Insider's Guide to Realtors

Insider’s Guide TO REALTORS

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Insider’s Guide TO REALTORS

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elcome to the annual Insider's Guide to Realtors, produced by your friends at Nfocus! Once again, we are introducing you to the region’s top real estate agents. Get to know how they approach their jobs and what sets them apart, and get insider tips from the experts on the most important items to consider when selling a home.

Our photo shoots took place inside Collective615, Nashville’s first coworking community designed by women for women. Collective is located within L&L Marketplace, a restored 1929 hosiery factory in West Nashville. Enjoy a peek inside this modern, flexible workspace featuring soaring ceilings, an abundance of natural light, one-of-a-kind conference rooms, an outdoor patio and a luxury café.

A special thank you goes to Carla Mathis, Heather Cantrell Mullins, Tausha Dickinson, Emily Goodin, Anthony Romano, Heather Pierce, Whitney Clay and Jonathan Sims for working hard to make this guide a reality. Keep an eye out for future Insider’s Guides from the team at Nfocus. We’re always working hard to keep you in the know.

Jennifer Trsinar Jezewski Publisher, Nfocus

Photographer: Tausha Dickinson Photographer Assistant: Anthony Romano Stylist on Set: Emily Goodin Writer: Whitney Clay Managing Editor: Jonathan Sims Art Director: Heather Pierce Publisher: Jennifer Trsinar Jezewski Advertising Solutions Consultants: Carla Mathis, Heather Cantrell Mullins Location: Collective615

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Gabriela Lira The Lira Group at Compass RE Email: gabriela.lira@compass.com Cell: 615-440-6327

With an MBA on her impressive résumé and having worked in business strategy for the biotech industry for more than a decade, Gabriela Lira is well prepared to advise her clients. While buying or selling a house can be emotional, it also requires business savvy because it can be the most significant financial decision clients make in their lives.

“People think, ‘Oh, it’s so easy to be a real estate agent right now,’ and actually, it’s much, much harder,” says Gabriela.

“If you are listing a home and you get 20 different offers, I have to find a way to present these offers to my client that is easily digestible and they can very clearly see which is the best offer for their particular situation. And then, on the buy side, you have to get really creative these days to get your offer accepted from the 20 other offers on the table.

That’s where my background has really come in handy.

What do you love most about your job?

I love being a part of the milestones in my clients' lives.

Generally, people make a move around a big event in their lives, like a job promotion, wedding, new baby, becoming an empty nester, etc., so being a part of that is very fulfilling for me.

What’s the most important thing people should consider when selling a home?

Timing. Timing the market to ensure you get top dollar for your home. Timing the sale so that it coincides with your plans for moving into your next home. Getting the timing aligned is an art.

What’s a common mistake people make when selling/ buying a home?

For sellers, definitely overpricing. Even in this market, if the home is priced too high, buyers will shy away from it and you will not get the level of interest you expect. Working with a professional Realtor, like myself, to come up with a great pricing strategy that gets you the most money and still gets buyers through that door is key. Then, we let the competition drive up the price.

What’s the hardest thing about your job?

Having a semblance of work/life balance. Sometimes I’m negotiating a deal until 10 p.m., and I work most weekends.

What’s your area of expertise?

I’m an expert in the Nashville luxury real estate market.

Buyers for these properties don’t always have the same set of motivations as traditional buyers. It is crucial to understand their mindset when marketing a luxury-price point home. Because I understand the mindset, I don’t just sell homes, I [also] market a lifestyle. I embrace the importance of creative branding to elicit an emotional response from buyers. Armed with an MBA [and as a] broker at a national company and member of the million-dollar GUILDTM of the Institute for Luxury Home Marketing, I provide a robust, customized, targeted marketing plan for the ultimate exposure of luxury properties.

What’s your biggest career accomplishment?

My greatest career accomplishment is being [in the] top 1% of real estate agents in Middle Tennessee. I have been involved in over 300 real estate transactions in the area and take great pride in my work.

