CR Magazine - Summer 2017

CR 

Chicago REALTOR ® 

Magazine 

Run the PERFECT 

SALES MEETING 

V o l u m e 2 6 | S umm er 2 0 1 7 

Innovative ideas 

to help reinvent your 

LEAD GENERATION 

& grow your business 

YOUR 

Complete 

< 

GUIDE TO: 

The REALTOR ® Building 

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U.S. Postage 

PAID 

Permit No. 8 

Chicago REALTOR 

The ial Puliation of the hiao Assoiation of RALTORS ® 

BOOM BABY: 

Checking In On 

The West Loop 

www.ChicagoREALTOR.com 3

Moldman USA

22. 

Doing Business 

with Our Neighbor 

to the North 

Summer 2017 

ChicagoREALTOR® 

MAGAZINE 

IN THIS ISSUE 

4 President’s Perspective 

6 From the CEO 

8 Editor’s Note 

9 What’s Online 

32 Bookshelf 

41 Listen Up 

42 Photo Album 

48 Education Spotlight 

50 The Buzz 

10. 

FEATURES 

44. 32. 

10 Innovative Lead Generation Ideas 

16 Motivate Your Agents with the Perfect Sales Meeting 

18 The Latest on Medical Marijuana 

20 Miracle Morning: Setting Yourself Up for Success 

22 Doing Business with Our Neighbor to the North 

24 Boom Baby: Checking in on the West Loop 

29 The Guide to 430 N. Michigan 

34 A Guide to Service Animals 

UPDATES 

28 Get Involved in C.A.R. 

33 Association News: Frank Williams Honored for His 

Community Work 

35 Association News: On-Set with Chicago PD, Dan Goodwin’s 

Lifetime Achievement Award 

36 Industry Partners 

38 CommercialForum: License Portability 101 

40 YPN Sweats It Out with Nike Town at First Wellness Day 


PRESIDENT’S PERSPECTIVE 

Iam amazed at how quickly the year is moving, and 

I am excited for the direction we are heading under 

the leadership of our incredibly diverse and engaged 

olunteers and sta. 

This spring, I joined a number of Chicago REALTORS ® at the Capitol 

onferene in Sprinfield as ell as the eislatie eetins in 

Washington, D.C. More than ever, I am concerned about the issues 

fain us ut am onfident that our RATR ® representation has 

never been stronger. 

hen e met ith our representaties in Sprinfield e adoated 

for changes to education license law and spoke out against rent 

control initiatives. In D.C., we spoke to our legislators about national 

ood insurane sustainale homeonership and most importantly 

tax reform — in particular, keeping the mortgage interest deduction, 

property tax deductibility and the 1031 Like Kind Exchange. I am 

so proud of the eorts time and ommitment of those of you ho 

ventured to advocate on behalf of your peers. Our information was 

releant timely and trusted. am onfident that our oies ere 

heard and positions understood. 

A special thank you to the dedication of the Federal Political 

oordinators Ps and Goernment Aairs Diretors GADs ho 

are a ritial aspet of our adoay eorts. enourae you to 

watch the video featuring our FPCs, and learn how they help the 

REALTOR ® voice stand out. I also ask that you be proactive, and be prepared to respond to Calls for Action. 

or the first time in oer a deade e enter a period of transition ith our loal and national s as they retire ith aomplishment 

and honor. For the last 12 years, we have had the great fortune of working with Ginger Downs, who will retire in April 

201. She has led us ith rae and finesse onsistently eleatin those around her. nder her inuene and uidane e hae 

increased our representation on the state and national stages. Ginger has set the industry standard for association management and 

strategic planning models across the nation. I am fortunate to have had the privilege to work with her. Secondly, NAR CEO Dale 

Stinton is also retiring at year’s end, and I want to personally thank him for over 35 years of service. He leaves an indelible legacy! 

With many changes on the horizon, I am excited for the future and to see those individuals who will now have an opportunity to 

step out of the shadows and show their leadership skills. We are an industry made up of hundreds of backgrounds, from creative 

to orporate e all hae somethin authenti to ontriute. e are in full sin hain ust eleted ne oers and no 

main ommittee appointments. am proud that our leadership reets our dierse memership. ant to enourae you to 

engage with our great association and get involved. The more representation we have in our ranks from our 77 neighborhoods, 

the stronger we will be moving forward for generations to come. 

We are fortunate to have had brilliant, strong, and visionary leadership with an eye toward the next iteration of our industry; a trend 

I expect will continue despite this time of transition. I look to our future and the direction we are heading with great delectation. I 

hope you will be inspired and become an active participant in making our industry, and our city, the best it can be. I believe in you. 

Watch a quick video to learn 

more about the FPC program. 

MATT SILVER 

2016-2017 President 

Chicago Association of REALTORS ® 

4 Chicago REALTOR ® Magazine

NAR Convemtion

FROM THE CEO 

It’s hard to believe that summer is here! With the 

housing market off to a roaring start in 2017, and a full 

calendar of events and initiatives on our plate, time 

has flown. And now, as we start to turn our attention 

to wrapping up our fiscal year, I wanted to share some exciting, 

albeit bittersweet, news that will affect our Association in the 

months and year to come. 

As of April 2018, I will be retiring from my position as CEO of the 

Chicago Association of REALTORS ® . It has been a wonderful, 

challenging 34 years serving as a REALTOR ® Association Executive, 

the last twelve of which have been here in Chicago. As some 

of you know, I began my career at the Spokane Association of 

REALTORS ® , working with 1,200 members and a 2.8 million dollar 

budget. To be concluding my AE career at our current association, 

with 14,000 members and a 10+ million dollar budget, is a dream. 

I have truly enjoyed working with so many in our community to 

tackle causes near and dear to my heart, most notably serving 

as the President of All Chicago — Making Homelessness History 

and as a Regent for REALTOR ® niersity. entorship memer 

professional development and solving the complex problem of 

homelessness continue to be my passions, and this will not fade 

in my retirement. 

Our Executive Committee has contracted with an experienced 

executive search firm to identify and interview qualified candidates 

from around the country who have the skills and vision to continue 

to usher our Association forward. 

I am excited for what’s to come: to spend more time with my family 

and friends, but also for what’s ahead for our Association. Change 

is a wonderful thing, and I look forward to welcoming it head-on. 

GINGER DOWNS, rce, cae, cips, iom 

Chief Executive Officer 



June 28 

YPN Breakfast — Manny’s Deli, 9:00 AM – 10:30 AM 

July 13 

Golf Classic — Ruffled Feathers, 8:00 AM 

July 18 

CF Presents: Successful Women in Commercial Real Estate — East Bank Club, 9:00 AM – 10:30 AM 

July 26 


August 30 


September 7 

The Chicagoland Community Impact Awards 

September 12 YPN IKEA Buildout Day for All Chicago — New City Moving Company, 8:00 AM – 5:00 PM 

October 9 

134 th Annual Inaugural Gala — Radisson Blue Chicago, 5:30 PM – 9:00 PM 

October 25 

Casino Royale — The Langham Hotel, 7:30 PM – 10:30 PM 


430 

EDITOR’S PICKS 

Reinvent Your Lead Gen 

At a recent conference one of my marketing idols, Jay Baer, 

said, “It’s not really about technology; marketing is all about 

humanity, creativity and authenticity.” What I love about our 

feature authors is that their authenticity and creativity shines through 

in every part of their marketing. Each member of this rockstar panel of REALTORS ® 

assembled by Tommy Choi has found a way to put a new spin on proven techniques. 

I can lose hours reading Melanie Stone’s blog and social media posts — and it’s all because 

of her authenti tone. loe Phil Byers story aout findin a ay to utilie his oraniational 

skills to put together his marketing plan. That’s the beauty of working in real estate: you 

can take your passions and integrate them with your business to create a truly unique and 

fulfillin areer. Pae 10. 

REALTOR ® 

BUILDING 

Miracle Mornings 

fully emrae the pratie of puttin yourself first firstthin in the 

day (just ask our communications department!). Setting aside time in 

the morning to ground myself is almost more important than my Diet 

Coke ® . Almost. As a follower of the Miracle Morning plan, when I heard 

Joe Zimmerman highlight it at a recent YPN breakfast, I was excited. 

I can just imagine him starting his morning in his bean bag chair, 

repeatin armations and isualiin his day. he out his insihts 

on page 20. 

Guide to 430 

e put toether a ooryoor readon of all the reat resoures 

available at the REALTOR ® Building on page 29. You can also learn 

how to book a conference room and take advantage of our sharedworkspace. 

As always, don’t hesitate to reach out with any questions or 

comments — and stop by and visit the new space soon! 

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 

TRASRR 

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 

H T R 

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., Ste. 800 

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 

nder lon estalished poliy of this Assoiation the llinois Assoiation 

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 lient and is not fied ontrolled reommended or maintained y 

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 fied ontrolled reommended or maintained y any persons 

other than the listing broker. 

Videos 

Videos 

Videos 

Videos 

What’s Online @ 

Photo 

Photo 

Galleries 

Galleries 

Photo 

Look for the Photo Galleries 

Galleries 

Videos 

Videos 

Videos 

• Check out the Get to Know Canada video 

• Learn about the Federal Political Coordinator (FPC) program 

• Watch videos from our Lead Generation experts 

Resources 

Resources 

Resources 

Photo Galleries 



• Take a Matterport tour of C.A.R.’s new member lounge 

• Apply for a C.A.R. committee 

• Learn about state license portability with our interactive map 

• Get the guide to the Canadian-U.S. real estate transaction process 

• 2017 Illinois REALTORS ® Capitol Conference 

Links 

Links 

Links 

• 2017 NAR Midyear Legislative Meetings 

• 2016 Sales Awards 

• YPN Wellness Day 

• Social media content, curated and ready for you! 

Digital Resources Extras 

Resources 

Resources 

Resources 

Links 

ChicagoREALTOR.com 

Links 

Links 

icon throughout the magazine for 

content with digital bonuses! Links 


Reinvent 

Your 

LEAD 

Innovative 

to help grow your 

business 

Lead gen is the cornerstone of having a big business — 

and by that, we mean a reliable, predictable business. It’s 

all about controlling your business, and not allowing the 

market to control it for you. 

What has proven to be the best source of real estate leads 

for your business? Where do you focus your time, energy 

and money to build a strong sales pipeline? 

In April, C.A.R. Treasurer Tommy Choi brought together 

three Chicago REALTORS ® who have mastered different lead 

generation techniques for a special Member Outreach event. 

Watch videos from 

our Lead Gen experts. 

GEN 

Melanie Stone of Coldwell Banker Residential shares her tips 

for throwing a successful homebuer seminar specificall 

geared to firsttime homebuers. om ampone of 

@properties talks about his strategies for targeting open 

houses for lead generation. And, Phil Byers breaks down 

his 33-touch plan to ensure he’s staying top of mind of past 

clients and his circle of inuence. 


A GD T 

THROWING YOUR 

OWN HOMEBUYER 

SEMINAR 

Melanie Stone, Coldwell Banker Residential Brokerage 

FIrst-time homebuyers need our help. They don’t teach you 

how to buy property in high school, college or the work force. 

