ILLINOIS 8-22-22

ILLINOIS EDITION

MILLENNIAL BUYERS:

Where They Are & What to Know

CONCIERGE CARE:

Services that Lure Clients and Transform Your Reputation

Is Starting a Team

THE RIGHT SOLUTION FOR YOUR BUSINESS?

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

FEATURED AGENTS

COVER STORY

MARK RANTIS

KATIE COLLIANDER JANE LEE MONICA VARGAS SUSAN HOERSTER

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

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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in 4

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless transTop Agent Magazine

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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KATIE COLLIANDER For Katie Colliander, real estate has been a long-time passion. She and her husband built three homes, renovated another, and quickly fell in love with the process. Katie was working full-time in another field, but eventually was inspired to become an agent. After taking the class and earning her license, she got to work straight away helping people accomplish their real estate dreams. Serving the western suburbs of Chicago, she enjoys sharing her knowledge about the region with those she serves. “There’s tons of shopping, quaint stores and it’s a very family-oriented place,” she explains.

With her business being entirely based on referrals, it’s clear she’s going above and beyond to meet her clients’ needs. By educating her buyers and sellers at every step and answering all questions, no one is confused about what comes next.

“I give good advice and I am genuine,” she explains.

“I know what I’m talking about when we walk through a house. If I see something not quite up to par, I will let them know.” Katie’s vast experience in renovating homes helps her pinpoint potential problems, and she is able to give her buyers an accurate estimate on costs to repair or replace. She also has a solid team of professionals who can assist in helping make the process seamless. “I can refer them to lenders, inspectors and attorneys, so I can truly walk them all the way through from start to finish.” Wanting what’s best for her clients, Katie treats them like family, guiding them in the right direction and never telling them to do something she wouldn’t do. Patient and kind, she eliminates stress, and those who work with her feel their opinions and desires are heard. For her sellers, Katie has a professional marketing plan that draws attention to the listings, including high-end photography, social media advertising, brochures, and more, no matter the price point. “Whether it’s a $100,000 or $900,000 home, I’m going to treat each client and property the same,” she explains.

When the transaction is complete, clients leave glowing reviews about their time with Katie. One recently said, “My husband and I found Katie through a friend after 6

we had spent a month looking on our own or with Redfin – we were tired of being responsible for the search and were looking for a full service experience. Katie had not previously worked in the area we were looking in, but after an initial conversation with her, we were convinced that she would work hard for us, give us her honest opinion, and use the tools at her disposal to familiarize herself with the area. Katie delivered on all of that and was also very responsive and great at answering all of our questions and walking us through the process.”

When Katie isn’t working, she stays involved with her community with the local REALTORS® Association.

She is part of 100 REALTORS® Who Care and Ronald McDonald House Charities, where she’s provided meals at the downtown Chicago location and the local Ronald McDonald home in Winfield. During her free time, she loves practicing pilates, traveling, and staying busy with her seven grandchildren.

Hitting her stride, Katie doesn’t see herself slowing down any time soon. She hopes to continue helping people with their real estate endeavors for many years to come. “I really enjoy getting to know my clients and being part of their journey.”

For more about Katie Colliander, please call 630-404-0964 or email katiesellshomes4u@yahoo.com Copyright Top Top Agent Agent Magazine Magazine

Chris Bolek is proud to congratulate

KATIE COLLIANDER

on being featured for the State of Illinois in Top Agent Magazine!

CHRIS BOLEK | LOAN OFFICER Congratulations Katie! You are proof that perseverance and always doing right by your client pays off!”

LO NMLS 44395 | IL 031.0038242 | TX 443495 TN 184599 | SC MLO - 443495 | AZ 094938 T/F: 630.487.5625 | C: 630.965.5435 cbolek@uhm.com | www.uhm.com/cbolek 16165 North 83rd Ave, Suite 200, Peoria, AZ 85382

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.

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“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

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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

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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

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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.

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MARK RANTIS

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MARK RANTIS “I love that I can take something that was very unknown and challenging to me, and help other families avoid the same pain and stress,” When Mark Rantis described his niche in the real estate business, he said with a laugh that “I’m like the new Google,” referencing the world’s most popular search engine. He’s more than just 12

a go-to REALTOR® specializing in the senior community, however. He’s a guardian angel for many who must make difficult and complex decisions when transitioning aging or ill parents Top Agent Magazine

from their home to senior living. Mark knows from personal experience, and it was a catalyst for him to change careers back in 2008.

“I always liked real estate and I’m a relationship guy, so I thought about what I could do and be successful at by building relationships. Real estate seemed like a good fit, and I felt like I had a niche with the senior market,” said Mark, a REALTOR® with Keller Williams Success Realty who runs The Top Agent Magazine

Rantis Group in Barrington, Illinois, a suburb of Chicago. “When my sister and I had to move my dad into a senior living community, we had no clue what to do or what resources were available.

