Real Estate - Sarah Leonard - The Sarah Leonard Team

Real Estate Market Trends: What You Need to Know

SLT · Real Estate Market Trends: What You Need to Know The real estate market is constantly evolving, and if you’ve been keeping an eye on interest rates, you’ve likely noticed the big shift recently. After months of rates hovering in the 7% range, we’re now seeing the market solidly in the 6% range for a 30-year fixed mortgage. So, what does this mean for both buyers and sellers? Let’s dive into the current trends and how you can take advantage of the opportunities! Interest Rates Have Stabilized – What Now? Just a few weeks ago, we were flirting with interest rates in the 7% and 8% ranges. Now, we're seeing a trend towards stabilization, with rates sitting in the low 6% range. This has had a significant impact on the market, making home loans more attractive and boosting buyer activity. Buyers are starting to realize that this is an ideal time to get back into the market. Homes are more affordable than they were just a month ago, and rates are no longer the monster they appeared to be. The shift has happened, and with stability in sight, it’s time to seize the moment. Buyers Have More Leverage – Inspection & Negotiation Power One key takeaway from recent market activity is that buyers are now in a stronger position. Gone are the days when buyers waived inspections or skipped negotiating credits. We’re seeing a more balanced market where buyers are asking for things like closing cost credits and negotiating repairs. In fact, buyers who had shied away from FHA or VA loans are now returning, as sellers become more receptive to various loan types. This normalization is creating a healthier market where both buyers and sellers have options, reducing the pressure of rushed decisions. Pricing Strategies Are Changing – Here’s What to Do Sellers at higher price points are making price reductions, which means buyers have the opportunity to secure homes for less than list price. But here’s a tip—don’t leave money on the table! When negotiating, consider asking for a closing cost credit rather than reducing the offer price. For example, if you’re looking at a $736,000 home and planning to offer $725,000, consider offering the full price but ask for $11,000 in closing cost credits. This way, you can cover your costs like attorney fees, and insurance, or even buy down your interest rate. Inventory is Increasing – More Choices for Buyers Another positive trend is the increase in available homes. With more inventory coming to the market, buyers can take their time to shop around, and sellers have a better chance of finding their next home after they sell. The frantic "fire drill" of buying a home has lessened, giving both parties more breathing room. This boost in inventory is especially great for those who sold their homes at peak prices but held off on buying due to uncertainty. Now, with more options, sellers are more likely to find a place to move without the stress of paying to move twice. Addressing Buyer Anxiety – The Truth About Commission Lawsuits One topic causing anxiety recently is the impact of the real estate commission lawsuits. While there were concerns about how this would affect the market, the changes are relatively minor. Now, buyer agents must have a signed buyer agency agreement, and commissions are no longer listed in MLS for public view. However, commissions are still very much a part of the transaction. Buyers will continue to have representation, and the paperwork involved hasn’t significantly affected the process. Real Estate Never Takes a Break – Even During Holidays A common misconception is that real estate grinds to a halt around Thanksgiving or the Super Bowl. In reality, people are still actively buying homes during the holidays. We’ve seen buyers trudging through snowstorms to view homes, and pre-approvals are still being written during these periods. If you’re serious about buying or selling, don’t wait for the "perfect" time—because that perfect time is whenever you're ready to make your move! Highlight: Meet Sarah Leonard, Your Trusted Real Estate Expert As the voice behind this insightful discussion, Sarah Leonard brings years of experience and a deep understanding of local trends to the table. If you're looking for a trusted guide through this evolving market, Sarah is here to help you navigate your buying or selling journey effectively. Don’t miss out on the opportunity to make informed decisions with her expert guidance! Contact Sarah LeonardPhone: 224-239-3966Email: sarah@sarahleonardsells.com
Real Estate Trends: Sarah Leonard's Insight