Truthfully, the only way to learn is by beginning the process. 

herefore firsttime homebuers arent trained and the need 

a REALTOR ® to guide them from consultation to closing. 

launched m firsttime homebuer seminar o ou ant to u 

a Condo, in October 2015. I had only been in the business about a 

year, and I was 22 years old — still very much a rookie. I thought I 

would teach it once and never do it again, but today, I’ve led over 

25 seminars and taught at Chicago companies like Uber, GrubHub, 

Deloitte, Hyatt and Salesforce. 

The homebuyer seminar is not a new concept; I did not invent it. 

All I did was put my own spin on it. Here’s how I did it. 

STEP ONE: Find a Location 

he ke to the location is finding somewhere people want to go 

naturally. Bars and restaurants are easy, as long as it’s somewhat 

uiet. or m first seminar rented out the back bar at Old own 

Social. I’ve also hosted seminars at coworking spaces — low-key, 

open places where people or small businesses can rent oces or 

desks. nother option is to host the seminar at our oce providing 

it’s a sleek space. 

Next, consider bringing in a co-host. Early on, I started working 

with a trusted lender and friend – he is a person who shares 

m passion for serving firsttime homebuers. he idea of co 

teaching this seminar made so much sense. It’s helpful to have 

someone to pla off of when m presenting and love having the 

moral support, too. 

Last (but certainly not least), be yourself. Use examples and 

stories from your years in the industry. Not only are you sharing 

your knowledge, but you’re also selling yourself. You want to 

present yourself as someone they want to work with. 

STEP THREE: Promote Your Event 

You can have the coolest location and killer content, but if you don’t 

have bodies in the room, what’s the point? Promote your event to 

get people in the door. 

Social media has been key for me. I use Facebook, Instagram, 

Snapchat, LinkedIn and my blog — you can’t possibly follow me 

Continued on page 12 

Don’t forget to provide something to get people in the door. They 

want the free information and expertise, but it’s only going to help 

you to provide snacks and refreshments. It can be as simple as beer 

and pia or coffee and donuts. 

STEP TWO: Write Your Content 

This is just as important as securing a great location. You want your 

information to be relevant and capture people’s attention. First, 

keep it light. There’s no need to get into the nitty-gritty of earnest 

money and attorney review. Save the juicy details for your initial 

consultation. Instead, focus on giving a broad, gentle overview of 

the process. Be realistic and set a fair expectation for what it’s like 

going through the buying process. 

MELANIE STONE 

Coldwell Banker Residential Brokerage 

www.ChicagoREALTOR.com 

11

Continued from page 11 

on social media without knowing that teach firsttime homebuer 

seminars. And, for the most part, social media is free. 

buy a condo today; but, in a year or two, they might. I’ve taught 

over 25 seminars in two years, and it’s only been in the last twelve 

months that people have started to come back to me. 

I send personal invites, too. These can be as simple as a text 

saying, “Hey, I think you should come to this event. Feel free to 

bring a friend!” 

I also have my friends act as ambassadors. They post on social 

media about the event, and they invite their friends to the seminar. 

Then, at the event, my friends will sit in the audience and help 

create content — taking photos and sharing with my hashtags. 

This is an excellent way to get your circle involved and have your 

friends stand with you. 

STP R Follow Up 

This is the step I’ve had to work on. All real estate professionals 

understand that it’s all about the long-term game. A homebuyer 

seminar is no different. Most attendees wont necessaril want to 

The day after the event, I hand-type a personal email to each 

person who attended. I’ll craft a blog post, share some pictures 

and post this content to my social media pages. I also link to this 

content in my follow-up email. Then, periodically over the next 

few months, I’ll reach out again. 

Be patient, and know that the more people you can get in front of, 

the better. It’s a numbers game. 

ve come a long wa since m first seminar but ve learned that if 

you’re authentic and put passion into your presentation, the leads 

will come. I did it after just a year in the business, and I know you 

can, too. 

OPEN HOUSES: 

A LEAD GEN GOLDMINE 

Tom Campone, @properties 

Open houses are one of the greatest ways to generate business 

for brokers. If handled correctly, they can be one of the pillars 

of a growing or established business. They bring new people 

into our sphere and are a costeffective wa to add revenue 

to your business. 

Why Open Houses Are Phenomenal for ROI 

Whether you are a seasoned broker or new to the business, open 

houses have an incredible return on investment. First of all, the 

cost to host an open house is effectivel ero. his makes the 

potential ROI astounding. 

1. Days on Market. I target listings that have been on the market 

for less than a week. f can host an open house the first 

weekend a listing is on the market, then I know I will have 

good ow and high interest. 

2. Price. It is important to host open houses in price brackets 

you are comfortable discussing and selling. Whether that is 

Most people believe that you will only meet potential buyers at 

open houses, but if you strategically market them, you can also 

pick up listing leads. I use open houses to market to the neighbors 

as well as potential buyers. Before my open house, I send 

handwritten cards to between ten and twenty neighbors inviting 

them to a neighbors’-only open house. This helps drive more 

trac to the open house and gives me a better chance of meeting 

potential listings. 

How to Choose the Best Open Houses 

When I choose an open house, I look for three things to help me 

decide which one to host. 

TOM CAMPONE 

@properties 


400,000 dollars or 1,000,000 dollars, pick a bracket that you 

want to work in and target open houses in that price bracket. 

3. Neighborhoods. It’s important to pick neighborhoods that 

you know well. Working consistently in a neighborhood will 

increase the likeliness that you see the same buyers at 

multiple open houses. More contact will give you a chance 

to further build rapport and develop a relationship with 

potential clients. 

What to Bring with You 

Now that you’ve chosen a great open house, what do you bring 

with you? My go-to tools start with Open Home Pro ® . Why Open 

Home Pro ® ? It eliminates the issue of messy handwriting and sign 

in sheets. It also looks professional and allows me to gather the 

information I need from the attendees, like email, phone number 

and home address. Additionally, Open Home Pro ® helps me find 

out if the attendees are pre-approved for a loan and if they are 

working with another broker. 

I also bring market data with me. This includes the monthly 

neighborhood report (provided by MRED), InfoSparks, Closed 

Listings, Active Listings, and open houses in the area. I don’t use all 

the data with all the attendees, as I vary the delivery depending on 

the conversation. 

Next Steps After the Open House 

The key here is follow up, perseverance and persistence. Open 

house lead conversion is not a process that will drive results today. 

It is a two to three-month process that builds momentum over time. 

If you take one thing away from this article, remember a converted 

lead will take you between eight and twelve weeks of follow 

up before you get a response. You need to be persistent and 

persevere during that time. The more you can systematize your 

follow up, the more likely you are to stay with it and convert leads. 

Without a system to manage the follow up, I would have little hope 

of converting those leads to clients. 

You will also need a written plan to guide you along the way. The 

plan isn’t designed to be a rigid system; rather, it’s a framework to 

guide your activities. 

My mission with my clients is to add as much value as possible 

and this extends to my prospects. My touch points with prospects 

include items such as new listings, pocket listings, market data 

or upcoming open houses. I try to convey that I’m willing to work 

for them, whether we have a relationship or not, and that I’m a 

trusted advisor. 

To be successful, you need to understand that converting leads 

is a numbers game; you need to know your numbers. You must 

track your results: the number of open houses, converted deals, 

average number of people per open house, average number of 

unrepresented buyers, etc. It takes time to generate this data, but 

once you have it, you will have great insight into your business 

and the activities required to reach your goals. 

STAY TOP OF MIND: 

THE 33-TOUCH PLAN 

Phil Byers, Keller Williams Chicago — Lincoln Park 

hen started m real estate sales career in was terrified. 

My wife and I had met and been working at the same company for 

ears. e both had great salaries ecellent benefits and a builtin 

community of friends and colleagues. Leaving that behind for (as 

my dad put it) “a job where you don’t make any money” was scary. 

Out of fear and desire to succeed, I did a ton of “informational” 

interviewing. talked with the agent who helped us bu our first 

condo, I had lunch with an agent a friend used, and I called some 

top agents for advice, too. I wanted as much information as possible. 

The meetings I had were valuable, but the practicality of the advice 

was lacking. It was either vague (“Just show up everyday,” “Fake 

it ’til you make it”) or terrifying (“Introduce yourself to everyone at 

Starbucks,” “Learn your scripts, and pound the phones.”) 


PHIL BYERS 

Keller Williams Chicago – Lincoln Park 



One thing was consistent though: I was only going to succeed 

at a high level if I focused on getting clients. But the question 

loomed: How? How in the world was I supposed to engineer a 

bunch of relationships and then spin those relationships into 

making a living? It was daunting and scary. 

THE PLAN 

It wasn’t until I read The Millionaire Real Estate Agent in late 2004 

that finall found a real strateg to be successful as a O ® . 

Among the other useful lead-generation strategies Gary Keller’s 

book offered was the ouch model. his plans concept is eas 

to understand: buyers and sellers choose a REALTOR ® based on 

familiarity, so make yourself “familiar” or “top of mind” for them 

when they think about real estate. 

Familiarity is a key strategy across industries. For example, soft 

drink monoliths Coke and Pepsi have marketing plans designed to 

“touch” every American with their brand 3,500-times per year. The 

reasoning is simple when oure thirst think of our products first. 

The 33-Touch model for a real-estate agent has the same goal: 

“When you think about buying or selling a home, think of me!” 

Keller’s research in the early 2000s found that for a REALTOR ® to 

stay top of mind, they need to “touch” their audience (with their 

brand) 33 times per year. 

This made sense to me. It’s so simple! I had always been organized 

about keeping names, addresses, and phone numbers. I’m a 

planner — so putting this marketing plan together was right 

up my alley. And the simplicity of just touching people I’ve met 

and allowing THEM to contact ME when they were ready (versus 

me having to try to squeeze a sale out of everyone I met), 

was refreshing. 

But the best part wasn’t that it “felt right.” The best part was 

the intended results. The research Keller did not only found 

the “magic number” of touches needed, but 

also what the RESULTS would be: for every 

100 people you “touch” 33 times, you get 

17 closings. 

So I got started: I had just 85 people. These 

were friends, neighbors, co-workers, and/or 

people who I thought might possibly need some 

assistance now or in the future. Under the model, 

with just 85 people in my database, I could 

expect just 14 closings. In other words, I could 

make a pretty-good living, but my database 

wasn’t big enough for where I wanted to go. 

I aimed high and set my goal at 40 closings for 

m first ear. his meant would need to build 

my “met” database to about 240 people. I set the goal by doing the 

math: with 17 closings for every 100 people (or 1:6). If I wanted 40 

transactions, that meant I needed to have 240 mets in my database. 

Open houses are primarily where I built my database. People 

signed in. I would send them a note on Monday, thank them for 

...for a REALTOR ® 

to stay top of 

mind, they need 

to “touch” 

their audience 

(with their brand) 

33 times per year. 

• EVERY MONTH: mail a postcard, letter or 

other marketing piece that promotes me as a REALTOR ® 

(call-to-action, just listed, just sold, etc.) = 12 touches 

• EVERY MONTH: send a mass email to 

everyone in my met database (newsletter, just 

listed/sold, market report, video, etc.) = 12 touches 

• 5 TIMES/YEAR: send a specialized/local 

marketing piece: a fridge calendar, a Cubs magnet 

schedule, a Chicago summer-events schedule, a Bears 

magnet schedule, and a holiday card. = 5 touches 

• 4 TIMES/YEAR: connect personally with every 

person in your database once per quarter. I might email 

a list of all the closings in someone’s building in the past 

12 months, send a handwritten card with a quick market 

stat about their neighborhood, etc. = 4 touches 

coming, and ask them to call me anytime if they needed anything 

blah blah blah. And parties or networking events worked too: 

ME: “So Jane, what do you do for a living?” 

