ILLINOIS 8-1-22

ILLINOIS EDITION

BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS' STRESS! FEATURED AGENTS

ALLISON KASPERSKI ELIZABETH PERKOWSKA ANDREA LEU SUSAN MAMAN

UNCOMMON CONTACT: CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

TURN OPEN HOUSES INTO DESTINATIONS

COVER STORY

Chicagoland Area Specialist

DAN FIRKS

ILLINOIS EDITION

ELIZABETH PERKOWSKA ALLISON KASPERSKI

Top Agent Dan Firks leads

ANDREA LEUSUSAN MAMAN

Perkowska was growthem and make them ld never have imagined business is built on refe one day be a top proclients, as they trust h ate agent in the greater edly. Elizabeth listens i After moving to the needs and approaches e rom Poland, she found with care. Whether she er path which provided a buyer or a seller, she m e needed to raise her rience smooth for all in al estate was always in mind, and she hoped After their journey is co she could become an leave glowing reviews a CONTENTS friend of hers asked if together. One recently y real estate schools she with Elizabeth was re 4) INCORPORATING 19) UNCOMMON CONTACT: CONNECTING lizabethCHARITABLE called a localGIVING IN YOUR was very respectful wit REAL ESTATE PRACTICE WITH CLIENTELE ce. “She said she was and still gives appro THROUGH SOCIAL MEDIA erages and call GROWTH tions. She is very hone 14) would BUSINESS uple months,” Elizabeth through the whole sell HACK: ABSORB YOUR 22) TURN OPEN HOUSES CLIENTS' INTO DESTINATIONS e she did, she saidSTRESS! that process. We really like offered classes, and that a person and her profe d meet with her broker if she wanted.” real estate agent. We will recommend was no longer interested, and Elizabeth who needs an agent anytime.” ore the path herself. “I took the meeting, , passed the test and began working in When Elizabeth isn’t working, she love dition to my full-time job.” cally active by lifting weights. “It’s like m she explains. “I’m crazy about it.” She a You can contact Susan Maman at @Properties at 847-881-0200 or “When reaching out to other agents, especially in this demic, Elizabeth mustered the courage ten to music, read books and spend time via email at susanmaman@atproperties.com. Susan has her own Ma ious path and dedicate herself fully to andwebsite family.

Elizabeth Top is planning for he Zenlist. Her is at atproperties.com/agents/2682/susan-j-mam 2 Agent Magazine realized that she could flourish as an as well, and hopes to create a team one d

e charming town of Grayslake, Clients leave each transaction ready to Ina sports that numbers don’t lie.21 Bringing honesty strong worksay ethcompetitive market, it’ an impressive ofthey 17 and 23I thinkthe s, top agent Allison Kasperski 7 is tellteam their loved ones 18 about her. A recent she Neither does professional recognition and ic that delivers results, Andrea goes portant to be professional, poli g real estate dreams come true. seller said, real “WeLeu listed our home of 28 seven highly trained rea accolades.

For Susan Maman, a luxury above and beyond to help her clients sive, and respectful of their tim n commuting distance to Chicago, years with Allison and had a contract to abo achieve their real estate goals.

Having reason, other agents enjoy wo residential senior broker with @propercome a highly sought after place sell it in lessat than 10 days. Allison and estate entrepreneurs to previously workedtheas a Christie’s consultant at with a were comme. And when you get multipl home. Its idyllic streets, exceppeople she worked ties International Real Estate The Firks team—a boutique restaurants and family friendly pletely professional and we felt totally marketing firm, Andrea had always loved your home for the same amou No serving Chicago’s North Shore, the laurels phere have attracted people from comfortable throughout the sale process. homes, estate, and with peothinking about who is goingsec to sheworking has received could take up this entire teamreal with Compass Real lks of life. “We have a small town She gave us options for a photographer, ple. When she decided to try something ant to work with.

I work well the space. Here are just a few: here,” Allison explains. “We’re a person to stage our home and an attorEstate located different, real estate in wasNaperville, the perfect fit. agents, and that makes a differe cal p and coming, and are on track to ney• and we were pleased with of Named Topvery 15 Illinois RealallEstate “I’m a very outgoing people person, and frie Illinois serving the western next Libertyville.” Serving both theseProfessionals people. Allisonbywas always availNewsweek/Real I bring a marketing and sales background Outside of real estate, Andrea esti and McHenry counties, Allison able to answerinany questions we had or to Trends 2021 and 2022. suburbs of Chicago.

