CR Magazine – Autumn 2018

CR 

Chicago REALTOR ® 

Magazine 

How to Leverage Instagram’s 

New Video Vertical: IGTV 

V o l u m e 2 7 | Autumn 2 0 1 8 

EXPLORING 

South Shore, Woodlawn 

and Jackson Park 

HOW TO GET 

YOUR CLIENT TO 

YES 

The Official Publication of the Chicago Association of REALTORS ® 

www.ChicagoREALTOR.com 3

Cover image courtesy The Obama Foundation. 

16. 

Structuring 

Your Business 

Summer 2018 

ChicagoREALTOR® 

MAGAZINE 

IN THIS ISSUE 

4 President’s Perspective 

5 Casino Royale 

6 From the CEO 

8 Editor’s Note 

9 Digital Extras 

40 Photo Album 

48 Foundation Scholarships 

49 RRES Lineup 

50 The Buzz 

HOW 

TO GET 

YOUR 

CLIENT 

TO 

X 

YES 

10. 

FEATURES 

46. 22. 

10 How to Get Your Client to Yes 

12 How to Leverage Instagram’s New Video Vertical: IGTV 

14 Thriving in Place: What Your Senior Clients Should Know 

16 Structuring Your Business 

18 Good Neighbor Awards Finalist Michael LaFargue 

20 How to Stand Out as a Property Manager 

22 Your Brokerage’s Greatest Risk for Cyber Crime: You 

24 Set Realistic Goals and Expectations for Your Business 

28 Exploring South Shore, Woodlawn and Jackson Park 

32 2019 Design Trends Forecast 

33 Top Producer Market Trends & Observations 

UPDATES 

34 Industry Partners 

36 Doing Business with Ireland 

38 Government Affairs Update 

48 CAR Foundation - Scholarship Update 


PRESIDENT’S PERSPECTIVE 

With fall upon us, the remaining weeks of 2018 

will be fleeting. Autumn ushers in the start of a 

new association year and marks the end of my 

time as your president. This past year has been 

one of great change, as well as immense opportunity — both at our 

association and throughout our industry. 

A few weeks ago, I had the privilege of moderating a panel of industry 

disruptors. These companies challenge the status quo and are often 

villainized for doing so. There is an innate knee-jerk reaction to discount 

disruptors, disregard their work as irrelevant and double-down doubting 

their ability to change us or our industry. 

In doing so, we miss the point: the industry is evolving. We’ve seen 

unmatched investment pouring into real estate technology. These so-called 

disruptors see opportunity in addressing and alleviating the pain points in 

a real estate transaction, with an emphasis on simplifying the process for 

buyers and sellers. There is something we can all learn from this. 

Invite Questioning. When we forget to question what we know, we 

miss the point. Speak to current and past clients to better understand 

their pain points. Adopt your business model to anticipate those needs 

and provide a higher level of service. Ask more questions in your business, 

with your clients and your vendors. Ask, “why?” If the answer is ever, 

“because that’s how we’ve always done it,” you’ve found opportunity. 

Explore. When we don’t stop to explore the unfamiliar, we miss out on opportunity. Read industry news — Inman Select 

subscriptions are included with your Illinois REALTORS ® membership. Attend conferences and events: YPN breakfasts, 

Member Outreach, national conferences and industry partner events. Look outside our industry to monitor trends. Best 

case: you’ll learn something life changing. Worst case: you’ll be a great conversationalist over cocktails. 

Embrace Change. Understand that the world is changing; it is easy to get left behind. Be an early adopter. Look for 

systems that automate what you do so you can focus on relationship-building and high-level client service. Change is never 

easy, but the journey is just as important as the destination. 

It is time to look to the future. Our CEO, Michelle Mills Clement, is a force of nature. I am in awe of her talent, tenacity and 

vision. She, incoming president Tommy Choi and our board of directors are committed to further evolving our association to 

better serve the needs of all members. 

Our relationships with our clients remain paramount, and our ability to leverage technology to provide a higher level of 

service will be what defines us in the years to come. Question, explore and embrace change. In the words of the illustrious 

University of Chicago professor Linda Ginzel, we all should strive to be “wiser, younger.” 

I am grateful and honored to have served our association for this past year. Thank you for helping me to become “wiser, younger.” 

Best, 

REBECCA THOMSON 

2017-2018 President 

Chicago Association of REALTORS ® 

4 Chicago REALTOR ® Magazine

SPONSORED BY: 

THE 

BLACK-TIE 

RPAC EVENT 

Casino 

Royale 

WWW.CHICAGOREALTOR.COM/CASINO 

THURSDAY • 6 -10PM 

NOVEMBER 15 

VENUE SIX10 

610 S. MICHIGAN AVE, CHICAGO 

VIP PACKAGES: $ 1,000 – $ 10,000 

GENERAL ADMISSION: $ 165 

LIMITED TICKETS AVAILABLE. 

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

activities. A portion of each contribution will be used for state political activities; at least 30% will be used for federal campaign purposes. The federal portion will be charged against an individual’s federal contribution limits under 2 USC 441a. Contributions 

are VOLUNTARY and refusal to contribute does not affect membership rights. A member may contribute more or less than the suggested amount. A copy of our report filed with the State Board of Elections is (or will be) available on the Board’s official 

website www.elections.il.gov or for purchase from the State Board of Elections, Springfield, Illinois.

FROM THE CEO 

CAR leadership was everywhere — leading 

panels, presenting sessions and more — at 

NAR’s Leadership Summit in Chicago this August. 

Leadership Summit is a time for REALTOR ® 

Association Executives and incoming board presidents to come 

together and prepare for the year ahead. Our own incoming 

president, Tommy Choi, led a session with Maren Brisson- 

Keuster from North Carolina REALTORS ® titled “Your Role as 

Chief Storyteller,” where attendees from across the country were 

encouraged to “tell their story” and learned tactics to become a 

Chief Storyteller. 

Through their session, one thing was emphasized: authenticity 

— the importance of being yourself and being relatable. I think 

that’s an important lesson for all of us in the industry. Real estate 

is so personal and so important. You’re helping people make lifelong 

decisions and bringing your authentic self to the transaction 

makes it personal. 

I was, of course, proud to see Tommy on stage, and bragged to 

some fellow AE’s that my association president wasn’t with me 

because he was presenting! But it wasn’t only pride that I walked 

away with — it was a drive to ensure I told my story, and a calling 

to share why this industry is important to me. 

I didn’t grow up in a home we owned — homeownership came 

much later in life for some of my family. I purchased my first home 

when I turned 30, and it was a proud moment. It was important, 

too, because it helped set me on the path to CAR. 

Real estate is an integral part of our lives — something as simple 

as having a place to live and a home to call your own is key to 

the American dream. I want all of you, our members, to have a 

place here at CAR and feel welcomed to tell your stories which are 

integral to being successful in your careers. 

MICHELLE MILLS CLEMENT, cae 

Chief Executive Officer 

Chicago Association of REALTORS ® 


NAR Deadline: December 31, 2018 

All REALTOR ® members are required to complete 2.5 hours of Code of Ethics 

training per two-year cycle. We are currently in the Fourth Training Cycle, 

January 1, 2017 to December 31, 2018. 

Failure to comply with this required ethics training is a violation of a membership 

duty, for which the member’s primary association will suspend membership until 

the training is complete. The only REALTORS ® exempt from this requirement are 

REALTORS ® with REALTOR ® Emeritus status. Appraisers or Attorneys must meet this 

membership requirement and are not exempt. 

DOWNLOAD 

Read and Sign 

the Designated 

REALTOR ® Affidavit 

IN-PERSON 

Attend a 

Complimentary 

Member Ethics Course 

ONLINE 

NAR’s REALTOR ® 

Code of Ethics 

Training 

VIDEO 

Watch a taping 

Member Ethics 

Course 

Learn more about the biennial ethics requirements, check 

to see if you are in compliance, and sign up for a class: 

www.ChicagoREALTOR.com/Ethics 

Watch a Member 

Ethics course to fulfill 

the requirement. 

NOTE: This is a National Association of REALTORS ® mandate; NOT a requirement of the Illinois Department of Financial and 

Professional Regulation or its Continuing Education course requirements. However, if you take an Ethics CE course, you will 

meet part of your CE requirement as well as the NAR ® membership mandate. 


EDITOR’S PICKS 

Community 

I was reviewing my sprawling two-yearlong 

planner with my color-coded pens, 

and I couldn’t help smiling. I can’t believe 

we’re wrapping up our year of fabulous 

events. 

We hosted our first-ever White Sox 

Game RPAC Fundraiser (page 42), and it 

was great to see so many families join us 

while investing in our industry. Followed 

up by my favorite days of the year where our community gave back — first at the Boys 

& Girls Club Carnival and then with a YPN volunteer day at the Union League Boys 

& Girls Clubs of Chicago. It’s always rewarding to see our members interacting with 

Chicago’s youth (page 40-41). 

Casino Royale 

Our Casino Royale work group is hard at work 

planning our 7 th Annual Casino Royale RPAC 

fundraiser. This is without a doubt the most fun 

way to make your RPAC investment. We’re thrilled 

to welcome back our high roller VIP guests while 

also opening the doors for a new generation of 

investors. Turn to page 5 for event details. 

THE BLACK-TIE 

Goals & P lanning 

RPAC EVENT 

Casino 

Royale 

You may think of goal planning as a project for January, but 

why not spend some time this fall getting your 2019 goals 

set? Set milestones so you can hit the ground running! On 

page 24, Mike McElroy walks us through how to create 

SMART goals you can stick with. 

As always, we’d love to hear from 

you! Thank you for adding meaning 

to CAR membership. 

Jessica Kern 

Vice President, Communications 

jkern@chicagorealtor.com 


Chicago REALTOR ® 

CR Magazine 

2017-2018 BOARD OF DIRECTORS 

PRESIDENT 

Rebecca Thomson 

PRESIDENT-ELECT 

Tommy Choi 

TREASURER 

Maurice L. Hampton 

IMMEDIATE PAST PRESIDENT 

Matt Silver 

DIRECTORS 

Gaspar Flores, Jr. 

Antje Gehrken 

Heather Gustafson 

Drussy Hernandez 

Kris Keller, ccim 

Nick Libert 

Dave Naso 

Christopher Pezza 

Nykea Pippion McGriff 

Hugh Rider 

Andy Shiparski 

Vicky Silvano 

Kevin Van Eck 

Marty Walsh 

Sarah Ware 

CHIEF EXECUTIVE OFFICER 

Michelle Mills Clement, cae 

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 

Michelle Mills Clement, cae 

michelle@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 

Under long established policy of this Association, the Illinois Association 

of REALTORS ® and the National Association of REALTORS ® : 

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

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

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

any persons not party to the listing agreement. 

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

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

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

other than the listing broker. 

Videos 

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Videos 

Videos 

Galleries 

• Watch videos designed to help you stay safe on the job. 

Videos 

Resources 

Resources 

Videos 

• Access a variety of safety resources and tools. 

• Learn more about Good Neighbor Finalist Michael LaFargue. 

Resources 

Photo 

Photo 

Galleries 

Galleries 

Resources 

• Share our Design Trends infographic with your clients. 

• Add your building to our Pet-Friendly Landlord Registry. 

• Register for autumn classes and amp up your skills. 

• Listen to recordings from this year’s YPN breakfasts. 

• Mark your calendars and register for upcoming events. 

Photo Galleries 

Links 

Links 

Photo Galleries 

• 2018 Boys & Girls Club Carnival 

• YPN Boys & Girls Club Volunteer Day 

• 2018 RPAC White Sox Outing 

• 111 th Annual Golf Classic 

• 2018 YPN Summer Mixer 

Links 

• Social media content, curated and ready for you! 

Resources 

Digital Resources 

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Resources 

ChicagoREALTOR.com 

Look for the icon throughout the magazine for 

content with digital bonuses! 

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How 

To Get 

Your 

Client 

To 

HOW 

TO GET 

YOUR 

CLIENT 

TO 

YES 

X 

YES 

Buying a home is one of largest and most 

important purchases someone can make. So, 

it makes sense that your potential homebuyer 

clients — especially less experienced ones — 

may feel some jitters before close. 

One of the most important ways to show value 

to your clients as a REALTOR ® is to ease their 

worries by serving as their partner and guide 

throughout the transaction. There are many tools 

you can use to help your clients feel secure and 

close the deal. Let’s go through some of the most 

common fears, and how best to overcome them. 

SET THE TONE IN YOUR 

FIRST MEETING 

When it comes to overcoming fear, the best 

defense is a good offense. Meeting with a 

REALTOR ® proves at some level that your 

potential client is serious enough to push back 

against some apprehension in entering the 

market. In fact, NAR research shows homebuyers 

spend around three weeks on average looking 

at properties online before contacting an agent. 

