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Century 21 Legacy, Knoxville, Tennessee
SALLY SPARKS, CRS
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What is the market like in Knoxville, Tennessee? Our housing market is very steady. One of the our largest employers is the University of Tennessee, so even when there was an economic downturn years ago, we didn’t experience the same impact as other parts of the nation. The only trouble we have, like so many other places, is limited inventory—everything that comes on the market is sold very quickly. Who is the typical buyer or seller? Are most affiliated with the university? We have a healthy mix. We have graduate students, but we also have a good number of retirees because our home prices are affordable and the taxes on homes are very manageable for people with retirement budgets. Plus, we have a true four-season climate and we’re only a day’s drive from Virginia, Florida or Georgia, so you can get to a city or beach easily from here.
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Have you faced any recent business challenges? Nothing especially big, but we are seeing home listings that are pre-sold. The homes are listed on the MLS as “coming soon,” and there is a lot of hype Are some people that comes with that. In our waiting longer to system, a home can be listed as decide to buy their “coming soon” for 14 days, but first home? no showings are allowed until We are not seeing a lot of that period is over. That’s just that in our area, but it is true a sit-and-wait game for people that some folks are waiting who are looking, especially if a little longer to purchase a they really want to see that home. But they’re taking longer house, but they feel that they to do everything—longer to might miss out on another get out of college, longer to place while they are waiting. get married. I think it’s just The hype this creates can a natural progression that lead to bidding wars, and they’re doing things more some homes sell for over list slowly and with more intent. price. It’s good for the sellers, But when these folks do jump but it’s not uncommon for in, they are buying something some of our buyers to have a little more expensive that I lost out on one or two properwould call a move-up home. ties before they are able They are making a choice that to secure one. We have to fits their lifestyle. We are counsel everyone that cash seeing a resurgence of interest will trump everything—even in older neighborhoods—they a lower offer if it depends are becoming quite trendy. And on financing or includes a the type of home I grew up in, contingency. I had one couple, the 1950s ranch, is now a very first-time buyers in their midhot commodity. And people, 40s, decide to bow out for a no matter what their age, are while and continue to rent enjoying one-level living. until things eased up a little.
The Residential Specialist trsmag.com
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Do you have special activities you use to market your business? Actually, I am very fortunate that a majority of business comes from referrals and relationships with other REALTORS® and, of course, CRSs. I am at the President’s Circle level at RPAC, and I find that major investors want to send business to other major investors. What is your favorite aspect of the home selling/ buying process? Working with first-time homebuyers. I get the most joy from working with people who have never done this before and making it a pleasant and enjoyable experience for them. Most of my business is from referrals or repeat clients, so you just have to take care of them the first time and then they are out there generating business for you from then on. What do you love to do outside of work? I’m service-oriented and love working with nonprofits. I’m a founding committee member of 100 REALTORS Who Care; 100 people get together once a quarter and commit to giving $100 each to a charity the group has selected. We give $40,000 to nonprofits in our area every year.
Do you work with a charity? I serve on the board of directors for a program called Care Cuts, which serves the homeless. We provide grooming services (including shampoo, haircuts, color, shave and nails) for 200 people, all day on the first Sunday of every month. It all began with one hairstylist who opened her salon once a month, but we now have a permanent building in an old four-bay garage. We are able to give folks hot showers, laundry services and food, as well as ministry services, and medical and legal assistance. Everyone leaves with a grooming kit and clean clothes. Our goal is to help them transition into a service program or permanent housing. As a REALTOR®, I often have clients who are leaving behind clothing or furniture. The ministry picks up these items so that when people get apartments, they have some things of their own and don’t have to sleep on the floor. Sally Sparks, CRS, achieved CRS Designation in 2012. She can be reached at sally@sally sparks.com or 865-567-4481.
Photo: Steven Bridges
I get the most joy from working with people who have never done this before and making it a pleasant and enjoyable experience for them.