DAN FIRKS ALLISON KASPERSKI ELIZABETH PERKOWSKA ANDREA LEU SUSAN MAMAN to the table as well,” Andrea explains.

“Along with my community endeavors ranging from volunte ref all the communities within this contact the right person.”

• Named top 1% Realtor Chicagoland love of homes, my ability to easily and quickly con- Meals on Wheels to managing her son’s ave ho , and enjoys introducing people endless benefits they have to offer. She entered When Allison has down time, she can be found relaxing 2010-2021 nect has madetothis great fit.”

When she’s not working, Andrea enjoys lio pla Danwith Firkspeople was introduced realaestate al estate field when she was looking for a career her family, her husband, Chris, daugh- leball with friends, doing Pilates, and spen whilewith working for a•including rental housing #1 Named Top 21 RealofEstate Brokers by Chicago e several years ago. “I was always interestedAndrea in ter, and son, He Carson.

But and muchserves thethe day, with her family. agency inMcKinley, the 1990’s. started has beenmid in business since 2016 “I got my real es Magazine 2020 state,” she says. “So I went and interviewed with Allison planning for her future clients working assuburbs anisagent andChicago, completed his and helping northwest of including Elmhurst, checkups before known local Realtor® who took me on and let achieve their Her five year planBroker is to expand Named Volume in Glencoe 2019-present license while goinggoals. to•Naperville, school to#1study Glen Elyn, Lombard, and the surrounding Looking toward the future, exc eredAndrea I had is breas tern with him. I learned about contracts, listing her reach McHenryFast County and take on a managearchitecture andinthe design. forward area.

She praises area, particularly Elmhurst where starting her own small team so she can me • Named Top 100 Real Estate Brokers by Chicago year,” Susan exp ntments and showings. That is where I met Jamie ment role.Dan leads a team of three 26 years later, she lives, for being a family-friendly suburb that none- agents. Most of all, she looks forward to co Magazine 2019 g who became my mentor and later, my team business.

“But I agents, a listing/closing coordinator, theless provides all the amenities of the city.

“This area serve her clients.

“I find it extremely fulfillin After soaking up as much information as she As she progresses in her career, she still finds it incredbeginning of my public relations director, executive assis• Awarded Crain’s Chicago Business 2019 Notable Allison soon joined The Hering Homes Team, ibly rewarding and people exciting.who “I just working with that I helped a family find istant popular for younger arelove starting famithe home tha munity and also and property runner.

Together, the Residential RealsoEstate Brokers she remains today. and meeting new people,the I’vemove made many amazing lies or are looking to make from the city,” raise their kids in and make tons of happy m team averages $30-35 million in sales. a time when it w with• both colleagues and clients.”

2019 Who’s Who in Chicagoland Andrearelationships says. “It offers everything they loved about Residential Andrea says.Real “I enjoy the challenge of it, es pajamas, and som of Allison’s business derives from repeats and city cuteisdowntown this market, and I enjoy seeing how happy Thelife, Danwith Firksateam aEstate boutique full teamof boutiques and me a contract for als, as she always puts her clients’ needs first. “I’m restaurants.

TheReal proximity the city when we find that perfect the home.

I absolute with Compass Estate to located in means they can greatest job s stant communication with people,” she says. “That Naperville, Illinoisand serving the westget to work easily quickly, we success? have fantastic side of of real What’s ledand to that An innatepersonal understanding herestate.” es my clients and fellow agents. It’s so important ern suburbs of Chicago.

Naperville is schools, as well as great parks and libraries.” ® along with other brokers.” Allison’s interpersonal personal responsibilities as a REALTOR . “You know, I In addition to her the fourth-largest city in Illinois with have helped her flourish, as she is able to elimirealized from day one that I am in the service business. a portion of her sa a robust economy.

It experience is known asin areal estate under ress and create a smooth transaction. Clients trust With several years of My availability is 24/7. I am a strong negotiator. I have her downtime, sh he always has their best interest in mind, allowing her belt, Andrea is seeing her repeatwith andother referral busi- and I have great knowlgreat rapport brokers, the enjoyment of o focus on making decisions as she handles all ness the begin to really take off. “When you work with Copyright Top Agent Magazine edge of the market,” Susan said.