SLT · Real Estate Trends: Sarah Leonard's Insight Real estate goes beyond just transactions—it's about understanding people, timing, and finding the perfect fit. Whether you’re an experienced homeowner or venturing into your first purchase, navigating today’s market can be daunting. Recently, on Home Sweet Home Chicago, I had the chance to dive into the latest trends, surprising insights, and what lies ahead for buyers and sellers. Is it a Good Time to Buy? A listener called in, worried about whether his son should wait to buy a home. His advice had been to save 20% down and wait for better market conditions. Sarah had a different take, stressing that there’s no one-size-fits-all approach to buying a home. She explained that buyers could secure a home with as little as 3% down through FHA loans or even explore other options like USDA loans. In today’s market, the pendulum has swung toward buyers, meaning that holding off might not be the best advice for everyone. Sarah's message? If you're ready to buy, don’t wait for perfection—act while opportunities are still within reach. Why Waiting Might Not Be the Best Idea Waiting for "the perfect time" can often lead to missed opportunities. Over the past few years, buyers who chose to wait may have seen home prices rise and interest rates fluctuate. While hindsight is 20/20, Sarah emphasized that securing a home now could be the smarter move. As she mentioned, you can always refinance your mortgage rate when it improves, but you can’t always lock in the same home price. The Current State of Pending Home Sales Pending home sales have been trending downward for 23 months, and Sarah pulled up some eye-opening data. In Schaumburg, Illinois, a large Chicago suburb, there were 76 pending homes at the time of our discussion, compared to 137 the previous year. That’s a significant drop. But it’s not due to a lack of demand—it’s a lack of inventory. Simply put, buyers want homes, but there aren’t enough available. Why Are Sellers Holding Off? Many potential sellers are holding back because they secured low mortgage rates during the past few years. With rates now hovering around 7.25%, homeowners with 3% rates are hesitant to move, even though they have significant equity in their homes. But Sarah predicts that if rates stabilize in the 5% to 6% range, it could push sellers to make a move. For every 1% drop-in interest rates, homeowners can save significant amounts on their monthly mortgage payments, which could be the push they need to list their homes. The Role of Adjustable-Rate Mortgages (ARMs) In the past, adjustable-rate mortgages (ARMs) were a popular option for buyers, but they've fallen out of favor in recent years. However, Sarah believes ARMs could make a comeback as rates become more favorable. When homeowners realize they can lock in a rate at around 5.5% on a 30-year fixed mortgage or even lower with an ARM, we could see a surge of new listings hit the market. What Rate Will Get You Off the Couch? One of the big questions of the day was: What will it take to get homeowners to sell? With 70% of homeowners in the area locked into rates under 5%, what kind of rate would entice them to sell and buy another home? Many are waiting for that "magic number," but as Sarah pointed out, it might only take a drop to the high 5% range for the floodgates to open. For every $100,000 borrowed at 7.25%, homeowners are paying roughly $682 per month. But if rates drop to 6.25%, that payment goes down to $615. Over a year, that adds up to significant savings. Looking Ahead: A Market on the Verge of Change As we look to the spring of 2024, there’s hope that interest rates could fall to the 5% to 6% range, creating a more favorable environment for both buyers and sellers. The key takeaway? The market is always shifting, and while it’s important to be financially prepared, timing your move can be just as important. In real estate, staying informed and knowing when to act is key. Whether you’re buying or selling, Sarah Leonard's expertise can guide you in making the right choices for your situation. Are you ready to make your move? Let’s chat! Contact Sarah LeonardPhone: 224-239-3966Email: sarah@sarahleonardsells.com
Home Ownership Insights: Sarah Leonard

Sarah Leonard, a real estate expert from Legacy Properties, offers valuable insights into the complexities of home ownership, especially when intertwined with relationships. In today's market, where both economic factors and social dynamics are influencing buyers and sellers, understanding the nuances of property ownership has never been more important. Key Considerations for Buyers and Sellers 1. The Risks of Co-Owning Property with Unmarried PartnersOne of the most critical aspects of home buying involves understanding the risks of purchasing property with a partner without being married. Sarah Leonard highlights that nearly 50% of marriages end in divorce, a statistic that underscores the potential complications of co-owning property without the legal protections marriage provides. In one example, a couple who had purchased a home together faced difficulties when they broke up. Even though the home was in the girlfriend’s name, the boyfriend was still responsible for the mortgage, creating a complex and contentious situation. To avoid such complications, Sarah advises couples to either marry before buying property together or put clear legal agreements in place. 2. Market Dynamics and Buyer MotivationThe housing market has experienced significant shifts, particularly with fluctuations in interest rates. Rising rates initially caused many potential buyers to hold back, but as buyers adapted to the new normal, there has been a renewed interest in open houses and market engagement. According to Sarah, external factors, like major events such as the Super Bowl, can even spark an uptick in buyer activity. These cyclical market trends are important for buyers and sellers to be aware of, helping them to time their decisions more effectively. 