Illinois REALTOR® April 2019 by Illinois REALTORS®

APRIL 2019

THE VOICE FOR REAL ESTATE IN ILLINOIS

ATTRACTING

CLIENTS FOR LIFE Tactics for building a long-term client base

Illinois REALTORS® Legal Hotline turns 25 Avoid burnout and bring more harmony to your life www.IllinoisRealtors.org

THE OFFICIAL PUBLICATION OF ILLINOIS REALTORS® ILLINOIS REALTOR® April 2019

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TABLE OF CONTENTS APRIL 2019

04 Inside Track

REALTORS® share their best tech tools

05 Leadership Message

Making a difference in Washington, and next door

20 Achieve better work-life harmony

06 Quick Takes

• DIY or hire a pro? • Morris on leadership track • Affordability for All

09 At The Capitol

So many new legislators – now what do we do?

10 Legal Update

Legal Hotline turns 25

25 Five years at MIPIM

Illinois REALTORS® traveled to France to represent the association and boost economic development

28 RVOICE

Pushing back on property fees in Peoria

29 RPAC at 50

Conference & Expo speaker Monica Neubauer offers tips for avoiding burnout.

Attracting Clients for Life

Your best leads are the clients you already have. Nurture those connections to drive business back long after the deal is done.

Follow new checklist before you advertise

Meet 2019 Illinois REALTOR® of the Year

MIKE DREWS

30 Outreach

APRIL IS FAIR HOUSING MONTH:

Build strong client relations by being an advocate

31 Community

5 things you need to know

22 ILLINOIS REALTOR® April 2019

INSIDE TRACK

ILLINOIS REALTORS®

THE VOICE FOR REAL ESTATE IN ILLINOIS

What’s the best tech tool you have and why is it important to you? Google Suite allows me to easily manage email, documents, cloud storage, my Google profile, Google ads and my calendar. I would be lost without my calendar, and with Amazon Alexa, I can easily add appointments with any of my devices. Gibby Kirby

Realty Executives Success, Shorewood

2019 OFFICERS President-elect Ed Neaves eneaves@thesnydercompanies.com Treasurer Sue Miller, ABR, BPOR, CRB, CRS, GRI, ePro, PMN, SFR, SRS smiller001@aol.com Immediate Past President Matt Difanis, ABR, CIPS, GRI matt@mattdifanis.com Chief Executive Officer Gary Clayton, CAE, RCE Executive Vice President Kristen Butcher, CMP Vice President, Communications Jon Broadbooks

Currently the best tech tool I have is my Matterport 360° camera. I feel it sets our listings apart from others with its realistic 3D virtual tours. The quality of the images is the next best thing to being there. Amy Barnes

Barnes Realty, Lanark

My favorite tech tool is definitely Dotloop. I love being able to create loops for all my real estate transactions and have a virtual file cabinet so to speak. It allows me to share documents and create contracts on the go which is wonderful! Jessica Devore

Green Acres Real Estate, Clinton

Our team loves using Trello. It allows our team to know where each transaction is throughout the entire process. Once the board is updated by one person, everyone on the team can instantly see the updates. The best part is it is free! Danell Moberly

Keller Williams Bloomington, Bloomington

*Answers provided are the personal opinions of the members questioned and do not constitute endorsements or sponsorship by Illinois REALTORS®.

Do you have a question that you would like answered by your peers? Email your question to ssievers@IllinoisRealtors.org

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Senior Editor Stephanie Sievers Content Marketing Specialist Bill Kozar Graphic Designer David Hine For advertising information contact Advertising & Sponsorship, 217-529-2600, info@IllinoisRealtors.org The ILLINOIS REALTOR® (ISSN 0744-221) is published four times a year during the months of January, April, July, and O ctober by the Illinois REALTORS®, Post Office Box 19451, Springfield, Illinois 62794-9451. Periodical postage paid at Springfield, Illinois and at additional mailing offices. Postmaster: Send address changes to: The ILLINOIS REALTOR®, Post Office Box 19451, Springfield, Illinois 62794-9451, 217-529-2600. Opinions expressed in any signed articles of the ILLINOIS REALTOR® are those of the author and do not necessarily represent the opinions of the Illinois R EALTORS®. Advertising of product or services does not imply endorsement. Advertising rates are available at www.IllinoisRealtors. org or on request. A nnual dues of every REALTOR®, REALTOR-ASSOCIATE®, and Affiliate member include $3 for a one-year subscription to the ILLINOIS REALTOR®.

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LEADERSHIP MESSAGE Making a difference in Washington, and next door

Ed Neaves

2019 President-elect

Illinois REALTORS® is known nationally as a powerhouse when it comes to engagement on issues which matter to our members. That commitment will be on full display next month when many of the association’s members will head to Washington, D.C., as part of the National Association of REALTORS® Legislative Meetings and Trade Expo. During the event, our members will be honored for meeting key RPAC and political involvement goals.

President’s Cup

This goes annually to state associations which get members involved in political activism on behalf of the industry. Illinois REALTORS® earned the award for achieving nine advocacy and RPAC fundraising goals. For example, high response rates for Calls for Action, participation in the Broker Involvement Program, getting members signed up for REALTOR® Party Mobile Alerts and encouraging voter registration. RPAC fundraising goals include Major Investors and President’s Circle recruitment, and for having at least 37 percent of our members make the important commitment to invest in RPAC. In all, association members invested more than $1.65 million in RPAC in 2018.

It’s easy to see the impact REALTORS® have in the political process.

Disclaimer:

Contributions to RPAC are not deductible for federal income tax purposes. Contributions are voluntary and are used for political purposes. The REALTORS® Political Action Committee (RPAC) solicits contributions from Illinois REALTORS® members only.

At the national level we have been vocal about urging Congress to extend the National Flood Insurance Program. At the state level, members have been hard at work telling lawmakers how Rent Control legislation would hurt the very people it is supposed to help. And, at the local level, members are participating in efforts to defeat Home Rule referenda in several communities. Thanks to all who played a role in making this association a success. (You can see their names in the insert in this magazine.) Let’s do it again in 2019!