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Grace Clayton Engel & Völkers Email: grace.clayton@evrealestate.com Cell: 615-305-1426

For Grace Clayton, being a Realtor might just be destiny. A Nashville native, she grew up in a real estate family. After graduating from the University of Alabama in 2005, when her uncle Neal Clayton, a 30-year veteran of the industry, suggested she apply for her real estate license, she took his advice. “The rest,” says Grace, “is history. A 2021 winner of the prestigious Greater Nashville REALTORS Diamond Elite distinction — the organization’s highest award — she has seen her business grow over the years, just as Nashville has. “I love this market,” says Grace, “because this market is my hometown, now Major City!” She explains that, in the ever-evolving Nashville real estate climate, it’s clearly a seller’s market right now. “Some say this market is sink or swim,” says Grace. “Consider me your lifeboat! Inventory is low, so hire an expert or you’ll miss out on the market.”

What do you love most about your job?

That there is no ceiling. Every day and every year is different.

The clients, the inventory, the market. It’s always exciting, full of ups and downs. What doesn’t change is the satisfaction I get from making my clients’ real estate goals a reality.

How do you go above and beyond for your clients?

I really, really care about my clients. I am a therapist, gardener, project manager, publicist, friend and Realtor. Oh, and I’m a detective! [The] majority of my time is spent hunting down a deal off market.

What’s the most important thing people should consider when buying a home?

Is this home right for me? Is this home right for my family?

What are my immediate needs and, also, my needs for my future goals and plans? Buyers need to work with an agent that has the experience to structure a deal in creative ways to win in multiple-offer situations, and also, their agent needs to be able to find off-market deals.

What’s a common mistake people make when it comes to selling/buying a home?

Not acting fast enough and then regretting waiting to buy because they missed their dream home and the prices continue to rise. I explain often [that] buyers are setting the market [and] appraisals are following the market.

What’s the most important thing people should consider when selling a home?

Do I have a place to go? Just kidding. But in this market, that’s a real concern! Joking aside, sellers need to work with an agent who understands the market [and] how to price a home to receive multiple offers and allow the market to return ultimate results.

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What’s the hardest thing about your job?

Where do I start? In a low-inventory market, such as Nashville, finding homes to sell is 50 percent of the battle.

The other half is winning for your buyers in a multiple-offer situation. Listing price is now the starting price, so structuring the deal to win is something that takes experience and creativity.

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Griffin Jamerson Parks Realty Email: griffinatparks@gmail.com Cell: 615-512-7126

A Nashville native and daughter of two contractors, Griffin Jamerson jokes she practically grew up on job sites.

“Because of this,” says Griffin, “I have a keen eye for good, quality construction and a list of tried-and-true vendors a mile long.” Her parents also flipped houses, selling the family’s personal home every two years, so she’s moved a lot.

“It is now easy for me to spot a home with tons of potential that is just in need of a little TLC.” In less than two years’ time, she has helped 44 buyers and sellers close on over $25 million in real estate. Not to mention that, during that time, she had two babies back-to-back during a pandemic. “If I can do that,” says Griffin, “I can’t wait to see what I am capable of now that I am a little lighter on my feet!”

What’s the most important thing people should consider when buying a home?

You need to determine how long you plan to live in the home.

That single factor sets the tone for your offer. If this is your dream home, do what it takes to get it. If you only plan to live there for a couple of years, you may want to think twice before pouring a lot of money into the property. Lastly, if you are a first-time buyer or have a small down payment, it may be a good idea to purchase in an “opportunity zone,” an area that is quickly growing. These homes appreciate in value rapidly. In just a couple of years, your home could be worth six figures more than it was when you bought it. That equity would make for a nice down payment on your next place!

What’s the most important thing people should consider when selling a home?

Sellers are not only selling a property; they are selling a lifestyle. People purchase homes to improve their quality of life, and it’s important that your space is presented in a way that emphasizes its best features. You want the buyer to feel like this purchase is their next step toward the life that they have dreamed of. Last, and most importantly, seek

your Realtor’s professional counsel to price your home properly. That is absolutely essential in this market. If not, you could risk leaving tens of thousands of dollars on the table.

