Autumn2015_CRMOnline.pdf

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Chicago REALTOR ® Magazine 2. © 2015 Move Sales, Inc. All rights reserved. 9442ML

18 

FEATURE STORY 

Smart Data: How To Spend Your 

Marketing Dollars More Effectively 

Table of 

Contents 

Volume 24 | Autumn 2015 

16 

TECH TOOLS 

New Technology To 

Support REALTORS ® 

On The Go! 

14 

NETWORKING EVENT 

2015 C.A.R. YPN Summer Mixer Highlights 

4 PRESIDENT’S 

PERSPECTIVE 

Building A More Connected Industry 

Hugh Rider 

2014-2015 C.A.R. President 

6 FROM THE EDITOR-IN-CHIEF 

An Engaged Membership Equals 

A Stronger C.A.R. 

Ginger Downs, RCE, CAE, CIPS, IOM 

Chief Executive Officer 

7 EVENTS CALENDAR 

What’s Happening at C.A.R. 

End of the Year Events Schedule 

8 EDITOR’S NOTE 

Jessica Kern 

Director of Marketing & 

Communications 

9 GOOD NEIGHBOR AWARDS 

2015 Bruce Abrams Award Winner: 

Buffett Place, 3208 N. Sheffield Ave. 

10 SIGNATURE EVENT 

2015 C.A.R. Good Neighbor Awards 

Highlights & Winners 

14 NETWORKING EVENT 

2015 YPN Summer Mixer Highlights 

16 TECH TOOLS 

Be Smart, Be Safe: New Technology 

To Support REALTORS ® On The Go 

18 FEATURE STORY 

Smart Data: How To Spend Your 

Marketing Dollars More Effectively 

By Matt Dollinger 

21 TOOLS YOU CAN USE 

Close the Deal: How To Navigate 

New Construction’s Return 

By Rebecca Thomson 

24 WELCOME TO 

THE 606 

A Decade In The Making 

29 TOOLS YOU 

CAN USE 

DIY Home Staging 

By Jennifer Mills Klatt 

10 

Good Neighbor Awards 

Event Highlights 

32 TOOLS YOU CAN USE 

Avoid The ‘Busy’ Trap 

By Jim Miller 

34 MINDSET FOR SUCCESS 

Top Producers Share The Secrets To 

Their Extraordinary Success 

36 INDUSTRY PARTNERS 

Members Share “Why I Joined…” 

38 REALTORS ® IN THE 

COMMUNITY 

Get Involved, Get Connected; 

Building Stronger Communities 

40 SOUND OFF 

REALTORS ® + Technology 

42 MANAGING BROKERS 

Broker Classification: Independent 

Contractor or Employee? 

By Donna Garcia 

44 COMMERCIALFORUM 

What You Need To Know About Eb-5 Financing 

By Lucas M. Fuksa 

45 GLOBAL REAL ESTATE & 

EMERGING MARKETS FORUM 

2015 Profile Of Home-Buying Activity 

Of International Clients 

46 GOVERNMENT 

AFFAIRS UPDATE 

Election Results; Why RPAC?; 

Issues Facing REALTORS ® 

47 ASSOCIATION NEWS 

RPAC Hall Of Fame; TRID Deadline; 

Market Overdrive Radio Show 

48 MRED UPDATE 

Q+A: Rebecca Jensen, CEO, MRED 

49 EDUCATION HIGHLIGHT 

The Art Of Effective Communication 

By Karel Murray 

50 EDUCATION OFFERINGS 

New RRES Courses Take You to the Next Level 

IMAGE CREDITS ON THIS PAGE 

From Top: Computer image from www.thinkstockphotos.com; 

Apple Watch image courtesy of Apple; YPN Summer Mixer photo by 

Jack Lane; 2015 Good Neighbor Award’s photo by Lex Alexander. 

ON THE COVER 

Image Collage by Jim August, Chicago Association of REALTORS ® , 

Images from www.thinkstockphotos.com. 

3. 

www.ChicagoREALTOR.com

PRESIDENT’S PERSPECTIVE 

Building A More 

Connected Industry 

HUGH RIDER 

2014-2015 President, Chicago Association of REALTORS ® 

Over the past year of my presidency, I have been amazed 

and humbled by our members. 

I grew up in the real estate business — I’m a third generation 

property manager and REALTOR ® . One of the earliest 

lessons I learned was that hard work earns you a good 

paycheck. My dad provided me with my training, and he 

operated on the idea that a man’s word is as good as any 

written contract. He taught me that if you always treat 

people fairly, it will pay off in the long run. 

I have tried to apply these lessons to my time as President 

of C.A.R., during which I have been very involved in 

advocacy work. Without C.A.R.’s voice in the City Council 

and the state legislature, real estate transactions — both 

sales and rentals — would be much more challenging. 

Therefore, I have been dedicated to forming more 

alliances for the advancement and strengthening of the 

industry. Key to this was building greater support for 

private property rights and other top issues. 

Bringing together organizations representing the greater 

real estate community is a positive shift, and one that 

can serve as a platform for increasing opportunities. 

Some of the organizations we have worked with over the 

past year include: Chicagoland Apartment Association 

(CAA), Home Builders Association of Greater Chicago 

(HBAGC), Building Owners and Managers Association 

of Chicago (BOMA), Apartment Building Owners and 

Managers Association (ABOMA), Lincoln Park Builders 

of Chicago (LPB), Rogers Park Builders Group (RPBG) 

and the Edgewater Uptown Builders Association (EUBA). 

I also was recently inducted into the REALTORS ® 

Political Action Committee (RPAC) Hall of Fame. RPAC 

is one of the most effective ways we can accomplish our 

goals, and I encourage you to get involved in the future of 

our industry 

by investing 

in RPAC. One 

of the most 

convenient 

ways to 

contribute 

is on your 

dues bill. 

This business 

is not 

rocket 

science, 

but it does 

require an 

extreme amount of common sense and 

the ability to problem solve. Increased cooperation 

and professionalism benefit us all. Donating to RPAC, 

participating on a C.A.R. committee, or attending 

networking events with other real estate industry 

organizations allows you to engage in the community 

and helps us to achieve our goals. 

It has been a privilege to represent such an impressive 

group of professionals. We’ve made great strides in 

building a more connected Chicago real estate industry. 

Let’s keep the synergy going! 

Hugh Rider 

Realty & Mortgage Co. 

Photo by Sofia Spentzas 

Chicago REALTOR ® Magazine 4.

Black Tie 

Fundraiser 

Present 

CASINO ROYALE 

OCTOBER 22, 2015 

an RPAC fundraiser 

A S S O C I A T I O N O F 

Join us at the 

THE CASINO CLUB 

195 E. Delaware Place, #1, Chicago 

7:30 p.m. to 10:30 p.m. 

Glitz. Glamour. Casino Royale. “Shocking. Positively Shocking” (yet totally fabulous!) Chicago 

Association of REALTORS ® Young Professionals Network (YPN) and the Women’s Council of REALTORS ® Chicago Chapter 

(WCR) invite you to an evening filled with laughs and spirits to benefit the REALTORS ® Political Action Committee (RPAC). 

Stand up for your industry and make your contribution to RPAC by attending this glamorous black-tie event. Schmooze with 

REALTORS ® , Affiliates and local politicos defending our business, every day. 

Cocktails “shaken not stirred,” hors d’oeuvres and more at this casino-style soiree. Bring a friend, “better make that two,” 

and invest in your industry. Don’t miss it. “The name’s Bond. James Bond.” 

Contributions are not deductible as charitable contributions for federal income tax purposes. The Illinois REALTORS ® Political Action Committee (RPAC) collects contributions from members of the National Association 

of REALTORS ® (NAR) for political activities. A portion of each contribution will be used for state political activities; at least 30% will be used for federal campaign purposes. The federal portion will be charged against 

an individual's federal contribution limits under 2 USC 441a. Contributions are VOLUNTARY and refusal to contribute does not affect membership rights. A member may contribute more or less than the suggested 

amount. A copy of our report filed with the State Board of Elections is (or will be) available on the Board's official website www.elections.il.gov or for purchase from the State Board of Elections, Springfield, Illinois. 

www.ChicagoREALTOR.com 

5. 


FROM THE EDITOR-IN-CHIEF 

An Engaged Membership Equals 

A STRONGER C.A.R. 

As 2015 NAR President Chris Polychron said, 

“REALTORS ® don’t only sell homes; 

they sell neighborhoods and communities.” 

You, our members, are the driving 

force of our community-at-large, 

helping to build diverse, engaged 

neighborhoods. And just as an 

engaged community is a stronger 

one, so does an engaged membership 

build a stronger association. 

Our vision statement declares, “The 

Chicago Association of REALTORS ® 

prepares educated and innovative 

real estate professionals to become 

engaged leaders in our ever-changing 

communities.” 

The engagement of our members is 

critical to the success of the Chicago 

Association of REALTORS ® . To that 

end, I highly encourage you to: 

• Respond to Calls for Action. 

C.A.R., IAR and NAR advocate 

on your behalf. Sometimes we 

need your help in reaching out 

to legislators on issues critical 

to your business or the real 

estate community. Let your 

voice be heard! 

• Utilize materials and 

information developed for 

your use. Infographics, Fast- 

Stats, the Realtor.com tools, our 

Connection e-newsletter and 

more, all help to make you a 

neighborhood expert. Take 

advantage of the content we 

produce for you! 

• Join a committee. See page 

38 for more information on 

our committees and testimonies 

from some of our members. 

Over 300 volunteers give their 

time each year to make us a 

better organization. 

• Attend industry events. C.A.R., 

our industry partners and other 

real estate organizations have 

a wealth of networking and 

educational opportunities available 

to help you take your 

business to the next level. So get 

out from behind the computer 

screen and get some face time 

with your peers! 

Thank you for your engagement with 

our organization, with your firms and 

your communities. Your contributions 

DO have a positive impact. Make a 

difference today. 

Sincerely, 

Ginger Downs, RCE, CAE, CIPS, IOM 

Chief Executive Officer 

Chicago Association of REALTORS ® 

Chicago REALTOR ® Magazine 

6.

Phot 

o by 

Lex Ale 

xand 

er 

CASINO ROYALE 

An RPAC Fundraising Event 

October 22, 2015 

THE CASINO CLUB 

195 East Deleware ew 

e Place, #1, Chicago 


w. wCh 

.com 

events 

calendar 

September August 

September 

October 

October 

August 

Joint CommercialForum Government 

Affairs/Property 

Networking 

Management 

Breakfast 

Forum 8/11 Meeting 

The Cliff Dwellers 

9/11 


YPN Breakfast 

Meet-Up 

132 nd Inaugural 

Gala 8/26 

Manny’s Deli 

9/24 

Hilton C.A.R. Chicago Member 

Outreach 

Event/Annual 

Business Meeting 

8/27 

ADA Conference Center 

Joint West Government Towns 

Affairs/Property Chapter Meeting 

Management 

Forum 

9/29 

Skylite 

Meeting 

West Banquets — 

9/11 Berwyn, IL 


YPN Breakfast 

132Meet-Up 

nd Inaugural 

Gala 

9/30 

9/24 


Hilton Chicago 

CommercialForum 

Networking Mixer 

9/30 

850 N. Lake Shore Drive 

Casino Royale Casino Royale 

An RPAC An RPAC 

Fundraising Event Fundraising Event 

10/22 

The Casino Club 

Membership 

Outreach 

10/27 

Double Tree — 

Skokie, IL 

10/22 

The Casino Club 

West Towns 

Membership 

Outreach 

10/27 

Skylite West Banquets 

CommercialForum 

Networking 

Breakfast 

8/11 


YPN Breakfast 

Meet-Up 

8/26 


C.A.R. Member 

Outreach 

Event/Annual 

Business Meeting 

8/27 

DoubleTree by Hilton 

Chicago North Shore 

7. www.ChicagoREALTOR.com

EDITOR’S NOTE 

When it comes time to select 

CR Magazine issue themes, 

technology is always at the top 

of our list, and for good reason. In 

our ever-changing world, we know 

REALTORS ® must evolve and grow 

to meet the demanding needs of 

their clients. However, as important 

as it is to embrace new methods and 

technologies, we understand that the 

majority of your time should be spent 

interacting with your clients and 

getting them into their dream home. 

Here at C.A.R., we aim to do some of 

the legwork for you. We’re always on 

the lookout for new technology trends, 

services and products to introduce to 

our members. But more than that, we 

strive to provide you with strategies 

that are easy to implement in your 

day-to-day business. One of my 

favorite articles in this issue is “Smart 

Data: How to spend your marketing 

dollars more effectively,” by Matt 

Dollinger. Those who know me may 

think it’s my nerd love of data or my 

passion for marketing that makes it 

a favorite, but really, it’s because it 

takes our readers step by step through 

the sometimes overwhelming world 

of never-ending data and makes it 

work for them. And more importantly, 

it shows you how to do it in a 

manageable way in regards to 

both your budget and schedule. 

Another one of my favorite things 

about this issue is the introduction 

of our digital extras. These are an 

additional way we hope you can make 

the information in this issue work 

for you. A time-planning worksheet, 

myriad videos and IRS checklist are 

just a few of the enhancements you’ll 

find online. Look for the Digital Extra 

icon on each article, which indicates 

that you’ll find more goodies and 

resources on our website at 

www.ChicagoREALTOR.com/CR. 

As important as technology is 

to our business, we all know that 

relationships are the heart of it. It’s 

that human, emotional connection that 

makes a successful REALTOR ® . I also 

believe it’s what makes a successful 

association staff. With that, I invite you 

to reach out with any thoughts, ideas 

or feedback you may have at any time. 

I’d love to hear from you. 

