Donna Reak, leader of the newly-formed Senior Specialists Team with Prudential California Realty has put together an unusual team designed around meeting the continuum of needs for elders.

It isn't just about real estate, she says, it is about meeting a very real and growing need in the community. What happens when a senior becomes ill? What happens to his or her home, assets? Is it possible to stay in the home? These are questions that only specialists can help answer, and Reak has put together experts from a number of senior-related industries to do just that -- help seniors and their families in need.

"I have worked in adult day care and assisted living," says Reak. "Families come to me in crisis, usually prompted by sudden or catastrophic illness, and they don't know what options are available."

When she decided to return to real estate after years in senior assistance, Reak decided to bring the team of professionals she had found to work with. They aren't part of Prudential California Realty, but they are an important referral network and part of Reak's team and vision.

"I've been very lucky to have management behind me," she says. "It's a progressive company."

Here's how it works. Each member of Reak's team specializes in a different aspect of senior service. A referral specialist helps find retirement or assisted care facilities for seniors. Another member of the team specializes in moving seniors. If a senior wants to stay in his or her home, another team member assists with a reverse mortgage from Wells Fargo. There is also a financial planner and attorney who specialize in estate, investment and asset management and transfers.

And if they want to buy or sell a property, there's Reak.

The beauty of the referral network is that each person is responsible for pulling in business, but if one team member isn't quite the right fit, he or she refers the senior or their family to the team member who can best serve them. Some clients may work at some point with each or all of the team members.

"We provide a free consultation," explains Reak, "and if they access our services, we bill on the same rate as anyone else. If I list a home, I get my commission."

Team members do not charge each other referral fees.

Will it work? Reak is optimistic. "We just launched, and we are getting a brochure together and putting out a press release, but we feel there is a need in the community, and we all said this is worth doing. There may be other groups who are doing this, people who are beginning to put these teams together, but we may be among the first to do so."

Reak says the real service to the public will be education. "If they come to someone like me in a crisis, it is too late to empower them with planning, so we are taking this concept to the younger seniors to help them plan before they have an illness or can't make decisions for themselves. It can start with any of us to give a consultation and we have all had years of experience. If we aren't the right person, we will help them find the right person. Our goal is to work for the good of the senior, and the financial rewards are down the line. The word will spread."

Published: October 16, 2003

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