ILLINOIS REALTOR® April 2019

QUICK TAKES DIY or hire professionals? Depends on the job Homeowners are more likely to hire professionals for home improvements aimed at increasing functionality and livability, but they are more willing to tackle the job themselves on projects that add personal flair to a property,

Exterior projects Hire vs. DIY Roofing

according to NAR’s 2019 Remodeling Impact Report: DIY. Millennials are the most likely to go the DIY route (73 percent) compared to Generation X (51 percent) and older Baby Boomers (48 percent).

Read more about the NAR survey

bit.ly/HireOrDIY

Kitchen upgrades

Vinyl/wood windows

17% vs. 19%

17 vs. 24

Vinyl siding

Kitchen renovation

16% vs. 9%

15 vs. 16 %

Garage door

Wood flooring

10% vs. 7%

12 vs. 3 %

Young Brockhouse named Illinois REALTORS® Vice President of Professional Development Young Brockhouse, of Springfield, oversees professional development programs for the statewide association’s more than 50,000 members. He replaces Kristen Butcher, CMP, who was named executive vice president of Illinois REALTORS® in January. Brockhouse has more than 20 years of experience with the Illinois Department of Financial and Professional Regulation including 15 years in the Division of Real Estate. He is a managing broker and licensed continuing education instructor.

Hire vs. DIY

25% vs. 26%

Interior projects Bathroom renovation

39 vs. 35 %

The study also breaks down the most common projects inside and outside and how homeowners decide to get the job done.

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REALTORS® to celebrate 175th anniversary of Lincoln Home purchase The only home Abraham Lincoln ever owned is in Springfield and on May, 2, 2019, Illinois REALTORS® and the public can celebrate the 175th anniversary of the purchase. Licensed REALTORS® get free admission into the event, which will include historical artifacts and reenactors. Illinois REALTORS® is sponsoring the event. For information visit bit.ly/Lincoln_175th

304

That’s how much Generation Z (those born after Millennials) will need to save each month starting at the age of 18 if they want to buy a home with 10 percent down by the time they turn 30, according to Realtor.com.

/month

Good news: the Midwest is one of the areas expected to have more affordable options even as home prices are generally expected to increase. bit.ly/GenZ_Homeownership

Affordability for All effort counters Rent Control push Know the facts about Rent Control and the chilling effect capping rental property income — rather than letting supply and demand set housing costs — could have on the market. As the issue of Rent Control is debated in Springfield, it’s important to be informed. You’ll find resources including: videos, case studies, the handout “6 Myths about Rent Control in Illinois.”

For more information about Rent Control issues that affect Illinois visit: www.AffordabilityforAll.com

Morris tapped to join Illinois REALTORS® leadership team Ezekiel “Zeke” Morris has been chosen by the Illinois REALTORS®’ nominating committee as the association’s treasurer-elect. He and the 2020 slate of officers — including Ed Neaves for president and Sue Miller for president-elect — will be voted on by the association’s board of directors in September. Morris, managing broker and owner of EMA Realty & Management in Chicago, is a past president of the Chicago Association of REALTORS® and has served on the Illinois REALTORS® Board of Directors. He has served on numerous local, state and national committees in his career as a real estate professional. Morris will be the association’s first African-American president when he takes office in 2022.

ILLINOIS REALTOR® April 2019

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AT THE CAPITOL So many new legislators – now what do we do? With an unprecedented number of new faces in the Illinois General Assembly, how do we connect with policymakers on the issues important to real estate?

Julie Sullivan

Senior Director of Legislative & Political Affairs

New legislators make up nearly one-third of the 101st Illinois General Assembly. Having so many new members has given Illinois REALTORS® a challenge — how to educate the freshman class WHO we are and WHAT are our issues are in the 2019 spring session. Illinois REALTORS® will be using proven tools of success to make sure our message is delivered early and consistently. But we can’t do it alone. Find out how we can all play a role in being industry advocates at home and in Springfield.

1. Direct Lobbying

Thousands of bills are introduced every session. Your statehouse lobbying team analyzes all the legislation and targets the typical 150200 bills that could affect you and your business. Our top issue in 2019 is stopping

a repeal of a ban on Rent Control or imposing Rent Control throughout the state. But other housing-related issues will also be on our radar including regulations and affordable housing, the Real Estate License Act, local government consolidation, property taxes, regulation of the real estate transaction, powers of local government, including home rule powers, environmental issues and technology.

Legislative Contacts are also great resources for you to make the trip valuable. You will have informational materials you can leave behind with your legislator and of course, your state lobby team can always follow up with any legislator. An evening reception provides an excellent opportunity to network with fellow REALTORS® and speak in a more casual setting with lawmakers.

up-to-date on REALTOR® issues. This personal contact is effective and allows us to send a consistent message reinforcing the association’s legislative agenda in both the legislator’s home district and Springfield. You can find the complete listing of the current SLCs on our website at www.IllinoisRealtors. org/advocacy/statelegislative-contacts

2. Participate in Our Annual Capitol Conference — REALTOR® Lobby Day

3. Stay Current on Legislative Action – Read State Capitol Report

Every session there are hotly contested issues that require us to reach out and urge you to take action on bills being considered in committee or on the House or Senate floor. Calls for Action are designed to show legislators our position, either FOR or AGAINST, in large numbers. Calls for Action are limited to only the most important issues to maximize their effectiveness, and the streamlined process makes it easy for you to take quick action and have your voice heard. Remember, elected officials want to understand how legislation affects their constituents. They value your expertise and this advocacy ensures that REALTORS® continue to be one of the most effective groups in Springfield.