Jessica Kern 

Director of Marketing 

and Communications 

Chicago REALTOR ® 

CR Magazine 

2014 - 2015 BOARD OF DIRECTORS 

PRESIDENT 

Hugh Rider 

PRESIDENT-ELECT 

Dan Wagner 

TREASURER 

Matthew Silver 

IMMEDIATE PAST PRESIDENT 

Matt Farrell 

DIRECTORS 

Mack Alsaidi 

Sonia Anaya 

Tommy Choi 

Rober t C. Eby 

Maurice L. Hampton 

Erin Mandel 

Greg Pekarsk y 

George Schultz 

Akos Straub 

Rebecca Thomson 

Sarah Ware 

Deena Zimmerman 

AFFILIATE DIRECTOR 

Mauricio Sanchez 

COMMERCIALFORUM DIRECTOR 

Robert E. Thomas 

PUBLIC POLICY COORDINATING COMMITTEE DIRECTOR 

Gail A. Spreen 

CHIEF EXECUTIVE OFFICER 

Ginger Downs, RCE, C A E, CIP S, IOM 

The Chicago REALTOR ® 

Magazine is published quar terly by the 

Chicago Association of REALTORS ® for its members. Advertising 

is purchased and does not necessarily represent the position 

of the Chicago Association of REALTORS ® . 

EDITOR-IN-CHIEF 

Ginger Downs, RCE, CAE, CIP S, IOM 

gdowns@chicagorealtor.com 

EDITOR 

Jessica Kern 

jkern@chicagorealtor.com 

MANAGING EDITOR 

Maria Dickman 

mdickman@chicagorealtor.com 

ART DIRECTOR 

Jim August 

jaugust@chicagorealtor.com 

For advertising information please contact 

Mary Beth Durkin at (3 12) 2 14-5530 or 

ads@chicagorealtor.com 

C.A.R. LOCATIONS 

Look for this icon 

for bonus content online! 

C.A.R. Central: 

200 S. Michigan Ave., 4 th Floor 

Chicago, IL 60604 

Ph: (312) 803-4900 

Fax: (312) 803-4905 

C.A.R. West Towns: 6017 W. 26th Street 

Cicero, IL 60804 

Ph: (708)863-1111 


NOTICE TO MEMBERS 

Under long established policy of this Association, the Illinois Association of 

REALTORS ® and the National Association of REALTORS ® : 

1. The broker’s compensation for ser vices rendered in respect to any listing 

is solely a mat ter of negotiation between the broker and his or her client, 

and is not fixed, controlled, recommended or maintained by any persons 

not par ty to the listing agreement. 

2. The compensation paid by the listing broker to a cooperating broker in 

respect to any listing is established by the listing broker and is not fixed, 

controlled, recommended or maintained by any persons other than the 

listing broker. 


8.

GOOD NEIGHBOR AWARDS 

2015 Bruce Abrams Award 

Winner: Buffett Place 

3208 NORTH SHEFFIELD AVENUE, CHICAGO 

A rehabilitation of the former Diplomat 

Hotel into modern, affordable housing, 

Buffett Place is a unique addition to 

the Lakeview area. With 51 fullyfurnished 

apartments for individuals 

with special needs who are at risk for 

homelessness, 3208 N. Sheffield Ave. 

serves a need in the neighborhood. 

However, it also beautifies it, with a 

rooftop deck and garden created and 

maintained by the Chicago Botanic 

Garden, who teach residents how to 

care for the plants. Eventually, the 

flowers may be sold in the groundlevel 

Urban Meadows floral shop, 

giving residents an opportunity for 

a roof over their heads as well as a 

chance to gain job skills. 

Buffett Place earned the Bruce 

Abrams award – the top honor – at 

the 2015 Good Neighbor Awards, 

for transforming the former hotel 

into an exciting, vibrant living and 

training space for those at-risk in 

the community. 

An environmentally-friendly 

renovation preserved many unique 

features and architectural details of 

the 1920s-era building, while bringing 

the residences up to 21 st century 

standards. The secure and supportive 

environment includes unit amenities, 

such as furnished studios with full 

kitchens, bathrooms and climate 

control, some of which are specially 

equipped for individuals with physical 

disabilities, as well as community 

features like front desk security, a 

common lounge, rooftop deck and 

garden, fitness room, computer room, 

art gallery, bicycle storage, salvaged 

wood finishes and mosaics by 

Archi-Treasures and the Urban 

Meadows flower shop. 

Beyond that, the onsite 

management and 

services only enhance 

the safe, supportive 

environment that 

Buffett Place strives 

to provide residents. 

Mental health services 

provider Thresholds 

offers supportive and 

mental health services 

to residents, and links them to healthcare. 

And with additional on-site 

programs for employment, education, 

and counseling and support, residents 

have access to greatly-needed medical 

care and job skills opportunities. 

Buffett Place is community-friendly, 

as well as environmentally conscious. 

Sustainable building features include 

a Chicago Green Homes 3-star rating, 

a green roof, solar thermal hot water 

system and energy efficient systems 

and appliances. The building is 

Green Communities Certified and 

smoke-free. 

In many ways, Buffett Place continues 

the innovative legacy of Bruce Abrams 

by giving at-risk individuals a community, 

a home, and a host of services to 

better their lives. It is a great example 

of Commercial New Construction 

that enhances and improves the 

greater neighborhood and inspires 

an abundance of community pride. 

9. 


SIGNATURE EVENT 

2015 Good Neighbor Awards 

THE MONTGOMERY CLUB • MAY 21, 2015 

1. 

2. 

3. 

4. 5. 

6. 

7. 

8. 9. 

10. 

11. 


12. 

13. 

14. 

15. 

16. 

17. 

More photos 

on Facebook! 

19. 

18. 

20. 

21. 

1. Karry Young and Freddie Sanders, both of Karry L. Young Development 

LLC, and Finis Collier, IRealty, Inc.; 2. Martin Berg and Ted Brzyski, both of 

Community Investment Corporation; 3. Lee Wesley, Matthew Wesley, both 

of Wesley Properties, and Victoria Granacki, Granacki Historic Consultants; 

4. Johanna Romero, Laura Carabott, and Ana Lucia S. Pappas, all with Chicago 

Apartment Place, Inc.; 5. Paudie Lynch, Philip Pappas, Robert Gerics, Rod 

Carabott, Tiago Pappas, Brian Guzman, and Ciaran Lynch, all with Chicago 

Apartment Place, Inc.; 6. 2015 Good Neighbor Award Chair Kelly Mead, 

Coldwell Banker Residential and Zlatko Pehar, Knightsbridge Acquisitions 

& Development LLC; 7. Chris Milliner, Andrew Dieckelman, Andre Knox, 

Tremell Adams, and Warren Smith, all with Pangea Properties; 8. David Malato, 

Calvene, Inc., James Athanasopoulos, guest, and Rahul Shah, Sherpa Group; 

9. Anthony Mugnolo and Joe Cwick, FLATS Chicago; 10. Razan Tadros and 

Gerese Tadros, Prime Capital Group, LLC; 11. 2015 Good Neighbor Awards 

committee Mike Wood, ATA National Title Group, 

Darlene Kosin, Greater Illinois Title Company, Linda 

Scott, Wintrust Mortgage, Trudy Holmes, Exit Strategy 

Realty, Kelly Mead, Coldwell Banker Residential, Mabél 

Guzmán, @properties, and Finis Collier, IRealty, Inc.; 

12. Mark Zimke, Michael Heimann, Aaron Galvin, 

and Jacob Kosior, all of Luxury Living Chicago Realty; 

13. Guadalupe Castaneda, Community Investment 

Corporation, John Fattah, Fattah Properties, and 

Roger Casas, Community Investment Corporation; 

14. James Athanasopoulos, guest and Dimitris 

Mellos, James Construction Group, Inc.; 15. Stefan 

Lindsay, Oak Street Health; 16. 

Mabél Guzmán, 

@properties, John Vranas, Vranas Ventures, and Ginger 

Downs, , Chicago Association of REALTORS 

® ; 17. Judy 

Saraceno-Swenson and Amy Crowther, both with 

Berwyn Development Corporation; 18. 

Mack Alsaidi, 

Related Realty, Darlene Kosin, Greater Illinois 

Title 

Company, 

Linda Scott, Wintrust Mortgage, 

22. 

Rebecca Thomson, @properties, and 

Katrina Barnett, Greater Illinois Title 

Company; 19. Barbara Warchalowski, 

Wintrust Bank and Brian Brown, 

Wintrust Mortgage; 20. David 

Esposito, Thresholds and Peter 

Levavi, Brinshore Development, 

LLC; 21. Ted Brzyski, Community 

Investment Corporation and Mark 

Fenzel, Copper Realty, LLC; 22. 

Vicky Silvano, Century 21 S.G.R., 

Inc., 

Tim Volk, Teton, Tack & Feed, 

Jola Whipple, Bumblebeegroup, and 

Joe Putignano, Teton, Tack & Feed. 

Photos by: Lex Alexander Photography 


Congratulations 2O15 

Good Neighbor Award Winners! 

COMMERCIAL 

NEW CONSTRUCTION 

4343 N. Elston Ave. 

Chicago 

COMMERCIAL 

RENOVATION 

611 W. Briar Place 

Chicago 

COMMERCIAL 

RENOVATION 

12OO Old Skokie Rd. 

Highland Park 

COMMERCIAL 

RENOVATION 

12OO W. 35 th Street 

Chicago 

COMMERCIAL 

RENOVATION 

18O7 S. Allport St. 

Chicago 

COMMERCIAL 

RENOVATION 

33O8 S. Oak Park Ave. 

Berwyn 

COMMERCIAL 

RENOVATION 

621O W. Cermak Rd. 

Berwyn 

COMMERCIAL 

RENOVATION 

6311-B W. Cermak Rd. 

Berwyn 

COMMERCIAL 

RENOVATION 

68O1 W. Cermak 

Road Berwyn 

COMMERCIAL 

RENOVATION 

7OOO W. Cermak Rd. 

Berwyn 

COMMERCIAL 

RENOVATION 

7181 W. Cermak Rd. 

Berwyn 

MIXED-USE/NEW 

CONSTRUCTION 

1845 S. State Street 

Chicago 

MIXED-USE/RENOVATION 

4657 W. Madison St. 

Chicago 

RESIDENTIAL/MULTI-UNIT 


16O9 W. Warren Blvd. 

Chicago 



4O21 S. Ellis Ave. 

Chicago 



6543 S. Woodlawn Ave. 

Chicago 


RENOVATION 

7 Cottage Row 

Midlothian 


RENOVATION 

518 W. Fullerton Pkwy. 

Chicago 

THANK YOU TO OUR 2O15 GNA SPONSORS! 


On May 21, the Chicago Association of REALTORS ® 

recognized winners of the 2O15 Good Neighbor Awards: 37 

exceptional new construction, rehab and historic renovation 

projects that have made the Chicago area a better place 

to live. These properties are literally “good neighbors,” as 

illustrated by their positive impact on neighborhood housing 

options, commercial vitality and pride. 

On behalf of the more than 12,5OO Chicago 

REALTORS ® , we salute our winners’ vision, effort and 

achievements. 2O15 Good Neighbor Awards were made 

possible, in part, by generous sponsor support. 

We are deeply grateful to those who revitalize Chicago 

communities and transform neglected properties into assets. 


RENOVATION 

64-114 Westover Rd. 

Highwood 


RENOVATION 

8O1 E. Drexel Sq. 

Chicago 


RENOVATION 

817 E. Bowen 

Chicago 


RENOVATION 

829 W. Wellington Ave. 

Chicago 


RENOVATION 

84O E. 48 th Street 

Chicago 


RENOVATION 

1325 W. Wilson 

Avenue Chicago 


RENOVATION 

1337 N. Dearborn St. 

Chicago 


RENOVATION 

1337 S. 

Central Park Ave. 

Chicago 


RENOVATION 

1357 N. Homan Ave. 

Chicago 


RENOVATION 

1456 E. 70 th Street 

Chicago 


RENOVATION 

1723 W. 

Beverly Glen Pkwy. 

Chicago 


RENOVATION 

1911 W. George St. 

Chicago 


14. 

RESIDENTIAL/MULTI-UNIT RESIDENTIAL/MULTI-UNIT 

RENOVATION 

RENOVATION 

35O1 W. Adams St. 3736 N. Keeler 

Chicago Avenue Chicago 


RENOVATION 

4O6O S. Lake Park Ave. 

Chicago 

2O15 BRUCE ABRAMS AWARD WINNER 

COMMERCIAL RENOVATION 

BUFFETT PLACE – 32O8 N. Sheffield Ave., Chicago 


RENOVATION 

4234 S. Ellis Avenue 

Chicago 


RENOVATION 

6447 S. Yale Street 

Chicago 


RENOVATION 

7649-57 S. 

Phillips Ave. 

Chicago 

2015 HONORABLE MENTIONS 


RENOVATION 

804 S. 15 th Ave. 

Maywood 

1860 S. Komensky Ave. 

Chicago 

4078 S. Lake Park Ave. 

Chicago 

4162 S. Ellis Ave. 

Chicago 


RENOVATION 

4546 S. St. Lawrence Ave. 

Chicago 

6522 S. Minerva Ave. 

Chicago 



1324 W. School St. 

Chicago 



133 S. Washington St. 

Westmont 

4330 S. Evans Ave. 

Chicago 

MIXED-USE/NEW 

CONSTRUCTION 

2405 N. Greenview Ave. 

Chicago 

13. 


NETWORKING EVENT 

2015 YPN Summer Mixer 

PINSTRIPES • JULY 9, 2015 

1. 2. 3. 

4. 5. 

6. 

7. 

8. 9. 

10. 

11. 


14.

12. 

1. Raffle winner Matt Laricy, Americorp Ltd. and Nick 

14. 

15 

16. 

17. 

18. 19. 

13. 

