ILLINOIS 6-19-23 by Top Agent Magazine

ILLINOIS EDITION

REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS FEATURED AGENTS

BOB DAVENPORT KIM KELLY MARISOL PEREZ

BY THE NUMBERS: UNDERSTANDING THE TRUE VALUE OF SQUARE FOOTAGE

FEATURED REAL ESTATE ATTORNEY

MARC L. GUGLIUZZA

DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

SIMPLE MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS

COVER STORY

TATIANA AGEE

ILLINOIS EDITION

MARC L. GUGLIUZZA BOB DAVENPORT KIM KELLY

see someone who has tears in their eyes Bob Davenport’s success goland resident for over 20 years, Elsewhere, because they’re their new Simple. Doing whatever 7 15 16so happy with 19 Kim is just as20attentive home, that’s pretty fulfilling,” he says. all about lly has customer alwaysser-possessed an entresisting her buyers, carefully guidin “It always makes my day. I just love the e to be willing to do what alaren’t spirit. After graduating from the the inright business and the people I meet it.” investment for their bes willing to do,” means ty of providing Illinoisturn-Urbana-Champaign In fact, she even keeps in touch lon A long-time community supporter, Bob -club level” service to Bachelor Science in Accountareof done through regular che serves on the Carbondale deals Chamber b prides himself of on takCommerce’s Economic Development owould understand his clients’ build a successful career in market updates—all to make sure Committee and is a member of the Elks eferences and working unting and finance industry. Over are satisfied in their new homes. Lodge and Shriners International. When he perfect property that TATIANA AGEE BOB DAVENPORT KIM KELLY MARC L. PEREZ he’s not working, he’s anGUGLIUZZA avid motorcyriteria—no matterbegan what ough, she seeking a new ready recordedMARISOL $4 million in volu clist, often taking out one of his Harleys nge. “I never turn down nity that still complemented her first full year as an agent, she remai on the hunt to collect rare Bourbon and wants to buy a $30,000 acumen, spoke to her the proven standards that have se Scotch. Family is also a topon priority. He ause that sale isbut just better as and Berneice have six children between hem as it is to someone for helping others. Drawing inspiration from them and 12 grandchildren who keep him busy in his a $330,000 property,” he says. success oncepurchasing a deal is made, but her I opportunity spend timetime. with the her family. erience first tocondo in city “I truly love working with people on such spare e sure everything on the back end gets “My kids mean everything to me –CONTENTS that’s 0ledhusband, properties are fewer and far between seamlessly. That means hours whatthe this is time all about!was They’reright teenagersto she long decided tional and impactful transaction,” she says. Asschool one of top producers for several years, nce in southern ots ofproperty phone calls,values but it’s worth it.” now,Illinois so they’re in fullthe timeregion’s and and As launch herAgent, career asBob there could nothing more rewarding th working as well, butaany time I estate get to isreal looking forward to continuing to servebe his existnracks recent years. an Owner, and 4) REASONS 17) 5 SIMPLE MINDSET n she’s not growing her7enterprise or spend withWHY them, that’s what I do with my ing customer base and maintain the momentumon he’sa client’s face when they okerrest withisRe/MAX Realty Central in he history. the excitement ing new agents, Tatiana seizes every free time.” YOUR AREN'T THATsucWILL HELP created. But he does have hisSHIFTS eye on an eventual llinois, Bob closed $33.5PROSPECTS million in sales their purchase or sale and start the next chap cessor. “My daughter’s working for meACHIEVE now,” he says.YOUR ng a large, 26-country rural area. His cli-CLIENTS TURNING INTO YOU GOALS Contact Tatiana Agee at 815-519-9655, email successfulthinking22@yahoo.com, want to buildKim the business up toAfter where Iall, can eventuom the deep market foundations expertise he’s gained ng strong ininstagram.com/hazeldiva22 the“Iindustry, life. owning a home is such a hu or visither heavenlyhomeswithtatiana.realtor, Instagram: ally let her take it over.” Then again, he might just end selling real estate throughout the region. Facebook: facebook.com/tatiana.agee, Realtor 4 U: facebook.com/Realtor4UASAP, nd quick success in real estate, earning a nomplishment. More than anything, I’m here to 14) DAILY HABITS THAT 21) BY THE NUMBERS: up working for her someday instead. “I love what I do nly have changed,” he remarks. “A few or Realtor.com: realtor.com/realestateagents/5d274a6933045d00133144cb soinmuch, sure if I will ever retire. thoughtprocess.” u were kingWILL of of the walk if you sold aYOUR INCREASE UNDERSTANDING THE TRUE or “Rookie the Year - City” theI’m 7thnotannavigate theTheentire is good, but I’m not sure I can really make it happen!” ng out here. Now I sometimes have 4, 5, pyright Top Agent Magazine MENTAL VALUE OF SQUARE FOOTAGE ents’ Choice AwardsSTRENGTH through Chicago Agent once.”

