Illinois 3-19-17

ILLINOIS EDITION

HOW TO BUILD A TEAM THAT WILL WIN BIG No Matter its Size How to Recognize TRUE LUXURY PROPERTIES

FEATURED AGENT

CARRIE JASS

COVER STORY

APARAJITA LEEKHA

Creative Ways to Say THANK YOU 6 Methods for Building BETTER EMAIL LISTS

ILLINOIS EDITION

7

APARAJITA LEEKHA

19

CARRIE JASS

CONTENTS 4) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE 15) 6 METHODS FOR BUILDING BETTER EMAIL LISTS

18) CREATIVE WAYS TO SAY THANK YOU 21) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | 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

Top Agent Magazine

3

How to to Build Build a a Team Team That Will How Win Big Big No No Matter Matter its Size Win thereal realestate estateworld worldbuilding buildingaateam teamisis InInthe goalalmost almostevery everyagent agentstrives strivestowards towards a agoal achieving.Doing Doingbusiness business with with aa team team achieving. opposedtotosolo solohas hasnumerous numerousadvanadvanasasopposed tages.With Withmore moreagents agentshandling handlingclients clients tages. wellasasother otheremployees employeesspecialized specializedinin asaswell areassuch suchasasmarketing marketingand andadministraadministraareas tivesupport supportthere theretotoassist assistyou; you;you youcan can tive greatlyincrease increaseyour yourbusiness businessand andsales. sales. greatly 4

So, when when creating creating aa team, team, logic logic would So, tell us us that that the the bigger bigger itit is, is, the better, tell right? Wrong.

Wrong. When When itit comes comes to real esright? tate teams, teams, size size doesn’t doesn’t matter matter so much tate asthe theplayers players you you bring bring onto onto that that team to as workwith withyou. you.A Ateam team doesn’t doesn’t have have to to be be work bigto towin win big, big, and and here here are are the the secrets secrets to to big building aa team team that that wins wins big big no no matter matter building itssize. size. its

TopAgent AgentMagazine Magazine Top

Top Agent Magazine

Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

Top Agent Magazine

Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

Top Agent Magazine

5

help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

6

Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

Top Agent Magazine

Top Agent Magazine

APARAJITA LEEKHA Top Agent Magazine

7

APARAJITA LEEKHA Top Agent Aparajita Leekha offers a fresh approach to Chicagoland real estate, providing expert guidance with professionalism and passion. At only 33, she has built a stellar reputation as one of the most respected and successful realtors in the Chicago area, and was awarded Top 1% Producer for 2016.

Aparajita (ABR, GRI, RSPS, REALTOR ) is a second generation realtor, and is licensed in both Illinois and Florida. She also earned a Masters Degree from the University of Florida in 2006. ®

Aparajita’s specialties include Buyer’s Agent, Listing Agent, Foreclosures and Short-Sales. “I have worked every aspect of the industry representing buyers, sellers and investors in the residential market,” she says. Her exceptionally loyal clientele and personal referrals form the foundation of Aparajita’s career. Among her repeat buyers are some of Chicagoland’s most influential individuals.

8Copyright Top Agent Magazine

Once you meet Aparajita, there is no denying her positive and charismatic personality - she cares about her clients like family. “I owe my success to my ‘Big Picture’ thinking and the fact that I value long-term relationships with current and past clients.”

Her clients appreciate knowing that their needs are a priority, which has translated into a successful referral based business. “I believe that Real Estate should be about great customer service, building relationships & finely tuned negotiating skills - it›s so much more than just buying or selling a home!” says Aparajita.

Says one satisfied Zillow reviewer: “She has a deep knowledge of the process and the industry.

She applies her many years of experience, intelligence, her charm and negotiating skills to get you the house you want at a great price. She was always there no matter what time of day - She will answer Top Agent Magazine

“My mission is to make your real estate experience as cost-effective as possible, while maintaining the utmost standards of integrity and professionalism.” her phone, text and email. Most importantly, she is a great negotiator.”

and deliver excellent after-sale service as well. It’s one of the reasons they keep coming back to me.”

What also sets Aparajita apart is the empathy she feels for her clients. “It’s the way I do business,” she says. “I put myself in my client’s shoes. They are not just a number to me, nor another transaction . I think about how I’d like to be treated if I was buying a house, and that’s how I treat them.

