TENNESSEE 5-15-23

TENNESSEE EDITION

5 Ways to

TRANSFORM RENTERS INTO OWNERS

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

FEATURED AGENT

JESSICA JOY TAMMARO

COVER STORY

CANDIE CHRISTIE WORSHAM

Laughs!

Top Agent Magazine

3

How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

Top Agent Magazine®®

Top Agent Magazine

same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

Top Agent Magazine®

5

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

Top Agent Magazine ®

Top Agent Magazine

1

Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

3

Collaborate with mortgage professionals to find the right financing opportunities

2

Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

Top Agent Magazine ®

7

pay monthly in a mortgage—while building a lasting asset.

5 4

Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

8

Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

Top Agent Magazine ®

Top Agent Magazine

CANDIE CHRISTIE WORSHAM

Top Agent Magazine

9

CAN D I E CHRISTIE WORSHAM Top Agent Candie Christie Worsham leads an experienced team of five seasoned agents at her brokerage, Nashville Area Homes, which she owns with her husband, Mike Worsham.

With an unwavering dedication to her clients and a deep-rooted passion for real estate, Candie Christie Worsham stands out as a remarkable agent in the industry. Licensed since 1996, Candie transitioned from owning a women’s clothing store to pursuing a career in real estate.

Today, she leads an experienced team of five seasoned agents at her broker10

age, Nashville Area Homes, which she owns with her husband, Mike Worsham.

Candie primarily works with repeat clients and referrals, which she attributes to her hands-on approach in all aspects of her transactions. “I don’t pass off any of the responsibilities to a transaction coordinator,” she says. “I start my transactions with my client, and I do everything Top Agent Magazine

all the way to closing.” This allows her to build strong relationships with her clients and maintain open lines of communication with all parties involved.

Candie’s dedication to her buyers and sellers is one of the many reasons she stands out as an agent. She maintains strong connections by sending out lighthearted, informative newsletters with recipes and event updates. As a Nashville

Top Agent Magazine

native, Candie understands the local market well. She has even helped clients through multiple moves, from upgrading to downsizing, showcasing her long-lasting relationships and commitment to her clients’ needs.

When it comes to marketing her listings, Candie employs a strategic approach. As a Certified Luxury Home Specialist, she utilizes international marketing programs

11

to reach a wider audience. She loves using postcards to target neighborhoods, as neighbors often have friends or family interested in moving closer to them. Candie also hosts open houses, which have been effective in attracting potential buyers.

Additionally, she sends brochures to relocation companies and even creates packages for executives moving to the area.

By leveraging various marketing strategies, Candie ensures her listings receive maximum exposure to potential buyers.

“I don’t pass off any of the responsibilities to a transaction coordinator,” Candie says. “I start my transactions with my client, and I do everything all the way to closing.”

12

Top Agent Magazine

Sellers are continually impressed by her work, with one saying, “My husband and I could not have asked for a better agent.

Candie Worsham is hard-working, knowledgeable, and has an outstanding work ethic. She sold our home during a down economy in a few short weeks, and helped us buy a house that fits us perfectly.”

When Candie isn’t working, she’s spending time with her family. “We recently purchased a small beach house in Florida, so we love to hop on a plane to Florida’s east coast and relax for a few days.”

In the future, Candie plans to continue providing attentive service and maintaining Top Agent Magazine

13

the close-knit nature of her business. This summer, she looks forward to having her 19-year-old grandson intern with her, bringing a family element to the company.

Candie loves what she does and can’t wait to help more people with their real estate dreams. She takes pride in making

the transaction process as simple, friendly, and enjoyable as possible. Her dedication to creating a fun and seamless experience for her clients is both her passion and her niche, and it’s where she intends to stay. “I love what I do, and I’m perfectly happy continuing on this path for years to come.”

