Fort Worth Agent Raleigh Green Discloses How He Makes the Big Sale
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By Rick Mauch
Candy’s Dirt Contributor
If Raleigh Green ever decided to enter politics, people have already picked out a title for him. His community knowledge and associations have earned him the nickname “The Mayor of Fort Worth.”
Of course, it’s not likely that he’ll be challenging the real mayor, Mattie Parker, anytime soon. Green is quite happy in his profession, which is making others happy by putting them in luxury homes.
Green is one of the foremost luxury real estate advisors in the Dallas-Fort Worth area. He’s the team leader of the Fort Worth-based Raleigh Green Real Estate Group at Briggs Freeman Sotheby’s International Realty.
Born and raised in Fort Worth, Green is active in the community and serves on the board of the Monticello Neighborhood Association, the tennis committee of the River Crest Country Club, and is a Re-Engage leader at Christ Chapel Bible Church, where he and his family are members. He’s also a former track and cross-country varsity athlete at the University of Texas at Austin, a graduate of Texas Christian University, and an MBA graduate from Southern Methodist University.
Green recently advised in the sale of a prestigious piece of property at 4658 Santa Cova Court, part of the gated community of Montserrat in West Fort Worth. It was also the personal home of builder Bryan Braswell of Fort Worth-based Braswell Homes, boasting 360-degree views from its floor-to-ceiling windows throughout 6,100 square feet.
Green discussed his selling approach and philosophies with CandysDirt.com.
How did you know to bring that buyer into this home?
The Raleigh Green Real Estate Group started working with this buyer about six months prior to finding the home he would eventually purchase. He was in the later stages of selling his business, and so we had to be cognizant of his specific purchasing timeline. We had been friends in college but had not seen each other in over 16 years.
After multiple discussions about the features his family needed in a home (large bedrooms, pool, etc.) and the Fort Worth neighborhoods he wanted to live in, my team put together a list of luxury properties that had recently listed on (Multiple Listing Service) and a few that were “off-market.”
After several weeks of searching and not finding exactly what we were looking for, I got insight from a close connection that the 4658 Santa Cova contract had fallen through and was coming back on the market. My client immediately wanted to schedule a time to tour the property — and we did!
What did the home sell for if it was listed at $3.2 million?
Unfortunately, or fortunately, ha, I can’t disclose the sale price of the Braswell home. The Raleigh Green Real Estate Group works extremely hard to keep our client’s information confidential — including the sale price. What I can tell you is that I worked hard to negotiate a price that was below the listed price, and both my client and the seller were happy with where we landed.
In this particular transaction, The Raleigh Green Real Estate Group represented the buyer. Bryan Braswell is a good friend of mine, and we play tennis from time to time; however, he had already listed 4658 Santa Cova with another agent in Fort Worth. The Raleigh Green Real Estate Group is currently representing another luxury $3 million custom homebuilder’s personal Fort Worth home in the coveted Crestwood neighborhood. This home is “off-market” and can be seen by agent-show appointment only, but it is worth a look!
What is the most expensive home you’ve had a hand in selling?
Earlier this year, I sold a $3.2 million home that sat on the second tee box of River Crest Country Club in Fort Worth. I was working with a different brokerage, and my team lead at the time had the listing. Before the house was listed on MLS, our entire team put a lot of physical sweat and energy into making sure this home was ready to show. We spent hours ripping down custom drapes, changing light bulbs, working with paint crews and interior designers, and a professional staging company to bring in custom furniture.
The home needed to feel a certain way prior to potential buyers walking in the door.
I ended up representing the buyer. Needless to say, representing the buyer in this transaction made all the hard work worth it!
You are killing it in the Fort Worth area. What are some how-tos you can share with agents?
First and foremost, you have to take care of your clients. Remember they have the ability to use anyone, so they chose you for a reason. The Raleigh Green Real Estate Group takes pride in the relationships we have built with all of our clients.
Two, you should love working hard for your clients! Your clients need to know that you are focused on them, even if you are working with many clients at the same time — they should feel your undivided attention throughout the entire buy-and-sell process.
Third, be honest with your clients. You have to thoroughly understand their current situation, what their limits are, and what kind of timeline they are working within. By being honest with them, they will open up and be honest with you, so you can efficiently execute their real estate goals in the appropriate way, in the end making all parties happy.
What is the thing to stay away from when trying to get a home sold, particularly one of this magnitude?
Every agent wants to sell a multi-million-dollar home, and every reality TV show that is currently streaming makes it look easy. What most agents don’t understand is the amount of time and monetary investment that is made by the listing agent to get a multi-million dollar listing ready for MLS.
For example, I’ve had to hire vendors and pay thousands of dollars out of pocket to enhance a room or an entire house of a multi-million-dollar listing. I’ve hired high-end staging companies, interior designers, premier window washers, multiple cleaning companies, and waste removal companies in order to make sure the home is picture-perfect for its big day on MLS.
And that is before you start paying tens of thousands of dollars to market the home with professional photographs, drone videos, advertising, etc.
I am not saying to stay away from spending this type of money on a multi-dollar listing — it’s needed — and I am not saying to stay away from the listing either. Just be very aware of the (return on investment) on the spend that is needed in order to get a big listing sold.
If you know of an agent for us to profile, email Rick Mauch or [email protected]
