How to Help Your Clients Become Real Estate Investors

Historically, investing in real estate has been one of the most effective ways to find financial freedom, especially in the Chicagoland area. It’s a smart way for people to build generational wealth and diversify their portfolios. 

It’s a unique asset class that has lower volatility than stocks and offers a safe way to hedge against inflation or uncertain times. Responsible real estate development can revitalize and strengthen communities by boosting property values and tax revenue, leading to better public services and success for locally-owned businesses.

Most brokers join this industry because they are driven to help match their clients with the perfect home for their family or find the ideal location for an innovative commercial enterprise. 

You also have the power to guide your clients toward making advantageous financial decisions. Here are some smart strategies for encouraging your buyers to become real estate investors and boosting your real estate brand to the stratosphere.

Become a Subject Matter Expert

In the business world, an SME (subject matter expert) is a highly qualified professional who has advanced knowledge in a specific field

Finding your niche is key to establishing your reputation as a trusted advisor. Whether you specialize in a certain area, historic buildings, or multi-family dwellings, doing your research and staying in front of current market trends is vital.

Chicago’s 77 community areas each have a distinct flavor and possible opportunities for residential or commercial investments. In-depth market analysis utilizing the latest AI-powered technology will give you the data you need to steer your clients to the most potentially profitable properties. 

You should also be aware of upcoming development projects, zoning ordinance changes, economic policies, and how to evaluate deals and estimate cash flow. 

The National Association of REALTORS® provides a certification program in real estate investing that takes a deep dive into 1031 exchanges, NOI (net operating income) modeling, and practical insight into professional property management.

By developing your expertise, you’ll inspire homebuyers to expand their horizons and explore the possibilities of building wealth through this type of investment.

Educating Your Clients

The next step is to sit down with your clients and truly understand their goals and financial situation. Many potential homebuyers are unaware of the options available to them or the safety and tax benefits of purchasing property as an investment.

Commonly called “house hacking,” many motivated investors start out by earning income through renting out part of their property (such as accessory dwelling units like basement apartments or separate mother-in-law suites) or by living onsite in a residential building and acquiring tenants for the other units.

This rental income can reduce or eliminate housing costs while building equity and allowing your client to save money for additional investment properties. 

You should advise your buyers to work with a lender who will work with them to find financing options specifically available for investment properties and owner-occupied multi-units. The qualifications for multifamily property mortgages are different than those for single-family homes but definitely still achievable.

For example, the Federal Housing Authority (FHA) guarantees mortgages with lower down payment requirements that are specifically designed for those with lower income or credit scores. Buyers can use this program to purchase a property with up to 4 units, as long as one will be their permanent, full-time home. 

Properties with 5 units or more are considered commercial real estate. If your clients are considering taking this route, they’ll need to have good credit and be prepared to make a larger down payment. Commercial mortgage loans also may have shorter terms than conventional residential mortgages — typically 5 to 20 years. 

These kinds of properties are also usually listed at a higher price point than residential ones, but they also generate more revenue, which makes it easier to grow your portfolio. There are many different types of commercial real estate, but these are traditionally the most profitable:

  • Apartments
  • Flex space (multi-use light industrial)
  • Self-storage
  • RV/ motor home parks
  • Strip malls with a balanced tenant mix
  • Student housing

Being a landlord isn’t for everyone, however. Be sure to talk to your clients about their lifestyles and expectations. Some people are ready to be fully hands-on, and some would prefer to let someone else handle the day-to-day oversight and dealing with repairs and maintenance. But property management companies can take a huge bite out of investment property income, so it’s crucial for your client to factor those expenses into their plan. 

Best Practices

Effective negotiation tactics are especially critical when it comes to sealing the deal on investment real estate. Honing your skills and specializing in this kind of transaction will give you valuable expertise and nurture your business. 

It’s vital to offer ongoing support to your clients throughout the process. Providing regular updates on market trends, answering questions, and offering guidance will make your clients feel more confident in their investment decisions and their plan for the future.

Be transparent and upfront with your buyers about the risks and rewards of investing in real estate. This is critical for building trust and establishing yourself as a trusted and reliable partner. 

At Baird & Warner Lincoln Park, we give our brokers every possible advantage to ensure they exceed client expectations. We leverage the latest property management and CRM technology to build a highly unique platform for our top-performing team. 

Discover more about finding success in an exciting and prosperous industry at the largest independent brokerage in the country — reach out today!

Agent Spotlight: Dan Asher

There’s one glorious ideal that drives Dan in his chosen career with Baird & Warner Lincoln Park

And that’s to help others. He believes that there’s no better path than helping people improve their lives by finding the perfect home. 

From a young age, Dan has been fascinated by architecture, buildings, and the idea of creating beautiful spaces. 

He studied at Missouri State University, graduating with a degree from their highly respected and unique Construction Management Program. It’s one of the only programs in the country that offer incredible opportunities for onsite training and internships in this particular field.

One of the reasons that Dan loves living in the Chicago area is its reputation as the architectural capital of the world. He enjoys admiring the city’s many iconic buildings like the Tribune Tower, Willis Tower, the Rookery, the Chicago Cultural Center, and the Aqua skyscraper.

Dan and his family regularly go adventuring and take advantage of the nearly endless kid-friendly things to do and places to go that the city is known for. Some of his favorite places to spend time with his loved ones include:

Chicagoland is an exhilarating place to visit any time of the year, of course, but in the warmer months, Dan takes every opportunity for exploring the great outdoors and hiking some of the best urban trails on the planet with his partner and 2 energetic children. He also thinks this is a wonderful place to raise kids and loves helping potential homeowners find homes in Chicago’s diverse family-friendly neighborhoods.

The 1.8-mile Lakeshore Path is an especially awesome trail for both walking with the kids and admiring breathtaking beach views and cityscapes, as is the Chicago Lakefront Trail. In the summer, of course, it’s time to hit the beach — you should check out North Avenue, 63rd St Beach, and Montrose near The Dock, where you can indulge in comfort food like cheese curds, burgers, and tacos after a day in the sun.

Anyone visiting Chicagoland always gets a million suggestions for where to go and eat. Dan always has the inside scoop on sourcing gourmet grub in his favorite neighborhoods, but his absolute favorite place is Gather in Lincoln Square. Welcoming and low-key, it’s a no-frills gastropub where his family can savor decadent yet still-sort-of-healthy plates like glazed baby carrots, crispy Brussels sprouts with candied pistachios, and seared tofu with a caramel glaze.

As one of Chicagoland’s top real estate brokers, Dan simply loves what he does. He sees immense value in Baird & Warner’s people-centric approach to growing a real estate firm sustainably as well as their cutting-edge technology and organizational knowledge.

There are countless brokerages in the Chicago area, but Baird & Warner Lincoln Park offers an incredibly unique mix of elite office management, mentorship, training, and a warm, inclusive company culture. 

He’s excited about mentoring new agents as the Assistant Managing Broker and has some valuable insights to help those just starting out. His most crucial piece of advice for anyone entering this industry is to be consistent and focus on building strong daily habits.

Dan knows that your true worth is based on how much you give to others. He recommends reading The Go-Giver and its follow-ups, a series of enlightening tales by Bob Burg and John David Mann. These thought-provoking works inspire him to give to others, provide support, and add value to every aspect of his life. 

His active, family-oriented lifestyle means he’s always on the move, but you can reach Dan on LinkedIn or at [email protected]

UPDATE: In February 2025, Dan Asher became the Vice President/Designated Managing Broker of our Glen Ellyn office.

Agent Spotlight: Jeff Nobleza

Chicagoland native and massive Cubs fan Jeff Nobleza had no idea that his path would lead him to a career in real estate. 

After graduating from DePaul University with a degree in Accounting (and a few bruises from playing rugby), he thrived as an accountant and business analyst, sitting for the CPA exam and starting to build his personal investment strategy.

