CHICAGO 4-4-22

CHICAGO EDITION

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

Uncommon Contact:

FEATURED AGENTS

RITA ARRIZ VINCE DANTE DANA SLAGER

COVER STORY

KELSEY MAYHER

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

5 Ways to TRANSFORM RENTERS INTO OWNERS

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, Top Agent Magazine

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 6

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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KELSEY MAYHER Top Agent Magazine

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KELSEY MAYHER “I’m focused on building relationships with everyone I serve. I hold their hand throughout, and I advise them on what I think would be the best fit.”

Growing up with a father who worked as a land developer, Kelsey Mayher feels right at home as a real estate agent. After working as a teacher, she was ready for a path that offered more opportunities for growth. “My sister had just started 10

her own construction company, so I decided to earn my real estate license and help her,” Kelsey explains. Starting off in the suburbs, where she sold homes in a large new development, Kelsey was soon ready to join a brokerage in the city.

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Her business took off from there, and today she serves the greater Chicago area, going where her clients need her. With 80-85% of her business deriving from repeat clients and referrals, those who work with Kelsey appreciate her guidance and honesty. Personable and knowledgeable, Kelsey wants what is best for them and does everything possible to achieve their real estate dreams.

“I’m there for them 24/7,” she explains.

“I’m focused on building relationships Top Agent Magazine

with everyone I serve. I hold their hand throughout, and I advise them on what I think would be the best fit.” When she first meets a client, she gets to know them, asking questions that reveal their needs.

She tailors their experience around their ultimate goal, knowing that each buyer and seller is unique. “I just want to make sure that what we are doing is a good fit for them, whether they are looking for a short or long-term investment, or wanting to sell,” Kelsey explains. Her presence on social media helps spread the word about 11

her listings. “I’m big on posting stories to Instagram, where I walk through listings and walk through buildings to show people what’s out there,” she says. She also focuses on reverse prospecting, following up with interested buyers via a phone call.

It’s no surprise that Kelsey’s fervent support builds strong bonds with her clients that last after the transaction is complete.

She ensures they stay in touch by sending out monthly mailers, hosting in-person events and inviting them out for dinners

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or happy hours. “Because many of my buyers and sellers end up becoming my friends, it’s easy to reach out and maintain those connections,” she says. “I call them frequently and our communication just flows naturally.”

After the pandemic put a pause on community involvement, Kelsey is eager to start giving back again. She recently joined the River North Residents Association, which focuses on enhancing the quality of life for people living in this area of Chicago. “I’m helping them set up and advertise their events.” When she isn’t working, she loves being outside, walking the riverfront, traveling, exerTop Agent Magazine

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cising and checking out new restaurants.

With her business growing year after year, Kelsey can’t wait to see where this path leads. She hopes to one day have her own team and help new agents grow their business. But no matter how much she ex-

pands, she will never lose sight of her true passions: making connections and helping people. “My favorite part about what I do is the social aspect. I love that I can bounce ideas off of other agents in my office, and build friendships with my clients. That’s what keeps this business fun.”

For more information about Kelsey Mayher, please call 708-205-6340 or email kmayher@jamesonsir.com

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Rich Honquest is proud to congratulate

Kelsey Mayher

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

RICH HONQUEST Senior Mortgage Advisor | NMLS # 1845277 Proper Rate | NMLS # 1901699 Office: (708) 761-6234 | Cell: (630) 337-5764 Fax: (773) 295-0200 Email: Rich.Honquest@ProperRate.com Email: Rich@TeamHonquest.com Chicago, IL and Lake Geneva, WI

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 16

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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RITA ARRIZ With over 25 years in the real estate business, REALTOR® Rita Arriz represents buyers, sellers and investors in the Chicago, Illinois area with a high-level of expertise and a personal touch. Having been born and raised in the Windy City, she has a competitive edge over her peers with detailed knowledge of all the neighborhoods and community resources as well as a strong network of industry professionals built over years of being in the same city. She currently works as a licensed solo agent for EXIT Grace Realty and specializes in all types of residential properties, from condos to family homes.

With over 75% of her business coming from repeat and referral clients, it’s clear that Rita puts care and attention into every sale to make sure that her clients are happy. She is always available to take clients to showings, answer questions, and ease the anxiety of the stressful buying and selling process. Particularly for new homebuyers, the process of attending numerous showings and putting in offers can be daunting. Rita makes the sale as seamless as possible from the beginning of the process to the closing day. Above all, she is known for her quick decision-making skills as well as efficiency in closing a deal.

When it comes to marketing, you’ll find Rita employs all the traditional methods, including mailers, emails, monthly newsletters, social media, phone calls, and new listing cards. Following EXIT

Grace’s comprehensive marketing strategies, Rita keeps in touch with previous, current, and potential new clients who might be looking to buy, rent, sell, or invest in properties in the Chicago area. She frequently hosts open houses for new listings, which is the best way for potential clients to view a property without any pressure. Rita also sends personal notecards to show her clients that she is thinking about them.

Last year, Rita produced over six million in volume, but she has plans to expand her business this year. While boosting production is an immediate goal, she eventually would like to add new members to her team so that she can reach new areas and take on new clients. In the meantime though, she keeps up a busy schedule of meeting with clients and organizing listings. When she does have downtime, you’ll find that Rita loves to relax at home with her family and dogs.

