Southern California 3-19-17

SOUTHERN CALIFORNIA EDITION

5 Tips to GET NEW CLIENTS Daily Habits that will INCREASE YOUR MENTAL STRENGTH

FEATURED AGENTS

TAMARA KRAUSE MARK MOSKOWITZ ANDREA SHINK COVER STORY

RICK TORRES

How to SEND SMARTER EMAILS Your Secret PRESENTATION WEAPON

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SOUTHERN CALIFORNIA EDITION

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21 TAMARA KRAUSE

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AND

Andrea Sh Growing up with a mother in the investing estate indu real estate business, Tamara Krause weStraight can go wanted to has literally been around the indusstarted tak try since she was a small child. “I Krause’s after putti always say I’ve been doing real asfinally she he lea fast forwac estate since I was a little girl, but a house a thriving RICK TORRES TAMARA KRAUSE MARKjust MOSKOWITZ SHINK sell.

I’ve been getting ANDREA paid since eliteShe firm i Coronado.

There, Andrea serves a br 2002,” she says. While real estate transform the whole of Los Angeles providing wasn’t her first career, as she earned phy to pr her degree in scienceWhile from Boshome.

Andrea has spent much Th of recently begun to assemble a tightk ton College and practiced for several years in the city, she does on t CONTENTS sionals, including an associate age eventually came back to it knowing that a traditional career the Home will be adding another member this s wasn’t in her nature. It was a perfect match for eager Krause, tosoon her.after Fo to joinwho the business As for clients, her focus is centered a team atSECRET Century 21 that home bu 16)in YOUR 4) 5 TIPS TO works GET alongside her mother graphic, as it’s not uncommon for he also comprises a buyer’s agent and two assistants.

Together, will NEW CLIENTS PRESENTATION WEAPON in pursuit of her clients’she agendas.

Fro and beyond, Andrea the duo serves San Diego County, especially Malibu the military havedomin a go Angelesfun real estate having ea market, and is all about making the entire process for world, best inter Real Estate Specialist and Certified SEND 13) HOW TOtheir 22) DAILY HABITS THAT be enamo clients.

WithYOUR a robust rate of repeat and re construct SMARTER EMAILS WILL INCREASE sional ethos is one fixed on exemplar With a 70 percent repeatMENTAL and referral STRENGTH business it is easy year, I sold a home for $11,000,000 to see that Krause’s clients appreciate all that she does The comm lower-priced seller had looked me up ing so hard for him, considering I had for them. She keeps it entertaining for them and literally quick to d Andrea explains. “I take my obligat makes sure to have contact with every singleously.” oneInofthather Facebook vein, Andrea consider transparency essential components clients twice a year. This is where the fun begins as she ities that i Phone 888-461-3930 | Fax 310-751-7068 Andrea takes to heart that the inter thinks of new and creative ways to get their attention communi vidual is of higher priority than lon mag@topagentmagazine.com | www.topagentmagazine.com and help promote her business. Valentine’s Day no whenKrause sp is neverwas any traffic you go the No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent exception and really showed her imaginative side as she to parks a Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published monkeys to expressed her clients and sneakily real estate materials, Top Agent Magazinegave cannot colorful be held responsible for opinions or facts supplied by its authors.hung To subscribe or change address, send inquiry to mag@topagentmagazine.com. them outside homes. Sending them a photo as a teaser, her busin Published in the U.S. she really engaged with them and made their day on this “We are special occasion. “We try to engage on a very personal synergize level,” she says. “We’d rather spend our time and money energy,” s

RICK TORRES

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

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house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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RICK TORRES Top Agent Magazine

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RICK TORRES Serving the entire Los Angeles area, Rick Torres sets himself apart from other agents by providing superior service, loyalty, and negotiation skills.

It was back in 1993 that Rick Torres began his dream career in real estate. At the time, his father started a real estate company in New York, with Rick moving to the city and learning everything he could about the business.

After his father began investing in Florida, Rick took the opportunity to move there and experience a different market. But around five 8 Copyright Top Agent Magazine

years ago, he felt it was time to move back to his home state of California, where he promptly received his real estate license and began pursuing the residential segment of Los Angeles. With years of experience already, he transitioned into this new path with ease. At this point, more than half of his clientbase is made up of referrals.

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Serving the entire Los Angeles area, Rick sets himself apart from other agents by providing superior service, loyalty, and negotiation skills. On top of that, he truly cares about his clients and their wellbeing. “I treat them not only as clients, but human beings,” he explains. Rick is also very honest and trustworthy. “It’s a pretty dog eat dog business. I hold my integrity above anything else. That’s really important to me, and it’s something my parents instilled in me at a young age.”

He understands the seriousness of the transaction, and aims to help each client towards their goals. Rather than focusing on his own Top Agent Magazine

success, he makes his buyers, sellers, and investors his main priority, treating them as he would a family member. This, in turn, results in the perpetual growth of his business, as those who work with him love to spread the word about their experience.

