Winter2015 CRMagazine

CR 

Paving a Path to 

LEADERSHIP 

Chicago REALTOR ® 

Magazine 

V o l u me 25 | Winter 2 0 1 5 

Meet 2015-2016 

C.A.R. President 

DAN 

WAGNER 

& the NEW 

Board of Directors 

PRSRT STD 

U.S. Postage 

PAID 

Permit No. 8 

Chicago REALTOR 

The Official Publication of the Chicago Association of REALTORS ® 

HOW TO:BUILD 

HIGHLY EFFECTIVE 

TEAMS 

www.ChicagoREALTOR.com 3

2015 

VERIFY YOUR 

INDIVIDUAL 

OR TEAM’S 

SALES DATA 

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2 Chicago REALTOR ® Magazine

21. 

Introducing the 2015-2016 

Board of Directors 

Winter 2015 

ChicagoREALTOR® 

MAGAZINE 

IN EVERY ISSUE 

4 President’s Perspective 

6 From the CEO 

8 Editor’s Note 

9 Digital Extras 

38 Bookshelf 

39 Playlist 

48 Calendar 

50 The Buzz 

28. 14. 

FEATURES 

17 Dan Wagner: Uniting the Industry 

21 Introducing the 2015-2016 Board of Directors 

26 Hall of Fame: Larry & Alfred Klairmont 

28 Paving a Path to Leadership 

30 Highly Effective Teams: A How-To 

32 Planning Your Best New Content Strategy 

35 Sound Off: How to Work Effectively With A Lender 

30. 

UPDATES 

20 Association News: Boys & Girls Club Partnership 

40 CommercialForum 

41 Global Real Estate Council 

42 Association News: Criminal Trespass, Nonprofit Spotlight, 

National Good Neighbor Awards, and more! 

44 Industry Partners 

46 Government Affairs: R Voice Chicago 


PRESIDENT’S PERSPECTIVE 

It is an incredible honor for me to serve you as your 

2015-2016 Chicago Association of REALTORS ® 

President. I’m excited to begin a new year, with a 

new board. 

As I mentioned in my inaugural speech, our founders’ stated 

purpose was to unite the real estate professionals of America, 

for the purpose of asserting effectively a combined influence 

upon matters affecting real estate interests. As C.A.. enters its 

132 nd year, we must remember that, just as the leaders before 

us laid the foundation to unite the real estate industry, we, too, 

should strive to continue that tradition today. 

One of the goals I’ve set for my presidency is to encourage 

further collaboration with our industry partners. Despite the fact 

that our specialties may differ, we are linked within the larger real 

estate community, and collaboration such as this will only serve 

to expand the support and development of our future leaders. 

See why your peers invest 

in RPAC. 

Another goal that I have is to strengthen our relationships with the 

Illinois Association of REALTORS ® and the National Association 

of REALTORS ® . Furthering these relationships can only help 

us accomplish our shared goals. I have recently accepted the 

position of commercial liaison to NAR, and I serve on IAR’s Board 

of Directors. We have many other C.A.R. members serving in 

leadership positions at both the state and national levels, as well. 

his is an opportunity for us to present a united front to fight for 

our industry and for private property rights. 

One way I encourage you to get involved is in the community. 

2016 NAR President Tom Salomone has challenged all of the 

Associations to make a donation to the oys and irls Clubs of 

America. C.A.. stepped up, and we were the first Association 

to pledge our support with a $ 10,000 donation. 

This is just one of the many ways that REALTORS ® make a 

difference, every single day. I look forward to rising to meet the 

challenges ahead, with your support. 

DAN WAGNER 

2015-2016 President 

Chicago Association of REALTORS ® 


Imagine your business if... 

• There was an extra tax on your real estate commission 

• There was an extra tax on your clients’ real estate transactions 

• There was no mortgage interest deduction, 

costing your clients millions 

• There was an extra tax on your MLS subscription 

• There was a ten percent tax on all your advertisements 

RPAC 

dollars work 

to keep 

these issues 

from being 

your reality. 

Invest in RPAC to protect your clients and your business, today. 

R 

PRO-REALTOR ® 

RPAC SUPPORTS 

PRO-BUSINESS 

CANDIDATES WHO 

PRO-GROWTH 

RPAC is one of the 

most bi-partisan 

PACs in the nation 

UNDERSTAND & PROMOTE 

REAL ESTATE ISSUES 

SUPPORT LOW TAXES 

www.ChicagoREALTOR.com/RPAC 

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. 


FROM THE CEO 

“work for a cause; not applause; live life 

to express, not to impress; don’t strive 

to make your presence noticed, just 

make your absence felt.” 

I love this quote, as it summarizes the quiet commitment of our 

members, volunteer leaders and staff to make a difference in the lives 

of their families, firms, communities and the real estate industry. 

It also aligns with our vision statement: The Chicago Association of 

REALTORS ® prepares educated and innovative real estate professionals 

to become engaged leaders in our ever-changing communities. 

As we welcome in a new year, the 2015-16 leadership and staff have 

been discussing how we can be more impactful leaders. We want to 

seize this excellent opportunity to reflect on what we’ve been doing 

well as leaders, and focus on how we can improve in the future. 

I would like to offer three small, simple ways you can make a difference 

as a leader in the coming year: 

Invest in Yourself: The leadership of C.A.R. is investing in your 

professional development by offering complimentary Continuing 

Education through February 29, 2016. We hope you will take 

advantage of this initiative, so that you can invest elsewhere — in 

additional professional development, your family’s needs, your 

community, or perhaps, RPAC and the C.A.R. Foundation. 

Check out the entire list of 

Foundation supporters. 

Invest in Your Community: We at C.A.R. are proud of the leadership that 

so many REALTORS ® demonstrate in their communities. This year, C.A.R. 

is partnering with N.A.R. to support the Boys & Girls Clubs of America 

(see more about the BGCA in Chicago on page 20). Please consider 

volunteering a few hours of your time when we host service activities 

and/or supporting the two clubs in Chicago with a small donation. 

Invest in Your Industry: There are two simple ways to demonstrate 

leadership to protect your industry. 1) Donate at least your fair share 

in RPAC ( $ 20) and 2) Participate in Calls to Action. It takes less than a 

minute to respond, and it ensures that you are using the REALTOR ® 

influence to make our industry stronger. 

Let’s make 2016 the best year yet. Here’s to the positive impact you 

will make as a leader in Chicago! 

GINGER DOWNS, 

Chief Executive Officer 



Thank You Foundation Supporters 

HALL OF FAME 

LEVEL — $ 25k 

Larry Klairmont 

Alfred Klairmont 

HONORS — $ 500+ 

Ginger Downs 

Gaspar Flores Jr. 

Antje Gehrken 

Tammy Hajjar 

Maurice Hampton 

JP Morgan Chase 

Heidi Lawton 

Ezekiel Morris 

Nykea Pippion-McGriff 

Matthew Silver 

WCR Chicago 

MASTERS — $ 250 - $ 499 

Jennifer Ames 

Kritopher Anderson 

Frank Binetti 

Sheldon Good 

Heather Gustafson 

Coby Hakalir 

Dave Hanna 

Drussy Hernandez 

Alicia Holliday 

Erin Mandel 

John McLean 

Jennifer Mills 

Richard Saccone 

Rebecca Thomson 

Marion Valle 

Dan Wagner 

ASSOCIATE — $ 50 - $ 249 

Jovita Acevedo 

Iris Ade 

Irhan Aleman 

Roberto Almazan 

Richard Amano 

Nicholas Apostal 

James Banks 

Janet Branton 

Thomas Bretz 

Linda Broznowski 

Mary Kaye Buettgen 

Melissa Calabrese 

Adriana Camacho 

Gerard Canavan 

Karla Carey 

Frederick Carmean 

Ashley Carter 

Josephine Ceglarek 

John Cesek 

Jermiah Chavoen 

Michael Chezan 

Jung Chung 

Andre Collins 

Jose Colon 

Kieran Conlon 

Nathan Cowan 

Yvette Crisp 

Jennifer Cummings 

Timothy Cunniff 

Rosa Dante 

Sheila Dantzler 

Robert Degrazia 

Gregory Desmond 

John Diebel 

Mark Dollard 

Gary Drahos 

Pedro Duarte 

Carolyn Durocher 

Ingrid Eichman 

Juan Elias 

Sanina Ellison 

Connie Engel 

Natalie Esposito 

C. Kathryn Evans 

Shawn Farley 

Andrea Farley 

Greg Faulkner 

Dympna Fay-Hart 

Andrew Filipowski 

Robin Fine 

Margaret Finegan 

Iliyan Georgiev 

Kyle Glascott 

Daniel Glick 

Jason Goldberg 

James Gramata 

Clayton Grinnell Chapman 

Gloria Gunn 

Michael Guthrie 

John Haakon Knutson 

Ryan Harp 

Linda Hattar 

Xin Xin Hauf 

Ricardo Herrera Sr. 

Andrew Hochberg 

Juana Honeycutt 

Tem Horwitz 

Raymond Huertas 

Kimberly Hughes 

Michael Hulett 

Mary Jaeger 

Eric Janssen 

Mirsada Kalajdzic 

Judith Kaplan 

Eden-Lisa Kay 

Vicky Keene 

Krystal Kelham 

Arleatha Kelly 

Raheem Khan 

Mikus Kins 

Thomas Kraley II 

An-An Ku 

Jennifer Lapins 

Ashley Lebovic 

Leticia Leffel 

Jon Levey 

Sari Levy 

Sherry Liang 

Jean Lopez 

Clemente Lopez 

Francis Lorenz 

Brandie Malay 

Eric Marcus 

John Marinakos 

Kathleen Marting 

Bobby Milagrosa 

Cheryl Mitrick 

Peter Moore 

Nicole Moraga 

Ted Mortellaro 

Gordon Munden 

Arthur Murphy 

David Naso 

Scott Newman 

Steven Nguyen 

Zachary Nicolopoulos 

Stephany Oliveros 

Marina O’Shea 

Keith Ovitt 

Kirby Pearson 

Charles Peed 

Evan Peng 

Lora Perlman 

Radoslav Petkov 

Joseph Picola 

John Pogacnik 

Gina Polcaster 

Radoje Popovic 

Jillian Potter 

Sam Powell 

Jeffrey Proctor 

Francisco Quintero Jr. 

Rose Mary Ragano 

Ryan Rahim 

Bharati Rallan 

Timothy Rasmussen 

Denise Reed-Burbon 

Margaret Reilly 

George Relias 

Dennis Rhodes 

David Roa 

Kevin Rocio 

James Ronan 

Carlo Rossi Jr. 

Althea Roy 

Brian Ruff 

John Ruiz 

Alicia Ruiz 

Sohail Salahuddin 

Maria Salvador 

Dominic Sergi 

Grace Sergio 

Sam Shaffer 

Michael Slater 

Ryan Smith 

Nonyne Smith 

Janice Smith 

Allen Snyder 

Elizabeth Stolarczuk 

Jacob Strom 

Amy Sunshine 

Rosario Terracciano 

Jaclene Tetzlaff 

Joseph Thouvenell 

Michael Tolliver 

Laura Topp 

Peter Tortorello 

Steven Tres 

Jay Turner 

Franceska Tylka 

Jorge Vega 

Andris Velkme 

Urvashi Verma 

Gregory Viti 

Karl Vogel 

Manuel Waldo 

Raquel Welch 

Allan Weinstein 

David Westveer 

Maria Whipple 

Randell Williams 

Tonnette Williams 

Letitia Windham 

Warren Wu 

Tilford Yates 

Juliana Yeager 

Mary Zerega 

Deena Zimmerman 

Peter Ziss 

Karla Zozulia 

Michael Zucker 

Michael Zuker 

Katarzyna Zylinska 

Meredith Banta 

Mark Fishman 

John McCann 

Carolyn Barnes 

Amanda Foster 

Mike McElroy 

John Beebe 

Adam Freeman 

Joseph McHugh 

Joel Bendtsen 

Arllyn Freeman 

Adam McRae 

Kristina Bents 

Natalia Ganzenko 

Alfredo Medina 

Mick Bess 

Steven Garcia 

Kathleen Menighan 

Marilyn Bloom 

Andres Garibay 

Michael Michalak 

Katherine Boruch 

Marc Garrison 

Mark Mielnicki 


EDITOR’S NOTE 

As REALTORS ® , you are natural leaders. In an entrepreneurial 

career, if you aren’t leading, you aren’t making a living. ou lead 

your careers, teams and philanthropic endeavors, and most 

importantly, you lead your clients through some of the biggest 

investments they’ll make in a lifetime. 