But that doesn’t mean your clients are coming 

into the first meeting worry-free. Regardless 

of whether you’ll be working with a first-time 

homebuyer or an experienced client, your first 

meeting can set the tone for the rest of your 

working relationship. Keep in mind these three 

things for a successful foundation: 

• Communication: Find out what makes 

your clients comfortable. Setting clear 

boundaries for when it’s appropriate to 

contact your clients and their preference for 

texts, calls or emails shows you’re attentive 

to their needs. If you’re working with a 

couple, make sure to set a point of contact 

to make sure everyone has a clear path to 

communicate. You don’t want to potentially 

get in the middle of their decision making or 

accidentally pit one partner against the other 

by meeting with both at separate times. 

• Collaboration: Let your clients know you’re 

working together as a team to find their 

dream home, which means you can’t take 

a one-size-fits-all approach for success. Set 

the expectation that while they may sometimes 

defer to your judgement, it doesn’t 

mean they’ll be cut out of the conversation. 

Explain that serving as their advocate 

requires trust, but they will always be the 

one making the final decisions. 

• Education: Don’t assume your clients know 

anything about the homebuying process. 


This is your chance to walk them through step-by-step and 

identify any potential problem areas. Be prepared to answer 

every question they may have before your meeting. But don’t 

risk making a bad impression by overexplaining something 

they’re savvier about. Ask how in-depth into the process they’re 

interested in getting before you begin and adjust accordingly. 

THE BUDGET 

Disagreements about budgeting are a major reason couples fight 

during the homebuying process. Don’t let a disagreement get in the 

way of submitting an offer or completing a deal. Instead, defuse this 

tension between your clients by agreeing to a budget upfront. 

You can ease some fears by managing their expectations. When 

you’re discussing a budget to target, make sure your client 

understands the difference between what they’re qualified 

to buy and what they’re comfortable to buy. Especially when 

working with first-time buyers, make sure they understand that 

just because they qualify for a $ 600,000 mortgage, other factors 

should be considered. 

Of course, a mortgage is only part of the story. Be sure to walk 

your clients through the other costs involved, including closing 

costs, utility expenses and property taxes. In Cook County, 

properties are assessed every three years. Build trust with your 

clients by making sure they understand the assessment process, 

so they won’t get sticker shock. As an expert in the market, you 

should know exactly how far your client’s dollar can stretch. A 

great place to start is to gauge what your clients are looking for. 

Obtain a list of amenities and features they can’t live without. 

In a competitive market with homes receiving multiple offers, 

your clients should be ready to act quickly on a home they are 

interested in. You can reduce some potential uneasiness of a 

rejected offer by preparing your clients to submit their best at 

the onset, to be well-positioned in a potential bidding war. 

CROSS YOUR ‘T’S & DOT YOUR ‘I’S 

Remember to put yourself in your client’s shoes. Buying a home 

is a big commitment, and it’s unrealistic to eliminate all fear. Don’t 

focus on that. Instead, reassure them that you have everything 

under control. As the buying process transitions to the close, 

check in again. Projecting confidence, knowing the answers to 

questions big and small, and having all the paperwork in order will 

keep the real estate transaction on stable footing — even when 

your client is having cold feet. 

Common Myths of First-Time Buyers 

Fear is one of the biggest barriers that 

can prevent first-time homebuyers 

from entering into the market. That 

fear can work to delay future financial 

security, especially in the millennial 

generation. Here are some ways to 

combat common misconceptions 

about the market you can use to 

convert renters into buyers: 

$ 

I Can’t Make A 

Down Payment: 

Illinois is one of a few states 

that offers down payment assistance 

for qualified first-time buyers through 

the Illinois Housing Development 

Authority. If qualified, your client can 

contribute as little as $ 1,000 to get into 

their first home. Some are forgivable 

loans, meaning your buyer would 

not be required to repay them if they 

live in the home for a certain amount 

of time. Since conditions and the 

products vary, encourage your client 

to stay up to date and make their own 

determination if the program is right for 

them. You can find other resources on 

ChicagoREALTOR.com. 

FICO 

A Mortgage FICOWill 

FICO 

Hurt # My Credit 

FICO 

A common misconception 

is that a mortgage doesn’t provide 

financial advantages. A mortgage is 

considered “good” debt, which can 

boost your credit score and provides 

a way to build payment history. It 

can also lower your client’s tax bill. 

The recently-passed tax reform law, 

which comes into play next year, 

changed a lot of the rules, but in 

most cases, one of the most common 

deductions on mortgage interest 

still applies. Taxpayers can deduct 

interest on $ 750,000 on qualified 

residential loans, providing some 

relief for many of your clients. Advise 

your clients to talk to a financial 

# 

advisor regarding the financial and 

tax benefits of homeownership. 

$ 

I Should Wait For 

Interest Rates to Fall 

One reason your client 

$ 

may pay the price for 

waiting: it’s in their best “interest” 

to act early. The average mortgage 

interest rate is under 5 percent so far 

in 2018, still a historic low. In the mid- 

‘80s, the average rate was about 10 

percent. Current rates are lower than 

they were before the Global Financial 

Crisis of 2008, but are starting to tick 

up as the world’s economy recovers. 

It may be another thirty years before 

rates are this low again, so now’s the 

time to lock in these rates. 

www.ChicagoREALTOR.com 

11

HOW TO 

LEVERAGE 

INSTAGRAM’S 

NEW VIDEO 

VERTICAL: IGTV 

In late June, Instagram reached their 1 billion active monthly user 

milestone. They also launched a new app: IGTV, a new way to 

watch long-form, vertical video from Instagram users and creators. 

Instagram’s no stranger to app redesigns and increased 

functionality — most notably, with the addition of the popular 

Stories feature that’s bringing users back from Snapchat. Now, 

with the launch of IGTV, it’s trying to find a way to keep users 

engaged and all in the family. 

IGTV: WHY IT’S DIFFERENT 

Instagram built out IGTV to seamlessly fit with how you actually 

use your phone. To that end, videos are vertical (rather than 

horizontal) and full screen. No more turning your phone sideways. 

No more tiny horizontal screens within the vertical screen. IGTV 

is full screen and starts playing as soon as you either open the 

standalone app or click over on the TV icon within the Instagram 

platform (just like an actual TV). This particular feature is 

Instagram’s attempt to capture the massive amounts of people 

who watch videos on their smartphones — something other 

media apps are being slow to adapt to for video. 

IGTV also expands the types of content that work on the 

Instagram platform. Previously, Instagram users were restricted 

to one-minute videos when posting — less for Stories. But with 

IGTV, videos can be up to 10 minutes — an hour if your profile is 

verified. And, you can link to your IGTV page directly from your 

Instagram profile page. 

WHY IGTV IS EXCITING FOR 

REAL ESTATE 

This is widely viewed as Instagram’s shot at YouTube — and 

for good reason. The big benefit to IGTV is that it keeps your 

followers in one app. 

As a REALTOR ® , IGTV can be one more tool in your toolbox to 

help you achieve your business and growth goals. 

Posting is simple: 

1. Open the Instagram app and go to your feed. 

2. Look to the top right-hand corner and tap the icon that 

looks like an old school TV. 

3. Create your channel by tapping the settings icon. Tap 

“create channel,” read through the description slides, and 

then you’re in! 

4. Upload a video by tapping your profile picture on the 

right-hand side. Then, hit the plus sign to open your video 

library. Only videos between 15 seconds and 10 minutes 

will show up here. 

5. Select the video you want to upload, and add a title and 

description. This is a good opportunity to change the 

cover image that will serve as the video preview. 

6. Tap “post.” Congrats, you posted your first IGTV video! 

The biggest perk is that your audience is already built in. Unlike 

an entirely new video platform, where you’d have to build your 

following from scratch, IGTV ensures that you automatically 


HOW TO 

LEVERAGE 

INSTAGRAM’S 

follow the people on IGTV that you follow on Instagram — so 

your following transfers seamlessly from the Instagram feed to 

the IGTV one. 

IGTV, in it’s current, initial iteration, cannot yet support live 

videos — but the Instagram app itself already does. So, for 

your next listing, you could have a mildly produced video tour 

that you post to IGTV. You could do a live pre-open house tour 

to show off the various features of the home on Instagram 

Stories. And, you could post a slideshow of photos with the 

home’s information on the Instagram feed. That’s three different 

marketing tools, all in one app. 

Best of all, IGTV maintains the interactivity present in Stories and 

your feed: you can heart, comment and share IGTV videos with 

your community. 

As of press date, no timeline has been publicly shared for when 

ads will start to roll out on the IGTV platform, but rest assured, 

they’re coming — and it’ll be yet another way REALTORS ® can 

optimize their Instagram following. 

WHAT KINDS OF CONTENT 

WORK BEST? 

HOW TO OPTIMIZE YOUR INSTAGRAM 

PROFILE FOR IGTV 

IGTV does have a few quirks — but don’t worry, they’re easy to 

navigate. 

1. Only the first two sentences of your Instagram bio will 

show up. So, if your goal is to grow your Instagram 

followers through IGTV, make sure the first two sentences 

of your Instagram bio description are both catchy and 

relevant to your content. 

2. IGTV search utilizes your Instagram “name” (the bolded 

section of your Instagram bio below your profile picture) 

— so why not include the type of content you want to be 

known for there, like Real Estate Investor or Chicago 

Real Estate Broker. You can’t search for video types, so 

take advantage of the name search to set yourself apart 

and make your channel easier to find. 

Like any other tool, it’ll take some time to adjust to a new 

platform and way of sharing your content — but at least this time, 

you won’t have to start your following for scratch. Give IGTV a try, 

and let us know how you’re using it @chicagorealtors. 

IGTV is likely best used for information, rather than sharing your 

day to day. To start, IGTV would be great platform for tutorials 

and FAQs on the homebuying process, team introductions, 

house and neighborhood tours and education. 

loreal_realtor 

Loreal Flowers|Chicago REALTOR 

Real Estate, Chicago, IL 

linktr.ee/loreal_realtor 

VERTICAL: IGTV 

markilemons 

Real Estate Keynote Speaker 


linktr.ee/markilemons 

NEW VIDEO 

mr_chicago_real_estate 

Tom Marcy 


www.multiunitchicago.com 


Thriving in Place: 

What Your Senior Clients Should Know 


The U.S. is set for a massive change in what our population looks 

like. There were more than 43 million Americans aged 65 and 

older in 2012. By 2050, that number will jump to 83 million. As our 

demographics change, the types of clients you work with will 

change along with it. The senior market has different needs than 

say, a millennial first-time homebuyer. You won’t find much success 

taking a one-size-fits-all approach when working with these clients. 

Here are some of the trends in the senior market to better serve this 

growing group of Americans. 

MULTIGENERATIONAL HOUSING 

One of the biggest emerging trends in the senior market is the rise 

of multigenerational housing. One-in-five seniors now live under 

the same roof as someone from a different generation, according 

to the Pew Research Center. In 2016, the amount of Americans in 

multigenerational housing reached its highest level ever, at 64 million. 

That statistic lines up well with the 2018 National Association of 

REALTORS ® Home Buyer and Seller Generational Trends report, 

which looks at who are buying homes and why. In 2017, around 

one-in-five homebuyers over the age of 52 bought a home for the 

purpose of multigenerational living. Adult children moving back 

into the home was one of the biggest reasons why these buyers 

purchased their home. 

When engaging with multigenerational buyers, keep in mind that 

they may have different needs than some of your other senior 

clients, such as: 

• School Districts: Households made up of a grandparent, adult 

child and a grandchild number about 30 million, according 

to Pew. 

• Privacy: Ask how the rooms will be used instead of how many 

bedrooms these buyers are seeking. What is appropriate for a 

young child may shift for an older teen, who may benefit best 

from a finished basement to host their friends. 

• Accessibility: Keep floorplans at the top of your list. 

Accessibility needs may change as the family ages with the 

home. A suite with stairs could be easy for a senior today but 

becomes unusable over time. 

CO-LIVING 

Older Americans are less likely to live alone, reversing a 60-year 

trend. One positive reason: better healthcare has increased life 

expectancy, so people are now more likely to live with their spouse 

than be widowed. The rise of multigenerational housing can also 

explain the trend. 

But an increasing group of seniors see the “Grace and Frankie” 

approach as a more attractive option than living alone, and AARP 

expects this trend to grow as more Baby Boomers retire. Why? 