One recent client said, “I had the pleasure of working with Rick. He was very professional, made the process headache free, and really cared about getting me the right home. Rick was able to negotiate the price down, more than I had even expected. While some agents can be aggressive, he was, but with the other Copyright Top Agent Magazine 9

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side. If you’re looking for someone that genuinely cares, Rick is the agent for you.”

When it comes to marketing, Rick emphasizes the importance of social media, emails and magazines. But it’s simply treating others right that has brought him the most benefits.

He stays in touch with past clients through phone calls, lunches, dinners, and keeps them updated about the current market.

In addition to his commitment to real estate, Rick is also active in his community. He’s Top Agent Magazine

worked with a group called One Voice, a nonprofit helping families stricken by poverty. He and his brokaerage, The Partners Trust, donate regularly to causes they care about. Rick is also involved with his daughter’s school. In his free-time, he relaxes with his family, plays sports and works out.

Decades into his career, he’s loving every minute of his job, and can’t imagine doing anything else. “I’m a people person, I love interacting with them. I’m just going to continue doing what I love to do.”

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For more information about RICK TORRES, call 310-849-7998 or email rick.torres@thepartnerstrust.com 12Copyright Top Agent Magazine

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

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MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

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TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

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DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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TAMARA KRAUSE Growing up with a mother in the real estate business, Tamara Krause has literally been around the industry since she was a small child. “I always say I’ve been doing real estate since I was a little girl, but I’ve just been getting paid since 2002,” she says. While real estate wasn’t her first career, as she earned her degree in science from Boston College and practiced for several years in the city, she eventually came back to it knowing that a traditional career wasn’t in her nature. It was a perfect match for Krause, who works alongside her mother in a team at Century 21 that also comprises a buyer’s agent and two assistants. Together, the duo serves San Diego County, especially the military market, and is all about making the entire process fun for their clients.

With a 70 percent repeat and referral business it is easy to see that Krause’s clients appreciate all that she does for them. She keeps it entertaining for them and literally makes sure to have contact with every single one of her clients twice a year. This is where the fun begins as she thinks of new and creative ways to get their attention and help promote her business. Valentine’s Day was no exception and really showed her imaginative side as she gave colorful monkeys to her clients and sneakily hung them outside homes. Sending them a photo as a teaser, she really engaged with them and made their day on this special occasion. “We try to engage on a very personal level,” she says. “We’d rather spend our time and money

investing it into our relationships with our past clients so we can generate referral business.”

Krause’s innovation shines through in her listings as well as she helps a seller get their home ready by offering them a house cleaning on her either before they list or after they sell. She also has a full stock of staging accompaniments to transform a home and always uses professional photography to promote a listing no matter the size or value of the home. This is in addition to all the online marketing she does on top sites such as Zillow, and Trulia as well as using the Homesnap app and all the social media sites available to her. For her sellers, she offers a no pressure approach to home buying letting them know that when they are ready she will be there. “There’s no pressure,” she says. “We have a good time and it’s a lot of fun.” She also has their best interests at heart as she knows new homebuyers can be enamored by finishes, where she keeps an eye out for construction problems in a home.

The community for Krause it all about her clients as she is quick to donate to anything they are involved in. Setting up a Facebook page just for them, she is able to support the activities that mean the most to them and keep it within her client community. As a busy mother of a two- and four-year-old, Krause spends much of her free time with her children going to parks and fun places like Legoland. With her dedication to real estate evident, the logical next step for Krause is to grow her business and expand her team to take it to the next level.

“We are just trying to find really good agents that we can synergize with and mastermind with and that bring a good energy,” she says.

For more information about Tamara Krause, visit tamarakrause.com, call 619-787-1036, or email tamarakrause@century21award.com www.

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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MARK MOSKOWITZ Mark Moskowitz began his career in real estate twenty-five years ago, having shifted gears from his role as a certified public accountant, to sales managing at a real estate company his family were partners in. After four hard-won years leading a team of agents—earning big picture insight into the industry—Mark decided to take a leap into the business, becoming an agent in his own right. Now, twenty-one years after his work began, Mark is thriving more than ever and heading a team of likeminded professionals, including four buyers’ agents, a social media and marketing lead, and a full-time administrative assistant. Together, Mark Moskowitz and his tightknit team set the standard for client care in one of the country’s most competitive real estate markets.

Primarily serving the San Fernando Valley and segments of Ventura County—with occasional business done outside those parameters, as well—Mark’s robust rate of repeat and referral clients speak volumes of the standard of care he employs. With a sharp focus on clear communication, forthrightness, and empowering buyers and sellers through education, Mark inspires confidence in his clients, easing the stress often inherent in the transactional process. “This is likely to be someone’s biggest investment,” Mark recounts. “We always take personal care when navigating clients through the buying or selling process, making sure they are informed throughout the process so they know all their options and what works best for them.”

To stay in touch with clients both past and potential, Mark combines traditional and digital methods. From knocking on doors in the neighborhood and making personal calls, to incorporating social media’s vital footprint, Mark’s connections to his clients are created on common ground and built to last. In that vein, his marketing efforts work similarly twofold. In addition to using custom brochures

utilizing professional photography, Mark also incorporates video at select properties, as well as exposing properties to top digital listing platforms.

