CHICAGO 4-18-22

CHICAGO EDITION

8 THINGS SUCCESSFUL PEOPLE NEVER DO

KEEPING IN TOUCH –

How to Incorporate Current Events to Your Email Blasts and Stay Relevant

HOW TO STAY IN YOUR CLIENTS’ LIVES FOR THE LONG HAUL

FEATURED AGENT

TOM CUNNINGHAM

COVER STORY

CHLOÉ IFERGAN

CONTENTS 4) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS 13) KEEPING IN TOUCH HOW TO STAY IN YOUR CLIENTS' LIVES FOR THE LONG HAUL

18) HOW TO INCORPORATE CURRENT EVENTS TO YOUR EMAIL BLASTS AND STAY RELEVANT 22) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

Phone 310-734-1440 I Fax 310-734-1440 mag@topagentmagazine.com I www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc.Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

2

Top Agent Magazine

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

Top Agent Magazine

3

6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova5

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

Top Agent Magazine

CHLOÉ IFERGAN Top Agent Magazine

7

Recognized as one of Chicago’s Top Producing Agents by the Chicago Association of Realtors, Broker Chloé Ifergan with Jameson Sotheby’s International Realty, assists clients throughout the Chicagoland area and its surrounding suburbs.

A lifelong resident of the Gold Coast, Chloé Ifergan first took an interest in real estate through her father, Charles Ifergan, a prominent entrepreneur who launched a successful chain of salons in the Chicagoland area. Seeing him grow his business and delve into owning commercial retail properties, Chloé was inspired to pursue her real estate license in 2008.

Since then, she has gone on to author an accomplished career as an agent, establishing a network of satisfied clients that spans the city.

Today, Chloé is a Broker with Jameson Sotheby’s International Realty, where she assists clients throughout the Chicagoland area and its surrounding suburbs. Now recognized as one of Chicago’s Top Producing Agents by the Chicago Association of Realtors, she has cultivated a boutique 8Copyright Top Agent Magazine

Top Agent Magazine

process to meet the needs of buyers and sellers alike.

When listing a property, Chloé develops a customized marketing plan for each client. While sellers prepare their home for the market, she shares their listing first to Top Agent Magazine

her extensive internal network at Sotheby’s International Realty, Top Agent Network, and other private listing platforms. Later she identifies what makes the property unique and markets it to a highly targeted blend of digital and social media campaigns. Along the way, she utilizes proven resources such as print Copyright Top Agent Magazine9

“From seeing my buyers get their offer accepted to helping my sellers maximize the value of their home, I enjoy the rush associated with each transaction. It’s such a rewarding feeling to guide my clients in whatever direction they’re headed— whether that’s out of state or in Chicago.” publications like The Wall Street Journal to give each client an added advantage.

Elsewhere, Chloé is just as committed to her buyers, leveraging her acute knowledge of the Chicagoland area to uncover the right home for their needs. In fact, she keeps in touch long after the closing through regular check-ins, quarterly gifts, lively appreciation events, and even cookie deliveries at the holidays—all to ensure her clients are thriving in their new homes. “This business comes down to hard work, persistence, and availability,” she says. “For me, that means really listening to a client and helping them in whatever way I can. At the end of the day, they always know I have their best interests at heart.”

Copyright Top Agent Magazine 10

Top Agent Magazine

Over the years, Chloé has earned a fantastic reputation throughout Chicago, with the vast majority of her volume coming from repeat clients and referrals. Having completed $15 million in volume in 2021 alone, she remains focused on what matters most. “From seeing my buyers get their offer accepted to helping my sellers maximize the value of their home, Top Agent Magazine

I enjoy the rush associated with each transaction. It’s such a rewarding feeling to guide my clients in whatever direction they’re headed— whether that’s out of state or in Chicago.”

Outside her career, Chloé is dedicated to her community, serving as a board member of the Lynn Sage Foundation. When she’s not with Copyright Top Agent Magazine 11

clients or giving back, she can be found traveling, taking her dog for a walk, spending quality time with friends and family, or enjoying all the wonderful restaurants and cultural landmarks Chicago has to offer.