Nastos, Chicago’s Property Shop; 2. Front: Erin Mandel, 

@properties, Back: Adam Gilbert, Liberty Title & 

Escrow, Nick Nepustil, Benjamin & Shapiro, Ltd., Doug 

Conner, Liberty Title & Escrow; 3.Attendees play a 

game of bocce ball; 4. Chikoo Patel, ROC Realty Group 

of @properties Commercial, and Paul Blackburn, 

Phil Skowron Group of @properties; 5. YPN charity 

the Chicagoland Habitat for Humanity, with Brian 

Worrall and Jessica Caitlin; 6. Maurice Hampton, 

Centered International Realty, Brande Hampton, 

Centered International Realty, Gabe Velixaru, A.R.E. 

Partners, and Brett Decker, American Financial 

Solutions; 7. Rebecca Thomson, @properties, and 

Matt Farrell, Urban Real Estate; 8. Matt Silver, Urban 

Real Estate, Deena Zimmerman, Sperry Van Ness, 

and Greg Pekarsky, Vesta Preferred LLC; 9. Samuel 

Ciochon, and David Greene, both of Coldwell Banker, 

and Jennifer DeVries, Related Realty; 10. David 

Mitria, Danielle Drummond, Joanna Kalinowska, all 

with Newman Realty, Lisa Qin, Q Refined, and Jessica 

Tivadar, Newman Realty; 11. James Ascot, Denis Ascot, 

both of Ascot Realty Group, Inc., Arica Finney, MRSA 

Architects and Planners, Melissa Siegal, @properties, 

and Steve Horvath, Conlon: A Real Estate Company; 

12. Front: Karla Mina, Coldwell Banker Residential, 

Ana Ramirez, Realty of Chicago, Maria Rios, Realty of 

Chicago, Lidia Felix, Neighborhood Loans, Tanya Diaz, 

Realty of Chicago; Back: James Mendoza, Realty of 

Chicago, Don Felton, Chicago’s Real Estate Agency, and 

Martin Rendon, Realty of Chicago; 13. Jason Simon 

and Brittany Cummings, both of Coldwell Banker; 14. 

Dipti Desai, Tony Lupescu, both of Fifth Third, and 

Mike Opyd, Americorp Ltd.; 15. Nick Paleothdoros, 

Tracey Williams, Katie Sinn, Antje Gehrken, Gabe 

Velixaru, Kristina Bents, and Kelly Gedwill, all with 

A.R.E. Partners; 16. David Hermiz and Leslie Rizzotti, 

both of Citibank; 17. Martin Rendon, James Mendoza, 

Ana Ramirez, all with Realty of Chicago, and Lidia 

Felix, Neighborhood Loans; 18. Daniel Close, Redfin 

Corporation and Dave Naso, Keller Williams Realty; 

19. Guests mingle at the 2015 YPN Summer Mixer; 

20. Front: Lindsey Schedel, Newman Realty, Catherine 

Holbrook, Americorp Ltd., Nick Nastos, Chicago’s 

Property Shop, Erika Villegas, ERA Mi Casa Real Estate, 

Leticia Andrade, Related Realty, Rachel Scheid, 

Jameson Sotheby’s International Realty, and Gaspar 

Flores, Jr., Su Familia Real Estate; Back: Denis Ascot, 

Ascot Realty Group, Inc., Gabe Velixaru, A.R.E. 

Partners, Clayton Jirak, Redfin Corp., 

Andy Ogorzaly, EXIT Strategy Realty, and 

Jacob Tasharski, Access 

Chicago Realty, Inc. 

20. 


TECH TOOLS 

Be Smart, Be Safe 

New technology to support REALTORS ® on the go 

REALTORS ® must take steps to ensure their safety. A 

topic of national discussion following last fall’s kidnapping 

and murder of an Arkansas agent, the industry’s typical 

practices -- working alone, meeting prospective clients at 

empty homes, and revealing personal details in online bios 

– have come under great scrutiny. And those who brush 

off safety concerns are making themselves easier targets. 

To help members better understand the risks they face, 

NAR has expanded their REALTOR ® Safety Program, 

with a toolkit for homeowner safety and security, as well 

as a series of videos, webinars, and a new REALTOR ® 

safety course. They’ll also be sharing safety tips to 

Facebook, Twitter and Instagram every Monday, which 

can easily be shared by members and clients. 

But there are other tools, too, that can help you stay safe 

on the job. Several wearables are tapping into existing 

technology to make your security the priority. 

Apple Watch 

Apple’s hottest new toy also has practical safety applications. Using Siri, you can send 

messages to update contacts on your status or share your location on the map. And, 

developers are now releasing safety apps to supplement what you can upload to your 

iPhone. MrGabriel combines the Watch’s wearable sensor technology with machine 

learning and real-time data to keep you out of harm’s way. Two modes, “Run” and 

“Walk with Me,” monitor any sudden moves or changes of pace that could be interpreted 

as signs of danger. Before any message is sent out to your chosen “angels” (emergency 

contacts), the app sends you a message asking if you’re ok. If you don’t dismiss the 

message, the alert is then triggered, with your exact location and phone number. 

Soon, you’ll be able to upload safety apps like Watch Over Me, a streamlined alternative 

to the standard panic button apps which tracks your location via GPS for a predefined 

journey time until you check in safely. If you fail to check in once the time is up, it’ll 

automatically notify your emergency contact list via email, Facebook or text. If using the 

app on your iPhone, you can shake your phone to trigger an emergency alert, and also 

turn on the camera to record what’s happening around you. 

Another great app is bSafe, which allows you to set up your 

own personal safety social network of friends, family 

and coworkers to easily share locations and 

follow along on Follow Me’s live GPS 

trace. It also includes a fake 

call feature, so you can 

make the phone ring 

when you want it to. 

Chicago REALTOR ® Magazine 16. 

Apple Watch photos cour tesy of Apple

CUFF Smart Jewelry 

CUFF is a small device that can fit in several 

styles of specially-designed jewelry. If you’re 

ever in trouble, simply press the CUFF to 

send an alert of your GPS coordinates to 

your emergency contacts. Beyond the safety 

function, it’s highly useful for receiving 

notifications; using Bluetooth technology, 

it notifies you of important calls and texts, 

and in the next model, will also track your 

fitness and movements. It doesn’t require any 

charging, maintaining 

its battery for up to a 

year before it needs to 

be replaced. And, the 

jewelry is actually stylish 

(and therefore, discreet), 

which places it ahead 

of its counterparts in 

terms of aesthetics. 

CUFF photos cour tesy of CUFF 

V.ALRT 

V.ALRT is an ergonomically-designed wearable 

help button that can be carried in a pocket or 

bag, worn on the wrist or around your neck. It 

functions similarly to the CUFF and Guardian 

Angel, in that it works through Bluetooth at the 

press of the button to trigger a message with 

your GPS coordinates. Its major benefit is its 

size, roughly that of a quarter, as well as its 

unisex design. CR readers can use the code 

“crmag” to get $ 20 off. 

Safety Apps 

13% of REALTORS ® 

use a smart phone safety app 

Commonly Used Apps 

• Life 360 

• iPhone Find My Phone 

• bSafe 

• Guardly 

• Google Family Locator 

Safety Checklist 

For Showings 

Open the windows and 

unlock all doors prior to 

prospect’s arrival. 

Wait in your car with the 

doors locked. 

Keep your head up, 

watch for anything 

suspicious & stay out of arm’s reach. 

Take photo of prospective 

client and their photo 

I.D. with your cell phone 

& send the photos, as well as your 

location, to your office prior to any 

showing. 

prospect. 

Allow prospective client 

to lead the way. Never 

turn your back on the 

V.ALRT photos cour tesy of V.ALRT 

For more products and apps, and to access the REALTOR® Safety Program, 

please visit www.REALTOR.org/safety. 

Always position yourself 

close to a quick exit. 

Mention to the prospect 

that your partner is on 

the way as a deterrant. 

Trust your gut instincts! 

NAR 2015 Member Safety Report 


Smart 

How to spend your 

Every minute, there are 277,000 tweets sent, 72 hours of 

new kitten videos uploaded to YouTube, 416,000 swipes on 

Tinder, and 27,000 reviews left on Yelp. The world is full of 

data. It is estimated that there will be more data created 

in the year 2015 than since the invention of the Internet. 

We’re capturing everything: clicks, tweets, tumbles, posts, 

status updates, shares – everything you do online is being 

used to create this data, and it’s being stored. But how do 

we make this usable? 

The number one challenge for marketers today is how to 

make sense of all of this. 

It’s not about big data anymore; that was 2005’s buzzword. 

Instead, we need to focus on smart data, which means, how 

do I use the data that I’ve found to market, communicate 

and contextualize my information, so that it resounds with 

my client? 

In the real estate industry, outside of the initial buyer or 

seller interview, we collect and utilize very little data about 

our clients. We only have 10-12 data points like marital 

status, income, etc., that we’re currently using to truly define 

and profile our clients. We just don’t have or track any of 

the really important personal information that makes our 

clients who they are. But what if you could understand 

your clients’ connections, likes, dislikes, personality traits, 

behaviors, fears, weaknesses, the whole nine yards? How 

easy would it be to pick up the phone, send an email or 

essentially market to that client? You would be able to 

curtail your entire interaction to that individual and be 

much more effective in getting your message across. 

We must begin to start creating profiles for our clients. 

We’ve created certain profiles in our brain — we know NAR 

buyer and seller profiles, we know demographics — but we 

need to round these out and pull these profiles into the 

real world. 

Essentially, there are three main types of data points today: 

Demographic data has been used for years. It tells us the 

gender, marital status, household size, income, etc. of our 

database or target market. 


Data 

Watch Matt’s presentation on this topic 

marketing dollars more effectively 

Psychographic data allows us to get granular, to look at 

who people really are and begin to identify or profile them. 

Psychographics allow us to focus on targeting messages 

that appeal to the true self of our target market. 

Sociographic data is the new one. This is behavioral data: 

when do you go online, what device do you use, how do 

you react to the color red. Sociographics relate to content 

delivery, or how, when and what medium is best to get your 

message across. 

What if, instead of dropping 500 postcards at random in a 

certain zip code, we took this kind of approach – pushing 

out information targeted to a specific profile using data 

that is readily available to best spread the message? We 

could do amazing things, and better yet, reap amazing 

returns on our investment. 

Now let’s apply this to the day to day of real estate 

prospecting. Currently, we have leads, and in response to 

those, we have marketing actions. You get a lead, you take 

a marketing action, regardless of who they are or what 

source they come from. Some people may have an email 

drip campaign, or a response signature they send out 

en masse to those coming in from Zillow, Trulia or your 

brokerage website. But the problem is that you’re sending 

the exact same message to all users. There’s little to no 

differentiation between buyers and sellers, single or family, 

male or female. It’s no wonder the response rate to these 

current marketing efforts is less than one percent. 

Now, let’s insert demographic and behavioral interests, 

then layer in psychographic profiles — how might this 

impact the conversion rate of these very same leads? If 

we’re able to bring this information and data into your 

marketing before you even make that first phone call or 

send that first email, you’re able to be more effective, more 

targeted, more personal. That’s instant credibility. 

There is a process to begin to collect and utilize this data. 

For the sake of simplicity, we’ll break it down to three 

basic steps that anyone can accomplish with the free tools 

available to us today. 

1. Gathering the Information 

Technology can help you with this step. With Gmail and 

the Chrome browser, there are several extensions you can 

easily add, almost all of which have free versions. 

Rapportive: This extension for Gmail allows you to hover 

over the sender’s email address, and it will display any 

social information associated with that address. Think 

about this from a lead perspective: it will actually tell you 

what LinkedIn connections you might have in common, 

what they talk about on Twitter and information on the 

company where they work. Awesome. 

Full Contact: Full Contact has a Gmail plug-in very similar 

to Rapportive, but it also allows you to upload your entire 

database into their social CRM and use it to manage, 

scrub, and better know your contacts. Contact records 

include social and company profiles, as well as other data 

gathered from across the web. 

Realist: Imagine that you want to get more listings in an 

area or more information on a potential seller lead. You 

can go into Realist and download a report which gives 

you the name, address, mortgage information, purchase 

date — all this information about a homeowner or property. 

This is a MUST KNOW tool for serious agents in the 

industry today, and it’s given to you free through MRED. 

Tower Data: Based in Evanston, this company gives you 

a deep insight for leads, past clients and referral sources 

by taking your entire database of past transactions and 

scrubbing it. They give you 16 data fields about these 

contacts, ranging from age and gender to length of 

residence, marital status, household income and home 

ownership. They can even provide you with physical 

addresses from emails at about 75-80 percent accuracy. 

Tower Data allows you to look at past clients and 

determine who you’re most successful with, who you have 

the best relationship with, and who refers you the most. 

Continued on page 20 

19. 


Continued from page 19 

MailChimp: An awesome email service provider, MailChimp 

also allows you to gather great information through fully 

customizable web forms. Create a web form for your iPad, 

type out whatever questions you want to use to segment 

your audiences, collect the information from potential clients 

and open houses; it makes the sign-in sheet completely 

irrelevant. Best of all, you now have more than just a name 

and an email — you have declared consumer data to round 

out their profile and act upon in the steps ahead. 

2. Segmenting 

So now we have all this information. The next step, 

and it’s important, is segmenting. Segmenting means 

identifying and creating customer profile types based on 

the information that we have gathered about them. The 

beautiful thing is that you can create whatever consumer 

profiles you want to target, and automate follow up for 

each segment. 

MailChimp: Anytime someone provides an answer on that 

web form, you can configure MailChimp to automatically 

add them to a segment list or profile. Think of all the 

attributes we’re gathering as searchable “tags,” which can be 

used to build out segments going forward. So, if you want to 

create a list of single males in Lakeview looking to buy an 

investment condo, you can create a segment just for them. 

Facebook for Business: Using the Power Editor, Facebook 

for Business can become the best money spent on 

advertising today. It takes a little bit of learning, but is 

well worth your time. Agents can create super-segmented 

audiences based on the information you’ve gathered or 

attributes you’d like to target. So, if you’d like to create a 

segment for married couples living in 60647 that make 

more than $ 150k per year and like Game of Thrones, you 

can target those folks directly. 

