In this episode of Talk of Music City Real Estate, CareyAnn and Monte sit down with Jonathan Harris to unpack a radically different way to list and sell homes in today’s unpredictable market (2020–2025 and beyond).  

Jonathan explains why experience can become a blind spot, why price does NOT equal value, and how his Marketplace Method can help agents get nearly any home under contract in **10–14 days**—without sacrificing client trust or sales price.  

You’ll hear how strategic starting prices, seller reserve prices, compressed open-house windows, and upfront inspections/appraisals can create transparent competition, more showings, stronger offers, and greater certainty for sellers. If you’re listing homes the “old way,” this conversation will challenge everything you’ve been doing.

- **[0:00:01] – Intro & Birthday Moment**  

  Show opens, hosts re-introduce Talk of Music City Real Estate and wish **Monte** a happy birthday.

- **[0:01:43] – Why Jonathan’s Back**  

  Monte explains why Jonathan is one of the “brightest minds” in real estate and why his perspective is needed now.

- **[0:03:27] – Experience as a Blind Spot**  

  Jonathan explains how 20+ years in real estate can *hurt* you if you don’t challenge your assumptions.

- **[0:04:50] – “Price Doesn’t Equal Value”**  

  Revisiting Jonathan’s big idea: the only opinion of value that matters is the buyer who writes the check.

- **[0:06:36] – Why Comps Mislead in 2020–2025**  

  How erratic markets make traditional CMA thinking dangerous for sellers.

- **[0:08:40] – List Price as Your #1 Marketing Tool**  

  Using **20% below perceived value** to drive traffic and why **what gets shown gets sold**.

- **[0:10:07] – Re‑Engineering 2021’s Crazy Market**  

  Deconstructing 2021: defined sales process, offer deadlines, maximum showings, underpricing and multiple offers.

- **[0:14:31] – Never Sell to the First Buyer**  

  Why you should avoid quick contracts and instead create a **7–14 day** window for competition.

- **[0:18:46] – Transparent Competition & Upfront Inspections**  

  How pre-listing inspections and clear timelines reduce fallout and renegotiations.

- **[0:20:28] – Case Study: From 1.45M Stale to 1.3M Win**  

  Listing stagnates at **$1.45M**, relists at **$950K**, pulls **81 showings** and nets **$1.3M** with a 7‑day close.

- **[0:23:40] – Open-House-Only Strategy & 74/81 Without Agents**  

  Why Jonathan banned first-week private showings and what happened when most buyers showed up unrepresented.

- **[0:30:36] – Using Coming Soon Price Drops to Hit Every Buyer Pool**  

  Tactical “coming soon” price changes to capture multiple price brackets without archiving reductions.

- **[0:35:39] – The Three Phases: Build Demand, Discover Value, Decide**  

  Jonathan’s core Marketplace Method framework for every listing.

- **[0:42:30] – Reserve Prices & Seller Control**  

  What happens when offer numbers don’t hit the reserve—and the three options sellers always have.

- **[0:47:45] – Commissions, Net to Seller & Letting Buyers Add Agent Fees**  

  Stripping out buyer-agent commission from list price and focusing on **net to seller**.

- **[0:52:05] – Exact Public Remarks Template**  

  Jonathan shares wording for MLS remarks that spell out process, deadlines, and starting price.

- **[0:55:16] – AgentMaker & The Marketplace Method Training**  

  Jonathan introduces **AgentMaker.com** and his **12‑hour, 300+ slide** training on the Marketplace Method.

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We Educate and Motivate All Things Real Estate!

Monte Mohr owns Realty One Group Music City and has sold over $1 Billion dollar's worth of real estate and over 3000 homes sold over his 30+ year career!

Interested in joining Monte as an agent?

www.topagentsuccess.com

Carey Ann Cyr manages and operates one of the Top Branches for CMG Financial in Franklin, TN. She and her team have become known for closing nearly impossible deals! They have processed over 300 million in mortgages since 2016 with over 613 families ushered into their dream homes!

Contact Carey Ann:

www.yourtnlendingsolution.com

The Talk of Music City Real Estate is Produced, Voiced and Edited by www.itsyourshow.co

Join Monte Mohr and CA as they sit down with Sheida Gasparian, a dynamic real estate professional who's transforming the industry one open house at a time. 