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commitm rc Gugliuzza has taken his excepclients is s and talent to the real estate planning hasn’t looked back. With a ing mate experience in financial services, encourag gnized the need for more accessiestate tr ordable estate planning options. to client m to law school, and eventually out as a g his own firm, which offers comclients’ l flat-fee estate planning packages gets. Initially focusing on estate found herself drawn to th When Marc’s foray into real estate law mately discovering her cai ment,ded M t accidental. However, now it’s third year, Marisol’s agentscare ab n integral part of his business, led her to a fulfilling flexibility she craves whi planning of his real estate clients coming tunity to form ing lasting co mon through existing connections. e. Today, she is a Broker with The Mike LeFevere On top of volunteering loc her careerwith as aPaws, solo aagen ound includes 30 years in Public Safety offices,Re in focus has Real allowed Marcsheto owered by Compass Estate, where asshelter, Kim isplace a member withinof aCompass supportive ois Department of Correction in several nts throughout Chicagoland area. Dedicated, Young Professionals Network, as well as W es.relationships He and his wifethe Berneice, a former potential pitfalls and with clients and provide more after realizing the impor worked togetherPhone in real 310-734-1440 estate for about | Fax 310-734-1440 king, detail oriented, and passionate about her Compass. When she’s not supporting even she service retired. After later retiring himself a living trust or a Sn dshe during theandhome buying process. ever-changing industry. mag@topagentmagazine.com | www.topagentmagazine.com has cultivated a adistinct refined process The Chicago Association of REALTORS® yville Correctional Centre as Lieutenant, Illinois, Marisol be tng GMAC Realty before moving to Realty By has shar the attorney, Marc’s thrives ontraveling No portion of this issue may be reproduced in any firm manner whatsoever prior consentof of properties. the publisher. Agent Magazine he needs ofsole any buyer or seller. be without found with Topher husband, carin h he bought and franchised into RE/Realty is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top ness to go the extra mile Mountain Dog, Wrigley, and cat Agent Magazine cannot be held responsible for opinions expressedBernese or facts by its authors. 17. technology. He markets his listings By with aleveraging comTo contact Bob Davenport, callsupplied 618-924-3644, save families tens of automation and To subscribe or change address, send inquiry to mag@topagentmagazine.com. igh-techaand high-touchKim tools and still a comprehensive hertime diverse clientele. Wifr email Bobdavenport60@gmail.com sting property, takes spending quality with her family and Published in therelationships U.S. e power of the face-to-face them unnecessary creation tools, he’s been able to streamline or visit his website: BobDavenport.comhelping others and an un h.lls Drawing from her“When financial to connect with clients. you and accounting beyond his own cli andshe offer a seamless und, helpsclients her clients fully prepareexperience. their As herFor volumejourney maintains its steady growth showcases the po sell by supplying ample into marketa trust tendswith on scaling her vision of boutique clie ripple effect throug clients can putthem theirwith house following one’s true passi http://