REALTOR® Lobby Day is a highlight of every spring session. Observers at the Capitol are aware of our day as hundreds of Illinois REALTORS® from throughout the state come to tell them how pending legislation will affect the real estate industry and private property owners in their districts. We begin the day with a briefing by the state lobbyists on the major legislative issues. We want attendees to feel comfortable when speaking with state representatives or senators. Your local Governmental Affairs Director, seasoned veterans of past lobby days and the association's State

When the General Assembly is in session, we send a summary of the key action at the end of the week. The State Capitol Report highlights the action that occurred on issues of interest and legislative concerns in that week. Things move quickly in Springfield, especially when amendments are being considered on bills. The weekly State Capitol Report keeps you current and informed.

4. State Legislative Contact (SLC) Program

Key Illinois REALTORS® are assigned to maintain relationships with members of the Illinois General Assembly and keep them

5. Answer that Call for Action!

ILLINOIS REALTOR® April 2019

LEGAL UPDATE Illinois REALTORS® Legal Hotline at 25 What were the most pressing legal topics 25 years ago?

Elizabeth A. (Betsy) Urbance General Counsel and Vice President of Legal Services

For almost 25 years, the Illinois REALTORS® Legal Hotline has provided legal information and guidance to association members throughout the state. Illinois REALTORS® offered legal services as early as 1983, but it wasn’t until 1994, when Betsy Urbance took over that it became the Legal Hotline we know today, one of association’s most valued member services. As Urbance, now the Illinois REALTORS®’ General Counsel, transfers the service to a new hotline attorney, we asked her to reflect on how the hotline has changed and what to expect in the future.

You took over the Legal Hotline in 1994. How was the hotline system set up then?

Answer. When I began as the Legal Hotline attorney, I operated with a phone and a desk. Email was not regularly used at the time. I was initially an associate with Sorling Northrup Attorneys, and was “contracted” to Illinois REALTORS® to operate the hotline on a part-time basis. I had very little knowledge about how the brokerage industry worked when I began and my first day on the job coincided with the first business day of the Illinois Residential Real Property Disclosure Act’s effectiveness. 10

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Answer. The biggest issue was the concept of presumed designated agency and buyer brokers representing their buyer clients’ best interests. Prior to that, it was all about the seller. The 1995 agency laws were a radical change at the time. The License Act codified statutory duties for real estate licensees that are analogous to fiduciary duties, but not exactly the same and are tailored to fit the real estate brokerage practice. The Seller Disclosure Act was a big deal as were Lead Based Paint disclosures on the federal level and the beginning of radon disclosure requirements. Those disclosures are firmly entrenched within most residential transactions, and our brokers don’t even blink at those requirements for sellers and some landlords now. We have also been through one or two license law rewrites, and the basic agency concepts remain the same, withstanding the test of time.

And now?

Answer. While many of the underlying issues remain the same, the delivery of agency services, advertising, processing of documents and delivery of disclosures are evolving and changing as we speak. Physical offices are still a requirement for brokerage companies in Illinois. Now we have discussions about electronic documents and files. We are concerned about storage of data, privacy issues and document retention and destruction. We are mindful of new ways that bad guys try to steal money using any number of wire fraud and cybercrime methods. Cybercrime wasn’t even a term when I began addressing Legal Hotline questions in 1994.

Technology and social media have been gamechangers, but many of the controlling legal concepts and requirements remain the same for broker licensees.

“ While many of the

underlying issues remain the same, the delivery of agency services, advertising, processing of documents and delivery of disclosures are evolving and changing as we speak.ˮ

The constant challenge is how to apply existing laws, regulations and practices to the ever-changing methods available for providing brokerage services to clients. Licensees must adapt their businesses to their clients while staying compliant with so many regulations, the most basic duty of which is to serve their clients’ interests over their own.

What is one of the strangest/most memorable legal issues you dealt with from the hotline?

Answer. One strange disclosure issue that I can’t forget is about whether the seller needed to disclose that his neighbor was constantly mowing his lawn, completely in the buff. This question has gone down in Legal Hotline lore as the “naked lawn mower man” question. While this is not a latent physical material defect regarding the instant property, we did suggest mentioning the possibility to new buyers.

HAVE A LEGAL QUESTION? The Illinois REALTORS® Legal Hotline is the Designated REALTOR®/ managing broker’s go-to source for legal information. Hours: 9 a.m. - 4 p.m. Monday – Friday Phone: 800-952-0578 or Email: afierstos@IllinoisRealtors.org

Even if sellers don’t disclose, there is a 100 percent chance the neighbors will tell the new homeowners the weirdest facts or rumors they possibly can. This, my friends, is known as the Illinois REALTORS®’ Legal Hotline Attorney’s “Neighbors Always Tell Rule.”

How has the hotline’s mission and member reach grown over the years?

Answer. Part of the hotline’s growth stems from longevity. In addition to the hotline, we have written for Illinois REALTOR® magazine and other publications and have held various outreach meetings with members. For example, during and just before the recession starting in late 2007, we went on a statewide legal caravan hoping to share information – and indeed warnings to our membership – about the volatility we were seeing in the housing market. I distinctly remember saying to our audiences, that the market at the time was built on a “house of cards” with too many sketchy loans outstanding. In 2018, the Illinois REALTORS®’ Legal Services Team went in-house. Our team consists of three attorneys and one paralegal. In addition to our other services, we now offer an inperson outreach program called “House Counsel” where my colleague, Jeff Baker, and I will travel to your location at no cost for an audience of at least 100 members. Our hope is to reach as many members as possible. We have offered legal webinars to our members. We produce short videos on important legal concepts (indeed, our attorneys have taken on animated avatars). Illinois REALTORS® provides meetings and courses via Skype and virtual meeting spaces. We blog. Our goal

is to meet people where they are, either in person or electronically.

As a new hotline attorney takes over, what are your hopes for the future of the hotline?