I go that extra mile.” The transaction is not over when house closes, either, and Aparajita’s concern continues after the sale. “I keep in touch with them

Aparajita understands that buying and selling is one of the biggest decisions in a client’s life and views representation and guidance of her clients through this process as a true privilege. She is committed to offering the highest quality representation and service. Her track record says it all.

Top Agent Magazine

Aparajita has a solid reputation as an elite Top producer with strong commitment to community Copyright Top Agent Magazine9

10Copyright Top Agent Magazine

Top Agent Magazine

involvement, knowledge of cutting edge technology, creative marketing and delivering individualized customer service.

A frequent contributor to the local newspapers, she has set an incomparable standard among her peers.”My mission is to make your real estate experience as cost-effective as possible, while maintaining the utmost standards of integrity and professionalism,” she says enthusiastically. “To be at the top of your game you must constantly evolve and adapt to your surroundings. There is one constant in life that you can count on: things will change.”

Aparajita hold numerous real estate designations, and is a member of the Chicago Association of REALTORS®, Orlando Regional REALTOR® AssoTop Agent Magazine

ciation, National Association of Realtors, Association of Illinois Real Estate Educators (AIREE) and is licensed to teach Pre-Licensing and Continuing Education classes in Illinois. Aparajita also speaks five languages fluently, is vegetarian, enjoys going to the gym, and is an avid Chicago Cubs Fan. “If I were to give advice to anyone it would be to find something you are passionate about. And focus. In order to be successful in life, an individual must identify a goal and then focus on that goal. The focus is what differentiates those who are successful from those who are not,” says Aparajita.

“Work hard, stay humble and be grateful.”

If you’re looking for a realtor who will always have your best interests at heart, call Aparajita Leekha.

Copyright Top Agent Magazine11

For more information about APARAJITA LEEKHA, call 312-967-6732 or email APARA.LEEKHA@gmail.com 12Copyright Top Agent Magazine

Top Agent Magazine

Savas Scrutiny Home Inspections is proud to congratulate

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

STEVEN SAVAS 312-315-9797 | Spssav@gmail.com “Promoting Peace of Mind with every home inspection�

Top Agent Magazine

13

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

14

Top Agent Magazine

6 Methods for Building Better Email Lists

By Kendra Lee

Email lists can be a blessing or a curse. When they’re composed of real email addresses of people in your target micro-segment, and those people recognize you or your company by name, an email list is an invaluable lead generation resource. When the list is filled with contacts who don’t know of you or your company, i.e. a cold list, lead generation can be though – really tough. Likewise, if your list is populated with fake, inactive, or irrelevant accounts you’re at risk of being banned by your email software provider.

Not surprisingly, I hear from clients all the time asking how to build an email list that will get results for their campaigns.

Should they purchase? Should they attempt to build their own?

Remember that with email list building your goal is to build a list of people within your micro-segment, so quality is more important than quantity. The more similar the contacts, the easier it is to tailor your nurturing and lead generation content to their specific needs.

Here are six methods that will help you build a quality email list.

Top Agent Magazine

15

1

Nurturing and lead generation activities: When you engage in social media, nurturing activities, SEO, and Adwords, those mediums provide forums for you to drive people to your website, start a conversation via a social channel, attend an event you’re hosting, and add people to your list. People who respond really do want to be part of your list.

2

Membership organizations: Whether it’s through industry associations, mastermind groups, or networking events, these types of organizations provide an excellent means for collecting contact information. Generally, people will update or provide their own information because they want other members to have easy access to them so you know the data is current.

3

Shared lists: By finding a peer who targets a similar microsegment with a non-competitive offering, you may be able to forge a partnership in which you promote to each other’s lists. This happens frequently within the high tech space, with consultants, and with professional services organization where they understand the value of collaboration.

4

Research the web and build your own: Increasingly, we’re seeing companies comb LinkedIn, Zoominfo. com, InsideView.com, DiscoverOrg.com and other websites for contact information, and then follow-up with companies to confirm the validity of that information. This approach is time consuming, but it can be very effective. A client who we coached through this process recently got a 41% open rate on their email nurturing campaign. I really like DiscoverOrg for the detailed information they have if you’re selling in the IT or telecom industry.

5

Purchase lists: There are numerous companies that sell email lists, but you need to be careful which vendor you buy from

16

Top Agent Magazine

and how much you spend. Prices typically range from hundreds to several thousand dollars depending on list specificity and size.

