“As a team, some of the events we provide include a speciality open house for our sellers, first time buyers and downsizing workshops and assisting each other with buyers as needed,” Patrice explains. “We share marketing costs and revenue from our joint activities. We each Top Agent Magazine

also run our own businesses with sales being credited in the MLS to that transaction’s agent. We don’t have a rainmaker - every team member is a producing agent. We all just work together as independent contractors.

It’s great for everyone.” Serving Elmhurst, St. Copyright Top Agent Magazine9

“I like to connect people,” Patrice says. “I don’t chase commissions, I chase opportunities to help others.”

Charles, Batavia, Wheaton, Winfield, Geneva and surrounding communities in Illinois, the vast majority of Patrice’s business consists of repeat clients and referrals.

“I like to connect people,” Patrice says. “I don’t chase commissions, I chase opportunities to help others.” Patrice understands the importance of each transaction, and does everything possible to get her clients towards their goals. For her buyers, that means guiding them throughout the transaction and Copyright Top Agent Magazine 10

making sure they understand each step. A strong negotiator, Patrice makes sure they are getting what they want. When it comes to her sellers, she goes above and beyond to market listings. “With every house I list, I try to come up with a creative idea specific to that home,” she says. “A recent architectural property is an example. Our team hosted a reception and invited professors and architectural students in the area to come and view the home. The home sold quickly due to the team’s unique marketing tactics.”

Top Agent Magazine

Afterward working with Patrice, clients leave glowing reviews about their time together. One recently said, “Patrice helped me purchase a home in Geneva, IL. She demonstrated excellent real estate knowledge of the Fox Valley area which allowed me to properly make decisions on what to Top Agent Magazine

offer on the house I was interested in. She was very responsive to all of my inquiries and was quick to answer any of my questions during my home purchase. I was definitely impressed by her great negotiation skills as she navigated me through the whole real estate transaction from searching Copyright Top Agent Magazine 11

for a property all of the way to closing. I appreciated that she was very approachable and easy to talk to.”

When Patrice isn’t working, she’s staying active in the community through her participation with the Chamber of Commerce. “I also sponsor a nondenominational missionary by donating portions of my commission to them.”

Looking ahead, Patrice is eager to grow her business by possibly offering consultations.

“I’ve worked with a lot of investors, and I’d also like to help agents find their strengths and help them launch their businesses.” If there’s any secret to success, Patrice has found that being yourself helps. “You have to be yourself, don’t copy the top producers, you just have to be true to yourself.”

For more information about Patrice Boenzi, call 630-234-7375 or email patrice@patriceboenzi.com Copyright Top Agent Magazine 12

Top Agent Magazine

Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

Top Agent Magazine

Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

Top Agent Magazine

13

the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 14

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

Top Agent Magazine

Top Agent Magazine

MARIA LOURDES RIOS Top Agent Magazine

15

MARIA LOURDES RIOS

“I build a relationship with my clients,” she explains. “It’s not about the sale for me, it’s about making my clients happy. I feel like they are part of my family, and I treat them with a lot of respect.”

Top Agent Maria Lourdes Rios – of Main Event Real Estate Group in Chicago – is a truly dedicated Realtor who is committed to going above and beyond for her many grateful buyers and sellers. Armed with more than two decades of experience and a wealth of industry knowledge, Maria brings exceptional value to anyone who chooses to work with her, and she has more than earned her stellar reputation as a trusted, honest real estate advocate.

Maria – who is also a Certified Accredited Buyers Representative and a Pricing Strategy Advisor, began her journey in 2000, upon the advice of her father. “He is literally the one who gave me the idea to try real estate,” recalls Maria. “When 16

I graduated from High School, I was more interested in the legal field, and becoming a Court Reporter or a Paralegal. But I started looking into real estate, and I was eventually hired as a receptionist for two different real estate offices. I liked it so much I ended up getting my license, and I haven’t looked back since.”

The excellent customer service Maria provides her clients has translated into a business that is based almost entirely on returning customers and referrals, a distinct achievement in the highly competitive world of real estate. “I’ve been told it’s my honesty,” replies Maria, when asked how she manages to inspire such impressive levels of trust and loyalty. “I’m also very upfront with my Copyright Top Agent Magazine

clients, and I bring real value to them in the form of information and statistics. They love that.”

Another factor would be the genuine bond Maria tends to form with her clients. “I build a relationship with my clients,” she explains. “It’s not about the sale for me, it’s about making my clients happy. I feel like they are part of my family, and I treat them with a lot of respect. Sometimes they even call me to ask questions years after the closing. I remain in touch with them, and I continue to follow up.”

Another factor to be considered when assessing Maria’s continuing success story would be her thorough, expert marketing of her listings. “I love being there with my clients and helping them stage their property, or just move things around so the home looks prettier. It’s a very personal process and a good time to be more involved with them.”