In this issue, we hope you find the resources to help you fine-tune your leadership 

skills. Check out aris Ahmed’s how-to for insights on becoming the most productive, 

effective team possible. Ahmed gives advice that is applicable to anyone, regardless 

of their position on the team. And, in aving a ath to eadership, Colleen asinski 

helps us find the why and discover how to motivate others to their best performance. 

Also, we hope you spend some time getting to know the leaders of the Chicago 

Association of REALTORS ® : your Board of Directors. This amazing team of 

REALTORS ® gives back on your behalf to ensure the Association always acts in your 

best interests. In my 11 years at C.A.., I’ve had the privilege of witnessing firsthand 

how inspiring and impactful this group can be I’m always amazed at their 

dedication to moving our industry forward. ake a peek and get to know these 

incredible leaders 

As the year winds down, it’s a great time to take a moment and reflect on your 

goals for 2016. Along with your business and marketing plans, consider developing 

a content strategy. We’ve put together a guide to get you started – see page 32. 

As always, we’d love to hear from you each out anytime to jkern@chicagorealtor.com. 

ere’s to a happy and successful 2016 

Jessica Kern 

irector of arketing 

and Communications 

A Few of My 

Favorite T hings 

Well Read pg. 38 

Love this new addition to the magazine! A book nerd by 

nature, I’m always looking for something new to read. 

My personal favorite: The Power of Habit. 

We Hear You pg. 50 

We get so excited when we see all of you 

check-in and give us feedback. Check out 

this page for a few highlights! 


Chicago REALTOR ® 

CR Magazine 

2015-2016 BOARD OF DIRECTORS 

PRESIDENT 

Dan Wagner 

PRESIDENT-ELECT 

Matthew Silver 

TREASURER 

Rebecca Thomson 

IMMEDIATE PAST PRESIDENT 

Hugh Rider 

DIRECTORS 

Sonia Anaya 

Niko Apostal 

Tommy Choi 

Robert C. Eby 

Doug Fox 

Gaspar Flores, Jr. 

Antje Gehrken 

Coby Hakalir 

Maurice L. Hampton 

Erin Mandel 

Dave Naso 

Christopher Pezza 

Molly Phelan 

Nykea Pippion-McGriff 

Sarah Ware 

CI CI IC 

Ginger Downs 

The Chicago REALTOR ® Magazine is published 

quarterly 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 ® . 

I-I-CI 

Ginger Downs 

gdowns@chicagorealtor.com 

EDITOR 

Jessica Kern 

jkern@chicagorealtor.com 

AAI I 

Maria Dickman 

mdickman@chicagorealtor.com 

ART DIRECTOR 

Jim August 

jaugust@chicagorealtor.com 

For advertising information please contact 

Mary Beth Durkin 

at (312) 214-5530 or ads@chicagorealtor.com 

C.A.R. LOCATIONS 

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. 26 th Street 

Cicero, IL 60804 

Ph: (708)863-1111 

www.ChicagoREALTOR.com 

NOTICE TO MEMBERS 

Under long established policy of this Association, the Illinois Association 

of REALTORS ® and the National Association of REALTORS ® : 

1. he broker’s compensation for services rendered in respect to any 

listing is solely a matter of negotiation between the broker and his or 

her client, and is not fixed, controlled, recommended or maintained by 

any persons not party to the listing agreement. 

2. he 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. 

Digital Extras 

Videos 

Resources 

Videos 

What’s Online @ 

Videos 

Videos 

ChicagoREALTOR.com 

Photo 

Links 

Galleries 

Photo 

Galleries 

Look for this icon throughout the magazine 

for content with digital bonuses! 

Photo 

Galleries Photo 

Galleries 

Videos 

Videos 

• RPAC “Why I Invest” 

• Dan Wagner’s Inaugural speech 

Videos 

Videos 

Resources 

Resources 

• Boys & Girls Clubs of America iff 

• Hall of Fame spotlight: The Klairmonts 

Resources 

Resources 

Photo Galleries 

Photo Galleries 

• How to verify your sales awards data 

• Full list of 2015 Foundation supporters 

• Paving a Path to Leadership toolkit 

• uili il ffetie eams resources 

• Content Planning worksheet 

Photo 

Photo 

Galleries 

Galleries 

Links 

Links 

• 108 th Annual Golf Classic 

• 132 nd Annual Inaugural Gala 

• 2015 Casino Royale RPAC Fundraiser 

Links 

Links 

• Social media content, curated and ready for you! 

• Our must-listen podcasts 

Resources 

Resources 

Resources 

Links 

Links 

Links 


Andrew Luett and Eric Martin, 

of Wintrust Mortgage 

Susan Brown, PHH, Joe Burke, PNTN, Christina Pinson, Dream Town 

Realty, Lola Delic, @properties, Akos Straub, Coldwell Banker Previews 

International, and Sam Powell, Dream Town Realty 

Nancy Kroll, 

Jamie Sachmann, 

and Kristi Stossel, 

of Chicago Title 

Eric Marley, Leslie Rizzotti, Mike Fauth, 

Jim Nagrant, David Hermiz, of Citibank 

Ben Cohen, Guaranteed Rate, and 

Matt Farrell, Urban Real Estate 

ae ier Bram Chill, @properties 

108 TH ANNUAL GOLF OUTING 

Prize winner 

Jamie Sachmann, 

Chicago Title 

Kristin Cline, Amanda Mohr, and 

Alexis Albertson, of @properties 

Golf committee chair Melvin Cox, Wells Fargo 

a rst plae team ier eoeeal, Chase 

SPONSORED BY: 

Luis F. Hernandez 

708.655.5847 

www.luisfhernandez.com 


Photos by Jessica Kern and Jim August, 


Cecelia Marlow, Bob Szacach, Sarah Helton, Bernie Miller, Dara Green, 

Tammy Kim Hajjar, and John Powers, of The Federal Savings Bank 

Keith Fenceroy, Nexus Debt Solutions, 

Scott Yu, Scott Yu & Associates, Ltd., 

oeainol, Chicago Title Insurance, and 

Marc Cahan, Mesirow Financial 

Katherine Mendler, 

Katelyn Bittke, 

and Erika Havens, 

of Allstate 

Brad Samples, Weyerhaeuser, 

Eliot Costianis, MNJ Technologies Direct, 

Josh Weinberg and Tommy Choi, 

both of Weinberg Choi Realty 

David Zwarycz, Berkshire Hathaway HomeServices 

eiulff Cynthia Fauth and Nobu Hata, 

both of the National Association of REALTORS ® 

Julia Mezher and 

Kelli Beyer, of 

Chicago Title Land 

Trust Company 

Luis Hernandez, Stearns Lending 

and Luigui Corral, RE/MAX United 

Golf committee chair Melvin Cox, 

Wells Fargo with Elana Theodoros, eocto 

and Jake Seinle, @properties 

Pat Dalessandro, Coachlight Realty, 

Joe Kenny, Realty Executives, 

Kay Wirth, RE/MAX Unlimited Northwest, and 

David McClintock, Three Rivers Association of REALTORS ® 

Awarded the “least-best” golfers of the day 

Dana Hybl, Care Real Estate, and Karen 

Irace, RE/MAX Synergy, with the Golf 

committee chair Melvin Cox, Wells Fargo 

Prize winner Joseph Nery, 

Nery & Richardson, LLC 

dez 

z.com 


Amy Beyer, Americorp, Dipti Desai and 

Tony Lupescu, of Fifth Third Bank, Maggie Buchmiller 

and Catherine Holbrook, both of Americorp 

Ioanna Chiotis, guest, and 

Nick Nastos, Chicago’s Property Shop 

C.A.R. President Dan Wagner, The Inland Real 

Estate Group, Director Antje Gehrken, A.R.E. 

Partners, guest Ryan Stevens and Director 

Dave Naso, Keller Williams Preferred Realty. 

YPN + WCR CASINO ROYALE 

Evelyn Fred, Baird & Warner, Maurice Hampton, 

Centered International Realty, and Ginger Downs 


Colin Lake, guest, andJustine 

D’Amour, Owl Management 

Table shot 

Crowd shot 

Kevin Van Eck, @properties, and 

Tommy Choi, Weinberg Choi Realty 

SPONSORED BY: 


Matt Farrell, Urban Real Estate, Stephanie Dolan, Josh Weinberg 

and Hayley Fox, Weinberg Choi Realty, Erin Mandel, @properties, 

and Greg Pekarsky, Vesta Preferred Realty 

Angela Fought, Fought 

Statistical Consulting, and 

Shadia Shukair, Apts 4 Rent LLC 

Guests mingle in the 

Guaranteed Rate VIP lounge 

Nazira Mussri, and Leticia Barraza, iLoans 

Haley Levine, Weinberg Choi Realty, Mack Alsaidi, 

Related Realty, Stephanie Dolan, Hayley Fox, Tommy Choi, 

Arianna Dorn, and Josh Weinberg, Weinberg Choi Realty, 

Karla Mina, Coldwell Banker, Greg Pekarsky, 

Vesta Preferred Realty, and Maria Gomez, guest. 

The Showgirls 

Judy Gibbons, Jameson Sotheby’s International 

Realty and her husband Peter Gibbons 

Emily Vutech, Annie Schweitzer, Kevin Van Eck, 

and Natasha Patla, @properties 

Don Joseph, Barrister Title, Leticia Barraza, Nazira Mussri, Nick Memeti, Rameen 

Qadar, iLoan Home Mortgage, and Lydia Memeti, RE/MAX City 

Table shot 

Photos by Lex Alexander Photography and LANE Media & Productions 


Frank J. Williams, F.J. Williams Realty, Vince Daley, Wacker 

Management, & wife Vi, Alderman Raymond Lopez (15 th Ward), 

Marion Valle, Valle Realty, and Jim Kinney, Baird & Warner 

John and Erika Villegas, 

ERA Mi Casa Real Estate 

eaiion-ci, Dream Town, and 

Sarah Ware, Ware Realty Group, LLC 

Dave Hanna, Realty Executives Source One, and 

Ginger Downs, Chicago Association of REALTORS ® 

present Matt Farrell, Urban Real Estate (center) 

with the REALTOR ® of the Year award 

Janette Coss, Eddie Garcia and 

Ana Ramirez, Realty of Chicago LLC 

Matt Farrell, Urban Real Estate, 

Christopher Pezza, Rockwell Partners LLC, 

and Kelly Price, Wintrust Mortgage 

Board members Molly Phelan, Much Shelist, 

P.C., and Bob Eby etur 21 liate 

Golf committee chair Melvin Cox, 

Wells Fargo with Elana Theodoros, eocto 

and Jake Seinle, @properties 

Jennifer Hawn, Six & Co., Millie Rosenbloom, 

Baird & Warner and Deena Zimmerman, Sperry Van Ness 

Sheldon F. Good, Good Realty Group, with 2015 Hall of Fame inductees Larry 

and Al Klairmont, Imperial Realty, and Hugh Rider, Realty & Mortgage Co. 

Jorge Flores, Tom Flemm, Brandon Poulos, Maurice 

Raya, and Tony Ameti, of Neighborhood Loans 

SPONSORED BY: 


Maggie & Bob Krawitz, 

of RE/MAX Signature 

Jorge Flores, Neighborhood Loans, Stephanie Gutierrez, 

Aces Properties, Sonia Anaya and Marcos Mendez, America 

Real Estate, and Reno Manuele, Neighborhood Loans 

Jennifer Mills Klatt, Berkshire Hathaway 

meeries eiulff a 

husband James Klatt, HomeDetails 

Michael Mini, Chicagoland Apartment Association, 

with Gary Clayton, Illinois Association of REALTORS ® , 

and his wife Marsha Clayton 

Board members Sarah Ware, 

Ware Realty Group LLC, and Gaspar 

Flores, Jr., Su Familia Real Estate 

Jan Hope and Jean Maday, National Association 

of REALTORS ® with Brande and Maurice Hampton, 

Centered International Realty 

132 ND C.A.R. INAUGURAL GALA 

Bruce & Ginger Downs, Chicago Association of REALTORS ® , 

and Dave Hanna, Realty Executives Source One 

Dan Wagner, The Inland Real Estate Group of Companies, Inc., 

and Hugh Rider, Realty & Mortgage Co. 