Answer. Our mission remains the same: provide a service to our members by making an attorney available at no additional cost to provide legal information on an as-needed basis. While the Legal Hotline attorney can’t give specific legal advice to each member, the hope is we can help identify legal issues or offer a general sense of direction. Sometimes, there is an immediate answer from license law or the REALTOR® Code of Ethics for example. In other circumstances, the Legal Hotline can frame the legal issue(s) so that if legal advice is needed, attorney time can be saved by providing good information and direction. I am abundantly grateful for having had the opportunity and honor to be the Illinois REALTORS® Legal Hotline attorney for such a long time. I am honored to continue serving Illinois REALTORS® every day in my capacity as General Counsel to this incredible organization, whose energy, enthusiasm and innovation is constantly fueled by its top-notch staff and the more than 50,000 smart, creative, passionate, engaged and entrepreneurial members which it serves. I am ecstatic to hand the Legal Hotline reins over to my dear friend and new colleague, Anneliese Fierstos. I am confident she will serve our members as well or better than I have done. We pledge to evolve with the practice and the needs of our members. Anneliese will learn quickly; and Jeff and I will be right here by her side.

For more on the Legal Hotline then and now go online to: www.IllinoisRealtors.org/ legal/legalhotline

Meet the new Illinois REALTORS® Legal Hotline Attorney For the first time in 25 years, the Illinois REALTORS® Legal Hotline has a new attorney to answer your legal questions. Anneliese Fierstos took over as the hotline attorney in February. Fierstos is a Springfield resident and for the past 16 years, has been a formal hearing officer for the Illinois Secretary of State's office. She has also worked on a contract basis for a law firm, specializing in employment law related legal research. Previously, she was an attorney with a title company. Fierstos joins the Illinois Legal Services team that includes General Counsel and Vice President of Legal Services Betsy Urbance, Associate General Counsel and Director of Legal Services Jeff Baker and Ethics and Legal Services Manager Mindie Nesch.

Anneliese Fierstos Illinois REALTORS® Legal Hotline Attorney

ILLINOIS REALTOR® April 2019

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Attracting Clients for Life

Your best leads are the clients you already have. Nurture those connections to drive business back long after the deal is done By Lee Nelson

REALTOR® Matt Laricy makes sure he gets remembered after every sale. At a closing, clients get a $300 bottle of Ace of Spades champagne, a brand from Jay Z and Beyonce’s French vineyard. “It costs me a lot of money, but it speaks for itself. It comes in a black lacquer box, and the gold bottle is beautiful,” says Laricy, managing partner of The Matt Laricy Group with Americorp Real Estate in Chicago. “So, even after people drink it, they keep the empty bottle and box on their bar cart or bar. You win over and over again. When they see the bottle on the bar years later, the client talks about you.” The closing gift is just one way that Illinois REALTORS® forge lasting relationships that extend across the years and yields results when clients refer acquaintances. Underscoring the importance Matt Laricy

of building relationships is the 2018 National Association of REALTORS® Profile of Home Buyers and Sellers. Consider: • Ninety percent of buyers would use their agent again or recommend their agent to others, according to the report. • Forty-one percent of buyers used an agent that was referred to them by a friend, neighbor or relative, but only 12 percent actually used the same agent they had used before. The 12 percent who account for repeat business should be a much bigger number, says REALTOR® Becky Kirchner, of RE/MAX Plaza in Woodstock. “The biggest “don’t” that real estate agents are guilty of is not following up. They don’t communicate,” she says. “The business that you had is the best business you will have.” Becky Kirchner

ILLINOIS REALTOR® April 2019

Suzanne Miller

Tracey Williams

Karen Parent

She said agents need to stay in touch and remind former clients that they had a great transaction. “It’s so much cheaper to stay in touch than buy billboards, leads or other marketing plans,” she says.

outset, says Suzanne Miller, president of the Peoria Area Association of REALTORS®. She also is a broker and relocation specialist at Jim Maloof REALTOR® in Peoria. “From the first meeting, you need to put your phone down, look people in the eyes and concentrate on exactly what they are saying,” she says. “If you tell them that they can call you if they need anything, they need to know that you mean what you are saying.”

By spending a lot of time with people in the beginning of a transaction, you can gain so much, says REALTOR® Tracey Williams, president and managing broker at TEAM Real Estate Services in Oak Park. “Get to know them. Give them information and guidance step by step. Some people, especially senior citizens, can be untrusting of REALTORS®,” she adds. “You need to hand hold them and be very patient.”

Long-lasting connections begin in the beginning

Before you can make a lifelong bond, you need to let your client feel like they are the only client you have from the

Parting gifts and actions lead to more sales Many REALTORS® believe closing gifts or kind actions after the sale or purchase of a home can enhance the relationship. Gifts don’t have to be expensive, they say. Here are some ideas: Search for something personal – Does your client run marathons or bake cupcakes for family and friends? Then take some time to go to specialized stores to find the perfect reflective running jacket or fancyshaped cupcake pans. “Make it specific to their journey or what they’ve experienced in life,” Williams says. Kirchner has dropped off three pounds of dog treats to those dog lovers on her list. Parent asks clients ahead of time what gift card would be most useful for their home. Make them safe – As part of her closing package for buyers, Kirchner gets a locksmith to change the locks. For one

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buyer who wanted to do a combination front lock and security camera, she applied the credit she would pay on new locks toward the camera expense. Be indispensable – Miller let the cable person in to a couple’s home that just bought a house. They couldn’t be there and knew no one else in town. “I can relate to people like that,” she said. “I came to Peoria 25 years ago and didn’t know anyone.” Williams once picked up a client’s son from school. “I’ll go and get him,” she told the panicking mother, who was stuck at the bank dealing with closing money.

“Those are just the things some brokers do. I’m a single mom, too, and I don’t have that huge of a support system. When she talks about her property and process, she talks about her broker who went to pick up her son.”

