CR Magazine - Winter 2016

CR 

Chicago REALTOR ® 

Magazine 

Charging Your 

Business with 

Positivity 

V o l u m e 26 | Winter 2 0 1 6 

Meet 2016 -2017 

C.A.R. President 

MATT 

SILVER 

and the New 

Board of Directors 

The Official Publication of the Chicago Association of REALTORS ® 

www.ChicagoREALTOR.com 3

VERIFY YOUR 

INDIVIDUAL 

OR TEAM’S 

SALES DATA 

BY THE SUNDAY, 

JAN. 15, 2017 

DEADLINE! 

March 23, 2017 

www.ChicagoREALTOR.com/SalesAwards 

The estimated minimum production thresholds to be recognized as a C.A.R. 2016 Sales Awards Top Producer are $ 8 million in volume or 27 units closed in MRED. These estimated thresholds are based 

on current production data pulled from MRED. The final data pull from MRED will occur mid-January 2017. The final minimum thresholds may be adjusted slightly, based on this data.

Cover photo by Tori Soper, Tori Soper Photography 

46. 

YPN + WCR Chicago's 

5 th Annual Casino Royale — 

An RPAC Fundraiser 

ChicagoREALTOR® 

MAGAZINE 

GEOTARG E 

IN THIS ISSUE 

4 President’s Perspective 

6 From the CEO 

8 Editor’s Picks 

9 What’s Online 

34 Bookshelf 

35 Listen Up 

42 Photo Album 

48 Calendar 

50 The Buzz 

Winter 2016 

24. 21. 

FEATURES 

10 Matt Silver: 2016-2017 C.A.R. President 

14 Chicago REALTORS ® in State and National Leadership Roles 

15 Introducing the 2016-2017 Board of Directors 

18 Hall of Fame: Nancy Suvarnamani 

20 What Keeps You Up At Night 

21 Renovation Diary: The Move to 430 N. Michigan 

24 Geotargeting: The Newest Adage in Real Estate Marketing 

26 Good Vibes Only: Charge Your Business with Positivity 

28 Get Engaged. Get Facebook Live. 

“ 

30 Mentors: How to Find One, How to Be One 

Location, location, location-based 

32 Hit Your Target: Easify ® Your Business 

marketing may UPDATES become the newest adage 

5 Foundation Update 

in real estate 36 marketing. 

Goveronment Affairs: R Voice Chicago 

38 CommercialForum 

39 Global Real Estate Council 

26. 40 Industry Partners 


PRESIDENT’S PERSPECTIVE 

My dad asked me many years ago, 

“When the door of opportunity opens, 

are you bringing people with you and 

holding it open for them to join you? Or, 

are you shutting it behind you as you embark on your journey?” To 

be a leader you need to know who is to follow, and strive to inspire 

as you have been inspired. 

I am in the trenches every day with awesome brokers, some unaware 

of the incredible tools we as an association offer. I have been afforded 

the chance to speak on behalf of so many voices. It is my goal to raise 

the bar on education, professionalism, integrity, and "real service." I 

believe that to give real service, you must add something which 

cannot be bought or measured with money: sincerity and integrity. 

As we approach a new year, my guiding belief is that all of Chicago 

matters- every member, neighborhood, community, resident, 

landlord and tenant. As REALTORS ® , we are all connected – the 

effects on one neighborhood are felt by all. I intend to create 

opportunities to hear from all and initiate programs and services to 

address each area. I implore you to get involved in your community 

and help those in need. I challenge you to strive to be uncommon 

leaders in your community, as well as your business. 

Watch Matt’s inaugural speech. 

It is my goal that our membership leads profitable, comfortable, and 

productive lives — that we are recession-proof and prepared for what 

lies ahead. Throughout the coming year, the threats and wins will 

announce themselves; it is my hope to guide us through them with 

class and grace. I promise you I won’t be perfect. However, I will strive 

each and every day to create a legacy you can take pride in. 

I look forward to working with you and learning from you in the 

months to come. 

MATT SILVER 

2016-2017 President 

Chicago Association of REALTORS ® 

4 Chicago REALTOR ® Magazine

C.A.R. FOUNDATION NEWS 

The Foundation's Year of Giving 

Throughout the year, the Foundation has been actively engaged in assisting REALTORS ® and their families in meeting their real 

estate educational goals through scholarships, as well as helping to build a stronger Chicago through our work with various nonprofit 

organizations. 

Here’s a look at what we’ve accomplished this year: 

Charitable contributions 

$ 

70,500 in charitable contributions to: 

• All Chicago 

• Advocates for Adolescent Mothers 

• Boys & Girls Clubs of Chicago 

• Union League Boys & Girls Club 

• REALTORS ® Relief Fund 

• Illinois REALTORS ® Relief Fund 

• Marion Maner Public Memorial 

• Nate Ellis Support Fund 

• Hephzibah Children’s Association 

• Renaissance Social Services 

• Harley Helping Hands 

• Mercy Housing Lakefront 

• Sarah’s Circle 

Scholarships 

34 individual scholarships, totaling 

over $ 17,000 

• 4 Zeke Morris scholarships, totaling 

$ 

2,000 (provided through Ada S. 

McKinley Community Services) 

• 2 Veteran’s Pre-Licensing 

Scholarships, with more pending 

$ 

22,500 Institutional scholarships to: 

• REEF – Jim Kinney Scholarship 

• REALTOR ® University 

• Goldie B. Wolfe Miller Women 

Leaders in Real Estate Initiative 

• 100 Club of Chicago 

• DePaul University 

• Roosevelt University 

• Real Estate Associate Program 

(R.E.A.P) 

Partnership with the Boys & Girls Clubs 

• Donated $ 10,000 to the Boys & Girls 

Clubs of Chicago and Union League 

Boys & Girls Club 

• Organized a highly successful 

Volunteer Day on August 5 th , in 

partnership with NAR, to throw a 

carnival and distribute over 250 

backpacks with school supplies to 

the children. 

$ 

12,335 Raised for Good Causes at 133 rd Inaugural Gala 

Thanks to your generosity at the 133 rd Annual Inaugural Gala, we 

raised $ 12,335 for the C.A.R. Foundation, All Chicago and the Boys 

and Girls Clubs! 

We invited individuals who have been impacted by these 

organizations to speak at the Gala. Hear their stories on 

ChicagoREALTOR.com 

Speeches of Hope & Inspiration 

JAHNAI PEREZ 

Boys & Girls Clubs 

of Chicago 

CONNIE BACON 

All Chicago 

YASSMEEN EWAIDA 

All Chicago 


FROM THE CEO 

The end of the year is always a time for reflection. 

We’re busy assessing what worked this year and 

what we want to build on for next year. It’s an 

especially exciting time for us at the Association, 

as we begin the new year in our new home at 430 N. Michigan, the 

REALTOR ® Building. 

Throughout this process, from initiating the search for a 

commercial broker representative, to forming work groups and 

touring buildings, it has been a year of profound collaboration. 

I want to thank the members of C.A.R.’s Building Work Group, 

Space Planning & Design Work Group and Board of Directors for 

their careful consideration of our options and the future of the 

Association. 

We’ve questioned the way we utilize our physical space, as well 

as how we deliver our essential services to our members. We 

believe that our new office will truly be a major benefit for you, our 

members, as we tap into the synergies with Illinois REALTORS ® 

and the National Association of REALTORS ® that come with a 

shared space. 

Check out the 4 30 N. Michigan 

Renovation Diary 

I invite you to check out the Renovation Diary here in the magazine 

(starting on page 21), as well as online at ChicagoREALTOR.com, 

and see how we’re transformed the blank slate into an incredible 

space for you to work, learn, collaborate and thrive. 

We’ll be throwing an open house in the coming months; but don’t 

wait until then – stop on by. We are thrilled for our 13,500 members 

and 8,000 students to be beneficiaries of this new and improved, 

innovative environment, and we’d be happy to give you a tour. 

Our new home is yours, too. 

GINGER DOWNS, rce, cae, cips, iom 

Chief Executive Officer 



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. 

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. 


EDITOR’S PICKS 

Meet Your Leadership 

As we gear up for a new year, get to know the people 

leading the way. Guess which board member can play 

the ukulele and who unwinds by dancing to Britney 

Spears (Hint: not Ginger) — page 15 is chock full of 

secret talents and favorite restaurants from our talented 

directors. Dive into President Silver’s story on page 10. 

MEET YOUR 

b.o.d. 

Geotargeting 

Location Based Marketing 

I love David Wolf’s insights on new trends in location-based marketing. 

Imagine a client receiving an alert for your nearby open house when 

they stop for brunch in their favorite neighborhood! Read more about 

this real estate marketing trend on page 25. 

Good Vibes Only 

Three Top Producing REALTORS ® share their tips for positivity 

in this business. “Know what makes you tick, what makes you 

excited, what inspires you,” says Ryan D’aprile. Check out page 

26 for more wisdom. Also shop their book recommendations 

in Well Read, page 34. 

Here's to a prosperous 2017. As always please reach out 

with any feedback or questions — I'd love to hear from you! 

Jessica Kern 

Director of Marketing 

and Communications 

jkern@chicagorealtor.com 


Chicago REALTOR ® 

CR Magazine 

2016-2017 BOARD OF DIRECTORS 

PRESIDENT 

Matt Silver 

PRESIDENT-ELECT 

Rebecca Thomson 

TREASURER 

Tommy Choi 

IMMEDIATE PAST PRESIDENT 

Dan Wagner 

DIRECTORS 

Nicholas Apostal 

Michael Chamberlin 

Robert C. Eby 

Gaspar Flores, Jr. 

Antje Gehrken 

Heather Gustafson 

Maurice L. Hampton 

Drussy Hernandez 

Erin Mandel 

Dave Naso 

Christopher Pezza 

Nykea Pippion-McGriff 

Hugh Rider 

Kevin Van Eck 

Deena Zimmerman 

CHIEF EXECUTIVE OFFICER 

Ginger Downs, rce, cae, cips, iom 

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 ® . 

EDITOR-IN-CHIEF 

Ginger Downs, rce, cae, cips, iom 

gdowns@chicagorealtor.com 

EDITOR 

Jessica Kern 

jkern@chicagorealtor.com 

MANAGING EDITOR 

Maria Dickman 

mdickman@chicagorealtor.com 

ART DIRECTOR 

Jim August 

jaugust@chicagorealtor.com 

For advertising information please contact 

Mary Beth Durkin 

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

C.A.R. LOCATIONS 

C.A.R. Central: 430 N. Michigan Ave., 8 th Floor 

Chicago, IL 60611 

Ph: (312) 803-4900 

Fax: (312) 803-4905 

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

Cicero, IL 60804 

Ph: (312) 803-4900 

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

broker in respect to any listing is established by the listing broker and 

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

other than the listing broker. 

Videos Digital Resources 

Extras 

What’s Videos Online @ 

Photo 

Videos 

ChicagoREALTOR.com 

Galleries 

Links 

Videos 

Resources 

• Watch Matt Silver’s Inaugural Speech. 

• See why your peers invest in RPAC. 

Videos 

Videos 

Resources 

Videos 

• Hear the stories of three women impacted by your giving to 

the Foundation. 

• Watch Nancy Suvarnamani’s Hall of Fame speech, and check 

out her video. 

• Get to Know Our Global Investors: Canada. 

Resources 

Resources 

Resources 

Photo Galleries 

• Verify Your Sales Data Instructions. 

• Download the Cook County Sheriff’s eviction guide. 

• Check out the progress in our Renovation Diary. 



