A native of North Carolina, and son of a Real Estate Broker in Greensboro, Tom recalls as a teenager prepping and maintaining his father’s active listings; mowing the grass, washing the windows, his father reminding him to shine the heel as well as the toe, but what most impacted Tom were the relationships he saw develop between his father and his father’s clients. That, a good sense of humor, and a frank honesty, which Tom says is the biggest time-saver in his toolbox, are the traits that he is most grateful to have carried into and throughout his 20 year real estate career in Washington.
In Tom’s view, all of the awards and top Realtor rankings pale as rewards in comparison to so many people allowing him to be a part of such a personal transition in their lives.
Tom believes that for both Sellers and Buyers, it’s about much more than bedrooms, bathrooms, even money. Some say getting to the bottom of what it’s about is one of Tom’s gifts. Whichever type of client, Tom’s goal is to teach, promote and protect. Quite frankly, that’s why he and his team sell so much real estate.
Tom sees his role this way:
“I know most clients start out thinking of their realtor as a salesperson. I hope that by the close of our first meeting I’m able to change that perception. Substantially.
First off, I think of myself as an educator…maybe a “tutor” is more like it. I try to inform my clients about the home-buying process, so first time buyers, in particular, feel more comfortable. After all, buying a house, especially 3 br houses in DC area, is 50% an emotional decision, 50% a financial decision.
I try to learn how my clients live before I go and show them houses they’d be happy living in. It’s not just about the number of bathrooms or even the location. It’s finding out what are the “must haves”, the compromise points and the deal breakers. Frankly, by the end of my first meeting with a new client, their original priorities often change substantially.
It’s my job to help clients be realistic…or they aren’t going to be satisfied with the process, much less the home they end up with. I may lose a few clients through my honesty, but I more than make up for it in the number of people who buy their 2nd and 3rd home from me."