But going through the entire process I saw a huge gap in the real estate world that needed this, and I made it my niche.”

Did he ever. Mark is the pre-eminent authority on the senior community, not only catering to that group with his real estate business but serving on the Board 13

of Directors for both a local and state chapter of the nonprofit Illinois Continuity of Care Association.

He’s been with the group since 2010 after going through the experience with his father. Now he connects families with every professional and every resource they need to help Mom or Dad settle into a new chapter in their lives.

“The housing is always the easy part. The more challenging part is organizing the move and clearing

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out the property to maximize the equity,” said Mark, who has a director of operations and a buyer’s agent on his team. They cover all of Chicago and suburbs, mainly in Cook, DuPage, and Lake Counties, but will go anywhere in Illinois. “I’ve become known as the go-to guy for working with seniors. If a loved one passes away, or there’s an estate sale, guardianship, or probate, that’s my wheelhouse.”

Mark, who has a 95 percent rate of referral of clients, has annually averaged Top Agent Magazine

between $12 million to $13 million in volume but noted that The Rantis Group will far exceed that this year.

He prides himself on being “a phone guy” when it comes to working with clients and listings, but also uses social media. Mark also plans to further his foray into explanatory video as well as starting a podcast.

“I love that I can take something that was very unknown and challenging to me, and help other families avoid the same pain and stress,” said Mark, who 15

enjoys spending time with his family during downtime and attending his children’s sports, including helping to coach his son’s baseball team. “If the families I work with can spend more time with their loved ones and not worry about the other stuff, that’s important to me.”

Going forward, Mark said his goal is to continue to create platforms where

he is the resource, or as he calls it “the conduit, the connector.”

“We have the same goal with every family we work with – we want them saying ‘We could not have done this without you,’” Mark said. “We help them navigate the process. My ultimate goal is to dissolve the stress. If we can do that, that’s the win for us.”

You can contact Mark Rantis by phone at 847-606-5272 or through email at mark@therantisgroup.com. Mark has profiles on both Realtor.com and Zillow.com 16

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 20

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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JANE LEE A seasoned real estate professional who consistently ranks among the top agents nationally and internationally, Jane Lee draws on her extensive experience to help her clients make their real estate dreams come true. Since getting her start in the business in 1991, Jane has combined a compassionate personal touch with an unstoppable work ethic to get the job done for her clients.

Heading a team of almost 50 people, Jane is helping more people than ever achieve the American dream of homeownership or build wealth through selling their home.

Jane and her team serve the northwest suburbs of Chicago, including Lake Forest, Northbrook, Lincolnshire, Buffalo Grove, Long Grove, Vernon Hills, Libertyville, Lake Bluff, and more in the surrounding area. A large portion of the team’s business comes from repeat and referral clients, a strong testament to the quality of service they provide. “We have a great team, and we have been ranked the #1 team in Lake County since 2004,” Jane explains. “In 2021 we made the #5 US RE/MAX team in the whole country!”

marketing includes 3D tours and drone video, and we invest a lot of money in digital marketing, as well as traditional marketing.”

The results speak for themselves, and in 2021 Jane’s team sold 679 homes for a whopping $342 million in closings. Outside of their real estate success, Jane and her team love to give back to their community. They contribute to the annual Fourth of July parade, community bike rides, and other local events.

Looking toward the future, Jane says, “I plan to grow our business to double what we have today. We are so grateful to our past clients, and we love them all. We thank them for all their trust and their comfort with us, and we will do everything in our power to get them the best result. We will work with them to get a perfect transaction for them, or find them the perfect house.”

Above all, Jane looks forward to continuing to serve her clients. “I love my work! I’ve been doing this for 31 years, and I will keep doing it for a long time.”

Maintaining close relationships with past clients is vital to such a referral-based business, and Jane’s team stays in touch in a variety of ways. Every month they reach out in some way, holding special events and giveaways for holidays that have included a gift card to Top Golf for Father’s Day and tickets to see the Cubs and White Sox for Memorial Day, among many others.

When it comes to marketing her listings, Jane uses a hybrid of up-to-the-minute technology and old-school methods to cast a wide net and ensure optimum exposure. “We offer concierge service,” Jane says. “Our Top Agent Magazine

Contact Jane Lee at c: 847.420.8866 o: 847.295.0800, email jane@janeleehomes.com or visit her online at janeleehomes.com www.

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MONICA VARGAS People come into Monica Vargas’ office for a myriad of reasons. One may have a question about property taxes. Another may want to learn more about refinancing options.

A third one may want to purchase a home. Whatever her clients need, the Elgin REALTOR® aims to be there to fill it. “I really, really focus on the client’s needs,” she says. “I’m not after a transaction number or a commission. It’s me helping people; it doesn’t matter what the need is.”