Anastasia Poulopoulos, 

lawyer, and Eric Westberg, 

Old Second National Bank 

Hall of Fame inductees 

Alfred and Larry Klairmont with 

arrs a Joyce Oberlander. 

Matt Silver, Urban Real Estate, and 

Rebecca Thomson, @properties 

Hall of Fame inductee Alfred Klairmont 

a te mperial ealt staff 

Christina Pinson, Dream Town, Anastasia Poulopoulos, lawyer, 

Deena Zimmerman, Sperry Van Ness, Sara Hulsebus, Greater 

Illinois Title Company, and Sam Powell, Dream Town 

Sanina Ellison, Chicago Homes 

Realty Group and Tracey Taylor, 

Berkshire Hathaway HomeServices 

eiulff ealt rup 

C.A.R. President Dan Wagner’s children: 

Michael, John, Annie and Danny 

Houston Holt, Owl Management, Nicholas 

Apostal, Coldwell Banker, Lauren Hundman, 

Justine D’Amour and Joe Rose, Owl Management 

Matt Silver, Urban Real Estate, Antje Gehrken, A.R.E. Partners, 

Coby Hakalir, Midwest Lending Corporation, Dave Naso, 

Keller Williams Preferred Realty, Doug Fox, Jameson 

Sotheby’s International Realty, and guest Ryan Stevens 

Gaspar Flores Sr., Su Familia 

Real Estate and his wide Gloria 

Photos by Marcello Rodarte and LANE Media & Productions 

C.A.R. CEO Ginger Downs presents 

Thad Wong, @properties, with the 2015 

REALTOR ® Community Service Award 


2015-2016 

C.A.R. President 

DAN 

WAGNER 

UNITING the 

INDUSTRY 

BY MARIA DICKMAN, COMMUNICATIONS SPECIALIST 


Dan Wagner, the 2015-2016 Chicago 

Association of REALTORS ® President, 

brings a lifetime of leadership and a 

legacy of altruism to his role. 

Born the youngest of seven siblings in 

Springfield, politics was infused in the 

culture where Dan grew up. He embraced his leadership qualities 

early by serving as eighth-grade president, and then going on to 

be class president in his freshman through junior years of high 

school. In his senior year, Dan became student body president, 

and when he arrived at Illinois State University, became president 

of his pledge class, president of the residence halls, academic 

senator and the student regent of the Board of Regents. 

This early, natural gravitation toward leadership and politics 

foreshadowed a career in government affairs. 

His commercial real estate career began when he volunteered for 

Lee Daniels, the speaker of the Illinois House of Representatives. At 

a Daniels event, he met the man he calls his mentor, Dan Goodwin, 

CEO and Chairman of the Inland Real Estate Group of Companies. 

This meeting set him on the path to Inland, and now, C.A.R. 

“Working for Dan Goodwin is like being in grad school every 

day,” Dan said of his role as Senior Vice President of Government 

Relations, where he represents Inland at the local, state and 

national levels. “He [Goodwin] was a teacher before he started 

the Inland Real Estate Group, and so it makes sense that he is 

still teaching.” 

Dan works every day to bring disparate groups together to 

further the commercial real estate industry and fight burdensome 

regulation. It’s his experience in negotiation which he hopes to 

use to continue to bring groups together in his role at C.A.R., by 

working with industry partners and increasing collaboration with 

the National Association of REALTORS ® and the Illinois Association 

of REALTORS ® . 

He is a firm believer in Benjamin Franklin’s quote, “If we don’t hang 

together, then we shall certainly hang separately.” This guiding 

philosophy is apparent in his every involvement with C.A.R. “Our 

strength is in our diversity,” Dan said. “We must act as a united real 

estate industry, as one voice fighting for the issues that impact all 

of us, both commercial and residential.” 

In Chicago, these issues include the property tax increase, the 

possibility of a “cloud tax” targeting data usage, and the Affordable 

Requirements Ordinance. And, in the background is the budget 

gridlock in Springfield and threats to the 1031 Like-Kind Exchange 

and the mortgage interest deduction, as well as internet sales tax 

collection issues. 

With these challenges ahead, Dan’s additional roles as the 

commercial liaison to the National Association of REALTORS ® , 

his service on Illinois Association of REALTOR ® ’s Board of 

Directors and Chair of the IAR RPAC Trustees, will give him a 

unique advantage in helping be a champion for C.A.R. and the 

Power of R on all fronts. 

Also important is his role as a husband and father. “Pivotal” is how 

Dan describes meeting his wife, Lisa, a political and nonprofit 

fundraiser who counts Jeb Bush, Mitt Romney, ARKive, the 

Golden Apple Foundation, the National Republican Congressional 

Committee and U.S. Navy Seals as past and current clients. 

Together, they have triplets “plus one.” 


Highly spiritual and goal-driven, Dan’s role as an advocate for 

special needs children may have come about regardless, but 

his family has given it more significance: one of their children 

has autism. 

“The special needs community is so important,” he said. “All kids 

are created equal, and I’m just one of a myriad of parents who 

advocate for their kids. You can’t have a park or school district try 

to program for and teach only 95 percent of kids. You have to have 

100 percent of the kids at the table, because it benefits everyone 

in the long run. And, the earlier you can make an impact, the more 

success and productivity will be ensured for every child.” 

In 2014, he received the Advocacy Award from the Illinois Parks 

and Recreation Association, for working with his park district 

fighting for the special needs community. It’s just another way he 

finds fulfillment in working to strengthen his community. 

With his mentor, Daniel Goodwin, at 

C.A.R.’s 132 nd Annual Inaugural Gala. 

To that end, Dan’s particularly passionate about the REALTOR ® 

partnership with the Boys and Girls Clubs of America. In August, 

he presented C.A.R.’s 10,000 dollar check to NAR President Tom 

Salomone, BGCA spokesperson and four-time heavyweight boxing 

world champion Evander Holyfield, and BGCA Chairman Emeritus 

Ron Gidwitz. 

“Kids are a vital part of our communities,” Dan said. “REALTORS ® are 

the blood and sinew of our towns, providing homes and apartments 

for millions of people 

and businesses. And as 

the BGCA is the second 

home for so many 

children, this partnership 

is totally in line with our 

REALTOR ® values.” 

At the Oak Brook headquarters 

of The Inland Real Estate Group 

of Companies, Inc. 

Key to Dan’s success 

has been traits shared 

by so many of his fellow 

REALTORS ® : a strong 

work ethic, driven by the desire to provide for his family; an 

unwavering optimism, a goal to always see the goodness in people; 

and a need to help make the world a better place. 

“It is so rewarding working with professionals at the top of their 

game,” he said. “The more you get involved in your Association, 

the more the REALTOR ® family becomes apparent. We’re part of 

a bigger picture. Being involved in our communities, you can see 

where there’s a deficiency and a challenge, and REALTORS ® are 

always there, plugging the void.” 

Dan’s leadership qualities and altruistic nature will surely help to 

achieve the many goals set for the coming year. “I look forward 

to rising to meet the challenge,” he said. “I want to encourage 

everyone to be our first-line responders, in being watchdogs 

for affordability and safeguards of the American dream, so that 

businesses and families have the most opportunity possible.” 

See Dan’s inaugural speech. 

On a family vacation in Yellowstone with wife Lisa, 

and children Danny, John, Annie and Michael. 

With Sheldon Good and 2016 CCIM 

Treasurer ouio at the CCIM Thrive 

Conference in Austin, TX. 


Association News 

C.A.R. Partners with the 

Boys & Girls Clubs of America 

The National Association of REALTORS ® is 

teaming up with the Boys and Girls Clubs of 

America to ensure that our children continue 

to have a bright future. At the NAR Leadership 

Summit in August, C.A.R. presented a 

$ 

10,000 donation to the BGCA. The check, 

presented to NAR President Tom Salomone, 

Four-Time Heavyweight Boxing Champion 

and BGCA supporter Evander Holyfield and 

BGCA Chairman Emeritus Ron Gidwitz by 

C.A.R. President Dan Wagner of the Inland 

Real Estate Group, was the first pledge from 

any Association. 

The partnership between REALTORS ® and 

the BGCA is a perfect fit, as both are integral 

to the community. C.A.R. believes that, in 

DID YOU KNOW? 

working together over the next year, we can 

make a real impact in the lives of Chicagoland’s 

children. Keep an eye out for ways that 

you can get involved in the coming year! 

C.A.R. President Dan Wagner presents a $ 10,000 donation on behalf of 

the Association to NAR President Tom Salomone, BGCA spokesperson 

andeoleldand BGCA Chairman Emeritus Ron Gidwitz. 

Did You Know? 

Get inspired to give to the BGCA 

with a kickoff video. 

• Over 200,000 children in Chicago live at or below poverty 

• Nearly 55% of Chicago’s children are either on their own after school, or cared 

for by siblings 

• 95% of BGCC members are expected to graduate from high school, compared to 

CPS graduation rate of 69% 

BOYS & GIRLS CLUBS OF CHICAGO 

• 10,000 youth members 

• 1,800 average daily attendance 

• 21 locations – 12 CPS, 9 standalone clubs 

• 27 Community Areas throughout the city 

• 200 staff 

• +300 volunteers 

UNION LEAGUE BOYS & GIRLS CLUB 

• 13,000 youth served annually 

• 8 clubs in Chicago 

• Camp in Salem, Wisconsin 

• 15 full-time & 105 part-time staff 

• +525 volunteers 


INTRODUCING THE 

2015-2016 

BOARD of 

DIRECTORS 

eet our 2015-2016 oard of irectors, check out their goals for our Association, 

and get inspired by their leadership tips and tricks 


GASPAR FLORES, JR. 

Su Familia Real Estate 

GOAL: Continue to grow the involvement 

and presence of the South Side 

communities we serve. 

“If not you, then who? If not now, 

then when?” 

— Ernie Reyes 

NAHREP Co-Founder 

ERIN MANDEL 

@properties 

GOAL: Encourage increased agent involvement 

through social media, office visits, networking 

opportunities, creative CE options and RPAC 

awareness. 

Life is 10% of what happens to you and 

90% of how you react to it. Find the 

common thread amongst all parties 

and graciously guide in a thoughtful 

and meaningful manner. 

ANTJE GEHRKEN 

A.R.E. Partners 

GOAL: Learn as much as I can while 

bringing as much to the table as I’ve 

seen other dedicated directors bring. 

I’m committed to further improving 

education and development opportunities, 

and raising awareness of 

these amongst our REALTORS ® and 

prospective members. 

Lead by example. Illegitimi non 

carborundum. 

CHRISTOPHER PEZZA 

Rockwell Partners LLC 

GOAL: To help unite all those involved 

in Chicago Real Estate to work as one 

body to make our industry better. 

Work Smart, Not Hard! ;) 

MATT SILVER 

Urban Real Estate 

GOAL: A very real engagement with 

membership — their wants and 

mostly their needs; to be better and 

more productive — be it by using our 

school with hot topic offerings or the 

FastStats, usage of the advocacy 

we provide, or the Foundation and 

its offerings. I want to engage with 

the members — after all, I’m in the 

trenches every day, too. 

Find your inner voice and be 

comfortable in your core 

values — integrity and responsibility 

are paramount. 


REBECCA THOMSON 

@properties 

GOAL: Continue to provide more 

value to our members. 

Collaboration is key; great 

leaders have a voice but 

they also listen. 

DAVE NASO 

Keller Williams Preferred Realty 

GOAL: Increase member participation 

within the Association. There 

are so many opportunities to have 

a voice in this industry, and it’s up to 

us to find those next great leaders. 

Have a written vision and 

be specific. You cannot lead 

others unless it’s clear where 

you’re going. 

COBY HAKALIR 

Midwest Lending Corporation 

GOAL: Build on the three years I’ve spent with the C.A.R. 

Foundation to help make Chicago the premier place for 

real estate professionals to live and do business. 

Listen to your people and go the extra mile 

to break down the barriers of communication. 

You can learn so much from giving people the 

room and confidence to share with you. 

MOLLY PHELAN 

Much Shelist, PC - Attorneys 

GOAL: To increase membership and 

elevate resources for commercial 

brokers. 

Become the subject expert 

on one thing. 

NYKEA PIPPION-MCGRIFF 

 

Dream Town Realty 

GOAL: Help members understand how much C.A.R. 

advocates on behalf of not only our REALTOR ® 

family, but also the homeowners for whom we all 

work so hard. 

Remain flexible and open to change. 

Our rapidly changing industry requires 

that we all remain open to learning 

and trying new tools and techniques. 


