ILLINOIS 8-24-20

ILLINOIS EDITION

Easy Blog Topics for Your Real Estate Blog From Chaos to

CONTROL 5 Social Media Mistakes Real Estate Agents Must Avoid

COVER STORY

JOHN MORRISON

FEATURED AGENTS

JENNIFER IACCINO LINDA QUINN

ILLINOIS EDITION

JENNIFER IACCINO

LINDA QUINN

deeply knowledgeable luxurious videos with dron Going above and expresses gratitude ommitted to providing footage and flo 7 beyond for her buyers 21 and 25 comprehensive sellers is standard operating procedure for Top outrea ustomer service, Top plans featuredinternational in first-in-cla Additionally, Linda nifer Iaccino – Agent of Linda Quinn, of Coldwell Banker Real property brochures.

Additionall Estate Group in Homer Glen, Illinois, in the forms to great adv s in Elmhurst, Illinois Jennifer is a firm believer in ope Chicago area. Possessing a wealth of industry result quick sal than earned her reputahouses to drive neware business, knowledge, a fierce work ethic, and an innate ibly grateful clients sted real estate adviser. well as social media saturation ability to put even the most skittish client tensive background in ensure each listing is seen by at ease, Linda has built a solid business on a Queried as to he cets of the real estate many potential as possibl foundation of honesty, integrity and a sincere abuyers Realtor, Linda long with a tireless Quick sales for top dollar commitment to excellenceJENNIFER in customer service. love helpingare peoth JOHN MORRISON IACCINO LINDA QUINN nt to her many buyers most frequent she outcome, creatin admits that he Jennifer has enjoyedPrior a to obtaining her real estate license, Linda many happy clients. commitment, she d t to Top Agent status.worked in the retail world for more than twenty years. schedule that allows her to Other have significant rolegr “Then I got married and had two kids, factors and I wasthat a stay at played with hera husband and two CONTENTS homeof mom for a while,” she explains.

“When the kids got be her expert negotiation skill who hails from a family longtime agents Jennifer’s success would older, Itwenty-five was trying toyears figure out what to availability do with myself, When she’s r own real estate career constant to her clients, andnot herworking, friendlyLin an 4) BEYOND CLEANING 16) FROM CHAOS and I originally considered going back into retail sales. her family at their summer in her early twenties, and she sold homes open personality that puts even the most skittish buy AND DECLUTTERING: WHAT TO CONTROL But then a friend of mine suggested we take real during estate what and hanging out with y for five years before transitioning to the or seller at ease is perhaps thefriends large classes, and I agreed.

That was in 2004, and all these by her side so she can be acc IMPROVEMENT EXPENSES her while developing her real estate investtransaction of their lifetimes. Also, her background 22) BUSINESS GROWTH later, here I SENSE? need her.

MAKE THE MOST me. “After my son years was born,” she am.” recalls, real estate investing and flipping homes allows her HACK: ABSORB YOUR nd and I – he’s a contractor – focused provide value to her buyers that most other Realto Linda showed immediate aptitude as aCLIENTS’ Realtor, andSTRESS! she Linda’s plans for the future in tate development, purchasing homes and cannot.

“Because of that background, I know a lot abo 14) EASY BLOG TOPICS FOR was named Rookie of the Year by her company right out of retirement is not remotely in hem and working rentals.

I gotBLOG very construction andflourish I’m able this,” to really advise“because my clien the gate.

Her business has continued to 26) grow 5 and she says, I’ YOURwith REAL ESTATE SOCIAL MEDIA ith that for about ten years, really gaining about value and making smart business decisions rath since then, and she can currently boast that a significant I’m working with a buyer or MISTAKES REAL ESTATE erstanding of the investing side the busifocusing a home’s aesthetics.

I can the portion of herof business is basedthan uponjust referrals and on repeat making their needs mylet numb AGENTS MUST AVOID e I decided to return to “Isales in 2014.” know wellfora home explains Jennifer, wh clients. definitely do go above andhow beyond them,”is built,” the BEST marketing, techno h and depth of experience Jennifer gained holds perfect to five-star rating Zillow.

Com says Linda, when asked how she has amanaged inspire overall business for on sellers.

I will p such impressive andshe trustisamong thoseAgent. when searching for the perf ten-year period contributed in largelevels part of to loyalty where a Premier shefirst works try to make the entire transaction Any client will be guaranteed ng a top producer her yearwith.

