If there’s one lesson that’s shaped my career more than any other, it’s this: the best thing I ever did was stop talking and start listening.
Listening to what people need.
Listening to what they envision.
Listening for what isn’t being said, but wants to be heard.
Every major project I’ve worked on has shared this same thread. When you really listen, you start to see the bigger picture, how to bring the right people together, connect vision with opportunity, and create something lasting.
One of the best examples of that came early in my career when I was hired by Tom Rosenquist to sell his golf course. After listening to him talk about his land and his passion for the property, I asked, “Tom… Do you really want to sell this?” The truth was, he didn’t. What he wanted was to preserve what he’d built, he just didn’t know how.
By listening deeply, I understood what he truly needed. Instead of selling, I helped him find partners who shared his vision. Together, we created a new residential and golf community that is still thriving today. That experience taught me that being a Realtor isn’t just about selling, it’s about seeing, understanding, and guiding someone toward their best outcome.
Years later, I was reminded of that same lesson while working on Rockwell on the River. When developer Richard Wineburg of Earthwood Development shared his dream of bringing a touch of Cape Cod to Chicago, I listened closely to understand his vision. From there, I helped shape floor plans, select finishes, and create an aesthetic that captured what he imagined: timeless, refined, and connected to the river. By listening, I was able to help bring his dream to life and assemble the right team to make it happen.
Sometimes, listening means paying attention to what others overlook. The Pointe in Lincoln Park began with a simple conversation during a property tour. I asked the building manager how people liked living there, and she said, “They’re not happy. The hospital nearby is being sold, and they’re going to lose their parking.” I could have moved on, but I listened. That comment led me to dig deeper, track down the attorney for the hospital sale, and eventually broker the deal that transformed the site into one of Lincoln Park’s most desirable townhome communities. By listening to one small complaint, I helped create something great.
And at Kinzie Park, listening once again shaped the outcome. The land was purchased by Daniel Levin, who primarily built high-rises. But I knew from hearing what the people had to say and understanding the market that the city needed more than another tower. It needed a community with options for everyone. So I brought in John Shipka from Enterprise to design the townhomes and mid-rise buildings, creating a neighborhood that blended different lifestyles and price points, all connected by the river.
When I look back at these projects, I see a pattern, not of transactions, but of transformation. Each one started with a moment of listening: to a developer’s dream, a client’s hesitation, or even a passing comment.
