October magazine article outlines IAR ideas to boost professionalism

You can gain a new perspective on the scope of how the Illinois Association of REALTORS® aims to improve industry professionalism by reading “IAR makes changes to enhance professionalism in industry” in the October issue of Illinois REALTOR® magazine.

For example, on Sept. 4 in Chicago, the IAR Board of Directors voted to create an Ethics Citation Program and to create a Professional Standards Toolkit to help train real estate professionals. These steps will build on the success of the Consumer Help Line and the IAR Ombudsman Program that were created in 2013.

With the Ethics Citation Program, REALTORS® and consumers will be able to anonymously file complaints about Illinois REALTORS® who violate the NAR Code of Ethics and Standards of Practice. If a review panel agrees with the complaints, the named REALTORS® must agree to accept the citations and pay fines. Or, they can ask for an appeal.

REALTOR® Chris Read of Woodridge – a professional standards instructor and the immediate past chair of the IAR Professional Standards Committee – supports the Ethics Citation Program and explains that the idea is to show consumers our members are looking out for their best interests.

First complaint submitted
News of the first Ethics Citation Program complaint surfaced Tuesday (“Take note of first complaint received through Ethics Citation Program.”)  Soon, the review panel will rule on the merits of the complaint.

Watch this blog in the coming weeks and months for new developments.

Commercial: Will the business of ‘going green’ follow Chicago’s lead?

Understanding phrases like “energy-use benchmarking” and the ramifications of a recent ordinance passed in Chicago will make “going green” increasingly important to you and your clients, says one Chicago REALTOR® in the October issue of Illinois REALTOR® magazine.

Angela Aeschliman, the chief operating officer for Watermark Property Management in Chicago and a past president of the Northern Illinois Commercial Association of REALTORS®, says the Chicago ordinance creates new standards for property owners and managers of commercial, municipal and residential buildings, as well as anyone who buys or sells.

In June, owners/managers of buildings with more than 250,000 square feet submitted their first reports on energy consumption, water usage and greenhouse-gas emissions to the city.  In June 2015, owners of buildings with between 50,000 and 250,000 square feet will provide similar reports.  The data will be measured by U.S. Environmental Protection Agency software and must be verified by a licensed architect, engineer or other professional recognized by the city.

The city will be able to share individual building performances next June and Aeschliman says the information could increase competition for more energy-efficient properties.  How quickly these concepts spread to suburban Chicago and the rest of the state will be watched closely by the IAR, local associations and their members.

Read the whole story, “The Growing Business of Going Green,” which includes client concerns about the costs of “going green.”

Not one, not two, but 11 ideas for rookies to succeed in real estate

Listen to the ideas of real estate author Bernice Ross, who is CEO of RealEstateCoach.com, a national speaker and trainer with more than 1,000 published articles and two best-selling real estate books. Whether you’re a newcomer to the profession or you’d just like to recharge your business, Ross has compiled 11 ideas from sources that would take you a long time to find yourself.

For example, she stresses the importance of having a learning mindset, and notes that in one Texas study of 500 new agents, those who earned their GRI designation were most likely to succeed. Renowned real estate trainer Lynn Madison adds: “Find a brokerage that offers good training. Be an education sponge. Many agents choose the wrong managing broker and have to start over with a brokerage that has strong training.”

Ross quotes Rebecca Thomson, Vice President of Agent Development for @Properties, as saying that receptiveness to training, using strong systems (i.e. Client Relationship Management system), consistently prospecting and engaging with other agents were four keys to her early success. NAR tagged her for its “Top 30 under 30.”

Of course, these thoughts only touch on two of the 11 ideas in the article. For the full article, you can check your mailbox or see it right now.

Use Data and Perspective to Polish Your Negotiating Skills

If you can access the right data to support your position, you’ll have a better chance of satisfying the clients you represent, says Christine Wilczek, a Lemont broker-associate who is among her organization’s national sales leaders.

“If you’re truly working in the best interest of your client, you should have a tremendous amount of data to support your negotiating position,” says Wilczek. “Don’t just pull numbers from the sky and expect everyone to believe and understand where you’re coming from.  Base your assumptions on real market numbers, do the actual analytical research, and then show everyone the results of that research during the negotiation process.”

Two other successful professionals quoted in the article – Sandra Hamilton of Re/Max Professionals in Springfield and author John Mayfield of Farmington, MO – remind REALTORS® that skillful negotiations include much more than selling price.  They include property repairs, radon mitigation, mine subsidence and more.

Read “Polishing Your Negotiating Skills” from the October issue of Illinois REALTOR® and find out how your approach compares.  You’ll also get access to Negotiation Tool Kit from the National Association of REALTORS® (NAR).

Take the time to invest in your own success and read the story now.

Ten ideas that will improve any listing presentation

In the cover story of the October Illinois REALTOR® magazine, one trainer advocates the LIST method to gain the trust of sellers during listing presentations.

“L” stands for “Lead in” to give an overview of your presentation. “I” stands for “Investigation,” which means ask a lot of questions to discover the client expectations and build trust. “S” stands for “Show/sell,” and allows you to explain why a REALTOR® like you and your office are best for the client. And “T” stands for “tie down,” or the style you use to wrap every part of your presentation together neatly.

Find out more with “Set the Stage for Success with Your Next Listing Presentation.”