Looking to the future, Chloé intends on bridging further into the luxury market while pursuing her license in Florida. Moreover, she is excited

to expand her referral business within the Sotheby’s brand, upholding the penchant for client service that has truly set her apart. “I just love what I do,” she says. “There are so many great things about this business, from the clients to my supportive community of colleagues and peers. All these elements come together to solidify us as agents and drive strong results for our buyers and sellers.”

To learn more about Chloé Ifergan email chloe@jamesonsir.com, visit jamesonsir.com or call (312) 636-4994 www.

Photos by Sonya Martin Photography Copyright Top Agent Magazine 12

Top Agent Magazine

g n i p Kee h c u in To

HOW TO STAY IN YOUR CLIENTS LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work. To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside.

Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: Top Agent Magazine

Top Agent Magazine

13

INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch.

Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients.

Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time.

Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s interests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORS® keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional.

Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson.

Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and 14

Top Agent Magazine

Top Agent Magazine

housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it.

Top Agent Magazine

Top Agent Magazine

15

TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time.

You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts.

This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED No matter how you choose to keep in contact with past clients, make sure to be consistent.

Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year.

Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business.

16

Top Agent Magazine

Top Agent Magazine

TOM CUNNINGHAM Chicagoland is home to some of the most scenic neighborhoods in the country. Top agent Tom Cunningham loves to assist his clients in their real estate pursuits here.

“My job is about helping people make the best decisions possible in a real estate transaction,” he explains. “And it’s so wonderful to be a part of that.” He entered the industry after owning and running his own restaurant. When his business was subject to eminent domain, he had to decide what to do next. “I always wanted to be in real estate, so I went to school and passed my exam on January 2, 2001.” Today he works with Keller Williams Elite based in Oak Lawn. He assists a wide range of clients, from commercial investors to first time home buyers and everyone in between. Tom’s decades of experience help him educate his clients, leading them to feel comfortable throughout the process.

As a Senior Real Estate Specialist and part of the National Association of REALTORS®, the Illinois Association of REALTORS®, and the Mainstreet Organization of REALTORS®, Tom keeps up on the latest trends and technology. Staying on the pulse of the market allows him to better serve his buyers and sellers, preparing them for what to expect and ensuring they have access to the right tools. It’s this commitment to superior customer service that has resulted in his business mainly consisting of repeats and referrals.

“I believe they continue to return to me because I tell them the truth,” Tom explains. “I don’t tell them what they want to hear, I tell them what they need to hear.” At every step, Tom is working towards his clients goals, only wanting what is best for them. If he believes it is not the ideal time to sell, or if a property might not be right for their goals, he never hesitates to tell them.

After the transaction, he stays in touch and becomes his clients’ go-to resource for all real estate needs. When they have questions regarding their home or about the market in general, they feel confident reaching out to Tom for answers. They retain fond memories of Tom Top Agent Magazine

removing the stress from their transaction.

One seller recently said, “In what can be an overwhelming and exhausting process, Tom brought confidence, knowledge and a sense of calm. I never doubted that he would do what was best for the sale of my family home. Besides selling the house for full asking price in 4 days, he kept me informed every step of the way. Tom was always accessible and returned phone calls and emails immediately. A true professional, you will never regret selling or buying a house with him.”

Tom stays connected to his community in a variety of ways, including volunteering as a coach for youth baseball, basketball and football. He was involved with the Beverly Ridge Lions Club, served as an elected school board member and trustee for a college, and was President of Orland School Board 135. During his free time, he plays golf, travels and relaxes with family and friends.

With business booming, Tom plans to double his production this year. He never tires of seeing his clients happy, and hopes to continue doing this for years to come.

“It’s always a joy to watch someone buy or sell a home.”

To contact Tom Cunningham, please call 708-369-7625 or email tmjc22@gmail.com 17

How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes18

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

Top Agent Magazine ®

Top Agent Magazine

One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

Top Agent Magazine

Top Agent Magazine ®

19

your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

20

them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

Top Agent Magazine ®

Top Agent Magazine

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

grahamharrop.com Top Agent Magazine

21

8

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

22

things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

Top Agent Magazine

Top Agent Magazine

2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working Top Agent Magazine

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine