August 2022 Illinois

August 2022

Make the most of

Tap into your REALTOR’S®

small space living

rolodex

Elyse Berns Are you ready

to build a team?

Shaun PARKER also featured:

Cole Carros Jason Williamson

contents

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professionals 6

Are you ready to build a team?

Ask yourself these 5 questions

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Top 10 Reasons to love your clients

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t featured cover agent

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Elyse Berns

buyers &sellers 4

Make the most of small space living

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New in town? Tap into your REALTOR’S® rolodex

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Identifying wants vs. needs — A step-by-step guide

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Materials­and­content­included­in­Featured­Agent Magazine­and­on­featuredagentmagazine.com­are subject­to­copyright­and­may­not­be­copied­or­reproduced­in­any­part­without­prior­written­consent.

Featured­Agent­Magazine­is­published­by­Times­3 Publishing­Group,­LLC.­Publisher­shall­not­be­liable for­any­inaccuracy,­error,­or­omission­and­makes­no representations­or­warranties­of­any­kind,­express­or implied, as­to­the­information, content,­or­materials included.­

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Make the most of

small space living

The Tiny House Movement is one of the fastest-growing housing trends in recent memory. Tiny houses are fully functional mobile living spaces that measure from 100400 square feet. Obviously, fitting all of life’s necessities in such a tiny space poses many challenges. But you don’t have to live in a tiny house to face the realities of small space living. Studio apartments, loft spaces, cottages and many other small spaces all present similar issues. Here are seven ways you can maximize small space living to create a comfortable, well-organized and stylish home.

Take Care with Color — Adding color to walls is one of the fastest, easiest, most affordable ways to add character and personality to a room. But be careful when you’re working in small spaces, because the wrong color can make your room seem smaller than it 4

actually is. Avoid dark colors and stick with lighter hues to make the space feel more open.

Embrace Light & Reflection — Keep window coverings light, both in color and materials. Heavy window coverings will make rooms look and feel dark and claustrophobic. Stick to lighter colors and airy fabrics that allow light to filter through, even when closed. Another trick is to let curtain rods extend past the ends of windows on either side to create the illusion of width. Mirrors are another great way to visually trick the eye into thinking a room is larger than it is.

Bonus points if you can hang a mirror across from a window to capture and reflect even more light.

Make Furniture Multi-Task — When you live in a small space, everything should have more than

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You don’t have to live in a tiny house to face the realities of small space living. Studio apartments, loft spaces, cottages and many other small spaces all present similar issues.

Get Control of Clutter — Clutter is the enemy of small space living. When every available surface is covered with mail, magazines, clothing and other everyday odds and ends, the space looks messy and unfinished. One way to keep clutter under control is to practice the rule all minimalists live by: one in, one out. That simply means every time you bring something new into your space, an equivalent item has to go. If you buy a new pair of shoes, for example, you have to get rid of a pair you already have, and so on. It’s definitely challenging, but it will make you think twice when tempted to purchase something on impulse, knowing that something you already have will get the axe.

one purpose. Think ottomans that double as storage space, tray tables that pinch hit as end tables, and dressers that serve as nightstands. If you live in a studio space, it’s practically illegal to have a sofa that doesn’t fold-out into a bed. And remember seeing Murphy beds (also called wall beds) in old black and white movies and TV shows? They’re making a comeback and can solve a multitude of small space furniture and storage issues.

Keep Floors Clear — Crowding the floor with baskets or bins for storage may seem practical, but it will make the room look and feel smaller. Open things up by keeping floor space clear and moving storage up to the walls (or even the ceiling, in some cases).

Shelves, hanging baskets, peg boards and other storage solutions will keep floor space free.

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Utilize Hidden Spaces — The space under, in between or behind furniture is no longer just a place for dust bunnies to collect. When you live in a small space, it can be used for valuable storage. You can get specialized storage bins made to slip under the bed or simply use your imagination to decide what goes where, like slipping a folding tray table under the couch or hanging an ironing board or shoe rack behind a door.