“But it’s not from what learned to just tak . Through every step, Allison remains supportive, a client and they’re super happy with you, they love I’ve learned but from what I’ve lived. Living the style of ng guidance and advice when needed. They often referring you to their friends and family,” Andrea says. me close friends during this journey, and Allison the North Shore is selling the style of the area. Selling the “I just want to co “They know that they can trust that they’re sending it natural to stay in touch after it’s over.

“I text For more about Allison Kasperski, style of the North Share is just as important as selling the I keep up with t Phone 310-734-1440 | Fax 310-734-1440 their loved ones to be in good hands, with somebody throughout the year whenever anything reminds please callof224-475-7610 or email features a home.” advertising and m who’s going to go| 110%.

Past clients feel happy to mag@topagentmagazine.com www.topagentmagazine.com them, and I send out personalized cards to wish allison.kasperski@cbrealty.com with a thriving b send people to me, and they are my biggest generator a happy birthday or anniversary.”

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine Susan has been in the real estate business for almost two said. “My kids alw of business.” is published by Feature Publications GA, Inc. Although precautions are takenfrom to ensure theAfrica, accuracy of published materials, Top Andrea ToSusan find out Le decades.

Originally South had amore suc- about those people that Copyright Top Agent Magazine Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. can call her at 630.202.8841 or e have many great cessful, lucrative career in marketing and advertising at Andrea’s people skills also become an asset for To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Andrea.Leu@cbrealty.com. You c her clients when she is working with other agents.

Published in the U.S. her online at andrealeu.sites.cbmo www.

www.

mailto:mag@topagentmagazine.com

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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Chicagoland Area Specialist

DAN FIRKS Top Agent Magazine

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Top Agent Dan Firks leads an impressive team of seven highly trained real estate entrepreneurs at The Firks team—a boutique team with Compass Real Estate located in Naperville, Illinois serving the western suburbs of Chicago.

Dan Firks was introduced to real estate while working for a rental housing agency in the mid 1990’s. He started working as an agent and completed his license while going to school to study architecture and design. Fast forward 26 years later, Dan leads a team of three agents, a listing/closing coordinator, public relations director, executive assistant and property runner. Together, the team averages $30-35 million in sales.

The Dan Firks team is a boutique team with Compass Real Estate located in Naperville, Illinois serving the western suburbs of Chicago. Naperville is the fourth-largest city in Illinois with a robust economy. It is known as a 8Copyright Top Agent Magazine

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Dan regularly highlights local businesses through a five-question interview series on his YouTube channel called the Firks 5. family-friendly and safe community with top-rated schools, great shopping, and world-class dining at over 50 restaurants.

Dan regularly highlights local businesses through a five-question bi-monthly interview series on his YouTube channel called Firks 5. He’s also active in the local Top Agent Magazine

business circle as a community partner member of the Naperville Chamber of Commerce and the Rotary Club.

Dan attributes his team’s 75% repeat and referral business to knowledge and experience. Clients benefit from a team Copyright Top Agent Magazine9

concept whereby members are committed to going above and beyond to meet and exceed clients› expectations.

Clients are guided through the entire process and attend to details outside the Copyright Top Agent Magazine 10

transaction such as coordinating utilities and moving services. Dan says what he loves most is the thrill of finding someone their dream home. He also enjoys helping sellers to get the best price for Top Agent Magazine

Dan attributes his team’s 75% repeat and referral business to knowledge and experience. their property efficiently and with the least amount of stress. In the future, Dan hopes to grow the company and reach a 20% market share in the Naperville market. Dan is active in the local community. He plays softball and attends ribbon-cutting ceremonies and other local events. In addition to the Chamber of Commerce and Rotary, he partners with The Naperville Magazine and the Top Agent Magazine

local TV station. When he’s not working, Dan loves to travel. Past trips have taken him to Cordoba, Buenos Aires, Hawaii, California, and Europe and the Maldives are on his list for future adventures. Dan is an avid yogi and loves outdoor recreation like whitewater rafting, canoeing, and kayaking. Dan’s Giant Schnauzer, Valentino, is an icon around town and is routinely by his side.