Studies found older adults living alone are more likely to feel 

financially stressed and socially isolated than with others. More 

than a quarter of American adults over 45 said they would move 

in with a roommate in order to supplement income, according to a 

2014 AARP survey. 

While the buyers in this age range are the most likely to have 

purchased a home before, navigating the homebuying process 

with a pair of unrelated seniors pooling their resources can be 

tricky. Establish clear guidelines on how to communicate and how 

decisions will be made in your first meeting. 

NURSING HOMES AND “AGING IN PLACE” 

Another reason why less seniors are living alone — the steep fall in 

popularity of nursing homes. The share of older Americans living in 

nursing homes dropped by double digits since 1990. 

“Aging in Place” is a term the Centers for Disease Control and 

Prevention uses to describe “the ability to live in one’s own home 

and community safely, independently, and comfortably, regardless 

of age, income, or ability level.” The definition sounds empowering. 

However, studies have found most senior homeowners do not like 

this term at all. 

M ore than half of adults 

over 65 said they’d prefer to 

stay at home with a caretaker 

than go to a nursing home. 

Even though seniors have a higher quality of life and level of 

independence than in decades past, the stigmas around aging 

are well-ingrained in our culture. A survey by Home Advisor found 

respondents doing renovation work that met the CDC definition of 

aging in place refused to call it that. REALTORS ® should follow the 

lead of their client when discussing the concept of aging in place to 

gauge their comfort level. You can add a positive spin to the medical 

term by instead using “Thriving in Place,” a more preferred term. 

SMART TECH 

Forget the stereotype surrounding technology and the elderly. One 

third of seniors who purchased a home in 2017 found their agent 

from the internet. As Silicon Valley has placed a greater emphasis 

on accessibility, technology has become an important tool to help 

seniors maintain their independence. 

Here are some of the tech-enabled finishes that will appeal to this 

segment of your client: 

• Nest Learning Thermostat: This programable thermostat 

changes the temperature based on the time of day and the 

habits of the homeowner. Seniors can benefit by controlling 

the thermostat with their voice or phone, and use sensors to 

turn it off when they are gone to save energy and money. 

• Ring: The ring video doorbell allows homeowners to see, hear 

and speak to someone at their door from a phone or PC, 

which is particularly useful for those choosing to live alone. 

• Wallflower: This smart monitor works to prevent one of the 

leading causes of fires in the U.S.: cooking. Wallflower 

converts any existing stove into an internet-enabled appliance 

that will automatically shut off if it has been on too long. 

As the demographics of your clients change, your skills should 

change along with them. Our REALTORS ® Real Estate School offers 

a Seniors Real Estate Specialist (SRES ® ) designation course, to 

further adapt the needs of the senior market to your practice. 


Structuring Your Business 

Starting a real estate business can be intimidating. Setting your 

business up for success starts by setting up your business. Here are 

some considerations to make before stepping off on your own. 

Define Your Objectives 

Why are you creating your own company instead of working for 

someone else? What will make your brokerage stand apart? Are you 

prepared to walk into a lawyer’s office and set up your company? 

The main differences between them are how commissions are 

handled and how employees are treated for tax implications. 

Traditional brokerages are the most common among REALTORS ® , 

with nearly three-quarters splitting a commission between the agent 

and the brokerage, as of 2015. 100% Commission, a brokerage type 

where agents pay a monthly fee to the brokerage and keep the full 

commission, makes up 1 in 5 brokerages in the country, according to 

2015 NAR data. 

Chicago attorney Adam Wilde, Wilde Law Group, LLC, said having 

these ideas in mind is a great start. 

“The first thing I would recommend is a clear objective of ownership,” 

Wilde said. 

Wilde said a beginning broker should ask themselves if they’re 

looking to establish a sole ownership, develop into a team or have 

employees. 

“A broker should also consider any assets they want to put into the 

business, start-up capital, insurance transfers, account transfers, 

vehicle registration transfers [and] lease assignability (if they have 

their own workspace or office),” he said. 

Types of Brokerage 

Decide if your brokerage structure goes hand-in-hand with your 

objective of ownership. Will your firm franchise or not franchise? 

According to the National Association of REALTORS ® , the vast 

majority of firms in the U.S. are independent and non-franchised. 

NAR breaks down brokerage models into four common categories: 

• Traditional 

• Flat Fee 

• A La Carte 

• 100% Commission 

Traditional and 100% Commission brokerages typically treat agents 

as independent contractors, which affects a brokerage’s tax liability. 

Nearly 86 percent of REALTORS ® affiliated with a firm are treated 

as independent contractors, according to 2017 NAR data. Laws 

vary by state on how agents are classified and what constitutes 

an independent contractor. In Illinois, beginning brokers should 

ensure they’re conforming to the requirements of the Real Estate 

License Act of 2000 and any other laws that apply, like the Fair Labor 

Standards Act. 

Consider Tax Structure 

Speaking of tax classification, your brokerage will have different 

tax liabilities depending on its structure. Some common business 

organizations include limited liability companies (LLCs), corporations 

and S corporations. 

Wilde recommends that REALTORS ® consider setting up their 

business as a single-member LLC. 

“If you’re set up as an LLC, you have the option of electing to be 

treated as an S Corporation for Federal tax purposes,” Wilde said. 

“If you do not elect this option, the default for a single-member LLC 

is to report your taxes as a sole proprietor on Schedule C of your 

personal tax return. Both structures serve as pass-through income 

when considering the new tax laws enacted under the Tax Cuts and 

Jobs Act.”

So, what is a “pass-through?” For qualifying businesses, a corporate 

tax is not levied on its own. Instead, the profits a company earns 

“pass-through to individual owners, and they are taxed for those 

profits as their own individual income,” according to a December 

2017 PBS report. 

“In order to keep a level playing field between corporations and 

pass-through entities, Congress implemented a new Qualified 

Business Income Deduction (QBID) under Section 199A of the Internal 

Revenue Code. This gives certain pass-through entities a 20 [percent] 

deduction based on net taxable income from business operations.” 

Passed in late 2017, the Tax Cuts and Jobs Act lowered tax rates and 

extended some new deductions for small business owners. 

REALTORS ® should seek individual advice to properly project their 

tax liabilities under the new tax law, but there are general implications 

under the new law for brokerages, including in pass-throughs. 

“Congress dropped the C Corporation tax rates from 35 [percent] to 

21 [percent] so corporations will see much higher tax savings,” Wilde 

said. “However, double taxation stills exists [where] the corporation 

pays taxes on its taxable income as well as the income taken by the 

shareholders.” 

Although Tax Day was a few months ago, it’s important to keep 

in mind that the 2017 filing wasn’t affected by the new tax bill. All 

REALTORS ® should meet with their tax specialist early to ensure they 

are compliant and taking full advantage of the changes. 

It is important for new brokerage owners to consult with your own 

attorneys and financial/tax professionals to determine the best fit 

for your business. 

Business Structure Type LLC Corporation S-Corporation 

Pass-Through Entity Yes No Yes 

Limited Liability From Business Debt Yes Yes Yes 

Unlimited Number of Owners Yes Yes No 

Citizenship Required No No Yes 

Business Loss/Profit Appear on Personal Tax Filing Yes No Yes 

Tools/Documents IRS Form 8832 Form 2553 

Type of Entity LLC C-Corporation S-Corporation 

Definition 

Is a pass-through entity. 

Limited financial liability 

to partners, similar to a 

corporation. 

Not a pass-through entity. 

Limited Liability. 

Is subject to corporate 

income tax. 

Is a pass-through entity. 

Limited Liability. 

Is not subject to corporate 

income tax. 

Corporations are considered 

C-Corps unless they elect 

otherwise 

Shareholders are taxed 

based on shareholdings. 

Benefits 

Shields personal assets 

from business liability 

Considerations 

Incomes is reported on 

owner’s individual tax 

return 

Requires separation of 

business and personal 

finances 

Owners pay personal 

income tax on profits 

Business must pay corporate 

income tax 

Dividends distributed at the 

individual level 

Income 

Owners pay personal 

income tax on profits 

All business income/loss is 

passed through to owners 

each year. 

Tools/Documents 

Form 8832 for Entity Classification Election: 

https://www.irs.gov/pub/irs-pdf/f8832.pdf 

Publication 542 is a guide to corporation from the IRS: 

https://www.irs.gov/pub/irs-pdf/p542.pdf 

Requires Form 2553 

from the IRS. 

https://www.irs.gov/pub/ 

irs-pdf/f2553.pdf 


Under All Is The 

Community 

Congratulations to Chicago REALTOR ® Michael LaFargue, a tireless 

neighborhood champion, whose efforts to keep residents connected 

and safer led to being honored as a finalist for the National Association 

of REALTORS ® Good Neighbor Awards. 

Nearly two years after the shooting, REALTOR ® 

Michael LaFargue can barely talk about Judge 

Raymond Myles without breaking down. 

Myles, a Cook County, Ill., jurist and respected 

member of his tight-knit neighborhood, West 

Chesterfield on Chicago’s South Side, was 

murdered outside of his home in early 2017 

during a robbery attempt. If any small comfort can come from this 

tragedy, it’s that one of the 45 or so surveillance cameras the West 

Chesterfield Community Association had installed just months 

before helped police identify the two suspects. Those men are now 

awaiting trial. 

LaFargue, president of WCCA and an associate broker with 

Coldwell Banker Residential, is dogged about protecting and 

growing the neighborhood, which, its tagline proudly notes, is “a 

great place to live and raise a family.” 

Keeping a Watchful Eye 

After an uptick in crime in the neighborhood, LaFargue 

spearheaded the push for community surveillance cameras. 

(Fatefully, Myles was a big supporter of the idea, too.) It’s a 

testament to his reputation that LaFargue was able to secure 

$ 

400 each from about 60 residents for the three-year, $ 25,000 

investment. Community members who paid for the system have 

24-hour access to camera footage from their computers or cell 

phones. Most importantly, they work together to keep each 

other safe. 

“He’s good at pulling people together. It takes a lot to do that, and 

to keep them going on the same mission,” Dr. William T. Briggs Jr., 

chairman of the Red Line Extension Coalition, another of LaFargue’s 

endeavors, said. (More on that later.) 

Take, for example, the morning a resident noticed a suspicious 

person in an alley. He called LaFargue to check the camera feed, 

which showed people breaking into a car. The resident followed the 

perpetrators in his car and then turned over the chase to LaFargue, 

who kept an eye on the suspects (they got a flat tire!) until another 

neighbor—a cop—apprehended them. 

Besides being the community’s eyes and ears, LaFargue, over 

his 12-year WCCA presidency, has overseen block clubs, hosted 

events such as dog walk socials and garden walks, and sponsored 

the annual Curb Appeal awards, in which a WCCA committee picks 

“As president, you’re 

the driver of fundraising 

and getting people to 

knock on doors, and 

making sure message 

gets out there for dues. 

If the president 

doesn’t push, it 

doesn’t get done.” 

—MICHAEL LAFARGUE 


the home with the nicest curb appeal, designating the accolade with 

a yard sign. “That program keeps people involved in the community; 

they take pride in [where they live], and it maybe sets up a little 

friendly competition,” LaFargue said. 

As a real estate professional, he has a unique perspective on the 

community, notes CeCe Edwards, who works with LaFargue on 

a parks group. “He’s not cloistered. He sees the bigger vision,” 

Edwards said. And that vision includes property value. “He’s a big 

proponent of [the community’s] involvement in neighborhood 

schools, whose quality directly affects property values,” 

Alonzo Anderson said, a vice president of WCCA who was also 

instrumental in bringing in the cameras. 

To that end, LaFargue organizes career days and toy drives for 

students, and he encourages school council members to join 

community associations like WCCA to create a vibrant circle of 

participation and connection. 

Leading by Example 

LaFargue is also president of the Red Line Extension Coalition, a 

group of about 27 grassroots community associations he brought 

together to help drive the $ 2 billion, 5.3-mile expansion of one of 

Chicago’s rail transit routes to the far South Side. This would give 

people in underserved areas easier access to jobs, schools, worship, 

and recreation. The group keeps up steady pressure on legislators 

and city planners while galvanizing the community to make their 

voices heard. The project depends in part on federal funding, which 

hasn’t yet been approved. 

“As president, you’re the driver of fundraising and getting people to 

knock on doors, and making sure message gets out there for dues. 

If the president doesn’t push, it doesn’t get done,” LaFargue said. 

Meanwhile, as chairman of the 95 th Street Panel Development 

Committee, LaFargue is also actively shepherding development 

in the low-income area around the 95 th Street Red Line station, 

the transit line’s current terminus on the South Side. Phase 1 of the 

development is finished, and the much-needed $ 280 million rehab of 

the transit station will be complete in 2019. 