Keep them informed – Castillo’s company emails neighborhood updates about upcoming events or new restaurant openings. He also offers services to first-time homebuyers to help when assessments and tax bills come out to help them understand the paperwork received, and to refer them to their attorney if they need one. “This offer is always well received and endears us to our younger clients that purchased for the first time,” he said. Last October, Miller had clients buy a house close to hers. She rolled over a utility wagon full of games and stuff to keep the kids occupied while unpacking, along with providing a bottle of wine for the busy parents. “I came over when they asked me to, and we had pizza together. It made them feel at home,” she says. “Not everyone will get that ‘first date’ spark or have a lifelong connection. But just make sure they feel when the deal is over that they can email you, text you or just pick up the phone.”

After helping clients sell or buy a home, here are some ideas that successful Illinois REALTORS® say work for them to keep close and in contact for years: Sending anniversary cards when a client bought or sold a house – Most clients have no clue when exactly they purchased their home, says Karen Parent, an associate at RE/MAX Achievers in Lombard. So, she sends out anniversary cards referring to the milestone date. “For first-time buyers, they really love it,” she said. “A lot of clients will send me an updated photo of the changes they have made.”

he business that “ Tyou had is the best business you will have.” – Becky Kirchner

Make a phone call, send a text or note, and ask for recommendations – It doesn’t have to be expensive to let

people know you are there, Kirchner says. “And, don’t be afraid to ask for business. I work with a business coach, and that’s something I still am working on,” she said. But make sure all of your correspondence is not hyper-focused on real estate and gives added value to their lives, says Joe Castillo, broker/owner at RE/MAX MI CASA Real Estate in Chicago. Find them the people they need – When Castillo’s clients need help rehabbing their homes before they sell or after they buy, he has worked as a resource. “I help with minor design when it comes to updating bathrooms or finishing up a basement,” he said. Castillo also shares the name of general contractors and home repair specialists. Follow them on social media – If you pay attention on Facebook, LinkedIn, Instagram or other social media platforms to former clients, you’ll know when things are happening

Joe Castillo

to them, Williams adds. “If they have a new baby, send a card. If they got a new job, let them know you are happy for them,” she said. “It doesn’t take a lot of time, but it keeps you connected.” About the writer: Lee Nelson, a freelance writer in Illinois, works with many clients including the National Association of REALTORS®. She can be reached at leenelson77@yahoo.com.

ILLINOIS REALTOR® April 2019

Meet the 2019 Illinois REALTOR® of the Year

Mike Drews by Bill Kozar, Content Marketing Specialist

Moments after Mike Drews was announced as the 2019 Illinois REALTOR® of the Year, he felt the emotion of the moment. "I was stunned," said the Auroraarea REALTOR® with nearly 40 years in the business. "I tried to compose myself as I walked to the podium. I was nervous as you could tell by my voice. . . . I was overwhelmed by the response from the audience. It is an honor, and it is also very humbling. It is one of those moments in your life you do not anticipate or expect." Drews and REALTORS® of the Year from local associations will be honored at a special banquet April 29 in Springfield. In anticipation of that event, Drews answered several questions.

How do local and state advocacy compare to each other?

Local and state advocacy are alike in that we talk to legislators and city council members about private property rights, rent control issues, tax increases or whatever issues may affect homeownership or REALTOR® businesses. The local side is probably more personalized. I know eight of our 10 aldermen personally, along with the Aurora mayor and his staff. When you see them out and about within your community, you have a more personalized relationship to talk about issues.

How do you explain political advocacy to those who aren’t part of the real estate industry? Political advocacy is easy to explain, it is about the REALTOR® Party. We are not the Democratic Party or the Republican Party. We’re non-partisan. 16

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p Mike Drews, shown walking to the podium after the Illinois REALTOR® of the Year announcement was made at the 2019 Public Policy Meetings, says he still enjoys listing and selling real estate after 40 years in the business. He says, "I do the best I can for my clients. I volunteer my time as I am called upon."

Our support is for the legislators who fight for homeownership. One election, the donations may be split 51 percent Republican /49 percent Democrat, but the next election, it could be the opposite. The President’s Circle gives me the ability to support candidates on both sides of the aisle who support homeownership and issues affecting REALTORS® businesses.

How did receiving the 2011 Political Involvement Award affect you?

The Political Involvement Award – like ROTY – was a surprise. You go out and do the job you are asked to do with no other expectations. The Illinois REALTORS®’ Broker Involvement program, as I see it, was one of the reasons for the award. My friend, John

Mike Drews, GRI, is a broker-associate for Charles B. Doss & Co. in Aurora

Drews served as president of Illinois REALTORS® in 2016. He is a past president of the Mainstreet Organization of REALTORS® (MORe), and has twice been honored as a local REALTOR® of the Year. He’s on the National Association of REALTORS® Board of Directors. He served 11 years on the Illinois REALTORS® Board of Directors and multiple terms on Professional Standards Committees at both the state and national level. He is a champion of the REALTOR® Political Advocacy Program, an RPAC Major Investor, an RPAC Pacesetter and a member of the RPAC President’s Circle. He has served as a Federal Political Coordinator and a State Legislative Contact. He is the 2019 NAR Region 7 Vice President.

2019 LOCAL ASSOCIATION

REALTORS OF THE YEAR ®

Veneris, said to me, “You have to make this work. Take it and run with it.” Illinois REALTORS® did, and our success put us in an elite group.

Jessica Devore

Cindy Nagle

Todd Salen

Matt Silver

Bloomington-Normal

Capital Area

Champaign County

Chicago

Teresa Camarato

Jose Rey

Alison Rosenow

Carol Wlodarchak

Egyptian

Heartland

HomeTown

Illini Valley

How did serving as 2016 state president change your perspective?

My perspective hasn’t changed since being president, it’s simply been reinforced. Illinois REALTORS® is led by a great CEO in Gary Clayton, a staff that is exceeded by none and dedicated REALTORS® who work tirelessly to make sure homeownership is available to all and that the right to own a home is not hindered by overburdening legislation.

What’s it been like serving as NAR Region 7 Vice President?