JANE: “Oh — I’m a food scientist. What do you do Phil?” 

ME: “I sell real estate.” 

Boom! We exchange cards, I send them a note “Nice to meet you, 

call me if you ever need help buying or selling a home blah blah 

blah.” And voila! My database starts growing. 

With my database growing, I needed to make 

sure I was “touching” everyone 33 times per 

year. So I put a marketing plan together, which 

you can find above. 

In 2005 I started executing this plan as my 

primary tool for developing clientele. At the 

end of my first full year in the business (2005), 

I had a database of 189 “mets.” The 33-touch 

model says I should have closed 32 sales. It 

was almost dead on! I closed 33 transactions 

for $ 11.9 million in sales volume my first year 

using only this plan. 

Slow and steady, this plan got me through 

the housing-recession unscathed (never a “down” year) and my 

database has grown to produce a predictable $ 20-25 million/year 

in sales volume year after year for my small team in Chicago. If 

you can understand and master this plan, you will have a very 

successful, scalable and predictable real estate sales business. 



Managing Broker 

Motivate Your 

Agents with 

the Perfect 

Sales Meeting 

he oce meeting. hats the first word that comes to mind 

essential ducational readed ll of the above Oce meetings 

are indeed an essential element of our industry, and when done 

well, are quite educational for brokers. Executing them, however, 

can be a dreaded activity for the Managing Broker. 

Many Managing Brokers agree that they struggle with meeting 

attendance and/or disengaged attendees. They struggle to come 

up with relatable meeting content as well as finding new and 

ecient was of ensuring that brokers are aware of the meetings in 

the first place. f this resonates with ou it ma be time to formulate 

an entirely new meeting strategy. 

Let’s focus on three critical components that, once mastered, 

will relieve meeting trepidation for good: content, consistency 

and communication. 

Content 

The meeting’s topic and content matter. Meetings should be well 

planned, timely and overall positive in nature. If the vibe of the 

meeting is awkward or uncertain, your attendance and participation 

are sure to falter. Meetings should always remain upbeat and positive. 

They should take place in an open and honest environment, where 

ideas and best practices ow naturall and are shared and discussed 

amongst everyone in attendance. Collaboration is key: it naturally 

brings questions and concerns to the surface that would make great 

content for follow up discussions or even future meetings. 

Another important step when determining meeting content is to 

evaluate the needs of your brokers. Knowledge gaps exist across 

the board, but vary based on agent demographics, such as tenure, 

transaction type, experience with technology, etc. This practice will 

help identify topics to target and ensure that your meetings will add 

value to the brokers’ business. Here are some additional tips to help 

identify solid content: 

1. Ask the brokers directly to provide suggestions. 

2. Stay connected to the associations. They help the managing 

broker stay current on industry events and will likely provide 

additional topics for team meetings. Follow them on social 

media in order to get information quickly and easily. 

3. Network with other Managing Brokers and share ideas — 

there’s no need to reinvent the wheel! 

Consistency 

eekl meetings are highl recommended. Oce meetings 

offer an ecellent opportunit for our brokers to come in to the 

oce engage with their peers and activel work on real estate 

transactions. Brokers are constantly being pulled in several 

directions and need to adhere to the changing schedules of clients, 

other brokers, appraisers, etc. There are many reasons to host 

regular meetings, but perhaps the most critical is this: it creates a 

consistent schedule in an inconsistent industry. 

he goal is for brokers to prioritie their attendance at oce 

meetings, so focus on hosting them on the same day, at the same 

time, consistently. This allows brokers to book appointments 

around the meeting schedule, without ever wondering whether 

a meeting will take place. Managing Brokers can begin by 

determining the frequency of meetings that will work best for their 

particular oce. egardless of whether meetings are held weekl 

monthly or quarterly, there are a few things to consider when 

scheduling for consistency: 

1. Know what day your market hosts broker opens, as well as 

any other competing obligations, and avoid scheduling 

during that time. 


2. Unless there is a major national holiday, avoid canceling your 

meeting. Even one cancelation will cause meeting credibility 

issues — especially if the brokers have already planned 

around the meeting time. 

3. Once a day/time is selected, do your best to stick to it 

without change for at least six months to a year. Change, 

no matter how slight, will cause confusion for the brokers. 

Communication 

Meetings with the best content and held on a consistent basis will 

still have low attendance if the Managing Broker does not routinely 

communicate and promote them to the group. Just as brokers need 

to regularly market to their network, Managing Brokers should 

consistentl market their meetings to the oce. 

Internal communication is often overlooked and underestimated. 

Human instinct is to communicate through the channel of your 

preference; however, all brokers deliver and receive information 

differentl. hat is wh it is essential to advertise the meeting across 

multiple channels, in an attempt to reach as many brokers as 

possible. Using some typical real estate marketing practices will do 

the trick: 

. mail our oce a few das before the meeting and again 

the morning of. Include the time of your meeting, as well as 

the topic. It may sound silly, but photos or other visual aids 

will help draw attention to the communication. 

2. Internal messaging — chat functions, chatter, or social media 

outlets — are great options for meeting reminders. 

3. Pick up the phone and use a meeting reminder as an 

opportunity to connect directly with your team. 

Putting new practices into place will feel challenging until it 

becomes the norm. This applies to the Managing Broker working 

hard to put consistent meetings in place, as well as the brokers who 

are attempting to get used to a new meeting schedule. 

Coming up with meaningful content and getting the word out is 

critical to success, but it’s also time-intensive. Even if the brokers 

do not show up right away, stick with your process. Continue 

focusing on content, consistency and communication for at 

least six months before you adjust your practice. Brokers will 

respond positively to the consistent meeting schedule over time, 

and the positives of meaningful meetings will far outweigh the 

commitment to planning them. 

Lindsay Miller 

Co-CEO 

d’aprile properties 



How Legalization of Marijuana 

Affects RE Agents and Brokerages 

Disruption is a major buzzword of our day. Although it’s 

most frequently paired with technological advances, 

market breakthroughs and new business models, the 

move towards marijuana legalization has proven to be a 

disruptive force in real estate, politics and the law. 

Even though marijuana remains an illegal substance 

under federal law, over 30 states, including Illinois, have 

passed laws providing for the medical use of marijuana. 

Regardless of where you stand on the issue, the impact 

of marijuana use and production continues to be felt 

and discussed around the country. We put together a 

brief primer on what you need to know about marijuana, 

as an agent, managing broker, property manager or 

commercial representative. 

PROPERTY MANAGEMENT 

Tenants may request an accommodation by way of 

the federal Fair Housing Act or state law to smoke or 

grow marijuana on premises. Leases that ban all forms 

of smoking on the property will protect the landlord; 

landlords can permit the use of other forms of marijuana 

such as edibles or lotions in lieu of smoking the herb. 

Every accommodation request should be considered 

separately to determine the proper course of action to 

protect the property, but also accommodate tenants. 

EMPLOYMENT LAW 

In Illinois, employers are not required to accommodate 

employees’ usage of medical marijuana; however, 

employers are barred from discriminating against 

employees due to their medical marijuana card status. 

Independent contractors are allowed the freedom 

to conduct business activities as they choose, but 

brokerages may include guidelines in its independent 

contractor agreement on the brokers usage of medical 

marijuana. It is important that guidelines set forth 

expectations for their independent contractors, without 

imposing enough to reclassify them as employees. 

COMMERCIAL CONSIDERATIONS 

ariuana dispensaries hae speifi real estate needs 

that also must comply with strict zoning regulations 

limiting where they can sell or grow the herb, including 

operating a certain distance from schools, parks and 

other puli failities. Hoeer properties that fit oth 

the real estate needs and the zoning requirements are 

often scarce. 

cannabis entrepreneurs looking to open a business in 

their neighborhood, who are willing to pay top dollar for 

the right property. 

HerbFront also operates a real estate investment arm, 

HerbFront Capital, LLC, which engages in lease backs 

to established cannabis operators seeking liquidity from 

their existing real estate assets or to partner with HFC in 

the purchase of validated properties for new facilities. 

Because the marijuana industry comes with an 

abundance of uncertainty and risk, investing in real 

estate is quickly becoming a source of control for 

marijuana entrepreneurs. 

Aside from the wisdom of investing in real estate to 

build wealth, for these business owners, owning the 

real estate where their operations are headquartered 

is a smart way to safeguard their business investment 

— so long as the property values hold. Entrepreneurs 

inest a sinifiant amount of money into their stores 

and grow operations, and they are starting to recognize 

that it may not make sense to put so much money 

into someone else’s building. Property ownership 

also protects marijuana businesses from skyrocketing 

warehouse rents after they’ve already invested tens of 

thousands of dollars to convert the space into a growing 

operation. This “hard asset mentality” helps cannabis 

entrepreneurs to aoid an otherise finanially 

crippling scenario that has become commonplace in 

the industry. Due to this movement, buildings zoned as 

“light industrial” are quickly becoming the most valuable 

properties in many cities. 

Real estate also helps to solve the problem of banking 

in the cannabis industry. Accounts are expensive 

because of the immense amount of compliance work 

needed, and many banks won’t loan to marijuana 

entrepreneurs because the drug remains federally 

illeal so purhasin real estate ith ash profits is 

an increasingly popular (and relatively safe) option for 

business owners. 

For updates on medical marijuana legislation that will 

aet you please onsult ChicagoREALTOR.com. 

Startups like the Chicago-based HerbFront (from the 

minds behind CartoFront) are helping commercial 

brokers and dispensaries to identify properties that 

meet these standards. Commercial real estate owners 

and brokers can also market their properties directly to 


The Miracle Morning: 

Setting Yourself Up for Success 

in Business — and in Life 

When you change the way you wake up in the morning, you 

change your entire life — this is the basis of the Miracle Morning, 

a popular program and book by motivational speaker Hal Elrod. 

The Miracle Morning focuses on dedicating intentional, purposeful 

time every day to becoming a person who is capable of “creating, 

attracting, achieving and sustaining success” in every area of 

his/her life. Elrod built the program off the realization that 

“your level of success will rarely exceed your level of personal 

development, because success is something you attract by the 

person you become.” 

rett good stuff right ersonal development should be a priorit 

in all our lives we ust have to find the time. 

e first heard about the program from oe immerman eller 

Williams Chicago – Lincoln Park, who recommended it to attendees 

at a recent Young Professionals Network breakfast. Joe discovered 

the Miracle Morning through his mentors and circle of friends, and 

after reading the book, committed to implementing the steps 

outlined in the program for 66 days. He then followed the program 

strictly for about six months; at present, he follows the program 

at least percent of the time. can feel a difference when 

dont do it m a different person during the da than when do it 

he says. “It all starts with you, whether it’s business or personal. 

Since beginning this, I’ve become a better person in business. I look 

at business in a different light much more positivel. m more 

energetic. And I’m coming from a mindset of abundance, rather 

than scarcit. m prepared for the da so m business is ourishing. 

And it’s not necessary to wake up at 4 AM like I do — it just needs to 

be the first thing that ou do for the da. 