MAURICE HAMPTON 

Centered International Realty 

GOAL: Expand C.A.R.’s global presence; 

achieve a Platinum Council Award 

for the Global Real Estate Council; 

communicate the C.A.R. value 

proposition to as many members as 

possible; engage with the membership 

at our events, in the field, and at their 

offices; and engage membership in 

RPAC and encourage members to 

contribute their fair share of $ 20. 

Create a foundation of lifelong 

learning and improving for 

the benefit of yourself and 

everyone you touch. 

SARAH WARE 

Ware Realty Group, LLC. 

NICHOLAS H. APOSTAL 

Coldwell Banker Residential Brokerage 

GOAL: Increase RPAC participation 

among membership and create new 

resources for leasing and property 

managers. 

If you ask lots of questions 

and take the time to listen, 

solutions will present themselves 

to you. 

GOAL: Recruit at least one new RPAC 

Major Investor and 5 new “fair share” 

investors. 

You will know when you are 

on the path to being a great 

leader when you have people 

who rally around you to move 

things forward. 

HUGH RIDER 

Realty & Mortgage Co. 

GOAL: RLTO reform 

Mean what you say. 

DOUG FOX 

Jameson Sotheby’s 

International Realty 

GOAL: Increase member 

benefits and do my part 

in maintaining the highest 

standards of professionalism. 

Listen and be patient and 

calm — others will follow 

your lead. 


GINGER DOWNS 


GOAL: To have as many C.A.R. members as 

possible take advantage of C.A.R.’s 2015-16 

Complimentary C.E. offering. 

“Work for a cause, not for applause; 

live life to express, not to impress; 

don’t strive to make your presence 

noticed, just make your absence felt.” 

SONIA ANAYA 

America Real Estate 

DAN WAGNER 

The Inland Real Estate Group 

of Companies, Inc. 

GOAL: Engage the C.A.R. membership 

to help kids at the Boys and Girls 

Clubs of America. 

“Whatever you are, be a good 

one.” 

— Abraham Lincoln 

GOAL: Raise awareness and educate my fellow REALTORS ® 

when it comes to the importance of getting involved with 

C.A.R., IAR and NAR. 

Listen and accept the feedback you receive 

from peers. You need to accept the feedback to 

be able to learn and grow from your mistakes. 

You never stop learning from both your triumphs 

and your mistakes. 

BOB EBY 

Century 21 Affiliated 

GOAL: Help promote and assist our membership, 

show we are the advocates for real estate and 

to promote professionalism throughout our 

industry. 

Leaders understand the ever-changing 

industry and stay on the cutting edge 

of what the members’ wants and needs 

are, such as education and technology. 

TOMMY CHOI 

Weinberg Choi Realty 

GOAL: Promote the growth of RPAC contributors 

and advocates. 

Don’t focus on being better than 

someone else. Focus on being better 

than who you were from the day before. 

When you do this, you’ll find that you 

present the best version of you every 

single day. 


C.A.R. Foundation News 

LARRY & ALFRED KLAIRMONT 

2015 Chicago Association of REALTORS ® Hall of Fame 

We proudly inducted Larry and Alfred Klairmont of Imperial Realty 

into the Chicago Association of REALTORS ® Hall of Fame at our 

132 nd Annual Inaugural Gala. We thank them for their leadership, 

achievements and philanthropy. 

Larry Klairmont’s mantra is “I only invest in bricks and mortar!” 

Born during the depression, he began working at the age of 

nine. At sixteen, he joined the Marines, receiving two Purple 

Hearts, two Silver Stars and one Bronze Star fighting in two of 

the bloodiest battles in Iwo Jima and Saipan during WWII. 

After graduating from DePaul, Larry founded Imperial Cleaners, 

which grew to become the largest dry cleaning chain in Chicago in 

just four years. In 1962, he sold out of the business. Five years later, 

he purchased and renovated his first investment property, the 

oldest business building in Highland Park. He began acquiring a 

mix of warehouses and office buildings over the next eleven years, 

until his son Al expressed an interest in going into real estate with 

his father, rather than going to law school. Thus, despite Larry’s 

reservations, the modern era of Imperial Realty began. 

“On my first day on the job, my dad showed me the key box to the 

23 properties he had purchased, and he told me that he never 

wanted to see the keys again,” Alfred said. “As the company’s 

only administrative employee, I was given the latitude to bumble 

along and practice all aspects of real estate. And if I could find a 

payphone, I could try to find my Dad to ask what to do, and always 

get the right answer.” 

Larry and Alfred Klairmont receive their plaques for the C.A.R. 

Hall of Fame from Sheldon Good, Founder of the Hall of Fame, 

and Dave Hanna, Chair of the REALTOR ® Awards Committee. 

Since joining forces, they have acquired and developed over 150 

different properties together, without defaulting on a mortgage. 

At present, they own over 100 buildings and centers, and manage 

over 3000 tenants. Their staff of 100 consists of many long-time 

employees who share their “hands-on” approach. 

Although Larry is semi-retired, he still maintains a presence at 

the Imperial Realty offices, where Alfred continues to direct all 

company activities with unparalleled attention to detail and his 

“tender, loving care” philosophy. The best example of this is his 

ever-evolving to-do list, with over 1,500 entries that are replaced 

by new initiatives upon completion. 

“I love driving around this town and looking at developments 

that Alfred and I’ve created,” Larry said. “Places where there 

was nothing and didn’t exist, and now it’s such a credit and an 

improvement to the city.” 

Outside of real estate, Larry focuses much of his attention to 

his Klairmont Kollection of extremely rare and unusual classic 

automobiles, housed in a dedicated museum that he uses to 

raise money for charity. Meanwhile, Alfred remains active in the 

greater Chicago community, with memberships on 16 different 

civic and professional boards and committees. He is particularly 

active in the Harold E. Eisenberg Foundation, where he is the 

long-time Educational Chairman. 

The Klairmonts often say that they are in the business of taking 

lemons, and turning them into lemonade. And looking back at 

the impact that their efforts have made on the city, 

this couldn’t ring more true. 

Watch the Klairmonts’ Hall of Fame speeches, 

and check out their video. 


History Lesson: 

Larry & Alfred 

Klairmont 

The newest inductees to the 

C.A.R. Hall of Fame, Alfred & 

Larry Klairmont have built an 

incredible portfolio of businesses 

and made an indelible impact on 

the city’s real estate industry. 

1. Larry Klairmont’s work ethic 

began at age nine. At sixteen he 

joined the Marines, receiving two 

Purple Hearts, two Silver Stars and 

one Bronze Star during WWII. 

2. 1 arr mae is rst real estate purase te 

oldest business building in Highland Park, which he then 

renovated. He began acquiring a mix of warehouses and 

e uilis er te et elee ears 

3. Upon graduation, 

his son Alfred expressed 

an interest in going into 

business with his father 

buying and renovating 

properties. Al became 

arrs rst emplee a 

Imperial Realty was born. 

4. The father-son duo has acquired and developed 

er 150 ifferet prperties teter a r te 

mpa t er 100 ete staff memers 

TODAY 

5. Larry has a passion for collecting rare and 

unique classic automobiles for his museum, the 

lairmt lleti i e pes t prts 

to use for fundraising. 

6. Alfred is very active on numerous 

civic boards, and is the long-time 

Educational Chairman of the Harold E. 

Eisenberg Foundation. 


PAVING A PATH TO 

Keller Williams defines leadership as: “teaching people how to think, so they can do what they need to do, to get what they want, when 

they want it.” But how, exactly, do you teach someone how to think? 

1. Start With ‘Why’ 

Start by casting a powerful vision. In Start with Why, Simon Sinek 

explains that “people don’t buy WHAT you do, they buy WHY you 

do it.” 

Great leaders cast a powerful vision that people relate to, buy 

into, and are compelled to follow. Your people need to know why 

you do what you do, as well as how it relates to them. And your 

vision has to be big — just when you think it’s big enough, think 

bigger. People will follow you because they see you as a vehicle 

to achieving their own goals and dreams. If your vision and goals 

aren’t bigger than the sum of all of those that you are leading, you 

can’t be that vehicle. As Gary Keller reminds us, “If people aren’t 

laughing at your goals then they aren’t big enough.” 

2. Find the ‘Who’ 

Next, get into business with talented people. Talent pushes for 

solutions, actively searches for what they want, continually raises 

the bar and wants to be associated with other talent. We’ve all 

heard the old adage that you are the sum of the five people with 

whom you associate the most. This is particularly true in leadership. 

Ask yourself the following questions: 

• are te e peple am leari frm 

on a regular basis? 

• are te e ealt etermiers i 

my circle? 

• What relationship am I missing in my 

business life that would change my world? 


LEADERSHIP 

Download leadership tools 

from Gary Keller 

Remember: talented people attract other talented people, and you 

can’t really lead if there is no one following. 

The rule of 5 also ties into span of control, which states that you 

cannot effectively directly lead more than five people. This means 

that the five people you lead must be capable of leading others. 

The quickest way to know if you have achieved this is to go on 

vacation for a week or two. Where do problems show up? Who 

leaves a mess for you when you return, or worse yet, who is calling 

you while you are away? The holes in our business show up when 

we are away, and those holes are always attributed to one of two 

things: a person or a system. 

3. Train Your Talent 

Once you find great people, you have to train them. Implementing 

an effective 100-day training plan with a talented hire can increase 

performance by 40 percent. Take the time to teach people to 

take effective action, and then reward them for their actions. If 

you spend time training, what you are creating is a self-managed 

individual, an individual who you’ve taught to think. In training, 

make sure to focus on what matters most, and be clear about the 

results that matter, because in life and in business, not all things 

matter equally. 

In the book The One Thing, Gary Keller talks about the Pareto 

Principle, wherein 20 percent of what we do will yield 80 percent 

of our results. Teach your talent good habits, and create systems 

for accountability around those habits. Make sure your people 

know what their 20 percent is and your team will flourish. 

4. Motivate with ‘Why’ 

You have cast a powerful vision, gotten into business with talented 

people, trained them to be effective and focused on what matters 

most; so, now what? Motivate them. Motivation is different for 

everyone, but generally, it’s their why, their sense of purpose in 

both business and life. My first MAPS coach told me that people 

can’t say no to their own goals and dreams. However, only five 

percent of people actually reach their goals. Why is this? Because 

most people don’t actually write down their goals, or if they do, 

they neglect to write a plan for achieving them. Utilize target 

planning, GPS and other written goal-setting and planning tools 

to help your talent create a plan to get to their “why.” 

In helping your talent connect the dots between their daily 

activities and their goals and dreams, you teach them to begin 

creating good habits. Habits enable them to do what they need 

to do, to get to what they want, when they want it. By asking them 

powerful questions, helping them discover the activities that 

will get them where they want to go, and creating opportunities 

that meet and exceed their goals, you’ve helped them to think 

differently. You’ve thus made an impact on their lives, touched 

their hearts, and earned their loyalty. 

On a never-ending path of mastery, this is the vision of true 

leadership, one which I feel compelled to fulfill as my own 

purpose and my “why.” 

Colleen Basinski 

Team Leader/Broker 

Keller Williams Realty 


Highly 

Effective 

Teams: 

A HOW-TO 

Haris Ahmed, Founder and CEO of Pragmatium Consulting Group, 

Inc., recently gave a lecture entitled “How to Lead Effectively in 

Today’s World” to the Board of Directors. We loved his advice, 

particularly when it came down to a breakdown of the difference 

between groups, teams and high-performance teams. We asked 

him to expand a little bit on this concept for you. 

Q 

: 

A 

: 

Your “Group vs. Team” chart is very interesting. Let’s say you 

are leading a group that falls into the group category, but you’d 

like them to evolve to a team. What steps can you take? 

The primary difference between a group and a team is 

that team members are equally committed to a common 

purpose and goal, which they cannot reach individually. The 

purpose and goal can only be met when the individuals come 

together as a team. A team needs to articulate common purpose, 

goals and an agreed upon working approach. Secondly, for a team 

to perform well, its members need to hold themselves mutually 

accountable. 

Q 

: 

Now, let’s take it up a notch. How can a real team evolve to 

A 

become a high-performance team? 

:High performance teams are rare. The salient difference 

between a team and high performance team is that its 

members are deeply committed to and vested in each other’s 

growth and success. An example? The Chicago Bulls, when they 

moved from being individual stars to working together. Michael 

Jordan was always a high scoring player, but the team didn’t 

become a powerhouse until Jordan, with Scotty Pippen, Dennis 

Rodman and others, worked together to win. 