Keep it Extra Clean — Speaking of dust bunnies, small spaces need to be cleaned more frequently and thoroughly than their larger counterparts. It’s easy to ignore dusty corners or a too-full trash can in a large space, but everyday messes add up quickly when there’s not a lot of room. Take some time at the end of every day to do a quick cleaning and you’ll keep your small space feeling tidy and inviting.

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Are you ready to build a team?

Ask yourself these 5 questions There comes a point in every real estate agent’s career when they realize they could greatly grow their business by forming a team. For some, this realization comes and goes without much thought; they are committed to being solo agents and have no intention of being anything but. For others though, the thought of forming a team is extremely appealing. There are, of course, the obvious potential financial benefits, but there’s also the chance of having more time to spend working directly with clients and possibly even taking more time off to pursue other passions. Forming a real estate team is a big step that requires a lot of thought, planning and commitment. Whether you want to start building a team today, next year, or five years from now, asking yourself the following questions will help you prepare for the complexities involved in building and managing a team.

Can You Afford It? — This is the first, and most important, question you have to ask yourself. Are you ready to be financially responsible for one (or more) other people? Are you willing to give up pocketing some of the money you earn to free up more of your time? Ideally, hiring an assistant and eventually, other licensed agents, will increase your bottom line, but that might not happen right away. You have to be OK with initially taking a hit to your net compensation to allow you to pay others.

Can You Give Up Control? — If you find yourself saying, “The only way to do something right is to do it yourself,” you might have a hard time letting go of control and delegating tasks to team members.

When you have a team, you have to be willing to let go and empower your employees to make decisions and find the best way to get things done. You should certainly offer guidance, but if you think you would find yourself re-doing everyone else’s work because it wasn’t up to your standards, it would defeat the purpose of having a team.

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Can You Offer (and Take) Constructive Criticism? — A big part of being a boss is giving feedback to your employees about their performance.

Are you comfortable having honest, candid conversations and prepared to receive such feedback in return?

If you’re someone who goes to great lengths to avoid confrontation, or conversely, have a reputation for unfiltered bluntness, you’ll need to work on delivering constructive criticism in a firm, yet positive way.

You’ll also need to be open to hearing from your team about ways you can improve as a leader.

Have You Experienced Great Leadership?

Those who have been fortunate enough to experience outstanding leadership during their careers often make great leaders themselves. That’s because they have experienced having someone make them feel supported and motivated. If you’ve had a great leader, ask that person if they would be willing to mentor you as you make the transition to leading your own team.

Do You Have Clear Short- and Long-Term Goals? — Before you bring on an assistant to help you get through that mountain of paperwork, it’s important to have a plan. If all you really need is someone to help you get organized and catch up, maybe you just need to bring someone on as a short-term contractor, rather than starting to build a team. If, on the other hand, you have a solid five-year plan in place that requires assistance to reach your milestones, you’re probably in the right place to put a team together. The important thing is to understand your motivations for starting a team and what you hope to accomplish.

Building a team is a huge milestone in any real estate professional’s career. When the time comes to build your team, remember what you’ve learned from good leaders along the way and treat your team members the way you’ve appreciated being treated.

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Elyse Berns

Elyse Berns After an early career as a nurse, Elyse Berns, found herself a little too emotionally involved in the job. Being unable to build a wall between herself and her patients began to take its toll, so she followed in her mother’s footsteps and made the switch to real estate in 1980.

With her mom as her mentor and business partner, Elyse obtained her broker’s license shortly after, and opened up an independent office, which they ran for five years before they opted to close the office and join RE/MAX. In time, Elyse moved away from selling real estate to teaching it. “One of my former professors had just set up the ERA franchise in the state of Illinois. He didn’t have time to actually run the school and thought I’d be really good at it,” says Elyse. “So I gave it a shot and it turned out to be the best thing I ever did!” As the Director of 8

Education at the ERA Real Estate Institute, she designed the coursework and had it approved by the state of Illinois.