Links Photo Galleries 

• 2016 REALTOR ® Awards 

• 133 rd C.A.R. Inaugural Gala 

• YPN + WCR Casino Royale 

• Social media content, curated and ready for you! 

• Influencers to learn from and follow. 

Resources 

Resources 

Links 

Look for the icon throughout the magazine for 

content with Photo 

digital bonuses! 

Galleries 

Photo 

Galleries 

Photo 

Videos 

Galleries 

Links 

Links 

Links 

Links 

Links 

Links 



Silver linings isn't just 

2016-2017 Chicago Association 

of REALTORS ® President Matt Silver’s 

Twitter handle — it's his guiding principle. 

A longtime industry veteran, Matt brings a 

legacy of professionalism, elegance and service 

to his role. 

His exposure to real estate began when he 

was a child, riding in the backseat of a “three blocklong 

Oldsmobile” as his family – his father Verne, 

mother Marlene, and brother David – road tripped 

throughout the United States. While they drove, his 

brother would push him to create his own business of 

some kind; for David, it was an airline – sort of an early 

prototype of Southwest Airlines – and for Matt, many years 

later, it would be real estate. 

“I remember sitting in the backseat and seeing 

the for-sale signs – all the acreage,” he said. Today, 

those signs aren’t nearly as frequent – the land’s 

been bought and developed. But those vacations 

played an integral role in setting the stage for 

Matt’s eventual career in commercial and 

residential real estate. 

Continued on page 12 


Continued from page 11 

Matt graduated from Michigan 

State with a degree in Hotel 

Restaurant and Institutional 

Management. He worked for 

Marshall Fields as a manager, 

and then for one of the original 

partners of Lettuce Entertain You. 

Eventually, he began to burn out, 

and turned his attention to wine. 

But before he could switch from 

restaurants to selling wine, his 

father talked him into going into 

packaging sales together. 

Matt Silver's family: Grant Silver, son, David Silver, brother, 

Marlene Silver, mother, Verne Silver, father, and Matt. 

After ten years, he found himself struggling to break 

the six figure mark. His wife at the time, who has Crohns 

disease, sometimes was too sick to get out of bed; per 

Matt’s dedication to family, he wanted to find a career that 

allowed him to be around to help her if something was 

wrong. And true to his father Verne’s favorite saying, “Good 

luck is the result of hard work,” he went on a series of over 

200 informational interviews – everything from medical 

device sales to real estate. Following several different 

informational interviews on the commercial side, Matt got 

excited again. 

“I had this, ‘Oh my God, I can crush this,’ moment,” he said. 

“I knew that you could earn a really solid living, and what 

I liked most was that it could be done the way I wanted 

to do it. I remember saying that I didn’t want to get put in 

a room to smile and dial. I wanted to problem solve, be 

stimulated, and get really creative with it.” 

Although Matt eventually then made the jump to residential 

real estate, he still has a soft spot for commercial. “It’s very 

rare for a residential sector to do well without commercial 

offerings,” he stresses. “And, no one wants to live in a strictly 

commercial area. Commercial is very important to me.” 

His residential career began at Rubloff, under the 

mentorship of Jim Kinney. “For the first few weeks, Jim 

would sit with me and we went over every contract, every 

piece of paper, every sale – any detail I might need to know,” 

Matt said. “It was an interesting time to be in the business 

because we were switching from books that were printed 

every day to computers.” Technology, he notes, that has 

actually made the job of a broker easier, and gives them 

opportunity to provide even stronger service to clients. 

“Real estate has never felt like work to me,” Matt said. 

“It’s the culmination of every job I’ve had in my lifetime – 

particularly at Rubloff, where I was in my element and I 

could rise rapidly.” 

After Rubloff sold, Matt switched to @properties for a 

brief time – they were expanding to the North Shore, and 

they were a new perspective for the market. And then the 

market crashed. “For a period, it was as if everything in my 

life was saying ‘time for a change!’” Matt said. “I was on the 

board, going through a divorce, the market was tanking… 

and I reevaluated everything.” 

It was at this point that he met Matt Farrell, a fellow C.A.R. 

board member. They hit it off, and Matt made the switch to 

the growing boutique firm, Urban Real Estate – a “mutually 

beneficial” decision. After a year there, he began talks with 

Matt and Michael Emery about becoming a partner. Two 

years ago, it became a reality. 

“And it’s been incredible,” Matt said. “I love what we do, and 

our dedication to doing it in the most elegant way.” 

Matt and his business partner, 

Michael Emery, Urban Real Estate. 

Elegance, after all, is one of Matt’s trademarks, right 

alongside professionalism. It’s a trait he wants to 

encourage membership to embrace this year. “The people 

I know in this business are hardworking, dedicated, sincere,” 

he said. “This is true in all 77 neighborhoods. It’s incredible 


the impact we have with All Chicago and Boys & Girls Clubs. 

We don’t just move property. We build relationships that 

are, more often than not, lifelong, because we become 

trusted advisors. 

“When we work together, together we accomplish a lot. I 

want to focus on the behind the scenes work that brings 

value to the process. We aren’t order takers – we have 

intrinsic value to the transaction. It’s part of what we 

do. People want to trust the expert, and the only way to 

become the expert they trust, is to say what you mean, 

and mean what you say.” 

One of the things you’ll often hear Matt say is, “To give 

real service, you have to give something that can’t be 

measured, bought or sold with money, and that is 

integrity and sincerity.” This service is what makes Matt 

so treasured by his clients, everyone from first time 

homebuyers to professional athletes and CEOS. And 

it’s becoming apparent in his presidency: in his first few 

months, Matt hosted three forums for small and large 

office managing brokers, as well as past presidents, to 

provoke conversation and listen to feedback. He’s wellknown 

for taking members’ phone calls, and trying to 

problem solve for their issues. And, he keeps a list of 

what he wants to accomplish in his year as president on 

his iPhone — handy for referencing on-the-go. 

In his Inaugural speech, he also challenged his fellow 

Chicago REALTORS ® to strive to be uncommon, not 

just ordinary. 

His drive to go above and beyond, and to give back 

to his community, propels his interests outside of 

his work. 

“If I’m not at work, or at a hockey game, or doing some 

parental duty, I’m at a charity event, because that’s 

what I want to do with my free time: give back,” he said. 

“I’ve been given so much, and had so many incredible 

opportunities, but I want to give back.” 

This is a passion which has also been passed down to 

his beloved son Grant, who has become involved with 

All Chicago, even creating a video as part of a school 

project to raise awareness. 

Together, the two of them can often be found at a hockey 

rink. Grant plays, and Matt used to, up until a few years 

ago. Their vacations likely center around going to see a 

game on the road, whether that’s in Toronto, LA, Boston 

or San Jose. 

Outside of hockey and charity work, if he has any free time 

left, Matt is an avid reader. Education is very important 

to him, and he wants to encourage his fellow 

REALTORS ® to seek out opportunities to further 

their knowledge, whether by talking to a mentor, 

or by pursuing a certificate or designation through 

REALTORS ® Real Estate School. 

Again, it circles back to his desire to elevate the 

industry’s professionalism. “I want this to be the 

start of the conversation,” he said. “That’s my main 

drive: I want someone – whether it’s a client or a 

member – to know that I did right by them.” 

Matt and his son Grant Silver. 

Strive to be uncommon, 

not just ordinary. 

Matt and his Urban Real Estate family. 


Your Connection to State & National 

Your fellow Chicago REALTORS ® ensure our voice is well represented at the state and national level. 

Thank you to our 2017 leadership! 

NATIONAL ASSOCIATION OF REALTORS ® LEADERSHIP 

MABÉL GUZMÁN 

Vice President of 

Association Affairs 

DIRECTORS 

DEENA ZIMMERMAN 

NAR Commercial Liaison 

GENIE BIRCH 

Chair, Diversity Committee 

JOHN KMIECIK 

Chair, Federal Technology Policy 

Advisory Board & Vice-Chair, 

Business Issues Policy Committee 

EZEKIEL MORRIS 

Vice-Chair, Large State Forum 

REBECCA THOMSON 

Chair, Meeting and 

Conference Committee 

FRAN 

BROUDE 

BOB 

EBY 

COMMITTEES 

RPAC Major Investor Council 

SONIA ANAYA 

Federal Financing and Housing Policy 

Committee 

KRIS ANDERSON 

Large Residential Firms Real Estate Services 

Advisory Group 

STEPHEN W. BAIRD 

Federal Taxation Committee 

BRIAN BERNARDONI 


FRAN BROUDE 

MABÉL 

GUZMÁN 

Multicultural Real Estate Leadership 

Advisory Group 

Public Policy Coordinating Committee 

GENIE BIRCH 

Federal Financing & Housing Policy Committee 

JOE CASTILLO 

DAVID 

HANNA 

KRIS 

KELLER 

Young Professionals Network Advisory Board 

TOMMY CHOI 

Conventional Financing and Policy Committee 

BRETT DECKER 

Member Communications Committee 

GINGER DOWNS 

Conventional Financing & Policy Committee 

MATT FARRELL 

Executive Committee 

Public Policy Advisory Group 

MABÉL GUZMÁN 

CIPS Advisory Board 

Diversity Committee 

MAURICE HAMPTON 

Federal Taxation Committee 

DAVID HANNA 

EZEKIEL 

MORRIS 

NANCY 

NAGY 

NYKEA 

PIPPION- 

MCGRIFF 

MATT 

SILVER 

Commercial Legislation and Regulatory 

Advisory Board 

Large Commercial Firms Advisory Group 

KRIS KELLER 

Global Business and Alliances Committee 

JIM KINNEY 


Federal Technology Policy Advisory Board 

Insurance Committee 


JOHN KMIECIK 

Professional Standards Committee 

PATRICK LYNCH 

Large State Forum 

Multicultural Real Estate Leadership Advisory 

Group & State Leadership Idea Exchange 

Council 


REBECCA 

THOMSON 

DAN 

WAGNER 

REALTOR ® Party Member Involvement 

Committee 

NYKEA PIPPION-MCGRIFF 

Diversity Committee 

VICTORIA SILVANO 

SARAH 

WARE 

Global Business and Alliances Committee 

NANCY SUVARNAMANI 

Meeting and Conference Committee 



DAN WAGNER 

Housing Opportunity Committee 

Meeting and Conference Committee 

SARAH WARE 

DEENA 

ZIMMERMAN 

ILLINOIS REALTORS ® LEADERSHIP 

DIRECTORS 

DAN WAGNER 

TREASURER 

RON 

ABRAMS 

JIM 

KINNEY 

NICK 

LIBERT 

REBECCA 

THOMSON 

2017 CHAIRS AND VICE-CHAIRS 

Chair, Major Investor Working Group 

SONIA ANAYA 

Chair, Young Professionals Network Advisory Group 


Vice-Chair, Nominating Committee 

Chair, Performance/Compensation Review Committee 

JIM KINNEY 

Vice-Chair, Housing Opportunity Working Group 


Chair, State Legislative Contacts Working Group 

NYKEA PIPPION-MCGRIFF 

Vice-Chair, Public Policy/Government Affairs MIG 

TIM RYAN 

Chair, Consulate General Liaisons 

VICKY SILVANO 

Vice-Chair, Strategic Planning Committee 

Chair, Illinois REALTORS ® Plaza, Inc. 

Chair, Finance Committee 

DAN WAGNER 

Vice-Chair, Leadership Development Work Group 

SARAH WARE 


INTRODUCING THE 

2016-2017 

BOARD of 

DIRECTORS 


MEET YOUR 

b.o.d. 

PRESIDENT-ELECT 


@properties 

Work I'd do for free: Restaurant 

reviewer. 

Favorite place to eat in Chicago: 

RPM Italian. 