Balancing Act 

How does he run a full-time real estate business and dedicate 

himself to community activism at such an intense level—more than 

1,000 hours in 2017 alone? LaFargue doesn’t have a secret system in 

place: “I burn the midnight oil. I’ll get stuff done at midnight or 4 a.m.,” 

he said. “I joined these community organizations selfishly—maybe 

I’ll generate some real estate business from them—but it went the 

opposite way.” He’s had to forgo deals because of his commitments. 

He’s had to limit his vacation time, too. One year, LaFargue and his 

wife were heading to Michigan for the Labor Day weekend when 

the mayor’s office called, asking him to represent his community 

development agenda at a 95 th Street station press conference 

that day. Postponing the vacation, LaFargue quickly put together 

a speech to stress that the community is looking for quality-oflife 

development around the station. “We want good business 

neighbors,” he said. 

“Sometimes, he’s overstretching himself, but that’s his passion—this 

community,” Anderson said. “Anything he sees that will help this 

community, he gets involved.” 

Christina Hoffmann 

Content Manager, 

HouseLogic.com 

Reprinted from REALTOR ® Magazine by permission of the 

National Association of REALTORS ® . Copyright 2018. All rights reserved. 


How to Stand Out as a 

PROPERTY 

MANAGER 

We sat down with Chris Pezza, Miller Chicago LLC, and picked 

his brain on property management tips for beginners and 

veterans alike. He’s a tried-and-true property manager with so 

many nuggets of advice, we didn’t want to leave anything out! 

Why should you care about perfecting your property 

management practice? Not only will it save you money, it 

will improve your relationships with your tenants and with 

your network. 

DEVELOP A SMART 

BUSINESS STRATEGY 

Own and manage like you’ll own and manage your property 

forever; if you’re a third-party manager this mindset is essential 

to establishing a proactive, profitable property management 

business strategy. 

Formalize your systems and processes, and take advantage 

of CAR’s forms and contracts page! Many of those forms are 

offered for free, a unique benefit to our association. 

KNOW LEGISLATION 

The single most important document to any property manager 

is the Chicago Residential Landlord and Tenant Ordinance 

(RLTO). As one of the strictest in the country, all property 

managers should be well-versed. You should establish a good 

relationship with a landlord attorney— not to be mistaken for a 

real estate attorney who does not know RLTO. 

Next, know local. If you own properties in Evanston, your 

regulations will differ from your properties in Chicago. Stay 

aware of these differences and how frequently they change. 

A great way to stay up-to-date on legislation is to attend 

CAR’s monthly Coffee with Your GADs events; they’re free 

for members! 

KNOW YOUR PROPERTY 

A stellar property manager must know their properties inside 

and out. Visit your property with a checklist (even tried-and-true 

managers can forget things!) and an inspector. Eyeball it top-tobottom 

and take inventory of the state of the roof, siding or brick, 

the windows, the foundation, etc. 

You should also know your building types, from condos, to twoflats, 

to courtyard buildings, to 4+1, to skyscrapers and so on. The 

type of building offers an insight into where it fits in Chicago’s 

history and, most importantly, will tell you how your property 

will run and what sort of attention it’ll need. For example, 

maintaining a stable foundation is crucial to managing a 4+1, 

while maintaining an elevator is more important in a skyscraper. 

And, if you know your legislation, you know that due to life 

safety, Chicago has a heat ordinance. Know what type of 

heating system your building has (HVAC versus boiler) and 

what condition it is in. The safety of your tenants depends on it! 

BUDGET WISELY 

When it comes to smart budgeting, research your fixed costs 

first. These are insurance, taxes, water bills and more. From 

there, you can budget for your variable costs (roof leaks, boiler 

repairs and replacements, plumbing emergencies) which often 

hurt the most. Look up benchmarking resources and talk to 


other real estate professionals. Other property managers love 

talking about this and trading “war stories,” so take advantage of 

this community of experience. 

Whether you’re managing the properties you own or you’re 

a third-party manager, maintain a proactive calendar and a 

proactive attitude. There should be no cutting corners, because 

it’ll just cost more in the long run. 

For example, if you know the heating systems in your property 

need to be inspected and maintained each September, mark it 

into your calendar and budget for the possibility of extensive 

repairs. If you know the boiler in your property is going on 

eleven years, you may need to prepare for the possibility of 

replacing it soon. 

COMMUNICATE WITH OWNERS 

When you communicate with owners, do so with solutions and 

action plans, and always contact the owners ahead of time. 

If you know the courtyard building you manage for an owner 

has a twenty-year-old roof, you should budget for possible 

repairs as age and weather take their toll. 

Let’s say the roof has a leak. A proactive property manager 

alerts the owner not only about the reported leak, but also 

includes two quotes they’ve collected from contractors and 

their recommended course of action. This is a defining quality 

in an excellent property manager and is sure to maintain the 

trust of the owner. 

COMMUNICATE WITH TENANTS 

Working with tenants is one of the biggest challenges of 

property management. Keep in mind that tenants don’t get 

mad when stuff breaks; they get mad when they feel like their 

landlord doesn’t care. 

If you get a maintenance request because the refrigerator 

has broken down in one of your units, respond with empathy 

and as much information you can provide. If it needs to be 

replaced, tell the tenant a fridge typically takes three days to 

come in and that you advise they limit how frequently they 

open it in the meantime. Assure them this ticket is a priority. 

manager among tenants increase, the relationship with the 

people living in your properties will remain positive and 

stress-free. 

HONE YOUR KNOWLEDGE 

Stay on top of managing properties in Chicago. As a property 

manager, no matter your experience, the wisest are always 

honing their knowledge. Attend property management forums 

and Coffee with Your GADs, and be sure to take classes to stay 

up-to-date. 

The classes offered at REALTORS ® Real Estate School cover 

topics like running numbers on multi-units for investors, the 

pros and cons of incorporating, common mistakes to avoid 

and much more. Dive into everything in the business when 

you sign up for one of these. 

UPCOMING CLASSES 

ESSENTIALS OF PROPERTY MANAGEMENT 

6 Hours Elective CE 

October 16-17 

Instructor: Taft West 

PROPERTY MANAGEMENT 101 

3 Hours Elective CE 

December 12 

Instructor: Chris Pezza 

OTHER COURSES – 3 HOURS 

ELECTIVE CE 

• COMMERCIAL LEASING 101 | October 22 

• DOWNTOWN COMMERCIAL PROPERTY 

MANAGEMENT | October 22 

• HOW TO ANALYZE & UNDERWRITE MULTI-UNIT 

& MIXED-USE PROPERTIES | November 6 

• PROPERTY MANAGEMENT & MANAGING RISK | TBD 

• UNDERSTANDING 1031 TAX-FREE EXCHANGES | TBD 

Register at ChicagoREALTOR.com/Education 

Responding with care makes you appear transparent and 

trustworthy, and not only will your credibility as a property 


Your Brokerage’s 

Greatest Risk for 

Cyber Crime: You 

Last year, more than 143 million people 

had their data exposed by a data 

breach perpetrated against Equifax. 

Cybercrimes against large corporations 

such as Target or The Home Depot are 

top news stories. However, hackers are 

far more likely to target small businesses 

like your brokerage. In fact, companies 

with fewer than 250 employees are the 

most targeted by hackers, according to 

a report from Symantec. 

Because of the nature of the job, REALTORS ® are often on-the-go, 

using a personal phone and public Wi-Fi network, putting you and 

your clients at a much higher risk of exposure. 

As REALTORS ® , you’re trusted by your clients with sensitive 

information, such as Social Security numbers, bank account 

information and drivers’ license numbers. While you’re collecting 

this data for credit checks or mortgage documents, you’re also 

opening your clients up to irrevocable damage if it ends up in the 

wrong hands. 

Though there aren’t federal laws on data breaches that specifically 

apply to brokerages, there are laws in many states, including 

Illinois. State law requires companies to notify clients of a security 

breach and to encrypt or destroy client data companies collect. 

Yet, a survey by Manta found 1 in 3 small businesses have no type 

of cyber protections, including encryption, antivirus software or 

firewalls in place. If your brokerage does not have a data security 

program in place, the Federal Trade Commission has five simple 

principles to keep in mind: 

• Take Stock – Ensure you know what personal information 

you have on file. 

• Scale Down – Don’t hold onto data you no longer need. 

• Lock It – Secure the data your business needs. 

• Pitch It – Get rid of data you don’t need. 

• Plan Ahead – Create a data security plan. 

Given how destructive hacking can be, cybersecurity insurance is 

becoming more popular. Cybersecurity business insurance typically 

has a high premium, but can work to recover costs caused by a data 

breach. Here’s how you can lessen your risk of a security breach: 

• Back up old emails: Criminals can use keywords from old 

emails you sent five years ago against you. If you need to 

hold on to older emails, consider storing them in an 

external hard drive you store off network. Your office should 

have a document retention and destruction policy – be sure 

you’re acting accordingly! 

• Use a Password Manager: Everything requires a 

password now. As tempting as it is to use the same 

password for everything, recall recent hacks from Best Buy 

and MyFitnessPal which exposed logins and passwords for 

their sites. With tens of millions of records exposed, you 

may not even know that your password for another site is 

easily accessible on the web. That’s why a password 

manager, a service that securely stores complex 

passwords for many sites, is so useful. Many password 

managers offer a yearly subscription plan that typically 

costs less than $ 30. 

• Educate Staff: Hackers only need one click on a fraudulent 

link to gain access to your entire company’s network. 

Managing Brokers should reiterate the importance of being 

vigilant and using good judgement online for all staff. 

• Hire an IT adviser: Given Illinois’ data laws, brokerages 

should ensure they are compliant and safeguarded against 

possible exposure. For a smaller brokerage, using an IT 

adviser may be a more affordable option than hiring 

someone full time. An advisor can set up a security plan 

and perform maintenance monthly, as needed. 

• Check to See If You’re the Victim of a Breach: You can 

type your email address into HaveIBeenPwned.com, a 

website created by a software developer that checks your 

account against publicly shared data by hackers. 


Matt Farrell’s 

Security Tips 

As the managing broker of Urban Real Estate, Matt Farrell 

is well-versed in helping maintain data security. Here are a 

few of his tips! 

ENCRYPT IT 

Always make sure that your data at rest is encrypted. This 

means, anything you save on your computer’s hard drive, a 

portable hard drive or USB thumb drive should be encrypted. 

Windows 10 Professional includes BitLocker, which can 

encrypt your files for you. This also makes it safer when you 

“retire” your computer, as even deleted files remain encrypted. 

PROTECT YOUR CLIENTS AGAINST 

REAL ESTATE CYBER CRIME 

A growing scam among hackers is real estate wire fraud, which has 

cost consumers over $ 5 billion in financial losses from real estate 

wire fraud since 2013, according to FBI statistics. 

In this scam, hackers send an email to a buyer about to close on 

a home with fake wiring instructions. The perpetrators pose as a 

real estate attorney, seller, representative of the title company or 

other trustee to trick buyers into wiring away their savings – and 

technology has allowed this scam to flourish. 

One way scammers can accomplish this impersonation is through 

email spoofing. Spoofing allows a scammer to forge an email 

address to make it appear that it’s coming from a colleague or 

client. These criminals can gain access to your company’s network 

and send an email posing as you if anyone in your office clicks a 

malicious link. 

Another less technical way crooks can fool you is by creating 

an email address that is one letter off from the legitimate one, 

i.e. “@ChicagoRELATOR.com,” which can be difficult to spot at 

first glance. 

If you or a client clicks through a spoofed email, sophisticated 

criminals could gain access to company letterhead and forged 

signatures to make their bogus wire instructions appear more 

legitimate. The best way to prevent your clients from becoming the 

victim of wire fraud is by educating them early. Wire instructions 

rarely change, so tell your clients to always confirm by calling you 

and the title company before wiring any amount. If instructions do 

change, they won’t come without a phone call first. 

More and more of our personal data is being used online every 

day. News stories detailing hundreds of millions of stolen records 

continue to grow, not dissipate, so it’s critical for you to ensure you 

and your clients are protected against costly cybercrime. 

Access a variety of REALTOR ® safety 

resources at ChicagoREALTOR.com 

It is also important that any cloud provider you use for online 

storage is also encrypting their stored data (not just encrypting 

the connection). At Urban Real Estate, we have an Enterprise 

Box account with our own encryption key, so even if Box were 

to get hacked, the data they have stored is useless, as only we 

retain the key to unlock it. Box also has an easy integration into 

DocuSign, so a contract residing in the Box cloud can be sent 

for signature, and upon execution, immediately updates the 

Box folder with the completed document. 

MULTI-FACTOR AUTHENTICATION 

Only use services that allow for multi-factor authentication, 

and make sure you enable this! This means there will be 

at least two methods required for any new login. Banks 

often use this to text you a security code that you must 

use in addition to your password, so that if your password 

is ever stolen, that hacker would also need your phone. 