As far as getting the word out about her new listings, Maria uses a combination of old-school and cutting-edge techniques, including social media.

“I always bring new trends to them. It’s more fun when you’re on top of new technologies.” Quick sales for top dollar are the most frequent result, as well as very happy clients.

When she’s not working, Maria enjoys nothing more than spending time with family, and she is also a philanthropist at heart who is very much involved with St. Jude’s Children’s Hospital and Habitat for Humanity.

Maria’s plans for the future include growing her already-thriving business, and also – alongside her husband, with whom she owns a construction company – to build affordable homes for her community.

“Being a part of my client’s journey to homeownership, and then seeing their excitement about getting their keys at the closing table,” says Maria, “is my favorite part of my job.”

Top Agent Magazine

For more about Maria Lourdes Rios please call 773-441-3678 or email Mrios0911@gmail.com Copyright Top Agent Magazine 17

Cooperation, Not Competition, Creates

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

18

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

Top Agent Magazine ®

Top Agent Magazine

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

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

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

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

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

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

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

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

Top Agent Magazine ®

19

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

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

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

20

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

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

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

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

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

Top Agent Magazine ®

Top Agent Magazine

NANO ENGDAHL For Nano Engdahl, being a real estate agent is much more than just an occupation: it’s her way of serving her community and helping to improve the lives of her neighbors. “My favorite thing about my job is that I get to help people as they navigate life. Oftentimes it’s a good story and I’m dealing with marriage or retirement, but sometimes it’s a sad story and I’m dealing with death or divorce,” Nano explains. “I love getting that phone call, meeting new people, hearing their story, and helping them along their journey.”

Nano’s commitment to caring for people and her community can be traced back to the years she spent working as a dental assistant, but her passion for real estate can be traced back even further. “I always had a passion for homes, even as a little girl. My mom had a friend who was a realtor and the two of us would call her up and ask if we could go look at whatever interesting house had just come on the market,” Nano recalls. After her family experienced some life changes, the need arose for Nano to pursue a more stable career, so in 2002 she decided to follow her passion and become a full-time agent.

Eighteen years and hundreds of transactions later, she is now one of the top agents at the Baird and Warner office in Libertyville, Illinois. Nano runs a thriving book of business throughout Northern Lake County, and has built a stellar reputation for herself as one of the go-to residential real estate experts in her community.

If you ask her how she has managed to enjoy so much success, Nano will credit her desire to help others as being the primary driver of her business. “For me, my work is not about the money. It’s all about being a caretaker and problem solver. I truly care about my clients and the hope is that they sense that,” Nano tells Top Agent. “I feel blessed to be working at Baird and Warner. Because we are a family-owned business, our offices are not owned individually, so we all have that family feel amongst us.

It really meshes well with my own ethos. I’ve always Top Agent Magazine

wanted my clients to feel like they are a part of my family, and I’ve had many tell me that they do.” Nano’s approach clearly resonates with people, as nearly 100% of her business comes from repeat clients and referrals.

Even before the recent pandemic, Nano would use professional photographs and videos to create a comprehensive online marketing campaign that leverages more than 16,000 websites across the country to gain exposure for her listings. Over the past several months she has started using virtual tours on her Youtube channel as well as Facebook-live and Instagram events to build further visibility in the midst of the lockdown.

Outside of work, Nano loves antiquing, photography, and giving back to the community. She is involved in the Grayslake Chamber of Commerce, frequently contributing both time and financial support to their events and has appeared as a guest speaker. In addition, she is involved with local and national charities such as the Goodwill Network and PADS. She also recently became a board member for the Grayslake Historical Society’s Heritage Foundation, through which she helps to organize all of their fundraising events.

Looking to the future, Nano plans to stay the course and embrace any and all challenges and changes, but most importantly is excited to continue helping people achieve their real estate goals along their journey through life.

For more information about Nano Engdahl, please call 847-814-5543 visit nanoengdahl.bairdwarner.com, or email nano.engdahl@bairdwarner.com https://

21 Copyright Top Agent Magazine

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

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

22

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

Top Agent Magazine

Top Agent Magazine

celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

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

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

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward Top Agent Magazine

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

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

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

Top Agent Magazine

23

MARY ANN LADENDORF Mary Ann Ladendorf started out in real estate in the late 1970s.

After working for a brokerage for several years preparing homes for sale, she realized that her love for real estate was a fit for her lifestyle. Inspired, she earned her license in 1984. “I’ve been doing it ever since,” she says.

Today, Mary Ann is the Lead of Ladendorf & Gambetti through the Coldwell Banker Real Estate Group, where she has serviced clients throughout Pekin and Central Illinois for over 36 years. Alongside team partner Baylee Gambetti, Mary Ann has crafted a proven approach that has garnered her an outstanding reputation in the area, with the vast majority of her volume coming from either repeat clients or referrals. “I’m into my third generation of buyers now,” she says. “I feel incredibly fortunate and blessed.”