We are really just getting started. It is an honor to represent Illinois as the 2019 NAR Vice President for Region 7, which also includes Indiana and Wisconsin. The RVPs have monthly conference calls, and we are working on assisting any state or local association trying to achieve their advocacy goals.

Leanne Provost

Catherine Terpstra

Bill Coduto

Christopher Schramko

Kankakee-Iroquois-Ford

Mainstreet

North Shore Barrington

Northern Illinois Commercial

Jonathan Zivojnovic

Keith McKeever

Jon Loquist

Angela Stodden

Oak Park Area

Peoria Area

Quad City Area

Northwestern Illinois

Angie Zahn

Christine Coleman

Brad Marinelli

Matt Persicketti

Southwestern Illinois

Fox Valley

Rockford Area

Three Rivers

What’s made a bigger impact on you, your successes or your failures?

My successes taught me to appreciate the people who have helped me succeed along the way. The association staffs and the committee members have all been a part of those successes. Failures taught me to think about what I did and didn’t do and how I can prevent those mistakes from happening again. I learned to improvise, adapt and overcome. The road is never straight, and there is always a little twist or turn that will put you to the test.

Sponsored by the Illinois Real Estate Educational Foundation and the Illinois REALTORS® Central Illinois Board of Realtors® is still in the process of selecting a REALTOR® of the Year. Greater Gateway Association of REALTORS® will be announcing their REALTOR® of the Year later in April.

ILLINOIS REALTOR® April 2019

NETWORKING RECEPTIONS Doubletree Hotel Collinsville

CONFERENCE & EXPO 2019

TUESDAY, MAY 7

Advocacy • Education Ethics • Legal • Outreach

MAY 8-9, 2019 MAY 8-9 , 2019 COLLINSVILLE GATEWAY CENTER COLLINSVILLE GATEWAY CENTER

Energizing • Inspiring • Creative • Cutting Edge • Practical • Educational

WEDNESDAY, MAY 8

www.IllinoisRealtors.org/Conference

BREAK OUT SESSIONS JOEL GREEN

ACCOMMODATIONS

Navigating the Contract

realtor.com RESULTS SERIES

Marketing & Technology Trends

LEGAL ISSUES BREAKFAST Thursday, May 9 • 8-9am • $22 ticket required

COLLINSVILLE-ST. LOUIS

1000 Eastport Plaza Dr, Collinsville, IL 62234 $116+ tax by April 12

618-345-2800

BETSY URBANCE

SAVE $20! Register by April 16

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JEFFREY T. BAKER

for just $139

6 hrs. of CE! • Elective & Core A • NO EXAMS!

FREE for members!

B usiness Expo Join 65+ Top Industry Vendors

LYNN MADISON

MARK GIVEN

Core A CE

Elective CE

COR 1675 - Fair Housing, Agency, License Law & Escrow Revisited – It’s time for a Check-up! • Prevention • Protocols of submitting offers, minimum services • Commission issues

Want to be an exhibitor or sponsor? Contact exhibit@IllinoisRealtors.org or 217-529-2600

RD 960 – Trust Based Success • Proven ways to stop stressing and start living • Developing better habits • Focused life and time management skills

SPONSORED CONTENT

The MLS of the future By Rebecca Jensen

any actual damages caused by the animal, after the fact. Find a HUD memo and other resources on the topic: bit.ly/ ServiceAndSupportAnimals. Read more about service animals and other fair housing questions, including credit history and federal Section 8 or housing choice voucher programs: bit.ly/ FairHousing_CurrentLegalIssues

Illinois Department of Human Rights offers guidebook on serving the disabled

Learn more about the adaptations that must be made in housing for persons with disabilities and their family members with the downloadable guidebook, “Reasonable Accommodations and Modifications: A Guide for Housing Professionals.” The guidebook, released in 2018 in honor of the 50th anniversary of the Fair Housing Act, aims to eliminate housing discrimination, promote economic opportunity and create more diverse and inclusive communities. bit.ly/RA-RMGuidebook

You can find additional fair housing resources online

Fair housing resources, links and videos from Illinois REALTOR® www.IllinoisRealtors.org/FairHousing Illinois Human Rights Statute – bit.ly/IL_HumanRightsAct Fair housing resources from National Association of REALTORS® (NAR) www.NAR.realtor/fair-housing

President and CEO of Midwest Real Estate Data (MRED)

Don’t look now, but we’re not too far away from the year 2020. That means we’re in for countless business plans that have “2020 vision” and hilariously original mentions of the upcoming “Roaring Twenties”. It also means we’re more than two decades removed from the old multiple listing service books (remember those?) being a widely used resource. Real estate may have long left those hard copy relics in the past, but some aspects of general technology still aren’t as advanced as many expected. A December 1957 article in Popular Mechanics made some audacious predictions about the technology we’d have by now, one of the boldest being that “roads and streets will be replaced by a network of pneumatic tubes.” The projection surmised that vehicles would only need a little mobile power to get to a nearby tube that would propel them to “any desired destination.” While we may not see the opening of an air-powered autobahn before the new year, MRED is doing its part to drive change that will make for a better MLS of the future. We believe much of that starts with building relationships to understand needs while going above and beyond to alleviate pain points. That’s why we’ve been intentional about tailoring our services to meet individual needs. In the past three months, we’ve onboarded two new REALTOR® associations into MRED’s system. That makes 15 associations MRED

provides services to. It’s been great to see how we can best serve the Bloomington-Normal Association of REALTORS® and the Livingston County Board of REALTORS®, and we’re overjoyed to have them as part of the MRED family. We have that same passion for providing outstanding service to all of our real estate professionals. Being a better MLS means never settling for the status quo and always striving to improve what we offer. That’s why we’re constantly building on our complementary services to our MLS that’s powered by more than 45,000 professionals. In the last year alone, we’ve added the prospecting tool Remine and made it even easier for real estate professionals to use Homesnap and Dotloop through system integrations. We’re not done yet and we’re not limiting ourselves to improving just the related services. We’re also taking a look at how we can make our MLS an even more intuitive experience, from inputting listings to accessing information on the go. And every step of the way we’re listening to feedback from those who use the system most: the brokers. MRED real estate professionals have access to these services and many others, all while being able to take advantage of an award-winning Help Desk, free training, and a responsive Broker Outreach team. You can expect MRED to keep innovating on these services as we look to define what it means to be an MLS of the future, into those “Roaring Twenties” and beyond.