She ran the school for nine years until it was sold, then went to RE/MAX, in Northbrook, Illinois, and then on to their office in Buffalo Grove in 2001, where she has been ever since.

And if it wasn’t enough that she taught real estate and sells it, Elyse also became a mortgage loan officer 13 years ago, which adds even more value to those who choose to work with her. “This works really well when helping my clients get pre-approved or even later, when they refinance,” she explained. Elyse was a contributor to “Modern Real Estate Practice,” the textbook for students in real estate school, wrote a real estate advice column for the Pioneer Press, and has also been the recipient of several awards, including the RE/MAX 100% Club.

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“I have no problem going extremely out of the way for my clients.

Sometimes I do things for them that aren’t even in the realm of what a real estate agent does.”

Elyse enjoys a 75% referral rate as she goes above and beyond for her clients in the north end of Chicago, North Shore, and northwest suburbs, although she’s happy to go wherever her referrals take her. That impressive rate of referrals stems from the level of service she provides to each and every client. “I have no problem going extremely out of the way for my clients. Sometimes I do things for them that aren’t even in the realm of what a real estate agent does,” Elyse said, referring to the massive clean-up jobs she’s done for clients in the past.

“I’m very honest and ethical and it’s my fiduciary responsibility to get a property sold, so I’ll do what I have to as long as the client benefits from it.”

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That also means she does the simple things such as answering her phone when clients call no matter when they might need her. “I don’t turn off my phone until I go to sleep, which is about midnight. I don’t care if you call me at midnight — if I’m up, I’ll answer the phone,” Elyse says. “Late nights or holidays, it doesn’t matter. I bend over backwards to make things work for my clients because I want a good, clean reputation. I’m not the busiest agent with hundreds of listings, but the clients I work with are always very happy and continue to refer me to their friends and family because I am hands-on and give all my attention to each client. I do not delegate to other agents, as I prefer to have total control over the transaction.”

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“There is nothing more exciting than seeing a young family purchase their first home. I especially love the millennials — I like to take them under my wing.”

Having lived in the Chicago area her whole life, Elyse is very familiar with the neighborhoods and communities she frequently shows. “Sometime I even show houses that I used to visit and play in as a kid because I had friends who lived there years ago. That’s always fun,” Elyse said with a chuckle.

To maintain balance in her life, Elyse enjoys swimming, jogging, and walking during her free time. She also makes an effort to regularly sponsor local events that benefit her community. “RE/MAX does a lot as a company to give back, so whatever they’re involved in, I’m involved in too.”

After 42 years of being a licensed agent and currently holding a managing broker license, Elyse is still elated by

the feeling she gets when a first-time buyer gets the keys to their new home. “There is nothing more exciting than seeing a young family purchase their first home. I especially love the millennials — I like to take them under my wing,” Elyse said. “Their appreciation is very gratifying.”

So, it doesn’t come as a surprise that Elyse has no plans to slow down anytime soon. She thoroughly enjoys everything about this industry, from networking and meeting new people to the joy she gets from the relationships she has formed over the years. “I plan to work until I can’t work anymore,” says Elyse. “I just turned 65, and I rely on myself to make a living, but I’m not one to sit around and do nothing anyway. I know things can change in a heartbeat, so as long as I’m ok, I just want to keep working.”

Elyse Berns

RE/MAX Suburban | Chicago, Illinois 847.366.0450 | elysesellshomes@gmail.com 10

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Top 10 Reasons

to love your clients Nearly every real estate professional we talk to tells us the same thing: they love their clients. And why not?

Helping people buy or sell homes and invest in their future is one of the most rewarding careers there is.

You’ve told us your clients:

Make Every Day Interesting — One of the best things about being a real estate agent is that every day is different. Your clients are the main reason for that.

Whether you’re meeting someone new, closing a deal or just catching up with past clients, they make your day fly by.