Some of the services you use already allow for multi-factor 

authentication, including Google Gmail, Office 365 (requires 

administrator to enable), Dropbox and Box. To really help 

lock things down, consider purchasing a YubiKey, which 

is a physical USB key that acts as that second form of 

authentication. Services like Dropbox have integrated the 

YubiKey into their services. 

USE A VPN 

If you are going to use a public Wi-Fi network, such as at your 

hotel, airport or favorite coffee chain, then you should just 

assume everything you are doing can be seen and captured. 

A virtual private network (VPN) creates a secure & encrypted 

tunnel between your computer and your VPN provider’s 

server. All of the data that you transfer on this public network 

when using a VPN will be routed through your VPN provider 

and is encrypted end-to-end. A very user-friendly solution is 

NordVPN. www.PrivateInterenetAccess.com, is less userfriendly, 

but one of the best solutions, with servers all over 

the country and the globe to keep your speed from slowing 

down (a common VPN side-effect). Dashlane is an excellent 

password manager that also offers a VPN service to their 

premium subscribers. 


Managing Broker 

HOW TO SET 

REALISTIC GOALS 

AND EXPECTATIONS 

FOR YOUR BUSINESS 

Author: Mike McElroy, Center Coast Realty 

Real estate agents, particularly ones new to the industry, love to 

set big audacious goals without putting together a roadmap to 

accomplish them. They often want the result of hitting a goal...but 

the real question is, do they want the result more than the time, 

energy and money they’re going to have to trade in order to get it? 

Problem is, it’s impossible to know the answer to that question 

without doing some further analysis. When a bright-eyed, bushytailed 

agent comes to you with an ambitious goal, you don’t want 

be the manager who tells them they can’t do it. As a coach, you 

want to empower your agents to push themselves. So, take a 

As a coach, you 

want to empower 

your agents to 

push themselves. 

positive approach, like, “Awesome! While that may be a lot more 

than a typical first-year broker makes, it’s definitely possible, so 

let’s talk about what you need to do to make it happen.” 

Then, map out exactly what steps the agent will need to take to 

hit that goal. There’s a simple process you can follow, with two 

possible results: 

1. When you’re done, the broker will have a clear, actionable 

path to follow to hit their goals and take steps to follow it, or 

2. The broker sees how much work it will take to realize their 

goal and adjusts their expectations accordingly. 

You can now re-work this path to lead to their new goals. 

Set big goals. 

Start by setting a big goal for the end of the calendar year. One 

goal for the year is preferable, and I would suggest no more 

than three. More importantly, your goals need to be SMART — 

you’ve probably heard this acronym before. It stands for Specific, 

Measurable, Achievable, Relevant and Time-bound. 

Why are SMART goals important? Because if your goal isn’t 

SMART, there’s no way to tell if you actually accomplished it! Or, 

it might be the wrong goal — one that doesn’t lead to real success. 

Here’s an example of a goal that is not SMART: “I want to focus 

more on social media.” Have you heard that one before? Let’s see 

how it holds up to the SMART goal test: 

• Is it specific? Is it measurable? No. 

• Is it achievable? Is it relevant? There’s no way to tell. 

• Is it time-bound? Sure isn’t. 

Now here’s a SMART goal for a REALTOR ® that meets all the 

criteria: “I will increase my listing presentation closing ratio from 

40 percent in 2018 to 60 percent in 2019.” 

For the rest of our example, let’s use a simpler SMART goal: 

“I want to earn $ 150,000 after expenses in 2019.” This is a big goal, 

especially for a new agent. While a goal like this can potentially 

lead to frustration and burnout if not planned and worked for 

properly, it can also lead to, well, $ 150k in earnings. 


Take the SMART goal criteria into consideration: 

• Is it specific? Yes, we’re talking about $ 150,000 after 

expenses. 

• Is it measurable? Yes, we have a clearly-defined amount. 

• It is time-bound? Yes, we have a due date at the end of 

the year. 

We’re off to a good start. 

Tie these sales goals to daily 

action plans. 

Help the agent determine what actions every single day that will 

generate those leads. Door knocking? Cold calling? Open houses? 

Whatever the method, the agent needs to establish a good 

understanding of how much time or money they need to spend in 

order to hit their sales goals. 

Let’s now ask if this goal is Relevant. This is an important 

question to ask. Why does the agent want to make $ 150k? What 

will that amount of money allow them to do - provide for family? 

Pay off loans? Invest in the future of their business? If so, what 

does that future look like? Many agents fail to hit their goals 

because haven’t truly bought in. Do not skip this step. 

After you’ve walked through these four steps, it’s up the agent 

to decide if this goal is attainable. Now that your agent sees the 

entire process drawn out and they understand what they’ll have 

to do in order to hit their goals, ask them how they feel. Is this 

something they can commit to, and with your help, can they hold 

themselves accountable? 

Finally, is this goal attainable? Let’s find out. 

Break down the metrics. 

Now it’s time to work backward from our goal. The idea is 

to keep breaking the Big Goal into smaller goals until it’s 

completely within a broker’s control. This step can be a bit of 

work, so hang in there. 

If yes, congratulations, you’ve got a new key player on your team. 

If not, it’s worth going back to the drawing board and coming up 

with a more realistic goal that will set them up for success within 

their reach. 

If an agent wants to make $ 150,000, factoring in the agent’s 

expenses, how much gross commission will the agent need to 

bring in to earn that? Let’s say that number is $ 220,000. You then 

need to break that down into the number of buyers, sellers, and 

renters it will take to generate $ 220k worth of GCI. 

Let’s look at it in terms of listings. Based on what your brokerage 

charges sellers for commission, and your average sales per listing, 

you determine that it will take 22 transactions to generate $ 220K 

worth of GCI. Now we are starting to set some more manageable 

goals, but we’re not done yet. You can’t just step outside and 

pick a person out in a crowd to sell their house. You need to keep 

working backwards. 

If they need to close 14 seller transactions, how many listing 

agreements get signed? How many listing appointments will it take 

to get to that number of listing agreements? How many listing leads 

will the agent need to generate to get the necessary amount of 

listing appointments? 

If this sounds like a lot of work, it is. Software helps. Now would be 

a great time to dust off your Excel chops. At Center Coast, we’ve 

developed a tool that allows our agents to punch in some basic 

goals and assumptions. The tool then spits out a sales and marketing 

plan for the entire year and syncs with our CRM to measure results. 

Set micro sales goals. 

Once you’ve broken down the metrics and understand the 

conversion rates between each of those metrics, setting micro 

sales goals is easy. Let’s say that in order to close 14 seller 

transactions, they need to generate 200 seller leads over the 

course of the year. We can now set micro sales goals of 4 sellers 

leads per week. 


OBAMA PRESIDENTIAL CENTER 

EXPLORING 

SOUTH SHORE, 

WOODLAWN and 

JACKSON PARK 

With its prime access to Lake Michigan, a rare collection of historic 

housing and $ 1 billion in hands-on development from some of 

the most influential architects of the last century, South Shore, 

Woodlawn and the Jackson Park Highlands have a lot to offer. 

Throughout history, these neighborhoods have experienced 

massive waves of development and international interest. And, 

due to historical racially-motivated discrimination and economic 

distress, the area has been hit harder by challenges, such as the 

2008 financial crisis. 

Today, South Shore, Woodlawn and the Jackson Park Highlands 

are in the midst of a renaissance. With housing values and 

populations back on the rise, and so many high-profile 


Image courtesy The Obama Foundation. 

developments in the works, it shouldn’t 

come as a surprise that Woodlawn was 

named 2016 Neighborhood of the Year by 

Curbed Chicago. 

Jackson Park 

It’s impossible to talk about this area 

without first acknowledging the World’s 

Columbian Exposition, because many of 

the local jewels were first developed for 

the fair. Around 125 years ago, Jackson 

Park was selected as the site that would 

introduce the world to Chicago. 

Jackson Park 

Highlands 

The Jackson Park Highlands is one 

great example of the lasting investment 

from the world’s fair. This 16-square 

block area within South Shore is home 

to rare, historic manor homes built as 

a showcase for the fair. Since 2015, the 

enclave of lavish Spanish Colonials, 

stately Tudors, uncommon Colonial 

Revivals and rustic French Provincials, 

has seen a spike in median sales price 

and home sales since 2015. 

Garden of the 

Phoenix 

Though most of the original ornate 

buildings are long gone, visitors to 

Jackson Park can still enjoy the Garden of 

the Phoenix, Japan’s contribution to the 

fair on Wooded Island. Featuring bonsai, 

arched bridges and intricate lantern 

posts, the island is a living time capsule. 

The garden was so inspiring to artist 

Yoko Ono that she recently installed her 

only permanent art installation in North 

America there. 

The Museum 

of Science and 

Industry 

The Museum of Science and Industry is 

another Jackson Park treasure, one of the 

only exhibition halls still standing. The 

museum, which has ample underground 

parking and several free admission days 

for Chicago residents, is known as the 

largest science center in the Western 

Hemisphere. 

Nearly 125 years later, Jackson Park was 

chosen as the site of a new massive 

international attraction— President Barack 

Obama chose the site as host of his 

presidential library. Once approved and 

completed in 2021, the $ 500 million-plus 

development will include tens of millions 

in infrastructure improvements for the 

surrounding area, along with a rush of 

tourists and others eager to capitalize on 

the area’s attention. 

The Midway & 

Development 

The boundary separating Woodlawn 

and Hyde Park is gorgeous, unique and 

another relic of the world’s fair. The 

Midway Plaisance, or the Midway, is a 

rambling collection of monuments, an ice 

rink, ball fields and gardens bordering the 

University of Chicago. 

Woodlawn is slowly becoming home for 

U. of C. students. 

In January, the university announced 

a major push for students in the 

neighborhood, announcing a $ 450 millionplus 

residential hall off 61 st Street. The 

Woodlawn Residential Hall is expected 

to house 1,300 students when it opens 

in 2020. 

Photo by Getty Images. 

Called the White City, the fair’s worldrenowned 

designers spent about $ 1.2 

billion in today’s dollars to construct 

their vision of a perfect miniature city. A 

swarm of new construction came to the 

surrounding Woodlawn and South Shore, 

as eager investors came to cash in on the 

international attention. 

THE MUSEUM OF SCIENCE AND INDUSTRY


Photo courtesy The Obama Foundation. 

Just a few blocks away, on 63 rd Street, 

hungry undergrads will find newer indie 

cafés like Robust Coffee Lounge and 

Daley’s Restaurant. 

Daley’s 

Restaurant 

Daley’s holds an amazing distinction 

as Chicago’s oldest restaurant, which 

first opened its doors in 1892 — a year 

before the world’s fair. Just as much of 

South Shore and Woodlawn, the historic 

soul food spot is also experiencing 

revitalization. The restaurant is moving 

across the street to its new location as 

part of a $ 30 million development called 

Woodlawn Station, expected to be 

completed this fall. 

Getting Around 

Located at the entrance of the Cottage 

Grove Green Line CTA station, Woodlawn 

Station adds 70 mixed-income units and 

15,000 square feet of retail space and 

off-street parking. Also in the works: CTA 

announced last year that the Cottage 

Grove stop would receive a multi-milliondollar 

facelift to improve the station. 

This may help boost the Walk Score for 

South Shore and Woodlawn which rank 

lower than other neighborhoods. But its 

location, nestled between I-90 to the 

west and Lake Shore Drive to the east, 

make bus travel and driving convenient. 

And the proposed major investments like 

the Obama Center is expected to bring 

tens of millions in roadway upgrades. 

71 st Street 

Corridor 

Along the 71 st corridor brings another 

example of urban renewal. South Shore 

was dealt a loss with the closure of 

Dominick’s grocery store, which has 

remained vacant since 2013. The loss 

classified the area as a food desert. 

But another grocer, Shop & Save, filed 

paperwork with the city earlier this year to 

move into the space. The business corridor 

is still home to an eclectic mix of familyowned 

barbershops and restaurants, and 

larger retail chains such as Walgreens. 

One such restaurant, Italian Fiesta Pizzeria 

on 71 st , is one of the oldest in Chicago. 

Its cheesy, thin-crust pies are a favorite 

of Michelle Obama’s, who flew in Italian 

Fiesta’s owners to serve pizza during the 

2008 inauguration. A few streets down 

hides Majani Restaurant, an intimate, 

soulful vegan dining option. Highlights 

include the divine BBQ cauliflower and 

the savory sweet potato cookie. 