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To learn more about Dan call 630.637.9009, email dan@danfirks.com, or visit his YouTube Channel @danfirks or the team website: danfirks.com http://

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 16

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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ALLISON KASPERSKI In the charming town of Grayslake, Illinois, top agent Allison Kasperski is making real estate dreams come true.

Within commuting distance to Chicago, it’s become a highly sought after place to call home. Its idyllic streets, exceptional restaurants and family friendly atmosphere have attracted people from all walks of life. “We have a small town vibe here,” Allison explains. “We’re very up and coming, and are on track to be the next Libertyville.” Serving both Lake and McHenry counties, Allison loves all the communities within this region, and enjoys introducing people to the endless benefits they have to offer. She entered the real estate field when she was looking for a career change several years ago. “I was always interested in real estate,” she says. “So I went and interviewed with a well known local Realtor® who took me on and let me intern with him. I learned about contracts, listing appointments and showings. That is where I met Jamie Hering who became my mentor and later, my team lead.” After soaking up as much information as she could, Allison soon joined The Hering Homes Team, where she remains today.

Much of Allison’s business derives from repeats and referrals, as she always puts her clients’ needs first. “I’m in constant communication with people,” she says. “That includes my clients and fellow agents. It’s so important to get along with other brokers.” Allison’s interpersonal skills have helped her flourish, as she is able to eliminate stress and create a smooth transaction. Clients trust that she always has their best interest in mind, allowing them to focus on making decisions as she handles all the details. Through every step, Allison remains supportive, offering guidance and advice when needed. They often become close friends during this journey, and Allison finds it natural to stay in touch after it’s over. “I text them throughout the year whenever anything reminds me of them, and I send out personalized cards to wish them a happy birthday or anniversary.”

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Clients leave each transaction ready to tell their loved ones about her. A recent seller said, “We listed our home of 28 years with Allison and had a contract to sell it in less than 10 days. Allison and the people she worked with were completely professional and we felt totally comfortable throughout the sale process.

She gave us options for a photographer, a person to stage our home and an attorney and we were very pleased with all of these people. Allison was always available to answer any questions we had or to contact the right person.”

When Allison has down time, she can be found relaxing with her family, including her husband, Chris, daughter, McKinley, and son, Carson. But much of the day, Allison is planning for her future and helping clients achieve their goals. Her five year plan is to expand her reach in McHenry County and take on a management role.

As she progresses in her career, she still finds it incredibly rewarding and exciting. “I just love working with and meeting new people, I’ve made so many amazing relationships with both colleagues and clients.”

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For more about Allison Kasperski, please call 224-475-7610 or email allison.kasperski@cbrealty.com Copyright Top Agent Magazine 17

ELIZABETH PERKOWSKA When Elizabeth Perkowska was growing up, she would never have imagined that she would one day be a top producing real estate agent in the greater Chicago area. After moving to the United States from Poland, she found a different career path which provided the stability she needed to raise her daughter. But real estate was always in the back of her mind, and she hoped that one day she could become an agent. When a friend of hers asked if she knew of any real estate schools she could attend, Elizabeth called a local agent for advice. “She said she was switching brokerages and would call me back in a couple months,” Elizabeth explains. “Once she did, she said that her new office offered classes, and that my friend could meet with her broker if she wanted.”

But her friend was no longer interested, and Elizabeth decided to explore the path herself. “I took the meeting, took the classes, passed the test and began working in real estate in addition to my full-time job.”

During the pandemic, Elizabeth mustered the courage to quit her previous path and dedicate herself fully to real estate. She realized that she could flourish as an agent and hasn’t regretted the choice for a moment since. “I want to be a role model for my daughter, to show her that anything is possible at any age if you put your mind to it,” she says. People-loving and selfmotivated, Elizabeth’s growth knows no bounds. Her clients receive the highest possible service and guidance, as she truly wants what is best for them. “I am not focused on the commission,” Elizabeth explains. “My goal is to provide value to everyone I serve, protect

them and make them happy.” Her business is built on referrals from past clients, as they trust her wholeheartedly. Elizabeth listens intently to their needs and approaches each transaction with care. Whether she’s working with a buyer or a seller, she makes the experience smooth for all involved parties.

