ILLINOIS 5-1-23

ILLINOIS EDITION

Are You Doing Business As You on Facebook?

How to Speed Up

FIRST-TIME HOMEBUYER TRANSACTIONS

FEATURED AGENTS

ARCH PARANJAPE CHIH-HAO YANG

4 REASONS WHY MULTI-TASKING CAN ACTUALLY DERAIL YOUR DAY

Embracing Smart Homes: Does New Technology Really Increase Home Value?

FEATURED REAL ESTATE ATTORNEY

NIKO MANIAKOURAS

TOP LENDER COVER STORY

OR GERA

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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O R GER A | ZEROMOR TGAGE Or’s ability to provide exceptional service to all of his clients, and his background in finance, sets him apart in the mortgage industry. He has spent his career providing the best advice, guidance and support to his clients, and always puts their needs first.

Or Gera discovered his passion for the mortgage industry early in his career after working as a financial advisor. “I was managing about a quarter of a billion dollars in assets,” 8

he explains. “It was my first big job out of college, and my responsibility was to bring in more clients. So I had to think outside the box.” He decided to call people and offer them Top Agent Magazine

better loan rates, enticing them to become clients. What he didn’t expect was that he would fall in love with mortgages along the way. “I felt like I was selling a product that I fully understood, and I was changing people’s futures,” he says.

net worth. Word of mouth spread, and soon he was closing 30-40 loans a month as an individual and 120 loans a month as a branch manager. Or was eventually recruited by ZeroMortgage, a fintech mortgage company, to become their EVP of Sales, where he continues to use his When he left that position to start his financial expertise to help people find own mortgage brokerage firm, he fo- the best possible deals on home loans. cused on providing white glove service to all clients, regardless of their He has spent his career providing

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the best advice, guidance, and support to his clients, and always puts their needs first. It’s this experience that gave him the insight to reimagine the mortgage lending process by inviting Realtors® to be a bigger part of the transaction. His new approach brings visibility to all of the

stakeholders in the buying journey, ultimately allowing for a superior customer service experience.

Or’s innovative business model, Educate and Engage, allows loan officers to focus their expertise and attention on maximizing customer service

“I tell everyone, I work 24 hours, six days a week,” Or and every member of the team remain dedicated to their customers, knowing this is one of their biggest life chapters.

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Or credits his discipline and motivation to his hobby of pole vaulting, which he started practicing in his teenage years. “It’s always about setting up the next bar to jump a little higher.” instead of sales, creating a far better resource for the consumer while reducing costs in the home-buying process. Loan officers work closely with their partner Realtors®, who receive increased visibility into the mortgage application and approval process to better advise and assist their clients through the buying journey.

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Or credits his discipline and motivation to his hobby of pole vaulting, which he started practicing in his teenage years. “It’s always about setting up the next bar to jump a little higher.”

When not working on creating new business, Or is actively involved in 11

his local Orthodox Jewish community in West Rogers Park, Chicago.

He describes the community as tightknit, particularly because of the laws of observance of the Sabbath. On the weekends, they spend time praying, eating, and relaxing with family,

completely disconnecting from the outside world. He values the meditative and stress-reducing benefits of the Sabbath, which gives him the restorative energy he needs to perform at an optimal level throughout the week.

For more information about Or Gera of ZeroMortgage, please call 224-489-8260, email ogera@zeromortgage.com, or visit zeromortgage.com www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 14

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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ARCH PARANJAPE area, which gives us an advantage leading to more eyeballs and more exposure.”

Coming from a background in engineering, Arch Paranjape takes a data-driven, people-focused approach to real estate that translates to positive results for her clients. “I really love what I do,” Arch says. “I have traveled the world and lived in many different places, and I like to help people find their dream home. I like to be their trusted advisor, and I believe in staying connected with people.”

With @properties, Arch primarily serves the southwestern suburbs of Chicago, including Naperville, Aurora, Oswego, Plainfield, and Bolingbrook. An incredible 99% of her business comes from repeat and referral clients, a feat that speaks to the strength of the relationships Arch builds. “My network is my net worth,” she says. “I am a people person, and I like keeping in touch with people even if they are not my clients. That sets me apart. I don’t just keep in touch with someone because they’re going to buy a house; I do it because keeping in touch with people is important to me.”

For buyers, Arch says, “It’s not just showing them homes and opening the door.

I have helped people who were moving from out of state find referrals to painters, play groups and car pools, babysitters, vendors and more. I provide a spectrum of services to my clients that is more than just real estate.”

Looking toward the future, Arch says, “I would like to grow and have a team. I am also looking into getting a license in Florida, Texas, North Carolina, and other upcoming areas where people want to move because of the better weather or other priorities.” Above all, Arch looks forward to continuing to help her clients achieve their goals. “I love what I do, and I love working in the community,” she says. “I’ve always been passionate about homes, and I love meeting different people from all walks of life. It intrigues me. I get more and more driven and passionate about real estate every day.”

It’s easy to see what keeps people coming back to work with Arch again. “I give my clients a good experience during the whole process of buying or selling real estate,” she explains. “When people are buying and selling homes, it’s not just the property or the dollar amount. There are a lot of emotions involved. I don’t see a transaction as only a transaction. I support my clients as a local, trustworthy area guide.”