Since Phone 310-734-1440 |back.

Fax“I310-734-1440 process as comfortable for them as possible.

Weworking, tend to Jennifer the future when hiking, workingand with usiness hasmag@topagentmagazine.com continued to grow and flourish When she’s not enjoys | www.topagentmagazine.com laugh a lot together, joking about things. supporter But aside from assing year. an ardent and promoter of small businesses No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent that, I take my job very seriously, and the service I provide her community.

Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published is excellent.” materials, Top them Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. overseeing Toan equally dedicated team of subscribe or change address, send inquiry to mag@topagentmagazine.com. o share herPublished client-centric business ethos, Jennifer’s plans for the future are to continue growin in the U.S. There are, of course, numerous other factors that have proud of her association with @properties her business, and to continue building a team of exce contributed to Linda’s success in the real estate industry.

2 Top Agent Magazine a fac anced technologies offered by the them company, tional who she can provide mentorship, Chief among would be her agents fierce to negotiation p put her head andskills, shoulders herintelligent she believes is lacking in the real estate industry. and her above thorough, marketing strategies,

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

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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JOHN MORRISON Top Agent Magazine

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Top Agent John Morrison and the Morrison Home Team have ranked #1 in closed volume in the Barrington, IL area since 2010 and are in the top 1% of Realtors nationally.

John Morrison started his real estate career in 2003. “I knew I wanted to work for myself,” he says. “I just didn’t know what industry and exactly what I wanted to do. I graduated from UIC on a Friday, and the following Monday, I was in a five-day crash course, I got my license, I had interviews with two offices, and I started selling real estate. I’ve never looked back.”

consists of six team members, including two full time brokers. John and his team have ranked #1 in closed volume in the Barrington, IL area since 2010 and are in the top 1% of Realtors nationally. Although the core of John’s business is in the Barrington area, their range extends throughout the Northwestern Chicago suburbs.

June will mark John’s 18th year in real estate.

His enterprise, Morrison Home Team, currently

“The majority of our business is repeat and referral,” John says. “We do a lot of online

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Top Agent Magazine

marketing, promotion and social media advertisement, but the majority is repeat and referral.” John attributes this to his level of service. “I try to think about how my clients are interpreting the process, both buyers and sellers,” he explains. “We like to have several check-in points throughout the entire process, not only when we’re trying to cultivate a lead, but also once our client is under contract, explaining every step in Top Agent Magazine

detail. I think a lot of agents are used to the transaction routine themselves and forget to tell their clients what to expect next, so over-communicating, setting expectations with our clients, and letting them know what to expect throughout the entire process is really appreciated.” It is this type of personalized communication and interaction that has helped him to foster his high rate of repeat and referral business.”

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“We have a really fun team. We’re very efficient and productive... but we also really enjoy what we do. A lot of our feedback...is that people enjoyed working with us because we have fun with it.”

“We’re always trying to think outside of the box in our advertising and promotion of our properties, we’re always trying to change things up there,” he says. “We try new things until we see some of our competitors trying to do the same thing, and then we reinvent the wheel. It’s about not becoming complacent, but continuing to take advantage of all the different advertising Copyright Top Agent Magazine 10

and promotion that we can.” He describes their online marketing as “aggressive,” but says they also utilize a lot of print advertising, as well.

When it comes to staying in touch with past clients, John says he sends out a lot of emails, but also handwritten notes for special days. His office also hosts client appreciation events at least once a year.

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“[I love] the fact that not every day is the same,” John says. “We work with different people, get to see different homes, and every day I wake up motivated, because the sky’s the limit. You don’t know what’s going to happen that day, so you create your own destiny.” He’s also grateful for and proud of his team. “We have a really Top Agent Magazine

fun team. We’re very efficient and productive... but we also really enjoy what we do. A lot of our feedback...is that people enjoyed working with us because we have fun with it.”

John and his team are also involved in a number of community organizations, including Copyright Top Agent Magazine 11

being an annual contributor to Barrington Youth Services. John and his wife are also board members of a group called Shepard’s Circle, doing annual fundraisers and fundraising events for the local Good Shepherd Hospital. This year, with COVID 19 preventing events, the Shepard’s Circle is continuing to work with local restaurants to provide food for hospital workers, supporting both the hospital staff as well as the restaurants. He

also enjoys spending time with his two young children.