[0:00-5:00] Sheida's Background: From California to Tennessee

- Family move with Tesla job transfer

- Choosing Tennessee for family values

- Settling in Sumner County

[5:00-10:00] Open House Strategy Revolution

- Hosting multiple open houses on Saturdays

- Breaking traditional real estate norms

- Maximizing client interactions

[10:00-15:00] Mentorship and Career Growth

- Transitioning from education to real estate

- Learning from mentor Mona Phillips

- Building a successful real estate brand

[15:00-20:00] Business Philosophy

- The MQCA principle (Motivated, Qualified, Coachable, Appreciative)

- Importance of boundaries in real estate

- Collaborative approach to business

[20:00-25:00] California to Tennessee Insights

- Real estate market differences

- Networking and cross-state opportunities

- Building a unique professional identity

A must-listen for aspiring real estate professionals and entrepreneurs looking to disrupt traditional business models!

We Educate and Motivate All Things Real Estate!

Monte Mohr owns Realty One Group Music City and has sold over $1 Billion dollar's worth of real estate and over 3000 homes sold over his 30+ year career!

Interested in joining Monte as an agent?

www.topagentsuccess.com

Carey Ann Cyr manages and operates one of the Top Branches for CMG Financial in Franklin, TN. She and her team have become known for closing nearly impossible deals! They have processed over 300 million in mortgages since 2016 with over 613 families ushered into their dream homes!

Contact Carey Ann:

www.yourtnlendingsolution.com

The Talk of Music City Real Estate is Produced, Voiced and Edited by www.itsyourshow.co

Join Monty Mohr, CareyAnn, and Chris Corriveau as they reveal the top 10 critical issues that could potentially disrupt your home closing. From personal property removal to banking complications, this episode is packed with insider tips to ensure a smooth real estate transaction.

Timed Highlights:

[0:00-5:00] Introduction and discussion about real estate transaction challenges

[5:55-7:30] Top 10 list begins: Personal property and item removal issues

[10:00-11:43] Contract nuances and buyer/seller expectations

[16:33-20:00] Notification requirements and travel considerations

[21:50-25:00] Spouse involvement and legal documentation needs

[25:00-28:26] Business entity and LLC compliance

[28:26-30:00] Property title and ownership strategies

[32:39-34:44] Banking and fund transfer challenges

[34:44-end] Fraud prevention and identification verification

Find out more about Midtown Title: https://www.midtowntitletn.com/

We Educate and Motivate All Things Real Estate!

Monte Mohr owns Realty One Group Music City and has sold over $1 Billion dollar's worth of real estate and over 3000 homes sold over his 30+ year career!

Interested in joining Monte as an agent?

www.topagentsuccess.com

Carey Ann Cyr manages and operates one of the Top Branches for CMG Financial in Franklin, TN. She and her team have become known for closing nearly impossible deals! They have processed over 300 million in mortgages since 2016 with over 613 families ushered into their dream homes!

Contact Carey Ann:

www.yourtnlendingsolution.com

The Talk of Music City Real Estate is Produced, Voiced and Edited by www.itsyourshow.co

Join Monte Mohr and CareyAnn as they dive deeper into the wild world of real estate with special guests Dan Collins and Mimi Lundy. This episode reveals jaw-dropping stories of mortgage fraud, last-minute deal collapses, and the true grit it takes to succeed in the real estate industry.

Timed Highlights:
[0:06:01] - Dan Collins' First Sale Disaster: A rookie agent's nerve-wracking first transaction involving a broker about to be arrested

[0:11:02] - Ethical Lending: How a lender's reputation can make or break a multiple-offer situation

[0:19:12] - Mortgage Fraud Exposed: Shocking stories of fake IDs, fraudulent pay stubs, and title company scams

[0:24:33] - Lessons Learned: Expert advice on becoming a better real estate professional by prioritizing client service and continuous learning

[0:32:04] - Staying Calm Under Pressure: How to navigate complex real estate transactions with patience and professionalism

A must-listen for anyone curious about the behind-the-scenes drama of real estate transactions, filled with humor, wisdom, and unbelievable true stories.

We Educate and Motivate All Things Real Estate!

Monte Mohr owns Realty One Group Music City and has sold over $1 Billion dollar's worth of real estate and over 3000 homes sold over his 30+ year career!

Interested in joining Monte as an agent?

www.topagentsuccess.com

Carey Ann Cyr manages and operates one of the Top Branches for CMG Financial in Franklin, TN. She and her team have become known for closing nearly impossible deals! They have processed over 300 million in mortgages since 2016 with over 613 families ushered into their dream homes!

Contact Carey Ann:

www.yourtnlendingsolution.com

The Talk of Music City Real Estate is Produced, Voiced and Edited by www.itsyourshow.co

Join Monte Moore and CA as they sit down with Mimi Lundy and Daniel Collins to explore an inspiring story of personal resilience and professional transformation in the real estate industry.