ILLINOIS REALTOR® April 2019

www.IllinoisRealtors.org

Illinois REALTORS® marks five years at MIPIM By Jon Broadbooks, Vice President, Communications

More than a dozen Illinois REALTORS® traveled to France in March to represent the association and boost economic development as part of an international real estate conference. Many of those attending MIPIM 2019 were the recipients of stipends to help defray the cost of traveling to Cannes, France, for the event. The stipend program encourages return visits, as a focus of the four-day event is to build business relationships. MIPIM, which is in its 30th year, brings together real estate developers and investors from throughout the world. Illinois REALTORS® plays a vital role in telling the story of why the state is a good place for foreign investors to do business. “It’s good for the state. It’s in the best interest of economic development. It’s in the best interest of our REALTORS® to bring new jobs to Illinois,” said Illinois REALTORS® President-elect Ed Neaves. “That’s the main purpose to be here.” Illinois REALTORS® has participated in the event for the past five years, becoming an anchor tenant for the NAR pavilion located in the Palais des Festivales et des Congress in Cannes. The conference, March 12-15, 2019, addressed themes including how cities are better preparing for a changing environment. “MIPIM is such a spectacular blending of ideas,” said Peter LoPresti, with Exit Strategy Realty in Chicago, one of the stipend recipients who is attending the event for the second year. “It’s important to see how everyone in the world lives and how they have solutions to the specific needs of their cities.”

Illinois REALTORS® participated in the MIPIM Conference in Cannes, France. The event was held at the Palais des Festivales et des Congress.

Illinois REALTORS® Moses Hall, Andy Velkme and Efty Garba at the Illinois REALTORS® booth at MIPIM.

Illinois REALTORS® Board of Directors member Nick Libert and Illinois REALTOR® Peter LoPresti attended an NAR reception at MIPIM.

Illinois REALTOR® Nancy Suvarnamani at a reception in the NAR pavilion.

ILLINOIS REALTOR® April 2019

www.IllinoisRealtors.org

ILLINOIS REALTORS® ADVERTISING CHECKLIST Let Illinois REALTORS® help! Our experts can assist you with advertising.

Name of Licensee

Does the advertisement include the full name of the real estate licensee? *NOTE: Not always needed if general company ad.

Managing Broker

If you are the managing broker on record with the Illinois Department of Financial and Professional Regulation, and your name is in the ad, does the advertisement identify you as managing broker?

Brokerage Name

Is the complete brokerage name disclosed in a reasonable and readily apparent manner (not solely a company logo or abbreviation of the company name)?

Authority to Advertise

Does the licensee have the written authority of the owner to advertise the property?

Honest and Truthful

Is the advertising content honest and truthful? Does the advertisement avoid any misleading statements or exaggeration of fact?

Teams

Does the advertising contain the full non-misleading name of the team?

Referral Fees

Does the advertisement avoid offering anything of value to an unlicensed person solely for the referral of a prospective client or customer?

Property Owned

If the advertisement is a “by-owner” ad for the sale, purchase or lease of real property that a licensee owns or in which he has an interest, does the advertisement state that the owner is a real estate licensee?

Inducements

If the advertisement includes an offer for goods or services that are free, are all the terms governing this offer included? If a premium, prize or discount is offered, is there language disclosing all terms and conditions?

Sold Property

If advertising sold properties, did the licensee participate in the sale of the property as the listing broker or cooperating broker?

Designations

Is the licensee entitled to use any and all designations contained in the advertising? *NOTE: These are sample questions and do not contain every possible advertising requirement or scenerio.

217-529-2600 • rcarraher@illinoisrealtors.org

ILLINOIS REALTOR® April 2019

Pushing back on property fees in Peoria When city leaders pushed for higher property fees to shore up pension funding, REALTORS® fought for and got a big compromise It was an example of advocacy in action when the Peoria Area Association of REALTORS® (PAAR) fought against a property-based fee increase to fund the city of Peoria’s public safety pensions and won a compromise that saved property owners money. Last October, when the city began discussions on closing a $2.2 million budget deficit, many revenue-generating ideas were proposed. The idea with the most interest from city leaders was a parcel fee. The city called it a fee, but in reality it was a property tax. As originally proposed, the ordinance would have imposed a $50 fee for any lot with a building with fewer than 5,000 square feet of space. Owners of property with buildings above that threshold would have paid $300. Those fees would have been allowed to increase annually to keep pace with the city’s pension ballooning obligations. In 2019, the first year of the fee, it was projected to generate approximately $2.2 million. The money would be applied to public safety pension funding to close the budget gap the Peoria City Council was struggling to resolve. The parcel fee became known as the Public Safety Pension Fee and, as with most proposals, its definition was modified multiple times before a final draft was submitted to the city council in mid-November. Peoria REALTORS® took careful aim at the final proposal. Working with Illinois REALTORS® and the National Association of REALTORS®, we launched a member and consumer Call for Action in Peoria to oppose the new property fee and to protect Peoria residents from another property-based fee increase. 28

www.IllinoisRealtors.org

We created a multi-layered information campaign, sending emails and text messages to REALTOR® members, targeted emails to consumers and a direct mail piece to voters within the city of Peoria. We created social media ads in conjunction with the Illinois REALTORS’ Real Property Alliance consumer outreach foundation. REALTOR® and consumer opposition put pressure on city council members and secured key provisions that improved the ordinance: • A sunset clause was introduced, meaning the ordinance would have to be reconsidered by the council in three years. • A lower fee structure was passed. Most property owners would be paying about half of the originally proposed fee. The Peoria Area Association of REALTORS® is glad for the compromise and the campaign raised important awareness. Our members saw the REALTORS® advocacy system at work, consumers took action on an important issue and our elected officials reacted.

p The direct mail piece was sent to 9,700 Peoria voters urging them to tell their city council member to vote against the parcel tax. Other Advocacy tools included: the RVOICE program, the Political Advocacy Fund, Real Property Alliance (our consumer advocacy arm) and the National Association of REALTORS®' Advocacy Everywhere Program.