“I’d like to continue to grow my business,” John says of his future plans. “I’d like my team to be the household name for real estate when people think of buying and selling locally. I’d like to continue to expand on our systems and level of service, and help people move into the next chapter of their lives.”

To learn more about John Morrison, please email john@morrisonhometeam.com, visit morrisonhometeam.com, or call (847) 409-0297 www.

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Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) 14

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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From Chaos to Control

By Barry Eisen

Below are 24 great ideas designed to give you back your time and life.

Managing time, rather than letting it manage you is an art form. Little changes can make huge differences. Look at what is offered below and incorporate 1 or 2 ideas that make sense to do. You can always come back to the list for more when you’re ready for more.

1. Get Ready the Night Before. Get it out of your head. Plan

out your next day by writing a “killer” To-Do list and prioritize A, B and C business and personal priorities. You’ll sleep better too.

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2. Focus on the Important Things. Less is more. Commit to

doing the A things on your To-Do list. Stop randomly playing games and surfing social media. Focus on what’s important. Here’s the procrastinationbe-gone formula: Do the important stuff first. No “ifs,” “ands,” or “buts” do it.

3. Remove the Clutter. Much of our “visual noise” is caused by

stuff. Practice a three-part clutter rating system that will help you prevent and remove clutter: • It’s important now. Use it and then put it in its home (where it’s supposed to be).

• It will be important. Put it in its home (where it’s supposed to be).

• It’s not important. Get rid of it: Toss it or if possible, consider donating it.

4. Get Organized and Stay That Way. Pick an organizational

system, execute it, and stick to it. Your new system may feel foreign at first, but it will eventually form into a habit. If you slip or feel like you’re ready to give up, recall the benefits of being organized and pick up where you left off. When necessary, make adjustments, but avoid switching to new organizational systems or you’ll lose the benefits.

5. Keep One Calendar. Whether it’s a Week/Month at a Glance

appointment book, wall calendar, smartphone app, etc. - keep ONE calendar.

First, keep track of the usual calendar events: birthdays, and appointments.

Second, use your weekly calendar to keep track of bills, plan menus, make appointments with yourself to write or read, etc. This will help prevent the scenario of sifting through bills, notes, and multiple calendars.

6. Focus on What’s in Front of You. Of course, not all tasks

require 100% focus, but for tasks like prospecting or writing, never multitask.

Lots of studies have shown the inefficiency of juggling tasks. If you refocus your attention on another task, it can take more time to refocus on your original task. Don’t do it. Stay focused. Turn off your phone and disconnect from the internet during tasks, like writing or studying, to focus. Don’t drop what you’re currently doing to address something you just thought of or remembered. If you think of something completely unrelated to what you’re Top Agent Magazine

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working on, jot down a few quick notes (a word or two to jog your memory will suffice). Keep up momentum: FOCUS. 7. Execute Decisions Faster. If you find

yourself hemming and hawing over a decision, make a decision then and there. If the task Sometimes a has a lot hanging on the outcome, fresh set of eyes is seek/ask for more information if you need it, but the key all you need to get is: make a decision now. back on track.

8. Delegate and Learn to Love It.

We can be greedy with our workloads. Drop the, “if you want things done right, you have to do it yourself” mentality. If it can be done by someone else (more effectively) and it’s not an important task, delegate it.

9. Just Say “No.” Stop agreeing to take on things for which you don’t

have time. If you don’t have time for it or it will take your focus away from other priorities, say no.

10. HELP Is not a Dirty 4 Letter Word. Ask for help. Sometimes

a fresh set of eyes is all you need to get back on track, but be sure your plea is directed at the right person and is respectful of their own priorities.

11. Time Activities. We all can get swept away by television, social

media, internet browsing, article reading, and games. Allot yourself an amount of time for online activities and playing games. Set an alarm. When the time is up, stop the activity.

12. Time Your Conversations and Meetings. I’m not

recommending that you don’t socialize or be rude. I’m recommending that you don’t allow conversations or meetings to completely disrupt your day.

Allot yourself time. For “water cooler” talks, give yourself 5 minutes and keep them infrequent. For meetings, estimate how much time you’ll need to address the needs of those involved, come prepared, and if there isn’t 18

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already an agenda, propose talking points to squeeze more value out of the meeting.