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a thorough price analysis alongside a suite of

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further throughout the Chicagoland area. In

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry. But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem. 4

1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours. If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it? Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too. Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost. It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening. You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood. When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door. Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients. As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier. Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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TATIANA AGEE Top Agent Magazine

Top Agent Tatiana Agee of Bloomingdale, Illinois works solo with American Homes Real Estate Corp. specializing in the suburbs of Chicago. Tatiana Agee of Bloomingdale, Illinois, pairs a tireless work ethic with an unparalleled dedication to client satisfaction to fuel her real estate enterprise. “I am always going above and beyond for each and every one of my clients. I’m a very self driven, positive, and motivated individual; I strive for nothing short of perfection. I provide every client with a 8Copyright Top Agent Magazine

VIP experience, every single time, and I let them know that they are getting much more than a real estate agent: they’re gaining a friend for life.” Prior to entering the world of real estate, Tatiana pursued a career in modeling and entertainment. “I’ve done a lot of things in the past,” she recalls, “from working Top Agent Magazine

in government and business sectors, being in movies, modeling, and ballet. Those industries are challenging arenas, and it’s sharpened me to be as driven as I am today.” Tatiana’s introduction to real estate came through an experienced

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friend who convinced her to get licensed four years ago, and in 2023, she is celebrating her first complete calendar year as a full-time REALTOR®, specializing in the suburbs of Chicago as a solo agent with American Homes Real Estate Corp.

Tatiana never lets the promise of a new opportunity overshadow the importance of diligence. “It’s tempting to celebrate your success once a deal is made, but I make sure everything on the back end gets handled seamlessly. That means long hours and lots of phone calls, but it’s worth it.” “A lot of my business has come from the northwest suburbs, but my ideal location is anywhere one of my clients needs my services.” Tatiana’s success has been recognized by her brokerage, and she is proud to mentor up-and-coming agents that strive to be her colleagues. “I’m the first person Copyright Top Agent Magazine 10

they call for our business meetings with new agents,” she exudes. “They utilize me for mentoring and assistance, making sure they have resources available when they come through the door. Being able to do that for one of my peers is a huge honor for me.” She aims to deepen her impact on the industry by sharing her hard earned expertise with the next Top Agent Magazine

generation of agents. “Perfecting the fundamentals has gotten me pretty far. I always use professional photography to highlight my listings, write fantastic descriptions for the property to go on flyers and for the MLS, and I go that extra mile to make sure I stay abreast of

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new opportunities. It’s a fast paced market, and I don’t want my clients to miss out on anything.” While she strives to stay on the razor’s edge of the industry, Tatiana never lets the promise of a new opportunity overshadow the importance of diligence. “It’s tempting to celebrate

your success once a deal is made, but I make sure everything on the back end gets handled seamlessly. That means long hours and lots of phone calls, but it’s worth it.” When she’s not growing her enterprise or training new agents, Tatiana seizes every

opportunity to spend time with her family. “My kids mean everything to me – that’s what this is all about! They’re teenagers now, so they’re in school full time and working as well, but any time I get to spend with them, that’s what I do with my free time.”

Contact Tatiana Agee at 815-519-9655, email successfulthinking22@yahoo.com, or visit heavenlyhomeswithtatiana.realtor, Instagram: instagram.com/hazeldiva22 Facebook: facebook.com/tatiana.agee, Realtor 4 U: facebook.com/Realtor4UASAP, http://

www.