PRESIDENT 

MATT SILVER 

Urban Real Estate 

Work I'd do for free: Volunteering with 

the homeless and children. 

My guilty pleasure: Peanut brittle and 

any live concert. 

TREASURER 

TOMMY CHOI 

Keller Williams Chicago-Lincoln Park 

Work I'd do for free: Pearl Jam roadie. 

My guilty pleasure: Filet-O-Fish and 

O-Town. 

DIRECTOR 

ROBERT EBY 

Century 21 Affiliated 

Work I'd do for free: Charity, volunteer 

in local civic and industry organizations. 

My secret talent: Decorating. 

COMMERCIALFORUM 

DIRECTOR 


SVN Chicago Commercial 

Work I'd do for free: Work in an animal 

shelter. 

My guilty pleasure: Spa days. 

DIRECTOR 

KEVIN VAN ECK 

@properties 

Work I'd do for free: Helping young, 

at-risk adults work through tough 

situations, working to eliminate the 

stigma of talking with someone. 

My secret talent: Standing backflips. 

Haven't done one in a while, so might 

not be a talent any longer. 

PUBLIC POLICY 

COORDINATING DIRECTOR 

HUGH RIDER 

Realty & Mortgage Co. 

Work I'd do for free: C.A.R. Board of 

Directors work. 


Chicago Cut. 

DIRECTOR 

HEATHER GUSTAFSON 

@properties 

Work I'd do for free: Dog walking - 

I love animals, and when I walk my 

dogs, I can think quietly without 

technology and plan my day, think 

of what I am grateful for, 

and enjoy the outdoors! 


Le Colonial. 

AFFILIATE DIRECTOR 

MIKE CHAMBERLIN 

Inland Bank & Trust 

Work I'd do for free: Helping people 

to fulfill their dreams. 


Gibsons. 


DIRECTOR 

CHRIS PEZZA 

Miller Chicago, LLC 

Work I'd do for free: Housing the 

homeless. 

My secret talent: Voice trumpet. 

DIRECTOR 

ERIN MANDEL 

@properties 

Work I'd do for free: Produce music and 

curate positive, creative experiences. 

My guilty pleasure: Eating pasta 

in bed while watching The Real 

Housewives. 

DIRECTOR 

NICHOLAS APOSTAL 


Work I'd do for free: Give tours of 

Chicago. 

My secret talent: Learning to play 

the Ukulele. 

DIRECTOR 

NYKEA PIPPION-McGRIFF 

Dream Town Realty 

Work I'd do for free: Mentoring young 

children 

My secret talent: It wouldn't be a 

secret anymore if I told you. 

IMMEDIATE PAST 

PRESIDENT 

DAN WAGNER 

The Inland Real Estate Group 

of Companies, Inc. 

Work I'd do for free: Conservationist. 

My secret talent: Before I got married 

I thought it was dancing but soon 

found out I was mistaken. 

DIRECTOR 

DAVE NASO 


Work I'd do for free: Anywhere I can 

volunteer with puppies/dogs. Not having 

one myself, I love anytime I can interact 

with dogs. 


Burger Bar! Gluten-free burgers 

and fries. 

DIRECTOR 

DRUSSY HERNANDEZ 

CONLON/Christie’s Residential 

Work I'd do for free: What I do right now 

— I love my job! 

My guilty pleasure: Sleeping in — 

I hardly ever do it 

DIRECTOR 

ANTJE GEHRKEN 

A.R.E. Partners 

Work I'd do for free: Always seems to 

benefit me in so many ways. The "free" 

work I do is really better described as 

"mutually beneficial.” 

My guilty pleasure: listening/dancing 

to Britney Spears. 

CHIEF EXECUTIVE OFFICER 

GINGER DOWNS 


Work I'd do for free: Working with the 

homeless – people and animals. 

My secret talent: Queen of Powerpoint. 

DIRECTOR 

GASPAR FLORES, JR. 

Su Familia Real Estate 

Work I'd do for free: Needs to benefit 

my community or children in my city. 

My guilty pleasure: Un Elote en Vaso. 

DIRECTOR 


Centered International Realty 

Work I'd do for free: Save the world. 


AP Deli. 


C.A.R. FOUNDATION NEWS 


2016 Chicago Association of REALTORS ® Hall of Fame 

We proudly inducted Nancy Suvarnamani of Century 21 

S.G.R., Inc., into the Chicago Association of REALTORS ® 

Hall of Fame at our 133 rd Annual Inaugural Gala. We thank 

her for her leadership, achievements and philanthropy. 

Nancy Suvarnamani never thought she’d go into real estate. 

Born in Bangkok, Thailand, her father was a Major General in the 

Thai Army, and her mother was a nurse. After graduating from 

Chiengmai University in 1974 with degrees in Social Science and 

Political Science, she came to the United States to complete her 

master’s degree, ultimately receiving one in Information Sciences 

and another in Social Science. 

Instead of returning home to Thailand after her studies like 

she originally planned, Nancy stayed and went into corporate 

business. She worked for several Fortune 500 companies such 

as the Borg Warner Corporation and Beatrice Foods Company, 

in her 15 years in the corporate world. And then, influenced by 

her grandmother— a real estate tycoon in Thailand—and inspired 

by her entrepreneurial spirit and ambition, Nancy began a career 

in real estate. 

Sheldon Good, Founder/Co-Chair, C.A.R. Hall of Fame, 

2016 Hall of Fame inductee Nancy Suvarnamani, Century 21 

S.G.R., Inc., and Dave Hanna, Co-Chair, C.A.R. Hall of Fame. 

as this that ultimately earned her the Century 21 International Marsh 

Fischer Award for promoting diversity in the industry. 

She founded Century 21 SGR, Inc., in 1989. Since then the company 

has grown from five agents and one office to over 100 agents and 

three offices. Her specialization in structural international real 

estate transactions and in raising equity capital for construction 

developments in the US and Asia, along with her strong presence 

in the SEO market, transformed her and Century 21 SGR, Inc., into 

industry leaders in Chicago. 

Nancy was first invited to volunteer at C.A.R. by Darcy Daugherty, 

which ultimately led to several years of close involvement with 

the association. In 2005, Nancy was elected president of 

C.A.R. and continued to steer the industry towards progress by 

establishing an outreach program for Asians and other minorities 

on the industry’s fringes. During and after her tenure, she also 

lobbied to increase the professional and educational standards 

of the industry, improving the imagery of REALTORS ® and the 

caliber of service being provided to the Chicagoland community. 

In 2012, Nancy founded the Chicago chapter of AREAA; she currently 

sits on their Board of Directors. It was groundbreaking initiatives such 

Watch Nancy’s Hall of Fame speech, 

and check out her video. 

“I don’t think I’m a pioneer, but I hope I will be an inspiration to 

the immigrant woman,” Nancy said. She is recognized among her 

friends and colleagues as someone of strength, leadership and 

perseverance, and her reputation as an industry influencer and 

mentor precedes her. 

“My passion for mentoring came from my father. Life is about 

giving. And mentoring is very important, [to] help people and get 

people to success,” she said. 

Nancy’s latest venture is the restoration and expansion of a 

35-unit villa resort complex in Hua Hin, Thailand. She is also 

working on developing Thai City, a neighborhood initiative similar 

to Chinatown. 

She is a strong advocate for increasing awareness of and 

involvement in the international real estate market, but nothing 

can beat the proof of her own success. Nancy believes in 

fighting through barriers and not giving up. When she reflects 

on achievements like her REALTOR ® of the Year Award in 2007 

and this year’s Hall of Fame Induction, she sees them as 

evidence that perseverance truly pays off, and that barriers 

can be broken through. 

Congratulations, Nancy, on your Hall of Fame induction. 


Pathway to the Hall of Fame 


The newest inductee to 

the C.A.R. Hall of Fame, 

Nancy Suvarnamani has 

built an incredible portfolio 

of businesses and made an 

indelible impact on Chicago's 

real estate industry. 

1. Nancy’s love of mentoring 

began with her father, who taught 

her that life is about giving. She 

believes that mentoring feeds your 

own success. 

3. In 1989, she founded Century 21 S.G.R., Inc. 

Nancy was one of the first minority women to begin 

raising equity capital for developments. Her firm 

has been involved in hundreds of projects. 

2. Her introduction to real estate came through her 

grandmother, a real estate tycoon in Thailand. Inspired by 

her entrepreneurial spirit, real estate became her passion 

after years in the corporate world. 

5. Nancy founded the Chicago 

chapter of AREAA in 2012. 

4. In 2005, Nancy became the first Asian woman 

president of the Chicago Association of REALTORS ® . 

Her presidency is noted for the development of 

programs to reach out to minority members and an 

increased focus on the industry’s professional and 

educational standards. 

GREATER 

Her pioneering spirit 

and intense dedication 

to promoting diversity 

won her the Century 

21 International Marsh 

Fischer Award. 

TODAY 

6. Nancy continues to work to elevate 

global real estate and bring it to Chicago. 

Her latest projects include the development 

of a resort complex in Thailand as well as 

marketing Thai industrial, vacation, and 

hotel properties in the United States. 


WHAT KEEPS YOU UP AT NIGHT? 

Real estate is an oftentimes stressful business. We asked you what keeps you up 

at night. See what your peers had to say: 

Top 5 Concerns Relative to 

the Current Real Estate Market 

What Keeps Your Managing 

Broker Up at Night 

21 % 

19 % 

Increased property taxes’ 

63 % 

Improving 

impact on real estate values 

47 % profitability 

50 % The economy 

“ 

Increasing costs of 

42 % 

Increase in 

41 % 

doing business 

real estate taxes 

Lack of professionalism 

What you said: 

39 % among licensees 

“Access to credit for 

Spending marketing 

new buyers to enter 

34 % dollars effectively 

the marketplace, and 

alternate lines of 

credit consideration 

30 % Developing a unique market niche 

for first time buyers.” 

“The election!” 0 10 20 30 40 50 

” 

The Outlook for the Rest of 2016 

My business will… 

Using social 

51 % 

Stay the 

media effectively 

Same 

Developing a stronger 

48 % 

36 % web presence 

Understanding and capturing 

40 % Internet lead generation 

55 % 

Improve 

Understanding how to market 

38 % effectively with outside websites 

9 % 

29 % Utilizing data available 

Media perception of the market 

Future of the MLS 

Lender-mediated foreclosures 

& short sales 

0 10 20 30 40 50 60 70 80 

Top 5 Concerns Relative 

to Technology Issues 

Get Worse 

17 % What you said: 

0 10 20 30 40 50 60 

“ 

“I don’t really know everything 

I need to know about how to 

use the MLS.” 

“Being hacked!” 

“Wondering if I will be able 

to support myself when I retire.” 

” 


Renovation Diary: 

The Move to 430 N. Michigan 


You may have heard: we are on the move! We 

have signed a lease at the REALTOR ® building 

at 430 N. Michigan, with a projected move-in 

of December 2016. We assumed possession 

and began construction in September. 

We’ve been blogging as construction progresses, 

giving you the inside scoop on what our new space 

will look like and the tools you’ll be able to take 

advantage of as a Chicago REALTOR ® . Here’s a look 

at the renderings and floor plans. For progress shots 

and a breakdown of our renovation experience, check 

out our Renovation Diary on ChicagoREALTOR.com. 

C.A.R.’s Space Planning and Design Work Group 

worked on the new office design with staff, project 

manager Jones Lang LaSalle, design firm Gensler 

and furniture distributor Henricksen. 

When designing the office for our future, we 

sought to create an open, inviting and collaborative 

environment for our members, staff and students. 