Monica has been an advocate-agent for about 20 years, since she first arrived to this country from Mexico at the age of 17. She began working for her brother Joel Vargas, who was already a top producer in real estate, and quickly earned her license. As a native Spanish speaker Monica says she has been able to serve the Hispanic market in a way native English speakers cannot. “We have opened doors for our clients throughout the year. If it’s either property taxes, if we need to apply for a homeowner’s exemption, senior exemption, any type of help we do throughout the year, at no cost at all to our clients.”

Her clients keep coming back for the one-of-akind service, with 100 percent of her business coming from referrals. She manages a team that serves Elgin and northwest Chicagoland, but

on the strength of her hard work and hard-earned reputation, Monica sold 50 units last year. While little marketing is required in today’s market, she helps her clients present their property in the best possible light, providing professional photography and staging when necessary. Most importantly, she says, is to help with pricing. “Always pricing, right, not overpricing or underpricing, either.”

Monica takes a one-on-one approach with her community involvement. Rather than donate through an organization, she instead finds opportunities in her personal life to give back.

Monica often offers herself as a resource to those who need her expertise, sometimes with advice and sometimes with something more.

“Right now, after the pandemic and with all the negative news that comes up, and whether it’s going to be a recession or not, I mean people are afraid,” she says. “So, we try to help people have peace of mind.”

The future of Monica’s business rests in her community and her role as an advisor. And obviously, I will always advise them with what I think is best for them.” She says, “My plans are to continue helping my community, always with honesty, integrity, and always in the best interest of my community. As long as God permits.”

To learn more about Monica Vargas, visit greathomesrealestate.com, email mvargas@greathomesillinois.com or call 847.930.5086 www.

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 24

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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SUSAN HOERSTER With the knowledge and experience to handle any sale, along with an unfailing dedication to her clients, Susan Hoerster stands out in her local market for the quality of service she provides. Coming from a background as a real estate appraiser for 21 years, Susan made the jump to the selling side and hasn’t looked back since. “I love being the ultimate real estate resource for my clients,” Susan says. “Whether it’s analysis on current market conditions, the next move in negotiations or a great referral for some home improvements, I want to make sure my clients have everything they need for a successful transaction.”

Based in Elmhurst, Susan serves the entire Chicago metro area, with an emphasis on the western suburbs.

“Because of my appraisal background, I have a broad knowledge of the entire area, including the city,” Susan explains. “I can and do go all over, depending on the client and the situation.”

A strong 90% of Susan’s business comes from repeat and referral clients, a testament to the enduring relationships she builds. “Clients remember me because they see my activity in the market, including seeing my signs all over and my social media posts. They know I’m highly active in the market and have a good overall knowledge of what’s going on. I work hard analyzing the data and the comps, and clients can be confident that I always know what is going on that day in the market.”

When it comes to marketing her listings, Susan says, “I am a firm believer that you need to cover all bases.” This includes investing in comprehensive social media marketing and having a strong online presence through LW Reedy. Susan partners with Realtor.com,

Trulia, Zillow, and other major websites, including Zenlist, a private network platform that is newer to her market. “People appreciate that I am a subscriber to Zenlist, because they feel that it gives them an advantage getting in to see those private listings,” Susan says. “In a competitive market, that’s become a big player and gives me an advantage to get people in before a listing hits the general MLS.” In addition, Susan markets via professional brochures and other traditional methods.

Outside of real estate, Susan loves to give back to her community. She likes to contribute to anything York High School-related, including the drama club and basketball tournament. Susan also contributes to ECAF, the Elmhurst Children’s Assistance Foundation, as well as sponsoring a local golf tournament and Turkey Trot. “I’m always willing to help out,” Susan says. “I’ve lived in Elmhurst my entire life, and I try to give back to the community as much as I can, because this is such a nice town.”

Looking toward the future, Susan is currently contemplating starting a team of her own to help her serve more clients and mentor the next generation of agents in her company. Most importantly, Susan says, “I want to keep taking care of my clients. That is my #1 priority. People ask me how I advertise myself and why I have so much business, and I just tell them the truth: I really take care of my customers and work hard for them. I take my job very seriously, and I’m very passionate about it. When I list a house, I want it done properly with the right preparation to guarantee a good sale, and my clients know that. That’s why they pass my name along to others, and I’m very proud of that.”

To find out more about Susan Hoerster, you can call her at 630.935.5956 or email shoerster@comcast.net. You can find her online at susanhoerster.com www.

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

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

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

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1

Turn jealousy into admiration

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

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

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

2

Tackle the things you dread doing first

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

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

3

Don’t make decisions based on emotion

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

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

When you’re feeling emotional...wait.

It really is that simple. Wait it out until Top Agent Magazine

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

4

Learn to love feedback

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

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

5

Replace a fixed mindset with a growth mindset

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

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

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

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