3. Execution 

Now we have all this information – we’ve collected the 

data, we’ve segmented our list, and now we can put our 

marketing efforts to work and execute them effectively. 

Volume 24 | Autumn 2015 

My personal feeling is that the best medium an agent 

can spend their money on today is — you guessed it — 

Facebook. Below are just a few different things that you 

can achieve with Facebook for Business. 

Website Custom Audiences (WCA): One of the coolest 

things EVER for marketing. All those leads you receive 

from the portals, your brokerage and even your own 

website can be loaded into a custom audience for 

marketing on Facebook. There are many different forms 

of WCA’s on Facebook, including retargeting to those who 

have visited your website over the past 180 days, and each 

one gives you the opportunity to serve targeted ads to 

these specific audiences across mobile and desktop. 

Lookalike Audiences: Think about taking your favorite past 

clients, finding people just like them who you don’t know, 

and serving ads to their News Feed that promote your 

business! By using the lookalike audience feature, agents 

can take their entire database of people they’ve worked 

with over the years, upload them into Facebook to create a 

lookalike audience, and create targeted ads just for them. 

This may sound very complex, but if we put it all together 

and visualize the journey, it may look something like this: 

someone comes to your website, they go to the homepage, 

which automatically hits them with a tracking pixel, you 

do your retargeting thing, which will send an ad back to 

them on Facebook, which then adds them to your lookalike 

audience, where you can say, “Here’s someone who came to 

my website, I want to create a similar audience and run my 

ads to them.” That is a strategy based on psychographic, 

demographic and sociographic information. 

As a real estate agent, you don’t have time to be a 

marketing company. You should be out selling real estate, 

because that’s what you’re awesome at. These processes, 

once set up and configured correctly, can automate all of 

that, while making the information personal and contextual. 

And that is smart marketing, my friends. 

Matt Dollinger 

President and Founder 

Gearbox Consulting 

1. 2.3. 

Gather 

• Rapportive 

rapportive.com 

• Full Contact 

fullcontact.com 

• Realist 

mredllc.com/products_resources/realist.asp 

• Tower Data 

towerdata.com 

• MailChimp 

mailchimp.com 

Segment 

• MailChimp 

mailchimp.com 

• Facebook for Business 

facebook.com/business 

Execute 

• Website Custom Audiences (WCA) 


• Lookalike Audiences 



In 2006, the skyline was filled 

with cranes, and buyers could sift 

through the surplus of homes under 

construction to find the shiny new home 

of their dreams. But when the market 

turned, the cranes disappeared, new 

development came to a near-standstill 

and most new projects hit the market 

as rental properties. 

Close 

the Deal 

How to Navigate New 

Construction’s Return 

Today, we are finally turning the page, 

as once more, homebuilders and 

large-scale developers are reentering 

the market with the for-sale products 

desired by buyers. However, buyer’s 

agents are quickly discovering that new 

construction purchases present their 

own series of challenges. 

In This Article 

3 Finding New Construction 

Options 

3 Visualizing Room Dimensions 

and Layouts 

3 Visualizing The Finished Product 

3 Trusting the Developer 

3 Navigating the Transaction 

31. 


Common Challenges 

Finding New Construction Options 

Solution: 

• When searching on the MLS, 

expand the scope of your search 

and reach out to agents who have 

current or recent new construction 

listings. Many developers only post 

a small sampling of units. 

• Reach out to listing agents with 

strong developer ties as they may 

have information on future projects 

that have not been announced. 

• If your brokerage specializes in 

new construction, reach out to your 

Managing Broker and follow posts 

on your internal app to track new 

projects. Know someone at a firm 

specializing in new construction? 

Ask for their help! 

• Follow the breadcrumbs! Drive 

around and look for potential 

sites, reach out to the selling 

agent on recent teardown sales, 

and research recent permit 

requests. This is a labor-intensive 

approach, but if your client knows 

where they want to be and 

inventory is scarce, this is your 

opportunity to get them on the 

inside track. 

Visualizing Room Dimensions 

and Layouts 

Solution: 

Visit open houses 

and schedule showings 

at properties 

with comparable 

layouts and room 

sizes to help your 

buyer gauge the flow. 

• Request renderings and ask to see 

samples of the cabinetry, tile, 

counters, and flooring options. 

• If the buyer can choose their own 

finishes, encourage them to explore 

showrooms at the Merchandise 

Mart and to browse Houzz.com for 

design ideas. 

Trusting the Developer 

Solution: 

Request a list of past projects, 

references and testimonials. 

Ask your peers for insight and 

encourage your client to do some 

digging online. 

Tip: Search both the company name 

and its principals. 

Navagating The 

Transaction 

The transaction itself is very different 

from a resale purchase. Although this 

is just scratching the surface, here are 

a few things to anticipate: 

Timing the Project 

While completion dates are targets, 

buyers in the earliest stages need 

to be prepared for change. Until 

developers break ground and pour 

the foundation, everything can 

change. Anticipate delays and be 

sure the buyer can be flexible. 

Understanding the Spec Sheet 

The Specification Sheet (aka spec 

sheet) outlines many of the finishes 

and features planned for the home. 

Agents and buyers should read this 

carefully to understand the type of 

finishes included and also look for 

what might be missing (towel bars, 

lighting fixtures, and the make and 

model of appliances). If something 

is missing or if the buyer prefers 

another option, they can either ask the 

developer to install an alternative or 

request an allowance. 

Negotiating the Deal 

Look at recent developer sales, 

current project progress and market/ 

completion time to gauge your position. 

If the project is complete, the developer 

is eager to close ASAP. While price is 

the driving force of the negotiation, 

many agents are negotiating upgrades 

for their clients, as well. Buyers are 

getting everything from Trex ® decking 

and pergolas, to upgraded electrical 

and wiring, because the hard costs 

for the developer are a fraction of 

what they would be for the buyer. As 

a point of reference, ask the developer’s 

agent what they’ve been willing to 

include in the past. Put everything 

in writing; upgrades, allowances, and 

modifications to the floor plan or finish 

level should all be detailed out and 

agreed upon by all parties. 

Understanding the Contract 

Developers use property-specific 

contracts, instead of C.A.R. and 

Visualizing The 

Finished Product 

Solution: 

• If the developer has 

recently completed 

a similar project, ask 

for photos. Even better: 

request a showing. 


Multi-Board. Every contract is different, so be sure you’ve 

looked it over. Because the developer’s attorney drafts 

these, they tend to favor the developer’s interests, so it’s 

never a bad idea to have the buyer’s attorney glance it 

over before signing on the dotted line. While modifications 

may be made during attorney review, some developers 

will not accept offers with significant alterations to the 

initial contract. 

A few thing to note: earnest money amounts are often 

pre-determined (but may be negotiable), and the 

timeframes for due dates are expedited. These contracts 

include the spec sheet, upgrade/modification addendums, 

warranty information and delivery timeframe clauses. 

Be sure there is a clause for attorney approval and that 

your client understands the financing contingency (or 

lack thereof). 

Scheduling the Inspection 

Although new construction often includes warranties, 

inspections are still important. In the rush to complete a 

home, sometimes appliances aren’t hooked up properly; 

without proper inspection, these mistakes can cause more 

damage and hassle to a home than it is worth. The inspector 

is there to ensure the work is up to snuff so that your buyer 

can have peace of mind. Many attorneys recommend the 

inspection be held once the work is completed, rather than 

the first few days of going under contract. 

Having a Punch List and Holding a Final 

Walkthrough 

New construction is delivered in like-new condition. While 

this does not mean it will be “perfect,” the seller will likely 

address aesthetic items that a resale seller would not. 

Bring a roll of blue painters tape and have the buyers 

mark items that need to be addressed prior to closing. 

Common requests include the removal of paint on light 

switch covers, installing missing doorstops, and touching 

up paint on baseboards. 

To ensure it all gets done, make a list with your buyers 

outlining the outstanding tasks. If the results from the 

inspection have been delivered, look to see what has and 

has not yet been addressed and add those to the list. 

Send the list to the seller’s attorney and listing agent for 

their reference. This list will also be helpful during a final 

walkthrough. 

If you are able to, schedule a final walk through where 

you can revisit any items from the punch list to ensure 

they have been completed. For items that have not been 

fixed, bring the list to the attorney’s attention to establish 

a timeframe for completion. 

As new projects come online, it’s important to be adept at 

navigating these deals, and these tips barely scratch the 

surface of what you need to know as a buyer representative 

for new construction. It’s important to do your homework — 

understand the process, know the seller and work with the 

listing agent to get the best solution for your buyers. Much 

of the learning is hands-on, but your Managing Broker and 

peers can be a valuable resource. Good luck! 

Photos courtesy: @properties 

Rebecca Thomson 

Vice President of Agent Development 

@properties 


Bronzeville is known for its stately greystones, including these along Prairie Avenue. 

welcom 

A DECADE IN THE MAKING 

Stretching 2.7 miles along a former elevated railway 

through the Humboldt Park, Logan Square, Bucktown 

and Wicker Park neighborhoods, the 606 is Chicago’s 

buzziest new park/trail/art space. Taking its name from 

the prefix of Chicago’s zip codes, the 606 is a textbook 

lesson in adaptive reuse, taking a long-abandoned 

ap 

industrial infrastructure and turning it into a much-needed, 

functional yet beautiful public amenity. 

And though it may be a public amenity, it’s one that was 

achieved with relatively little financial investment from 

the city. Instead, the 606 is truly EXELON a marvel of private 

investment and community input, OBSERVATORY Steve Baird SIMONS of Baird PARK and 

RIDGEWAY 

WEST TRAILHEAD 

LAWNDALE 


DRAKE 

LOGAN SQUAR 

Warner and Chairman of the Trust for Public Land, noted. 

The concept for the 606 started with concerned citizens, 

who formed the Friends of Bloomingdale Trail. When the 

Trust for Public Land was approached about renovating 

a park just off the former railway, they were introduced 

to the citizen committee, and plans for the 606 bloomed 

from there. The Trust for Public Land, which has the goal 

of creating a park within a 10 minute walk of every citizen, 

assisted the Parks District in helping to acquire parcels 

along the trail to turn into parks and brought together a 

coalition of city and civic organizations JULIA to move HUMBOLDT the project 

forward, with much-needed financial, DE BURGOS cooperative OVERLOOK and 

logistical resources. 

PARK 

Humboldt 

Park 

Library 

SPAULDING 

ALBANY 

WHIPPLE 

HUMBOLDT BLVD 

CALIFORNIA

e to the 

E 

BUCKTOWN 

The 606 is a signature project of Mayor Rahm Emanuel’s 

push to create 800 new parks, recreation areas and green 

spaces throughout the city. Having parks and green space 

makes a great difference in any community, in terms of 

real estate and otherwise. “Lincoln Square is one of the 

poorest areas relative to parks and green space, in the city,” 

Baird said. “This is creating a park for those who didn’t 

have access to one. And, the 606 also takes something that 

was previously a neighborhood divider, and it turns it into a 

neighborhood connector.” 

ROCKWELL 

MILWAUKEE 

It also serves as the only major East-West bicycle corridor, 

Humboldt 

where commuters can hop on and not have 

Vocational 

PARK to NO. worry 529 about 

Education 

MAPLEWOOD 

Center 

PARK 

WESTERN 

BY MARIA DICKMAN, COMMUNICATIONS SPECIALIST 

crossing a street or negotiating traffic. And with twelve 

different entrance/exit points and proximity to the ‘L’, 

Metra, Divvy stations and several major bus routes, the 

CLYBOURN 

606 is designed for access. 

STATION 

WOOD 

MARSHFIELD 

EAST 

TRAILHEAD 

The 606, too, is a living work of art, uniting science, 

nature and culture through a series of trail events, an arts 

program with 

CHURCHILL 

both temporary and permanent installations, 

and seasonal FIELD plantings. 

PARK 

DAMEN 

The anticipated DAMEN economic ARTS development, WALSH public health, 

Bucktown- safety, environmental PLAZA and transportation PARKbenefits bode 

Wicker well Park for neighborhood real estate. 

Library 

ASHLAND 



Continued from page 25 

“We’ve all heard it said that the three 

most important features a property can 

have are ‘location, location, location,’” 

Grace Goro, co-founder of the REP 

Group at Coldwell Banker Residential 

Brokerage, said. “The one criterion that 

is nearly impossible to change has, 

for many properties along the nearly 

three mile stretch. Residents have 

swapped their view of an old train 

line for bustling green space. The 606 

offers a lifestyle that wasn’t necessarily 

available in these neighborhoods before, 

and many people find that attractive.” 

Starting 

welcom 

in the summer of 2014, listings 

began to boast of proximity to the 

proposed trail. With the trail’s grand 

opening, pictures, maps and more 

information about the 606 is common 

in neighborhood real estate marketing 

and listing materials. 

“[Whether or not] buyers will pay 

giant premiums to be close to the trail 

remains to be seen, but overall prices 

in the area are going up, especially 

as rehabbers and developers improve 

the quality of housing stock in the 

area,” Michelle Penny, @properties, said. 

“People who have plenty of housing 

choices see it as a good value and 

desirable neighborhood. More than 

anything, I think the trail has brought 

development further west.” 

Mario R. Barrios, Expo Realty Group, 

notes that the desirability of the 

neighborhood, with its ready access to 

LOGAN SQUAR 

map 

RIDGEWAY 

WEST TRAILHEAD 

LAWNDALE 


EXELON 

OBSERVATORY 

DRAKE 

SIMONS PARK 

SPAULDING 

Humboldt 

Park 

Library 

ALBANY 

WHIPPLE 

JULIA 

DE BURGOS 

PARK 

HUMBOLDT PARK 

HUMBOLDT BLVD 

HUMBOLDT 

OVERLOOK 

CALIFORNIA

606 Interactive Map 

dining, entertainment, and transportation, is attractive. 