Starting the morning with a set routine designed to give you a 

positive, motivational kick-start eliminates any excuses. When 

you wake up, immediately drink a glass of water — something Joe 

sas has been a big difference maker because we dehdrate 

overnight. Then, ease into your day with a routine designed to 

optimize your waking moments and set the tone for the remainder 

of the day. For the Miracle Morning, that means following S.A.V.E.R.S. 

— a series of six activities designed to have the most immediate 

impact on your life. 

SILENCE 

Both Joe and Hal recommend starting here. Sitting in silence and 

meditating praing reecting deep breathing and practicing 

gratitude even for ust five minutes allows stress to melt awa and 

your mind to ease into the day. Silence will help to increase your 

self-awareness and gain clarity needed to achieve your goals. 

AFFIRMATIONS 

rmations are a powerful reminder of our capabilities and 

potential — a reason Joe says he never skips this step. This is a 

great opportunity to empower yourself by programming your mind 

to what you want, who you want to be and what you’re committed 

to doing to get there. 

VISUALIZATION 

Visualization seeks to generate positive results in your life and 

business b internaliing specific behaviors and outcomes. ith 

visualization, you imagine precisely what you want to achieve and 

rehearse the path to getting there. Visualization ensures that your 

future is the pull, rather than any heartbreak or setbacks from 

your past. Even just 5 minutes of visualization can make a huge 

difference in our life. 

Here’s a sample 

Miracle Morning 

schedule: 

• Silence (5 min) 

• Affirmations (5 min) 

• Visualization (5 min) 

• Exercise (20 min) 

• Reading (20 min) 

• Scribing (5 min) 


EXERCISE 

Are you looking to boost your energy, 

improve our selfconfidence have a clearer 

more positive mindset and concentrate 

harder? Enter exercise. By incorporating 

exercise into your morning routine, you can 

eliminate all the excuses that may be holding 

you back, including the dreaded “I’m too 

tired,” that often creeps in towards the end 

of the day. Lay out your exercise clothes the 

night before so you don’t have to think about 

it in the morning. You’ll ensure your quality 

of life for years to come — which means that 

you can achieve more, at a higher level. 

READING 

oull notice that eti isnt included on 

this list. Instead, reading is one of the most 

immediate ways you can acquire the 

knowledge, ideas and strategies you need 

to transform your business and live a better life. Learning should 

be a life-long endeavor — and thanks to books, you can absorb 

all the wisdom of successful people who have already achieved 

their goal life. “Don’t overthink it,” Joe recommends. “I was never 

a big reader, even in school, but now I read ten pages a day. And 

since beginning this, I’ve read eight books.” 

SCRIBING 

Scribing — aka writing — gets your thoughts out of your head 

and onto paper, which can lead to powerful insights. Having 

a written record of your thoughts, ideas, breakthroughs, 

predictions and lessons learned is a huge growth opportunity, 

as you can consult your records for years to come. Scribing helps 

you to implement a deeper quality of gratitude and growth, as 

you can be more intentional in acknowledging your progress, 

successes and failures. 

Since beginning 

this, I’ve become 

a better person 

in business. I look 

at business in a 

different light — 

much more 

positively. 

Joe Zimmerman 

Keller Williams Chicago – 

Lincoln Park 

CUSTOMIZING YOUR 

ROUTINE 

Consistency is the key to forming any routine 

— something Joe acknowledges was the 

most challenging part of getting started. 

But implementing a morning routine doesn’t 

have to be a three-hour ordeal — in fact, you 

can start slow and build up. 

You can adapt this somewhat to your 

schedule — for instance, Joe never skips out 

on silence armations and visualiations 

but will often do the reading and scribing at 

night before he goes to bed. He also drinks 

a glass of water and prepares one for the 

next morning. “Everyone thinks the morning 

is important because you’re recharged, but 

the night before is just as important. The 

night before gets you there.” 

Just remember: it starts with you. “On airplanes, they say to put 

our ogen mask on first this is true in life oe sas. n our 

business we put everone else first. ut ou have to take care 

of yourself; otherwise, you can’t take care of anyone. Perfection 

is overrated dont overthink it start small find our routine 

and stick with it.” 


DOING BUSINESS WITH OUR 

neighbor TO THE north 

Canada is a country with unlimited natural resources, beauty and opportunities. 

Although it’s the second largest landmass in the world, it has a population of only 

3 million people. Healthcare is accessible, education is affordable and worklife 

balance is highly valued. Canadians are kind, innovative, creative and diverse 

people who represent a mosaic of many cultures. 


According to Vicki Heyman from the U.S. Embassy in Ottawa, 

almost ninety percent of the Canadian population lives within 

one hundred miles of our shared 5,525-mile border — the 

longest undefended border in the world — and 400,000 people 

cross the border each day. This makes Canada an excellent 

opportunity for REALTORS ® who are looking to expand their 

global experience. 

MARKETING TO CANADA 

If you’re interested in doing business with Canada, Coldwell 

Banker Vancouver’s Tina Mak emphasizes a few key things you 

need to know. 

• Understand the culture. Even though English is a shared 

language there are some personalit differences for 

which you need to be prepared. And, there are 

differences in how each cit does it oronto ma be 

different from ancouver ust like is different from 

NYC. Understanding this from the get-go will help you 

break into the market faster. 

usiness practices are different. t is essential that ou 

understand the differences in lending taation and 

escrow and eplain the processes and differences to 

your clients before the property search begins so 

that there are no surprises later. For example, Tina can 

get a mortgage approved in three days in Vancouver, 

a process that could take a month or more in Chicago. 

• Have a good team in place. We’re not talking about a 

buyer’s agent — you need to have an experienced 

lawyer, a cross-border accountant and a rental agent. 

It’s also helpful to have a relationship with a lender who 

has a program for foreign nationals. Have your ducks in 

a row so that when the investor comes to town, you’re 

ready to make a deal. 

• Professionalism is key. Understanding what your clients 

want and delivering top notch service and expertise will 

help your reputation and your business grow. 

CROSS-TIES BETWEEN THE US 

& CANADA MARKETS 

ince the late s crossborder ows of spending between 

Canada and the U.S. have swung dramatically in the southerly 

direction. However, in the past 4 years, the tables have started 

to turn. A plunge in the value of the Canadian dollar has 

shifted the economics of Canada-U.S. travel and purchasing 

power significantl. Man anadians will still opt to purchase 

real estate in prime U.S. markets for lifestyle reasons or to 

profit on epectations of further home price appreciation. 

Carl Labossiere, BMO Financial Group, explains that there are 

several reasons why it makes sense for Canadians to purchase 

U.S. property now versus waiting for the Canadian dollar (CAD) 

to return near parity: 

• Low U.S. interest rates 

nventor of affordable houses 

• CAD expected to be challenged through 2018 

• No prepayment penalty if the client decides to pay back 

once CAD improves 

INVESTMENTS IN CANADA 

According to Richard Silver of Sotheby’s International Realty 

Canada, net immigration is a big factor in price increases 

in Canada — Toronto alone has over 81,000 per year in net 

immigration. Low interest rates play a factor, as do schools 

and universities. 

It’s important to note that Canada is one of the most stable 

governments in the world. The Canadian banking system is 

more conservative than the US, and encourages saving rather 

than spending. Note that Canadians cannot deduct interest 

payments from their taxes, unless it is an investment property 

— although they pay no capital gains on residential properties. 

All this information impacts investments in the country. 

THE TRANSACTIONAL PROCESS 

Dr. Margot Weinstein of the Metropolitan Real Estate Group 

has written a guide to the transactional process for U.S. 

citizens buying real estate in Canada, and vice versa, 

exclusively for C.A.R. members. Learn about residency 

requirements, the transaction process, cultural nuances, 

banking, currency and mortgage rules, and legal aspects 

of the transaction, at ChicagoREALTOR.com. 

TAX LAW 

Sunita D. Doobay, U.S. and Canadian Cross-Border Tax 

Partner, notes that it is important to understand the various 

tax implications of cross-border purchases. A tax entity that 

is beneficial to a .. tapaer ma not be a beneficial wa to 

hold Canadian real estate. For example, Americans tend to 

hold real estate assets through an LLC, as the LLC provides 

liabilit protection similar to a corporation and is a ow 

through entity for U.S. purposes. However, for Canadian 

income ta purposes an is not treated as a owthrough 

but as a corporation. So, a U.S. LLC whose units are held 

by U.S. persons will be deemed to be carrying on branch 

operations in anada and treat benefits will not etend to 

the LLC to lower the branch dividend tax. Instead of an LLC, 

it is recommended to use an corporation which enos 

treaty protection unlike an LLC or LLP in Canada. 

hese are ust a few eamples of what oull need to know 

to do business in Canada. For more information and for 

resources oin the Global eal state ouncil. 

Watch our Get to Know Canada video to learn more about our 

neighbor to the north. Learn about the Canadian-U.S. real estate 

transaction processes with Dr. Margot Weinstein’s Guide. 


Boom Baby: 

Checking In on the 

West Loop 

New construction has made a comeback 

— and nowhere in the city is that more 

apparent than the West Loop, where 

cranes have seemingly taken over the 

skyline. Formerly a warehouse district 

and the hub of the meatpacking industry 

in Chicago, a combination of factors has 

driven property demand (and prices) 

skyward. With a robust nightlife and 

restaurant scene, a good variety of 

housing inventory, and an ever-growing 

cadre of businesses and shops, the 

West Loop is one of the fastest-growing 

neighborhoods in the city today. 

Welcome to the 

Neighborhood 

West Loop has a lot going for it. Sweeping 

views of the Chicago skyline from across 

the river give residents and visitors the 

feeling of being immersed in, yet still 

independent of the hustle and bustle of 

the Loop. The proximity to the Kennedy 

and Eisenhower expressways, Union and 

Ogilvie Stations, and the Loop has made it 

an attractive neighborhood for those who 

work in the city as well as the suburbs. 

And, with a walk score of 96, a transit 

score of 100 and a bike score of 87, the 

West Loop is highly accessible for both 

residents and visitors who want to want to 

be part of the action. 

At the heart of the West Loop is West 

Randolph Street, known around the 

country as a major foodie destination (in 

fact, in May, Conde Nast Traveler named 

Chicago the Best Restaurant City in the 

Country, thanks in large part to the West 

Loop). But before it hosted the best 

burger in the U.S. (Au Cheval) and Top 

Chef Stephanie Izard’s restaurant empire 

(Duck, Duck, Goat, Girl & the Goat, Little 

Goat), Randolph Street Market was a 

trade area. As restaurants have moved 

in, followed closely by trendy shops both 

local and national in scope, hotels, and 

corporate headquarters, the industrial 

warehouses, wholesale markets and 

factories have slowly dissipated to other 

areas around the city. 

Even though the West Loop now claims 

Aesop and Free People amongst its retail 

offerings and is the headuarters for 

Googles hicago oce and Mconalds 

corporate campus, the success of 

West Loop began with the restaurant 

boom. esidents have ocked to the 


But the best part of the neighborhood is that, for all the shiny new construction, 

award-winning restaurants, buzzy startup offices and 

high-end chains, the energy and rich history of the neighborhood remains in 

the still-apparent industrial grit and old brick buildings. 

neighborhood from all over the city 

(and beyond), and discovered the many 

charms the est oop has to offer. 