Overpricing is the most common mistake. With most homes going under contract within 48 hours, you have a very small window of opportunity to get it right or get overlooked. I am there every step of the way to ensure that my sellers are set up for success.

What’s your biggest career accomplishment?

Although I am proud of the volume of real estate I have sold in almost nine years in this business, I was overjoyed to receive the honor of Humanitarian of the Year for 2021 at my brokerage. Last year, I worked closely with the Leukemia & Lymphoma Society (LLS) and the Make-A-Wish Foundation.

I helped plan an event at the Nashville Design Collective benefitting LLS. We gathered many notable local artists, who were kind enough to donate pieces, which were auctioned for the cause. Not only was the event meaningful, [but] it was also so fun! I am so blessed to work at Parks, where there is such an emphasis placed on service and giving back to our community.

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Ivy Vick Engel & Völkers Email: ivy.vick@engelvoelkers.com Cell: 615-485-0963

Nashville native and 22-year real estate veteran Ivy Vick remembers advice she was given early in her career that she’s never forgotten. “One thing I remember hearing from an advisor when I was first starting out is, ‘You can learn to live with minor imperfections in a home if you love the neighborhood and your neighbors. You can change almost everything else,’” says Ivy. “And that has stuck with me for over two decades.” She adds that, of course, the perfect location can differ from client to client, depending on whether they’re single, married, planning to start a family, retiring, etc. “Every buyer has different needs and circumstances, so it is imperative to have an agent who not only understands your needs but [also] makes those needs their priority,” explains Ivy.

What sets you apart from other Realtors?

I have been able to sell homes for the highest price per square foot in multiple neighborhoods. I give every client 110 percent. I work 16 hours a day to make sure my clients are protected and have the best representation. Every client becomes family to me; therefore, it is always my objective to give them the same treatment I would expect myself, and I do not settle for anything less.

How do you go above and beyond for your clients?

As an experienced agent, I focus on marketing to get my clients the highest value for their home. Additionally, I treat every home I’m selling as if it were my own. Selling a home is not just a paycheck for me. I understand that it is a huge transition in any person’s or family’s life, and I do everything I can to help make that transition smooth, beneficial and as stress-free as possible as they enter a new chapter. I want all parties to be satisfied, and I am there every step of the way, even after the deal has closed.

What’s one thing everyone should know about the Nashville real estate market?

After 22 years of being a real estate advisor, I have seen the

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market through its highs and lows. The Nashville real estate market has very low inventory, making it very competitive.

That is why having an experienced agent makes all the difference.

What’s your biggest career accomplishment?

Being named the No. 11 Realtor in America for sales volume and being named No. 1 Realtor in the Nashville Scene for multiple years. Having repeat clients over and over. Having someone wanting to use you again in a market with so many Realtors is not just a career accomplishment; it is a personal one, as well.

What’s a success story from the past year that you’re really proud of?

This year, I decided to make a move myself. I found a new home with Engel & Völkers here in Nashville. It was a huge change, and I am very proud of myself for making this change, not just [for] myself, but [also] for my clients. I am overjoyed to share all of the resources that come with this incredible, globally established company with my clients and their families and friends.

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Jake Griffin The Griffin Group at Village Real Estate Email: jake@jakegriffinrealestate.com Cell: 615-545-9087

Jake Griffin loves a challenge. In 2010, on the heels of the Great Recession and the collapse of the housing market, he decided to leave the banking industry and go into real estate, where he says he found his true passion. Then, in 2020, at the onset of the pandemic, he accomplished the biggest goal of his career: becoming a partner at Village Real Estate, where it all began. He prides himself on being there for his clients during every step of the process and tries to be available 24/7, which can be challenging with three children under the age of five. “However,” says Jake, “I have the best team in place, with a diverse background and skill set that caters to our clients’ needs.” As the saying goes, it takes a village.

What do you love most about your job?

There are many things I love about my job, from the day-today variability to delivering the good news to my clients that they got their dream home. Most of all, I love the lifelong friendships that are made out of client relationships.

What sets you apart from other Realtors?

Being a Nashville native and knowing the city inside and out.

I’m connected and have an extensive network in Nashville, which puts me in an advantageous position to find off-market homes and put the puzzle together.