“The area has a mixed and healthy inventory of single 

family homes, multi-family buildings and condos, with 

single-family homes having the highest use. It’s definitely 

a changing neighborhood.” 

For developers, though, finding land is a challenge. And 

rehabbed and new construction isn’t exactly seen as 

affordable by long-time residents. But for new buyers, these 

neighborhoods are seen as a great value, because they can 

e 

afford 

to 

more space for the prices and have quick access to 

the 606. 

The diversity of the neighborhood is reflected in the users 

of the trail, as well as in how neighbors interact with it. 

“As a public space that came into existence in the age 

of social media, it has been fascinating to watch and 

participate in the ‘trial experiences’ of others using social 

media,” Penny said. “I’ve seen people use the [Friends of 

Bloomingdale Trail page] to discuss trail etiquette and solve 

trail-related problems, for the community and for individuals. 

Neighbors are coming together on the trail in their real and 

digital lives.” 

The 606 joins the ranks of other great Chicago parks like 

Grant, Millennium, Union and Jackson. But, as organizers 

note, it’s more than a path or a new park. Instead, the 

606 paves its own way, bridging the gaps between four 

neighborhoods, elevating citizens above street-level, and 

giving community members space to gather, explore, journey 

and express themselves. And that’s good for all of us. 

Photos courtesy: The Trust for Public Land 

E 

BUCKTOWN 

CLYBOURN 

STATION 

ROCKWELL 

WESTERN 

MILWAUKEE 

DAMEN 

CHURCHILL 

FIELD PARK 

WOOD 

MARSHFIELD 

EAST 

TRAILHEAD 

Humboldt 

Vocational 

Education 

Center 

MAPLEWOOD 

PARK 

PARK NO. 529 

Bucktown- 

Wicker Park 

Library 

DAMEN ARTS 

PLAZA 

WALSH 

PARK 

ASHLAND 

WICKER PARK 27. 


The Locals’ 

Guide to 

Walsh Park 

1722 N. Ashland 

• The eastern-most access point of the trail, with 

basketball hoops, an athletic field, a playground 

with sandbox and a dog-friendly area 

• Nearby: Can’t go wrong with the free popcorn 

at Bucktown Pub! For a little more sustenance, 

head over to Club Lucky for old-school, familystyle 

Italian. Hollywood Grill offers breakfast at 

any time, perfect for following up the dirt-cheap 

drink specials at @North Bar. 

• Getting there: Divvy; Metra: Clybourn UPN-N, 

UPN-NW; Bus: 9, 72, 73 

Churchill Field Park 

1825 N. Damen Ave. 

• Celebrating an All-American pastime with a 

junior baseball field and dog-friendly area 

• Nearby: Grab a cool treat at Miko’s Italian Ice 

and check out the artist studios open to the 

public on weekends and the first Friday of 

each month at the Flatiron Arts building. 

Indulge your geek side at Brainstorm Comics, 

grab insanely good Korean at En Hakkore, and 

cap the day off with live music at the Double 

Door or a brew at the Map Room. 

• Getting there: Divvy; Blue Line: Damen; 

Bus: 50, 72, 73 

Park 567/Milwaukee 

Leavitt 

1799 N. Milwaukee 

• Simple, open green space with limestone 

boulders for sitting – the ideal spot for playing 

catch, picnicking, and reading 

• Nearby: Fuel up on caffeine at Ipsento before 

strolling over to Cat and Mouse Game Store 

for family game nights. Hit up BFF Bikes for 

cool gear and maybe even a new set of wheels 

before diving into the yummy vegan dishes at 

Handlebar Bar & Grill. 

• Getting there: Divvy; Blue Line: Damen, 

Western; Bus: 49, 56, 72, 73, 

Julia de Burgos Park 

1805 N. Albany 

• Features a climbing web, artistic climbing 

structure and a sitting wall with naturethemed 

art 

• Nearby: Parsons Chicken and Fish has a 

killer patio where you can kick back with a 

margarita or a Negroni slushy after overindulging 

at Roeser’s Bakery. For a fun twist, 

browse Busy Beaver Button Company’s 

collection of more than 9,000 historical pinback 

buttons and then grab a cocktail at 

Scofflaw (gin is their specialty). 

• Getting there: Divvy; Blue Line: California, 

Western; Bus: 72, 73, 82 

Don’t Miss: 

Exelon Observatory, at the western trailhead, for 

incredible city views 

Trail artwork, which turns the 606 into a living 

work of art 

• Halo Chart by Louis de Marco, an emotional 

periodic chart that reflects the artist’s effort 

to understand his negative behaviors, at 

Churchill Field Park. 

• Artist Kay Rosen’s ‘Hi’ billboard, which 

explores the ways language can be visually 

represented, at Milwaukee Leavitt. 

• Untitled (as yet) by Chakaia Booker, where 

discarded tires transform into complex 

assemblages referencing industrialization, 

consumer culture and environmental 

concerns, at Damen Arts Plaza. 

• Graffiti Garden, by the organization Kuumba 

Lynx, a series of permission walls that 

include crews that have been painting 

along Bloomingdale Avenue since the ‘80s, 

on south-facing walls in between Kimball 

and Central Park. 

• Children Are Our Future by John Weber 

and Catherine Cajandig, a reflection on 

ongoing neighborhood history and a 

message, from one generation to another, 

at California and Bloomingdale. 

• Luftwerk’s TransLIT, illuminating the 606 

with dynamic, flora and fauna-inspired 

video and original music by Owen Clayton 

Condon, at the Humboldt Boulevard viaduct. 


DIY HOME STAGING 

How to Cheaply and Quickly Stage Your Properties to Get the Best Results for Your Client 

Sellers definitely see the value in a broker who will take the 

time to stage, because a lot of brokers want the seller to do 

it on their own. Staging is not a trend, but rather a mandatory 

asset to have in your marketing strategy for any listing; it 

results in shorter market times and better prices. I stage 

properties myself and include the cost of staging in my fee. 

Plus, I enjoy it as a creative outlet – it’s fun! 

You want just enough staging – you don’t want to overdo it. 

I like simple and Zen; less is more, and it shows better online, 

too. You need just enough big pieces and accessories for 

clients to come in and say, oh I get the space and how I 

could live here. 

Staging is particularly important for empty listings. Vacant 

space is crazy, so anything vacant, I insist on staging. 

We recently staged a one bedroom apartment, and in three 

days, got multiple offers. When it’s staged, there’s a huge 

difference in market times. Potential buyers can look at 

the stuff and see where things fit. When it’s empty, they’ll 

occasionally say it looks bigger, but it’s less likely to capture 

their interest. You want the space to feel warm, light, airy, 

pretty. We accentuate the positives, and the staging helps it 

feel homier and more comfortable. 

We’ve had success staging rental properties, too. After we 

staged it, a recent listing went for $200 more per month 

than the ask. Then, when the client is ready to sell, they can 

put that money back into the property to do some necessary 

upgrades to get a better price. 

And it’s not just vacant spaces. I stage homes that people are 

still in with props. I help them declutter and accessorize. We 

move around furniture, tweak it. It makes a huge difference 

just to refresh the space. If they have the wrong furniture in 

a room or an odd arrangement, we’ll rearrange or add to it. 

Staging is particularly successful for selling weird floorplans. 

You can show where to put the dining room table, where to 

put the TV. It helps to soothe potential objections. 

Most sellers go with it now. There’s very little pushback. If 

they want a certain number that’s unrealistic unless we stage 

it, I tell them that they have to do the work, and we try to 

move it along with some staging. 



THE LIVING ROOM: 

A little seating area with coffee table and accessories is 

relatively easy to set up. 

The coolest accessory is my fake plasma TV from 

Proptronics. It’s the smartest thing, because the visual is 

lively, it adds color and art, but it’s a fake TV. Everyone 

always asks, where am I going to put the TV? And now 

you can show them. 

THE BEDROOM: 

Installing a queen-size bed in the space shows off the size 

– you could have a giant four poster king here, because the 

queen is just swimming in it. We stage smaller bedrooms 

for the same reason. If you can show that a queen mattress 

fits, then there are fewer objections to the size. 

We typically do a very simple, generic set-up. Keeping 

the furniture to a minimum – bed, nightstands, lamps and 

maybe a dresser – means it can be done easily and quickly. 

We love the bed in a bag, because it doesn’t take up much 

storage space and it’s all-in-one. Keep it tasteful – no bold 

linens, no bright red or blue accents. 

Photos cour tesy of Jennifer Mills Klatt. 

Photos: ©Positive Image and Jessica Kern, Chicago Association of REALTORS ®

THE KITCHEN: 

If I have a client who has Formica or white appliances – 

and they’re willing to spend a little money to make a little 

money – we always insist on updating appliances. You’ll 

get more money, because it won’t look as tired. 

THE BATHROOM: 

Little things like a towel, a plant, a rug and a shower 

curtain make a difference. It enhances the space, and it’s 

very Zen and spa-like. 

We’ll add a few barstools and some tchotchkes, like a fruit 

bowl, dishtowel and decorative jars with veggies in them. 

Simple, clean, but still styled. 

JENNIFER’S 

TIPS & TRICKS 

1 / GET TO NEUTRAL People just can’t 

see past paint, ever. 

2 / ANTICIPATE BUYER REACTION 

It’s harder to convince buyers to do 

any work, because of price points and 

the difficulties of visualization. 

3 / BE PREPARED Have painter/ 

appliance resources and a palette of 

neutrals ready to neutralize the space. 

4 / BE AN ASSET I have the client pay 

for any work done, but I’ll middleman 

to make their life easier. 

5 / ACCESSORIZE Groupings of little 

orchids and fake plants and vases add 

life and subtle color to the space. 

6 / MASK OBJECTIONS If there is an 

eyesore to cover, we’ll do window treatments 

like sheers, so you get light coming 

through, but block the objections. 

7 / KEEP IT SIMPLE If you’re staging a 

small home, the bare minimum is master 

bedroom, living room and kitchen. 

8 / SHOW THE POSSIBILITIES I also 

stage awkward floor plans and smaller 

bedrooms to show how things fit. 

9 / STORE SMARTER Store pieces in 

your office – or, better yet, rotate them 

throughout your listings. 

Where to Buy: 

THE BIG STUFF 

• Fort Pitt 

4920 S Central Ave, 

www.fortpittfurniture.com 

• Moving day leftovers 

• Family & friend hand-me-downs 

Where to Buy: 

ACCESSORIES 

• HOME GOODS 

www.homegoods.com 

• PIER 1 

www.pier1.com 

• TARGET 

www.target.com 

• MARSHALLS 

www.marshallsonline.com 

JENNIFER MILLS KLATT 

of Berkshire Hathaway KoenigRubloff 

has been staging listings on behalf of 

her clients for over twenty years. She 

includes the staging costs in her fee. 

31. 


TOOLS YOU CAN USE 

AVOID THE 

‘BUSY’ TRAP 

Master the Art of Effective Time Management 

I am constantly asking my brokers the question, “Are you 

running a business, or do you have a busy-ness?” We all 

love time management because we feel like we can control 

time with to-do lists and the latest apps and gadgets, 

but that could not be further from the truth. Controlling 

time is like controlling the ocean’s tide or controlling 

gravity; you cannot control it, but you can control your 

preparation. 

Preparation separates those who have a real estate 

business from those who have a busy-ness. Adding 

rituals to your day, week, month and year can be the 

difference between being overwhelmed and unproductive, 

or in control and achieving at high levels. They are that 

powerful. 

Many of the world’s high achievers start their day with 

a morning ritual. This is the only time of day that the 

phone is not ringing, email and texts are not pinging, 

and family and personal responsibilities have yet 

to awaken. Putting an extra hour in the morning 

every day towards your business will add eight, 

forty-hour work weeks each year. That is two extra 

months that you can use toward planning, thinking, 

reviewing, learning, and preparing. Then, when game 

time hits at 8 a.m., you’re ready to deal with the chaos 

that can be the real estate business. 

In 2009, I started my morning ritual of waking up at 

4 a.m. It has been one of the most important changes that 

I have made to my life. I get more done in those quiet two 


32.

or three hours than I do the rest of the day, and it allows 

me to be available for my brokers all day long, without 

the stress of unfinished business. I am not saying you 

have to wake up at 4 a.m. — my children start getting 

up for school around 6:30 a.m., so I have to be aggressive 

in my approach. Start by adding an extra half hour for 

the first week, and then add the second half hour the 

following week. You’ll be blown away by the results of 

your productivity, as well as the amount of stress that 

can be avoided by adding this extra, important level of 

daily preparation. 

Another powerful habit to add to your arsenal is a weekly 

ritual. I started mine after taking Darren Hardy’s “Insane 

Productivity” course. I set aside one or two hours late on 

a Sunday afternoon to review all of 

the meetings, appointments, text 

messages and emails from the 

previous week to ensure that 

nothing falls through the cracks. 

When I find a text message 

that got buried or an email that 

requires action, I immediately 

add that to my task management 

system for Monday. After 

I’ve reviewed the previous 

week, I then look at the 

upcoming week and 

identify the meetings, 

appointments, clients 

and agents that need my 

attention. 

Sunday Night Ritual Checklist and Goal Setting Worksheet 

I add those items to my task management system for 

Monday morning. My Sunday ritual allows me to “clear the 

calculator” so that I can go into the next week not worrying 

about the previous one. I’ve cleared my mind, which allows 

me to focus on what items need attention on Monday. 

I could write an entire article on yearly business planning, 

but I have a limited character count. In short: you should 

start planning for 2016 TODAY. Creating a real estate 

business plan in January is too late — Q1 is essentially 

already over. You have to take the time to create a 

business plan, just like pilots need to put in their flight 

coordinates. If you don’t know where you are going, you 

will never get there. This cliché’ is so basic, but it’s scary 

how many people don’t heed it. Writing down your goal for 

the year, reviewing it daily, and then putting action behind 

it is a formula for success that will never fail. 