Whether you’re in the market for your first home or your dream home, Rita comes highly recommended by her previous and current clients. She approaches every project, whether it’s the buying and selling of a home, a foreclosure, or a shortsale with the same level of professionalism and knowledge to achieve the best results. Ultimately, Rita’s goals align with those of her clients. “I want to make them happy — that is my top priority with every sale,” she says.

For more information about Rita Arriz, please call 773-494-1469, email ritaarriz@gmail.com or visit ritaarriz.com www.

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VINCE DANTE Passionate about helping people accomplish their buying and selling dreams, Vince Dante has become a prominent agent in the greater Chicago region. After working as an IT director for 20 years, he decided to retire. “A lot of people were saying I was too young to retire, and a few friends said I would do well in real estate,” Vince explains. So Vince decided to earn his license and hit the ground running.

Today he’s partnered with Sandy Mueller at Baird & Warner in Arlington Heights.

“Sandy has been in the business for about 18 years, and her mother also worked for Baird & Warner,” he says. “We instantly hit it off and we’ve been a legal entity team for the last two years.” All of their business consists of repeat clients and referrals, as they prioritize communication and guide them through the transaction.

“We focus on the relational aspect,” Vince explains.

“We are always in touch with our buyers and sellers, and we pay attention to details.” During Vince’s past career, the importance of listening was instilled in him, and he carries that into his work today. “We’re great listeners and we’re always looking out for our clients’ best interests.” When he first meets a client, he hears what they are looking for and establishes a plan to get them towards their goals. For his buyers, this means determining the ideal property type and its features, as well as price point. Once it’s found, he utilizes his negotiation skills to get them the best deal possible. With experience rehabbing homes, he is even able to advise them on remodeling and help determine what’s worth doing. This same white glove service is also apparent throughout his work with sellers, with Vince advertising listings via postcards, the internet and his website. “We offer Matterport and 3D tours, which we send out to our sphere,” he says. “All of our listings, whether they’re coming soon, active or sold, are part of our newsletter.”

Vince’s past buyers and sellers become ambassadors for his business, as they can’t wait to tell others about 20

their experience. One buyer recently said, “Vince was wonderful! As a first time home buyer, it was such a relief to work with him because he was very honest and practical. I was able to trust him to guide me in buying my house. He responded immediately to all emails/texts/calls. I would recommend him to anyone, but particularly first time home buyers because he explained each step and pointed out both good and bad points of each house we viewed, which was awesome because I would have missed several things because I didn’t know to look for them.”

As an active member of Military on the Move and First Responders Network, working with veterans means a lot to Vince. He also currently serves as Vice President of the local Lions Club and is a Trustee in Elk Grove Township. During his off hours, he’s spending time with family or playing hockey.

Vince is dedicating time to future plans, which involves growing the team. “Our referral business is always expanding, so we are constantly meeting and helping new people, which is what I love most,” he explains.

“Ultimately, our main goal is to just continue providing the same great service.”

For more information about Vince Dante, please call 847-278-0308 or email vince.dante@bairdwarner.com Copyright Top Top Agent Agent Magazine Magazine

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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DANA SLAGER With sixteen years of experience as a REALTOR® in the greater downtown Chicago area and North Shore suburbs, Dana Slager has the knowledge and network to represent all levels of residential properties. Her hands-on approach in addressing clients’ needs makes her the kind of agent you want by your side during every step in the process, from the first consultation to the final paperwork. From condos to family homes, new builds and multi-unit investment properties, Dana combs through the finer details that make all the difference in her business.

Dana’s real estate practice is heavily referral-based due to the incredible service she provides for her clients. She takes care to look out for their investment and lets them know honestly if a project is going to be too much for them to take on. “If you chase the dollar,” she says, “it’s going to work against you.”

To help the process go smoothly, Dana has built a really good network of attorneys, inspectors, and other industry professionals. “I’ve been fortunate in that my clients have been extremely happy. I’ve never had issues where something wasn’t handled properly,” Dana says.

When it comes to home buying, Dana sits down with each client and listens to their lifestyle needs, commute times, and any other factors that would affect their choice of property. She keeps a constant stream of communication going, whether through phone check-ins or with email marketing to keep them updated on their area. As far as listings go, she does all she can to make a house as marketable as possible. This includes cleaning and revamping — what she calls a “concierge service” of light renovations. Additionally, she takes professional photos, makes floor plans, and creates strong marketing Top Agent Magazine

materials. “All of this helps protect a client’s investment and we always get a higher sale price,” she explains.

As a mom of two girls, Dana believes in the importance of helping families in need in her community. She is a strong supporter of the Northwestern Settlement, a non-profit that works to provide items like clothing and household items to those less fortunate. While she loves the concrete jungle of Chicago, Dana is also at a point in her life where she appreciates the small joys of nature and greenery at home. She has taken up gardening and recently created a beautiful courtyard garden at home.

This year, she has set a goal of doubling production and hopefully expanding to new areas with her team of ten agents. She’s focused on refining her branding and keeping the experience of buying and selling homes fresh and enjoyable for her clients. “Real estate should be fun and I’m not trying to pressure my clients in any way. I’m still going to be doing my job years from now, so if a client isn’t ready, I tell them to wait. I’ll be ready when they are.”

To learn more about Dana Slager, please call 312-415-2611 or email dana.slager@compass.com 23

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