The 5 Dysfunctions of Teams 

ABSENCE OF TRUST 

Team members 

are unwilling to be 

vulnerable within the 

group. 

FEAR OF CONFLICT 

Team cannot engage 

in unfiltered and 

passionate debate 

of ideas. 

LACK OF 

COMMITMENT 

Team members rarely 

have buy in or commit 

to decisions. 

AVOIDANCE OF 

ACCOUNTABILITY 

Team members don’t 

call their peers on 

actions/behaviours 

which hurt the team. 

INATTENTION 

TO RESULTS 

Team members put 

their individual needs 

before those of the 

team. 


Q 

: 

A 

: 

How about if you aren’t in a leadership role, but rather a member of the 

group/team? 

The same principles apply to all members of a team, regardless of rank. Each 

member needs to take personal accountability. Successful behaviors need to be 

adopted by all members. Frankly, it’s a test of one’s commitment, to be aware of one’s 

own behavior and to be willing to call out the bad behavior of other team members. Team 

members should appropriately communicate when they see poor behavior that creates 

an environment of fear and lack of trust. 

Q 

: 

A 

: 

Do you have any best practices with addressing the five dysfunctions of a team? 

This would take a lot of column space! To learn more, I recommend reading 

two books, The Rocket Model, by Gordon Curphy and Robert Hogan and The Five 

Dysfunctions of a Team, by Patrick Lencioni. 

Q 

: 

A 

: 

Q 

: 

A 

: 

In your experience, what is the most important trait needed for individuals to come 

together as a team? 

Commitment. The way I like to explain this is with a little story about a ham and 

egg sandwich… “the chicken is involved, but the pig is committed.” 

Do you have any other tips or suggestions for groups looking to evolve into real and 

high-performance teams? 

All of us serve on so many teams, but we do a disservice to the team if we don’t 

check our commitment and make sure it aligns with their personal value system 

and other time commitments. My advice is for us to only serve on teams that we believe in 

and to which we can fully commit. 

Check out our resources for 

building highly effective teams. 

Haris Ahmed 

Founder and CEO 

Pragmatium Consulting Group, Inc. 

Group vs. Team 

WORKING GROUP 

A group in which the members 

interact primarily to share information, 

best practices, or perspectives and 

to make decisions to help each 

individual perform in his or her area 

of responsibility. 

REAL TEAM 

A small group of people with 

complementary skills who are 

equally committed to a common 

purpose, goal, and working approach 

for which they hold themselves 

mutually accountable. 

HIGH-PERFORMANCE 

TEAM 

A small group that begins as a team 

and outperforms all reasonable 

expectations given its membership; 

what makes it high-performance 

is that its members are deeply 

committed to one another’s personal 

growth and success. 

Highly Functional Teams 

Delivering Results 

Mutual Accountability 

Commitment 

Surface and Resolve 

Conflict-dialogue 

Trust and Respect 

*Adapted from The Five Dysfunctions of a Team, by Patrick Lencioni 


Planning Your Best 

New Content Strategy 

In today’s world, everyone is in publishing. Most of us have at 

least one Facebook, Twitter, Instagram, digital newsletter, blog 

or website — a place where we communicate with our sphere of 

influence. If you are using any of these vehicles to communicate 

with your clients, you are a publisher. However, are you using them 

as strategically as possible? Do you have a strategic plan, and is 

everything you are publishing part of that plan? 

As you prep for the New Year, now is a great time to ensure you 

are posting with purpose. Taking some time now to plan out your 

content will ensure you stay in-line with your strategic goals and 

are never lacking for engagement! We’ve prepared this guide to 

help you jumpstart the process. Also, check out the online version 

for links to useful tools and a content planning worksheet! 

Step 1: eieandeneouoal 

You really need to consider your goals first. What are you trying to 

accomplish with the content you’re posting? Staying “top of mind” 

with past clients, providing useful homeownership tips, 


As you prep for the 

ew ear, now is a great 

time to ensure you are 

posting with purpose. 

showcasing your expertise and providing real estate market 

updates are all great places to start. 

Reviewing your business plan is a smart way to ensure that you 

aren’t overlooking a particular goal, and can help you better define 

your content marketing strategy. 

Once you have identified your goals and determined a strategy, 

put them in writing and keep them all in one place. This will 

streamline everything and ensure that what you are publishing 

stays on point. 

Step 2: Audit Your 2015 Content 

Take a minute here to jot down all of your different 

communication vehicles: Facebook, Twitter, Instagram, blog, 

newsletter, etc. Log in to each site, and pull the past year’s 

statistics. Set in place a process for this. 

Start with your blog. Take a look at the hits from the past 

year. Which posts had the highest page views? Did any have 

significantly higher click ratings or comments versus another? 

Move on to your digital newsletters and emails. Which stories 

were your subscribers most attracted to? Did any subject or 

keyword tend to drive more traffic than another? 

Finally, tackle your social media feeds. A great tool for this is 

SumAll. SumAll allows you to load all of your accounts and 

then analyzes which had the most engagement. 

Step 3: Plan Out Your Content 

Now that you have a good idea of what was successful (and 

what flopped) in 2015, it’s time to plan for 2016. While you can’t 

plan for every news item and story that you may publish, you 

can create an editorial calendar to start. Last minute items can 

be filled in when the time comes to publish. By setting up an 

editorial calendar, you can look at the week, month and year at 

a glance, and know that you have content scheduled that will 

help you meet your goals. 

Our Monthly Worksheet is a great way to get started on your 

editorial calendar. Determine a theme for the month, as well as 

the essentials that each month should have. Go ahead a sketch 

out some extras that you may want to add in as bonus content. 

We love the idea of creating a formula that works for your 

clients. To accomplish this, one example would be to include a 

monthly market update, a homeownership tip, a Chicago and/or 

neighborhood happening, in addition to a client story or review 

in every monthly newsletter. 

Once you’ve determined the formula for each platform (blog, 

newsletter and social channels) that takes into account your 

goals, it’s time to fill in the blanks: decide where you will get 

your content and who it will come from. Our monthly worksheet 

has some great ideas on topics to use as well as resources for 

ready-made content. Just be sure to make this content your 

own — even by adding just a few introductory sentences as a 

lead-in! You always want to make sure that your content stays 

in line with your tone and your brand — after all, that’s what 

your clients know and want! 

Step 4: Schedule Your Posts and 

ieentiateoueed 

With your core content mapped out for the month, it’s time to 

schedule it! You need to schedule time to both gather and produce. 

Taking some time each month to fulfill your plan means that you’re 

working smarter, not harder! 

Many people are hesitant to repurpose content for fear of sounding 

redundant. But, if you check out your statistics, you’ll see that not all 

of your audience is reading your newsletter or engaging with your 

Facebook posts. Give your content the best chance at getting seen 

– put it everywhere! 

The key to this is differentiating your content. We’re not big fans 

of automating and publishing your content the same way on 

every platform, because if your audience does see it posted 

the same way everywhere, you will seem redundant. Instead, 

pull out different elements for different channels; differentiating 

the photos and quotes will ensure you’re publishing slightly 

differently on every platform. 

Here’s an example: if you’ve downloaded the monthly statistics for 

the city of Chicago and you want to use them for a blog post that 

clients can comment on, our FastStats make this incredibly easy! 

There is already quite a bit of commentary there for you to utilize. 

Take a minute to whip up some quick graphics with pull-out quotes 

from the blog, and then publish a different graphic on each platform, 

while directing the different traffic back to the original blog. It’s all 

the same content, just tailored especially for each platform! We love 

to use Canva for this – it’s quick and simple to use. 

Taking some time to establish your goals, analyze your past hits, 

develop a strategy for posting and schedule out your content will 

help you stay on the path to achieve your broader business goals 

and help to streamline your content planning and posting down the 

line. It’s just another way we’re helping you to make 2016 your best 

year yet! 

Download our content planning 

worksheet. 


Our Favorite 

Content Resources 


Lenders 

Sound Off 

Ryan Mecum 

GUARANTEED RATE 

Colleen G. Bara 

CHASE 

Coby Hakalir 

MIDWEST LENDING 

Jorge A. Flores 

NEIGHBORHOOD 

LOANS 

Bernie Miller 

THE FEDERAL 

SAVINGS BANK 

Lenders are a crucial part of any real estate transaction, and they’ve been in the spotlight 

recently, with the addition of new technologies and the new TILA-RESPA Integrated Disclosure requirements. 

We sat down with a few of our lender friends to get the scoop on the technologies they use to ease the 

transaction, the financial assistance programs they love, the stumbling blocks they encounter along the way, 

and how TRID is going to affect the process moving forward. 


What types of technology are you using 

to keep REALTOR ® parties informed? 

Coby Hakalir: We are constantly looking for tools 

to enable us to communicate information as 

broadly and rapidly as possible. Our CRM program, 

which is linked to our loan origination software, 

enables us to update REALTORS ® and customers 

of events relating to the loan process in real time. 

Bernie Miller: We launched a true mortgage app 

recently, which helps track the loan through the 

process and keep all parties informed up front. 

Once we pre-approve a client, REALTORS ® can use 

the app to track clients and print their own preapproval 

letters for different offers, as long as the client is in the 

correct price range and qualifies for that home. It also syncs to 

our loan origination software. 

Colleen G. Bara: Maintaining strong working 

relationships with REALTORS ® is critically important 

to us. Our monthly Real Estate Connections 

Market Outlook e-newsletter keeps agents 

informed about the economy and U.S. housing 

market, developments at Chase and resources to help them 

win. We’ve also developed a market-leading microsite – 

Chase.com/agentresources. 

Jorge A. Flores: Our customized loan operating 

system was designed to keep the client, 

REALTORS ® and attorneys updated with major 

milestones in real-time. These updates are sent via 

email and push notifications from our phone app. 

Ryan Mecum: We offer a free platform that provides 

many different tools for REALTORS ® called Partner 

Xchange. It not only sends out automated alerts, but 

REALTORS ® can also sign in and track the status of 

real estate transactions in their pipeline. There will 

never again be that feeling of not knowing; we pride ourselves on 

how Partner Xchange keeps us in constant communication with our 

real estate agents so they stay informed at all times. It also includes 

co-branded marketing material, a host of training and informational 

videos and articles, and a free monthly branded magazine that you 

can use to help market yourself. 

What tools are you offering clients to 

ease the burden on the REALTOR ® ? 

CH: In one word: education. We pride ourselves on educating our 

customers throughout the process. Empowering customers in this 

way eases the stress of the transaction, and provides a much more 

relaxed deal process. 

BM: Our app. If the client gets the app as well, they can run numbers 

themselves, and their banker is only a text or phone call away 

for more advanced questions. 

CB: Today’s REALTOR ® faces a fast-paced, competitive market 

with customers on tight deadlines. Our My New Home learning 

page – Chase.com/mynewhome/learn – gives customers easy-tounderstand, 

click and view materials that will raise their awareness 

of what it will take to close on a home fast. Our My New Home 

Workshops help REALTORS ® guide their clients on the critical steps 

needed before entering the homebuying process. 

JF: We have reimagined the mortgage process with our virtual 

mortgage online application. This helps to streamline and expedite 

the lending process while keeping the communication lines open. 

RM: Our Digital Mortgage, featuring TransferSafe and DocuSign, 

allows clients to complete an online application and be issued a 

prequalification letter in minutes. Because everything is handled 

electronically, we can work efficiently and expedite pre approvals. 

Through this system, we are able to gather documents, have 

them signed, and stay in constant communication with borrowers 

and REALTORS ® . By completing most of the mortgage process 

electronically, it helps mitigate any possible delays. 

What can a REALTOR ® do to make the 

lending process as smooth as possible? 

CH: I think the most important thing I can stress is make sure your 

clients are pre-qualified properly. When I see deals start to go 

sideways, it’s usually because the loan officer failed to uncover an 

important detail during the pre-qualification process. Work with a 

loan officer you trust, and make sure expectations are set properly 

from the onset of the deal. 

BM: Help the client understand that they need to get documents 

to the lender ASAP! Right now we find that the client themselves 

(qualified clients) are the main cause of delay and stress because 

sometimes they are not urgent enough in fulfilling the lender 

requests. They will listen to their REALTOR ® if given another “nudge.” 

CB: With bank regulations on the rise, lenders have more rules 

to follow than ever before. We have worked hard to communicate 

regularly with agents and customers about required loan application 

documents. To make the lending process as smooth as possible, it’s 

critically important for customers to submit completed materials as 

quickly as possible. 