After their journey is complete, clients leave glowing reviews about their time together. One recently said, “Working with Elizabeth was really great. She was very respectful with our decision, and still gives appropriate suggestions. She is very honest in guiding us through the whole selling and buying process. We really like her character as a person and her professionalism as a real estate agent. We will recommend her to anybody who needs an agent anytime.”

When Elizabeth isn’t working, she loves to stay physically active by lifting weights. “It’s like my playground,” she explains. “I’m crazy about it.” She also likes to listen to music, read books and spend time with her friends and family. Elizabeth is planning for her future growth as well, and hopes to create a team one day.

“I want people to work with me, not for me,” she explains. “I plan to bring on some new agents in the next couple of years and mentor them.” As she expands, she is committed to remaining a trusted advisor to her clients, giving them the best experience possible. “I am so grateful to each and every person I serve, it is such an honor to be there for them through every step of the buying and selling process.”

For more information about Elizabeth Perkowska, please call 773-366-9239 or email elizabethpbroker@gmail.com

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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.

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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

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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, 20

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.

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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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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules. But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge. With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed. In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house. Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for low-key social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor.

But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The 22

chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact.

Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend?

Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses! Prospective buyers always want to know about the community when visiting open houses. Consider inviting representatives of community organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town.

For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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SUSAN MAMAN In sports they say that numbers don’t lie.

Neither does professional recognition and accolades. For Susan Maman, a luxury residential senior broker with @properties Christie’s International Real Estate serving Chicago’s North Shore, the laurels she has received could take up this entire space. Here are just a few: • Named Top 15 Illinois Real Estate Professionals by Newsweek/Real Trends in 2021 and 2022.

• Named top 1% Realtor Chicagoland 2010-2021 • #1 Named Top 21 Real Estate Brokers by Chicago Magazine 2020 • Named #1 Volume Broker in Glencoe 2019-present • Named Top 100 Real Estate Brokers by Chicago Magazine 2019 • Awarded Crain’s Chicago Business 2019 Notable Residential Real Estate Brokers • 2019 Who’s Who in Chicagoland Residential Real Estate What’s led to that success? An innate understanding of her personal responsibilities as a REALTOR®. “You know, I realized from day one that I am in the service business.

My availability is 24/7. I am a strong negotiator. I have great rapport with other brokers, and I have great knowledge of the market,” Susan said. “But it’s not from what I’ve learned but from what I’ve lived. Living the style of the North Shore is selling the style of the area. Selling the style of the North Share is just as important as selling the features of a home.”

Susan has been in the real estate business for almost two decades. Originally from South Africa, Susan had a successful, lucrative career in marketing and advertising at

the corporate level, the attributes of which she used as a foundation for her skills in real estate. Marketing and advertising is all about branding, and Susan has been able to brand herself as the go-to expert for the North Shore. When she decided to pursue a second career that was more intimate, with the ability to make her own schedule and call her own shots, the brother of a mutual friend suggested she make the switch to real estate. Now Susan, whose rate of repeat and referral clients is 70 percent, typically averages between $25 million and $30 million in volume every year.

“I got my real estate license, and I went through all my checkups before I left my corporate job and they discovered I had breast cancer. So had to delay my start for a year,” Susan explained as she enters her 18th year in the business. “But I have lived in Glencoe since 1967. At the beginning of my career, I had a lot of friends in the community and also knew a lot of their parents. I started at a time when it was easy to sell. One night, I was in my pajamas, and somebody came to the house and brought me a contract for a lakefront house, and I thought, this is the greatest job since sliced bread!”

In addition to her community involvement, Susan donates a portion of her salary to various breast cancer charities. In her downtime, she enjoys baking, reading, traveling and the enjoyment of a delicious meal. Going forward, she has learned to just take things as they come.

“I just want to continue to do my best every and every day.

I keep up with the times in terms of my knowledge, my advertising and marketing. I look forward to continuing with a thriving business for a long time to come,” Susan said. “My kids always laugh and say I’m going to be one of those people that they have to carry out of the office. I still have many great years ahead of me and love what I do!”

You can contact Susan Maman at @Properties at 847-881-0200 or on her cell at 847-878-5235, or via email at susanmaman@atproperties.com. Susan has her own Market Watch as well as a profile on Zenlist. Her website is at atproperties.com/agents/2682/susan-j-maman and http://susanmaman.com www.

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