When listing a property, Mary Ann offers her clients an expert attention to detail. Starting out, she values not only the interior, but also the exterior of a home, doing everything she can to make sure it stands out from the crowd. “If you lose a potential buyer on the driveby, it can be hard to get them back,” she says. “Because of this, my team and I bring a 360-degree approach to marketing.” After preparing a home, Mary Ann and her team supply clients with a variety of listing outlets, including virtual tours, printed advertisements, and online social media campaigns.

Elsewhere, Mary Ann provides buyers with a compassionate collaborator en route to their prospective homes. Seeing her career as a ministry, she is there for her clients every step of the way with honesty and upfront communication. Furthermore, she continues to work long after the deals are done. By leaning on her extensive network of local contractors, maintenance men, plumbers and electricians, she can connect clients with assistance, should any issues arise with their 24

home. “First time buyers, in particular, are a delight to work with,” she says. “Without my help, many of these people wouldn’t have had the opportunity to own a home. Now, I get to see them thrive.”

Outside of her career, Mary Ann maintains an active role in her community, having previously been President of the Peoria Area Association of Realtors. Currently, she is highly involved in the Realtors Political Action Committee and serves on the St. Joseph Catholic Church Finance Committee. “I’m a joiner by nature,” Mary Ann says. “My community has been so good to me through real estate. I want to give back as well.”

When she’s not selling real estate, Mary Ann can be found baking, gardening or spending time with her six grandchildren—all athletes. “If you can’t find me selling homes,” she says with a laugh, “you’ll find me on a bleacher.”

When Mary Ann looks ahead to the future, she envisions the further growth of her business and development of her team. But she also sees a continuation of a journey that started more than thirty years ago, a career that has brought her success and friendship all throughout Pekin, Illinois. “I love connecting people with their dream homes,” Mary Ann says. “There’s nothing more fulfilling.”

To learn more about Mary Ann Ladendorf email maryannladendorf@gmail.com, visit coldwellbanker.com or call (309) 241-5610 www.

Copyright Top Top Agent Agent Magazine Magazine

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.

Top Agent Magazine

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

Top Agent Magazine ®

25

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 26

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.

Top Agent Magazine ®

Top Agent Magazine

VIOLA WASZKIEWICZ Viola Waszkiewicz began her real estate career in 2018, having previously worked in the spa industry as a massage therapist for 14 years. Her people-focused approach has resulted in quick growth, and she has built a strong base of loyal clients who appreciate her honesty and compassion. “I’m not the one to just show you a property and sell it to you,” Viola says. “It’s about people, not money. I’ve always taken care of my clients.”

Based in Schaumburg, Illinois, Viola primarily serves the northwest suburbs of Chicago. A significant amount of her business comes from referral clients, and people refer Viola to their friends and family because they trust her to be honest and educate her clients throughout the process. “I look at the big picture,” she says. “When I go to a property, I look for things like foundation issues and anything else that may cause trouble for them in the future. I don’t sugarcoat, and sometimes I even have to talk people out of a property they’re interested in. But that’s why they trust me. I’m honest, and my people can count on me, no matter what.”

When she is not working, Viola loves travelling, especially to San Diego to enjoy the beach. She dreams of one day doing real estate in California. Viola also loves to spend time with her family, especially her niece.

In the future, Viola plans to continue her growing her business and mentoring new agents. “I tell our agents, this is not a competition within the office,” she says. “I want us all to be successful, and whatever I do to be successful, I share. When you share your knowledge and experience without any expectation of getting anything in return, it pays off because people trust you and want to work with you.”

Above all, Viola loves serving her clients. “It’s so rewarding to be a part of something as big as a home purchase, and to be able to make people so happy. I want my clients to associate me with finding the right property and having a good experience. Helping people find that makes me happy. I’m doing what I love, and when you get to have fun doing something and you do it with love, it never feels like work.”

Viola prides herself on her communication and availability to her clients. “I tell my clients, I’m always available,” she says. “If you need me, call me.” Staying in touch with past clients is just as important, and Viola checks in regularly via holiday cards, handwritten notes, gifts, and emails. Sometimes clients invite her to come and see how they’re doing in their new home.

“I’m friends with many of my clients, and that means something. The relationship we build is more important than anything.”

Viola markets her listings on all major online platforms, and she also promotes to Facebook and other social media. “I have a lot of followers who share my listings on social media, and I also post to Facebook Groups to reach a wider audience.”

Top Agent Magazine

To find out more about Viola Waszkiewicz, call 847-454-4007, visit teamrealtyco.com or email viola@teamrealtyco.com http://

http://www.lunsfordrealestate.com/agent/sergei/

Copyright Top Agent Magazine 27

mailto:mag@topagentmagazine.com

28

Top Agent Magazine