JF: Start by referring their client to a local Mortgage Lender with 

in-house underwriting and closing departments locally, then, 

of course, any assistance with obtaining needed information 

regarding any area of the transaction is invaluable. 

RM: Make sure that you provide a complete sales contract, 

including all contact information for both agents and both 

attorneys, as well as the HOA if it’s a condo. The REALTOR ® should 

also keep the loan officer well informed about any closing cost 

credits being provided by the seller. Also important is to not delay 

the property inspection. Finally, REALTORS ® can help coach buyers 

to provide their documents as quickly as possible, especially 

considering the tighter time frames in the new TRID world. 


Are there any financial assistance programs 

that you feel REALTORS ® need to know 

more about, and/or that are underutilized? 

CH: ie mst aial assistae prrams are prie 

municipal, county, and state agencies, the scope and breadth of the 

prrams are almst statl i u ® should make 

sure they’re working with someone who does a good job of staying 

on top of this kind of information and communicating it regularly. 

BM: e elp a lt f rst time uers et erlle i a mart 

instead of some of the down payment assistance programs that 

me it ter sies a mart as sme restritis 

(similar to DPA programs, income limits, etc.), but in general it pays a 

home buyer back every year that they own their home as a primary 

resiee up t 20 f te iterest pai tat ear i a ta eet 

CB: There are a number of programs out there and the majority 

of them are sponsored at the local city and state level. We would 

encourage REALTORS ® to work with their mortgage banker and 

local community housing partners to gain a better understanding 

of these valuable resources. 

JF: pamet assistae prrams su as tse ffere 

by Illinois Housing, as well as many counties and municipalities, 

a ffer a rrer up t $ 7,500.00 in down payment and closing 

st assistae ese uite fte priea uer te le up te 

ee t fulll te ream f meersip 

RM: We recently closed a loan using Chicago’s TaxSmart program, 

a rtae reit ertiate tat ffers siale ta reit auall 

t rst-time meuers a purases i ertai areas f 

Chicago. IDHA, FHA, VA… there are a lot of programs, and many 

a e use teter ur is t eatl at prram a 

rrer ma r ma t ualif fr itiall e als ffer 

renovation loans through our 203K and HomePossible programs. 

is prram is perfet fr ur liets li it a er-upper 

ai t l te me ut te plae reati as ell 

What’s the biggest hurdle you are seeing 

that prevents or delays getting to the 

closing table? 

CH: As I mentioned earlier, it’s customers who haven’t been pre- 

ualie rretl ti ill erail a press mre ta a 

uncovered issue midway through the loan process. 

BM: eers t a prper ualiati up frt a te la 

liers a eer lses ets sul teir est t l let 

teir uers r it aers tat te tat are ualie 

and that deliver great service (and a local banker is a good idea, too). 

CB: e it mes t ai a mrtae e fte ru 

it iult aliati te ime a assets tat prie 

by a customer or challenges sourcing a down payment. We 

also commonly encounter setbacks surrounding appraisal 

disagreements, title and deed obstacles and home inspections 

that uncover concerns about the condition of the home. 

JF: Buyers unable or unwilling to provide required documentation 

i a timel maer 

RM: The number one hurdle is getting trailing documents, 

especially contract disclosures, and any addendums and seller 

credits stemming from attorney review, in a timely fashion. 

Many of these items take additional steps on our end. Especially 

it ei i effet it is er imprtat tat all 

documentation on these items is received ASAP. 

What do REALTORS ® need to know 

about TRID? 

CH: Because of the added compliance costs and legal liabilities for 

lenders, both the cost of loans and the time it takes to close a loan 

ul ptetiall irease eers are mre liel t ffer ler 

lock periods, which tend to be more expensive and, by their nature, 

imply longer closing cycles. I think the long-term impact of this rule 

will be a positive for the customers, but the implementation and 

transition period might be a little painful. 

BM: More than ever, REALTORS ® should be aligning clients with 

preferre parters aers attres a title mpaiesurter 

brokers need to make sure their bankers work for tech-savvy 

istitutis f tese e islsures are maile a t 

“e-disclosed” on some level, closings can be delayed for more than 

a week, just based on the lender that the client choose. 

CB: These rules apply to all mortgage loans except Home Equity 

Lines of Credit. Lenders will now consolidate multiple old forms to 

reduce paperwork and customer confusion. The regulation is very 

presriptie reari te items tat ee a appliati fr te 

purpses f reeii a a stimate is is mre ee ta 

today’s rules. 

JF: Choose a partnership with a mortgage lender that is well 

prepared for TRID compliance. The lender should have a practical 

plan for compliance with the regulation as well as a sensitivity 

to the importance of meeting the dates in the contract. Lastly; 

COMMUNICATION, COMMUNICATION, COMMUNICATION! This is 

paramut i te press f trasatis mplete uer 

RM: TRID creates more certainty at the time of closing, but more 

time ees t e uete fr alii mrtae ai e 

most important thing that TRID changes is that we all need to have 

very strong communication from the beginning of the process; this 

includes not only the mortgage lender and the REALTOR ® , but also 

any attorneys, the title company, HOA, and insurance agent(s). If we 

are to comfortably meet TRID’s timelines, we are going to have to 

make sure that we start this process on day one. The good news is 

that not only are we aware of the changes, but Guaranteed Rate has 

created an online platform, called CD Xchange, to enable a swift and 

simple way to gather needed TRID documents from all parties. 


Bookshelf 

Well Read 

The business and leadership books we just 

can’t seem to put down (or stop quoting!). 

The Life-Changing Magic of 

Tidying Up: The Japanese Art of 

Decluttering and Organizing 

by Marie Kondo 

First, Break All the Rules: 

What the World’s Greatest 

Managers Do Differently 

by Marcus Buckingham 

& Curt Coffman 

Good to Great: Why Some 

Companies Make the Leap, 

and Others Don’t… 

by Jim Collins 

The Power of Habit: 

Why We Do What We Do 

in Life and Business 

by Charles Duhigg 

UnMarketing: Stop Marketing. 

Start Engaging. 

by Scott Stratten 

Talk Like TED: The 9 Public- 

Speaking Secrets of the World’s 

Top Minds 

by Carmine Gallo 


Listen Up 

LEADERSHIP 

MARKETING 

UnMarketing 

by Scott Stratten 

One of the top five social 

media influencers in the world 

(according to Forbes), Scott 

Stratten is a marketing expert in 

the truest sense of the word. His 

entertaining podcast is one of our 

must-listens, always. 

Social Pros 

by Jay Baer & Adam Brown 

Social Pros prides itself on “real 

insight on the real people doing real 

work in social media.” It’s one of the 

most popular marketing podcasts 

in the world, for good reason. 

Marketing Smarts 

by arketing rofs 

Featuring interviews with smart 

marketers from all industries, 

this 30-minute weekly podcast is 

chock full of real advice to help 

market yourself smarter. 

Good Life Project 

by Jonathan Fields 

Unscripted and deeply-inspiring 

conversations are the norm on 

the Good Life Project. Listen in 

and be prepared to start building 

a more extraordinary life, deeper 

relationships, and a more 

meaningful, fulfilling career. 

Accidental Creative 

by odd enry 

The Accidental Creative has 

made a name by teaching 

teams to be prolific, brilliant and 

healthy. Plug into their podcast 

and get ready to unleash your 

best work yet. 

PERSONAL GROWTH 

The School of 

Greatness 

by ewis owes 

Author and former pro athlete 

Lewis Howes dives into the 

inspirational stories from the 

most brilliant business minds 

and influential celebrities in the 

world, all on a mission to share 

what makes great people 

so great. 

The 

podcasts 

we’re 

currently 

loving. 

Listen to the podcasts featured here. 

The Leadership Dojo 

by Alex arker 

Host Alex Barker wants you to 

lead an inspired, extraordinary 

life. He’ll show you how to grow 

your passion, strengths and 

values in his interviews with 

leaders from all walks of life. 

Beyond the 

To-Do List 

by rik isher 

Looking for the secret to doing 

great work while balancing 

the rest of your life? Look no 

further than this podcast, 

featuring secrets from some of 

the world’s busiest, yet most 

productive people. 

This is Your Life 

by ichael yatt 

Leadership coach and mentor 

Michael Hyatt has a lifetime 

of experience working with 

high achievers, and now his 

advice and tricks on personal 

development, leadership and 

productivity are available for you 

several times a week. 

BUSINESS 

Happen to Your Career 

by Scott Anthony Barlow 

Happen to Your Career believes that 

you can find work that you love, and 

it’ll show you how. It’s funny, helpful 

and completely inspiring. 

Red – The Podcast 

onfluence 

by avid ooper aurel taples 

Need some help taking an idea 

and making a name for yourself, in 

the industry and beyond? This is 

the podcast for you, to grow your 

impact, influence and income, 

with strategies that really work to 

explode your income. 

48 Days to the 

Work You Love 

by Dan Miller 

Dan Miller specializes in creative 

thinking for increased success. His 

popular podcast is an expansion 

of his book by the same name, and 

his expertise in helping individuals 

redirect careers, evaluate new 

income sources and achieve 

balanced living will help you fall 

back in love with your industry. 


CommercialForum 

What is CommercialForum? 

CommercialForum (CF) is the commercial division of the Chicago Association of REALTORS ® and, 

with +2,700 members, Chicago’s largest commercial real estate community. CF provides brokers, 

owners, managers, developers, REALTORS ® and non-REALTORS ® access to legislative 

iuee euati & prfessial eelpmet tls & resures 

and networking opportunities. Learn more about CommercialForum 

at www.CommercialForum.com. 

ADVOCACY 

CF represents commercial interests at the state, county and 

municipal levels of government, supports legislation that promotes 

a healthy business environment, and opposes legislation that 

would increase the cost of doing business or inhibit industry and 

community growth. 

Welcome, 2015-2016 CommercialForum Chairs! 

2015-2016 Chair 

MOLLY PHELAN 

Much Shelist 

2015-2016 Vice Chair 

DEENA ZIMMERMAN 

Sperry Van Ness 

NETWORKING 

CF offers commercial networking opportunities throughout 

the year, from small informational forums to large annual signature 

events, all designed to promote information exchange and 

deal-making with industry peers. Whether new to the industry or 

a seasoned veteran, CF helps you to build the essential industry 

relationships needed to prosper. 

CONTINUING EDUCATION 

Expand your knowledge base to serve the commercial market 

through designation and certification programs, such as: 

• Discovering Commercial Real Estate 

• CRE: The Insider’s Guide 

• Income Property Analysis 

• Advanced Income Property Analysis 

• Commercial Real Estate Law Liability 

• And more! 

BENEFITS 

Members of CF receive many benefits, including access to our 

newly expanded and continually updated library of forms and 

contracts, including LOIs to lease and purchase, broker to broker 

referral forms, exclusive representation agreement letters, and 

more! Members also receive professional development discounts 

and a weekly e-newsletter, featuring the most comprehensive and 

up-to-date schedule of Chicago commercial real estate events. 

YEAR IN REVIEW 

ADVOCACY e are iueers i te it f 

Chicago, Cook County and West Towns governments, 

and have introduced proactive legislation (RLTO) and 

aggressive reactive coalitions (ARO, cloud tax) to help 

REALTORS ® and CF members. 

EVENTS Our reinvented programming has 

resulted in increased attendance and relevance at 

CF events, as well as increased membership! 

INDUSTRY We have strengthened strategic 

alliances with fellow commercial organizations, 

including CCIM and IREM. 

TOOLS We introduced our weekly e-newsletter 

to keep our members informed, as well as developed 

the industry’s most comprehensive schedule 

of Chicago commercial real estate events. We also 

made available six new forms and contracts for our 

members to use. 


Global Real Estate Council 

Global Real Estate Council Updates 

The purpose of the Global Real Estate Council is to support C.A.R. members who do business 

with global markets (inbound and outbound transactions and/or consultancy) through education 

and networking activities, information sharing and involvement with select global real estate 

organizations. The forum also fosters strong relations with local organizations representing diverse 

ethnic and cultural communities in Chicagoland. 

The Global Real Estate Council has been busy this year! We 

welcomed a new name, a new logo, and new initiatives. 

Learn more about Global Real Estate Council at 

www.chicagorealtor.com/groups-and-networks/global/. 

