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