Adding these simple productivity ideas to your life and 

business in a consistent, thoughtful way will grow your 

business; it will also decrease the amount of stress that 

comes from lack of preparation. If you take the extra time 

and effort to prepare for your day, week, month and year, 

you will save countless hours and pain from the stressful 

chaos caused by “winging it.” Get out of the trap of being 

“busy” and get back to your business. 

Jim Miller 

Managing Broker & COO 

Jameson Sotheby’s 

International Realty 


Mindset 

presented by 

for Success 

In May, the Chicago Association of REALTORS ® Foundation invited a panel of 

three top producing agents from different North American markets to share the 

secrets to their extraordinary success. Their strategies for defining a clear vision, 

implementing support systems and building a great culture were too good to keep 

to ourselves. 

product of your environment, and 

you are who you associate with. 

Make sure your filter is a positive 

one: surround yourself with positive 

people and control what information 

is coming through to you via the 

media. Wherever you put your focus, 

that’s where energy flows from. Say 

affirmations on a daily basis and put 

your intentions into them. 

who you are, express your branding 

as a reflection of who you are and 

what is important to you, and you’ll 

attract like-minded people; those 

are the people who will then refer 

business to you. 

The Patrick Lilly Team 

New York, NY 

Once I got focused, that’s 

when my business started 

to grow. The difference 

was learning what other 

successful people do to 

grow their business, and 

adapting those tactics to 

your market. 

Control Your Environment. There 

is no such thing as truth in the 

world; it’s all perception. You are a 


Set Intentions Throughout the Day. 

Know how you want your day to go. 

Setting intentions daily are key if you 

want to be successful, happier, and 

more productive. In the morning I set 

my intentions on who I want to be 

and what I want to happen that day, 

and do it again at night for the next 

day. Before a phone call or a listing 

presentation, I center myself, set my 

intentions, and focus in on the client 

so that when I walk in, I am fully 

present; thus, I am more successful 

and I am happier. 

Let Your Branding Reflect Who You 

Are. Don’t try to be everything to 

everyone. You want to work with 

people who really want to work with 

you. The most effective branding is 

an expression of your core values. Be 

The Raines Group 

Columbus, OH 

Remember that setbacks 

give you opportunity to 

reflect and get clarity on 

what you need to succeed 

and be happy.

Connect with Yourself and Others. 

Every thought and action either 

creates a sense of separation or 

connection. We have a tendency to 

beat ourselves up. Instead, write out 

acknowledgements to help gain 

positive momentum and feel 

better about yourself. Having 

gratitude creates miracles in your 

life. Affirmations reprogram your 

subconscious to create positive results 

in your life. The key to success is 

writing them down daily. Start each 

day writing out ten acknowledgements 

and ten affirmations. 

Collaborate with Your Team. We 

are happiest when we are growing 

personally and professionally. Stay in 

touch with your team and encourage 

them, whether through a daily huddle, 

a one-on-one meeting each week, 

or motivational and team-building 

incentives. 

Communicate and Stay In Touch. 

Creating and implementing meaningful 

ways to stay connected to past clients 

builds your business and allows 

you to have a great life. Maintain a 

comfortable connection with a personal 

newsletter, or develop a Wow Program. 

A Wow Program doesn’t cost a ton of 

money, and it’s something you do when 

the client doesn’t expect it that makes 

them go, “oh wow, isn’t that nice?,” 

like delivering lunch on moving day 

or greeting them with a personalized 

welcome sign at reception. 

Goodfellow Coaching and Consulting 

Ottowa, Canada 

I always thought I was 

stupid because as a high 

school dropout, I had been 

told that, but the first year 

I made a million dollars, 

I realized I wasn’t. Life is 

about what you tell yourself. 

You can change your 

attitude, but you have to 

change your head space. 

Gain Clarity. You have to define what 

you want to get out of the business, 

and what the life is that you want 

your business to provide for you. You 

have to know what it costs you, what 

you need to make, and have a written 

goal. You subconscious is in control, 

so train it with affirmations. Clarity is 

why we don’t get where we want to go. 

Make a Plan. Develop a business 

plan, something in writing that spells 

out your income, your transactions, 

and clearly lays out what you have 

to do to get to where you want to 

be. Be clear. Develop a budget that 

accounts for expenses, rather than 

your commission. You need to know 

your expenses almost better than 

your revenue, because your true 

income, your true profit, comes after 

your expenses. Look at where you 

want your cash flow, and make a 

choice: Do I want to live now, or live 

later? Pay yourself first; developing 

an investment plan may mean that 

you have to take on a line of credit, 

but paying it off will make you work 

harder. 

Be Consistent. If you aren’t consistent, 

and you don’t follow your action plan, 

then you won’t get where you want 

to go. 

Check out the full event video + Quick Takes: 3 tips from each speaker 

35. 


STRATEGIC 

PARTNERS 

GREATER 

Asian Real Estate Association 

of America (AREAA): 

As the Greater Chicago Chapter of the Asian Real 

Estate Association of America, we currently 

have over 250 members and always welcome 

more! Although the stated mission of AREAA is to 

promote home ownership among the members 

of the Asian community, we do so much more! 

This spring, AREAA Chicago members attended 

national policy days in Washington D.C., with 

a dedicated agenda to promote alternative 

credit sources and the retention of the IRS code 

permitting 1031 exchanges. Shortly after that, 

many members kicked off summer by spending 

Friday, May 29 th , working with Habitat for 

Humanity in DuPage in support of AREAA National 

Day of Community Outreach. Locally, we are 

fortunate to partner with C.A.R., along with our 

generous sponsors and lending partners, to bring 

timely and relevant programs and information to 

our members. And, we have been known to throw 

some fun social events, too! If you are not already 

a member, we are new friends and colleagues 

waiting to meet and work with you! 

Dearborn Realtist 

Board (DRB) 

I have been fortunate to be involved in many 

organizations throughout the years. I first 

was exposed to the REALTIST ® organization in 

early 2000. The reasons were convincing 

enough: to fight for fair housing issues, 

protest restrictive covenants and protect 

consumers from discriminatory lending 

practices. Make no mistake – these are not 

issues to be taken lightly. But it was the 

people involved – independent African 

American developers, banks, insurance 

companies, the lists goes on – who illustrated 

the importance of this iconic organization 

and have made it great. We continue to hold 

monthly educational programs and networking 

events to bring together like-minded real estate 

professionals. Our mission, “Democracy in 

Housing,” is a way of life for our members. As 

President, I am proud to stand on the shoulders 

that have sustained the REALTIST ® agenda of 

educating, advocating for and helping our 

members and consumers prosper. 

FIABCI-USA Chicago Midwest 

Council (The International 

Real Estate Federation) 

I have been in FIABCI for over 15 years. I joined 

while working with the CCIM Institute, so that 

I could attend the MIPIM Property Show for half 

price. I saw the value in having access to real 

estate professionals in almost sixty countries, 

as well as lawyers and mortgage professionals 

who are knowledgeable and trustworthy. Just 

four years ago, I was contacted by a woman in 

Jordan who wanted to buy a Chicago condo. She 

found me first through the Century 21 network, 

and then checked out my FIABCI profile, where 

she discovered my familiarity with international 

transactions and my qualifications to send her 

the profits from her multiple tenant leases every 

quarter. This one transaction has paid for my 

membership every year, while the other worldwide 

contacts have enabled me to earn more 

commission. My FIABCI membership is one of 

the better voluntary organizational memberships 

I have, and well worth the investment. 

Mary Murray 

AREAA Chicago President 

Tracey Taylor 

DRB President 

Ron Sears 

FIABCI Chairman 


WHY I JOINED... 

Members of our Strategic Partners share personal stories about the benefits of being part 

of these organizations! 

National Association 

of Hispanic Real Estate 

Professionals (NAHREP) 

I was invited to attend a NAHREP Chicago event 

four years ago and haven’t missed an event 

since. Prior to becoming a member, my business 

network was very small. I had very few resources 

to contact for guidance or mentorship when 

dealing with a challenging situation. NAHREP 

opened a door to unlimited mentorship, 

guidance, leadership and opportunity. This 

organization has given me opportunities to 

become a leader in my community. It gave 

me a sense of belonging to a very meaningful 

cause in our Hispanic Community. With the 

leadership of NAHREP, I re-designed my business 

plan and was awarded Top Producer by Chicago 

Association of REALTORS ® in 2014 and founded my 

own brokerage the same year. NAHREP has been 

a key to the continued growth in my career. I 

look forward to continue building relationships 

and succeeding with my NAHREP FAMILIA! 

REALTORS ® to the 

Rescue (RTTR) 

If I could afford to give up my day job and 

dedicate my life to saving animals, I would. 

Eleven years ago, when I brought home Kato, 

I had no idea how much a puppy would change 

me. I gained a new best friend. When Kato 

passed away, I knew I had to give that love 

back to other animals in need. The energy 

and selfless dedication of RTTR members is 

astounding! Last year, we assisted 30 shelters 

and raised over $ 20,000 through adoption events 

and two successful Cubs outings, and now 

we’re planning our highly anticipated 

fundraiser, the 2015 Bark Ball, which will assist 

rescues and shelters with their vet bills. I’m 

so happy to be part of a group that is doing 

amazing things! I look forward to helping RTTR 

increase its membership so we can continue 

to support local shelters and find our furry 

friends a forever home. 

Women’s Council of REALTORS ® , 

Chicago Chapter (WCR) 

The first time I heard about WCR Chicago, I was 

having coffee with one of the past presidents, 

Lauren Mitrick. She encouraged me to look 

into the organization, so I nodded and typed a 

note to myself in my phone. One year later, I 

am so proud to be a member and serve on the 

communications committee. I’ve met wonderful 

women (and men!) and learned invaluable 

industry information. My client recently closed 

on a home with the help of a trusted attorney 

I met through WCR, and currently, I’m working 

on a deal with a lender who also happens to be 

the hospitality chair. I’m very thankful for WCR 

Chicago, and I truly look forward to continuing 

my involvement. 

Jessica Barrera 

NAHREP Chicago Board 

of Director Member 

Nikki D’Ottavio 

RTTR Member 

Melanie Stone 

WCR Member 

37. 


Get Involved, 

Get Connected 

We are looking for dedicated members who want to become more invested in 

the future of the Chicago Association of REALTORS ® . Leaders who volunteer 

their time help to shape everything that we do on behalf of YOU. Committee 

members listen to their peers and colleagues, stay on the pulse of the industry 

and get things done. 

Are you forward-thinking? 

Do you enjoy being part of something bigger? 

Are you actively committed to your business, 

as well as your individual success? 

Then we want YOU. 

Now is the time to get involved! 

“I initially got involved to give back to my REALTOR ® 

family and to make sure my voice was heard on 

issues that are important to me. The reward of new 

connections, friendships and the support of C.A.R. 

have been overwhelming. I am excited for the future 

of C.A.R. and YPN!” - Erika Villegas 

“Being a volunteer with the Chicago Association of 

REALTORS 

® is a gift that keeps on giving; building 

and strengthening relationships with my peers and 

giving back in a hyper local way to the industry that 

I am in and that I love. The meaningful impact is felt 

immediately in my business and the crossover that 

happens in our industry from professional to personal 

growth. Thank you C.A.R. for the honor and the 

opportunity to be engaged and involved!” - Sam Powell 

“Getting involved at C.A.R. has been invaluable to 

my business - there’s a learning opportunity at 

every committee meeting. Surrounding myself 

with the leaders of our industry was the smartest 

decision I made.” - Dave Naso 

COMMITTEES 

Board of Directors 

Audit Committee 

Global Real Estate & Emerging 

Markets Forum 

CommercialForum Committee 

Grievance Committee 

Professional Standards 

Committee 

Finance Committee 

Forms and Contracts 

Committee 

Signature Event Advisory 

Groups 

West Towns Advisory Group 

C.A.R. Young Professionals 

Network Work Group 

Professional Development 

Advisory Group 

Public Policy Forums 

• Government Advocacy Forum 

• Property Management Forum 

• RPAC Fundraising Work Group 

For more information about 

each individual committee, their 

missions and goals, and for 

application instructions, please 

visit www.ChicagoREALTOR.com/ 

membership/getinvolved/ 


Building Stronger Communities 

Real Estate Rumble 

$ 12,000 raised for Big Brothers Big Sisters 

$ 6,000 raised for Mercy Home for Boys and Girls 

Rocky comes to life at Chicago Real Estate Rumble, a real estate charity event focused 

on giving back and having fun! Founded by Ryan Cotter and Grigory Pekarsky, 

competitors are all active real estate and real estate-affiliated practitioners, who sign 

up to train and compete in a three-round amateur boxing match. Amateurs and 

newbies to boxing alike are welcome to compete, and all competitors are partnered 

with a professional trainer to train for up to six months prior to the main event, 

which has benefitted Big Brothers Big Sisters of Metropolitan Chicago for the 

past two years. Fancy a go? Enrollment is open to anyone involved in real estate. 

u www.ChicagoRealEstateRumble.com 

u www.Facebook.com/ChicagoRealEstateRumble 

Photo credit: Chi Def 

Dancing for Humanity 

$ 

12,000 raised for Chicagoland 

Habitat for Humanity Youth Board 

REALTORS ® dance, dance, dance the afternoon away for the 

Chicagoland Habitat for Humanity Youth Board’s Dancing for 

Humanity. This year’s fun included performances by several talents 

in the Latin Dance community, as well as a hosted bar, dance lessons, 

taco bar, silent auction, and raffle. Hosted by Nicole Suárez, anchor of 

Hoy Noticias MundoFOX Chicago, and Akos Straub, founder of The Group 

RE, Coldwell Banker, the program featured Cha-Cha, Bachata, Mambo, and 

Zouk dance performances. Attendees also heard from a partner family with 

the Habitat for Humanity affiliate who moved into their new home in February. 

u www.facebook.com/HabitatYouthChicago 

Photo credit: James Kruml/RoboToast for Chicagoland Habitat for Humanity 

RTTR Cubs outing 

$ 

20,000 raised for animal shelters and rescues 

REALTORS ® to the Rescue takes their animal advocacy out to the ballgame at the annual RTTR Cubs 

outing. This year, the Cubs outing sold out two weeks prior to the event, and over 500 REALTORS ® , 

friends and family members came together to support the cause. In addition to the Cubs outing, 

RTTR supports the efforts of Chicago’s pet shelters and rescues through volunteer procurement, 

adoption events, fundraising efforts and direct financial support. This fall, they will be hosting an 

adoption event with Pet Supplies Plus. And, mark your calendars for the first annual Bark Ball on 

November 5. 

u www.REALTORStotheRescue.org. 