POLAND 

In November, C.A.R. welcomed a visit from WSPON. In addition 

to getting a tour of C.A.R. Central, led by COO Warren Frank, the 

visiting delegation was treated to a lunch at Cliff Dwellers, in 

addition to presentations by Global Real Estate Council Vice Chair 

Maurice Hampton, FIABCI’s Bill Endsley, IAR Housing Policy Advisor 

Sharon Gorral, IAR President Mike Drews and mortgage professional 

Pierre Gelinas. Don Pasek also gave a presentation on the MLS. 

THAILAND 

Global Real Estate Council Vice Chairman Maurice Hampton, 

Centered International Realty, traveled to Bangkok, Thailand for a 

five-day Certified International Property Specialist (CIPS) course. 

There, he built on his knowledge of international real estate 

transactions, while experiencing one of the top vacation, cultural 

and foreign investment destinations in the world: Thailand! 

KOREA 

In October, CEO Ginger Downs met with a delegation from 

Korea at the C.A.R. offices to talk about the Chicago market 

and opportunities therein.. 

Global Silver Status Recognition 

Finally, the Global Real Estate Council was awarded Global 

Silver Status by the National Association of REALTORS ® 

for their 2015 accomplishments. The NAR 

Global Achievement Program is designed 

to recognize and reward the most active 

associations in global business. 

Congratulations, Global Real Estate 

Council! 

David and Patsy Wyant, CIPS Instructors, with 

Maurice Hampton, Centered International Realty 

Photo courtesy Maurice Hampton 

Members of the Global Real Estate Council mingled with the 

eleates at te liff ellers lue 


Association News 

Vicky Silvano 

Honored as AREAA’s 

2016 National Chair 

C.A.R.’s own Vicky Silvano was honored at the 2015 Asian Real Estate 

Association of America (AREAA) Convention in San Francisco in late 

October, where she was installed as the 2016 National Chairwoman. 

A broker at Century 21 S.G.R., Inc. in Chicago, Silvano is a former chair 

of the Chicago chapter of AREAA. Congratulations, Vicky! 

Daniel Goodwin 

Wins National Good 

Neighbor Award 

Congratulations to Daniel Goodwin, chairman 

and CEO of Inland Real Estate Group of 

Companies, Inc. He is one of five winners of 

the national Good Neighbor Awards, which 

recognizes REALTORS ® from across the nation 

who dedicate countless volunteer hours to 

improving the lives of their neighbors and 

serving as leaders in their communities. 

From left, IAR Immediate Past President Jim Kinney, 

IAR President-elect Doug Carpenter, Silvano, IAR President 

Mike Drews and IAR CEO Gary Clayton. 

Photo courtesy Sharon Gorrell, Illinois Association of REALTORS ® . 

Goodwin founded New Directions Housing 

Daniel Goodwin 

Corp., a nonprofit that provides affordable 

housing for low-income residents. Since 1994, NDHC has built 

or rehabbed nearly 500 multifamily units throughout Illinois. The 

nonprofit partners with other groups to provide residents with 

services like Meals on Wheels, after-school programs, free flu shots, 

and recreational activities. Goodwin has also served on the board of 

the Illinois Housing Development Authority Trust Fund and chaired 

the first Affordable Housing Task Force for DuPage County. 

He is an excellent example of how REALTORS ® build and strengthen 

communities. 

Access without Permission = 

Criminal Trespass 

REALTORS ® are distinguished through a strict Code of Ethics and are renowned for 

professionalism and the highest standards. However, we continue to receive complaints 

regarding REALTORS ® entering homes without proper authorization. 

If a broker enters a home without proper permission, it is illegal and may constitute criminal 

trespass. Depending on the offense, this can be either a class A misdemeanor or a felony. 

Guideline to staying on the right side of the law: 

• Schedule appointments with the listing broker, even if home is vacant. 

• Ring doorbell or knock loudly before entering any home. 

Questions? Contact Amanda Withrow, Senior Director of Member Care and Professional 

Standards, at awithrow@chicagorealtor.com. 

Jim Kinney 

Honored for 

Excellence 

Congratulations are in order for Chicago 

REALTOR ® Jim Kinney, vice president of 

luxury home sales for Baird & Warner and 

past president of the Illinois Association 

of REALTORS ® , who was awarded one 

of the 2015 Senior Real Estate Specialist 

(SRES) Outstanding Service Awards at the 

2015 National Association of REALTORS ® 

Conference & Expo. As IAR president, he 

commissioned the Senior Housing Working 

Group to look at how Illinois handled an 

aging population, raise the visibility of senior 

housing issues and look at ways to provide 

resources to REALTORS ® and their clients. 


C.A.R. Nonprofit 

Partnership 

Spotlight: YearUp 

YearUp Chicago is a one-year, intensive training program that 

provides low-income young adults, ages 18-24, with a combination 

of hands-on skill development, college credits, corporate 

internships, and support. C.A.R. hosted a YearUp intern, Charles 

Smith, last spring, under the mentorship of Director of Information 

Technology Don Coleman. Charles has now been assisting the IT 

department since mid-summer. 

Recently, Don was invited to speak to a new class of YearUp 

students about his career. He talked a great deal about recognizing 

opportunities and taking advantage of them. After the class, many 

students approached him with questions about C.A.R. and the IT 

industry, and expressed gratitude for his advice and time. Thank you, 

Don, for being a great representative of C.A.R. in the community! 

@ChicagoREALTORS 

Courtesy Maria Dickman, C.A.R. 

The Foundation 

Gives Back 

The Chicago Association of REALTORS ® Foundation has been busy 

this year! We recently made a $ 3,000 donation to Advocates for 

Adolescent Mothers, with an additional $ 2,000 allocated for the 

C.A.R. staff to compile a goodie bag for each mother and purchase 

items for children. Several member offices have volunteered to set 

up boxes to take donations for the Advocates, and C.A.R. will have 

a box, as well. Look for further information about donating items on 

the website! 

The Foundation also recently approved a $ 15,000 gift to All Chicago 

to reinforce our commitment to the services All Chicago provides 

to support the most vulnerable of Chicago’s citizens: the homeless, 

and those on the verge of homelessness. 

Finally, the Foundation has approved a gift of $ 10,000 over the next 

two years to the 100 Club of Chicago, for educational assistance 

for the dependents of law enforcement officers, firefighters and 

paramedics in Cook and Lake Counties. With the $ 10,000 donation, 

the Foundation becomes a major contributor to the 100 Club. 


INDUSTRY 

PARTNERS 

GREATER 

Asian Real Estate Association 

of America (AREAA Chicago) 

AAREAA CHICAGO is having a fabulous 

year! We hosted the 4 th Annual Global 

and Luxury Summit at the Trump Chicago 

in April, which attracted more attendees 

than any other Global summit, with 

attendance surpassing those in Hawaii 

and New York. We also spent a day with 

DuPage Habitat for Humanity, where 

AREAA member volunteers learned to 

install tile and decking and were exposed 

to all aspects of new home construction. 

More importantly, we learned about 

the many facets of Habitat and the 

luteers a staff tat eale aitat 

t mae me ersip affrale fr 

so many. This fall, we hosted a sponsor 

recognition and holiday party, as well as 

a “Lunch and Learn” gathering. And, at 

the AREAA National Convention in San 

Francisco, our own Vicky Silvano, former 

Chicago AREAA Chair, was installed 

as 2016 AREAA National Chair. Visit 

www.areaa.org to stay up to date on 

what’s to come! 

Dearborn REALTIST ® Board, Inc. 

2015 (DRB) 

January 2015 started out with a Market 

utl a i-ff elerati 

to jumpstart the year full of new 

opportunities and goals. Many allied 

partners participated in this wellattended 

event, with presentations by 

Citi Bank, Austin Jarrett and Freddie 

Mac. Since the January event, DRB has 

continued its monthly commitment to 

provide relevant industry programs 

for its members. Dearborn and our 

strategic partner C.A.R. reconnected 

with our local and state lawmakers, a key 

opportunity for DRB. The DRB monthly 

networking events continue to drive up 

memersip ur rst aual ier a 

Building Tour was a huge success. The 

annual member appreciation picnic 

was, as always, well-attended, as was 

the annual DRB scholarship golf outing. 

We are excited about 2016 and the 

promising future for DRB. Keep an eye 

on www.chicagorealtist.com for what’s 

to come! 

The International Real Estate 

Federation — FIABCI–USA 

FIABCI-USA hosted over 100 high-level 

international delegates from twelve 

ai im utries i lulu 

from September 10-12. Themed “Success 

rss te ai e eelpmet 

epts te sia ai eal 

Estate Congress examined key issues 

for the real estate profession and the 

planet, including the need to focus 

new real estate development around 

active transportation hubs. Expert 

panels discussed smart, sustainable 

a prtale ura plai a 

environmentally friendly luxury resort 

development. Steve Williams, Executive 

Managing Director of Real Capital 

Analytics delivered the keynote address, 

where he explored the latest crossborder 

capital trends and provided an 

up-to-the-minute look at the sources and 

targets of AsiaPac’s real estate capital. 

Our social highlights also included the 

Grand Prix of Real Estate Awards dinner, 

where the Lurie Children’s Hospital of 

Chicago won an award. We also hosted 

the Ghana Delegation in Chicago in 

August with a networking reception. Visit 

aciuaeecogou 

to stay up-to-date in the new year! 


THE YEAR 

IN REVIEW 

National Association 

of Hispanic Real Estate 

Professionals 

NAHREP Chicago has had a stellar year! 

We are very proud to be the largest 

(and growing!) NAHREP chapter in the 

country. In September, we hosted the 

NAHREP National Convention, with nearly 

3,000 in attendance. We were honored 

to bring this event to Chicago! Aside 

from the National Conference, we put 

on a number of educational events this 

year. In May, we hosted a technology 

event with author, speaker and blogger 

Chris Smith as a keynote speaker. At 

our Annual Wealth Symposium in July, 

aial eperts prie isit a 

took a closer look into the economics 

of handling personal and professional 

businesses. And in December, we hosted 

our holiday celebration and awards, in 

a fu-lle eei ae iia 

that recognized and awarded the 

accomplishments of local REALTORS ® 

and lenders in the NAHREP Top 250. 

Stay tuned for more to come in 2016 at 

www.nahrepchicago.org! 

REALTORS ® to the Rescue (RTTR) 

REALTORS ® to the Rescue is growing 

by leaps and bounds! We are over 200 

members strong and have over 2000 

“likes” on Facebook. We are excited to 

announce that we have supported all 

the pet shelters & rescues in Chicago 

this past year — over 25! In 2015, we gave 

away over $ 25,000; our goal and hope is 

to increase that to $ 75-100,000 in 2016. 

Additionally, in November we hosted 

ur rst aual ar all is petfriendly, 

black tie fundraiser was hugely 

successful and raised thousands of 

dollars for local homeless animals. In the 

spring, we will organize our third annual 

Cubs outing, so make sure you plan to 

attend this fun event for a great cause! 

For more information, check out 

www.realtorstotherescue.com. 

Women’s Council of REALTORS ® — 

WCR Chicago 

WCR Chicago is continuing to rock and 

roll! We are the third largest chapter in 

the country. We received national 

recognition from WCR National for “Best 

Program” regarding both our January 

and February programming. “How to Sell 

More” - Part 1 (January) & Part 2 (February) 

featured the top listing agents in the city. 

We also co-sponsored the Casino Royale 

event with C.A.R.’s Young Professionals 

Network in October, which raised over 

$ 

55,000 for RPAC. Lastly, to end the year, 

we’ll be hosting our 2016 Installation Gala 

on December 16 th . Besides this being one 

of our most exciting events of the year, we 

ill istall ur ami 201 ers 

keep an eye out for our membership drive 

competition from January to March 2016. 

Visit our website www.wcrchicago.org 

for more details! 


Government Affairs Update 

Chicago 

Electoral politics 

dominated the 

early months 

of 2015 as 

Senior Director 

of Government 

Affairs Brian A. 

Bernardoni and 

Government 

Affairs Director 

Kristopher 

J. Anderson 

engaged in 

advocacy and 

policy matters, 

increasing the 

ability of 

REALTORS ® to 

have their voices 

heard at Chicago’s 

City Hall, the Cook 

County Board 

and a number of 

government and 

policy arenas. 

BRIAN A. 

BERNARDONI 

Senior Director of 

Government Affairs and 

Public Policy 

KRISTOPHER J. 

