Residential Broker

Number of Deals

Winner

Dale Rehfeld

Baldwin Real Estate

Runners Up

Leo Nordine

Leo Nordine Realtors

Rob Buchan

Landmark Realty Center

After graduating from Asuza Pacific University in 1983 with a double music degree in teaching and vocal performance, Dale Rehfeld held three jobs at one time janitor, choir director and music teacher.

But when he still had trouble making ends meet, he turned to another longtime interest real estate. He became personal assistant to his mother, a manager at Baldwin Real Estate in Arcadia, before being promoted to a sales associate at the firm in 1986.

For Rehfeld, real estate has been much more lucrative than music. In 1998, he had the most residential deals in the L.A. area, selling 333 homes worth a total of more than $39 million. He says his secret is learning the details of each client’s dream house.

“What we try to do is get beyond the standard questions to really understand what the customer’s sweet spot is,” he says. “Then you can make looking for a home a fun experience.”

Rehfeld, 38, whose computer screen-saver flashes the word “persistence,” attributes much of his tenacity to his parents. He also credits his success to the staff at Baldwin, where he has three assistants (one who takes nearly 90 percent of buyers to see homes) and shares eight other assistants with other Realtors.

Once a sale is complete, Rehfeld does extensive follow-up to troubleshoot the unexpected things that turn up when a home changes hands. After frequent phone calls in the weeks after a buyer moves in, he stays in touch monthly for the first year, then quarterly. He says the strategy has resulted in lots of referrals.

Rehfeld covers a huge territory from L.A. to Palm Springs and in 1996 was made manager of corporate accounts, overseeing properties acquired through foreclosure.

To relax during stressful deals, he turns to his love of music, singing for choirs and other groups. “I fill in when someone is sick and they’re desperate,” he says.

Scott Smith