Timed Highlights:
[0:11:29] - Mimi shares her deeply personal story of loss and how a pivotal phone call helped her rebuild her life after losing her son
[0:19:03] - Daniel highlights Mimi's calm approach to challenges, noting her philosophy that "everything in this life is small stuff"
[0:22:44] - Discussion on the natural progression of successful real estate professionals moving into leadership roles
[0:30:00] - Insights into building a sustainable company through good people, support, and processes
[0:33:30] - Fun fact: Mimi is a Tony Robbins fire walk graduate, symbolizing her fearless approach to personal and professional challenges

Key Takeaways: Resilience, leadership, and the power of purpose in real estate, told through the lens of Mimi Lundy's remarkable journey with Realty One Group Music City.

We Educate and Motivate All Things Real Estate!

Monte Mohr owns Realty One Group Music City and has sold over $1 Billion dollar's worth of real estate and over 3000 homes sold over his 30+ year career!

Interested in joining Monte as an agent?

www.topagentsuccess.com

Carey Ann Cyr manages and operates one of the Top Branches for CMG Financial in Franklin, TN. She and her team have become known for closing nearly impossible deals! They have processed over 300 million in mortgages since 2016 with over 613 families ushered into their dream homes!

Contact Carey Ann:

www.yourtnlendingsolution.com

The Talk of Music City Real Estate is Produced, Voiced and Edited by www.itsyourshow.co

Join Monte Mohr, Art Kelly and special guest Laura Pierce, a seasoned real estate professional and former rehabilitation nurse, as they dive deep into the world of new construction real estate. Laura shares her extensive experience from building 8 homes (5 new construction) and provides invaluable insights for agents looking to excel in this specialized market. Learn about managing client expectations, working with builders, and the critical steps in the construction process that every realtor should know.

• **[0:00 - 2:30]** - Meet Laura Pierce: From healthcare to real estate
  • **[2:30 - 5:30]** - Why nurses and teachers make great realtors
  • **[5:30 - 8:00]** - The importance of declaring your agent at new construction sites
  • **[8:00 - 11:30]** - Builder contracts: What agents need to know
  • **[11:30 - 15:00]** - Managing the 6-8 month construction timeline (with 2-year contract clauses)
  • **[15:00 - 20:00]** - Always inspect new construction - Laura's lightning strike story
  • **[20:00 - 25:00]** - The construction process: From permits to final walkthrough
  • **[25:00 - 30:00]** - Multi-stage inspections: When and what to look for
  • **[30:00 - 35:00]** - Grading and drainage issues to watch for
  • **[35:00 - 40:00]** - Working with builders: Collaboration over confrontation
  • **[40:00 - 42:00]** - Final tips for new construction success

Perfect for agents wanting to expand into new construction or improve their existing new build processes.

We Educate and Motivate All Things Real Estate!

Monte Mohr owns Realty One Group Music City and has sold over $1 Billion dollar's worth of real estate and over 3000 homes sold over his 30+ year career!

Interested in joining Monte as an agent?

www.topagentsuccess.com

Carey Ann Cyr manages and operates one of the Top Branches for CMG Financial in Franklin, TN. She and her team have become known for closing nearly impossible deals! They have processed over 300 million in mortgages since 2016 with over 613 families ushered into their dream homes!

Contact Carey Ann:

www.yourtnlendingsolution.com

The Talk of Music City Real Estate is Produced, Voiced and Edited by www.itsyourshow.co

Join Monte Mohr as he sits down with Art Kelly, author of "The Seven Spheres of a Friend Maker," to discuss how treating clients as friends rather than transactions can transform your real estate business. Art shares his proven 21-day prospecting system that helped him close 10 deals this year, plus his game-changing approach to building a referral directory that adds massive value for clients. Learn why friendship is the foundation of sustainable business success and get practical tools you can implement immediately.

**[2:19]** - Art's "aha moment": If you don't have enough clients, just go make more friends

**[4:29]** - Monte's philosophy: "I don't know that I've ever sold a home before" - letting homes sell themselves

**[7:04]** - The painful early transaction that taught the importance of putting clients first

**[9:20]** - How Art's wife's wisdom saved a relationship: "How you handle this will define how people perceive you"

**[11:03]** - The $600,000 deal that fell apart but came back as twice the business two years later

**[15:55]** - The Seven Spheres of a Friend Maker: Listen, Learn, Like, Loyal, Leap, Lead, Love

**[19:12]** - Why prospecting is like doing laundry - you have to do it every day or your business will stink

**[24:50]** - The five daily tasks of Art's 21-Day Challenge system

**[31:46]** - Why a referral directory adds massive value and justifies your commission

**[35:50]** - Proof it works: 10 deals closed this year using the system

**[37:39]** - Art's reality check: "If you can't do this bare minimum work, you're in the wrong business"

We Educate and Motivate All Things Real Estate!

Monte Mohr owns Realty One Group Music City and has sold over $1 Billion dollar's worth of real estate and over 3000 homes sold over his 30+ year career!