Another local gem is Chicken Wings 

Around the World, on 75 th Street, which 

offers an almost shocking number of 

flavors to choose from. The adventurous 

type should try their famous taffy 

grapes, the restaurant’s spin on a candy 

apple. And no trip to the area would be 

complete without a stop at the original 

A.P. Deli on East 75 th , home to Chicago’s 

best corned beef sandwich. 

South Shore 

Cultural Center 

Another prime example of rich history 

and rebirth of the area is the South 

Shore Cultural Center, off 71 st Street. 

The site started out as the South Shore 

Country Club in 1905 and was designed 

in a Mediterranean Revival style. For the 

club’s entire 68-year history, membership 

was not extended to African Americans. 

The club folded in 1973 and the building 

was sold to the city in 1975, where it has 

flourished as a cultural center. Today, 

membership is open to all. The center 

offers beach access, horse stables and 

even classes for children and adults. 

The building’s palatial ballrooms have 

been preserved and serves as a popular 

wedding spot. 

The center is also the site of a major 

investment. In 2016, golf pro Tiger Woods 

announced plans to revitalize the century 

old Jackson Park and South Shore golf 

courses into one suitable to host a PGA 

tournament, a $ 30 million project. The 

proposed refresh would also include tens 

of millions in infrastructure upgrades to 

improve the surrounding roadways. Once 

approved, the course is projected to be 

completed around the same time as the 

Obama center. 


RAINBOW BEACH 

SOUTH SHORE CULTURAL CENTER 

Rainbow Beach 

Nearby Rainbow Beach, on East 75 th 

Street, is home to expansive views of 

the city skyline and a surprisingly vivid 

ecosystem of native rare plants like the 

prickly pear cactus, perfect for an early 

autumn nature walk. There’s even been a 

bald eagle nesting recently spotted along 

the 60-acre shoreline. 

Housing 

Median sales prices for the combined 

Woodlawn, South Shore and Jackson 

Park Highlands have steadily increased 

since the 2016 announcement of the 

Obama center, while average market time 

has steadily decreased from its February 

2017 peak. It’s not too late for investors to 

get into the market. The sales price in the 

combined area is substantially lower than 

the city of Chicago average. One possible 

explanation — population loss. 

another reason why investors and potential 

homebuyers can get the most bang for 

their buck, especially compared to other 

areas nearby. 

Replacing 

Vacancies 

This renewal is starting to take hold 

commercially as well. Local businesswoman 

Alisa Starks is working to convert 

a blighted bank building on South Jeffrey 

Boulevard into an entertainment complex 

that would include a dine-in movie 

theater, a restaurant and a bowling alley 

by May 2019, according to the Tribune. 

The Strand Hotel, one of the oldest 

buildings in Woodlawn and former jazz 

Photos courtesy Felicia Yonter. 

haven was recently rehabilitated with 

a $ 23 million investment to convert the 

building into apartments. 

Neighborhood advocates say the 

investment boom and development of 

the north side must eventually work its 

way south. With hundreds of millions 

in development flooding the area, it 

seems that many can see the value in the 

area. But if South Shore, Woodlawn and 

Jackson Park do boom, it will not be the 

first time. 

Photo courtesy The Obama Foundation. 


At its peak in 1960, more than 80,000 

people lived in Woodlawn. About 25,000 

people call Woodlawn home today. South 

Shore, while larger, also lost a significant 

number of residents in the 1970s. In fact, 

no community across the city lost as 

many downtown jobs as the South Shore 

between 2010 and 2014, as reported by 

the Chicago Tribune. 

As developers and community organizations 

debate over density in other neighborhoods, 

the large, varied housing inventory is

www.ChicagoREALTOR.com/YPN 

Last autumn we brought you the scoop on all the design trends 

for 2018. Here’s what to look forward to in the year ahead, 

from our YPN breakfast panelists Dan Rak, Dan Rak Design, 

and Brynn Olson, Brynn Olson Design Group. 

2019 Design 

Brynn 

Dan 

Trends. 

kitchen updates 

ONYX 

Benjamin Moore 

WHITE DOVE 

Benjamin Moore 

1. 

2. 

3. 

Top Producer Market Trends 

and Observations 

Six Chicago REALTORS ® met at Prime & Provisions 

over the summer, in conjunction with Modern Luxury 

Chicago Men’s Book, to discuss trends in the luxury 

market. Sam Jenkins, Compass Real Estate, Jason 

O’Beirne, Jameson Sotheby’s International Realty, 

Joanne Nemerovski, Compass Real Estate, Bruce 

Glazer, @properties, Owen Duffy, Fulton Grace Realty 

and CAR president Rebecca Thomson, Thomson 

Real Estate Group, offered their takes on the market, 

the amenity race, marketing and more! 

BUYERS WANT AMENITIES 

Joanne Nemerovski noted that in luxury condo 

developments, buildings are putting in incredible 

amenities such as a virtual golf course, sprawling 

dog runs and health clubs. “I think they are having to 

compete with some of these rental buildings,” she said. “When you walk 

into some of these rental buildings, you feel like you’re on vacation.” 

Owen Duffy is seeing demand for higher end amenities in market rate 

condos. “Whereas two or three years ago, smart home technology was 

more of a wish or a want, I’m definitely seeing buyers viewing this as 

an expectation — at all price points,” he said. In particular, he predicts 

electric car chargers will rise to the top of many buyers’ wishlists within 

the next five years. 

Sam Jenkins observed that buyers are no longer accepting anything 

but top-of-the-line finishes for homes in their neighborhoods, something 

he said developers need to be aware of. “The demand for finishes 

has changed dramatically post-recession,” he said. 

CAR president Rebecca Thomson, Thomson Real Estate Group, Owen Duffy, Fulton Grace Realty , Bruce Glazer, @properties, 

Joanne Nemerovski, Compass Real Estate, Jason O’Beirne, Jameson Sotheby’s International Realty, and Sam Jenkins, 

Compass Real Estate. 

to seller demand. “People who are selling their home want an agent 

who has a following on social media and we’re seeing that more and 

more,” he said. 

Perception is reality, so building a large following communicates value 

to potential clients. 

DON’T IGNORE YOUR NETWORK 

O’Beirne noted the importance of knowing where your network is, 

as sometimes, where a bar is opening or where younger people are 

moving can be lucrative trend indicators. “If you hung out in Bucktown 

with residents, they would tell you that’s where you should invest your 

money,” he said. “But it took ten years before big money figured that 

out because they followed financial studies or Crain’s reports.” 

Rebecca Thomson asked the panel if the competition between buildings 

to provide the best amenities could potentially price out potential buyers 

unwilling to accept higher assessments that come with such amenities. 

Duffy said other REALTORS ® are a valuable resource towards helping 

him stay up to date. “We have an absolute army of real estate agents 

out there.” 

Nemerovski said one building, No. 9 Walton, took a different approach 

to those concerns. “Nobody said, ‘This is a great value,’” she said. 

“They’re saying ‘This is the highest quality and the best amenities, and 

we have an unbelievable building. If you can afford it, come be part of it.” 

Jason O’Beirne said in a softening market, a home with middle of the 

road finishes and amenities are not attractive to many buyers, making 

it very hard to control pricing. “The big takeaway I had when I was in 

real estate in 2008-2009 was, don’t get stuck in the middle. Either be 

minimalist and price accordingly, or be ultra luxury.” 

COMMUNICATE YOUR WORTH 

Duffy said many in the industry are seeing value in growing their follower 

counts on Instagram, LinkedIn and Facebook in response 

Bruce Glazer uses social media as more than a marketing tool. Glazer 

said he’s a member of many smaller neighborhood Facebook Groups 

to help gain a more a local perspective. 

Glazer also leverages technology to stay in front of clients and retain 

his business. Glazer said he uses a CRM called Follow Up Boss, 

especially useful for a feature that automatically sends short replies to 

messages from clients. 

“These days, when people click on a property that they’re interested in, 

they want a reaction from the broker right away,” he said. 

For digital tools REALTORS ® can use to maintain their book of business, 

visit ChicagoREALTOR.com. 


Special Advertising Section 

INDUSTRYPARTNERS 

Women’s Council of REALTORS ® — 

Chicago (WCR-Chicago) 

In 1938, 37 women formed the Women’s 

Council. It’s amazing how influential 

the Council has become. Today, it’s the 

nation’s 12 th largest women’s professional 

organization! The Chicago Network has had 

an exciting first half of 2018, and our top goal 

is to continue the work of those 37 women 

— to be inclusive, to identify new leaders 

and to create a thriving referral network. 

On September 20 th at “Hammer Time,” we 

held elections and hosted a developers’ 

panel at Prime and Provisions. In November, 

we’ll join with YPN to host “Casino Royale.” 

Our installation will be the second week of 

December — which you must not miss! We’re 

so very grateful to our members, sponsors 

and strategic partners for supporting us! 

Veterans Association of Real 

Estate Professionals (VAREP) 

VAREP has had an exciting 2018! We’re 

actively lobbying for veterans to be a 

protected class in the Federal Fair Housing 

Act to protect against discrimination. We’ve 

hosted two successful “Lunch & Learns” 

about the VA Home Loan process and how 

to work with your veteran clients. In May, 

our board attended the VAREP National 

Policy Conference to lobby for veterans and 

their residential real estate rights. We were 

also excited to partner with Chicago’s WCR 

chapter for a summer event, celebrating 

women successful in male-dominated 

fields. Our board member, Brande Hampton, 

discussed her Navy experience and 

successful real estate agent work. We have 

much more coming — and we hope to see 

you at our next events! 

National Association of Gay & 

Lesbian Real Estate Professionals 

(NAGLREP) 

June is our favorite month of the year — as 

it combines National Homeownership AND 

LGBT Pride Months! We participated in 

countless Pride marches along with major 

events hosted by HUD, Freddie Mac and 

Fannie Mae. 

Next year marks the 50-year anniversary of 

Stonewall, and it’s critical for us to understand 

that the Federal Fair Housing law still does 

not include LGBT community protections. 

The economic power of the LGBT community 

can’t be overstated. With $ 940 billion in 

annual buying power and $ 1.7 trillion in 

economic input from the community, it’s time 

to take a greater look at the LGBT community 

of home buyers, sellers, and renters. Stay 

tuned for more from NAGLREP Chicago! 

The National Association 

of Hispanic Real Estate 

Professionals ® (NAHREP) Chicago 

NAHREP Chicago attended the NAHREP 

National Convention, the marquee event of 

the year, attracting 10,000 top real estate 

professionals, industry experts and corporate 

executives. This event (September 8-11 in 

San Diego) was the largest ever. 

To further advance the Hispanic Wealth 

Project and expand the message of financial 

empowerment to a broader audience, 

NAHREP is partnering with L’ATTITUDE, a new 

event concept that highlights Latino buying 

power, political capital and technological 

innovation. This is more than an event, it’s 

a movement. The 2018 NAHREP National 

Convention was the greatest Latino-real 

estate driven event in American history. Next 

up is our Fall Educational Event October 11 th 

and our Annual Holiday Event and Installation 

December 6 th ! We hope you’ll be there! 

REAL Estate to the Rescue (RTTR) 

Our largest fundraiser of 2018 (Cubs vs. 

White Sox at Wrigley field in May) was 

a rousing success, with nearly $ 20,000 

raised to help rescue homeless animals in 

Chicagoland! Following this event, we were 

called by Chicago Animal Care and Control 

to help ease their over-crowded facility. 

We were able to financially support the 

move of ten dogs to other foster and rescue 

organizations, keeping them from being 

euthanized. 

Our next fundraising event will be Thursday, 

October 18 th at the Brizo/Delta Showroom 

in the Merchandise Mart. Details are on 

our Facebook page at “Real Estate to the 

Rescue.” Please follow us to learn about all 

the fun things we’re doing to support local 

animals and shelters. 

GREATER 

Asian Real Estate Association 

of America (AREAA Chicago) 

AREAA Chicago enjoyed our 3 rd Annual 

Summer Showcase event and Sip, 

Schmooze and Study event! We enjoy 

providing exciting events for our members 

and those within the industry. Keep in mind 

that you do not have to be of Asian decent 

to join us and become a member. We are 

inclusive to all and gladly welcome new 

members into our organization. Membership 

dues automatically gets you national and 

local access and full benefits to AREAA — 

and discounted/free entry to our events! 

Join us and make sure you follow us on 

social media at @AREAAChicago! 


Special Advertising Section 

Dearborn REALTIST Board’s 

Community Wealth Building Day 

On Saturday, May 26 th , The Dearborn REALTIST Board’s Community Wealth 

Building Day provided resources, education and training to help Increase Black 

homeownership and cultivate Black real estate investors and developers. 