The creation of flexible spaces means that these 

areas serve a variety of purposes, including 

“touch down” stations for our members to utilize. 

Additionally, expanded technology, including 

improved cell phone connectivity for all major 

providers and improved A/V in classrooms, feature 

heavily into our vision for the new space. 

RECEPTION 

One of the challenges we tackled in the new office design 

was an open, engaging reception area that is central to 

the office. The new design addresses this, placing 

reception front and center immediately off the elevators, 

with improved transaction space for students to register 

and check in for classes, and members to obtain help with 

SentriLock or dues. There will also be a small refreshment 

bar for your convenience. 

Check out our Renovation Diary 

on ChicagoREALTOR.com 

SERVERY 

INSTRUCTOR 

BREAK 

UP DN DN 

UP 

RECEPTION 

MEDIA WALL 

BOARDROOM 

TRAINING A3 

SEATS - 48 

MO V A BL E G L A S S P A R T IT IO N 

MOVEABLE WALL 

PHONE 

PHONE 

VENDING 

COPY/STAGING 

534 SF 

SHOWCASE 

CONFERENCE 

184 SF 

SERVERY 

RUSH ST 

TRAINING A2 

PHONE 

PHONE 

IT 

211 SF 

HERITAGE WALL 

WELLNESS 

UNISEX 

60 SF 

UNISEX 

UNISEX 

CONF 

172 SF 

CONF 

170 SF 

MEMBER 

LOUNGE 

1080 SF 

MICHIGAN AVE 

SOLID WALL 

OFFICE 

OFFICE 

CONF 

OFFICE 

PRINT 

EMPLOYEE 

LOUNGE 

375 SF 

UNISEX 

PRINT 

COATS 

OFFICE 

162 SF 

ARBITRATION 

428 SF 

SEATS - 18 

OFFICE 

OFFICE 

OFFICE 

OFFICE 

MOVEABLE WALL 

OFFICE 

385 SF 

CONF 

391 SF 

OFFICE 

OFFICE 

OFFICE 

OFFICE 

SEATS - 12 

COLLAB 

COLLAB 

COLLAB 

PLAZA ABOVE HUBBARD ST 


MEMBER LOUNGE 

The new member lounge will be on the east 

side of the building, capitalizing on the gorgeous 

Michigan Avenue Mag Mile views. Bring your 

laptops and work at our touch down station or 

booths. A mix of seating will ensure you are 

comfortable and have plenty of space to 

complete your work. The member lounge will 

also have conference rooms available that you 

may reserve for your meetings and your privacy. 

RRES CLASSROOMS 

We are excited for our students to benefit from 

an improved classroom experience. Movable 

walls, an arbitration room and a reception area 

will ensure this space can evolve as needed. 

All furniture will be easily movable and 

stackable, to better configure the spaces for 

changing needs. Expanded A/V will enhance 

the learning experience. 

ILLINOIS REALTORS ® ' OFFICES 

The staff area will also play host to Illinois REALTORS ® ’ new 

office space in Chicago. 

STAFF WORKSPACES 

Staff will have more open workstations that are 

adjustable, so they can stand or sit throughout the day, 

as well as a staff lounge and kitchen, wellness room 

and designated printing space. 


GEOTARG 

ARG ETING 

In today’s world of advertising inundation and advertising 

overload, it’s challenging to reach the right consumers, with the 

right message, at the right time. This is especially true in the 

are in the traditional sales cycle, we can also pinpoint their 

physical location. Geolocation targeting/geofencing and Beacon 

technology are two highly effective ways to market based on a 

real estate industry. Unlike a traditional B to C transaction where consumer’s location. These technologies have distinct differences, 

selling a product or service to a 

“ 

but their purpose is very much 

consumer has measurable and 

the same: to know when a mobile 

Location, location, 

predictable competition, marketing 

device is within a specific location, 

real estate comes with additional location-based marketing and to trigger something to 

” 

“ 

competitive elements. Not only 

happen on that device. 

may become the newest adage 

are we competing with other 

product (listings), we are grappling in real estate marketing. 

” 

What Is Geolocation 

with various sources who are trying 

Targeting/Geofencing? 

to capture leads and customers by using our product (listings) 

Geolocation targeting is basically personalizing customer 

to attract them. Each of us is battling competitive agents and 

communications based on their whereabouts in the world. 

brokerages, as well as syndication portals like Zillow, Trulia and Targeting can be done by country, state, city, ZIP code, or GPS 

Realtor.com ® for the attention of the consumer. 

location. An invisible electronic “fence” can be drawn around a 

Location, location, property. Targeting moves location-base 

in concentric circles, with GPS Historically, real estate casts a wide net when it comes to its 

being the most specific or granular—the center of the bull’s eye, if 

marketing strategy. We set out to get as many eyeballs on our you will. Geolocation targeting technologies utilize smart phone 

listing, by any means possible, and if it is priced and positioned GPS, Bluetooth and sometimes Wi-Fi to reach customers. 

correctly, it will sell. This approach still works, most of the time. 

However, situations arise where we have to with more What is Beacon Technology? 

precision. Marketing new developments, homes up-andcoming 

locations and highly unique properties come with myriad Transmitters (beacons) are placed throughout a space to push 

Beacons are basically the in-room version of geofencing. 

in real estate marketing. 

” 

nuances that can pose a challenge in reaching their true target alerts, information and highlights to a location-based app on a 

market if only traditional methods are used. 

consumer’s device. 

Location, location, location-based marketing may become the How can these technologies be used? 

newest adage in real estate marketing. Now, not only can we 

Most modern real estate websites have geolocation functionality. 

utilize predictive analytic technologies to pinpoint where buyers For example, by downloading Coldwell Banker’s search app, a 

24 Chicago REALTOR ® Magazine 

tion, location-based 

e the newest adage 

g. 

marketing may become the newest adag

ETING 

DAVID 

WOLF 

ON THE NEWEST 

ADAGE IN 

REAL ESTATE 

MARKETING 

d 

e 

consumer can have listings in their immediate location pushed to 

their mobile device. Realtor.com ® ’s mobile app collects consumers’ 

GPS locations to personalize the real estate search experience, 

with options such as “Nearby for Sale.” Instead of having to enter 

location data, consumers can choose one button in the mobile app 

that displays all homes for sale around their location. Additionally, 

there are many third party app companies who will license these 

technologies to real estate marketers. 

Here are some other ways location-based 

marketing is used in real estate: 

property, important info can be pushed to them. As you 

walk by a high-rise, every available unit in that building can 

be pushed to a consumer’s device. 

“ 

For the innovative real estate marketer, the possibilities are 

the corner? 

endless. Admittedly, these technologies are probably most 

Location, applicable for on-site development location, 

sales efforts and for 

brokerages to use on a company-wide scale. However, as things 

location-based marketing 

evolve, advancements in smart phone location technologies 

effectively marketed with these technologies. 

and marketing undoubtedly will make these 

technologies more flexible, intuitive and financially feasible. 

You can partner with a local business to target their 

may become the newest 

customers when they are nearby -- think Uber pushing 

David Wolf adage 

President of Development Marketing 

real estate listings when you get dropped off or plug in 

Senior Vice President – Chicago 

your destination. Another example is a new table waiting 

Coldwell Banker Residential Brokerage 

in real estate marketing. 

” 

app sending an open house address of a nearby property, 

while you wait for your table. 

www.ChicagoREALTOR.com 25 

• Open Houses: Signs work, but wouldn’t it be nice 

to reach people waiting for their table at brunch around 

• Property Events: Grand opening parties and 

resident and community outreach events can all be 

• Cross-Promotions with Local Businesses: 

In-Property Features and Highlights: 

Maybe you want to focus a customer’s attention on a 

specific feature of your property or development. 

• Price Change Announcement and 

Newly Released/Available Inventory: 

It’s important to repeatedly follow up with prospects 

throughout the sales cycle. If a customer is near your

This August, we had a chance to listen to the wise and savvy 

advice of three top-producing real estate agents at our annual 

Mindset for Success event. Emily Sachs Wong, @properties, Luis 

Ortiz, RE/MAX Partners, and Ryan D’aprile, d‘aprile properties, 

shared their experience on maintaining a positive attitude in 

business and how it was met with success. Their tips were both 

simple and doable, and we couldn’t resist spotlighting our favorites. 

LOVE WHAT YOU DO. 

When you love your job, your business and your industry, it directly 

translates to your teammates. Luis recognized it’s not easy, and even 

he admits to hiding his blues, but it always comes back to how much 

he enjoys his job and how he can see his happiness affecting everyone 

around him. The entire team plays a role in company culture. The more 

who love what they do, the more positive the culture is as a whole. 

Gallup reported that job satisfaction among Americans is notably 

higher in 2015 than it was ten years prior, crediting greater satisfaction 

with vacation time and health insurance benefits. 

But thinking about your job as a REALTOR ® and what it is about the real 

estate industry that fires you up may be the best way to swing these stats 

higher. This idea of simply loving what you do may feel too idealistic, but 

staying vigilant and thinking big picture, as Ryan said, will pay off. 

TALK WITH A SMILE (PEOPLE CAN HEAR IT). 

Whether you’re face to face or over the phone, smiles go a long way 

when spreading positivity. For example, when a client or team member 

calls you, have a smile on your face. Emily described it as having a smile 

in your voice. “Hearing that makes people want to talk to you,” she said. 

Not to mention, forcing a smile has been psychologically proven to lift 

spirits and make you feel better. Ryan starts a viewing with clients and 

says, with meaning, “This is going to be fun!” Because selling a home 

can be stressful, he recognizes his responsibility to lead the experience 

in a positive direction, with something as simple as a steady smile. 

Making a habit of walking around and smiling naturally breaks down 

people’s defense mechanisms. A study in Sweden exposed its 

participants to various pictures of facial expressions and monitored 

the participants’ facial muscles while they viewed them. The results 

demonstrated that the participants consistently mimicked the 

expressions they were viewing, even if they didn’t realize it. The first 

step to a positive culture starts with the face. 

REMIND YOURSELF YOU’RE DOING 

THE BEST YOU CAN. 

The trick to positivity also relies on reminding yourself of your own effort. 

It is a straightforward form of reassurance and accountability. “You have 

to know you are doing the best you can, assuming you are doing the best 

you can. You have to look at yourself and say, ‘Yeah I have been slacking,’ 

and you have to be willing to admit that to yourself,” Emily said. 

Staying in touch with personal effort and what can and can’t be done 

comes in handy when dealing with tense conversations. “I get the 

client that calls me and tells me something that’s not nice, and ‘You’re 

not doing what you’re supposed to be doing,’ so I call back and say, 

‘I’m sorry.’ It’s up to you to relax and just listen to them,” Luis said. 

Charging Yo 

with Po 


DON’T SIT IN YOUR OFFICE ALL DAY. 

Meet other people in the industry such as interior designers, 

photographers, inspectors and appraisers; it’s not only a way to 

build your craft, it’s also a change of scenery and perhaps 

conversation. Ryan recommends the Houzz app to see what is 

trending, what the new color patterns are, and what would work 

for your clients, while Emily enjoys swinging by merchandise 

marts to “unplug” but stay relevant to real estate. 

Luis puts client appreciation events into best practice, hosting 

happy hours for past and current clients. It gives him a chance to 

stay in touch with the people he values. Emily is very involved with 

multiple charities, spending her time going to events and sitting 

on a board. Both recognize it can be a challenge balancing the time 

they spend in the many facets of their business with the time spent 

with family and children, but their attitudes ensure us it is worth it. 

“The number one thing we have is we are not stuck in our office all 

day. We are out in our cars, out in the sunshine,” Emily said. 