Jeff decided to purchase his first home in 2006 as an optimistic and successful young professional. Unfortunately, the US housing market at that time was at the apex of the bubble which resulted in the subprime mortgage crisis of 2007-2008 and laid the groundwork for the Great Recession. 

His experiences during this time inspired him to pivot to the real estate industry, determined to help hopeful first-time buyers and families who want to establish a true home for their children and build generational wealth.

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Agent Spotlight – Mark Kowalik

Triathlete Mark Kowalik pivoted to a career in the real estate world after years of excelling in the hotel and travel industry. These experiences helped shape his dedication to providing the concierge customer service that’s launched him into the top 1% of sales of brokers at Baird & Warner. 

Mark is a graduate of Colorado State University, with a degree in recreation and tourism that encompassed marketing, business development, entrepreneurship, and the necessity of building strong client relationships.

He joined Baird & Warner in 2015 after serving as the General Manager of one of the city’s most popular travel companies. Within his first 12 months as a broker, he won the prestigious “Rookie of the Year” award from the Chicago Association of REALTORS®.

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How Brokers Can Create Healthy Habits – And Stick to Them

Thriving real estate brokers are always on the go and juggling multiple tasks; it can be difficult to develop and maintain healthy habits.

A balance between work and life is crucial to your success in this industry. That means you need to cultivate dedication to making good choices and working toward positive changes both personally and professionally.

Investing in yourself and your business is always worthwhile. Let’s dive into some science-based strategies and approaches that help you break away from unproductive patterns and establish more nourishing routines. 

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Agent Spotlight Molly Marino

Molly Marino is not your cookie-cutter real estate agent, and she delivers a uniquely rewarding and holistic experience for each of her clients. 

After receiving her MBA from the prestigious Booth School of Business at the University of Chicago, Molly believed that she was on the corporate track and destined to be a high-powered marketing executive. 

But like so many passionate entrepreneurs, she yearned for more freedom and decided to make the decision to forge a new future for herself. 

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Agent Spotlight: Kenan Kreso

With an MBA in International Business and 15 years of experience in the energy consulting field, Kenan Kreso is a uniquely qualified real estate agent.

While his grade school classmates were splashing their way through pool parties and having fun, Kenny was spending his summers getting valuable life experience in renovation and the realities of rental management by working for his family’s property company. 

After graduating from the University of Arizona in 2005, he moved to beautiful and historic Sarajevo, the capital of Bosnia and Herzegovina, and his father’s birthplace. Already proficient in Spanish, he strove to learn the local languages (Bosnian, Serbian, and Croatian) while starting his career and pursuing his MBA.

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Agent Spotlight: Michael Hall

Like many real estate brokers, Michael Hall’s path to success took some twists and turns along the way. Michael didn’t start out wanting to be in real estate, in fact, he pursued an academic road, teaching at the University level and pursuing a PhD when he decided to start a business while still teaching. In an early indicator of Michael’s entrepreneurial spirit and future success, his business took off, opening multiple locations and causing Michael to rethink his pursuit of academia. 

A conversation with his grandfather, a real estate investor, helped him to make the decision to pivot to a career in the real estate business. Michael’s grandfather pointed out his sales skills and entrepreneurial inclinations, and identified the industry as one where Michael might find success and satisfaction. 

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Agent Spotlight: Hunter Andre

From the television industry to real estate, Director of Agent Development Hunter Andre’s unique experience gives his clients a distinct advantage.

An alumnus of Chicago’s prestigious DePaul University, Hunter received his degree in media and began his career as an assistant at the Food Network. After more than a decade as a producer, writer, and director with communication giants like Comcast, he wanted to pivot to something completely different.

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Agent Spotlight: Sara Linton

For Sara Linton, the path to a career in real estate was paved early on in life. “I always wanted to be a real estate agent. When I was young, my family moved from a small town to Columbia, South Carolina, and I loved our realtor, who had a zipline in her backyard.” From that early dream, Sara has always pursued an entrepreneurial path, starting out in startups before traveling the world, and eventually pursuing her lifelong dream of becoming a real estate broker.

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