Allegedly, there are as many as 490 

restaurants bars and coffee shops in the 

neighborhood meaning that in a five 

minute walk, residents have access to at 

least 50 restaurants of their choosing. 

Crane City 

Because of the influx of businesses and 

a diversification of industry, West Loop 

residents have witnessed an incredible 

building boom. You can hardly go a 

block without seeing several cranes on 

the horizon. Curbed, which has been 

closely tracking the development in 

the area, projects that the total number 

of apartment and condo units under 

construction easily exceeds 1,000, a 

figure that’s expected to grow as many 

others await their groundbreakings or 

city approval. 




Thanks to its industrial roots, West 

Loop’s most prevalent housing stock is 

the ever-popular and trendy loft. Even 

new construction, like Related Midwest’s 

luxury apartment development Landmark 

West Loop, has an industrial-inspired 

aesthetic (at least, in that it heavily 

features brick and steel). 

While the majority of construction has 

skewed towards luxury apartments, new 

construction luxury condos are also 

starting to come on the market. In early 

May, Taris Real Estate’s soon-to-beconstructed 

900 West development 

(900 W. Washington St.) set a neighborhood 

record, with a buyer putting the 

penthouse unit under contract for more 

than five million dollars uadruple 

the previous record of $ 1.2 million for a 

2,400-square-foot loft. 

But it remains to be seen whether the 

neighborhood can sustain that pricing 

— after all, existing condos in the area 

sell in the range of 475 to 525 dollars per 

square foot, already an increase over the 

350 dollars per square foot that condos 

were going for two years ago. 

However, the West Loop’s growing 

reputation as a tech startup hub may 

signify that higher prices could become 

the norm in the very near future, because 

as residential developers are set to add 

a record number of new apartments to 

the area, commercial development is 

following suit. 

Fulton Market 

Innovation District 

The City of Chicago, recognizing the 

West Loop’s growing desirability, took 

the step of declaring the Fulton Market 

area as Chicago’s first “innovation 

district.” Innovation districts are a 

relatively new type of business center, 

characterized by a neighborhood 

that is attractive to companies who 

leverage technology to produce real 

and virtual goods. These districts also 

boast traditional industrial services, 

proximity to a central business district 

and strategic public infrastructure 

investments. The city notes that the 

unique positioning of Fulton Market

as home to the Fulton-Randolph food 

market (the last remaining market 

district in Chicago) and proximity to other 

booming neighborhoods like Wicker 

Park, Ukrainian Village and Logan Square, 

offers the urban vibranc and authenticit 

that often attracts technology-oriented 

anchors aka innovation firms. esignating 

the area as the Fulton Market Innovation 

District thus provides protected areas 

for manufacturing, helping to preserve 

the area’s past, while creating the land 

use eibilit necessar to usher in new 

development and adaptive reuse of the 

old industrial infrastructure. It also sets 

out a plan for coordinating the economic 

growth, preservation, design and public 

investment for the area. 

You can’t discuss the burgeoning 

tech scene in the West Loop without 

acknowledging the Google influence, 

who set the trend back in 2015 with the 

opening of their Fulton Market office. 

Last summer, McDonald’s announced 

plans to redevelop the old Harpo Studios 

campus, bringing 2,000 jobs to the area. 

Companies like Dyson and Glassdoor 

have announced plans to also relocate 

to the neighborhood. 

Hotels, too, are following suit. The 

exclusive members-only Soho House 

opened their Chicago outpost on Green 

Street in 2014; two other chains — Hoxton 

Hotel and the Ace Hotel — are under 

construction with a third, Nobu Chicago, 

projected to break ground soon. 

Lately, it seems that every week a new 

project is making headlines in some way, 

and the demand for residences, offices 

and retail shows little signs of slowing. 

But the best part of the neighborhood is 

that, for all the shiny new construction, 

award-winning restaurants, buzzy startup 

oces and highend chains the energ 

and rich history of the neighborhood 

remains in the still-apparent industrial grit 

and old brick buildings. The fusion of past, 

present and future paints the West Loop 

as a unique neighborhood to live, work 

and play. 

Photos by Cory Hall, Chicago Association of REALTORS ® 


Get Involved 

Looking to take on a larger role in the real estate community? 

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

of the Chicago Association of REALTORS ® — leaders who volunteer their time help to 

shape eerythin that e do on ehalf of . ommittee memers listen to their peers 

and colleagues, stay on the pulse of the industry and get things done. 

Are you forward-thinking? 

Do you enjoy being part of something bigger? 

Are you actively committed to your business, as well as your 

individual success? 

Then we want YOU. Now is the time to get involved! 

“In my role as a managing broker, it’s important I am aware of the 

issues relevant to our industry and useful tools for our brokers. The 

Chicago Association of REALTORS ® offers a platform of tools, training 

and advocacy. Being involved has allowed me to be a resource by 

sharing information I would otherwise not have. I take advantage of 

this opportunity and share my knowledge with our agents.” 

— Drussy Hernandez, Conlon/Christie’s Real Estate 

“Becoming involved with C.A.R. has helped my business 

exponentially. I’ve met hundreds of agents through fellow advisory 

board members and C.A.R. events, and many of these agents have 

become the familiar faces I see when I’m out with my clients. It says 

something to my clients that I’m involved. I’m a dedicated real estate 

professional with a vested interest in the future of my industry; that 

passion shows through in every listing appointment and at every buyer 

tour. My clients take comfort in my involvement and I feel great knowing that I’m supporting an 

industry that has done so much for me. As an added bonus, it’s a great way 

to meet people and create lasting relationships.” 

— Grace Goro Kaage, Coldwell Banker Residential 

“I have gained so much personal and professional satisfaction by 

networking, joining industry organizations and volunteering my time. 

Over many years, I have used their tools and resources to better 

my ability to provide quality service to both the consumer and the 

membership I serve. I enjoy helping raise the professionalism in 

our industry and providing our members the absolute best services 

possible as an association leader.” 

— Bob Eby, Century 21 Affiliated 

C.A.R. Committees 

We are now accepting applications for 

the following volunteer committees: 

Board of Directors 

Audit Committee 

Global Real Estate Council 

CommercialForum Committee 

Grievance Committee 

Professional Standards Committee 

Finance Committee 

Forms and Contracts Committee 

Golf Outing Advisory Group 

RPAC Casino Royale Advisory Group 

Sales Awards Advisory Group 

Inaugural Banquet Advisory Group 

Chicagoland Community 

Impact Awards Advisory Group 

Young Professionals Network 

Work Group 

Professional Development 

Advisory Group 

RPAC Fundraising Work Group 

For more information about each individual 

committee, their missions and goals, and 

for application instructions, please visit 

www.ChicagoREALTOR.com/Volunteer 


GUIDE TO THE REALTOR ® 

BUILDING 

One of the most exciting aspects of our new office location is access to the tools and resources 

offered by our REALTOR ® community at 430 N. Michigan Ave. 

Real Estate Buyer's Agent Council (REBAC) 

REBAC provides training and support to help buyer’s representatives 

be successful—and to educate consumers about the benefits 

of buyer representation and the ABR ® designation, to improve their 

homebuying experience. 

800-648-6224 | rebac.net 


Learn what we have to offer you on page 30. 

Counselors of Real Estate (CRE) 

CRE was established exclusively for real estate professionals who 

provide advice, counsel or guidance which significantly affects 

real estate decisions, without personal bias or conflict of interest. 

312-329-8427 | www.cre.org 

Real Estate Business Institute (REBI) 

An NAR affiliate, REBI provides the tools you need to reinforce 

your professional development and sharpen your competitive 

advantage to improve your business operations, impact profitability 

and raise the bar on professional development. 

800-621-8738 | crb.com 

REALTOR ® University 

REALTOR ® University’s graduate school allows students to expand 

their real estate education with a unique blend of practical and 

applied learning, to advance their careers and better their business 

and their lives. 

855-786-6546 x1 | realtoru.edu 

The Institute of Real Estate Management (IREM) 

An affiliate of NAR, IREM is the home for industry professionals 

connected to real estate management – and the only organization 

serving both the multi-family and commercial sectors. 

312-329-6000 | irem.org 

CRT Labs 

CRT Labs is an NAR research group and R&D lab that investigates 

and tracks smart home & internet of things devices, renewable 

energy, urban agriculture and building materials, and other 

emerging technologies affecting real estate. 

crtlabs.org 

Women’s Council of REALTORS ® National Office 

WCR is a network of successful REALTORS ® , advancing women 

as professionals and leaders in business, the industry and the 

communities we serve. 

800-245-8512 | wcr.org 

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National Association of REALTORS ® Offices 

Home to NAR’s Chicago headquarters for more than 35 years, the 

10 th , 11 th and 12 th floors host NAR’s executive offices, as well as 

numerous departments. REALTOR ® Magazine’s offices are also 

located here. 

Certified Commercial Investment Member 

Institute (CCIM) 

CCIM Institute is commercial real estate’s most influential 

professional organization, which builds opportunities through a 

respected education program, led by established practitioners. 

312-321-4460 | ccim.com 

REALTORS ® Land Institute 

The REALTORS ® Land Institute provides the education, tools, 

advice and networking opportunities that are the foundation for 

all land professionals to become the best in the business. 

800-441-LAND (5263) | rliland.com 

REALTORS Property Resource ® (RPR ® ) 

REALTORS Property Resource ® (RPR ® ) delivers on-the-go access 

to an all-encompassing real estate platform, available exclusively 

to REALTORS ® at no cost. 

877-977-7576 | narrpr.com 

International Real Property Foundation 

IRPF creates free, efficient, transparent and equitable real estate 

markets anchored to private property rights and promotes real 

property ownership as a key element of strong democracies and 

poverty alleviation. 

312-329-8692 | nar.realtor/IRPF.nsf/homepage 

NAR Library and Archives 

The NAR Archives documents the history and development of the 

REALTOR ® family and the real estate profession in the United States. 

If you are interested in visiting the archives,please check in with the 

1 st floor lobby attendant prior to proceeding to the 4 th floor. 

800-874-6500 | nar.realtor 

. 

NAR Information Services 

Information Services provides REALTORS ® with useful information 

about the Association’s activities and resources. 

800-874-6500 | nar.realtor/contact-us 

Council of Residential Specialists (CRS) 

The Council of Residential Specialists is a professional network 

of over 30,000 residential real estate professionals in the U.S. 

and overseas and the largest not-for-profit affiliate of NAR. 

312-321-4480 | crs.com 


Tour the new member lounge and reception in 3D 

and virtual reality, thanks to Matterport. 

YOUR MEMBER LOUNGE 

Stop by anytime, Monday through Friday from 8:30 AM to 

5 PM, and utilize your beautiful member lounge. The open, 

collaborative environment takes advantage of Magnificent Mile 

views. Bring your laptops and work at our touch down stations 

or booths. The mix of seating ensures you have plenty of 

comfortable space to complete your work. 

RESERVE A CONFERENCE ROOM 

One of the best new benefits of our new space is conference 

rooms for your use, complimentary for C.A.R. members! Reserve 

a conference room for a workgroup or client meeting, or book 

a space to get some of your work done in private. Conference 

Room One has seating for four, and Conference Room Two has 

seating for six. 