Photo credit: REALTORS ® to the Rescue 


SOUND OFF 

REALTORS ® + Technology 

Tips, tricks and words of advice for building on long-established 

practices with modern tools 

Jeanine McShea 

Related Relaty 

@jeaninemcshea 

Stephanie Brimo 

Redfin 

@redfin 

Technology: Are brokers too 

connected, or not enough? 

You have to do all of it, but people 

also need to see your face and hear 

your voice. 

Technology is just a tool to help you do 

the business you want to do. It’s not an 

end-all, be-all. 

Are snail mail and handwritten 

letters still relevant? 

What’s most important when 

maintaining and developing client 

relationships? 

What are some of your favorite 

new technologies that have helped 

the industry? 

How is tone best conveyed through 

nonverbal communication? 

What is the relevance of blogging, 

transaction updates, and monthly 

newsletters while building one’s 

business? 

Yes, especially because 90% of the 

mail we get is junk or bills. It’s intriguing 

to see that you get a handwritten letter, 

with the handwritten address. 

Online presence. And watch what you 

put on Facebook — it’s not the place to 

rant. Rant in your journal. 

The Chicago parking app has saved my 

life — I haven’t had a parking ticket 

in a year. And the other one is Genius 

Scan. You can take a picture of a 

document and it turns it into a scan. 

Always read emails and texts twice 

before you hit send, just because 

you don’t know the tone you’re going 

to inflect. 

I would encourage everyone to blog, 

but use original, relevant content and 

make sure you remember that we’re 

held at a higher standard as licensed 

professionals. 

Nothing replaces a handwritten note. 

Much like automated emails, which you 

can sniff a mile away, you can also sniff 

a generic note. Put something personal 

in there to that person. 

Do good, quality, honest business. 

People used to be able to hide from 

that kind of stuff, and now with online 

reviews, they can’t. Your online persona 

will reflect that. 

DocuSign is a life changer. Having email 

is wonderful in being able to have a 

paper trail. Even texting is great for its 

speed and documentation. 

Don’t write an email like it’s a text. 

There’s nothing more obnoxious, and 

it conveys that you’re too busy for 

your clients. 

The most relevant content you can give 

someone is what you should give them 

— things that they’re interested in: 

CMA, market information, something 

that shows that you’re an expert. 


Chuck Goro, Jeanine McShea, Nick Nastos, Nick Libert and Stephanie Brimo prior to a panel discussion on how 

technology is changing real estate at the May YPN breakfast. 

Chuck Goro 

Coldwell Banker 

Residential Brokerage 

@MrCGoro 

There are different ways to respond to 

people, but the same relationships that 

were developed forty years ago in real 

estate still need to be developed today. 

That doesn’t mean sending 8,000 

postcards to a neighborhood. Postcards 

are a waste of money. With handwritten 

notes, you’re doing yourself a great 

value, and your clients love it. 

It’s building relationships, maintaining 

them, working with them, making sure 

you’re always close to them and there 

to be an answer or a resource. 

It’s way different then when I started, 

when we were writing deals on the 

hoods of cars and trying to beat the 

other agent into the office with an 

offer. Paperless has helped a lot. 

You can go back and forth on the 

phone; you cannot go back and forth 

on an email. And once you’ve written 

it, it is there forever. 

Be an expert. Talk to them about great 

things happening in a neighborhood 

— restaurant openings, retails store, 

events — that they would be excited 

to read that’s not “I’ve got a brand 

new property.” 

Nick Libert 

EXIT Strategy Realty 

@NickLibert 

You need to know the style of your 

client, and you have to ask for that time 

to dialogue. 

With the number of emails we get, the 

tone and the personal touch is just 

missing. Notes stand out, because that 

person took the time. 

I’ve had a great deal of success 

connecting to people on social media. 

Then, I know their milestones, so it’s 

a good way to build a relationship on 

a deeper level. 

Video and web conferencing has also 

been of great use to us for clients, and 

we can bring some of the talent that 

exists in other parts of the country into 

our offices, without having to fly them in. 

If you’re not in a place where you can 

correctly and fully communicate and 

respond to someone, just let them 

know that you’ll respond shortly. 

I do send out things every month, like 

an electronic newsletter, and I think it’s 

great and the standard, but you really 

have to monitor what you’re sending 

out, because it can get dry. And please 

use spell check. 

KEY POINTS 

“ 

The greatest quote I’ve heard 

came from a millennial: “Every 

new technology introduced 

decreases our social skills.” In 

terms of connectivity, you have 

to do all of it, but people also 

need to see your face and hear 

your voice. 

” Jeanine McShea 

Related Relaty 

“ 

Technology is there to make 

your job more efficient and easier; 

it’s not there to mask ineptitude. 

It’s there to enhance involvement 

and what you’ve already got, 

timeless skills like intelligence, 

savvy, honesty, transparency. 

Stephanie Brimo 

” 

Redfin 

“ 

The business has changed for 

the good, but you have to use it 

with the changes that are good 

for you. Don’t forget that people 

are the most important part of 

this business. The only thing that 

you can do to get strong in this 

business is to stop getting ready 

to get ready. Just go to work. Go to 

work, talk to people, meet people, 

and tell them that you’re going to 

do a great job. Show them that 

you know what you’re doing. The 

technology will not build you; it’s 

just an assistant. 

” Chuck Goro 

Coldwell Banker 

Residential Brokerage 

Lincoln Park 

“ 

It’s a lot easier to build a 

reputation now. But social media 

doesn’t solve all ills. Build a network, 

physically. Be a professional 

in how you communicate and 

present yourself, in person as 

well as online. 

” Nick Libert 

EXIT Strategy Realty 


MANAGING BROKERS 

Employee Classification 

How do I classify my brokers — 

as Independent Contractors or Employees? 

This is a huge issue for the industry right now — and for good reason. The line between 

an independent contractor and an employee can be blurry. 

Why does it matter? 

Misclassifying an employee as an independent contractor 

excludes an employee from benefits, overtime and 

unemployment insurance. As an employer, misclassification 

can lead to severe employer penalties and fines. 

Misclassification resulted in a $ 97 million settlement in 

Vizcaino v. Microsoft. Estrada v. FedEx resulted in an 

award of $ 5 million in compensation and $ 13 million for 

attorney fees, and a separate FedEx case concluded with 

a ruling of $ 319m in back taxes and penalties. 

A Win for the Real Estate Industry 

On June 3, 2015, the Massachusetts Supreme Judicial 

Court ruled that real estate salespeople are, in fact, 

independent contractors, rather than employees. In 

Monell v. Boston Pads, LLC, the plaintiff argued that, 

because the firm required office hours and training, 

their agents deserved to be classified as employees, not 

independent contractors. The court disagreed and ruled 

in favor of the defendant, but had they sided with Monell, 

DOS AND DO NOTS 

Do: 

• Require the salesperson to sign an 

independent contractor agreement. 

You can view NAR’s recommended 

provisions of what to include at 

www.REALTOR.org/law-and-ethics 

• Pay the salesperson on a commission 

basis 

the decision would have had a major impact on the 

industry as a whole, and an immediate effect on the 

Massachusetts real estate brokerages, as brokers would 

have been responsible for back pay, benefits and fines. 

While the ruling was an overall win for the real estate 

industry, unfortunately, the court was not asked to decide 

what rules could be applied to determine whether a 

person should be considered an independent contractor 

or employee.. 

The Key: It’s All About Control 

Whether a worker is an employee under the Fair Labor 

Standards Act is a legal question determined by the 

economic realities of the working relationship between 

the employer and the worker, not by job title or any 

agreement the parties may make. 

The amount of control a broker exerts over an individual 

determines whether they are an independent contractor, 

Do Not: 

• Control how, when and where the work should be done, 

including what tools and/or equipments to use, what 

works to hire or use for assistance with the work, where 

to purchase supplies and services, what work must be 

performed by a specific individual, or what order or 

sequence to follow 

• Offer any type of employee benefits or perks 

• Add the individual to your payroll 

• Use the terms “staff” or “employee” 

• Require mandatory desk or phone duty 

• Require that reports be provided on a regular basis 

• Provide them with any type of equipment, including a car, 

phone, or laptop 

• Provide reimbursement for any expenses, including 

mileage and travel 


versus an employee. The less control a broker exerts 

over their agents, the more likely that the independent 

contractor status will prevail. 

Payment and Taxes 

Once the determination has been made regarding 

whether an individual is an employee or independent 

contractor, you must be sure that they are being paid 

correctly and that taxes are handled properly. 

Employees must: 

• Be paid on a regular basis 

• Report income on W-2 

• Withhold federal, state and local income taxes 

• Withhold and pay social security and Medicare taxes 

• Pay unemployment tax on wages paid 

Independent contractors must: 

• Be paid on a commission basis 

• Report income on 1099 

• Be responsible for paying their own taxes 

*Disclaimer: The information provided within should not be substituted for legal advice. 

We’ve put together a wealth of information to help 

you protect yourself, including: 

• resources from NAR’s Legal Affairs Department 

• the Department of Labor’s Economic Realities Test 

• the IRS 20 Factor Test 

What about assistants, or individuals 

other than brokers? 

The above criteria still applies. 

Keep in mind, too, that when in doubt, the safest course of 

action is to consider the individual an employee. 

Donna Garcia, MSHR, SPHR, SWP, RCE 

Director, Association Strategic Business Planning 

National Association of REALTORS ® 

6. Do they perform 

work that’s integral to 

the business? 

1. Do their decisions 

affect the business’ 

opportunity for profit 

or loss? 

5. Do they use their 

own independent 

business initiative, 

judgement and skills? 

Employee 

or 

Independent 

Contractor? 

2. Do they make 

investments in 

equipment or facilities 

for business purposes? 

4. Do they have a 

permanent working 

relationship with an 

employer? 

3. Does the business set 

their pay rate, work hours 

and duties? 

Adapted from a similar chart by 

the Department of Labor 

43. 


COMMERCIALFORUM 

What You Need To Know 

About Eb-5 Financing 

Now, more than ever, real estate developers throughout the United States are taking 

advantage of EB-5, a government program aimed at granting permanent residency 

to foreign investors. The program has an annual cap of 10,000 for these visas, 

which was reached last year for the first time since the policy was started as a pilot 

program in 1993. 

So how has this become so popular and what does it have 

to do with developers and real estate? The EB-5 program 

requires a foreigner to invest $ 1,000,000, or $ 500,000 if the 

project is located in a “Targeted Employment Area,” in an 

American “commercial enterprise.” This is typically a new 

project but can also include the expansion of an existing 

one, so long as there is a forty-percent increase in the net 

worth or number of employees. 

Because of the program’s job creation requirements, 

not all commercial enterprises qualify. However, 

because the cost of 

the money 

is significantly less than that with traditional institutional 

financing, developments such as hotels, restaurants, private 

schools and manufacturing facilities have been taking 

advantage of this alternative financing source. Additionally, 

unlike most equity financing scenarios, developers are not 

pressured to reward the foreign investors with high returns 

because the foreign investors are mostly concerned with 

obtaining permanent residency in the United States. Some 

examples of projects that have utilized EB-5 financing 

include the SLS Hotel and Casino in Las Vegas, the 

Godfrey Hotel in Chicago, Aker Philadelphia Shipyard and 

Brooklyn’s Atlantic Yard real estate development. 

However, EB-5 does have some drawbacks. A developer 

may have to wait no less than eight or nine months 

before the funds become accessible, and some of the 

EB-5 projects have been schemes to defraud foreign 

investors. One example of this is the O’Hare Hotel 

and Convention Center, which was to be built on the 

now-vacant land located at 8201 West Higgins Road, 

just off of I-90’s Cumberland exit. Lastly, China, 

where over 80 percent of the EB-5 visas have been 

issued, is experiencing a backlog, and therefore, 

interest in the program may wane. 

It will be interesting to see where the EB-5 

program goes from here and how it will be 

modified due to its popularity. What is certain 

is that every commercial real estate broker 

should be aware of the program and how it can 

potentially benefit a developer client. 

Lucas M. Fuksa 

Partner 

Fuksa Khorshid, LLC 


SOURCE: 2015 PROFILE OF HOME-BUYING ACTIVITY OF INTERNATIONAL CLIENTS 

$ 

104 billion 

Referral Methods for 

All-cash 

purchases 

accounted for 

55% 

of reported foreign 

61% 

Detached 

Single-Family 

International Clients 

4% Signs in yards/ 

ads on boards 

9% 

Other 

9% 

Domestic source 

11% Walk-in/ 

Open House/ 

Phone call 

International buyers with 

an interest in Chicago real estate 

Mexico 

2% International source 

26% 

Previous 

contacts/ 

clients 

20% 

Website/ 

online 

total foreign 

sales dollar 

volume 

Source of 

Online/Website Leads 

Agent/firm’s website 37% 

Other online RE sites 11% 

Realtor.com 10% 

Local MLS website 7% 

Other aggregators 7% 

Other broker’s website 5% 

Commercial listing service 1% 

Client’s home country real estate service 1% 

19% 

Others 11% 

Friends/ 

Don’t know 11% 

family 

0 5 10 15 20 25 30 35 40 

transactions 

India 

Russia 

China 

19% 11% 7% 

Condo or 

Apartment 

Townhouse 

and/or 

Row House 

Land/Other 

Types of Property 

Purchased by 

International Clients 

China: Chinese buyers have the highest percentage of all-cash transactions and highest average purchase price. 