13. Call, Don’t Text. Text messaging is supposed to be quick and to

the point... not long, drawn out conversations. For anything beyond a quick yes or no question, call. For example, call for emergencies and all of those “how are you?” and “what ‘cha doin’?” questions. If it goes to voicemail, don’t worry. Most people have access to visual voicemail anyway, so it will be like a text. Either way, trust that they will get the message.

14. Turn Aimless Browsing Into Growth Opportunities.

Create an ongoing list of questions, curiosities, or things you’ve always wanted to find out more about. When you sit down to browse the internet, start looking for answers. You might surprise yourself with what you find.

15. Do Your Errands at the Same Time. Schedule time to

do errands and plan a route ahead of time to ensure you’re not wasting time bouncing back and forth across town.

16. Filter Your Email. How much time do you waste in your inbox?

Filter your email: • Create rules for recurring emails that don’t require an action to be archived in a particular folder.

• Set rigorous anti-spam settings to block unwanted email from reaching your inbox.

• Form a habit of touching an email once: If you open it, you have to address it (e.g., respond and file).

17. Automate Responses. If you find yourself replying with the

same or nearly identical responses for clients keep a template to quickly copy/paste the response and tweak it as necessary to personalize the message.

18. Automate Bill Payments. For any recurring bills that you

have: AUTOMATE. Not only will this save you time, it may even save you money and raise your credit score if you’re the forgetful type.

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19. Sort the Mail in Your Hand. When you get your mail, don’t

let it sit in a pile. Sort out the junk right away and then prioritize other items respectively (see weekly calendar). If possible, go green by electing not to receive the hard copy.

20. Avoid Rush Hour. Do you commute to work? Negotiate a work

schedule to travel during non-traffic delayed times. You can easily turn a 60-minute, traffic-jammed commute into 25 minutes by getting ahead of the traffic or waiting it out. Online apps, like Waze, do a good job informing of traffic problems so you can adjust accordingly.

21. Keep a Running Shopping List. Create a policy that for

whoever squeezes the last bit of toothpaste out of the tube, kills the mustard bottle, etc., they are responsible to write it down on the shopping list. In doing so, this will save time from taking inventory as well as keep your shopping trip quick - get into the store, grab what you need, and go (rather than meandering down aisles).

22. Cook for Tomorrow. Double the amount of what your cooking

and refrigerate/freeze the leftovers. It may take you a small amount of time to double what you’re already making, but it will save you much more time making your next meal by not having to start from scratch.

23. Learn While You Workout. When on a treadmill, elliptical

machine etc., listen to news, pod casts, and audiobooks rather than music to keep up with trends in your niche, current events, books, and learning at large.

24. Exercise More Effectively. Exchange moderation for higher

intensity. You can have a more effective and efficient workout by putting more effort into a 30-minute high-intensity workout than 90 minutes of lowto-medium effort.

Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 20

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JENNIFER IACCINO Passionate, deeply knowledgeable and truly committed to providing excellent customer service, Top Agent Jennifer Iaccino – of @properties in Elmhurst, Illinois – has more than earned her reputation as a trusted real estate adviser.

With an extensive background in multiple facets of the real estate industry, along with a tireless commitment to her many buyers and sellers, Jennifer has enjoyed a rapid ascent to Top Agent status.

Jennifer – who hails from a family of longtime agents - began her own real estate career twenty-five years ago while in her early twenties, and she sold homes successfully for five years before transitioning to the role of Mother while developing her real estate investment resume. “After my son was born,” she recalls, “my husband and I – he’s a contractor – focused on real estate development, purchasing homes and rehabbing them and working with rentals. I got very occupied with that for about ten years, really gaining a deep understanding of the investing side of the business, before I decided to return to sales in 2014.”

The breadth and depth of experience Jennifer gained during that ten-year period contributed in large part to her becoming a top producer her first year back. Since then, her business has continued to grow and flourish with each passing year.

Currently overseeing an equally dedicated team of agents who share her client-centric business ethos, Jennifer is proud of her association with @properties and the advanced technologies offered by the company, which help put her head and shoulders above her competition when it comes to marketing her listings.

“When I interviewed with the company, and I saw their tools and systems,” she says, “I decided I really wanted those for my sellers.” Those technologies include

luxurious videos with drone footage and comprehensive floor plans featured in first-in-class property brochures. Additionally, Jennifer is a firm believer in open houses to drive new business, as well as social media saturation to ensure each listing is seen by as many potential buyers as possible.