Here’s how: 

1. Reserve a room in person OR 

2. Call our main number at 312.803.4900. 

3. Request availability for your chosen dates and times. 

4. Find rules & regulations about Conference Reservation 

on our Contact Us page at ChicagoREALTOR.com. 


GUIDE TO 430 N. MICHIGAN 

8 TH FLOOR: C.A.R. HEADQUARTERS 

There are so many ways to use our space to help 

improve your business and your clients’ experiences. 

OPEN AND ENGAGING RECEPTION 

Our member care team is on-site to assist you 

with many business services and to answer your 

questions. At the front desk, you can: 

• Order and pick-up Sentrilock boxes. 

• Utilize dispute resolution. 

Request mediation. 

File an ethics complaint. 

Submit an arbitration request. 

• Learn about and register for upcoming classes. 

• Make a payment. 

• Become a member or change your 

membership status. 

• Grab a cup of coffee. 

• Get a discounted parking voucher for the 

AMA Garage at 401 N. State St. 

NEW AND IMPROVED CLASSROOMS 


Bookshelf 

Well Read 

The business and leadership books we just 

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

Switch: How to Change Things 

When Change is Hard 

by Chip and Dan Heath 

Rich 20-Something: Ditch 

Your Average Job, Start An 

Epic Business, and Score the 

Life You Want 

by Daniel DiPiazza 

32 Chicago REALTOR ® Magazine 

Presence: Bringing Your Boldest 

Self to Your Biggest Challenges 

by Amy Cuddy 

The Millionaire Real Estate 

Agent: It’s Not About the 

Money…It’s About Being the Best 

You Can Be! 

by Gary Keller 

The Miracle Morning: 

The Not-So-Obvious Secret 

Guaranteed to Transform Your 

Life (Before 8AM) 

by Hal Elrod and Robert Kiyosaki 

Organize Your Mind, 

Organize Your Life 

by Margaret Moore and 

Paul Hammerness, MD

Association News 

Frank Williams Honored for His Work 

to Improve Our Communities 

Frank Williams is a familiar face around the 

Association. He is a past president (1989 -1990), 

as well as an instructor for the REALTORS ® 

eal state chool. s such he has inuenced 

hundreds of REALTORS ® who are starting their 

careers and served to further our industry 

immensely. 

Frank Williams That’s why it is no surprise that Neighborhood 

Housing Services of Chicago honored him with the 2017 Gale 

Cincotta Community Visionary Award, for his work to ensure fair 

housing practices throughout the city. Williams was presented with 

the award in March at NHS’ annual awards gala. 

Presented annually to a 

community leader who 

eemplifies leadership 

innovation and passion 

in his or her efforts to 

make our communities 

better places to live and 

work, the Gale Cincotta 

ward is a fitting honor 

for Williams. 

Frank Williams receives the Gale Cincotta 

award at the NHS banquet in March. 

Kristin Faust, president of NHS, Frank Williams, Beth Witczak, 

president of the NHS board of directors, and Alan Rodriguez, member 

of the NHS board of directors, at NHS’ 42 nd Annual Awards Dinner 

He became a REALTOR ® in 1969, opening FJ Williams Realty 

two years later. For decades, he has advocated for fair housing 

legislation in pringfield and it all and following the civil rights 

movement, he found homes for black buyers in historically white 

areas on the Southwest Side, including his own neighborhood 

of everl. e persisted in his efforts to desegregate these 

neighborhoods, despite ongoing harassment and threats, including 

a bomb being detonated outside his front door. 

In addition to his service as the second African-American president 

of C.A.R., from 1973 to 1974 he served as the president of the 

Dearborn REALTIST ® Board. He was president of the Southside 

Chicago branch of the National Association for the Advancement 

of Colored People (NAACP) from 1979 to 1985. In 1991, Illinois 

REALTORS ® named him the first istinguished Member ward 

recipient for Community Service, and in 1992, C.A.R. honored him as 

our REALTOR ® of the Year. 

His emphasis on mentorship, education and the hiring and 

placement of minorities in the real estate business has truly helped 

to advance and strengthen our industry. Congratulations, Frank! 


A Guide to 

SERVICE ANIMALS 

There’s a lot of confusion and miscommunication about what 

constitutes a service animal, versus an emotional support or 

therap animal. here are specific rules ou can and cannot ask the 

owner, and only certain animals fall under each category. 

SERVICE ANIMAL 

he mericans with isabilities ct defines a service animal 

as “a dog that has been individually trained to do work or perform 

tasks for an individual with a disability.” The dog in question must 

be trained for a specific action directl related to the persons 

disability. Types of service dogs include: guide dogs, hearing 

dogs, mobility dogs, medical alert dogs and psychiatric service 

dogs. The latter is the closest to Emotional Support category but 

is distinct because these dogs provide a specific direct service to 

counteract or assist with the individual’s anxiety or PTSD. Per the 

Fair Housing Act, reasonable accommodations for service dogs 

must be granted as an exception to any housing “no pets” policy. 

Seeing as Service Dogs are the most popular, we’ll go more in 

depth regarding their regulations. 

DO: 

• Ask if the dog is a service animal required for a disability. It 

can be any breed. 

• Ask what work or task the dog has been trained to perform. 

• Feel free to request that the animal be removed from the 

premises IF it is out of control and the handler does not take 

action to control it effectivel or if it is not housebroken. 

DON’T: 

• Ask for documentation of the dog. There is no mandatory 

registration for service animals. 

• Request a demonstration of the service task. 

• Ask about the nature of the disability. 

pect a specific or harness because it is not reuired. 

Service animals are limited to dogs, but a special section of 

the ADA permits miniature horses, provided they are house 

broken, under control, will not compromise legitimate safety 

requirements, and can be accommodated for their size, weight, 

and type. Miniature horses weigh anywhere between 55 and 100 

pounds and can be 24 to 34 inches in height. 

EMOTIONAL SUPPORT ANIMAL 

These are often called therapy, companion or comfort dogs. Yet to 

be included in the Fair Housing Act’s stipulations and exceptions, 

the animal’s service must be prescribed by a licensed mental 

health professional. You may request documentation for an 

emotional support animal, and appropriate documentation would 

confirm if the individual has a disabilit and if the animal does 

provide emotional assistance or support. These animals can be 

other species besides dogs, but business owners are only required 

to make reasonable accommodations for emotional support dogs. 

If you have determined that the dog in question is in fact a 

prescribed, licensed emotional support dog, it will be included in 

the FHA’s mandate, much like a service animal, that the dog be 

granted as an exception to any housing “no pets” policy. 

THERAPY ANIMAL 

Therapy dogs are not service dogs, because they 

provide comfort and companionship through sheer 

presence which is not considered a specific task 

nor are they prescribed by a license mental health 

professional. When entering facilities such as hospitals 

or schools the are tpicall registered or certified b a 

Therapy Dog organization. Another distinction between 

therapy animals and emotional support and service 

animals is that therapy animals can be a greater variety 

of species besides dogs, including cats, rabbits, llamas, 

potbelly pigs and birds. 

ou can find more specific information about the 

provisions surrounding service animals at www.ADA.gov or 

via the Fair Housing Act. 


Association News 

On-Set with Chicago PD 

Our gorgeous new member lounge and 

reception have served as filming locations 

for NBC’s hit show Chicago PD. We’ve 

loved welcoming the film crew and cast to 

our space and watching them transform 

it into the Chicago Police Department 

dministrative Oces also known as 

“The Ivory Tower.” 

You can catch a glimpse of our space in 

Season 4, Episode 20 “Grasping for Salvation,” 

Episode 22 “Army of One” and the season 

finale pisode ork in the oad. 

And, learn more about how you too can take 

advantage of the incredible city views and 

working spaces in the member lounge on 

page 30. 

Dan Goodwin Honored with 

Illinois REALTORS ® ’ First-Ever 

Lifetime Achievement Award 

Chicago REALTOR ® and Inland Real Estate 

hairman aniel Goodwin received the first 

ever Illinois REALTORS ® Lifetime Achievement 

ward during a special ceremon to kick off 

April’s Capitol Conference at the Abraham 

incoln residential Museum in pringfield. 

The Lifetime Achievement Award honors an 

Dan Goodwin ongoing, relentless and impressive body of 

work on behalf of the real estate industry and those who rely on it. 

Goodwin, a former Chicago Public Schools teacher, co-founded 

the Oak Brook-based Inland Real Estate and helped grow it to its 

current state. He is in the NAR RPAC Investors Hall of Fame, NAR 

President’s Circle, Illinois REALTORS ® Hall of Fame and C.A.R. Hall 

of Fame. He’s also the chairman of the New Directions Housing 

orporation a nonprofit that builds and rehabilitates multifamil 

housing units so that low-income individuals have access to 

safe, sanitary housing, as well as food, after-school childcare, 

immunizations and more. In 2015, REALTOR ® Magazine awarded 

him with a national Good Neighbor Award. 


Special Advertising Section 

INDUSTRYPARTNERS 

National Association of Gay & 

Lesbian Real Estate Professionals 

(NAGLEREP) 

The newly formed Chicago-area chapter 

of the National Association of Gay 

and Lesbian Real Estate Professionals 

(NAGLREP) advocates on behalf of the 

rights of the LGBT community on issues 

related to housing and discrimination 

laws, including familial status. With 1500 

national and 50 local members, NAGLREP 

membership includes REALTORS ® , 

mortgage professionals, title agents, 

insurance agents, commercial agents, 

trainers and educators. We are excited to 

begin our Industry Partnership with the 

Chicago Association of REALTORS ® ! 

Please stay up to date with us and our 

future events by joining our Facebook 

group: https://www.facebook.com/ 

groups/NAGLREPChicagoChapter/ 

Women’s Council of REALTORS ® — 

Chicago (WCR-Chicago) 

WCR Chicago is excited to announce our 

upcoming calendar of events! 

• Thursday, June 15 th - Chicago 

Developments 

• Thursday, July 20 th - Members-Only 

Tour of Wrigley Field 

• August 15-17 th - WCR Region II meetings 

in Chicago 

• Wednesday, September 20 th : Election 

of 201 ers 

Find us on Facebook at WCR Chicago to 

stay up-to-date! 

Veterans Association of Real 

Estate Professionals (VAREP) 

ARPs mission is to inrease sustainale 

homeonership proide finanial 

literacy education, and create economic 

opportunity for the active-military and 

veteran communities. Any individual or 

organization that believes the American 

Dream should be realized by all, especially 

those who have valiantly served our country, 

are elome As a housin nonprofit 

for vets, by vets, our proactive stance of 

proidin finanial literay eduation and 

advocating homeownership may not end 

the epidemic of homelessness among the 

veteran community, but it can prevent it 

from happening in the future, one veteran 

at a time. We accomplish this through our 

Five Point Plan: Homeownership Advocacy, 

Community Outreach, Professional 

emership eteran o reation and 

Aordale Housin. ind us on aeoo 

at VAREP Chicago! 

REALTORS ® to the Rescue (RTTR) 

With your support and testimonials about 

RTTR, we won the Nerdery Overnight 

Website Challenge and received a free 

“facelift” of our current website with local 

premier web designers. Stay tuned for the 

new design! 

Also THAN all for your support and 

attending our 4 th annual Cubs outing on 

Saturday, May 20 th ! We raised thousands 

of dollars to support local shelters and 

homeless animals. Over 700 of us thoroughly 

enjoyed the day as we took over the World 

Series champions’ territory in Wrigleyville! 