What’s the most important thing people should consider when selling a home?

As the saying goes, you never have a second chance to make a first impression. Investing in high-quality, professional photos will help you sell your home faster and for a higher sales price.

How do you go above and beyond for your clients?

I’m constantly networking with other agents, buyers, sellers and developers to stay ahead of the game. I stay informed about off-market properties and investment presale opportunities. By keeping my finger on the pulse, I am able to bring

unique opportunities to my clients. For example, I frequently connect savvy investors with presale opportunities that have multiple exit strategies after closing.

What’s one thing everyone should know about the Nashville real estate market?

It is even more competitive than advertised. As such, it’s more important than ever for buyers and sellers to work with seasoned agents who have creative strategies to get the deal done.

What’s a common mistake people make when it comes to selling/buying a home?

A real estate transaction is a big investment that inevitably becomes emotional. However, it’s best to remain as objective as possible when evaluating your buying and selling options.

What’s a success story from the past year that you’re really proud of?

It’s hard to pinpoint one story from last year. I’m just extremely thankful for all of the clients who have trusted me with their real estate needs. One of the greatest compliments is to work with repeat clients. I’m proud to say over half of my 2021 sales were from past clients.

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LaRawn Rhea Fridrich & Clark Realty Email: larawn@themanning.com Cell: 615-218-4784

While LaRawn Rhea wasn’t born in Nashville — she was born in the Arkansas Delta and her family moved here from Palm Beach when she was a child — Music City couldn’t be a better fit. Her father, a music industry executive, was the first national sales and promotion manager for Sun Records in Memphis during Elvis’ heyday. After relocating to Nashville, LaRawn says she “practically grew up” on Music Row. She later graduated from Belmont with a degree in marketing. An avid philanthropist and an active member of the community, she has a gift for networking. “I am a follow-up person, says LaRawn. “I like to stay in touch with my clients, and I try to always be available for them.”

Another aspect of the job she particularly enjoys is data and research, which comes in handy when she wants to do a deep dive into the market and “find gems out there that may otherwise be overlooked.”

What do you love most about your job?

My clients!

What’s the most important thing people should consider when buying a home?

Location, location, location. I always suggest my clients make a practice commute to work, school and play during their real drive times before they buy. One client drove from Nashville to Thompson Station at 6 a.m. to make a 6:30 a.m. commute to see if it would work for her. It did not. Buyer’s remorse saved!

What’s the most important thing people should consider when selling a home?

Price. In a normal market, most sellers believe their home is worth more than the market will bear. Prices in Nashville are at a record high, but in our market today, one should consider where they will go when their home sells. The odds are their home will sell quickly if priced and presented correctly, so they need to have an end game.

What’s a common mistake people make when it comes to selling/buying a home?

Preparation. When selling, people should allow themselves enough time to find the proper Realtor and listen and act

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upon the advice given. When buying, once again, a Realtor selection should take place, and then, a deep conversation should occur so the Realtor can best help them find the right home.

What’s the hardest thing about your job?

Paperwork. I think you can ask any real estate agent about paperwork and the responses would all be the same.

Dreaded. The other is giving up weekends and some nights trying to be available to drop everything at the moment and meet the client or write up a contract when it is convenient for the client.

What’s a success story from the past year that you’re really proud of?

Navigating the challenges we have experienced with new construction at The Manning condominium project. COVID19, cost of goods, supply chain issues [and a] lack of qualified workers have all contributed to an unusual selling experience, but we have performed [and] sold and loved our time at The Manning. … I have had the wonderful opportunity to work with my husband, [Richard, a developer,] on the project.

Our role is coming to an end, as he was the partner in charge of sales, and we have only one residence left to sell. I am excited to move to our next project together.