ANDERSON 

Director of 

Government Affairs 

Affordable 

Requirements 

Ordinance 

We’ve long held that if 

developers don’t build, 

REALTORS ® have less product 

to sell, with the end result 

being less housing across 

the board. C.A.R. battled 

from the end of 2014 through 

the entire calendar 2015 to 

make a better Affordable 

Requirements Ordinance, one 

that met the goals of the City 

without hurting development. 

The City made some changes 

to the ordinance (like linked 

development), but still insisted 

on a number of onerous 

provisions which compelled 

the development community 

to file suit. C.A.R. is monitoring 

the ordinance’s impact on new 

construction. We will need 

your help to know how the 

ordinance is actually working 

in Chicago’s neighborhoods. 

If it doesn’t work, we’ll need 

you to help galvanize new 

rules and procedures to make 

the ordinance work, so that 

Chicago can continue to build 

and become more affordable. 

Chicago 

Residential 

Landlord Tenant 

Ordinance 

A significant Residential 

Landlord Tenant ordinance was 

re-introduced to the Chicago 

City Council on September 

24, 2015. Chicago’s landlord 

ordinance is considered the 

most punitive in the nation, 

so we have long attempted 

to secure a change in the RLTO 

which would create judicial 

discretion in the penalty phase 

of the ordinance. Keep an eye 

out for a Call for Action on 

this topic. 

Cloud Tax 

The City of Chicago put forth a 

cloud computing tax ruling that 

imposes a nine percent tax on 

a wide range of cloud-based 

services. C.A.R. is pursuing 

an exemption on behalf of 

all REALTORS ® , as almost all 

vendors related to a real estate 

transaction use cloud-based 

services and could potentially 

pass costs on to the consumer. 

Dave Naso, Keller Williams Preferred Realty, Gail Spreen, Streeterville Properties, 

Ginger Downs, Chicago Association of REALTORS ® , Sarah Ware, Ware Realty Group, 

LLC, Kevin Van Eck, @properties, Gabriel Velixaru, ARE Partners, Ron Abrams, Silver 

Property Group, Ltd., and Rebecca Thomson, @properties. 

Photo by Jessica Kern, Chicago Association of REALTORS ® 


Property Tax Advocacy 

ile te ut ssessrs e as reassessi te 

City of Chicago, C.A.R. worked with brokerages on educational 

programs to teach clients on how to lower assessments. C.A.R. 

also worked closely on policy matters with the Assessor in 

rears t affrale usi a e a reafasts 

Elections 

C.A.R., with tremendous assistance from IAR, triaged all 50 

aldermanic wards in order to position pro-REALTOR ® candidates 

faral fr re-eleti i f 50 ars effrts ere 

critical in the election of new, pro-REALTOR ® aldermen in the 2 nd , 

11 th , 15 th and 24 th wards. Within weeks of the election, C.A.R. GA 

hosted an orientation to brief the new aldermen on the full slate 

of issues. This outreach continued with one-on-one meetings 

with Aldermen. 

Advocacy Coalition 

Under the leadership of 2014-2015 C.A.R. President Hugh 

Rider, real estate leadership from the Chicagoland Apartment 

Association, BOMA/Chicago, the Apartment Building Owners 

and Managers Association, as well as builders, neighborhood 

landlord groups and likeminded parties met several times to 

collaborate and coordinate on public policy matters to better 

serve the greater real estate community. 

Public Policy Forums 

ermet ffairs as pru t st umerus reafast 

meetings with the preeminent policymakers and leaders of the 

real estate industry. Topics discussed included: City of Chicago 

Municipal elections analysis, medical marijuana, legislative 

upate aut priel a te mi re-assessmet f 

the Chicagoland area, as well as multiple updates about the 

ffrale euiremets riae 

ese ries ame frm i rai ermet 

ials su as ut ssessr e erris a tate 

Representative and Deputy Majority Leader Lou Lang. In 

aiti t elete ials e ere aresse 

Midwest Administrator Antonio Riley, City of Chicago Buildings 

mmissier u rla mae sme f er rst puli 

remars as a aiet er t ur ssiati a ti 

Commissioner of Planning and Development David Reifman. 

In addition to public administrators, those who attempt to 

change or make policy and make public comment on policy also 

addressed our group, including Mike Scobey of IAR, Lee Bey of 

the University of Chicago, Professor Dick Simpson and a cadre of 

attres frm te la rm f as arti & ell 

Ensuring that policy makers are available to our members not 

only generates better policy; it makes the REALTOR ® brand 

that much stronger, because a REALTOR ® is better informed of 

market conditions and regulations than an average licensee. 

BUT WAIT - THERE’S MORE! 

We also worked on RLTO litigation matters, rental unit 

ispetis i ut rate issues at te etrplita 

Water Reclamation District, and a wide range of issues and 

programs for the West Towns Chapter — in particular, new 

education and partnerships with the Town of Cicero and the City 

of Berwyn, as well as an onerous sprinkler matter in Lyons. 

Looking Ahead - 2016 Predictions 

ear it sierale sal turmil ill itesif as ar 

voters and business groups will have the opportunity to vote on 

candidates at the state and federal level in the primaries, and 

te aai i emer less a mar aial sluti fr te 

state and city pension problems emerge, debates will continue 

on how much additional tax our economy can handle. Evaluation 

f te riae prpsal a te effetieess r impat 

of ARO will be front and center. On the positive side, the City of 

Chicago will be looking at REALTOR ® -advocated construction 

cost reform as likeminded housing and real estate groups 

advocate together for solutions. 

PROFESSIONAL SERVICE 

PARKING PERMIT – A Win! 

You’ve been asking for it, and we made it happen. This fall, 

City Clerk Susana Mendoza introduced the Professional 

ari ermit i alleiates siiat arriers i 

REALTORS ® ’ ability to bring services to their clients in areas 

where there is zone parking. The pass comes with a fee, 

and is available only to licensed brokers in order to prevent 

abuse. We believe that this will make it easier for clients to 

get REALTOR ® assistance when buying or selling a home. 

Approved by the City Council in October, the program will 

rst lau as a t-ear pilt r mre ifrmati isit 

our website. 

Calls for Action – 

WE NEED YOUR VOICE! 

As an industry, we are being challenged like never before, 

and we’re under substantial pressure at the local, state and 

national levels. While we’ll continue to be at the forefront 

of issues, we can’t do it alone. We need your help. We need 

your voice. 

It’s quick and easy! 

1. Keep an eye out for our emails. 

2. Click and enter your name and address to autosend 

a letter to your legislative representatives. 

3. Tell your peers to do the same! 


E 

V 

E 

N 

T 

S 

2016 Calendar 

7 JAN 

13 JAN 

28 JAN 

3 FEB 

17 FEB 

18 FEB 

24 FEB 

10 MAR 

11 MAR 

30 MAR 

5 APR 

Market Outlook 

InterContinental Chicago 

3 PM – 7:30 PM 

CommercialForum Networking Breakfast 

Maggiano’s 

9:00 AM – 10:30 AM 

ic-ie 

Cuvée Chicago 

6:30 PM – 9 PM 

Global Mixer 

Morton’s The Steakhouse 

4 PM – 7 PM 

West Towns Meet & Greet 

Skylite West Banquets 

8:30 AM – 11 AM 

CoecialouCCoundtale 

Morton’s The Steakhouse 

2 PM – 5 PM 

YPN Breakfast 

Manny’s Deli 

9:00 AM – 11 AM 

Sales Awards Networking Reception 

The Drake Hotel Chicago 

5:30 PM – 9 PM 

ointoenentaioetanageentoueeting 

C.A.R. Central Office, Classrooms 1 & 2 

9:30 AM – 11 AM 

YPN Breakfast 

Manny’s Deli 

9:00 AM – 11 AM 

IAR Capitol Conference 

President Abraham Lincoln Double Tree Hotel, Springfield, IL 

10 AM – 7 PM 

E 

D 

U 

C 

A 

T 

I 

O 

N 


Education Highlights 

Roadmap of a Transaction 

C.A.. Central ce 

9 AM – 12 PM 

“Very informative look at the process of buying/selling. 

A great map to carry in my journey.” 

– Joshua Novy 

Turning Your Mobile Device 

into Your Mobile Office 


9 AM – 4 PM 

“Wonderful teacher, well-versed and inspiring to use 

apps and products!” 

– Randy Jorgenson Lancaster 

Accredited Buyer 

Representative 


9 AM – 5 PM 

“This course is a good refresher for experienced agents 

who may need an injection of new ideas, and a must for 

new agents.” 

– Saudra Amani 

The Power Negotiator’s 

Playbook 


9 AM – 5 PM 

“Class is very informative, as well as entertaining. 

Everyone’s involved in the group discussions and 

people learn to work together to develop their ideas.” 

– Eve Heffer 

Income Property Analysis 


8:30 AM – 5 PM 

“This class was even more useful than I hoped! As an 

agent trying to expand my reach into income producing 

property, I would consider this a must! I plan to take 

it again to keep my skills sharp and I think the tools I 

learned today will help me be a better resource for my 

clients. Chip was a great instructor and kept us involved 

from start to finish!” – Grace Goro 

Sales Skills Workshop 


8:30 AM – 4:30 PM 

“Chip masters the sales skill subject. His course is very 

much in technique and very helpful. I would strongly 

recommend this course to brokers who are interested in 

their sales skills.” 

– Paul Harb 

Registrations may be completed online at 

www.chicagorealtor.com/realtors-real-estate-school/ 


the buzz 

We Hear You! 

We when you check in 

Tweet 

Tweet 

Tweet 

BW Edgebrook 

@‏ BWEdgebrook 

Thank You @ChicagoREALTORS 

& Amanda Withrow GR8 Ethics/ 

Standards Presentation! 

#bwagentsrock #bethebestbroker 

5H 

Facebook Review 

Out&About 

}Thank you Laura Stonecipher, Brett J. Decker, 

Natasha Alwayzontime Mobley, Emilio Bartucci, 

Kamil Bartoszcze, Jessica Barrera Broker Owner, 

a usti aff 

Eduardo Eddie Garcia, Karrah Blalock, Manny Regalado, 

sweetjean 

@sweetjean 

#cre #realtors are in the house!! 

Joe Cosenza doing the invocation 

at the @ChicagoREALTORS 

Inaugural #powerofR 

@gregpekarsky 

Annual @chicagorealtors YPN 

#RPAC fundraiser. Bringing the 

#realestate industry together to 

support positive #homeownership 

legislation #realestate 

@catherineholbrook0 

First YPN meeting with the 2016 

board! It’s going to be an exciting 

year! #chicago #ypn 

@live77chicago 

Beautiful day to take a walk after 

an ethics class @chicagorealtors. 

#live77properties #chicagorealtor 

Real Estate Boxing 

@NRE_Boxing 

Thanks for the shout out 

@ChicagoREALTORS and 

congrats @RuthMinnick :) 

#chicago #boxing #realestate 

> Millie Rosenbloom with 

BrianHopkins at Hilton Chicago 

Hotel: Photo with Brian Hopkins, 

Alderman 2 Ward, at the Chicago 

Association of REALTORS Inaugural 

Gala last night! 

find us online @ 

ChicagoREALTORS ChicagoREALTORS Chicago Association of REALTORS 


COMPLIMENTARY CE 

COURSES FOR 

C.A.R. MEMBERS 

The Chicago Association of REALTORS ® wants to take the stress out of 

CE season, and help you get off to the right start in 2016. We’re investing in you 

to make 2016 your best year yet! It’s a win-win — get your required courses 

out of the way early, so you can focus on advancing your real estate career! 

Complete your CE with us between November 1, 2015 and February 29, 2016 

and we’ll cover the cost! 

This includes select classroom, self-study and downloadable options. 

How to Take Your Complimentary Classes: 

CLASSROOM 

SELF-STUDY 

DOWNLOADABLE 

Register for Continuing Education 

courses scheduled between 

November 1, 2015 and February 

29, 2016 on a first-come, firstserved 

basis and your member 

price of $ 0 will display. We want to 

make classes available to as many 

members as possible, so please 

only register for the classes you will 

attend. There will be a $ 26 no-show 

fee invoiced to your account for each 

class missed. 

*Note Hot Topic and Designation courses 

are not included. 

Order your Continuing Education 

Self-Study courses between 

November 1, 2015 and February 29, 

2016, and you will not be charged. 

You then have 3 months to complete 

your tests. 

Download your Continuing 

Education courses at any time! Tests 

must be taken between November 1, 

2015 and February 29, 2016. 

Registrations may be completed online at 

www.ChicagoREALTOR.com/MemberCE

Winter2015 CRMagazine

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