3. Emotional Factors in Estate ManagementManaging inherited properties often brings emotional challenges, especially when families gather during holidays and tensions around ownership or selling can surface. Many people struggle with the sentimental value of inherited belongings versus the practical need to sell. Sarah Leonard stresses the importance of seeking professional assistance in estate planning and real estate matters to ease these emotional burdens and ensure that families navigate these situations smoothly. 4. The Role of Real Estate ProfessionalsA recurring theme in real estate is the vital role that professionals play in guiding clients through the buying, selling, and managing of properties. Sarah emphasizes the importance of relying on knowledgeable agents who can help clients make informed decisions and avoid disputes with family members or partners. Conclusion: Making Informed Real Estate Decisions Sarah Leonard's insights reveal that home ownership, particularly when relationships are involved, comes with its own set of challenges. Whether buying as a couple, with family, or as an individual, understanding the emotional, social, and practical implications is key to making smart real estate choices. For those considering entering the real estate market, consulting experienced professionals like Sarah Leonard can provide clarity and peace of mind. Being well-informed can make all the difference in achieving long-term success in property investments. Call to Action If you're thinking about buying a home or navigating complex real estate situations, reaching out to a trusted real estate professional is essential. They can provide expert guidance to help you manage these challenges and make decisions that are in your best interest. For more information, contact Sarah Leonard at Legacy Properties by phone at 224-239-3966, or visit her website at sarahleonardsales.com.
Foreclosure & Short Sales Tips by Sarah Leonard

Understanding the Situation: Short Sales vs. Foreclosure Before diving deeper, it's essential to understand the distinction between a short sale and a foreclosure. As Sarah Leonard explains, a short sale occurs when a homeowner sells their property for less than the remaining balance on their mortgage. A foreclosure, on the other hand, is when the bank takes possession of a property due to the homeowner’s inability to make mortgage payments. Many homeowners today find themselves in financial distress, despite having significant equity in their homes due to the rapid appreciation of property values since the COVID-19 pandemic. For those in such a situation, Sarah Leonard stresses the importance of taking action sooner rather than later. Don’t Let Your Home Equity Slip Away "Would you agree or disagree," says Sarah Leonard, "that to let late mortgage payments, late fees, and credit-crushing debt pile up without taking any action is a debilitating decision?" Leonard points out that doing nothing can severely damage your credit score and diminish your home equity, which could otherwise be a financial lifeline. For instance, if you bought your home for $250,000 in 2008 and it's worth $400,000 today, but you find yourself unable to make payments due to a job loss, sickness, or divorce, the financial burden can quickly escalate. Sarah Leonard explains that late fees, unpaid taxes, insurance delinquencies, and other expenses can accumulate rapidly, eroding your hard-earned equity. "The key," she advises, "is not to let things get so far out of hand that you lose most of your equity by waiting too long to address the problem." The Real-Life Scenarios Sarah Leonard shares stories from listeners and clients who face similar dilemmas. One listener, who went into forbearance during COVID-19, has not made a mortgage payment in six months. Rather than allowing the situation to spiral into foreclosure, she worked proactively with her servicer to enter forbearance again. This move prevented her credit score from taking a hit and gave her a chance to catch up financially. But, as Sarah Leonard highlights, this situation is still precarious. If the listener cannot get an extension or fails to make the necessary payments, she must decide whether to let the mortgage fall further into delinquency or sell the property and retain the equity that remains. The Critical First Step: Communication Sarah Leonard emphasizes the importance of communication: "The first thing you need to do is call your servicer – the company you write your mortgage payments to – and tell them you're having hardships. Have documentation ready to show your hardship." Whether it’s due to job loss, sickness, or another life event, documenting the situation is crucial for negotiating with lenders and making informed decisions. Why a Short Sale Might Be the Best Option For some, selling the home and starting over might be the best way out. Sarah Leonard explains, "Sometimes, the weight of carrying around a heavy financial burden is too much, and selling can be the answer. If you have