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Lisa Peebles Fridrich & Clark Realty Email: lisabpeebles@gmail.com Cell: 615-456-8160

Realtor Lisa Peebles finds that one of the most rewarding aspects of her job is working with clients relocating to Music City. “I’ve had people put a big bullseye on Nashville, but they are going off of what other people are saying,” says Lisa. “I get to show them our beautiful city, from Nashville to Franklin to College Grove and all points in between. It’s so fun when you realize something is really beginning to resonate with a family or a couple. I love being a part of that journey.” Selling over $175 million in real estate “and counting,” the 18-year veteran prioritizes clientfocused service. In this competitive market, she can be a tough negotiator with the goal of arriving at a win-win for all parties involved. A mother of two teenage boys, she has naturally learned to hone that skill.

What do you love most about your job?

I have the privilege of guiding my clients through the process to find their perfect home. It is something I never take for granted.

What sets you apart from other Realtors?

I’ve been in real estate for 18 years and have a strong luxury home and high-end condominium practice. I created nashvilleluxuryestates.com to market Nashville-area properties and the region’s appeal to affluent buyers. My close ties to past clients and colleagues often lead to property transfers that never hit the broader market.

That and managing expectations with ready, willing and able buyers. I am pleased that the Courtney & Peebles Property Group is winning contracts weekly for our buyers. It’s not easy, but we seem to be landing on top of the stacks of multiple offers that sellers are receiving these days.

How do you go above and beyond for your clients?

I am always available to them. Getting things done starts with being responsive.

What’s your biggest career accomplishment?

I developed two highly customized websites to connect with prospective buyers, especially those who are moving to Nashville. Nashvillehighrisecondos.com provides condominium buyers and sellers with a great overview of the market and allows them to search by condo building or individual listing features, and nashvilleluxuryestates.com provides buyers and sellers of $1 million-plus homes with market reports, luxury home community information and curated listings.

What’s one thing everyone should know about the Nashville real estate market?

While the Nashville real estate market is as hot as it’s ever been, we have a major inventory problem, with way more buyers than properties. People relocating to the Middle Tennessee area, who are looking for a property to purchase, should definitely pack their patience.

Is there anything in particular you want us to highlight about you and your firm?

Last year, my team and I joined forces with veteran Realtor Richard Courtney and his team to form Courtney & Peebles Property Group at Fridrich & Clark Realty. Our 13-person team serves clients in Nashville and the surrounding counties, with last year’s sales ranging from $76,600 to $3.85 million.

What’s the hardest thing about your job?

Certainly, the lack of inventory is our biggest issue right now.

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Michelle Maldonado Compass RE, Michelle Maldonado Team Email: mmteam@compass.com Cell: 615-260-4423

For Michelle Maldonado, being a real estate agent gives her the best of both worlds. She can channel her inner data dissector and also play to her strengths as a people person. “I love that I have a career where I can combine my love of relationships and my passion for data,” says Michelle. Her job requires that she examine and distill large amounts of information, apply what she learns to her clients’ needs, and communicate effectively with all parties involved.

“It’s a very layered skill set that allows me to be nerdy and warm and fuzzy all at once,” says Michelle. She started her real estate career nearly two decades ago selling high-rise condos. As her clients’ lives changed and they moved out of condos and into homes in Davidson and Williamson counties, her business grew and expanded. Consequently, her expertise now covers the gamut.

What sets you apart from other Realtors?

I thoroughly enjoy and excel at listening to both what my clients say and what they do not say. Real estate transactions are complex, as they are both emotional and financial.

I focus on my clients’ needs and all of their changing life circumstances and work to distill the information to find a clear path to achieve their objectives.

What’s the most important thing people should consider when buying a home?

In today’s market, buyers are being pressed to make decisions they might not make in a “normal” market. In the frenzy to put themselves at the top of the pile of multiple offers, it’s important that buyers find a peaceful space to consider what is negotiable in a home and what is not. Once a buyer can distill what is most important to them and what financial parameters they are comfortable with, they can draft an offer that fits their needs and submit with confidence.

What’s the most important thing people should consider when selling a home?

Your buyer will look at your home online before they ever step foot inside it. While homes are selling at a record pace right now, it is important to prepare the home to emphasize its best features. Give your home a few days on the market

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prior to allowing showings so that any and all buyers who want to view it can arrange to see it. Have your home ready so that a buyer can confidently make a strong, quick, clean offer. And lastly, think through what you need — price, time in the home after close, etc. If you communicate these things clearly, this market will likely bring you what you need.