Please visit our website at 

http://realtorstotherescue.org/events/ 

to join us for our frequent Yappy Hours at 

various locations across the city! 

FIABCI-Midwest, the International 

Real Estate Federation 

ABSA Grand Pri of Real state all 

for Entries: The Grand Prix of Real Estate 

recognizes the project that best embodies 

excellence across all real estate disciplines. 

The award illustrates the FIABCI ideal of 

providing society with optimal property 

solutions. Awarded by an international jury 

of top real estate professionals and experts, 

the Grand Prix of Real Estate rewards 

visionary project that focus on sustainability. 

The Grand Prix of Real Estate is much more 

than just a beauty contest. It represents 

projects that are a cut above the rest! 

Past Chicago winners include Aqua at 

aeshore ast Rooseelt niersitys 

Wabash Building and Ann & Robert H. Lurie 

Children’s Hospital. The entry deadline is 

September 30. For more information and to 

enter visit www.fiabciusaprix.com. 

isit AB idest to eep up ith us and all 

that’s happening with international real estate: 

www.facebook.com/groups/NAGLREP 

ChicagoChapter/ 

GREATER 

Asian Real Estate Association of 

America (AREAA Chicago) 

This spring, AREAA Chicago worked 

progressively on our mission of educating 

professionals and consumers on sustainable 

homeownership and real estate opportunities. 

We hosted Sip, Schmooze, & Study panels 

on new construction & renovation and high 

leel prodution a free Housin po at 

that brought together experts on all stages 

of the home buying process in an accessible 

environment, and our annual AREAA Builds 

Community Day with DuPage Habitat for 

Humanity where AREAA volunteers helped 

build a home to promote community 

involvement. 

Our next event is in July so keep your eyes 

on our social media for announcements! 

Like & follow us on Facebook, Instagram 

& Twitter (@AREAAChicago) and learn more 

at areaa.org/Chicago. 


Special Advertising Section 


CommercialForum 

License Portability 101 

At one time, real estate brokerage was a local business. You 

obtained a license in your state and worked exclusively in a single 

market. You were protected under your state’s license law, and 

if necessary, as long as you were properly licensed, your broker 

could file suit in the state to collect a commission. 

Currently, 28 states allow 

commercial practitioners 

to enter cooperative 

agreements, according to my 

most recent research available. 

But times have changed. Commercial and even some residential 

markets have expanded. Your clients are often involved in multiple 

transactions in many states and want you to be active in all of 

them. he good news is that several states offer some form of 

license reciprocity to commercial practitioners. This usually 

requires you to hold a current license, pay a fee and perhaps 

pass a statespecific test. owever ou must still appl for and 

receive a reciprocal license. This may not be a practical solution 

for commercial practitioners who must execute multi-state 

assignments on short notice. 

A much better answer for real estate practitioners is license 

portabilit. his lets ou offer and perform real estatelicensed 

services as long as you work in cooperation and according to a 

written agreement with a local licensee. Portability also allows you 

to cooperate with out-of-state licensees (OSLs) on assignments 

in your state and to share fees with them without fear that such 

conduct would violate Illinois license law. Most state license 

portability laws open state boundaries only for commercial 

transactions. In recent years, more states have favored portability 

only for commercial deals. 

Currently, 28 states allow commercial practitioners to enter 

cooperative agreements, according to my most recent research 

available. These states permit OSLs to cooperate with a local 

licensee under a written agreement, enter the state (both 

physically and electronically, such as by telephone, fax and e-mail) 

to work on a transaction, and advertise their services in that state. 

However, some of these states may also impose limitations on the 

OSL, so consult your legal counsel for more detail. 

Another 17 jurisdictions (including the District of Columbia) are 

classified as phsicallocation states. n these states ou can 

work on a transaction if you remain physically in the state in which 

you are licensed. PL states prohibit you from visiting a property or 

negotiating a lease face-to-face in that state. 

*Please be sure to check our website for more in-depth notes on each state. 

View the interactive map to see up-to-date 

research on state license portability. 

Cooperative State 

Physical Location State 

Turf State 


The remaining six states — categorized as turf states — will not let 

an OSL conduct business in their states. The only way to represent 

a client who has interest in properties in these states is to refer the 

business to a local licensee. Failure to observe applicable license 

law could lead to a license law violation and discipline, both in 

your home state and in the state where the property is located. 

PORTABILITY IN REAL LIFE 

Consider this hypothetical example illustrating the limitations of 

current license portability. Assume a fast-food franchisor hires 

you to represent it in acquiring new sites in Indiana, New York, 

Connecticut, New Jersey and North Carolina. Under current state 

laws, you can’t handle the assignment the same way in each state. 

In Alabama (a cooperative state), you can book a plane ticket and 

start scouting sites along with your client as soon as you sign a 

written co-brokerage agreement with a local licensee and meet 

a few other simple requirements. When the deal closes, you 

may share your fee with the local company as your negotiated 

agreement dictates. 

n onnecticut ou have similar eibilit though ou must show 

proof that you are also licensed in your home state, and the 

written agreement with the Connecticut broker must state the 

share of compensation each party will receive. You must also 

keep all the escrowed funds in Connecticut. In addition, you will 

be more dependent on the skill of the local broker, since state 

law prohibits you from accompanying the prospective buyer or 

tenant to view the real estate. 

North Carolina is even tougher. You must obtain a limited broker’s 

or salesperson’s license before you can enter the state and work 

on a transaction. And even with a limited license, you must work 

in cooperation with a local licensee; in fact, the resident licensee 

becomes responsible for your actions. This approach is closer to 

license reciprocity than license portability. 

CommercialForum 

Member Benefit: The guide 

to license portability. 

CommercialForum has secured the 

exclusive rights to an up-to-date research 

map on license portability, illustrating 

your right to work on transactions in other 

states. Jim Hochman, partner at Schain 

Banks Kenny & Schwartz in Chicago, has 

researched all of the states’ laws, rules, 

and reported cases, and summarized his 

research which will help you to navigate 

the roads of interstate brokerage with 

some confidence. 

In New York (a PL state), you can’t enter the state to work on the 

transaction unless you hold a New York real estate license. All the 

legwork, showings and negotiations must be handled by a New 

York licensee. All you can do is provide advice and input from 

home on what your client wants and what terms are acceptable. 

But that’s still not as bad as New Jersey. In this turf state, you can’t 

even consult on your client’s behalf. You have to refer the entire 

transaction to a New Jersey licensee. 

State portability requirements are not always straightforward, so 

consult your attorney before undertaking a transaction in another 

state. ailure to observe applicable law and specific states rules 

could jeopardize your license and your right to collect a fee. 

. 

Jim Hochman 

Partner 

Schain Banks Kenny 

& Schwartz 

COMMERCIALFORUM ROUNDTABLES 

Tony Hardy, Marcus & Millichap and 

Sara O’Connor, Greater Illinois Title Company 

Marielee Macapaga, KJF 

Properties, and Joanna Siwiec, 

River North Mortgage 

Maurice Williams, Chicago Community Loan Fund, 

Michael Williamson, Premier Commercial Realty, 

and Chris Deutscher, West Town Realty, Inc. 

Christopher Perry III, LeaseLinks: 

Turbo Valuation, and David Ellermann, 

Ellermann Commercial Brokerage 


Young Professionals Network 

YPN Sweats It Out with Nike 

Town at First Wellness Day 

YPN members started their day 

on a healthy note in March, with 

the first ellness a at ike 

Town on Michigan Avenue. 

ertified ike rainers ate orse 

and Gideon Akande put YPNers 

through their paces with an 

intermediate group workout that 

got the sweat owing and heart 

rate pumping. YPNers also had the 

opportunity to try out some of the 

latest Nike athletic gear. 

Thanks to all our members who got out of bed bright and early, 

pulled on their workout gear and joined us! We had a ball. Check out 

more photos at www.facebook.com/ChicagoYPN/. 

Nike Trainer Gideon Akande supervises 

YPNers going through aerobic drills. 

YPNers tackled planks and push-ups. 

Nike Trainer Nate Forse coaches YPNers through 

weighted medicine ball exercises. 

Thank you to all the YPNers who worked it out at Nike Town with us! 


Listen Up 

Chicago Style 

We put together this collection of podcasts and live music venues that shine 

a spotlight on our beloved city. Share these with your clients who are looking 

for new perspectives and hidden gems, Chicago-style. 

The Barber Shop Show 

Podcast 

The magical voice of Richard Steele plays 

host to local thinkers and community 

organizers in a relaxed and lively 

discussion about the past week. It’s 

recorded right in Carter’s Barbershop in 

North Lawndale. 

Green Mill 

Live Music – 4802 N. Broadway St. 

Nightly music that ranges from big-name artists to 

local bands thats guaranteed to fit the taste of all 

music lovers. Check the calendar for updates on 

performers, times, cover charges and other details. 

River Roast 

Live Music – 315 N. LaSalle Dr. 

This is an upscale restaurant 

with two bars and a fabulous 

riverfront view. Brew & Blues 

Brunch is a hit event, as well 

as the After Work Set on 

Thursdays. 

REALTOR ® 

BUILDING 

430 

Chewing 

Podcast 

Chicago Tribune 

dining reporter Louisa 

hu and food 

writer Monica Eng 

look at food through 

the lens of pleasure 

and health, and of 

course, what food to 

find in hicago. 

Curious City 

Podcast 

This is a must-listen for anyone 

who calls Chicago home. Engaged 

citizens can log on, pose random 

questions about a variety of cityrelated 

occurrences, then vote 

on which questions they want to 

hear answered. It’s investigative 

journalism that cleverly combines 

archival stories with new 

investigations, and it’s all about 

sweet home Chicago. 

Empty Bottle 

Live Music – 1035 N. Western Ave. 

From a self-described hole-in-the-wall in Ukrainian 

Village, to a “new, slightly-larger hole two blocks up 

the street,” this music venue and bar plays host to 

alternative bands in a cozy space with drink prices so 

fair you’ll be coming back for more. 

A Lot You Got to Holler 

Podcast 

Hosted by Newcity Design Editor 

Ben Schulman and architecture 

ournalist ach Mortice who 

discuss past and current urbanism, 

design, and architecture of one 

of our country’s greatest cities. 

Guests can vary between artists, 

designers, and architects. 


Chicago and Illinois REALTORS ® visit 

with Representative Danny Davis. 

John Kmiecik, Century 21 Affiliated, 

is honored for reaching the $ 50,000 

investment level in the RPAC Hall of Fame. 

Hugh Rider, Realty & Mortgage Co., and 

David Hanna, Realty Executives Source One. 

Genie Birch, Century 21 Affiliated, presents 

at the Midyear Legislative Meetings. 

Bob Eby, Century 21 Affiliated, 

Matt Silver, Urban Real Estate, and 

Sam Powell, Dream Town Realty. 

Chicago REALTORS ® meet with Representative 

Bobby Rush led by FPC Nykea Pippion-McGriff. 

Rob Rosmis, RCG Advisors Inc., 

and Maurice Hampton, 

Centered International Realty. 

Senator Dick Durbin and FPC Matt Farrell. 

2017 NAR LEGISLATIVE MEETINGS 

Chicago REALTORS ® meet with Representative 

Brad Schneider led by FPC Matt Silver. 

Sheena Baker, RE/MAX Action, Sarah Ware, Ware Realty Group, LLC, 

Nykea Pippion-McGriff, Dream Town Realty, Antonia Mills, 

Antonia L. Mills, Attorney, and Tracey Williams, A.R.E. Partners, Inc. 

Chicago REALTORS ® in conversation with Representative Robin Kelly led by FPC Tonya Corder. 

Watch the FPC video to learn how your 

legislative advocates represent our industry. 

Photos by Matt Difanis and Jessica Kern 

Chicago and Illinois REALTORS ® meet with 

Representative Mike Quigley led by FPC Dave Hanna.

Dave Hanna, Realty Executives Source One, Gail Spreen, Related Realty, 

Matt Silver, Urban Real Estate, Ginger Downs, Chicago Association of REALTORS ® , 

Dan Wagner, Inland Real Estate, Brian Bernardoni, Chicago Association of REALTORS ® , 

Maurice Hampton, Centered International Realty, and Hugh Rider, Realty & Mortgage Co. 

Tommy Choi and Niko Apostal, Keller Williams Chicago – 

Lincoln Park, Moses Hall, Miller Chicago LLC, Lindsay Miller, 

d’aprile properties, Drussy Hernandez, CONLON/Christies 

Real Estate, and Rachel Frangos, Baird & Warner 

ILLINOIS REALTORS ® 

2017 CAPITOL CONFERENCE 

Chicago REALTORS ® gather in front of Illinois REALTORS ® headquarters in Springfield prior to their Capitol visit. 

Frank Uhler, Honore Properties, 

John Vranas, Vranas Ventures, Niko Apostal, 

Keller Williams Chicago – Lincoln Park, and 

Lauren Hundman, Owl Management LLC 

Hugh Rider, Realty & Mortgage Co., 

Jim Kinney, Baird & Warner, and Tommy Choi, 


Kurt Fujio, Related Realty, 

Margie Smigel, The Margie Smigel Group, 

and Sarah Ware, Ware Realty Group LLC 

Photos by Kelli McCabe 

Thank you 

to the C.A.R. members who made 

the trip to Springfield to oin Illinois 

REALTORS ® in advocating for 

our industry! 

Nick Nastos, Chicago’s Property Shop, Lindsey Schendel, 

Main Street Real Estate Group, Governor Bruce Rauner, Mo Dadkhah, 

Main Street Real Estate Group, and Kevin Van Eck, @properties 


Jorge Flores, Angel Corral, Dan Salameh, 

Neighborhood Loans, Jim Merrion, RE/MAX Northern Illinois, 

and Reno Manuele, Neighborhood Loans 

Judy Cirone, Greg Cirone, Francesca Scaletta 

and Frank Scaletta, Interdome Realty 

Luis Hernandez, Sam Ellsworth, Yolanda Frontany, 

and Hamid Hamrah, New American Funding 

Sarah Malke, guest and Ryan Smith, 

Smith Partners & Associates 

Rory Fiedler, Redfin Corporation 

2016 C.A.R. SALES AWARDS 

Sonia Anaya, America Real Estate and 

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

Matt Farrell, Michael Emery, Kara Finnegan, 

Justin Oliver, and Tyler Stallings, Urban Real Estate 

Tonia Members, Coldwell Banker Residential 

and Matt Silver, Urban Real Estate 

SPONSORED BY: 


Photos by Marcello Rodarte 

Greg Kosin, Sara O’Connor, Tom Bearman, 

and Angela Ginex, Greater Illinois Title Company 

Michael Levin, @properties Commercial 

and Amy Bernstein, @properties 

Katie and Steve Koleno, United Real Estate 

Josh Weinberg, Keller Williams 

Chicago – Lincoln Park and Chris Pezza, 

Miller Chicago, LLC 

Kris Keller, Keller Williams Chicago-O’Hare, 

Chelsea Henderson, The Lord Company, LLC 

and Matt Silver, Urban Real Estate 

Philip DeFrancesco, ParkVue Realty and 

Francesca DeFrancesco, guest 

Melissa Doubleday, Berkshire Hathaway 

HomeServices, and Harold Gerber, 

ForSalebyOwner.com Referral Service 

Lindsey Schendel and Mo Dadkhah, 

Main Street Real Estate Group, with Tommy Choi, 


Danielle Dowell, Johna Peterson, and 

Jennifer Hawn, Berkshire Hathaway 

HomeServices 

Tracey Williams, A.R.E. Partners, Inc. 

and Mark Buford, Lima One Capital 

Jennifer Mills-Klatt, Joanne Nemerovski, and 

Tania Hollander, Berkshire Hathaway HomeService 


Jarrod Enright, John Federici, Margarita Mata, 

John Brown, and Travis Koran, KRAIN Real Estate 

Andrea Fink and Casey Hoogstraten, 

Smart Tech Homes 

Shannon Welch and Teneshia Brass, 

Premier Midwest Realty, INC 

2016 C.A.R. SALES AWARDS 

Michelle Hoyt, Liz Gajewski, Jack Kreider 

and Molly Eul, RE/MAX Northern Illinois 

Robin McEwen and Steve McEwen, 

Coldwell Banker Residential 

Keith Lord and Chelsea Henderson, 

The Lord Company LLC, and Mark Sullivan, 

Sullivan, Goulette & Wilson Architects 

Kashyap V. Trivedi, Trivedi & Khan LLP, Suchi Bhagat, Century 21 

S.G.R. Inc., and Dan Azam, HomeBridge Financial Services 

Lucien Lagrange, Lucien Lagrange Studio, 

and Melinda Jakovich, Berkshire Hathaway HomeServices 

46 Chicago REALTOR ® Magazine 

Zach Raderstorf, Ryan Skaggs, Meagan Quinn, 

Patrick McCluin and Josh Hayden, Wintrust Mortgage

Hasani Steele, RE/MAX Premier 

Properties, Coby Hakalir, Inland Home 

Mortgage, and Sandesh Bilgi, Better Homes 

and Gardens Real Estate 

Mike Saladino, Yuval Degani 

and Vince Milito, Dream Town Realty 

Mary Gilardi and Zeeshan Tejani, 

Real Property Mangement, and 

Shana Jones, The Federal Savings Bank 

Kim O’Donnell, Proper Title and John Zeng, ATG 

Kyle Jamicich, Sunny Despotovic, Ray Mandel, and 

Philip Weaver, Coldwell Banker Residential 

Nicole Hajdu and Mark Miles, 

Dream Town Realty 

Dario Medina, Layching Quek and 

Carrie Georgitsis, Redfin 

Linda Scott, Wintrust Mortgage, 

Judy Gibbons, Jameson Sotheby’s, and 

Darlene Kosin, Greater Illinois Title Company 

Mickey Hobson, Joe Rueck, 

Jamie Price, Catherine Holbrook, and 

Matt Piegza, Americorp Real Estate 

Ashley Carter, Phil Byers and Eric Harpole, 


David Zwarycz, Berkshire Hathaway HomeServices, 

Leticia Jimenez and Lynn Weekley, @properties, and 

Gwen Hughes, Berkshire Hathaway HomeServices 

Wayne Kouf and Larry Cohn, @properties 

Sam Tarara and Shawnah Donley, 

Berkshire Hathaway HomeServices 

Photos by Jack Lane, LANE Media & Productions 


Everyone Is Talking About 

Real Estate Negotiation 

Expert Certification 

he eal state egotiation pert certification is for real estate professionals who want to 

sharpen their negotiation skills. s the firstever recognied negotiation certification this twoda 

program gives REALTORS ® the tips and tools they need to become skillful advocates for their clients. 

TIPS FOR NEGOTIATORS: 

Always remain professional and calm. 

Exceed expectations by meeting dates, deadlines & appointments. 

Analyze & understand the needs of the parties involved. 

Listen, listen, listen. 

Ask many open-ended questions requiring more than a “yes” or “no” response. 

August 8 th — 9 th 

9:00 AM — 4:30 PM 

30 

25 

20 

15 

10 

5 

0 

86 % TOP 2 THINGS BUYERS 

WANT IN THEIR AGENT: 

0-36 37-51 52-61 62-70 71-91 

Negotiation skills are in higher 

demand among younger clients 

OF HOME BUYERS RANKED NEGOTIATION 

SKILLS AS VERY IMPORTANT IN THEIR AGENT 

1 

2 

HELP NEGOTIATING TERMS OF SALE 

HELP WITH PRICE NEGOTIATIONS 

Data is from the NAR 2017 Home Buyer and Seller Generational Trends Report and the NAR 2016 Profile of Home Buyers and Sellers Report. 


educational offerings 

JULY12 & 13 : 

JULY14 : Roadmap of a Transaction 

SRS Designation 

JULY28 : 

AUGUST 

AUGUST24 & 25 : 

PSA Certification 

8 & 9 : RENE Certification 

ABR ® Designation 

AUGUST28 : CIPS Designation 

Advance your career with a 

certification or designation! 


the buzz 

We Hear You! 

We 

Tweet 

Tweet 

Tweet 

REALTORS to 

The Rescue 

RealtorsRescue 

Made my way to our NEW 

and GORGEOUS headquarters 

office on Michigan Ave. Way to 

go, @ChicagoREALTORS! 

Color scheme is on 

when you check in! Here’s what you’ve been sharing. 

5H 

Facebook Review 

Out&About 

}Thank you! 

& Tracey Williams! 

Gabriela Abrudan-Rusu, Betsy Alles, 

Michelle Chicago, John Zachary Kitover, 

Aurelio Mancini, Latesha Steele, Polia Towey, 

Jim Kaplan 

@KaplansMusings 

Teaching day. 

@ChicagoREALTORS CE school 

at the West Town center. Ready 

to Rock!!! 

C21SGR 

C21HydePark 

We had a great evening at the 

SHERATON Chicago celebrating 

NHS & Frank J Williams. 

@DearbornReb @ChicagoREALTORS 

NHSChicago renewwoodlawn 

@NateForse 

#TBT to myself and getfitwithgiddy 

teaming up and training the 

@chicagorealtors. Amazing event and 

thank you again @niketraining for letting 

us host the event there. Next one coming 

soon!!! #NikeTraining #ForseLifestyle 

@ashleydonat 

Filming today at the Chicago 

Association of Realtor offices 

about the advantages of being a 

Commercial Forum member! 

@chicagorealtors 

@slomarealestate 

Thank you @chicagorealtors for 

the wonderful 2016 #RealEstate 

recognition! #honored 

#Sellingchicago 

Nykea 

@JustNykea 

Half of US population growth 

comes from Hispanics. — 

@NAHREP 2017 President 

#fairhousing #realestate 

@ChicagoREALTORS 

find us online @ 

>> Camilo Rodriquez Escalante with Hipolito 

Garcia Jr and Gaspar Flores Jr at The Drake Hotel. 

Congrats to all the hard-working real estate agents & teams that 

were recognized for their achievements last night at the Chicago 

Association of REALTORS! Great event by the association. I always 

enjoy catching up with folks from the industry & I’m looking 

forward to seeing many of you at NAHREP Chicago’s “Success in 

Real Estate” conference May 4 th . Shout out to all the great banks 

that sponsored the event including The Federal Savings Bank 

National Association of REALTORS ®

CR Magazine - Summer 2017

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