equity in the property, don't let the bank take those fees and strip that away from you." She also points out that if you bought a home in 2021, when prices were high and mortgage rates were low, but are now facing job loss or another hardship, a short sale could be a viable option. "If the home is worth less than what you owe, and you don't have the money to cover the shortfall, a short sale might allow you to walk away from the property without further debt," Leonard advises. What Defines a Hardship? According to Sarah Leonard, qualifying for a short sale requires proving a genuine financial hardship. Common hardships include: Divorce Death of a spouse or partner Job loss or significant income reduction Major medical expenses If you're uncertain whether your situation qualifies as a hardship, Sarah Leonard encourages reaching out for guidance: "Call, and I'll be happy to talk you through what might qualify." Rebuilding After a Short Sale While a short sale can be an emotional and financial setback, Sarah Leonard reminds listeners that it’s not a permanent mark on your financial record. "If you do a short sale, it’s typically three years before you can buy another home," she notes. "It's like having a temporary setback but being able to start fresh after some time." She continues with an analogy: "It's like having terrible acne in high school. You graduate, see a dermatologist, and after three years, your skin is clear again. Time heals all wounds." Moving Forward: Proactive Steps to Take Now To avoid foreclosure and maximize your options, Sarah Leonard advises: Call your mortgage servicer: Discuss your situation, and explore your options. Consider a short sale: If keeping the property isn’t feasible, selling it before foreclosure might be the better option. Stay informed: Learn about the alternatives and what makes the most sense for your unique situation. If you’re feeling overwhelmed or unsure of what to do next, Sarah Leonard reassures, "There's no reason to be uncomfortable or embarrassed talking about it. It happens to good people all the time. If you're in a situation where you just don't know what to do, call us. We're happy to help." If you need further assistance or want to discuss your options, Sarah Leonard is here to help. Call her at 224-239-3966 or visit her website at sarahleonardsells.com.
Navigating Commission & Contract Changes

When it comes to selling your home, you might be tempted by the allure of a cash offer. Companies promoting cash sales emphasize quick transactions and minimal hassle, but how does this compare to listing your home on the market? Let’s explore the advantages and disadvantages of both methods, with insights from Sarah Leonard of Legacy Properties. The Cash Offer: Speed and Simplicity Cash offers are often marketed as the ultimate convenience. Companies making cash offers boast about closing quickly and buying homes in "as-is" condition, which can be especially appealing if you're looking to avoid repairs or lengthy negotiations. Pros of Cash Offers: Speed: Cash buyers can often close in just days, bypassing the typical sale process. Convenience: No need for showings, staging, or extensive negotiations. No Repairs Needed: Cash offers are generally for homes in any condition. However, while the convenience of cash offers is undeniable, there are significant factors to weigh. Cons of Cash Offers: Lower Sale Price: Cash offers often come in below market value. Sarah Leonard recently shared a compelling case where a homeowner received a cash offer of $180,000 but sold the home for $242,000 after listing it traditionally. That’s a $62,000 difference that highlights the potential financial downside of accepting a cash offer. Less Flexibility: Cash buyers usually have strict timelines. If you need more time to move, you might find traditional buyers more accommodating. The Traditional Sale: Potential for Higher Profit Opting for a traditional sale might involve more effort, but it can often yield a higher sale price. This method includes preparing your home for market, staging, and working with a realtor to attract buyers. Pros of Traditional Sales: Higher Sale Price: Listing traditionally can result in a much higher sale price, as illustrated by Sarah Leonard’s recent transactions. Her team helped a homeowner secure a price $62,000 more than a cash offer. Flexibility: Traditional sales offer more room for negotiating closing dates and terms, which can include rent-back agreements if you need more time to move. Cons of Traditional Sales: Time and Effort: Preparing for sale involves cleaning, staging, and accommodating showings. Potential for Delays: Traditional sales can be lengthy, and mortgage approvals may sometimes fall through, causing delays. The Hidden Costs of Cash Offers Although cash buyers advertise "no commissions," this can be misleading. The lower sale price associated with cash offers often means a significantly smaller net profit. For example, if you sell your home for $180,000 with no commission but could have sold it for $240,000 with a $15,000 commission, you’re potentially losing out on $45,000 in profit. Why Consider a Real Estate Professional? Sarah Leonard emphasizes that many homeowners might think a cash offer is the only solution, especially if their home needs repairs. However, traditional sales can be just as straightforward. Her experience shows that even homes with issues can fetch higher prices when listed with a professional. For instance, despite a home's issues like mold and a sagging roof, Sarah Leonard’s team was able to achieve a much higher sale price than the initial cash offer. Conclusion: Making the Right Choice Choosing between a cash offer and a traditional sale depends on your priorities. If you value speed and convenience and are willing to accept a lower price, a cash offer might suit you. However, if maximizing your sale price is important and you have some time to prepare, listing your home traditionally could be more advantageous. For expert guidance tailored to your specific needs, consider reaching out to Sarah Leonard at Legacy Properties. With her deep understanding of the market and commitment to achieving the best outcomes for her clients, she can help you navigate these choices effectively. To learn more or to discuss your home selling options, contact Sarah Leonard at 224-239-3966 or visit sarahleonardsells.com.
Avoiding Home Transition Stress: Proven Strategies from Sarah Leonard and David Hochberg

Navigating the Real Estate Market: Expert Tips from Trusted Professionals In the ever-changing world of real estate, the decision to buy or sell a home can feel overwhelming. With so much at stake, many homeowners find themselves grappling with the fear of selling their current property before finding a new one. Fortunately, there are solutions available, and who better to guide you through the process than two of the most trusted names in the industry: Realtor Sarah Leonard from the Sarah Leonard Team and David Hochberg, your local lender and host of Home Sweet Home Chicago. Expert Guidance for a Seamless Transition When the real estate market is buzzing with activity, it’s essential to lean on professionals who can provide clarity and support. For many, the biggest concern is ensuring that they don’t end up without a home after selling their current property. This is where Sarah Leonard and David Hochberg come in, offering solutions that can make the process smooth and stress-free. Sarah Leonard’s Approach: Sarah Leonard has extensive experience helping clients navigate the complexities of buying and selling homes. One common scenario she encounters is clients who are hesitant to sell their home for fear of not securing a new one in time. Sarah’s strategy involves a meticulous approach to timing and coordination. The key is to align the sale of your current home with the purchase of your new one. For instance, Sarah recently assisted two listeners who were able to sell their current home in the morning and close on their new home in the afternoon. This seamless transition is a testament to the effectiveness of proper planning and coordination. As Sarah would emphasize, working with a knowledgeable real estate professional can help ensure that the timing of both transactions is perfectly synchronized. David Hochberg’s Financial Solutions: On the financial side, David Hochberg offers valuable solutions to address concerns about financing and cash flow. Here are a few strategies that David suggests: Cash-Out Refinance: If you have substantial equity in your current home, consider a cash-out refinance. This allows you to access cash for the purchase of a new home while retaining your existing property until you’re ready to transition. Home Equity Line of Credit (HELOC): Another option is to use a HELOC as a bridge loan. This approach involves tapping into the equity of your current home to fund the purchase of a new one. Once your current home is sold, the HELOC is paid off, leaving you with a more manageable loan on your new property. David’s expertise in structuring these financial solutions ensures that homeowners can make informed decisions and ease the transition between properties. His approach helps to alleviate the financial stress that often accompanies buying and selling homes simultaneously. Experience You Can Trust With over 44 years of combined experience in the real estate and mortgage industries, Sarah Leonard and David Hochberg bring unparalleled expertise to the table. Their extensive knowledge and problem-solving skills are invaluable for anyone looking to navigate the real estate market with confidence. Whether you’re considering buying, selling, or both, reaching out to Sarah Leonard and David Hochberg can provide you with the guidance and support needed to make informed decisions and achieve your real estate goals. Get in Touch: Sarah Leonard: For expert real estate advice and to explore your options, visit sarahleonardsells.com or contact Sarah directly. David Hochberg: For financial solutions and mortgage advice, tune in to Home Sweet Home Chicago every Saturday morning or visit 56david.com for more information. In the complex world of real estate, having trusted professionals by your side can make all the difference. Don’t let the fear of the unknown hold you back—reach out to Sarah and David today and take the first step towards a smooth and successful real estate transaction.