Expand Your Horizons — Your clients are bound to each have different tastes in music, movies, TV, food, travel and all those things that make life interesting. They can clue you in to the best indie movie, a great new song or that under-the-radar restaurant that’s about to be huge.

Help Grow Your Business — Word of mouth is powerful. Your current clients are your best source of referrals. Remember to ask every client to share your name with friends, family and coworkers. You’ll see your business grow!

Haven’t Heard Your Stories Yet — Your friends and family are probably getting tired of hearing those stories about that summer you were a camp counselor or the big-game winning play you were part of. But clients won’t be! Every new client gives you a chance to share your life story one more time.

Make You More Compassionate — Not only do you get to share your life story, you get to hear your clients’ stories, too. Learning about other people’s lives and backgrounds is bound to make you a more compassionate person.

Become Your Friends — Very few careers offer the opportunity to create life-long friendships with a diverse range of people. We hear from many agents how their clients become their friends — or even ‘like family.’

Help You Be a Better Agent — Just when you think you’ve seen it all in a transaction, a client throws you a curve ball. But that’s OK. If every transaction was smooth sailing, you wouldn’t have the opportunity to improve.

(Might) Let You Steal Their Jokes — Need some new material? Your clients are sure to have some good one liners and funny stories they’ll be happy to share.

Help You Learn Patience — Real estate is a fast-paced business. But every now and then you get those clients who just can’t make up their minds. Don’t rush them. You’ll both benefit if you can let go and slow down a little.

Are the Reason You Stay in Business — If it wasn’t for your clients you couldn’t be successful in the career you love. And we can’t think of any better reason to love your clients than that.

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New in town? Tap into your REALTOR’S® rolodex

There are few professionals who will know more about their community than real estate agents. Even if your agent doesn’t happen to live in the exact location where you’ve purchased a home, there is a good chance that you have an incredible resource at your fingertips, who will be more than happy to help you get acquainted with your new neighborhood.

REALTORS® are almost unanimously active in their communities, often involved in multiple community organizations. In addition, because their profession puts them in contact with countless people every year, real estate agents always know a lot of people in different industries. Moreover, because part of their job 12

is to be able to introduce and educate others on the various benefits afforded by each community, they tend to have their finger on the pulse of the regions where they live, work and play.

As a newcomer to town, the vast knowledge that your agent possesses is an invaluable resource, right at your disposal. Here’s a look at some of the many resources most real estate agents can provide, when you’re moving to a new community.

Movers — Experienced real estate agents will be able to recommend you to a trustworthy, professional moving company to make your move as seamless as possible.

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REALTORS® are often worth their weight in gold, not only when it comes to helping you secure a buyer, or helping you to get into a new home, but in helping you feel at home in your new community as well.

Pet Sitters/Boarding Facilities — Trying to move while your pets are running around, or stressed out, can make moving day a lot more cumbersome. Instead of trying to keep an eye on Fido or Fluffy while moving, ask your agent for a referral to a safe place to keep your pets until you’re able to pick them up.

Cable/Satellite/Internet Providers — Your REALTOR® or the seller’s agent will be able to provide you with the options for internet service and/or cable options available in your new community so you can schedule installation ahead of time, and have all systems up and running when you need them.

Daycare Centers — If you’re moving with young children, you can certainly spend time online researching reputable daycare or childcare centers in your community. Or, you could save time and just ask your REALTOR® for a recommendation.

Carpenters/Handymen — Because real estate agents work with these professionals frequently, they will be able to refer you to a skilled professional to help you with repairs, or construction projects.

Painters, Carpet & Flooring Professionals You may wish to have your new home upgraded a bit before you move in, or after you’ve moved and if so, your REALTOR® definitely has the name and number of painting and flooring professionals who can help.

Electricians — If there are new lighting fixtures you’d like installed, or if you have specific electrical needs your new home isn’t properly wired for, contact your agent or the seller’s agent. They will be able to refer you to a trusted, experienced electrician in your area to make any necessary changes.