For more information about Candie Christie Worsham, please call 615-400-5230 or email candieworsham@gmail.com

14

Top Agent Magazine

By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

Top Agent Magazine ®

15

1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

16

original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n Called “below grade spaces,” basements

and sunrooms beyond a home’s typical

Top Agent Magazine ®

Top Agent Magazine

living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n Did you know the space inside closets

and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

n When recording square footage, ANSI

actually suggests performing measurements from a property’s exterior—though this method does not account for the

Top Agent Magazine

thickness of exterior walls, which could skew square footage numbers. n Just like below grade spaces, a garage, a

pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

Top Agent Magazine ®

17

when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take.

room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage.

n First, you’ll need a few things to get started,

n As you go measure throughout the home,

including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

n Next, choose a room to start measuring

wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

n From there, draw out the wall you measured

and measure the remaining walls in the

18

using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

Top Agent Magazine ®

Top Agent Magazine

JESSICA JOY TAMMARO A longtime resident of the Nashville area, Jessica Joy Tammaro has always possessed an entrepreneurial spirit. She would start her career as a school teacher; however, upon purchasing her first home, she began to take an interest in real estate. Noting how the industry perfectly complemented her strong communication skills and passion for helping others, she would pursue her license to help her fellow teachers navigate the area market. From there, she went from completing 12 transactions in 2018—her first full year as agent—to 14 in 2019 and 42 in 2020. Along the way, she established a network of satisfied clients and colleagues that spans the state.

Today, Jessica is an agent with eXp Realty in Tennessee, where she leads an elite team to assist clients throughout the Nashville Metro Area. Alongside her husband, Tyler, she has cultivated a boutique workflow to meet the needs of any buyer, seller, or investor.

When listing a property, Jessica takes a comprehensive approach. Leveraging her in-house marketing experts, she helps her clients fully prepare their home for the market, broadcasting each listing to a highly targeted blend of digital and social media campaigns. She also utilizes proven resources like her networking groups, Youtube videos, and TikTok campaigns to give each client an added advantage in the lead-up to their standout open house showing.

Elsewhere, Jessica is just as attentive when assisting her buyers. Drawing from her own experience as an owner of 10 short term rentals in three separate markets, including downtown Nashville, she can carefully guide her clients to the right investment for their best interests.

In fact, she prefers to keep in touch long after the deals are done through regular check-ins, holiday cards, and

appreciation events—with plans to launch an innovative client scholarship program in the near future. She has a dream of purchasing an apartment building for MNPS teachers, where 50% of their already affordable rent payments would be held in an escrow to be used to purchase their first home.

Over the years, Jessica has earned a fantastic reputation throughout Nashville, with the entirety of her volume coming from repeat clients or referrals. Now recording over 40 transactions per year, she remains dedicated to the lasting standards that set her apart. “At the end of the day, my clients know they can trust me,” she says. “Our team cares about being honest and relatable with our buyers and sellers, no matter what. After all, this is a relationship-driven business.”

When they’re not with clients or supporting their community, Jessica and Tyler can be found traveling, cheering on the Titans, or relaxing at their waterview property on Center Hill Lake with their lake family. A member of the Nashville Area Short Term Rental Association, she is equally dedicated to their industry, serving as a mentor to her rising team members, Scarlett and Laurie.

While her volume maintains its steady growth, Jessica intends on scaling her vision of compassionate service further throughout the region. As she continues to plan client events and expand her sphere of influence, though, she looks forward to all the new opportunities that await. “Over the years, our team philosophy has been that the more fun you have, the more properties you’ll sell,” she says. “On top of being a way for my husband and me to work together, real estate offers us so many great chances to forge new connections in our community. There could be nothing more rewarding.”

To learn more about Jessica Joy Tammaro, email jessica.tammaro@exprealty.com, visit jetyhomes.com or call (615) 788-9370 www.

Top Agent Magazine

19

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

20

Top Agent Magazine

Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: Top Agent Magazine

21

Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to How will you market the property? Each agents’ opinions. Top Agent has a unique set of online or local

marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

22

Top Agent Magazine

What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine