Rebecca Cleal is a broker associate with Baird & Warner in Edgebrook.

Every week, we ask a real estate professional for their Short List, a collection of tips and recommendations on an essential topic in real estate. This week, we talked with Rebecca Cleal, a broker associate with Baird & Warner in Edgebrook.

4. The most important step to finding a home your clients will love is to really listen. It sounds easy, but many times, things buyers say and do are quite different. I have had clients that say “I only want a brick home,” only to purchase a frame home that had all the charm and character they wanted.

3. At the initial consultation, walk the buyer through the process from the contract to disclosures, and explain the inspection process. If buyers have a clear understanding of the process from the start, they will feel confident when the time actually comes to write the offer.

2. When setting up the search, find the top three to five “must haves” with a couple of wish list items, and it is easy to narrow down the homes. With the ability to rubber band an area in the MLS, an agent can really narrow down properties for buyers. If a buyer wants to be walking distance to the train, certain schools or shopping, this is a great strategy to narrow the search and really find properties that meet a buyer’s specific criteria.

1. You need to educate buyers that we are in a competitive market. Mortgage rates are great but inventory is low. When they see the home that meets their needs, they need to go for it, because it might not be available next week. A comprehensive CMA can help show your clients a true picture of the current market. Always be ready with a contract, disclosures or DocuSign.

Rebecca Cleal is a broker associate with Baird & Warner in Edgebrook. A lifelong Chicago resident and licensed agent for 16 tears, Rebecca is a designated member of Baird & Warner’s Executive Relocation Team, Client Care Team and the brokerage’s Agent Advisory Council. She is also a member of CAR, IAR and NAR.