Local Expertise: Avoid Risks with Online Lenders

Why You Should Trust Local Experts When Buying or Selling a Home When it comes to buying or selling a home, choosing the right professionals can make all the difference. I recently sat down in the studio with two trusted real estate experts: Sarah Leonard, a renowned realtor, and David Hochberg, the mortgage expert and host of Home Sweet Home Chicago. Together, they highlighted the importance of working with local professionals who are deeply rooted in their communities. A Cautionary Tale: The Perils of Online Lenders Sarah shared a story that perfectly illustrates the risks of relying on online lenders. She recently helped a friend sell her home in record time—just one week. However, the buyer made the fateful decision to use an online lender (who shall remain unnamed but whose name rhymes with a well-known mortgage company). The result? The buyer failed to show up for the closing, leaving Sarah’s friend in an incredibly stressful situation. This wasn't just a minor inconvenience. The sale of her home was crucial because she was set to purchase a new home just hours later. The failed closing caused a domino effect, leaving her temporarily without a place to live and in a bind that could have been avoided with the help of a local lender. The Value of Local Expertise David Hochberg was quick to point out the dangers of using online lenders. "If you want to see blood leave a realtor's face, tell them you're using an online lender," he joked, but the truth behind the humor is serious. When you're dealing with an online lender, it's often impossible to reach someone when you need them most. Calls go unanswered, and the lack of local presence can result in delays that jeopardize the entire transaction. On the other hand, working with local experts like Sarah Leonard and David Hochberg ensures that you're dealing with professionals who can take action. David emphasized the importance of having someone who can walk down to the underwriter's desk or who has direct control over the lending process. This local connection is key to ensuring a smooth transaction. A Track Record of Success David and Sarah's commitment to their clients is reflected in their track record. Out of the 100 or so transactions they've managed, none have gone sideways. In fact, they’ve got a closing set for 45 days out, and the buyer already has a conditional approval in place. That’s the kind of peace of mind that only comes with working with trusted local professionals. The Bottom Line If you're in the market to buy or sell a home, or if you just want to know what your current home is worth, make sure you’re working with experts who have a proven track record. Visit Sarah Leonard's website to learn more about how she can help you with your real estate needs. And if you need refinancing or financing, call David Hochberg's team at 855-56-DAVID or visit 56David.com. Remember, when it comes to real estate, there’s no substitute for local expertise.
