It wasn’t luck, a hot market, or a viral post. It was process, intention, and a few surprisingly simple habits — applied consistently, every single day.
1. Run an Intentional, Process-Driven Business
Nina attributes a major part of her growth to treating her business like a system, not a series of reactions. At the heart of that system is her CRM — a tool she uses to actively track her sphere of influence and stay in consistent, meaningful contact. She doesn’t just log names; she uses it as a living roadmap for who to reach out to next and why.
Your Action Item: Audit your CRM this week. Make sure every contact has a next-touch date. If you don’t have a system, pick one tool and commit to entering 10 contacts today.
2. Invest in Continuous Learning — and Show Up Prepared
Nina is a student of her craft. She regularly listens to the Ninja Selling podcast and has built out professional materials that reflect her expertise — including agent resumes for open houses and polished client packets. This level of preparation signals to clients that they’re working with someone serious, not someone winging it.
Your Action Item: Create or refresh one professional material this month — an open house resume, a buyer consultation packet, or a listing presentation. Treat it like a portfolio piece, not a checkbox.
3. Upgrade Your Open House with a “Mega” Mindset
Nina reimagined the open house experience from a stressful scramble into a calm, organized event. She preps all materials in advance — laid out in a file folder — so the emotional energy is focused on connection, not logistics. One signature move: a neighbors-only preview from 11 AM to noon, letting her engage the local community and demonstrate her work before the general public arrives.
Your Action Item: For your next open house, add a 1-hour neighbors-only preview window. Send personalized door hangers or notes to the surrounding 25 homes the week before.
4. Stop Collecting Contacts — Start Booking Coffee Dates
Nina doesn’t measure open house success by how many sign-in sheets she fills. Her goal is simple and focused: leave with at least one coffee date or buyer consultation booked. This mindset shift — quality over quantity — means she spends less time chasing cold leads and more time having real conversations with people who are genuinely interested.
Your Action Item: Before your next event or showing, define your one conversion goal: not “collect emails,” but “book one conversation.” Measure success by that single outcome.
5. Done is Better Than Perfect — Especially in Marketing
Nina doesn’t wait for flawless. She’s recognized that consistent communication — mailers out on time, newsletters sent regularly — does far more for her business than a perfectly edited piece that never goes out. She focuses her energy on the marketing activities that feel authentic to her, like handwritten notes, rather than stressing over every social media post.
Your Action Item: Identify one marketing habit you’ve been delaying due to perfectionism. Set a “good enough” standard and a deadline — then send it.
6. Borrow from Your Best Colleagues
Some of Nina’s best ideas didn’t come from a course or a coach — they came from watching colleagues. By paying attention to what other agents in her office were doing well (like a colleague’s newsletter format), she’s been able to adapt proven strategies and make them her own. Accountability groups keep her on track and create a culture of shared growth.
Your Action Item: Find one peer in your office whose marketing or systems you admire. Ask them to coffee and ask specifically: “What’s one thing you do consistently that you think makes the biggest difference?”
7. Educate on the Front End to Protect the Back End
Real estate is emotional — and Nina leans into that fact rather than fighting it. She invests heavily in client education from the very first conversation, knowing that informed clients are calmer clients throughout the transaction. She also brings loan officers in early to ensure everyone is aligned from the start, eliminating surprises that derail deals.
Your Action Item: Review your buyer or seller consultation. Add one educational touch point you currently deliver reactively — move it to the front of the process so clients hear it before they need it.
8. Release the Clients Who Aren’t Your People
One of Nina’s most powerful mindset shifts: she’s stopped trying to be everything to everyone. She’s made peace with the fact that not every client is meant to be hers, choosing instead to pour her energy into relationships built on mutual trust and good faith. She also embraces the long game of marketing — understanding that a well-timed mailer or thoughtful gift may not generate a direct referral immediately, but it quietly keeps her top of mind.
Your Action Item: Think of one current client relationship that feels draining or misaligned. Ask yourself: is this relationship actually serving both parties? Give yourself permission to redirect your energy where it’s most valued.
“It’s a momentum-based business. Show up consistently, be genuine, and the referrals follow.”
— Nina McDaniel, on what it really takes to double your volume
Connect with Nina!
nina.mcdaniel@bairdwarner.com | nina.mcdaniel@bairdwarner.com https://www.instagram.com/ninamoffarealtor/
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:
- Lincoln Park Zoo, which is free!
- Millennium Park’s Crown Fountain
- Navy Pier
- Shedd Aquarium
- The Art Institute’s Ryan Learning Center
- The Children’s Literature Gallery at the American Writers Museum
- The Museum of Science & Industry
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 dan.asher@bairdwarner.com.
UPDATE: In February 2025, Dan Asher became the Vice President/Designated Managing Broker of our Glen Ellyn office.
Baird & Warner’s History of Supporting Fair Housing
April has been designated as Fair Housing Month to commemorate and celebrate the passage of the Fair Housing Act of 1968. This landmark legislation was part of the Civil Rights Act of that year and prohibited discrimination concerning the sale, rental, and financing of housing based on race, religion, national origin, sex, disability, or family status.
During this tumultuous time, Baird & Warner — the nation’s first and Illinois’ largest family-owned real estate services company — was led by John Baird, the father of our current president, Stephen Baird, the firm’s fifth-generation owner.
Studying and honoring our past helps us better understand the challenges faced by previous generations of Chicagoans and the ongoing struggle for equality, inclusion, and a just society.
Let’s explore Baird & Warner’s unique, 168-year history and the vital part our organization has played in bringing diversity and equity to the Chicagoland housing market.
Continue reading “Baird & Warner’s History of Supporting Fair Housing”Office Support at Baird & Warner Lincoln Park: Improving Agents’ Lives Through Systems & Tools
At Baird & Warner Lincoln Park, we know that a career in real estate gives you the freedom to build an extraordinary life.
Managing Broker David Bailey is often asked about the secret to becoming a top performer in this industry. “There’s no one ‘right’ way to launch a successful real estate business,” he points out. “Instead, I believe in an individualized approach, encouraging brokers to maximize their own natural style and strengths with the support of the office as a whole.”
Baird & Warner Lincoln Park inspires new and experienced agents to build an invaluable ecosystem and a custom business plan so they can truly thrive in their chosen field. The team offers an unparalleled level of coaching, mentorship, volunteerism, and continuing education opportunities.
Let’s dive deeper into the unique tools and systems that will help you surpass your goals and achieve your dream of being a top earner in the Chicagoland real estate world.
Continue reading “Office Support at Baird & Warner Lincoln Park: Improving Agents’ Lives Through Systems & Tools”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.
Continue reading “Agent Spotlight: Jeff Nobleza”How New Brokers Can Overcome Impostor Syndrome
Impostor syndrome is a psychological phenomenon that causes high-achieving individuals to doubt their accomplishments and abilities. It’s common among new real estate brokers, and it can be a major roadblock to reaching your goals.
The feeling of not belonging or not being good enough can be overwhelming, and it can prevent those just entering the industry from reaching their full potential.
However, with the right strategies and support, you can overcome this mindset and become a real estate superstar. Here are a few insider tips for gaining the confidence you need to succeed from our experienced management team.
Continue reading “How New Brokers Can Overcome Impostor Syndrome”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.
Continue reading “How Brokers Can Create Healthy Habits – And Stick to Them”7 Daily Activities Real Estate Agents Can Do to Grow Their Business
Real estate is a competitive industry. To find success, you’ve got to be passionate and tenacious.
The Chicagoland market outlook for 2023 is relatively sunny, but brokers will still face certain challenges, including a lack of inventory. Client education and setting realistic expectations for both buyers and sellers are must-do moves for thriving in the New Year.
Structuring your day in the right way can send your real estate biz to the stratosphere, so we’ve gathered some insights from top agents and industry thought leaders on the best daily practices you can adopt to grow your business and extend your reach.
Continue reading “7 Daily Activities Real Estate Agents Can Do to Grow Their Business”2023 Chicagoland Real Estate Market Outlook
While many news outlets have a pretty gloomy take on what 2023 holds for the real estate industry, those in the know still see rays of sunshine.
Since the pandemic, the national real estate market has been on fire, seeing an unprecedented feeding frenzy that resulted in the two busiest years anyone can remember. Now that things are normalizing, it only seems like a foreboding and dramatic shift.
While the Chicagoland market might be a bit less competitive in the coming year, home prices should remain steady, property values should continue to appreciate (or hold steady), and it’s an ideal time for clients who were sidelined by the dread of a bidding war to start exploring their options.
Let’s take a deeper dive into conventional wisdom, maverick predictions, and what you can do to ensure your real estate business weathers the storm and continues to thrive.
Continue reading “2023 Chicagoland Real Estate Market Outlook”