Part of what makes Mark and his team exceptional is their dedication to a multifaceted approach, ensuring that listings make the ideal first impression whether in person or online. “We believe in the power of old-fashioned, traditional marketing—door knocking daily, making calls,” Mark recounts. “But we also use social media and technology to enhance what we do, because we already have the interpersonal skills to communicate effectively face-to-face. That’s why at least a third of our business comes from door knocking and connecting with people one-on-one.”

Mark extends his knack for the interpersonal to his community as well, where he is active in various causes, including at his local temple. He’s also an avid fundraiser for Friendship Circle, an organization that pairs teenagers with special needs children, in order to encourage empathy and form lasting bonds in today’s youth. In his free hours, Mark spends time with his family, in addition to devoting himself to training up and coming agents, fostering professionals at the outset of their careers.

Considering the years ahead, Mark has plans to continue to grow his team and imprint. Already spending one day a week at an office Mark co-owns with his partner in Rancho Cucamonga, Mark’s ambitions are to expand his team to serve even more of the greater Los Angeles County region, with buyer specialists ready to serve in whatever neighborhood the need may be. With more than two decades of hands-on experience and insight behind him—along with a professional ethos dedicated to an exemplary standard of care—the future is assuredly bright for Mark Moskowitz and his team.

To learn more about Mark Moskowitz visit MarkMoskowitzTeam.com, e-mail markm4results@kw.com or call (818) 970-8773 www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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ANDREA SHINK Andrea Shink began her career in the real estate industry almost twenty years ago.

Straight out of high school, she knew she wanted to pursue her license and promptly started taking classes to prepare. Then, after putting her dream on hold Andrea finally leapt into the business in 1997; fast forward to today, where she’s crafted a thriving career at Teles Properties, an elite firm in California, serving Carmel to Coronado. There, Andrea serves a broad range of clients, traversing the whole of Los Angeles providing service.

While Andrea has spent much of her career flying solo, she’s recently begun to assemble a tightknit team of likeminded professionals, including an associate agent, administrative support and will be adding another member this summer, as her own daughter is eager to join the business soon after graduating high school in June.

As for clients, her focus is centered more demographic than geographic, as it’s not uncommon for her to travel around L.A. county in pursuit of her clients’ agendas. From the Valley to Hancock Park, Malibu and beyond, Andrea dominates a unique niche in the Los Angeles real estate world, having earned the designations of Senior Real Estate Specialist and Certified Probate Specialist.

With a robust rate of repeat and referral clients, Andrea’s professional ethos is one fixed on exemplary client care. “In one particular year, I sold a home for $11,000,000 and another for $285,000. The lower-priced seller had looked me up and asked me why I was working so hard for him, considering I had sold an $11 million property,” Andrea explains. “I take my obligation to do a great job very seriously.” In that vein, Andrea considers forthright communication and transparency essential components in the agent-client relationship.

Andrea takes to heart that the interests and wellbeing of an individual is of higher priority than lone transactional success. “There is never any traffic when you go the extra mile,” Andrea recounts.

In terms of keeping in touch with clients both past and potential, Andrea favors a personalized approach, making use of handwritten notes and cards, phone calls, and custom open houses. Working regularly with CPAs and business advisors, Andrea even sends a “Tax Season Survival Kit” to past clients in the financial field, readying them with goodies during their industry’s crunch time.

To publicize her listings, she makes use of similar personalized methods, invoking her vast network and mining neighborhoods for leads, while also making use of her firm’s substantial digital footprint. “My goal is always to do the best possible job for my client,” Andrea says. “I really provide more than just a service—I’m not just selling bricks and sticks. I’m helping people with their life needs.” Having sold a variety of homes all across the Los Angeles region—including several residential properties with sales prices between $9,750,000 and $18,500,000, and a commercial property which closed at over $35 million—Andrea not only enjoys keen insight into the market, she has a hallmark standard of experience as well.

Extending her spirit of service to the wider community, Andrea was an active volunteer with both her daughters’ school PTAs. Likewise, she uses free hours to accommodate clients in whatever day-to-day needs arise. In her coveted free hours, Andrea is something of an interior design and décor specialist, having spearheaded her own home’s extensive renovation—a skillset well-suited for her clientele’s benefit. She is also an avid cook, frequently entertains, attempts gardening, and enjoys learning languages.

Looking ahead, Andrea has ambitions to grow her team, along with plans to increase her digital presence. With a systematic business plan in the works to ultimately take on 100 families per year as clients, Andrea’s diligence and determination are the foundation of her current success. Today, with almost two decades of dedicated client work and results-driven execution under her belt, the future to come appears assuredly busy and bright for Andrea Shink and her team at Teles Properties.

To learn more about Andrea Shink, visit AndreaShink.com, e-mail andrea@andreashink.com, or call (310) 841-6440 www.

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