How do you go above and beyond for your clients?

The market is fast-paced right now, and it is easy to let the speed of the market sweep us away. I take time with my clients, thoroughly explaining the market conditions and working to understand their personal circumstances. Sometimes, this means convincing buyers not to buy a particular home and sellers not to sell. This is not simply a financial transaction; it needs to fit all of the client’s needs.

What’s your biggest career accomplishment?

Partnering with Amanda Gleaton five years ago was a game changer for me. Amanda is the quintessential professional, and as a Nashville native, she has a unique understanding of our city. She is intuitive and empathetic and works tirelessly for our clients. With her as a partner, we are able to give our clients the one-on-one attention they deserve and this market demands.

Amanda Gleaton, Michelle Maldonado

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Paula Hinegardner Keller Williams Realty Email: phinegardner@me.com Cell: 615-618-1330

Paula Hinegardner believes in going above and beyond for her clients. In the case of prospective buyers, that might mean booking dinner reservations for a house-hunting trip or setting up a school tour, especially if they are new to an area. She and her team might coordinate with the buyer’s designer or contractor or receive car and furniture shipments. Or they might oversee pre-move-in cleaning or landscaping. “We will even wait for the cable guy to show up,” says Paula. For sellers, it might be arranging landscaping or painting for curb appeal or coordinating furniture removal and/or donation, as well as providing luxury staging services. “We’ve even been known to help our sellers pack!” says Paula. The goal is to make the process as stress-free as possible for the client.

What do you love most about your job?

This might sound a little crazy, but I love being able to solve a puzzle or fix a problem, and in real estate, I get to do it literally every day. Whether it’s finding ways to make a new listing really wow so that we stand out above the competition and get top dollar for my seller or it’s creatively sourcing homes for my buyers and, more importantly, finding ways to get our offers accepted in this crazy-competitive market. To me, there is nothing more gratifying than being able to help people get it done, no matter what “it” is.

What’s the most important thing people should consider when buying a home?

In our super-competitive market, where homes are often selling for over list price, it is easy for buyers to make themselves crazy trying to strategize how to outbid competing offers. While it can be tempting and, at times, feel almost necessary to blow your budget and waive contingencies just to win a house, making those concessions can ultimately lead to serious buyer’s remorse. Because of that, my advice to my buyers is always the same: Don’t worry about trying

to figure out what someone else is willing to do or pay for a home; determine for yourself what this home, in this place, is worth to you on this day. Whatever that price is should be the offer we make. If we get the house, we celebrate. If we don’t get the house, we know we gave it our best shot and congratulate the new owner for spending more on a home than we are willing to!

What’s the hardest thing about your job?

Right now, for me, the hardest part of the job is watching my buyers be disappointed when we don’t find that perfect house or we don’t get our offer accepted. Our mission is uniting extraordinary homes with extraordinary lives. I always look forward to a successful connection, even if there are hurdles along the way.

What’s your biggest career accomplishment?

I have been very fortunate to be honored as the No. 1 individual Keller Williams agent in the Southeast for the last five years. Even though it’s not awards that motivate me, it is really nice to be recognized.

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Richard Courtney Fridrich & Clark Realty Email: richard@richardcourtney.com Cell: 615-300-8189

Richard Courtney’s name is practically synonymous with real estate in Nashville. In addition to being one of the city’s consistently top-ranking brokers, he is an author, having penned Buyers Are Liars & Sellers Are Too!: The Truth About Buying or Selling Your Home, published by Simon & Schuster. He also writes a weekly real estate column for The Nashville Ledger. “I have 43 years of experience,” says Richard. “If experience is, indeed, the best teacher, then I am the teacher’s pet. Approaching 2,000 closed sales, there are only a few Realtors that can lay claim to that.” He has sold over $638 million in gross sales, received a Life Member Award of Excellence from Greater Nashville REALTORS and is a 2021 Diamond Elite Award winner, the highest category awarded by the organization. He recently joined forces with Realtor Lisa Peebles to form the Courtney & Peebles Property Group.