Recognizing the importance of teaching financial literacy from a young age, 

there was a Kids Developer Boot Camp, in addition to a variety of fun kid 

activities. More than 800 people attended, including a huge lineup 

of local dignitaries. An exciting and educational day indeed it was! 

Like us on Facebook @Dearborn Realtist Board - Chicago Realtist 

Photos courtesy Matt Difanis 

The FIABCI Midwest chapter was excited to host a 

summer kickoff rooftop event in May! Although the 

weather was a bit chilly, we kicked off the season 

with a great crowd of friends, members and 

dedicated supporters. Additionally, several of our 

members attended the MIPIM Conference in France 

and also FIABCI’s 69 th World Congress event, both in 

April — so we have been a busy bunch. The benefit is 

that we made lots of international connections and 

we enthusiastically invite you to join us as we 

continue to travel around the world to network and 

connect with like-minded individuals! Keep in mind 

we are still honoring a special rate of $ 350 to join our 

membership! This is almost a full $ 200 discount, so 

take advantage by joining one of the top 

international real estate organizations in the world. 

You can find us at 

@FIABCIMidwest 

Photos courtesy Matt Difanis 


Global Real Estate Council 

Doing Business with 

IRELAND 

Ireland – land of abundant 

music, pubs and craic (enjoyable 

conversation, of course!). We 

welcomed Brian Dempsey, 

president of the Institute of 

Professional Auctioneers and 

Valuers (IPAV) – aka, Ireland’s own real estate 

association – to share a few of the reasons why 

you should consider doing business with the Irish! 

Q: What is the most important aspect about real estate in Ireland? 

A: With a population of 4.8 million and only 4,600 licensed 

real estate agents on the island, Ireland is a great place to buy 

property but can have its headaches. In some cases property 

values have increased twenty-fold over the past three decades; 

with this comes the turmoil of buying in a market that is always 

increasing or decreasing — it never appears to flatline either at the 

top or bottom. For instance a property which was worth €250,000 

in 2000 fell in value in 2001, but increased year over year through 

to late 2006 to approximately €750,000, in some instances. By 

2012, that same property was potentially worth around €250,000 

again, so Ireland isn’t exempt from international troubles or the 

underhanded actions of some of those who let things get way out 

of hand beyond their legal remit. 

We always recommend you research your purchase and above all 

consider its Location, Location, Location. 

Q: How can Chicago REALTORS ® work with real estate investors 

in Ireland? 

A: I think we can all see the world is getting smaller, connectivity 

to each other is in real time and the power of social media 

& applications such as Skype assist us in communicating 

consistently at a low or non-existent cost. 

With no MLS here, the formalities of referral are unchartered; 

however, I am currently working in conjunction with various 

organizations to put in place a vehicle which will enable us to work 

Brian Dempsey tours Chicago with Genie Birch, 

Century 21 Affiliated, and Maurice Hampton, 

Centered | RCG. 

Brian Dempsey shares his insights with the Global Real Estate Council. 

Maurice Hampton, Centered | RCG, with Brian 

Dempsey. 


in a positive, professional and transparent way. This will not only 

assist us as property professionals but also our clients, whether 

they be buyers or sellers. There certainly is demand for this now 

in a way that never existed before so watch this space! 

Q: What’s the best way to engage with the Irish population 

in Chicago? 

A: The Irish love all things American: the cities, the food, the culture 

and of course the people. Travel to and from the USA is cheaper 

than ever and this is bringing us closer than ever. Us Irish are social 

bunnies and from the people I met when in Chicago, I think we fit 

right in there, so our cultures are very similar with so much Irish 

blood already there. 

Before social media, you may have used traditional mediums 

such as The Irish Times or Irish Independent; however with social 

media dominating the world, a well-placed interaction on the right 

platform serves wonders here. While Facebook appears to still be 

the platform of choice, Twitter also dominates business models, 

while Instagram & Snapchat suit the younger, more carefree folk. 

Chicago has a huge Irish population, and from my experience, 

many are involved in various groups and clubs, with one strong 

presence being the Chicago arm of the Irish Georgian Society. 

The Irish Consulate arranges various social gatherings too, with 

St. Patrick’s Day being a busy time on their calendar. 

Finally The National Association of REALTORS ® has a very strong 

global presence in Ireland. Claire Killen of Emerald Real Estate is 

currently the President’s Liaison to Ireland and born and bred here. 

Claire’s tireless work over the past number of years has opened so 

many doors on both sides of the pond and Claire I am sure would 

be delighted to assist anyone looking to open links with Ireland. 

Surveyors Ireland, where there is a full members directory. It is 

also possible to track agents down as every property for sale in 

Ireland is listed on one of the following websites: www.myhome. 

ie or www.daft.ie. With only 25,000 properties for sale in Ireland 

today it is not too hard to track someone down! 

Q: What is the best resource for learning about investment 

opportunities in Ireland? 

A: Ireland is a committed member of the European Union 

and provides companies with guaranteed access to the 

European market. Following Brexit, Ireland is the only English 

speaking country in the Eurozone and provides an ideal hub for 

organizations seeking a European base. www.idaireland.ie offers 

all types of advice and information for those wishing to set up 

business here; it is a government-run agency integral to ensuring 

Ireland remains a pivotal part in international trade. 

The return on real estate investment in Ireland is good at the 

moment, with many foreign investors favoring our main cities or 

towns. Both residential & commercial investments are producing 

good yields, with rents in residential sectors for well-located 

properties at an all-time high. Both IPAV & SCSI are good websites 

to watch for news on investments, as are either of our broadsheet 

national titles, The Irish Times & Irish Independent. Enterprise 

Ireland is an Irish state economic development agency focused on 

helping Irish-owned business deliver new export sales — you are 

very welcome to contact them to assist businesses here. 

Jim Kinney from Chicago Association of REALTORS ® also has 

strong relationships with many of the main agencies and the 

various organizations and again, would be delighted to help. 

Please feel free to contact me: briandempsey@dng.ie. I would 

take great pleasure in helping bridge the gap and put any of you 

in touch with the right person here in Ireland. 

Q: Ireland does not have buyer’s agencies. How can those looking 

to invest in Ireland from the USA adapt to have the most success? 

A: While the belief is there are no buyer’s agents here, technically, 

that is not the case. For some time, it has been hard to make a 

living here as a buyer’s agent; however that has now changed, 

with more and more appearing again. 

Nonetheless, we see things changing further regarding the 

MLS. Demand is strong, understanding is good and we think 

the time is right to perhaps bring Irish MLS to the next level, 

ideally in conjunction with the various institutes where we hold 

membership. However, while an official MLS is not currently in 

place, all agents here are very receptive to assistance with a sale 

and I have no doubt would be very responsive to a call or email 

offering a positive referral in return for some remuneration. 

Contacting an agent is easy. Most are members of The Institute 

of Professional Auctioneers & Valuers or the Society of Chartered 


Government Affairs 

Legislative Update 

Add your building to our 

pet-friendly registry. 

Advocacy that works — it’s our creedo. We put together some 

updates of the year so far, as well as what’s to come. 

As always, we invite you to join us at CAR headquarters on the first 

Tuesday of the month at our Coffee with the GADs discussions. 

“RENT CONTROL DOESN’T IMPACT ME.” 

THINK AGAIN! 

Rising rents in various booming areas have created a frenzy of 

initiatives geared toward creating affordable housing. One of the 

most popular, yet less understood initiatives, is rent control — a 

cap on how much a landlord can charge in rent. The threat of rent 

control is very real, and we are fighting very hard to 

keep it from becoming our reality. Here’s what you 

need to know. 

On its face, rent control sounds like an obvious cure 

to rising rents. Unfortunately, there are deeply flawed 

and destructive consequences of the policies. In fact, 

rent control has been discredited by economists 

from both sides of the political aisle, reinforced in 

numerous economic studies for decades. 

A staggering 93% of economists agree that rent 

caps decrease the quantity and quality of affordable 

housing. 

On an economic basis as well as from a fiscal position as it relates 

to the property tax base, the results are clear: rent control would 

be a disaster for Chicago and Cook County. For one, rent control 

scares investors and housing developers away. Why would 

someone build a new apartment building where they cannot charge 

market rent and make money on such a vast financial investment? 

Rapid sales of buildings in advance of the implementation of rent 

control could lead to a reduction in value. This causes a reduction 

in the taxable base and thereby, an increase in tax rates for 

everyone, not to mention a reduction in available housing stock. 

Existing property owners often convert their investment properties 

into condominiums, so they avoid the imminent inability to charge 

appropriate market rent. If a cap on how much a property owner can 

charge exists, how will they be able to cover increasing property 

taxes? How will they afford improvements to the apartment? 

Conversion seems like the only option for desperate property 

owners who can no longer afford the maintenance or tax bill. What 

happens when apartments are converted? Fewer rental housing 

options are left for tenants. When the supply goes up and the 

demand rises, prices react accordingly — it’s economics 101. 

Even worse is a possibility for a black market of sorts, where even 

fewer low-income tenants have access to the affordable units. It’s 

not unusual to see rent controlled units pop up on Craigslist at 

closer to market rents. The tenant of the stabilized unit then pockets 

the extra rent. In the end, the very people this policy is supposed 

to help are hurt the most, with fewer housing options, and the ones 

available are in disrepair. 

If you’re thinking rent control doesn’t impact you as a noninvestment 

owner, think again. In Senator Mattie Hunter’s bill 

(SB 3512), the legislation has an income-based proposal that would 

tie rent control to household income. In other words, there are two 

tiers of qualifying tenants. 

A staggering 93% 

of economists agree that 

rent caps decrease the 

quantity and quality 

of affordable housing. 

Only subsidized housing, owner-occupied housing with less than 

six units, and commercial units in mixed-use properties are exempt. 

If you decide to rent out your private condo or single-family home, 

they are fair game for rent control if a tenant meets a certain income 

threshold and passes other regular screening processes. 

While rent control is good politically for many, it remains poor 

public policy. To make Chicago more affordable, we must build 

more affordable rental housing. In reality, it’s not so simple. So 

rather than strictly opposing the concept, we have recommended 

a series of alternatives in lieu of rent control proposals, including 

enacting comprehensive building code reform utilizing affordable 

materials and new technologies; developing comprehensive 

zoning reform with a focus on density where it can be sustained; 

encouraging adaptive reuse of long-abandoned spaces like coach 

houses and English basements; and compelling pro-development 

and construction changes to inclusionary zoning ordinances such 

as the Affordable Requirements Ordinance to expand the program 

to allow affordable units to built outside of the currently limited 

zones. The solution, thus, is to increased and incentivize affordable 

rental stock, rather than cranking up regulations to ultimately 

further reduce supply. 


We will continue to keep you updated on this issue as it evolves. 

AN UPDATE ON JUST CAUSE EVICITIONS 

The Lawyers’ Committee for Better Housing has intensified 

its efforts in Chicago, pursuing some forms of eviction reform, 

including “Just Cause Evictions” in the Mayor’s Housing Plan. 

Earlier in the year, a proposal from Lawyers’ Committee for Better 

Housing and Alderman Joe Moreno was being proposed to create 

just cause evictions. Thanks to efforts of Illinois and Chicago 

REALTORS ® , our strategic partnership with the Coalition of 

Organized Real Estate and other groups, massive opposition was 

mounted against the proposal at an introductory meeting held at 

the Alderman’s Office. CAR will not negotiate and will continue to 

oppose any efforts in this direction. 

ARE YOU A PET-FRIENDLY LANDLORD? 

GET ON THE LIST! 

In coordination with REALTORS ® involved with Real Estate to 

the Rescue (RTTR), we are soliciting property managers whose 

buildings are pet friendly. RTTR is a supporter and promoter of 

the no-kill sheltering movement. 

Based on their research, each year tenants are put in the 

unenviable position of choosing a place to live or keeping their 

pet. To make the choice easier and to enhance their mission, 

which support only those rescues and shelters who adhere to this 

sheltering philosophy and openly support no kill, they have asked 

CAR to work with them to develop a list of pet-friendly property 

management companies. 

On a quarterly basis we will share our list with RTTR, who in 

turn, will share it with shelters. The list will also have public 

access on our website. If you as a property manager and have 

a building which is pet friendly, get on the list! Please visit 

ChicagoREALTOR.com/pet-registry to be added to our list! 

Contact bbernardoni@chicagorealtors.com for more details. 

DID YOU KNOW? YOU SHOULD... 

You cannot deny rental housing to someone based on their use 

of a Housing Choice Voucher (Section 8 Voucher). In the Cook 

County Human Rights Ordinance, a person’s “source of income” is 

a protected class. In other words, if a tenant has passed all normal 

screening procedures and wants to use a Housing Choice Voucher 

as a method of payment of rent, you cannot deny them housing 

based on their voucher. 