Good 

Vibes 

Only 

READ THINGS THAT MOTIVATE YOU. 

Good news for book worms: read to make you happy. The panelists 

were eager to share their recent favorites about positivity and 

success, and more importantly, they encouraged the practice of 

knowing what makes you as an individual happy. “Know what makes 

you tick, what makes you excited, what inspires you, and know what 

depresses you and what gets you down,” Ryan said. 

Emily admits that she enjoys going to C.A.R. forums because it 

motivates her to hear people thinking and speaking positive about 

what they’re doing. Luis said, “I just go to the kids and do what 

they want, and that makes me happy.” Staying in touch with your 

self-motivation is so important. 

HAPPINESS PRECEDES SUCCESS. 

The future of the real estate industry is an optimistic one, according 

to Ryan, Emily and Luis. They see their futures and the industry 

future as predicated on what REALTORS ® choose to make of 

themselves. “I feel like I support this industry by working with other 

agents and showing them what a rewarding and fulfilling career 

this is,” Ryan said. He was echoed by the other two, who firmly 

believe their satisfaction with their careers preceded their success. 

They also see their role as a leader in their office, their company 

and Chicago real estate as completely grounded by attitude and 

how positive they choose to make themselves and, therefore, 

their business. 

Event brought to you by 

ur Business 

sitivity 

Ryan D’aprile 

d‘aprile properties 

Luis Ortiz 

RE/MAX Partners 

Emily Sachs Wong 

@properties 


GET ENGAGED. 

GET FACEBOOK LIVE. 

Live video is a great way to interact with viewers in real time about 

real estate. Why? Video is popular — so popular, in fact, that social 

networks favor video in their algorithms, knowing this rich content 

is preferred by users. 

Did You Know? 

• In 2016, 61 percent of businesses are using video as a 

marketing tool. In the previous year, 66 percent of those 

businesses were not using video at all. * according to a 

survey by the Web Marketing Video Council 

• Adding a video to your website can increase the chance of 

a first-page Google result by up to 53x. 

• Audiences are 10x more likely to engage (embed, 

share or comment) with video content than text-only 

blogs or social posts. 

Live streaming video is a great way to connect with your online 

audience and spark engagement. Facebook alone has over 8 

billion daily video views, which led to the debut of Facebook Live, 

a service that allows users to stream live video to their friends 

and followers. Facebook Live can run up to 90 minutes in length 

and videos are automatically stored in the broadcaster’s timeline, 

allowing them to share in the future and embed the video in their 

blog posts. 


Facebook Live allows REALTORS ® to broadcast to the largest 

audience in the world with the camera in your pocket, and it 

connects you with the consumers, customers and clients who 

care most. 

There are four different places on Facebook that you can use the 

Facebook Live app. They are: 

• Personal Profile 

• Business Page 

• Facebook Group 

• Facebook Event 

• Email your database with a link to the page you will 

broadcast from. 

• Promote your broadcast on Twitter using the photo you 

created in Canva. Resize the photo first to the platform 

where you plan to share the photo. 

• Pin your photo created in Canva to Pinterest. 

2) Ensure you have a strong, reliable WiFi connection. 

Facebook won’t let you go live until it determines that you have a 

strong internet connection. A strong Wi-Fi connection is essential 

to having a continuous and uninterrupted video experience. 

In a recent Inman article, Terry Waggoner of F. C. Tucker in 

Indianapolis talks about his experience with Facebook Live; as a 

result of a handful of videos, his volume of listings has doubled 

in the last five months. Most of his videos are getting 10,000 to 

20,000 views on average. 

Facebook Live is a great way to show 

off your open house or to provide an 

update on any property improvements. 

Here’s how to properly plan and 

promote your live stream: 

1) Give one-day notice before 

going live and properly promote your live stream. 

Giving people the opportunity to plan in advance and schedule 

your video into their day will help grow your audience. Your 

followers can receive notifications when you go live so they can 

tune into your broadcasts and engage with you in real time. 

Ensure your livestream has the biggest audience possible by 

promoting it. 

• Create a photo in Canva announcing your Facebook Live 

Broadcast. Tell people the date, time, subject, and provide 

a link to the page you will broadcast from. 

Broadcast to the 

largest audience in the 

world with the camera 

in your pocket. . 

3) Charge your batteries! 

Streaming video is a battery drain. Charge your device and your 

additional batteries if you plan to use Facebook Live while on the 

go. And, place your phone in airplane mode (with WiFi enabled) to 

eliminate interruptions due to notices 

and phone calls. 

4) Check the lighting. 

Good lighting is essential to the live 

streaming experience, and will help 

to show off your properties’ best 

qualities. 

5) Stabilize your device. 

Use a tripod or selfie stick to stabilize the video. Keep it as level 

as possible for a better viewing experience. 

6) Engage your audience. 

You are live streaming to benefit your audience – use them! Ask 

your audience questions and encourage them to participate. 

Marki Lemons-Ryhal 

Global Social Media Speaker & Live TV Host 

Marki Lemons Unlimited, Inc. 

Going LIVE with Facebook 

Here’s an easy step-by-step look at how to go 

live from any page or profile: 

1. Tap “What’s on your mind?” at the top of your News Feed. 

2. Select “Live Video” from the dropdown menu. 

3. Add a description and choose your audience. 

4. Hit “Go Live” – you’ll see a three-second countdown before 

your live broadcast begins! 

Keep in mind: 

• Live broadcasts can go up to 90 minutes, but in video, 

shorter is always better! 

• If you're a Page, you can control and customize your video’s 

audience after the broadcast has ended. 


HOW I FOUND A MENTOR 

The perception the public has is that real estate is an easy career — When my time as the assistant was winding down, I was forced to 

you can work the hours you want, you don't have a clock to punch 

day in and day out, you get to see beautiful homes, and mortgage 

brokers throw you fancy parties. What they don't tell you when 

you're fresh out of your licensing test is how hard, how grueling, 

how debilitating and how soul-crushing it can sometimes be to 

pursue a career in real estate. Finding a mentor is key to protecting 

yourself from these career killers. 

John Crosby said, "Mentoring is a brain to pick, an ear to listen, and 

a push in the right direction." Just because 

you passed a test doesn't mean you're 

prepared to be a real estate agent. A mentor 

is someone who takes you under their very 

experienced wing, helps you navigate the 

tricky waters of negotiation, advises you on 

the best bang for your buck with marketing, 

and ultimately will become your biggest 

cheerleader. 

At 21, I started my career in real estate as a 

full-time licensed assistant. During my two years in that position, I 

had the opportunity to learn the ins and outs of real estate without 

having to shoulder the responsibility that comes with being the 

designated agent. I didn't have to prospect, make cold calls, solicit 

expired listings, capture leads, or worry about my next paycheck. 

"…having someone there 

to cheer you on, answer 

questions, and be an 

example to follow, is all it 

may take to get you to the 

level of success you seek." 

think of the options available to me. While I saw the potential for 

some great commission checks, I also saw the unreliability and 

instability that a life in real estate could lead to. Having student 

loans to pay, I got more than a little scared at the prospect of having 

sporadic income. Despite the nagging feeling in my gut that I could 

really enjoy a career in real estate, I ended up taking another job. 

All that changed when another agent in my office took an interest in 

my success. Mary Summerville is a force to be reckoned with -- she 

previously owned her own company and 

has almost 25 years of experience under her 

belt. Before I was out the door, Mary asked 

why I wouldn't be pursuing a career in real 

estate full time. She told me she really felt I 

had the drive, the knowledge and the skills 

to be successful in the industry. She saw in 

me what she saw in herself when she had 

started out: a fire, a drive to be successful 

but also the need for someone to help me 

know how to channel that into results. She 

encouraged me to keep in touch and to reach out to her should 

I ever need anything. A few short weeks later I realized my new 

position wasn't working for me and gave Mary a call. She offered 

me an equal position on her team (very rare for new agents), online 

& database leads, the opportunity to tap into her 30-year referral 

HOW TO BE A MENTOR 

I’ve always loved teaching and sharing — early on in my 25-plus 

year career, I became a managing broker; I found it inspiring (and 

frustrating) to goal set and guide agents on how to work smarter. 

I owned my own company for 20 years, using that opportunity 

to recruit and train agents, and I found it very rewarding to pass 

on my expertise to others. When I sold my company, though, I 

felt like I had a second opportunity at the business. Not being an 

owner freed up my time and energy, allowing me to refocus on 

what I wanted to achieve in my business and my own goals. But 

after much debate and research, I realized I could achieve far and 

beyond my professional goals by taking on a mentee. That’s when 

I decided to partner with Allie Payne and form a team. 

I had been working with Alli for several years and saw the drive, 

the innovative marketing ideas and the care for her clients; I knew 

she would make an excellent team member. She had just returned 

to our office after a five-year absence and needed a “start over” 

with her business. We decided to start working together, forming 

the MSGroup. This opportunity allowed me to mentor her on best 

practices when it came to marketing and clients, which in turn, 

helped us both achieve goals we wouldn’t have been able to 

alone. After two years, our business had grown so much we started 

looking for an opportunity to bring another agent to our team. 

Rachel Frangos had been working in our office as a licensed 

assistant. We both saw in her what we had seen in ourselves: the 

drive to succeed and the willingness to work hard to get there. 

After Rachel had left our office for another position, I approached 

her, offering a position on our team. I told her we felt she had what 

it took to be successful and we wanted to give her the opportunity 

to be our mentee: to learn the business from us, getting the 

training and tools to succeed. It has been very fulfilling for me to 

see both Allie and Rachel learn and grow their careers, and it’s 

been great for business, as well. I am able to take some R&R and 

can trust that my business is in good hands in my absence. 

My advice to seasoned agents is to take advantage of the many 

mentoring opportunities available. Every office has a few agents 

who are newer, or perhaps floundering, who would greatly benefit 

from being a mentee. Mentorship can take many forms, but the 

way I chose to mentor was by forming a team, taking on two 

agents I felt had the desire to learn and the drive to succeed. The 


network and unlimited access to her partner, Allie Payne, and her 

expertise. Being their mentee has taught me invaluable lessons. In 

them, I have mentors who are continually helping me set and meet 

my goals. 

It wasn’t an easy road — Mary has a very high level of service 

standards. I had to learn how to take a step back and admit that I 

didn’t know how to do something and look to her to help me learn. 

A perfect example of that would be handling open houses. 

While I had sat open houses when I was an assistant, I wasn’t trying to 

pick up business at the time. Mary had me shadow her two Sundays 

in a row, doing two open houses each day. She not only showed me 

her methods and gave me pointers, but she gave me the opportunity 

to take the lead and I was able to immediately put into practice what 

she taught me. I can’t say I picked up even one buyer those two days, 

but I learned how to approach prospective clients and, most 

importantly, how to follow up. Eventually, when I picked up my 

first buyer from an open house, taking them from showings to 

closing, it was a direct result of that training. 

deal for our clients, all while I learned to navigate the tricky waters 

of multiple offers. 

Having been with the MSGroup for over three years now, I really 

feel this was the best decision I could have made for my career. 

I've learned the skills necessary to be successful in the industry, 

I've honed my strengths and worked on my weaknesses. I have two 

excellent cheerleaders in Mary and Allie, who have shown me that 

being in real estate can have its scary times, but if you work at it, it 

can be one of the most rewarding careers out there. Investing time 

and energy into finding a mentor who can train you, encourage 

you, push you to build your business and can hold you accountable 

to your goals is so important for any agent. This can be a hard, 

discouraging and lonely business at times, but having someone 

there to cheer you on, ask questions and be an example to follow, 

is all it may take to get you to the next level of success. 