Quick sales for top dollar are the most frequent outcome, creating many happy clients.

Other factors that have played a significant role in Jennifer’s success would be her expert negotiation skills, constant availability to her clients, and her friendly and open personality that puts even the most skittish buyer or seller at ease during what is perhaps the largest transaction of their lifetimes. Also, her background in real estate investing and flipping homes allows her to provide value to her buyers that most other Realtors cannot. “Because of that background, I know a lot about construction and I’m able to really advise my clients about value and making smart business decisions rather than just focusing on a home’s aesthetics. I can let them know how well a home is built,” explains Jennifer, who holds a perfect five-star overall rating on Zillow. Com, where she is a Premier Agent.

When she’s not working, Jennifer enjoys hiking, and is an ardent supporter and promoter of small businesses in her community.

Jennifer’s plans for the future are to continue growing her business, and to continue building a team of exceptional agents to who she can provide mentorship, a facet she believes is lacking in the real estate industry.

“I honestly love what I do,” says Jennifer. “I eat, sleep and breathe real estate. My father once told me that he didn’t sell homes, he sold lifestyles. I feel the same.”

For more information about Jennifer Iaccino, please call 630-290-8690 or email JIaccino@atproperties.com Top Agent Magazine

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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 24

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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Top Agent Magazine

LINDA QUINN Going above and beyond for her buyers and sellers is standard operating procedure for Top Agent Linda Quinn, of Coldwell Banker Real Estate Group in Homer Glen, Illinois, in the Chicago area. Possessing a wealth of industry knowledge, a fierce work ethic, and an innate ability to put even the most skittish client at ease, Linda has built a solid business on a foundation of honesty, integrity and a sincere commitment to excellence in customer service.

expresses gratitude to Coldwell Banker for their international outreach and advertising prowess.

Additionally, Linda exploits social media platforms to great advantage. The most frequent result are quick sales for top dollar, and incredibly grateful clients.

Prior to obtaining her real estate license, Linda worked in the retail world for more than twenty years.

“Then I got married and had two kids, and I was a stay at home mom for a while,” she explains. “When the kids got older, I was trying to figure out what to do with myself, and I originally considered going back into retail sales.

But then a friend of mine suggested we take real estate classes, and I agreed. That was in 2004, and all these years later, here I am.”

Linda showed immediate aptitude as a Realtor, and she was named Rookie of the Year by her company right out of the gate. Her business has continued to grow and flourish since then, and she can currently boast that a significant portion of her business is based upon referrals and repeat clients. “I definitely do go above and beyond for them,” says Linda, when asked how she has managed to inspire such impressive levels of loyalty and trust among those she works with. “I try to make the entire transaction process as comfortable for them as possible. We tend to laugh a lot together, joking about things. But aside from that, I take my job very seriously, and the service I provide them is excellent.”

There are, of course, numerous other factors that have contributed to Linda’s success in the real estate industry.

Chief among them would be her fierce negotiation skills, and her thorough, intelligent marketing strategies, including her commitment to presenting each and every listing in its best light possible. “I have the best photographer and a drone photographer as well,” she says.

“They can make any property look great.” She also leaves no stone unturned in order to ensure that each home is seen by as many potential buyers as possible, and she Top Agent Magazine

Queried as to her favorite aspect of being a Realtor, Linda immediately answers, “I love helping people.” Additionally, though she admits that her job is a seven day a week commitment, she does enjoy the flexibility of schedule that allows her to spend important moments with her husband and two grown children.

When she’s not working, Linda enjoys spending time with her family at their summer home in Michigan, boating and hanging out with friends – though her phone remains by her side so she can be accessible to clients should they need her.

Linda’s plans for the future include growing her business; retirement is not remotely in the picture. “I’ll always do this,” she says, “because I’ll always enjoy it. Whether I’m working with a buyer or a seller, I am committed to making their needs my number one priority. I will provide the BEST marketing, technology and advertising in the business for sellers. I will promise a GREAT adventure when searching for the perfect dream home for buyers.

Any client will be guaranteed happiness in the end and in the future when working with me.”

For more information about Linda Quinn, please call 630-514-9653 or email LindaQuinnHomes@Gmail.com

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5

SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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