Sarah Leonard & Christie Nyquist

WCKG · Sarah Leonard & Christie Nyquist ReMARKable Radio "Sarah Leonard has been selling Real Estate for over 12 years in the Chicago Suburbs. As a native of the area, Sarah combines her knowledge of the local communities with her equally impressive experience!" A lifelong resident of the Chicagoland Suburbs, Sarah Leonard possesses an impeccable knowledge of the local market, its diverse neighborhoods, and everything in-between. Having been in the real estate business for over ten years and bringing a background as a loan processor to the table, Sarah’s expertise makes her the Realtor of choice to handle all your real estate needs. Christie Nyquist maintains the day to day team operations to ensure that things are running smoothly from all angles. She manages the marketing, oversees the staff and agents, and works to keep things organized at the office. To learn more about the Sarah Leonard team you can visit http://sarahleonardsells.com/
THE SARAH LEONARD TEAM

The Sarah Leonard Team Legacy Properties Sarah Leonard Carie Cox Ruta Baran While her friends were away at college, Sarah Leonard was building a real estate business. Leonard, founder of The Sarah Leonard Team, has been in the industry since she was 15. Before earning her license, Leonard first worked with a loan officer and then as a marketing coordinator. “I knew from the beginning this is what I wanted to do,” says Leonard, a recent Legacy Properties Circle of Legends inductee who closed more than $100 million in real estate last year. “I built my team with all this past knowledge of different areas of the industry.” Leonard purposefully chose two other listing agents who excel at what they do to join her as team members, and combined, the group holds more than a dozen licenses and certifications. Carie Cox learned from a career assessment in college that real estate and interior design were both good options for her. But it wasn’t until after she and her husband built a home and the sales rep suggested she consider a career in real estate, that she made the leap from licensed esthetician to agent. “Helping others look and feel their best was very rewarding,” Cox says. “As clients opened up about some of the stress they were trying to escape, I got to hear all about their real estate challenges. This gave me a unique perspective on how they felt their experience could have been better.” Ruta Baran’s entrance into the industry was similar. After building several spec homes with her husband, she discovered her passion for real estate and decided to apply her 18 years of experience with Citigroup to a new career. “The relationship management skills I learned in corporate America have been instrumental in my success as a broker,” she says. “Real estate is a people business, and developing relationships, attention to detail and communication are all key.” Leonard attributes the team’s success to excellent communication, transparency and hard work. “It’s not just a transaction for clients,” Leonard says. “This is a life-changing moment, and through that, we become close friends.”
HOW TO MAKE IT TO THE TOP

It’s not just luck that got the agents you see on our Real Data lists where they are today. Hear their advice for how you can up your game and increase your numbers, as well as how to maintain your top producer status once you’ve made it. “First, build an image and a brand that tells clients and other agents that you are hardworking, honest and sophisticated. That starts with your everyday calls and texts. They need to be ‘on brand’ as much as any advertisement. Second, put closing the deal ahead of your ego, conflicts with the other agent, or any of the other personal things that can get in the way. Your job is to get your clients the best deal they can get. Don’t get in the way of that.” Dawn McKenna, founder of The Dawn McKenna Group at Coldwell Banker Residential Real Estate — No. 3 in Chicagoland and No. 1 in DuPage County “Use a CRM every day — all day. There is just too much information to be running your business with just your contact info in a cell phone. A robust CRM will make you money every day if you utilize it to the fullest.” Tamara O’Connor, co-team leader of the Tamara O’Connor Team and broker-owner of Premier Living Properties in St. Charles — No. 3 in Kane County “Work harder than everyone else until you can afford to work smarter by hiring an assistant.” Mario Greco, founder and leader of The MG Group at Berkshire Hathaway HomeServices — No. 5 in Chicagoland and No. 4 in Cook County “Never give up. Also, remember that to get to the top, you need to start at the bottom and climb. Start small, dream big and anything is possible.” Jane Lee, leader of The Jane Lee Team with Legacy Properties Top Performers in Lake Bluff — No. 8 in Chicagoland and No. 1 in Lake County “There are a lot of unnecessary and inefficient ways that you can spend your time and money in residential real estate. Do what’s truly important and abandon the rest.” Bryan Bomba, team leader of the Bryan Bomba Group at @properties in Hinsdale — No. 3 in DuPage County “Your foundation of past clients and their referrals are your strongest and most profitable pieces of business. Take care of them and keep in touch. Also do not sacrifice profit for volume just to make a list. The best top producer runs a true business and needs to be focused on profitability as well.” Rich Toepper, team leader of The Toepper Team at Keller Williams Success Realty in Crystal Lake — No. 5 in McHenry County “You should go into this and know that you are going to fail. But after you fail enough, you will start to succeed. Those who learn from their mistakes succeed. Those who don’t, fail. Fail forward, and you win.” Matt Laricy, managing partner of The Matt Laricy Group at Americorp Ltd. — No. 2 in Chicagoland and Cook County “If you are closing homes, but not keeping in touch with your clients and building lasting relationships, you will be stressed out and not likely to maintain a top producer status. Client relationships are the key (and most rewarding, fulfilling part) to being a great agent.” Sarah Leonard, leader of the Sarah Leonard Team at Legacy Properties in Schaumburg — No. 13 in Chicagoland, No. 5 in Kane County and No. 7 in McHenry County