Rachel Frangos 

MSGroup Chicago 

Dreamtown 

It’s so important as a mentee to take advantage of your 

mentor’s knowledge, experience and good will. It’s always 

been hard for me to ask for help and to rely on other 

people. With Mary, however, I learned that it’s always 

better to ask before making a mistake, especially in this 

business. When we had my first multiple offer situation 

on one of our listings, rather than totally take it over, 

Mary had me handle it. She had me call her after each 

conversation, after each counter, and after each update 

with our seller. Together, we were able to find the best 

team allows me to take time off, focus less on the 

minutia, and has given me a clearer path to an eventual 

retirement (or semi-retirement). If you decide to go the team route, 

I recommend giving yourself two to five years to build and train 

your team. This gives them the time to absorb and learn how you 

run your business, and gives you the chance to start slowing down 

as much, or as little, as you want. 

One major key to being a mentor is give your mentee the 

opportunity to have hands-on learning. For example, I have a large 

referral network from all my years in the business. I learned early 

on that to be the best mentor and team leader, I had to incorporate 

both Allie and Rachel into the business I do with my referrals and 

past clients. I would have them double with me on showings so 

they could see how I work with these specific clients and they 

could understand my standard of service. This led to my being able 

to not go on as many showings, as Rachel and Allie could handle 

them. The really important part is to make sure all your clients and 

referrals know you trust your mentee with your business; if you 

show your trust, your clients will be comfortable working with them. 

Another thing to look for when you’re mentoring are your mentee’s 

strengths and weaknesses — your job is to help build up those 

weaknesses, turning them into strengths. When Rachel first joined 

my team, she had never done a listing presentation, or even sat in on 

one. I knew she would be great at it, as she had the knowledge and 

the personality, but she 

didn’t have the confidence that comes 

with experience. The first few listing presentations, I took the lead. 

This allowed her to really see the process and to be a part of it. After 

each presentation, we would go over what I said, what the client said 

and how we would follow up. The third presentation we did together, 

I gave Rachel the lead. She was still nervous, often looking to me to 

fill in, but we got the listing. It’s so important to remember that you 

have to let your mentee try, and be prepared for either failure or 

success. As the mentor, it’s your job to support them either way. 

If you don’t feel a team is the right path for you, mentoring is still 

something you should consider. Try to remember when you were 

starting out and how helpful it was to have a seasoned agent to 

shadow, ask questions and host open houses. Mentoring a newer 

agent without forming a team can be just as rewarding. You’re able 

to pass down your vast expertise, marketing ideas, mistakes and 

triumphs. It also gives you a backup who you can trust, who knows 

how you work and what is expected. It’s a wonderful thing to see 

people succeed and being able to them help along their way is a 

great feeling. 

Mary Summerville 

MSGroup Chicago 

Dreamtown 


HIT 

YOUR 

TARGET 

Are you really keeping your customers top of mind? 

Here’s how you can make it easy for your customers, 

eliminate road blocks and grow your business. 

As you’re setting goals for the coming year, I have one I’d like 

you to consider: not making people think. And by that I mean, 

let’s make things effortless for your clients in 2017. 

Remember: the shortest distance between obscene profits and 

financial embarrassment is rooted in the ratio of thought versus 

effort. Make this your mantra! 

After all, your economic outlook is in direct proportion to the 

effort required of those who do business with you. If you’re 

making things unnecessarily difficult, clients will go elsewhere. 

So, think effortless in 2017. Why? We detest working with 

companies, brands and marketers that insist on unnecessary 

complications and processes. Think about your last call with 

the cable company – how many times were you transferred? 

How often were you put on hold? How many times were you 

asked the exact same question? This is incongruent with great 

customer service. 

Take a look at your processes, your website, different aspects 

of your business plan and your content strategy. Ask yourself: 

• How can I make this easier? 

• Where can I reduce steps? 

• How can I opt out of the irrelevant? 

Why You Need to Simplify and Easify ® 

My company is called Easify ® . I like to say that to Easify ® is 

to reduce the steps, eliminate the unnecessary and reduce 

the time required, in order to reduce decision-making stress 

and effort. 

Companies that implement this process are not just profitable; 

they are safe guarded from economic fluctuations – just look 

at Apple, Redbox, Zappos, Amazon, Southwest Airlines and 

Nordstrom, to name a few. We buy books at Amazon because 

it’s easy. We shop at Nordstrom because returning an item is a 

nonissue. 

If potential customers can go elsewhere and get the same 

service or product with less toil, they will leave you like you have 

garlic breath. 

How to Easify ® Your Business 

Start by asking yourself, how can I make X, Y and Z easier for 

my clients? Where are the pain points? Examine your entire 

business, from your marketing efforts to the way you work with 

customers throughout a transaction. 

Things to look at to Easify ® the process: 

• What are your processes, and where can you streamline? 

• Is your phone number on every page of your website? 

• Is your website providing useful information and easily 

searchable? 

• Is your contact information on your social media channels? 


The shortest 

distance between 

obscene profits and 

financial embarrassment 

is rooted in the ratio of 

thought versus effort. 

Let’s tackle, for example, your website. It’s pretty common 

to have a contact button – but this means that your potential 

clients have to click through to a separate page from the menu. 

Instead, consider adding your phone number to the upper 

right-hand corner of every single page on your website. This 

eliminates that extra step to get them on the phone with you. 

Does your Facebook business page have a phone number 

listed? You would be surprised how frequently this isn’t the case. 

What if I were to click the “About” button on your page – will I 

find your contact information? Again, surprisingly few people 

do this. Ensure you have proper contact information where 

prospective clients are most likely to search for it – always. 

Another process to look at is when you meet with a prospect 

in person. Do you immediately give them a list of mistakes 

to avoid and frequently asked questions, or do you let them 

stumble through the transaction and learn on the fly? Are your 

prospects aware of potential costs up front, or do you provide 

a “pop” disclosure? 

Simplify and streamline. Your customers will thank you for it! 

Terry Watson 

President 

Easify Inc. 


Bookshelf 

Well Read 

The business and leadership books we just 

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

RYAN D’APRILE’S PICK 

The Happiness Advantage: 

The Seven Principles of Positive 

Psychology that Fuel Success 

and Performance at Work 

by Shawn Achor 

LUIS ORTIZ’S PICK 

Raving Fans: A Revolutionary 

Approach to Customer Service 

by Ken Blanchard 

EMILY SACHS WONG’S PICK 

Walk Like a Giant, 

Sell Like a Madman 

by Ralph R. Roberts 

BRIDGE INTERNATIONAL’S PICK, 

VIA FACEBOOK 

Start with Why: How Great 

Leaders Inspire Everyone 

to Take Action 

by Simon Sinek 

LUIS ORTIZ’S PICK 

Take the Stairs: 7 Steps to 

Achieving True Success 

by Rory Vaden 

C.A.R. STAFF PICK 

The Little Book of Mindfulness: 

Focus. Slow Down. De-stress. 

by Tiddy Rowan 


Listen Up 

TWITTER 

FACEBOOK 

Juntae DeLane 

@JuntaeDeLane 

Mari Smith 

www.facebook.com/marismith/ 

Gary Vaynerchuk 

www.facebook.com/gary/ 

Neil Patel 

www.facebook.com/neilkpatel/ 

A high-profile campaign strategist 

and consultant, he is a public 

speaker and blogger who founded 

Digital DeLane, a digital marketing 

consultancy. 

Kim Garst 

@kimgarst 

A prominent social media 

thought leader, Mari specializes 

as a Facebook marketing expert 

and was listed as Forbes’ 

#4 “Top Social Media Power 

Influencer.” 

Best known for growing his 

family’s wine business 20 times 

its size in just five years, he 

runs one of the hottest digital 

agencies in the world and is a 

shrewd social media venture 

capitalist. 

Named a top ten online marketer 

by Forbes and recognized among 

the top 100 entrepreneurs under 

35 by the United Nations, he 

specializes in growing business 

revenue through internet 

marketing. 

Kim is a leading authority on 

digital marketing and social selling 

strategies and has been named 

one of Forbes’ Top 50 Social Media 

Power Influencers. 

LINKEDIN 

Susan Cain 

www.linkedin.com/in/susancain 

A professional coach and selfproclaimed 

introvert who works to 

empower and help professionals 

understand introverts. 

Adam Grant 

www.linkedin.com/in/adammgrant 

An author, and the youngest highest 

rated professor at the Wharton 

School of University of Pennsylvania, 

he is a well-liked, youthful influencer 

who posts anything from creative 

tips to career readiness. 

James Altucher 

www.linkedin.com/in/jamesaltucher 

James is an entrepreneur, author 

and podcaster who has founded 

or cofounded more than 20 

companies. He is a go-to source for 

anything entrepreneurship. 

Social 

Influencers 

You Need to 

Follow 

SNAPCHAT 

Kym Perfetto 

@kymnonstop 

She is a SoulCycle instructor 

who markets her fitness and 

healthy lifestyle through 

positivity and personal video. 

Quick links to the influencers 

featured here. 

Steven Paananen 

@stevenballoons 

A balloon artist and 

photographer whose balloon 

creations are great fun to watch 

on snapchat. 

INSTAGRAM 

No Your City 

@noyourcity 

A slyly-named account that features 

crisp, breathtaking photography of 

cities around the world, and sets a 

strong example for REALTORS ® on 

marketing your city on a visual level. 

Headspace 

@headpsace 

A mindfulness app’s social account 

that is all meditation and selfmotivation. 

They make meditation 

simple and appealing, and their 

graphics are pretty on point. 

Taylor Nikolai 

@taylor.nikolai 

A snapchat and social media 

influencer recognized by WIRED, 

Forbes, Tech Insider and more 

for his daily stories. 


Government Affairs 

Government Affairs Update 

Chicago 

NEWS 

2016 has been a busy year – and our Government Affairs team has been hard at work tackling 

the issues that threaten our industry and impact your clients’ private property rights. You 

can find out more information about each of these individual issues on our website. 

MAJOR WINS: 

• Obtained a Cloud Tax exemption for MLS data 

• G-Fees Taken Off the Table as a Revenue Stream for Surface 

Transportation Authorization Bill 

• Launched the REALTOR ® Parking Permit 

• Housing Opportunity through Modernization Act of 2016 

Signed into Law 

• Added a 30-Day Warning for Recycling Code Non-Compliance 

PROPERTY TAX OUTREACH 

We have launched a property tax outreach in conjunction with 

Real Property Alliance to provide consumers resources to 

appeal their property assessments. We held initial events at 

Coldwell Banker Lincoln Park and Century 21 S.G.R., Inc. We 

anticipate continuing this outreach in neighborhoods throughout 

the city. In the meantime, check out our property tax outreach 

site for consumers – and pass along to your clients: 

www.realpropertyalliance.org/property-taxes/ 

RLTO REFORM 

We are still single-minded in our goal of changing the Residential 

Landlord Tenant Ordinance to encourage judicial discretion and 

eliminate mandatory sentencing for landlords for minor or trivial 

offences. Simply changing “shall” to “may” will create fairness 

for both landlords as well as their tenants. As of press time, we 

are estimating that hearings will take place the first two weeks 

in December, at soonest, with a potential vote thereafter. We 

continue to aggressively build support for our position, and we 

will keep you posted on ChicagoREALTOR.com with any updates. 

YOUR REPRESENTATIVE ON THE 

NAR FEDERAL TAX COMMITTEE 

Senior Director of Government Affairs Brian Bernardoni was 

re-appointed to the NAR Federal Tax Committee this year; he 

will also serve on work groups at the state and local level 

regarding rent control. Additionally, Brian is a member of the 

Government Affairs Directors’ Committee to develop better 

legislative protocols on NAR policy matters. 