or Realtor.com: realtor.com/realestateagents/5d274a6933045d00133144cb www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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BOB DAVENPORT The secret to Bob Davenport’s success in real estate? Simple. Doing whatever it takes. “It’s all about customer service. You have to be willing to do what other people aren’t willing to do,” he says. That means providing turnkey, “country-club level” service to everyone. Bob prides himself on taking the time to understand his clients’ needs and preferences and working hard to find the perfect property that meets their criteria—no matter what their price range. “I never turn down someone who wants to buy a $30,000 property, because that sale is just as important to them as it is to someone who’s buying a $330,000 property,” he says. Those $30,000 properties are fewer and far between these days, since property values in southern Illinois have soared in recent years. As an Owner, Agent, and Managing Broker with Re/MAX Realty Central in Carbondale, Illinois, Bob closed $33.5 million in sales last year serving a large, 26-country rural area. His clients benefit from the deep market expertise he’s gained in 22 years of selling real estate throughout the region. “Times certainly have changed,” he remarks. “A few years ago, you were king of the walk if you sold a $500,000 listing out here. Now I sometimes have 4, 5, or 6 going at once.” Bob’s background includes 30 years in Public Safety with the Illinois Department of Correction in several leadership roles. He and his wife Berneice, a former REALTOR®, worked together in real estate for about 10 years until she retired. After later retiring himself from Pinckneyville Correctional Centre as a Lieutenant, Bob worked at GMAC Realty before moving to Realty Central, which he bought and franchised into RE/Realty Central in 2017. He markets his listings with a combination of high-tech and high-touch tools and still believes in the power of the face-to-face relationships and phone calls to connect with clients. “When you Top Agent Magazine

see someone who has tears in their eyes because they’re so happy with their new home, that’s pretty fulfilling,” he says. “It always makes my day. I just love the business and the people I meet in it.” A long-time community supporter, Bob serves on the Carbondale Chamber of Commerce’s Economic Development Committee and is a member of the Elks Lodge and Shriners International. When he’s not working, he’s an avid motorcyclist, often taking out one of his Harleys on the hunt to collect rare Bourbon and Scotch. Family is also a top priority. He and Berneice have six children between them and 12 grandchildren who keep him busy in his spare time. As one of the region’s top producers for several years, Bob is looking forward to continuing to serve his existing customer base and maintain the momentum he’s created. But he does have his eye on an eventual successor. “My daughter’s working for me now,” he says. “I want to build the business up to where I can eventually let her take it over.” Then again, he might just end up working for her someday instead. “I love what I do so much, I’m not sure if I will ever retire. The thought is good, but I’m not sure I can really make it happen!”

To contact Bob Davenport, call 618-924-3644, email Bobdavenport60@gmail.com or visit his website: BobDavenport.com www.

KIM KELLY A Chicagoland resident for over 20 years, Kim Kelly has always possessed an entrepreneurial spirit. After graduating from the University of Illinois Urbana-Champaign with her Bachelor of Science in Accounting, she would build a successful career in the accounting and finance industry. Over time, though, she began seeking a new opportunity that still complemented her business acumen, but better spoke to her passion for helping others. Drawing inspiration from her experience purchasing her first condo in the city with her husband, she decided the time was right to switch tracks and launch her career as a real estate agent. The rest is history. Leveraging her strong foundations in the industry, Kim would find quick success in real estate, earning a nomination for “Rookie of the Year - City” in the 7th annual Agents’ Choice Awards through Chicago Agent Magazine. Today, she is a Broker with The Mike LeFevere Group, powered by Compass Real Estate, where she assists clients throughout the Chicagoland area. Dedicated, hardworking, detail oriented, and passionate about her industry, she has cultivated a distinct and refined process to meet the needs of any buyer or seller. When listing a property, Kim takes a comprehensive approach. Drawing from her financial and accounting background, she helps her clients fully prepare their home to sell by supplying them with ample market data and a thorough price analysis alongside a suite of professional photography and videography services. From there, she broadcasts her listings through a highly targeted blend of digital and social media campaigns. She also utilizes proven outlets like postcards to the surrounding communities, open houses and Brokers opens, as well as her robust sphere of influence, to ensure a seamless transaction throughout.

Elsewhere, Kim is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. In fact, she even keeps in touch long after the deals are done through regular check-ins and market updates—all to make sure her clients are satisfied in their new homes. Having already recorded $4 million in volume in her first full year as an agent, she remains focused on the proven standards that have set her apart. “I truly love working with people on such an emotional and impactful transaction,” she says. “For me, there could be nothing more rewarding than seeing the excitement on a client’s face when they complete their purchase or sale and start the next chapter in their life. After all, owning a home is such a huge accomplishment. More than anything, I’m here to help them navigate the entire process.” On top of volunteering with Paws, a local animal shelter, Kim is a member of Compass Real Estate’s Young Professionals Network, as well as Women of Compass. When she’s not supporting events through The Chicago Association of REALTORS®, she can be found traveling with her husband, caring for her Bernese Mountain Dog, Wrigley, and cat Simba, or spending quality time with her family and friends. As her volume maintains its steady growth, Kim intends on scaling her vision of boutique client service further throughout the Chicagoland area. In the meantime, she looks forward to all the new opportunities that await. “When working with a client, I believe in providing one-on-one assistance throughout,” she says. “My clients know that I’m always available to hold their hand and guide them each step of the way. At the end of the day, it’s so gratifying to see them through one of life’s most important decisions.”

To learn more about Kim Kelly email kim.kelly@compass.com, visit compass.com/agents/kim-kelly or call (630) 696-0900 www.

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back. Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve. Top Agent Magazine

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves. If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day. Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision. If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic. When you’re feeling emotional...wait. It really is that simple. Wait it out until 18

you’re back in a rational state of mind and take it from there.

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success. In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed. People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t? They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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MARC L. GUGLIUZZA Lawyer Marc Gugliuzza has taken his exceptional skills and talent to the real estate world and hasn’t looked back. With a decade of experience in financial services, Marc recognized the need for more accessible and affordable estate planning options. This led him to law school, and eventually to founding his own firm, which offers comprehensive flat-fee estate planning packages for all budgets. Initially focusing on estate planning, Marc’s foray into real estate law was almost accidental. However, now it’s become an integral part of his business, with most of his real estate clients coming organically through existing connections. This shift in focus has allowed Marc to build better relationships with clients and provide more personalized service during the home buying process. Despite being the sole attorney, Marc’s firm thrives on the power of technology. By leveraging automation and document creation tools, he’s been able to streamline operations and offer clients a seamless experience. For just $500, clients can put their house into a trust with minimal hassle. In a world where technology is continuously evolving, Marc is a prime example of how embracing change can lead to success and bring muchneeded services to the masses. Marc stands out as a lawyer due to his unique combination of expertise in estate planning, real estate law, and his ability to provide clients with an all-inclusive service. Marc also prioritizes his client relationships, doing everything possible to understand their needs and make sure they’re prepared for next steps. “I always tell my clients it’s important for us to talk ahead of time, so I can answer questions they might have,” he explains. As a licensed REALTOR®, Marc is able to assist clients beyond the traditional legal realm, advising them about listing sheets and offers before they even arise. His

commitment to staying connected with past clients is reflected in his custom-made estate planning packages, which include marketing materials and special offers designed to encourage clients to reach out for future real estate transactions. This holistic approach to client relationships makes Marc stand out as a lawyer who is truly invested in his clients’ long-term well-being. When it comes to community involvement, Marc focuses on educating real estate agents about the importance of proper estate planning and home titling. By conducting monthly seminars at local real estate offices, he helps agents understand the potential pitfalls and costly consequences of not having a living trust or a named beneficiary for their clients’ properties. By sharing his knowledge, Marc aims to save families tens of thousands of dollars and spare them unnecessary hassles. Marc’s mission extends beyond his own clientele, as he believes in creating a ripple effect through educating real estate agents who can, in turn, pass on this valuable information to their clients. His dedication to raising awareness about estate planning reflects Marc’s commitment to making a difference in the community and empowering people to make informed decisions for their families’ futures. Marc envisions a future where his business continues to innovate through automation and expands its reach as a nationwide firm. He aspires to create an H&R Block-like model for estate planning, making his services accessible and recognizable across all 50 states. With this ambitious goal, Marc hopes to not only provide comprehensive estate planning solutions but also branch out into other areas, such as financial planning and trust services, offering clients a seamless and holistic experience.