HOW YOUR CLIENTS SEE PRODUCTION NUMBERS

Being a top producer in Chicagoland may mean a fair amount of attention for impressive sales numbers. But whether or not that actually makes a difference in terms of attracting and keeping clients is another question. Here’s what some top producers from our Real Data list had to say on that topic. “They are looking for experience to handle their biggest investment — so they definitely want a good track record — but that being said, they want a true personal touch, which many clients think top producers don’t give, so it’s an education process during the interview.” Tamara O’Connor, co-team leader of the Tamara O’Connor Team and broker-owner of Premier Living Properties in St. Charles — No. 3 in Kane County “I’ve played down my awards and what I’ve accomplished because it’s not as important to clients. They want to know my reputation is good, I’m working on their behalf and I have their back.” Millie Rosenbloom, broker-owner of the Millie Rosenbloom Company at Baird & Warner Chicago — No. 18 in Cook County “In this market, it’s most important that you care about the families that you serve. Your sales volume is secondary.” Bryan Bomba, team leader of the Bryan Bomba Group at @properties in Hinsdale — No. 3 in DuPage County “It helps, but ultimately, they want to feel as though they are my only client. They don’t want to get lost in just being a number.” David Cobb, broker with Legacy Properties “10” in New Lenox — No. 6 in Will County “People are attracted to success. The No. 1 thing people ask is, ‘How much have you sold in this area/building/last year, etc. It’s not the only factor, but they want to know you know what you are doing. Matt Laricy, managing partner of The Matt Laricy Group at Americorp Ltd — No. 2 in Chicagoland and Cook County “It is critical, as real estate is an industry where trust is required and that trust is gained from knowledge and a reputable standing in the industry.” Jane Lee, leader of The Jane Lee Team with Legacy Properties Top Performers in Lake Bluff — No. 8 in Chicagoland and No. 1 in Lake County “Having a strong track record proving I know how to sell homes at a high price is extremely important to clients. It is often times what gets us a listing appointment to meet with potential clients.” Sarah Leonard, leader of the Sarah Leonard Team at Legacy Properties in Schaumburg — No. 13 in Chicagoland, No. 5 in Kane County and No. 7 in McHenry County “Most could care less. Top producer status just lets them know you are experienced. Conveying that, combined with their perception that you are truly there to do what is in their best interest, is what really matters most.” Rich Toepper, team leader of The Toepper Team at Keller Williams Success Realty in Crystal Lake — No. 5 in McHenry County
Sarah Leonard, Broker and Owner

Sarah Leonard, Broker and Owner The Sarah Leonard Team, Legacy Properties If Sarah Leonard were to sum up 2021 in one word, it would be growth. Leonard grew her team by hiring successful, like-minded agents and closed more homes than any other team in the MLS for the last two years — upwards of 700 deals. Driven by relationships with clients and agents, Leonard, broker and owner of The Sarah Leonard Team of Legacy Properties, knows that people work with people they like, and she enjoys getting to know agents and clients on a personal level, so the relationships can continue once the “job” is done. She takes time to listen to clients and understand their needs and goals. “I have around three minutes at someone’s table to earn their trust before they make a decision and be proactive with the best route for their circumstances,” she explains. “I let them know I am truly there to help.” She arms clients with the information they need to make an informed decision, a timeline of what to expect, and access to trusted referrals to help make the process of prepping their home as smooth and easy as possible. “This process is so emotional and stressful for people,” says Leonard, who has 16 years of industry experience. “A large part of my job is to take the stress out of the transaction. Having a positive impact on my clients makes the long hours worth it.” The team makes a huge effort to stay in touch with clients long after they close on their homes, and it has paid off. Their number one source of new business is past clients, and the number two source is referrals from past clients. Leonard started her real estate career at 15, first working for a loan officer before becoming a marketing coordinator for a real estate team, and then advancing to a licensed Realtor. Experiencing different facets of the industry laid the foundation for her to successfully lead a well-rounded team.