Andrew Lonsdale has sold 19 properties in the last 12 months. On average, these properties were advertised on Allhomes for 27 days.

Two themes emerge when you ask clients to describe Andrew.

They use words such as diligent, thoughtful, patient, respectful, and flexible. The phrase "a genuinely nice bloke" frequently crops up. Ask them about his results, and a different theme materialises-one that suggests clients are somewhat awe-struck that their "very personable" agent is also an extremely savvy negotiator. Over and over you'll hear them speak of his ability to deliver beyond expectations.

Yet for Andrew, the fact that he makes exceptional transactions doesn't require him to switch on an aggressive alter ego with a 'scorched earth' approach. All the qualities that clients enjoy-the diligence, the patience, the flexibility-are also what make him a successful negotiator. And they're why he consistently sets suburb records, including Aranda's first three sales of $1 million-plus dollars, and why his list of repeat clients continues to grow.

Andrew's start in real estate was initially to help a Canberra-based relative with her real estate business. It coincided with him taking long-service leave from his position as head of a leading independent Victorian Outdoor Education centre, located in the Gippsland lakes.

In real estate, Andrew found parallels with his experiences working in amazing schools throughout Australia. These included a dedication to service, and ability to manage multiple demands while being attentive to detail in what, for some, is an emotional endeavour.

As an educator, he knows that people absorb information at a different pace and in different ways. He found he could use this knowledge to adapt and connect with people in a unique way so each party would feel comfortable with every step of the real estate transaction.

During his sojourn in Canberra he developed such a love for the city that it galvanised him and his wife Samantha, and sons Harrison and Oliver, to relocate here in 2009 and for Andrew to throw himself full time into real estate.

Today, he's among Ray White's top five per cent of international selling agents, but you'll still find him pitching in if a client's property calls for a bit of maintenance. There's no stopping Andrew's innate instinct to help out wherever he can.