Chicago 

UNDERSTANDING THE 

EVICTION PROCESS 

Understanding the system for evictions in Cook County 

is key for the process to work. The following provides 

critical information for your clients’ use. 

The Cook County sheriff has put together a FAQ 

regarding the eviction procedure. The guide covers: 

• Filing with the sheriff 

• Scheduling 

• Day-of eviction processes 

• Cancellations, delays and re-scheduling 

For day-of problems, please contact 

ccso.evictions@cookcountyil.gov as soon as the 

problem arises. Problems could include: 

• Sheriff failing to enforce an order or 

misinterpreting an order 

• Sheriff failing to show up 

• Extenuating factors which will make the 

eviction more difficult to enforce, i.e. evictee 

has medical equipment, is in need of social 

services, etc. 

Senior Director of Government Affairs and Public Policy Brian A. 

Bernardoni and Government Affairs Director Kristopher J. Anderson 

engage 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 


and Public Policy 

Find it all at ChicagoREALTOR.com 

KRISTOPHER J. 

ANDERSON 

Director of 




CommercialForum 

Welcome to our 2016 CommercialForum Chair: 

Deena Zimmerman, SVN Chicago Commercial 


SVN Chicago Commercial 

Deena Zimmerman is an award-winning broker 

who has worked in the real estate industry 

since 2004. Serving as a vice president in the 

SVN Chicago office, Deena’s focus is in tenant 

representation, specializing in finding high quality 

sites throughout Chicagoland and surrounding 

areas for national operators, franchisees and 

first-time entrepreneurs. 

Deena is the 2017 Commercial Liaison for NAR. 

She is also a very proud mentor for the Goldie 

B. Wolfe Miller Women Leaders in Real Estate 

Initiative through Roosevelt University, and an 

active member of the International Council of 

Shopping Centers and Women in Retail Leasing. 

Deena earned a Bachelor’s degree in Psychology 

from The University of Minnesota in 1997 and spends 

her spare time participating in runs to raise funds 

and awareness for Pancreatic Cancer research. 

The Future of Commercial Technology 

At NAR Annual in November, panelists Turner Levison, Commission 

Trac, Sanjay Kuttemperoor, WikiRealty, Greg Ausley, CoachSimple, 

and Vishu Tamanathan, Buildout, shared how they anticipate 

change in the future. Here are a few takeaways: 

• Disruption will happen, regardless if you like it or not. 

Be prepared – reuse properties to fit the trends, and 

get creative. 

• Integration is the biggest change that has been happening 

over the past few years in CRE. It’s easy to move data you 

own around to all the applications. 

NETWORKING 

Look for these commercial events in 2017! 

FEBRUARY 

APRIL 

JULY 

CF Networking Breakfast* 

CCIM/CAR Roundtables 

Successful Women in CRE 

Networking Breakfast* 

*free for members! 

WWW.COMMERCIALFORUM.COM 

• Millennials will find technology platforms – and tech 

platforms realize they must collaborate with each other – 

synergy leads to growth. Millennials have a different 

learning attitude – learn from it. Throw away the manual 

and just play around. You won’t break the Internet! 

• Sharing is caring (although not historically true in CRE). 

Brokers shouldn’t be afraid to share their information, facts 

or statistics – at the end of the day, it’s not about the facts; 

it’s about the hustle! 

• Do your research – get references, see who is using the 

product, and ask for feedback on it. Research technology 

until you understand it enough to pull the trigger and 

subscribe. What is the headache they are trying to solve? 

Does it accomplish what it sets out to do? If so, then it’s of 

value. Technology needs to help you grow your business 

with ease and efficiency. It needs to take the headaches out 

of day to day business. It also needs to be mobile and easy 

to use. 

• Study what other industries are doing, and figure out how 

that can translate to CRE. Disruptive technologies that could 

affect CRE include crowdfunding, which is giving people 

access to buying investment properties. 

• Interesting to note: Of the Fortune 500 companies from 

1955 to 2015, only 12 percent remain; from 2000 to 2015, 

49% remain. 


Global Real Estate Council 

Your Global Resource 

POLAND 

In September, C.A.R. welcomed a trade mission from the 

Warsaw Real Estate Brokers’ Association. In addition to a tour 

of C.A.R., the visiting delegation learned about C.A.R. and our 

Industry Partners, how our MLS works with the Association, 

and how real estate financing works for individuals to purchase 

property here. The Global Real Estate Council also treated 

them to lunch at Cliff Dwellers. 

GLOBAL REAL ESTATE COUNCIL 

AWARDED GOLD BY NAR 

The Global Real Estate Council has 

been awarded Global Gold Status by 

the National Association of REALTORS ® 

for their accomplishments in 2016, with 

particular accolades given to the council’s 

growth in outreach and marketing efforts! 

The NAR Global Achievement Program is 

designed to recognize and reward the most active 

associations in global business. Each Council is evaluated in five 

focus areas: Communication, Community Outreach, Membership 

Value Creation, Education, and Media Outreach/Social Media. 

Congratulations, Global Real Estate Council! 

WELCOME TO OUR 2017 GLOBAL 

REAL ESTATE COUNCIL CHAIRS: 

2016-2017 CHAIR 


Centered International 

Realty 

GET CONNECTED. GET GLOBAL. 

International residential and commercial real estate sales continue 

to rise in Chicago, making global real estate an important target 

market for REALTORS ® . 

According to the 2016 Profile of International Activity in U.S. 

Residential Real Estate, Canada is one of the top 5 countries with 

an interest in Chicago real estate. Check out our new video, Get to 

Know Canada, to learn more about our neighbor to the north and 

Canadian real estate. 

MORe’s Global Business Council also put together a video on 

Working with Indian Clients to help you navigate this niche market. 

Both videos are available for you to use as a resource on 

ChicagoREALTOR.com. 

2016-2017 VICE CHAIR 

GENIE BIRCH 

Century 21 Affiliated 

Watch the Get to Know Canada video. 


Special Advertising Section 

GREATER 

Asian Real Estate Association 

of America (AREAA Chicago) 

This past year, AREAA has been busy 

introducing new events to our members. 

Our quarterly Sip, Schmooze, Study 

events have been a big success, covering 

everything from building a team to working 

with developers. In August, our first ever 

AREAA Chicago presents: On Edge, started 

with a dance lesson followed by song and 

dance performances, with great networking 

opportunities. And in November, AREAA 

members, family and friends volunteered 

at a shelter and food kitchen. 

In December, AREAA will host our annual 

holiday and member appreciation party 

at the Merchandise Mart. Please contact 

us at chicagoareaa@gmail.com for more 

information on membership, events or 

sponsorship. 

Dearborn REALTIST ® Board, Inc. 

2015 (DRB) 

DRB has had a spectacular 2016 attracting 

new partners and new members. 

We hosted monthly educational and 

networking programs for our members and 

the general public. In April, DRB hosted the 

2016 National Association of Real Estate 

Brokers’ (NAREB) regional conference, which 

provided valuable homeownership tools for 

homeowners and homebuyers. This summer 

we held our annual Architectural River Cruise, 

member appreciation picnic, and William G. 

Gray Scholarship/Golf Outing. 

In January, we will celebrate our 75 th 

year anniversary and pay tribute to our 

tireless efforts combating illegal housing 

practices against people of color. We are 

not done yet; there is more work to done. 

Join us at chicagorealtist.com. 

FIABCI-USA, the International 

Real Estate Federation 

We recently launched a set of tools 

to help our members increase their 

international business and save their 

clients’ money: 

• FIABCI’s International Referral Platform, 

a formal, trackable request for global 

referral coordination. 

• OFX Money Transfer, saving your clients 

thousands of dollars on any transaction. 

• Chinese Buyers Bridge, offering real 

estate practitioners in all sectors the 

ability to promote their properties to 

vetted Chinese investors. 

• Mortgages for Foreign Nationals from 

the UN Federal Credit Union, enabling 

an accelerated pace of processing, 

approving and closing their loans. 

For more information and to join visit: 

https://fiabciusamember.site-ym.com/. 


Special Advertising Section 

Wants You! 

VAREP’s Chicago Chapter is continuing to build a presence within the Chicagoland market 

Our first goal is to help qualified local military families with their personal housing needs. 

Local events in 2017 will include: 

• REALTOR ® and Lender Veteran Educational Seminars 

• Live Military and Veteran Housing Certification (MVHC) classes 

• Veterans Housing Summit Community Events 

• Fundraisers to benefit local military and veteran families 

• VA Loan Education 

Our mission is to increase sustainable homeownership, provide financial-literacy education, 

and create economic opportunity for the active-military and veteran communities. 

Our proactive stance of providing financial literacy education and advocating 

homeownership may not end the epidemic of homelessness among the veteran 

community, but can prevent it from happening in the future, one veteran at a time. 

WHO CAN JOIN? 

Any individual or organization that believes the American Dream should be 

realized by all, especially those who have valiantly served our country. Nonmilitary 

members are always welcome to join VAREP and help with the cause! 

To learn more about VAREP Chicago or join our membership, 

contact Chicago Chapter President, David Piatek 

at david@thefederalsavingsbank.com. 

National Association of Hispanic 

Real Estate Professionals (NAHREP) 

NAHREP Chicago's Annual Holiday and 

Installation Party was held Thursday, 

December 1 st at the historic Thalia Hall 

in the Pilsen neighborhood. We thanked 

our outgoing President Joe Castillo and 

installed our new president, Gaspar 

Flores, Jr., and new officers. 

A big thank you to all who joined and 

supported NAHREP Chicago this past 

year! We are the largest NAHREP 

chapter in all the United States. We 

could not have accomplished this feat 

without your help. We look forward to 

continuing to serve you with educational 

and business networking events to help 

you grow your business and help the 

Latino Hispanic Homeowner. Stay in 

touch: www.NAHREPChicago.org. 

REALTORS ® to the Rescue (RTTR) 

Thank you for supporting REALTORS® to 

the Rescue! 

Great things are happening! Year to 

date, we: 

• Sold 750 Cubs tickets for our spring 

fundraiser and raised over $ 43,000! 

• Donated over $ 36,000 to Chicagoland 

animal rescues and shelters 

• Have a goal of raising $ 100,000 at our 

second annual Wagging Hearts Gala; 

• Recently donated 250 collars and 

leashes to Chicago Animal Care & 

Control — all through the support of 

our members and events! 

We are always open to new member 

volunteers! Remember: your membership 

fee is tax deductible to the fullest extent 

allowed by law. Please join us at 

www.realtorstotherescue.org. 

Women’s Council of REALTORS ® 

— WCR Chicago Chapter 

WCR Chicago has had a phenomenal 

2016! 

From sold out events to collaborative 

programming, WCR has enjoyed 

providing informative and exciting events 

in 2016 — and we’re not done just yet! 

We will install our 2017 Board in an epic 

celebration on Thursday, December 15 th 

at 6PM at LondonHouse, 85 E Upper 

Wacker Drive, Chicago, IL 60601. Visit 

our website at www.wcrchicago.org 

for tickets! 

We hope to see you there as we say 

cheers to 2016 and toast to having a 

more fabulous 2017! 