Interested in joining Monte as an agent?

www.topagentsuccess.com

Carey Ann Cyr manages and operates one of the Top Branches for CMG Financial in Franklin, TN. She and her team have become known for closing nearly impossible deals! They have processed over 300 million in mortgages since 2016 with over 613 families ushered into their dream homes!

Contact Carey Ann:

www.yourtnlendingsolution.com

The Talk of Music City Real Estate is Produced, Voiced and Edited by www.itsyourshow.co

Join Monte and CA as they sit down with Adam Darby from State Farm Insurance to unpack the critical world of home insurance. Learn about the importance of early insurance quotes, understanding your policy, and how the right insurance agent can save you time and money. Adam shares his 15-year journey in insurance, State Farm's comprehensive coverage, and practical tips for homeowners and real estate professionals. Discover why choosing the right insurance partner matters and how to protect your most valuable asset.

We Educate and Motivate All Things Real Estate!

Monte Mohr owns Realty One Group Music City and has sold over $1 Billion dollar's worth of real estate and over 3000 homes sold over his 30+ year career!

Interested in joining Monte as an agent?

www.topagentsuccess.com

Carey Ann Cyr manages and operates one of the Top Branches for CMG Financial in Franklin, TN. She and her team have become known for closing nearly impossible deals! They have processed over 300 million in mortgages since 2016 with over 613 families ushered into their dream homes!

Contact Carey Ann:

www.yourtnlendingsolution.com

The Talk of Music City Real Estate is Produced, Voiced and Edited by www.itsyourshow.co

Discover how Curbio revolutionizes pre-sale home renovations in this exciting episode of Talk of Music City Real Estate. Join Monty Moore and Matt Willms as they dive deep into a game-changing service that helps real estate agents quickly and efficiently prepare homes for market.

Timed Highlights:
[0:03:49] - Curbio's Unique Approach: Specializing in pre-sale home renovations exclusively for real estate agents

[0:11:24] - Flexible Financing: Solutions for sellers with limited upfront cash, including pay-at-close options

[0:12:11] - Typical Renovation Costs: Average investment of $25-$30,000 to bring a home to market-ready standards

[0:14:14] - Quality Assurance: All contractors are state-licensed and undergo a stringent onboarding process

[0:18:18] - Comprehensive Services: Offering everything from deep cleaning to major renovations like kitchen refreshes and popcorn ceiling removal

[0:21:17] - Agent-Focused Service: Designed to help real estate professionals shine by handling complex renovation needs efficiently

A must-listen for real estate agents looking to elevate their listing game and provide maximum value to sellers!

We Educate and Motivate All Things Real Estate!

Monte Mohr owns Realty One Group Music City and has sold over $1 Billion dollar's worth of real estate and over 3000 homes sold over his 30+ year career!

Interested in joining Monte as an agent?

www.topagentsuccess.com

Carey Ann Cyr manages and operates one of the Top Branches for CMG Financial in Franklin, TN. She and her team have become known for closing nearly impossible deals! They have processed over 300 million in mortgages since 2016 with over 613 families ushered into their dream homes!

Contact Carey Ann:

www.yourtnlendingsolution.com

The Talk of Music City Real Estate is Produced, Voiced and Edited by www.itsyourshow.co

Join Monte and CA as they talk with Drees Homes' Heather Williams as they dive deep into custom home building possibilities in the Nashville area.

Discover the unique Elevate program from Drees Homes, offering semi-custom home building on your own land. Key highlights include:

[0:00:33] - Monte Mohr's praise for Drees Homes as a top builder in Middle Tennessee
[0:07:26] - Introduction to the Elevate program: Building outside traditional communities
[0:10:00] - Free site analysis process and land selection guidance
[0:16:27] - Typical build time of 9-12 months for Elevate homes
[0:22:44] - Commitment to being 100% real estate agent friendly
[0:24:36] - Flexible building options across different counties and price points

Special features include:
- 29-30 different floor plans
- 1% deposit requirement
- Lot equity options
- No additional fees for building on personal property

We Educate and Motivate All Things Real Estate!

Monte Mohr owns Realty One Group Music City and has sold over $1 Billion dollar's worth of real estate and over 3000 homes sold over his 30+ year career!

Interested in joining Monte as an agent?

www.topagentsuccess.com

Carey Ann Cyr manages and operates one of the Top Branches for CMG Financial in Franklin, TN. She and her team have become known for closing nearly impossible deals! They have processed over 300 million in mortgages since 2016 with over 613 families ushered into their dream homes!

Contact Carey Ann:

www.yourtnlendingsolution.com

The Talk of Music City Real Estate is Produced, Voiced and Edited by www.itsyourshow.co