Russia: Chicago ranked in the top 5 Realtor.com searches for Russian buyers 

India: Most purchasers are resident foreigners looking for primary residences — mostly single-family homes in suburban areas. 

Mexico: 62% of purchasers are resident foreigners interested in mostly single-family homes 

in suburban and urban areas. 

N.A.R.’s 2015 Profile of Home-Buying Activity of International Clients 


Government Affairs Update 

Election Results 

43 

races received 

RPAC funding in 

the April elections 

success in the 

97%primary 

Why RPAC? 

Consider RPAC your best investment in real estate! 

RPAC contributes to the campaigns of candidates who 

understand what real estate means for the economy, and 

what homeownership means for families and communities. 

Your RPAC donation gives you the opportunity to 

have an impact in city, state and national elections and 

shape real estate legislation, and helps us maintain our 

status as the Voice for Real Estate ® at every level of the 

government. 

Chicago 

$ 

300,000 

spent 

success in the 

75%run-off 

Issues Facing REALTORS ® 

Here are just a few of the local issues your Government 

Affairs team is working on. These are very fluid, we urge 

you to visit www.ChicagoREALTOR.com/Advocacy for 

overviews and updates on the issues. 

• Personal Property Lease Transaction Tax 

a.k.a. Cloud Tax 

• Affordable Requirements Ordinance (ARO) 

• Residential Landlord Tenant Ordinance (RLTO) 

• Property Tax Assessment Appeals Education 

Invest Today! 

We’ve made it easy for you: the quickest and easiest way to make your investment is while paying your dues. We’ll 

put your dollars to work for you. 

Contributions are not deductible as charitable contributions for federal income tax purposes. The Illinois REALTORS ® Political Action Committee (RPAC) collects contributions from members of the National Association of REALTORS ® 

(NAR) for political activities. A portion of each contribution will be used for state political activities; at least 30% will be used for federal campaign purposes. The federal portion will be charged against an individual’s federal contribution 

limits under 2 USC 441a. Contributions are VOLUNTARY and refusal to contribute does not affect membership rights. A member may contribute more or less than the suggested amount. A copy of our report filed with the State Board 

of Elections is (or will be) available on the Board’s official website www.elections.il.gov or for purchase from the State Board of Elections, Springfield, Illinois. 

Your RPAC 

Dollars at 

Work 

Your Chicago Association 

of REALTORS ® 

Government Affairs 

team met with new 

alderman to help 

explain past and 

current real estate 

issues affecting 

REALTORS ® . 

L to R: C.A.R. Senior Government Affairs Director, Brian Bernardoni, Kevin Lamm (staff of Alderman Milly Santiago), Alderman 

Raymond Lopez, Alderman Patrick Daley Thompson, Alderman Brian Hopkins, Public Policy Chair Gail Spreen, C.A.R. Government 

Affairs Director, Kris Anderson, Vernon Wiltz (staff for Alderman Derrick Curtis), Alderman Greg Mitchell, Alderman Derrick Curtis 

and Alderman Anthony Napolitano. 

Photo credit: Felicia Yonter 


ASSOCIATION NEWS 

C.A.R. President among 

REALTORS ® 

inducted 

into RPAC Hall of Fame 

On Tuesday, May 12, Chicago Association of REALTORS ® President 

Hugh Rider and member Loretta Alonzo were inducted into the RPAC 

Hall of Fame, in recognition of their donations of $ 25,000 to the 

REALTORS ® Political Action Committee. RPAC funds are necessary 

for the successful advocacy for a business environment that is 

favorable to REALTORS ® and their clients. Congratulations, Hugh 

and Loretta! To support RPAC, please visit www.rpacnow.com. 

TRID Implementation 

Deadline moved to 

October 3, 2015 

Beginning Oct. 3, 2015, REALTORS ® and their clients will face new rules 

which govern how mortgages will be handled. Under the Real Estate 

Settlement Procedures Act and the Truth in Lending Act, new procedures 

and timelines will be implemented which could result in closing delays. 

• A new Loan Estimate form replaces the initial truth-in-lending and 

Good Faith Estimate forms. 

• The new loan estimate form must be delivered to the consumer 

within three business days of their loan application. 

• A new Closing Disclosure form will replace the final truth-in-lending 

disclosure and HUD-1 form. 

Pre-approval and pre-qualification letters are still allowed. For more 

information, including a list of resources and news updates, visit 

www.ChicagoREALTOR.com. 

Photo credit: Jon Broadbooks, Illinois Association of REALTORS ® 

Market Overdrive Radio Show 

Market Overdrive is a dynamic radio talk show that airs every Saturday 

from 1-3 PM on AM560 The Answer. Hosts Karla Mina and Nick Memeti 

shine a light on the real estate business, reviewing market trends, sharing 

best practices and cutting apart investment strategies to give listeners a 

competitive edge in today’s real estate market. Since their launch, Market 

Overdrive has tripled the station’s ratings for the time slot, and their social 

media efforts reach an average of 20,000 people. 

Photo credit: Dietrich Zeigler 

47. 


MRED UPDATE 

Q+A: Rebecca Jensen, CEO, MRED 

Chicago REALTOR ® talked with MRED’s 

new CEO, Rebecca Jensen, who has worked 

in the MLS industry since 1998, about her 

plans for MRED’s future. 

CR: What attracted you to the MRED 

position? 

R: Who wouldn’t be attracted? Known as a 

“powerhouse” in the MLS industry, MRED 

provides service to approximately 40,000 

brokers and appraisers and 8,000 offices. 

MRED is widely known and respected as 

a leader in the industry. I am honored to 

serve as the CEO of such a prominent MLS. 

Jensen 

CR: How will your experience at RESO 

and URE impact your approach to MRED? 

R: I have learned so much in the time I spent at 

UtahRealEstate.com and in my continuing participation 

with the Real Estate Standards Organization (RESO). Having 

experienced success due in large part to great Board leadership 

and a terrific staff, I plan on taking similar advantage of the 

talents and skills here. I focus on the highest priorities, and in 

my years in this industry, have learned to listen first to develop 

the best solutions available for any given issue. 

CR: What are your short term and long terms goals for MRED? 

R: My goals have been formulated with MRED’s Board of 

Managers at our Strategic Retreat. 

For the long term, I’m focused on improving data accuracy 

within connectMLS; evaluating how MRED’s various tools can 

be more effectively integrated for a seamless flow throughout 

the real estate transaction; creating business analytics tools to 

evaluate technology’s effect on the marketplace; having greater 

control of where MRED data is going and the ability to share 

that information with our Brokerages; having a fully functional 

mobile experience for our customers; and having a store-front 

of products, including product reviews, for our customers to 

purchase. 

For the short term, we’ve already identified steps that will move 

us forward on all of these initiatives. 

CR: What are the unique challenges in the Chicago market 

that MRED faces, and how will you approach them? 

R: Due to the size and breadth of MRED, the most unique 

challenge is in responding to the many different constituencies 

that exist here, and understanding that what we do impacts so 

many people, not just here but across the country. So I focus on 

getting as much information from as many sources as possible 

to make the most informed decisions. I have two ears and one 

mouth, and I try to use them proportionally. 

CR: Are there any specific areas you’d like to expand for 

MRED’s future? 

R: Our long term goals are of the highest priority and will define 

our future. In addition to these, MRED has supported the Broker 

Public Portal, the initiative by Brokers and MLSs to create a 

national consumer facing website. This is something we all 

should be keeping an eye on, to see when it will be entering that 

very competitive marketplace. 

CR: What do brokers need to know about MRED products as 

many of them transition to paperless/mobile office? 

R: MRED continues its efforts to keep connectMLS as the 

cutting-edge MLS system in the country. We are working on 

adding additional forms that will auto-populate information 

directly from connectMLS. DocuSign is integrated into these 

forms. Products such as Cloud CMA and Cloud Streams allow 

for the delivery of CMAs and listing information via any mobile 

device, easily and quickly. As you’ve already seen, having a 

fully functional mobile experience is one of the goals from Strat 

Planning, and obviously a very high priority to our leadership. 

CR: What can Brokers expect from MRED with you at the helm? 

R: Change is a part of any new President/CEO coming on board. 

We all have our ideas. However, I am more interested in hearing 

the ideas of our customers. I have plans to change the feedback 

process and will integrate focus groups more fully into the 

decisions that MRED makes. 

CR: How will MRED continue to meet broker’s needs? 

R: MRED will continue the great relationships that have been 

built with its brokerages. They are our partners. MLS data 

should fuel their business, not be a speed bump. We always 

strive to be easy to do business with. I have been so impressed 

by how much MRED’s Board leadership cares about the real 

estate professional. 


EDUCATION 

The Art of Effective 

Communication 

As human beings, we receive all types of communications 

through our own personal filters. Prejudgments, expectations, 

and built-in defenses can affect how we interpret 

information and respond. As a result, if we don’t reflect on 

whether our observations and emotional reactions are based 

on the correct information, we may make a situation worse. 

How else do you think a discussion about the type of cheese 

you want in your salad becomes blown out of proportion? 

Building relationships based on clear communication 

requires the following: 

ACCURATE PERCEPTIONS – Ensure your 

interpretations of any situation, conversation or 

written materials is accurate by validating the 

information and seeking additional clarification 

before deciding on a course of action. 

DOUBLE CHECK – Paraphrase back what 

someone tells you so that there is no room for 

miscommunication, or ask open-ended follow-up 

questions until you are satisfied with the facts. It 

may take more time, but you will dramatically increase the 

reliability and accuracy of the communication exchange. 

To be an effective communicator, we must understand how 

others perceive us, too; they will respond equally to who we 

are, as well as what we say. Therefore, once we have a clear 

understanding of our effect on others, we can then refine 

our ability to establish a positive connection – both verbally 

and in writing. 

By learning to target your communication effectively to 

enhance or overcome other people’s perceptions, you will 

find that your interactions become more lively and honest. 

Understanding yourself is the first step to building any 

lasting relationship. 

Karel Murray is a certified speaking professional, distinguished 

real estate instructor, author and business specialist who specializes 

in helping real estate professionals and executives resolve 

interpersonal conflict and achieve work/life balance. 

She will be presenting a class on communication September 28 th at DePaul University. 

For more information, visit www.ChicagoREALTOR.com. 

REACT APPROPRIATELY – Wait to react 

until you have all the information possible. Your 

initial response may be an emotional one. Learn 

to hold that in check until you really know the 

full story and whether an emotional response is appropriate! 

HAVE FAITH – Believe that there will be a 

positive resolution to any communication issue. 

A forward-thinking, optimistic outlook can 

help smooth the challenges in interpersonal 

relationships. Nothing is impossible to fix unless the other 

party won’t cooperate. 

DEAL WITH IT – Learn to address 

problems directly. Often, the behavior of an 

individual is the source of the uproar, rather 

than the situation or information. Address 

those behaviors directly, and you’ll be well on your 

way to smoothing out the communication process and 

establishing a positive resolution. 


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10/22 – 10/23 All-day Sessions 8:30am - 5:30pm C.A.R. West Towns 






Broker Post Licensing 15 Hour Course (1 st half of 30 Hr) 

11/2 – 11/3 All-day Sessions 9:00am – 5:00pm C.A.R. Central 


Broker Post Licensing 15 Hour Applied Real Estate Practices – 

Interactive (2 nd half of 30 hr) 



Managing Broker 30 Hour Pre Licensing Course (1 st half of 45 Hr) 


Managing Broker 15 Hour Applied Management and 

Supervision – Interactive (2 nd half of 45 hr) 


Leasing Agent 


Instructor Development Workshop (CE Licensing for Instuctors) 

10/1 All-day Sessions 9:00am – 4:00pm C.A.R. Central 

Hot Topics/Designations 

The Chicago Association of REALTORS ® Hot Topic Series provides educational programs 

to help our members stay on top of the industry. 

Income Property Analysis 

9/15 - 9/16 8:30am - 5:00pm C.A.R. Central 

Tax Strategies Live! 

9/16 10:00am – 12:00pm C.A.R. Central 

9/16 1:00pm – 3:00pm C.A.R. Central 

Sales Skills Workshop 

9/17 8:30am - 4:30pm C.A.R. Central 

Roadmap of a Transaction 


The Art of Effective Communication 

9/28 9:00am – 12:00pm Depaul (Loop) 

E-PRO (Day 1) 

10/1 9:00am – 5:00pm C.A.R Central 

Social Media Setup for Real Estate 

(Now with 3hrs Elective CE Credit!) 


Social Media Ethics for Real Estate 


Renovation Mortgages 101 


Certified Negotiation Expert (CNE) 

10/12 – 10/13 9:00am – 4:30pm C.A.R. Central 

Essentials of Property Management 


Seller Representative Specialist (SRS) 


Military Relocation Program Certification 

11/12 8:30am - 5:00pm C.A.R. Central 

Listing Presentations from any Device! 


Accredited Buyer Representative 

(2 Day Core Course) 

12/2 – 12/3 9:00am – 5:00pm C.A.R Central 

BPOR (Broker Price Opinion Resource) 

12/4 9:00am – 5:00pm C.A.R Central 

Real Estate Property Tax Reduction in Illinois 




REGISTER 

REQUEST INFORMATION 

Home Program Career in Real Estate Why RRES? Testimonials Admission FAQs Contact Us 

IS REAL ESTATE THE CAREER 

FOR YOU? 

WHY RRES? 

STEPS TO BEGIN 

We’re excited to launch our 

NEW Pre-licensing website. 

• Resources to guide students through their new career journey 

• Detailed program breakdowns, FAQs and testimonials from past students 

• Access to postings on our Career Center site 

www.REALTORSRealEstateSchool.com 

51. 


Chicago REALTOR ® Magazine

Autumn2015_CRMOnline.pdf

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