To learn more about the Housing Choice Voucher Program and 

how to get involved please see the Chicago Housing Authority’s 

website. 

BRIAN A. 

BERNARDONI 

Senior Director of 


and Public Policy 

BETH 

WANLESS 

Director of 


Join us for... 

First Tuesday 

of the Month 

® 

REALTOR Building 

430 N. Michigan Ave., Suite 800 | 9 A.M. to 11 A.M. 


BOYS & GIRLS CLUB CARNIVAL 

We were thrilled to partner with the True Value Boys & Girls 

Club to throw our third annual back-to-school carnival for 

over 200 kids. We enjoyed face painting, bounce houses, 

cotton candy and lots of fun games! Chicago REALTORS ® 

also gave out over 250 backpacks filled with school supplies 

for the upcoming year. Learn more about our partnership 

on ChicagoREALTOR.com. 


YPN BOYS & GIRLS CLUB 

VOLUNTEER DAY 

Thank you to our YPN Committee 

for volunteering their time to hang out 

with the kids at the Boys & Girls Club! 

We played games like dodgeball and 

tug-of-war, and competed in sack races. 

We also hosted an ice cream social! 

Photos by CAR staff 


John Kmiecik, Century 21 Affiliated, 

is honored for reaching the $ 50,000 

investment level in the RPAC Hall of Fame. 

Mark Kmiecik, John Kmiecik, Century 21 Affiliated, Nancy Suvarnamani, 

Century 21 S.G.R., Inc., Sonia Anaya, America Real Estate, Inc., Gaspar Flores, Gaspar 

Flores Jr., Su Familia Real Estate, Inc., and Zeke Morris, EMA Realty & Management 

Frank Williams, F.J. Williams Realty, 

Marki Lemons Ryhal, EXIT Strategy Realty, and 

Gaspar Flores, Su Familia Real Estate Inc 

2018 RPAC WHITE SOX OUTING 

Teamwork makes the dream 

work — in baseball and in 

our industry! Thank you to 

the Chicago REALTORS ® 

who invested $ 100 in RPAC 

and joined us for a night 

at Guaranteed Rate Field. 

We enjoyed food and drinks 

on the CIBC Fan Deck as 

the White Sox defeated 

the Cleveland Indians. The 

fundraiser was a home run! 

Drussy Hernandez, 

Compass Real Estate 

Gail Spreen, Related Realty, 

Karen Randich Stone, Related Realty Chicago, 

Kevin Van Eck, @properties, and 

Kevin Kelly, Jameson Sotheby’s International Realty 

Chicago REALTORS ® meet with Representative 

Brad Schneider led by FPC Matt Silver. 

Brace Clement, Broyce Clement, Michelle Mills Clement, 

Chicago Association of REALTORS ® , Sonia Anaya, America 

Real Estate, Inc., and Zeke Morris, EMA Realty & Management 

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. 

Kyara Garza, Garza Law Group, Patrick Healy, Citywide Title Corp., 

and Scott Hulsey, Cross Country Mortgage 

42 Chicago REALTOR ® Magazine 

Zeke Morris, EMA Realty & Management, 

Chicago with and Adrena Illinois Morris REALTORS and Andra ® meet Morris with 

Representative Mike Quigley led by FPC Dave Hanna.

Photos by C.A.R. staff 

The Chicago White Sox score! 

Gaspar Flores Jr., Su Familia Real Estate, Inc. 

Mark Kmiecik and John Kmiecik, Century 21 Affliated 

Adam Max, Realty Advisors North, Van Pham Pezzello, 

Kim Howard, Tommy Choi, Keller Williams Chicago – Lincoln Park, 

Karla Mina, Coldwell Banker Residential, and 

Dave Naso, Keller Williams Chicago – Lincoln Park 

Maurice Hampton, Centered | RCG 

Michelle Mills Clement, Chicago Association 

of REALTORS ® and her son Broyce Clement 

Frank Williams, FJ Williams Realty, 

John Kretchmar, Invitation Homes, and 

Zeke Morris, EMA Realty & Management 

Matt Difanis, Illinois REALTORS ® 

and son Gabe Difanis 

Dave Mitchell, Brittany Bussell, Kristina Betancourt 

and Kevin Van Eck, @properties 


Heather Cave, National MI, David Holmes, Oak Leaf Community Mortgage, 

Jason Wroble, National MI, and Fernando Rizzo, Neighborhood Loans 

Chris Pezza, Miller Chicago, LLC, Michael Bencks, 

Neighborhood Loans, and Brett Pollak, Calculated Risk Advisors LLC 

Rick Templeton, Darryl Armstrong, Jerry Jackson, and 

Allen Armstrong, Coldwell Banker Residential 

Julie Dorger, Eric Marcus, and Pamela Saul, 

Keller Williams Chicago – O’Hare 

Allison Malzone and 

Bill Markoutsas, Attorney’s Title 

Guaranty Fund, Inc. 

CAR’S 111 TH ANNUAL GOLF CLASSIC 

Carol Lis, and John Lesner, 

Old Republic Title 

Colin Hebson, Dream Town Realty, Ryan Preuett, 

David Mitria, Jameson Sotheby’s International Realty, 

and Brendan Murphy, Dream Town Realty 

Mike Affeldt, guest, and Kevin Hinton, 

Keller Williams Chicago - Lincoln Park 

SPONSORED BY: 


Photos by C.A.R. staff 

Anthony Marinaccio, Suzan Bramson, 

Barbara Steinhauser, and Jim Kinney, Baird & Warner 

Al Medina, Redfin Corporation, Ross Neag, 

Lichter Realty, Inc., Dario Medina, 

Redfin Corporation, and Patrick Flickinger, 

Berkshire Hathaway HomeServices 

Joe Kenny, Realty Executives Midwest, 

Dave McClintock, Three Rivers 

Association of REALTORS ® , and 

Pat Delessandro, Coachlight Realty 

Michelle Mills Clement, 

Chicago Association of REALTORS ® , and 

Joe Siciliano, Compass Real Estate 

Greg Viti, Mimi Mack, Terry Schwatz, and 

Andrew Harrell, Jameson Sotheby’s International Realty 

Dan Gjeldum, Guaranteed Rate 

Ryan Horvath, Citywide Title, and 

Dale Phelps, Supreme Lending Corporate 

Penny Wolf, guest, Cathy Italia, 

Christina Palkovic, Italia & Palkovic LLC, and 

Darlene Kosin, Greater Illinois Title Company 

Brett Pollak, Calculated Risk 

Advisors LLC, and Michael Bencks, 

Neighborhood Loans 

Kris Briggs, Klein, Daday, Aretos and 

O’Donoghue, LLC, Justin Oliver, Matt Farrell, 

and Kelly Smith, Urban Real Estate 

Dan Gjeldum 

dan@rate.com 


Chris Pezza, Miller Chicago, Chris Oswald, Greater Illinois Title, 

Gaspar Flores Jr., and Juan Ramirez, Su Familia Real Estate 

Florinda Sanchez, Nikki D’Ottavio, and Drew O’Callaghan, Neighborhood Loans 

Veronica Odom, Coldwell Banker, Teneshia Howze, 

and Jessica Soetan, Premier Midwest Realty 

Joel Schaub, and Jim Eboli, 

Guaranteed Rate 

2018 YPN SUMMER MIXER 

Joe Howard and Kim Howard, 

Keller Williams Chicago - Lincoln Park 

Melinda Cabanilla, Core Luxury, 

and Sandesh Bilgi, Better Homes 

and Gardens Real Estate 

Alex Kruser, and Ami Bumia, Fulton Grace 

Realty, with Julie Braglia, EClick Lending 

SPONSORED BY: 


Michael Bencks, Neighborhood Loans, 

and Tommy Choi, Keller Williams 

Chicago – Lincoln Park 

Pearl Park, Coldwell Banker, Mo Dadkhah and 

Ruby Park, Main Street Real Estate Group 

David Ferrel, MRED, Jessica Barrera, 

West Town Realty, and Dave Naso, 

Keller Williams Chicago – Lincoln Park 

Linda Scott, Wintrust, Judy Gibbons, 

Jameson Sotheby’s International Realty, 

and Joy Rooker, Bridge International 

Kristen Smith, Dave Perry-Miller Real Estate, 

Niko Apostal, Keller Williams Chicago – Lincoln Park, 

Krista Clark, Century 21 Signature Real Estate, and 

Tommy Choi, Keller Williams Chicago – Lincoln Park 

Gwen Goro, Grace Goro Kaage, @properties, 

and Julie Braglio, EClick Lending 

Michaela Gordon, @properties, 

and Lindsey Schendel, 

Main Street Real Estate Group 

Craig Easly, @properties, and 

Kurt Kessler, Compass Mortgage 

Tierra Jenkins, and Iesha Marshall, 

Brakie Realty Inc. 

Julia Brenner, @properties, 

Christine Schaub, Guaranteed Rate, and 

Stephanie Scott, Guaranteed Rate Affinity 

Ami Bumia, Antoine Perry, Christine Rodriguez, and 

Hughes N’Cho-Allepot, Fulton Grace Realty 

Paul Ochmanek, Paul Ochmanek Legal Office, 

David Piatek, The Federal Savings Bank, 

and Kristen Kulinczenko, Chase 

Photos by Marcello Rodarte, Fine Art Photography 

Jonathan Raley, and Justin Sigmund, 

360 Home Connect 


MAKE YOUR 

CAREER DREAMS 

COME TRUE. 

APPLY FOR SCHOLARSHIPS 

Chicago Association of REALTORS ® Foundation was founded to help assist students in funding 

their educational needs. 

• Designation Scholarships 

• REALTORS ® Real Estate School Scholarships 

• Young Professionals Network Scholarships 

• NEW - Matt Silver Advocacy Endeavor 

Scholarship 

• The Xavier O. Joy Scholarship 

• Higher Education Scholarships 

• Veterans Real Estate Scholarships 

• Zeke Morris Scholarship 

The Matt Silver Advocacy Endeavor Scholarship provides CAR members the ability to see first-hand the lobbying 

efforts State Legislative Contacts (SLC), Federal Political Coordinators (FPC), the Government Affairs Directors and 

REALTOR ® members make on behalf of their fellow colleagues. Scholarship funds are awarded to minority men and 

women who are interested in participating in CAR’s advocacy efforts and are first time attendees to the annual Illinois 

REALTORS ® Lobby Day and NAR Legislative Meetings in Washington D.C. 

Scholarship awards are up to $ 500 per candidate for Illinois REALTORS ® Lobby Day (April) and/or up to $ 2,000 for 

NAR Legislative Meetings (May). Candidates must select one event only and can only utilize this scholarship one 

time. Candidates will be reimbursed for travel expenses, conference registration and hotel accommodations. 

Applications are accepted and awarded on an ongoing basis throughout the year. 

www.ChicagoREALTOR.com/Foundation

UPCOMING COURSES 

OCTOBER 

11 th 

TAX STRATEGIES 

FOR THE REAL ESTATE 

PROFESSIONAL 

9:30 AM – 12:00 PM 

MEMBER TUITION $ 15 

OCTOBER 

16 -17 

ESSENTIALS OF 

PROPERTY MANAGEMENT 



NOVEMBER 

8 + 9 

GREEN DESIGNATION 

9 AM – 5 PM 

MEMBER TUITION: $ 280 

What can a smart home thermostat 

save them on their heating bills? 

What are the best energy efficient 

products out there? Find out when 

you earn your Green Designation. 

NOVEMBER 

26 -28 

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FICO MANAGING FICO BROKER 

PRE-LICENSE TOPICS 



Review the most cost-effective 

ways to preserve properties, and 

learn proper management skills and 

OCTOBER 

15 th 

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PRICING STRATEGY 

ADVISOR CERTIFICATION 



Attain the most sought-after 

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designation that will put you one 

step ahead of your clients. Determine 

their needs and attract new buyers 

through our two-day course. 

preventive maintenance techniques. 

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OCTOBER 

23 rd 

MILITARY RELOCATION 

PROFESSIONAL 

CERTIFICATION 

70˚ 

NOVEMBER 

15-16 

ACCREDITED BUYER’S 

REPRESENTATIVE 

DESIGNATION 

9 AM – 5 PM 

TAX BILL 


DECEMBER 

3&4 

REAL ESTATE NEGOTIATION 

EXPERT CERTIFICATION 

9 AM – 4:30 PM 


Elevate your negotiation game with 

this two-day certification! Learn the 

tips and tools you need to be skillful 

advocates for your clients. 



Most veterans and active service 

military members are unaware of 

their home loan options. Be the 

broker who goes above and beyond 

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Register at 

www.Chicago 

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Education

CR Magazine – Autumn 2018

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