Kristie Engerman

Governmental Affairs Director representing Peoria Area Association of REALTORS®

ILLINOIS REALTORÂ® April 2019

OUTREACH Building stronger client relations by being an advocate

Gideon Blustein

Member Outreach Manager and Local Governmental Affairs Director You are a relationship builder. Maybe you enjoy spreadsheets or designing beautiful listing presentations or business planning. But, at the end of the day, odds are, as a REALTOR®, you’re a relationship builder. Illinois REALTORS® advocacy tools offer the perfect excuse to reach out and strengthen client relationships. Whether your ability is innate or learned, you’ve built your business by carefully acquiring contacts and cultivating relationships. But even the best relationship builders sometimes require a nudge; a special nugget of information or value-add to share. Translation: sometimes you need an excuse to reach out! According to the National Association of REALTORS® only 12 percent of home buyers and sellers used the same agent they had used before. NAR posits this is because the client didn’t know how to find their former agent. Opportunity lost. After a recent presentation in which I appealed to REALTORS® to help stop Rent Control, John LeTourneau, 30

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a broker with The Integrity Group at Coldwell Banker Residential in Hinsdale, approached me with some advice to make my pitch to REALTORS® all about relationship building. I asked him to elaborate: “In my education sessions I tell my agents: ‘It may seem uncomfortable calling your past clients, especially when you haven’t been in touch for an extended period. Reconnecting with them on Rent Control or other issues that have no short-term gain for you as an agent, are the best reasons of all to call. You aren’t asking for anything and are calling with the gift of information and care. Clients may forget all the little details of your transaction, but they will never forget the way you make them feel. Keep that feeling strong, bring them information, and it will pay dividends to both you and your client.’” Reframing advocacy issues as an opportunity to reconnect with former clients is perfect. REALTORS® are an unstoppable force when it comes to protecting property rights and homeowners, so why not share this actionable information with your clients? Here’s your first topic: Rent Control. Illinois REALTORS® has set up the consumer facing website, www.AffordabilityForAll.com, where you can get some talking points and direct clients to take action. If you’d like to dive deeper on this or any other topics, I encourage you to invite one of the Illinois REALTORS® outreach team to speak at your next office sales meeting.

To get involved contact Gideon Blustein at gblustein@IllinoisRealtors.org

“ Clients may forget

all the little details of your transaction, but they will never forget the way you make them feel. Keep that feeling strong, bring them information, and it will pay dividends to both you and your client.ˮ

– John LeTourneau

a broker with The Integrity Group at Coldwell Banker Residential in Hinsdale

REALTOR® COMMUNITY Follow us:

2019 Leadership Development Class

The association’s 2019 Leadership Development Program class kicked off earlier this year. The 12 Illinois REALTORS® chosen for the program will attend a variety of training sessions to help them prepare for future work on committees, boards or as officers in their local associations.

LOCAL HERO: REALTOR® Candice Payne inspires community to help Chicago homeless

Back row (l to r): Debbie Pawlowicz, RE/MAX Action, Mainstreet Association of REALTORS®; Amy Barnes, Barnes Realty, Inc., REALTOR® Association of Northwestern Illinois; Rachel Frangos, Baird & Warner, Chicago Association of REALTORS®; Brett Decker, Exit Strategy Realty, Chicago Association of REALTORS®; Elaine Rhodes, Coldwell Banker Brown REALTORS®, Greater Gateway Association of REALTORS®; Gibby Kirby, Realty Executives Success, Three Rivers Association of REALTORS®; Tina Franklin, McColly Bennett Real Estate, KankakeeIroquois-Ford Association of REALTORS®; Luigui Corral, RE/MAX American Dream, North ShoreBarrington Association of REALTORS®. Front row (l to r): Danell Moberly, Keller Williams Bloomington, Bloomington-Normal Association of REALTORS®; Suzanne Miller, Jim Maloof Realty, Inc., Peoria Area Association of REALTORS®; Jessica Devore, Green Acres Real Estate, Bloomington-Normal Association of REALTORS®; Kathy Nosek, 4C Realty, Mainstreet Association of REALTORS®.

Kudos to Candice Payne, owner of 5th Group Realty & Management in Chicago, whose idea to provide 20 hotel rooms for the homeless during January’s Polar Vortex went viral and inspired others to help with the cause. What began as an idea to help 40 people get out of the cold grew to providing 120 people in need with meals, clothing and shelter for several days during record-breaking cold weather. The Chicago Association of REALTORS® has more on her story at: bit.ly/CandicePayneHelpsHomeless You can also learn more about Action for a Cause, Payne’s initiative to help the homeless at: www.ActionForACauseNow.org

REALTORS® talk public policy, raise money for RPAC in East Peoria Illinois REALTORS® held the annual Public Policy Meetings in East Peoria, Jan. 22-24. The meetings are an opportunity for REALTORS® to share ideas, talk about the issues facing the industry and devise strategies to help protect private property rights for consumers and real estate. An RPAC auction at the event raised more than $125,000.

Pat Dalessandro asks a question during the Public Policy and Governmental Affairs Member Involvement Group meeting.

Sarah Ware (center) offers insights during a panel discussion on Rent Control with Greg St. Aubin (left) and John LeTourneau.

Norm Willoughby and Rebecca Thomson keep the RPAC auction bids coming.

ILLINOIS REALTOR® April 2019