SOUTH BAY DIGS | Digital Edition Online

February 9, 2018

DIGS is the premiere luxury real estate lifestyle magazine serving the most affluent neighborhoods in the South Bay and Westside of Los Angeles, California.

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Page 65 of 95

T H E M A R K E T S p o t l i g h t PHOTOGRAPH: COURTESY OF DOUGLAS ELLIMAN R achelle Rosten and Kelly deLaat have specialized in the marketing and sales of trust, probate and conservatorship properties throughout Southern California for more than 15 years. Now they are bringing their expertise in the area to Douglas Elliman, teaming together to launch their Master Trust & Probate Division model at the California brokerage to build on the real estate firm's long history of working with high-net-worth individuals. "We originally created the division to meet the unique challenges of trust, conservatorship and probate real proper sales," says Rosten, who serves as executive director of the new El Camino-based division with deLaat; Peter Hernandez, president of brokerage, California; and Sharran Srivatsaa, president of brokerage, Western Region. "We recognized that these pes of transactions should be handled very differently than standard sales, so we offer trustees the specialized skills required to navigate these complex transactions, along with the marketing expertise needed to maximize and optimize the value of these properties." How does it work? e highly specialized real estate marketing model uses an accelerated sale process to stimulate significant interest in a trust, conservatorship or probate real proper sale and to generate multiple offers and higher- than-market value sale prices. A custom action plan for each individual proper includes a tight and targeted market period, strategic pricing and deal-specific buyer instructions based on the needs of the estate and fiduciary, ranging from a rigorous institutional protocol, to a professional executor model, to a friends and family program. Among the clientele: Fortune 50 and top financial institutions, as well as lawyers, CPAs, financial managers and private parties. Expect the new division to continue handling all pes of residential properties, including grand estates, small condos, and income properties such as small apartment buildings. Some of Rosten and deLaat's favorite transactions of 2017: the Bradbury House at 102 Ocean Way ($12 million); a Hal Levitt Mid-century modern at 1655 Carla Ridge in Trousdale Estates ($8 million); side- by-side ocean view houses at 535 and 539 Radcliffe avenues in Pacific Palisades ($5.050 million); and a Spanish Colonial Revival home at 401 Mesa Road, built by Frank Bundy for his daughter as a part of original Bundy Ranch, on the market for the first time since 1928 ($4.5 million). "While any licensed real estate professional can handle trust, probate and conservatorship sales, there are innumerable nuances and technicalities that can create minefields for agents unfamiliar with the legal process," says deLaat. "We are an elite division of real estate professionals. Our objective is to maximize the value of these properties and provide best fiduciary protection utilizing our technical expertise and focused marketing skills commanding superior results." Going forward, look for the executive team to continue growing the division throughout California, with expansion set for New York, Florida and nationwide. Says Rosten, "We anticipate becoming the national go-to resource in estate settlement when a fiduciary is selling a trust, probate or conservatorship proper." INDUSTRY VETS BRING AN ARRAY OF EXPERTISE IN THE PROBATE FIELD TO DOUGLAS ELLIMAN REAL ESTATE WRITTEN BY WENDY BOWMAN MAXIMUM VALUE 66 DIGS.NET | 2.9.20188

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