What do you love most about your job?

Meeting interesting people from all walks of life and assisting them in making the buying or selling process smooth and, usually, even a fun experience.

How do you go above and beyond for your clients?

I am available 24/7. My most successful day in real estate, (says The Beatles aficionado), I sold two listings at 3:00 a.m.

(Liverpool time) while sitting as cross-legged as my legs allow in a bed in Hard Days Night Hotel.

What’s the most important thing people should consider when buying a home?

Before buying a home, the buyers should transform themselves into sellers and determine how easy or difficult it would be to unload the home, should the need arise. Every property only needs one buyer to sell. If they are the only buyer, they need to consider what it would take to make the home appeal to the masses.

What’s the most important thing people should consider when selling a home?

Pricing, even in the 2022 wild market, is of utmost importance. Additionally, they need to “un-them” the home. It

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needs to look like the buyer's home, or at least give the uncreative buyers an almost blank palette.

What’s a common mistake people make when it comes to selling/buying a home?

Turning the transaction into a war. Overthinking what the other side is thinking and forming a strategy based on erroneous psychoanalytic reads.

What’s the hardest thing about your job?

When people are doing what they love, it is not a job. So, I guess I do not have a job.

What’s your biggest career accomplishment?

Lasting this long in an ever-changing industry.

What’s a success story from the past year that you’re really proud of?

Last year, our real estate group sold out 505 Nashville, Tony Giarratana’s luxury downtown condominium project. To be clear, we sold, with three other firms, the remaining 32 condos. With prices from $459,000 to $4,500,000 and numerous sales over $1 million and $2 million, all while helping buyers and sellers in seven different counties close 85 sales.

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Tara DeSelms

Zeitlin Sotheby's International Realty, DeSelms Team Email: tara.deselms@zeitlin.com Cell: 615-414-0003

Nashville native Tara DeSelms says real estate is in her blood. That’s no surprise. After all, her father, Terry, is an industry veteran who started the DeSelms Team 30 years ago. Tara followed in his footsteps, beginning her career in 2004, and by 2016, she was team leader. She currently heads up a crew of six real estate agents and an assistant.

“We are a group of professionals with our own specialties who love what we do and enjoy supporting each other,” says Tara. A mother of two children, ages 8 and 10, she is vice president of the Greater Nashville REALTORS board of directors and co-chair of the Tennessee REALTORS Professional Standards Committee. Last year, the DeSelms Team won a Greater Nashville REALTORS Diamond Elite Award for volume of sales. To give back to the community, they volunteer with Habitat for Humanity, helping to build quality, affordable homes.

What do you love most about your job?

I love meeting new clients and learning about their story and how I can help them be successful in their home purchase or sale. Each client and situation is so unique, and I enjoy coming up with a strategy so our clients can accomplish their goals.

What’s the most important thing people should consider when buying a home?

I think there are two equally important things a buyer should consider when purchasing a home. If they are planning to live in the home, then it needs to feel like home to them, which has a different meaning for everyone. Real estate is one of the best ways to build wealth, so finding a home that will also be a great investment is key.

How do you go above and beyond for your clients?

I see my clients not as a transaction but as friends and clients for life. My team is like a family, and we welcome our clients into the fold and create lots of opportunities for networking and celebrating over the years. I'm also a fierce negotiator and enjoy fighting for my clients, no matter what side of the table we are on.

What’s one thing everyone should know about the Nashville real estate market? l love to travel and have been to hundreds of cities over the years, and every time I go somewhere, I am reminded of how special Nashville is. We are a growing city with a small-town feel, which is rare. Because of this, Nashville will always be a hot real estate market, which means the value of our homes will continue to increase. The best time to get in is now and ride the wave up, because it's not slowing down anytime soon.

What’s a common mistake people make when it comes to selling/buying a home?

It's hard to remember that, although it is a very emotional time when purchasing or selling a home, it is also a business transaction. A great Realtor and team (mortgage lender, title company, etc.) can help clients with the business side of things. A little-known fact is I hire a Realtor myself when purchasing or selling a personal home. Realtors can get emotional, too!

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