Chicago Association of REALTORS ® ’ Ginger Downs with REALTOR ® 

Achievement Award recipients Sarah Ware, Ware Realty Group, 

and Vicky Silvano, Century 21 S.G.R., Inc., with REALTOR ® 

Awards Chairman Zeke Morris, Century 21 Affiliated 

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

President’s Award winners Matt Farrell and Matt Silver, Urban Real Estate, 

and Maurice Hampton, Centered International Realty 

2016 REALTOR ® AWARDS 

At the 133 rd Annual Inaugural Gala, the real estate 

community gathered to honor exceptional members 

of our Chicago REALTOR ® family. Congratulations to 

the recipients of the 2016 REALTOR ® Awards and the 

2016 President’s Awards! 

REALTOR ® OF THE YEAR: 

Hugh Rider, Realty & Mortgage, Co. 

REALTOR ® ACHIEVEMENT: 

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

Sarah Ware, Ware Realty Group LLC 

Marki Lemons-Ryhal 

REALTOR ® of the Year 

Hugh Rider, Realty & Mortgage Co. 

REALTOR ® Community Service Award recipients 

Marcos Mendez, America Real Estate, and 

Mabél Guzmán, @properties, with REALTOR ® 

Awards Chairman Zeke Morris, Century 21 Affiliated 

REALTOR ® COMMUNITY SERVICE: 

Chris Mundy, @properties 

Marcos Mendez, America Real Estate 

Mabel Guzman, @properties 

AFFILIATE OF THE YEAR: 

Coby Hakalir, Jordan Equity Group 

Chicago Association of REALTORS ® ’ 

Ginger Downs with Managing Broker of the 

Year Award recipients George Schultz, 

@properties, and Joe Castillo, ERA Mi Casa 

Real Estate, with REALTOR ® Awards Chairman 

Zeke Morris, Century 21 Affiliated 

Chicago Association of REALTORS ® ’ 

Ginger Downs with Affiliate of the Year 

Coby Hakalir, Inland Home Mortgage 

MANAGING BROKER OF THE YEAR (1-50 licensees): 

Joe Castillo, ERA Mi Casa Real Estate 

MANAGING BROKER OF THE YEAR (51+ licensees): 

George Schultz, @properties 

2016 PRESIDENT’S AWARD RECIPIENTS: 

Brian Bernardoni, Chicago Association of REALTORS ® 

Erika Villegas, ERA Mi Casa Real Estate 

Maurice Hampton, Centered International Realty 

Jim Kinney, Baird & Warner 

Matt Silver, Urban Real Estate 

Matt Farrell, Urban Real Estate 

Gary Clayton, Illinois REALTORS ® 

Dale Stinton, National Association of REALTORS ® 

President’s Award winners Brian Bernardoni, Chicago Association of REALTORS ® , 

Dale Stinton, National Association of REALTORS ® , Gary Clayton, Illinois REALTORS ® , 

Erika Villegas, ERA Mi Casa Real Estate, and Jim Kinney, Baird & Warner, 

with Dan Wagner, the Inland Real Estate Group of Companies, Inc. 

Photos by Marcello Rodarte or courtesy of Dan Wagner 


Tommy Choi, Keller Williams Chicago - Lincoln 

Park, and Rebecca Thomson, @properties 

Rebecca Jensen, and Jeff Lasky, MRED LLC 

Erika Guest, Wayne Kouf, and 

Heather Gustafson, @properties 

Janet Branton, National Association 

of REALTORS ® with her husband 

Michael Rosenburg 

The President's Club – Frank Williams, F.J. Williams Realty, 

Sheldon Good, The Good Realty Group, Millie Rosenbloom, 

Baird & Warner, Matt Silver, Urban Real Estate, 

Betty Bauer, and Genie Birch, Century 21 Affiliated 

Mary Morstadt, Standard Bank and Trust, and 

Chris Prod, Inland Home Mortgage 

Cecilia Favela, Su Familia Real Estate, 

Joe Contreras, Neighborhood Loans, and 

Beatriz Guaman, Su Familia Real Estate 

Matt Silver, Urban Real Estate, Rebecca Thomson, @properties, 

Tommy Choi, Keller Williams Chicago - Lincoln Park, 

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

and Ginger Downs, Chicago Association of REALTORS ® 

John Andrus, Andrus Realty Group, Inc. and C.A.R. past president, Steve Volkodav, NSBAR, 

Warren Frank, Chicago Association of REALTORS ® , Ben Gerstman, BHHS KoenigRubloff, 

Nicholas Marino, Century 21 Marino Real Estate, Inc., Betty Bauer, C.A.R. past president, 

and Cam Benson, @properties and C.A.R. past president 

Juan Rosario Negron, The Jurone Company Real Estate 

Inspections , Drussy Hernandez, and Rachael Mann, 

CONLON/Christie’s International Real Estate 

Photos by Marcello Rodarte 

Tony Ameti, Reno Manuele, and 

Frank Cecala, Neighborhood Loans 

Heather Gustafson, @properties, 

and Carrie Bey-Little,Baird & Warner 


Ginger Downs, Chicago Association of REALTORS ® , Hugh Rider, 

Realty and Mortgage Co., and Zeke Morris, Century 21 Affiliated 

Dan Suvanaumpai, Mimi Sangsuvan, Chiwin Nilapant, Nok Phuphakdi, 

Nancy Suvarnamani, Paul Xumsai, Knight Chumsangsri, Paul Chingchitr, all 

with Century 21 S.G.R. Inc., and Shonee Henry, Allegro Realty International 

Niko Apostal, Keller Williams Chicago - Lincoln Park, 

Deena Zimmerman, SVN | Chicago Commercial, 

Bruce Downs, Tommy Choi, Keller Williams Chicago - Lincoln 

Park, Kevin Van Eck, and Heather Gustafson, @properties 

Jennifer Mills, BHHS KoenigRubloff, 

and Matt Silver, Urban Real Estate 

133 RD C.A.R. INAUGURAL GALA 

Jim Cornelison , National Anthem 

Soloist at Chicago Blackhawks 

Jesus Neri, Alterra Home Loans, 

Rosie Beltran, RE/MAX City, and 

John DeJulio, Neighborhood Loans 

Antonio Estrada, Kelly Smith, Katie Hoogland, 

and Kara Finnegan, Urban Real Estate 

Drussy Hernandez, and Fiona Conlon, 

CONLON/Christie’s International Real Estate 

SPONSORED BY: 



Mark Buford, CSG Property Solutions Inc., 

Sarah Ware, Ware Realty Group, Brett Decker, 

American Financial Solutions Inc., Nykea Pippion-McGriff, 

Dream Town Realty, Judy Gibbons, Jameson Sotheby's 

International Realty, and Peter Gibbons, guest 

Erika Guest, Jordan Euson, and 

Jen Ruffner, @properties 

Greg Kosin, Greater Illinois Title Company, 

Matt Farrell, Urban Real Estate, 

and Martin Walsh, Dream Town Realty 

Javier Garcia, The Federal Savings Bank, 

Erika Villegas, ERA Mi Casa Real Estate, and 

Katherine Ruiz, The Federal Savings Bank 

Michael Emery, Jennifer Martelloti, Janet Seehausen, 

and Ted Sveda, Urban Real Estate 

Matt Skas, and Daniel Andersen, 

People’s Home Equity 

Carolina Dauksa, Su Familia Real Estate, and 

Siomara Barboza, The Federal Savings Bank 

Joe Contreras, Neighborhood Loans, Rebecca Arce, 

America Real Estate, Alicia Ruiz, RE/MAX Partners, and 

Gaspar Flores Sr., Su Familia Real Estate 

Hugh Rider, Realty & Mortgage Co. 

Jahnai Perez, Boys and 

Girls Clubs of Chicago 

Grant Silver, son of Matt Silver, Marlene Silver, mother of Matt 

Silver, Matt Silver, Urban Real Estate, Moira Silverman, guest 

David Silver, brother of Matt Silver, and Barry Gilbert, guest 


Joe Caltabiano, Guaranteed Rate, Annie Caltabiano, guest, 

and Joe Zimmerman, Keller Williams Chicago - Lincoln Park 

Aeraj Patel, Neighborhood Loans, 

with the Show Girls 

Joe Rueck and Mickey Hobson, 

Americorp, Ltd. 

YPN + WCR CASINO ROYALE 

Ryan Stephens, guest, Dave Naso, Keller Williams Chicago 

- Lincoln Park, and Lauren Hundman, Owl Management 

Erin Mandel, @properties, and 

Ben Cohen, Guaranteed Rate 

Verra Rudolf i, Proper Title LLC, and 

Sabrina Bier, @properties 

Table shot 

Johnny Noreiga, Rebecca Whitek, Mayra Rubio, Frank Cecala, Omar Myran, 

Jon Volpe, Fitni Rexhepi, and Joel Contreras, Neighborhood Loans 

Zeke Morris, Century 21 Affiliated, Maurice Hampton, Centered 

International Realty, Nykea Pippion-McGriff, Dream Town Realty, 

Josh Weinberg, Tommy Choi, Keller Williams Chicago - 

Lincoln Park, and Bob Eby, Century 21 Affiliated 

SPONSORED BY: 


Mark Buckner, Camille Canales, and 

Michele Gore, North Clyborn Group 

John Berger, Guaranteed Rate, 

Kara Finnegan, Kelly Smith, Urban Real 

Estate, Katie Austin, Guaranteed Rate, 

and Matt Farrell, Urban Real Estate 

Gia Devenyi, @properties, Judy Gibbons, 

Jameson Sotheby’s International Realty, 

Sara Hulsebus O'Connor, Greater Illinois Title 

Company, and Linda Scott, Wintrust Mortgage 

Greg Pekarsky, Vesta Preferred LLC, 

and Maria Pekarsky, guest 

Shannon Chamberlin, guest and Affiliate Director 

Michael Chamberlin, Inland Bank & Trust 

Jon Volpe, Neighborhood Loans, Colleen and 

Bart Basinski, Keller Williams Orland Park 

Annie Schweitzer, @properties, 

Tommy Choi, Keller Williams Chicago - 

Lincoln Park, and Bari Levine, @properties 

Matt Silver, Urban Real Estate, 

Mayra Rubio, Neighborhood Loans, 

Lindsey Schendel, Main Street Real Estate Group, 

and Charles Southwick, Slayton Search Partners 

Kevin Van Eck and Erin Mandel, @properties, 

with Matt Silver, Urban Real Estate 

Lindsey Qin Newman, Q Refined, Emily Vutech, 

@properties, Michelle Newman, Newman Realty, 

Melissa Wertz, CONLON/Christie’s International 

Real Estate, and Lindsay Olson, Newman Realty 



January 12 

Market Outlook — InterContinental 

January 19 

YPN Kick-Off Mixer — Godfrey Hotel 

February 9 

West Towns 2017 Market Outlook 

March 23 

Sales Awards — The Drake 

April 25 

Capitol Conference & REALTOR ® Lobby Day — Springfield, IL 

July 13 

110 th Annual Golf Classic — Ruffled Feathers Golf Course 


WINTER LINEUP! 

CERTIFICATIONS & DESIGNATIONS: 

Accredited Buyer Representative ABR ® Designation 2/2 – 2/3 

Seller Representative Specialist Designation 2/16 – 2/17 

Pricing Strategy Advisor Certification 3/1 

Real Estate Negotiation Expert Certification 3/23 – 3/24 

HOT TOPICS 

Essentials of Property Management 1/17 – 1/18 

Income Property Analysis 4/4 – 4/5 

DON’T FORGET! 

Quadrennial Ethics Requirements Deadline 12/31/2016 

Managing Broker CE Deadline 4/30/2017 

Registrations may be completed at 



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Lincoln Park: 1950 N Sedgwick | Lincoln Square: 4553 N Lincoln | West Loop: 849 W Monroe | Edison Park: 7280 W Devon | Evanston: 1567 Maple

CR Magazine - Winter 2016

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