Arch also sets herself apart with her cutting-edge digital marketing. “It doesn’t matter what price the listing is,” she says. “I believe that a lot can be achieved by having professional photography as well as virtual tours, interactive floor plans, and staging if needed.” She promotes her listings via marketing on Adwerx, Facebook, Instagram, and more. “I also have a network of more than 500 REALTORS® throughout the Chicagoland Top Agent Magazine

Contact Arch Paranjape at 630-854-9137, email arch@atproperties.com or visit www.

atproperties.com/agents/8228/archana-paranjape

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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CHIH-HAO YANG From Taipei to the Windy City, ChihHao Yang has made a name for himself as a dedicated and compassionate real estate agent. Born in Taiwan, Chih-Hao moved to Chicago in 2003 for his education and began his real estate journey by working in marketing for a commercial real estate developer in 2010, upon graduation from the University of Illinois Urbana - Champaign. Today, Chih-Hao works as a solo agent specializing in helping Mandarin-speaking clients navigate Chicago’s diverse neighborhoods.

No matter who he is serving or what their goals are, Chih-Hao takes them step-by-step through the process, covering everything from A to Z. “I teach them everything and have it all laid out so they know what to expect.” By prioritizing client satisfaction, Chih-Hao has built a reputation as a trustworthy and reliable agent, earning him a steady stream of referral business without needing to invest in expensive lead generation. This customer-focused approach is what keeps clients coming back to ChihHao and singing his praises to others.

Focusing on downtown Chicago condos, covering areas from Evanston, Lakeview, River North, Streeterville, down to Chinatown, as well as the suburbs, Chih-Hao is known for his attentive service. He’s won several awards throughout the years, including the Chicago Association of Realtors® 2022 Top Producers Award, having produced over $12.4 million in 2022 as an individual agent. His dedication and ability to speak Chinese have helped him build a strong referral base, allowing him to expand his coverage according to his clients’ needs. As he continues to help newcomers to the city feel at home, Chih-Hao Yang’s success story is a shining example of determination and passion in the world of real estate.

When it comes to marketing his listings, Chih-Hao takes a unique approach, tapping into his international network and utilizing his linguistic skills.

He explains, “I write everything in English and Chinese so we can reach a wide range of buyers.” In addition to mainstream platforms like Redfin and Zillow, Chih-Hao invests in advertising on Chinese social media channels and newspapers. This targeted marketing strategy helps his listings gain more visibility among potential clients.

Chih-Hao also leverages the power of social media, particularly Instagram, to promote his listings. “On my personal account, I have over 10,000 followers, and a lot of people are in Chicago, so I post my listings to my personal account to get more publicity.”

Chih-Hao Yang’s exceptional dedication to his clients is what sets him apart in the world of real estate. Drawing from his background in advertising, he understands the power of referrals and goes above and beyond to ensure his clients are not only satisfied but eager to recommend him to friends and family. Chih-Hao says, “I want to make sure I’m doing everything I can for my clients so they love the experience and refer me to other people.” Even when working on smaller rental deals, Chih-Hao doesn’t hesitate to invest in top-notch services like professional photography, video, and 3D Matterport tours.

With a focus on flexibility and providing exceptional service to his clients, Chih-Hao has quickly found success.

Chih-Hao’s plans for the future of his business involve continuing to do great work for his clients, potentially forming a team of like-minded individuals, and learning from experienced colleagues on how to maintain a healthy work-life balance. This driven and compassionate agent has found his calling and is determined to make a lasting impact on his clients’ lives. “I never look at this as a job, I look at it as a career, because I want to do this for the rest of my life.”

For more information about Chih-Hao Yang, please call 217-819-8009 or email chihhao.d.yang@gmail.com Top Agent Magazine

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 18

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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NIKO MANIAKOURAS Always attentive and hands-on with his clients, Niko Maniakouras stands out in the field of real estate law. His compassion for his clients and his love of the legal profession drive Niko to go the extra mile. Growing up a first-generation American, the child of immigrants from Greece, Niko always knew he wanted to be a lawyer. “I had the plan of being a lawyer probably since I was 10 years old,” Niko recalls. “In school I always liked reading and being a part of the law, so it was a natural fit for me.”

Niko soon became interested in real estate law. “I always knew that I didn’t want to be a litigator, so when I got into law school, I gravitated more toward the contractual side of the law,” Niko says. “My first job as a law clerk was for a real estate firm, and I really caught onto it. It became my passion.”

Serving the Chicagoland area, Niko’s firm primarily works in residential real estate and property taxes. About 90% of his business comes from real estate agents, and it’s easy to see why people want to work with Niko. “Clients appreciate my involvement in their files,” Niko explains.

“I’m not the kind of attorney who gets a file and

hands it off to my assistant. I like to be hands-on with the client and make sure I speak to them.

I show up at the closing table, and I’m accessible throughout the process via phone, text and email. What draws people to my firm is that I care. I’m the one who is speaking with the client, and although I have an assistant to help keep the ball rolling, the primary contact is me.”

Outside of real estate, Niko likes to be active in his community. He played soccer growing up, and now he volunteers to coach soccer for the Junior Olympics. Every year Niko’s firm sponsors a golf outing to support a different charity. When he’s not working, Niko is an avid Arsenal fan and enjoys watching their games every weekend. He and his wife also love going out to new restaurants, going for walks, traveling, and listening to live music.

Looking toward the future, Niko says, “I would like to get out and support my brokers some more.

I want to be more involved in the community in a way that will result in getting them more leads, so that I can help my brokers succeed and get more deals.” Above all, Niko looks forward to continuing to provide his clients with caring, attentive service and helping facilitate all their real estate law needs.

To find out more about Niko Maniakouras, please call 708-966-9388, email info@niko-law.com or find him online at niko-law.com www.

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying 22

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently Top Agent Magazine

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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