HVAC Professionals — When you need your hot Copyright Featured Agent Magazine

water heater replaced, or your furnace serviced, a single phone call to a real estate agent can likely save you a lot of time researching HVAC professionals online.

Landscapers/Seasonal Professionals — If you’re looking for help with mowing your lawn, designing gardens, raking leaves, or even snow removal in the winter, ask your REALTOR® for a referral — they will have one.

Babysitters — Believe it or not, real estate agents may even be able to point you in the direction of a trusted, reliable babysitter, for times when you need to leave your children at home.

Restaurants — If you’re looking for a nice evening out, or an amazing weekend brunch, your REALTOR® likely has suggestions in spades. To boot, they may know of specials, coupons, or weekly events at various restaurants in town.

Fitness Facilities or Classes — From yoga, to local gyms, to great walking, running, or hiking trails, your real estate agent will know where residents go to exercise.

Community Events — From getting in touch with your local chamber, rotary, or neighborhood association, to discovering a weekly farmer’s market, or story time at the library, your REALTOR® is a valuable community resource for you to utilize.

Real estate agents are in the business of helping others. Their success is also contingent upon knowing the ins-and-outs of the communities where they work.

As the result, REALTORS® are often worth their weight in gold, not only when it comes to helping you secure a buyer, or helping you to get into a new home, but in helping you feel at home in your new community as well.

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Identifying wants vs. needs— A step-by-step guide When you’re ready to look for your next home, it is smart to provide your REALTOR® with a comprehensive overview of what you want, along with what you need. The things you want in a home will be the easier list to make. You may want granite countertops, a fireplace, or you may want to live at the end of a cul-de-sac. You may want a finished basement, or a huge yard. It’s good to know what you want.

However, the more important traits to consider are those you really need. Needs are essentially dealbreakers and include things like number of bedrooms or bathrooms, or a certain school district. A garage or storage space may also be a need. And of course, your budget is a need that is paramount to all else. That is, 14

$X is the highest amount you can pay monthly, so you need to purchase a home within that limit. In sum, your needs list is basically the bare minimum that a home must have in order to even be considered.

Of course, no one wants to buy the bare minimum, so here is a look at ways to identify your wants from your needs to come up with a perfect wish list for your buyer’s agent.

Start with a Dream Home List — It doesn’t hurt to list all the things you’d ideally have in a home, and then begin whittling down from there. Consider that you really want hardwood floors. Are you willing to even consider a home with an alternate hard surface Copyright Featured Agent Magazine

such as laminate, Pergo, or tile? Perhaps your list can be modified to hard surfaces, rather than being focused exclusively on hardwood.

Decide if You’re Willing to Compromise — Consider that you really want your children to attend specific schools. And you also don’t want to commute more than 10 miles. Are you willing to be a bit flexible with the commute, in order to get the location you desire? Identifying give-and-take scenarios will be helpful for your REALTOR® in finding the right home for you.

Determine if Certain Characteristics Can Wait — If you have “upgraded appliances” on your needs list, but you find a home that meets all the rest of your requirements, determine whether you’re willing to postpone the purchase of those items to get most of the things you really want in a home now. The same may be said for dated carpet. If you really want hard surfaces, are you willing to live with what is in a home now, and replace it later?

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There are many printable house hunting forms available online which can help you to begin identifying your unique wants and needs. If you’ve retained a buyer’s agent first, it’s likely that they will be able to provide you with a similar checklist.

It is in your best practice to spend as much time as necessary on this list, to ensure that you really do wind up with the best home to meet your needs, rather than having to adapt to the traits of the home after you’ve moved in. You’ll also ensure that you won’t waste valuable time viewing homes that simply won’t work for you. It may be helpful for you to consider what you love about your home now, and the things that are inconvenient so you can continue to be as specific as possible.

When in doubt, about whether a trait you want in a home is a need, or just something you really want, reach out to your agent. REALTORS® are in the business of helping people, and there’s no doubt they’ll be glad to offer advice or a perspective you haven’t considered.

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