One warning: Expect higher bounce rates with these lists and negotiate for that issue when you purchase. To avoid high bounce rates, look for a list company that validates the information. In this way I’ve been very pleased with ExchangeLeads for new lists and validation of current lists. If you don’t have any list, this may be the way to get started.

6

Trade information for information: Sites like ExchangeLeads and Data.com community give you credit for providing contact information for companies you’ve worked with in the past. As you earn credit, you can use it to acquire lists for free. These services generally have a fee option as well, and the data integrity is dependent upon users keeping it current.

Again, look for companies that validate data to reduce bounce rates and wasted time. I really like ExchangeLeads for trading information as well as purchasing it.

Ultimately, my advice would be to focus as much on the organic list building methods (#s 1-4) as possible, and supplement with the purchased methods (#s 5 and 6) when necessary. If you start with a purchased list, plan to nurture it and build your recognition.

Don’t toss it away if you don’t get immediate results.

At the end of the day, you want to strive for list quality over list quantity. Pushing your messaging out to unwitting, uninterested, or unsuspecting prospects won’t do anything to help you close more deals.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding Copyright©, 2016 Kendra Lee. All rights reserved. strategies.

Top Agent Magazine

17

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

18

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

Top Agent Magazine

CARRIE JASS

Top Agent Magazine

19

CARRIE JASS Carrie Jass knew for a long time that she wanted to get into the real estate business. “I used to go to open houses and look around, talk to agents,” she says.

“When the recession hit and the market crashed, my life was impacted just like everyone else’s, and I found myself looking for a job. I decided to go back to school.” While Carrie was at school she decided that what she really wanted to do was become a Realtor, and so began her journey. Carrie now serves the Southwestern suburbs of Chicago, Illinois.

Much of Carrie’s business is referral based, and she has received many glowing reviews from past clients. “A referral is one of the biggest compliments a past or present client can give me. It lets me know they are happy with my services and they want me to help their friends and family,” she says. Clients remember Carrie for her dedication to providing excellent service, as well as her skills in communication. Carrie is an excellent listener, and works hard to ensure clients have a positive experience during the transaction. For Carrie, making sure her clients leave happy is her number one goal. “There’s nothing more rewarding for me than watching a first-time buyer get their keys, or helping a home owner sell their home and reach their real estate goals.” she says.

Carrie stays in touch with her clients through mailings and also through personal phone calls. Over the years she has enjoyed the long lasting relationships she’s made within the business.

“I’ve become friends with most of my clients. It’s a good feeling when I receive invitations to upcoming parties from people who were once a client and now consider me a friend.”

As a Realtor, Carrie knows the importance of staying on top of the housing market as well as being current with any new technology.

“I believe that it’s not only important to educate myself but also to educate my clients on the current market trends as well as explaining what to expect during the process. I also like to keep them informed every step of the way,” says Carrie. Carrie’s fondness for education and her willingness to grow as a Realtor have allowed her a successful career in the real estate industry. “I’m very tech savvy,” she says. “With today’s real estate marketing being Internet based, I’m always keeping up with the new tools and systems which allows me to help my clients get the best results they deserve. As the times change, it’s important for me to evolve with those changes.” Carrie’s social media presence has helped her stay easily accessible to her clients. “Platforms like ,Youtube, Twitter, Facebook are just a few new social marketing trends that I like to utilize to get my client’s properties the most exposure possible when selling their home.”

Carrie’s favorite part about being a Realtor is getting to help people. “I am here to help my clients with whatever they need.

I consider myself not just a Realtor, but a trusted real estate advisor,” she says. Whether her client needs are to relocate out of state, or have questions about the process, Carrie is there to assist. “I’m a 24 hour Realtor. I live, eat, and breathe real estate,” she says. For Carrie, real estate is not just her job, it’s her life. She loves what she does and is committed to providing unparalleled service to her clients.

Though most of her time is dedicated to real estate, giving to charity is also important to Carrie. In her spare time she enjoys participating in charity events as well as spending time with her family. Carrie looks forward to her continued success in the business. In the future, she hopes to help many other families achieve their real estate needs. ”I would like to thank my past, present, and future clients for trusting in me with one of the most important decisions in their lives.”

To learn more about Carrie Jass of Coldwell Banker Honig Bell, visit: carriejass.com, Email: info@carriejass.com, cr call cell: 630-210-6965 www.

20

Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

Top Agent Magazine

21

• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

22

Top Agent Magazine

space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine