ILLINOIS MORTGAGE 12-4-23 by Top Agent Magazine

ILLINOIS MORTGAGE EDITION

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

GET YOUR HEAD IN THE GAME! FEATURED LENDERS

DEREK McGOWAN JEANNE L. GOREY RACHEL BALESTRI

5 Things You Can Do to Achieve Your Biggest Goals

How to Cut Down on

DIGITAL DISTRACTIONS and Up Your Productivity

COVER STORY

OR GERA

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

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

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

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening. How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

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

Sports news makes a splash

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

People love to rally behind the home team. Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

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

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

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

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

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

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OR GERA

OR 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. Top Agent Magazine

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 http://www.justingrable.com visit zeromortgage.com www.

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message—it can feel impossible to untangle yourself from the worldwide web. As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off. Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any. Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day. Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an Top Agent Magazine

hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in. Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task. Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority. That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from. Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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JEANNE L. GOREY

With 41 years of experience under her belt, Jeanne L. Gorey is a Senior Mortgage Loan Originator who’s adapted to the ever-changing industry. Her expertise spans across first-time homebuyer loans, down payment assistance loans, VA, FHA, and conventional financing, as well as renovation loans. As both a mortgage banker and broker, she’s able to cater to clients with diverse needs, including those with lower credit scores or seeking investment homes. Operating from her Downers Grove, Illinois office, Jeanne works alongside a dedicated team, ensuring every aspect of the mortgage process is handled efficiently and effectively. Jeanne’s outstanding reputation as a loan officer can be attributed to her strong referral network, which makes up the majority of her business. Clients trust her so much that they’re not only willing to refer friends and family, but even their own children. Jeanne says, “It’s just such an honor to help their loved ones, and it feels 14

great to know they still trust me after all these years.” Her dedication to maintaining relationships sets her apart in the industry. Jeanne has a weekly schedule for connecting with past clients, agents, financial planners, and CPAs. She also organizes events to express gratitude to her supporters, a testament to her appreciation for those who have contributed to her success. Those who work with Jeanne are blown away by her attentiveness and support. One recently said, “As a first time home buyer, I had no idea about the mortgage application process. Jeanne helped me a lot in understanding the process. She patiently listened to all my queries and provided answers, presenting me with all the different options, rates and helping me lock down a rate. Because of my business travel, I submitted the documentations too late, but Jeanne worked hard and made sure the home closed on time as planned. It was a great experience. I would highly recommend Jeanne Gorey and Neighborhood Top Agent Magazine

Loans to anyone for their home mortgage.” When it comes to marketing herself to REALTORS®, Jeanne relies heavily on word of mouth and the power of personal connections. She also makes connections through her involvement in the Main Street Organization of REALTORS® in Downers Grove. As an RPAC major investor, she supports numerous real estate initiatives and sponsorships. Through teaching classes and participating in panels at the organization, Jeanne positions herself as a knowledgeable resource in the industry, meeting new agents in the process. Jeanne’s community involvement goes beyond her professional affiliations, as she actively participates in local charity efforts. She supports the Glen Ellyn food pantry and organizes an annual event called “12 Days of Giving.” This event encourages local businesses and community members to contribute to the food pantry, while participants have a chance to win gifts from the participating establishments. With each passing year, the event grows, fostering a sense of unity and fun within the community while supporting a worthy cause. As Jeanne looks to the future, she aims to continue growing her business and offering added value to agents and clients alike. With a focus on educating clients and making the home buying process more accessible, she is passionate about putting the puzzle pieces together for each individual’s unique situation. As the “mortgage genie,” Jeanne loves making her clients’ home financing wishes come true, ensuring they find the perfect financing solutions to meet their needs and making the closing process a happy and fulfilling experience. “I love being able to put everything together and make it happen for my clients.” Top Agent Magazine

For more about Jeanne L. Gorey, please call 630-363-6114 or email jeanne@neighborhoodloans.com

Get Your Head in the Game! By Barry Eisen

Can you think of any top athlete in any sport who is inconsistent in prepara tion, has little focus, has no defined game plan, and has low confidence and self-esteem? If you can, you’re not thinking of a top athlete, you’re thinking of a wanna-be poser. There are lots of gifted and talented people in sports, but the world doesn’t care as much about the talent unless it shows up, demonstrates focus, shows a dedicated plan of action and acts like success is the natural by product of all the previous preparation. The same scenario is true about successful entrepreneurs. You’d be hard pressed to think of a winner who wasn’t prepared, focused, strategized and confident. 16

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The stories about Ben Hogan, Jack Nicklaus, Billie Jean King, John McEnroe, Kobe Bryant, Michael Jordan, Michael Phelps, Lionel Messi, Amanda Beard, and thousands of other sports greats share many When you hear negative basic success principles. Think of the Captains of Commerce in your business and chances are the success principles are much the same.

messages in your mind... take a deep breath and replace them with supportive words.

I’ve been privileged to have worked with some of the very best in sport and business over many years and this is some of what I’ve learned from them. 5 ideas for stepping up your game.

Preparation is what creates confidence. Don’t work on confidence. Practice more. Whether it’s practicing getting out of the starting blocks quickly in the 100 meter dash, efficient flip turns in the pool, chipping onto the green from 30 yards away or rehearsing business presentation scripts, introducing yourself while knocking on doors, or closing assertively after a strong presentation...you can’t get around practice/preparation. Check out “the 10,000 Hour Rule,” in Gladwell’s, Outliers. Ya gotta do the work! Mental practice in a relaxed state of mind (self-hypnosis) can speed up the success process from 2-5 times. Read almost any autobiography of a successful athlete or business personality and recognize this common trait; almost all successful people saw and savored the end result in their quiet, meditative states first.

The quality of Self-Talk is a big reason for the separation between superstars and the herd that follows. It’s easy to be positive and use positive words when things are going great and your attitude is up. One way of getting and keeping an “up” attitude is to silently tell yourself what the outcome of the next event will be...where the ball will land, your time for the 100 butterfly, the height of the high jump you’ll clear, the room you’ll mesmerize with your speech, the powerful listing presentation you’ll Top Agent Magazine

give today, etc. The result of negative self-talk (self fulfilling prophesy) is obvious...poor posture, unfocused, procrastination, fear. Self sabotage! When you hear negative messages in your mind...take a deep breath and replace them with supportive words. This will get easier and more automatic with practice and so will your successes. (If you don’t achieve what you set out for...it doesn’t matter...keep doing this.) The difference in how the ultimately successful get to where they are and where everyone one else gets, is how soon you pull the plug and quit. Raise your game by staying in it. As you shift your mind your game will improve/your business will improve.

Visualize the self-talk. Pictures make more and deeper neurological impressions. A picture IS worth a thousand words. The greats in every sport played the game, walked the course, saw the 100 mph fastball come in, saw the touch at the pool’s wall, broke the beam at the finish line well before their bodies were involved. Your actions are based on your thoughts. Don’t be random. Choose successful pictures that move you forward.

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Feel the satisfaction of success for just a moment. How would it feel hitting that perfect dive, making the 20 foot putt, running your personal best in a 10k, nailing that listing presentation, passing that test? Allowing the neurotransmitter dopamine to flash through the pleasure centers of your brain, reinforces the positive goal towhich you are moving. We do things to maximize pleasure or to minimize discomfort. As you associate the task or goal with a positive feeling, you’ll approach the task/ goal with a more open, “CAN DO,” attitude. It’s attitude not aptitude that usually matters more. Like a pep talk before a game, like a supportive hand on a child’s shoulder before a test in school, like a smile from a prospect that says, “I’m open to what you have to say,” feel good about what you’re here to do. You’ll make changes, not because you need to or want to, but because it feels good. Take the kicking and screaming out of your life to experience a more centered and focused energy.

Relax before you compete/take care of that piece of business. Some use music, some meditate, some create physical rituals (eat a certain food, do push ups, clap hands, stretch, a couple of breathes (and a whole lot of other crazy things you’ve seen. It ain’t crazy if it works.) Create a small ritual that focuses you in the last moment before the event/business presentation/prospecting/public speaking... Some sport psychology is about emotional, social and or physical issues, more to be addressed by qualified coaches, counselors or therapists, trained to deal with psychological baggage and physical scars. Some business leaders sit in with therapists and coaches to sort out individual blocks. But after all the analysis is said and done, the smart ones go back to the basics. See the ball, hit the ball. Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

DEREK MCGOWAN It’s all about moving the needle for Derek McGowan. In 2015, he began a new career as a loan officer, dove head first, and wound up loving it. He worked alone the first few years, and while he was closing hundreds of transactions, Derek knew he could do better than that. “I wanted to provide a good customer experience,” he explains. “I wanted people to return for a second and third time and have a lasting impression.” He is now branch manager of McGowan Mortgages under Nexa and has been in business for seven years. With a team of six loan officers, a virtual assistant, and a marketing and business developer, Derek’s job is to generate the business, a role in which he feels very fortunate. “I worked hard to build and craft my team. It’s allowed me to work more on the business rather than being in the business. We work together to get to the finish line.” While 80 to 90 percent of their loans are conventional, what ultimately drives McGowan Mortgages is their unique ability to capture many types of loans. “That’s why Realtor®s work with us,” Derek says. “We can figure out a way to hold it together. If it can be done, we’ll find a way.” It’s easy to see why his referral business is between 60 and 70 percent. “We co-market with Realtor®s to keep building the business,” he says. “We’re all in on the referrals together.” One key factor in their continued growth and success is their dedication and commitment, particularly when it comes to communication. “We’re set up to always have someone available to answer,”

Derek says. “We provide an experience where they want to keep coming back.” As for marketing, he and his team utilize paid advertising and targeted ads aimed at customers and Realtor®s, but it’s Derek’s approach at video content that sets them apart as a powerhouse lender. Often customers contact them after seeing one of his videos, which range from information on mortgage rates to defining and explaining industry terms. “It’s my responsibility to get the word out there to tell our story,” he says. “We work really hard. We take care of clients. And we’re growing.” The marketing and business developer, who is also Derek’s fiancee, is a large part of their impressive achievements. “Her primary role is to build relationships and foster them,” Derek explains. “That’s the biggest part of our business.” Understandably so, Derek’s favorite part of the business is, in fact, the relationships. “We’ve become good friends with a lot of the Realtor®s,” he says. “It’s rewarding at the end of the day when you can look back and see how you’ve built the team and strengthened the bond. I trust my team, they trust me. I trust my Realtor®s, they trust us. We’re all working hard for a similar goal.” Looking forward, Derek plans to continue to grow, specifically in video creation. “I know the best vision for our company is to get our face out there more. We have a whole army now that is self-sourced. We should get to a bigger milestone. Next year, break that four-hundred mark and only grow from there.”

For more information on Derek McGowan, you can call (816) 631-9687, email dmcgowan@nexamortgage.com, or visit mcgowanmortgages.com www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks. But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately. 1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming. 2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud! 3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 22

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits. 4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone. 5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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RACHEL BALESTRI Rachel Balestri discovered her passion for the mortgage industry while working at a bank during college. “I just worked my way up from there,” she explains. “I moved from the loan servicing department to consumer loans, and eventually became the loan servicing manager.” Early on in her journey, she realized she wanted to become a loan officer. About a decade ago, that dream came true, and she’s been loving every minute of her career since. As a lender at Eureka Savings Bank, she guides people through the loan process, making everything clear and straightforward. Knowing this is a major transaction in her clients’ lives, she takes her role seriously and only wants what is best for them. Based in Illinois and handling everything from purchases, refinances, and construction, to auto loans, Rachel serves many types of buyers. She has a team of processors by her side to help with processing and booking the loans, making the process seamless. Rachel goes above and beyond for her clients, ensuring they get the best possible loan terms and fully understand the loan process. This exceptional support and guidance has earned her a reputation as one of the top loan officers in her region. Her clients often praise her for her professionalism, promptness, and willingness to go the extra mile. One client says, “Rachel worked diligently to make sure my loan closed by the time I requested. I was going to leave for a two week vacation and it looked like the closing was not going to happen before I left for vacation. When Rachel was informed that I really needed the house to close before I left she started pulling all the strings. She promptly answered phone messages and emails. The house is for my son and his fiancé. They were living in a temporary housing situation and anxiously waiting to move

into a permanent home. The closing was a smooth transaction the day before I left for vacation which made my trip more enjoyable for me.” Believing that honesty and transparency are essential when dealing with clients, Rachel always strives to provide them with the best possible advice, even if it means turning down a loan application. “I make sure that the program we’re fitting them in is going to work for them, and if it doesn’t, I tell them why and tell them what they can do to make it work in the future,” she explains. Rachel is always available for questions and has a quick turnaround time. “I never let things sit and wait,” she says. “If I receive a call, I’m responding right away.” When it comes to keeping in touch with her real estate agent partners, Rachel also goes above and beyond, reaching out on a regular basis and keeping them informed of current interest rates. During a transaction, she keeps the real estate agent updated, ensuring everyone is on the same page. During Rachel’s free time, she stays active in the community. She is on the board of directors for her local Chamber of Commerce, and was recently nominated and selected by the Chamber as a 40 under 40 recipient. She is also involved in the local Rotary Club. Additionally, she co-founded a networking and leadership development group called the Illinois Valley Leads Group. Educating the community about finances is important to Rachel, so she frequently presents to nearby Junior High and High School students, teaching them about credit and the mortgage loan process. When she’s not giving back or working, she’s spending time with her husband and four children.

For more information about Rachel Balestri NMLS# 579165, please call 815-223-9400 or email rachelb@eurekasavings.com Top Agent Magazine

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