For more information about Marc L. Gugliuzza, please call 708-497-6294 or email info@avoidprobate.com, visit avoidprobate.com http://

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MARISOL PEREZ Navigating a fascinating voyage from law enforcement to the dynamic world of real estate, Marisol Perez’s story is a compelling testament to the power of determination and adaptability. Initially pursuing a degree in Law Enforcement and Criminal Justice, Marisol found herself drawn to the financial sector before ultimately discovering her calling in real estate. Now in her third year, Marisol’s dedication to serving others has led her to a fulfilling career, allowing her to enjoy the flexibility she craves while also giving her the opportunity to form lasting connections. Despite beginning her career as a solo agent, Marisol quickly found her place within a supportive team, Essence Realty Team, after realizing the importance of collaboration in this ever-changing industry. Serving clients across the state of Illinois, Marisol has become known for her willingness to go the extra mile in order to meet the needs of her diverse clientele. With a genuine commitment to helping others and an unmatched versatility, Marisol’s journey showcases the power of embracing change and following one’s true passion. Marisol’s remarkable success as a real estate agent can be attributed to her dedication to client education and her ability to foster solid relationships. “I really pride myself in educating my clients,” she explains. “Because at the end of the day, they’re the ones in control. I want them to be as informed as possible.” By recognizing and addressing the unique financial situations and needs of her clients, Marisol earns their trust and shows that she truly has their best interests at heart. She even takes part in a financial literacy campaign, wanting to help her clients and the public with their finances. “I’m passionate about educating people in all things finance through a financial literacy campaign I take part in,” Marisol explains. “Our goal is to assist 30 million families by 2030. We

have free workshops for anyone who wants to learn.” Her approach to staying in touch with clients goes beyond the standard phone calls and emails. Alongside her team, Marisol organizes two major events each year, designed to be family-friendly and engaging for her clients. Moreover, she often forms deep connections with her clients, leading to invitations to their personal celebrations and gatherings. These genuine relationships have resulted in an impressive number of repeat clients and referrals. When it comes to marketing her listings, Marisol and her team utilize a multi-faceted approach that leverages the power of social media and targeted emails. “Our team is great about marketing on all social media outlets, and also sending out a bulk email to all of our agents across Illinois,” Marisol explains. This ensures that her listings receive widespread exposure to potential buyers and other real estate professionals. In addition to social media, Marisol’s team occasionally employs mailers as a marketing strategy, provided they have enough lead time before the listing goes live. By harnessing the reach of digital platforms and combining it with traditional methods, Marisol ensures her listings are effectively promoted, maximizing visibility and attracting the right buyers for her clients’ properties. It’s clear she knows the key to success, with her team closing 87 homes and $23 million in sales in 2022. Looking ahead, Marisol envisions a future where she not only continues to assist clients in buying, selling, and investing in real estate, but also takes on a mentorship role for new agents. Drawing from her own experiences of feeling lost and nervous as a solo agent, Marisol understands the value of a supportive mentor who genuinely wants to see others grow. As she moves forward in her career, Marisol aims to become a guiding light for those just starting their journey in the real estate world, empowering them to succeed and thrive.

For more information about Marisol Perez, please call 630-550-7142 or email marisolperez@kw.com 20

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure. True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n Called “below grade spaces,” basements

and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n Did you know the space inside closets

and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

n When recording square footage, ANSI

actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n Just like below grade spaces, a garage, a

pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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