The Giving Tree with Tammy Pack

Tammy Pack After graduating from the University of Texas Law School in 1990 and practicing as a trial lawyer for five years, Tammy moved to Fredericksburg, Texas in 1995 and began opening retail boutiques. In 2001 she moved, unwittingly, into the vacation rental space when she renovated a 1910 Victorian carriage house on the grounds of her home and then decided to rent it out as a B&B.

In 2007, she opened Absolute Charm B&Bs and Vacation Rentals, Fredericksburg’s premier luxury reservation service which now represents around 200 properties. Over the years, she has bought renovated and sold 25 vacation rental properties of her own.

In 2015, Tammy and her husband Wes Pack opened Absolute Charm Real Estate and with the help of their great team, grew the company into the #1 office in Fredericksburg, Texas by volume in less than four years. In 2018, they moved their team to EXP Realty as a Mega Team.

Tammy has spoken on “the big stage” regarding a diverse area of topics including real estate marketing, using social media and personal branding, leadership, sales skills, etc. In August of 2017, she spoke at Tom Ferry’s Success Summit in front of 6000 Realtors in a live audience and 30,000+ watching the live stream. Her YouTube video from that event has been viewed over 400,000 times and counting. That engagement led to her being paid to fly to London to speak at the Spicerhaart Summit in front of 800 ” Real estate agents,” as they are known in the U.K. for building your personal brand by delivering top-notch service and hospitality. What does that mean for you? You will receive the highest level of service from someone who actually trains Realtors on how to market properly.

Episode Highlights Here:

Tammy:

If you’re getting the deal or if they’re working in creative financing, you can’t beat them up on everything.

Brett:

Tammy, what’s the number one secret too? You know, the realtor, the business giving tree?

Tammy:

So, we’ve been buying with my husband, and we bought sell property over the years, as many people have. But the reason I aimed it really toward Realtors is I found that I work with realtors a lot, I have a team of 20 they all want to own some real estate or if they have some, they want to own more. But as with anyone that you know, it’s always like, how can I afford to buy that? So obviously, this doesn’t just apply to realtors. This is anyone who, whether you own some, a little or a lot. If you would like to own more, which is almost everyone, then this applies to you. So I started out my talk at Build talking to agents because we know the market is shifting, no doubt about it, prices are coming down and things are slowing down. But I’m an eternal optimist. And I always believe there’s a silver lining to everything. So I can’t change the fact that the market is slowing. But I can say, well, there’s gonna be some upsides to that. So let’s go through what some of those are. And one of the big ones is the price has come down a bit. It’s going to be a little bit easier for you to purchase some real estate, not just to help your buyers, right? So I want agents to start thinking of the positive. How can sellers be going to not sell necessarily in one day with 47 offers? So they want to start being more open to some of the creative purchase things I’m about to talk to you about. It’s really hard to get some of these creative things done when they’re getting 47 offers all above, ask them, and they can just walk away, right clean hands cash in the bank, but the fact that it’s harder is gonna make some of them go. Hey, I do need to sell, and I need to get listened to your creative idea. So, I’m really here to talk mainly about those creative ideas. But I do want to say upfront I didn’t get to say this in the talks. I didn’t have enough time. There’s always a way to buy real estate. So my husband, Wes and I bought two amazing properties in 2021, which was the height of the frenzy, right? So even when times are amazing, you absolutely can. So what we bought last year, they were off the market. So we found a seller who had talked in the past that he would be willing to sell his properties. So I just reached back out. I’m like, hey, how do you feel about that? Are you still wanting to do it? And I got those properties at significantly less than I think he could have gotten on the open market, which always makes you feel kind of weird about it. But I’m like, number one, he’s a very sophisticated investor with significant resources, very significant, who has a financial adviser who can make all these decisions on what he’s going to do. And he didn’t want to be listed publicly, I know what the big deal is. I don’t know why, but people are different. For some people, they’re private and they don’t want people to know their business. And no matter what was said, he did not ever want to be life. He didn’t wanna be public. So I said, Okay, so we were able to buy a 1,025,000 property, which was three short-term rental units with room to add a fourth, which was great. I mean, yeah, I think it’s worth a few 100,000. More than that, maybe I’m wrong about that. But I think it is worth it. He didn’t want to list it. And that’s the price he was happy with. Now, it was always important to him. He always wanted to know what he would walk away with. That’s always his big factor. So what I told him is, it’s kind of funny at first I said, I told my daughter who’s on my team is a pretty sharp cookie, I said, I’m gonna tell him that, you know, no realtor fees. And she said, don’t say that. That denigrates our profession, which I kind of like she does. Say, you will cover the realtor fees. It just sounds better, right? You will cover all the closing costs. He won’t have to pay any of them. You will pay them. So you’re not paying for me, obviously, right? So I guarantee you, this is what you walk out with Apple pays all closing costs and you will walk out with 1,000,025, right? And I tried to get it for a little less just to see, and he came back, and he and his advisor said no, we want 1,000,025 at that press. And he also was really sick of the SGR regulations. And for him, he goes, I’m not sleeping at night. I’m so mad about it, it’s just ruining my life. I don’t need that money and it’s making me angry all the time. I just want to offload these. Well, I was able to buy that one. And then I bought another one for 595. That was a price he’d come up with a year or two earlier. That was two units in the commercial, very central business district, excellent properties. And the same deal as it you will walk out with 595 I’ll make sure that I’ll cover everything else, no inspection. So I tell people, you can’t get everything your way, right? And people get this. So they’ll get a great deal on the property. And then, they still want to inspect and ask for repairs and all that garbage. If you’re getting the deal or if they’re working in a creative financing. You can’t beat him up on everything. So he knows because he’s dealt with it, as I said, there’ll be no inspection. There will be no outs, no contingencies. If we shake hands on this. We’re buying it I have never started thinking. I’m 55 years old, I have never in my life backed out of a contract or written excellent

Brett:

So capsulate that, by the way, and we get some more context for our listeners. So the number one secret to the realtor giving tree or even just the business or making deal given trees, be creative and realize there’s a silver lining to everything that we’re going into, right? These change in the environment is changing these interest rates, and pricing and what’s happening here. And well, I will give you some more context so you remember that book called “The Giving Trail” should have picked that book. You’ve probably read it right, your kids, and it’s the tree that the kid at a young age just keeps going back to you right and at first. And he just, you know, he swings on, and he plays with it. And he spends time with it and provides shade and has all these different things, and he gets older in his life. He comes back and asks the tree for more things, and the tree just keeps giving to him. And he eventually cuts it down and uses I think. He built a house and said maybe do like a boat ride and all kinds of cool things. And the idea of this analogy is now the marketplace, although it’s shifting, look for ways that it can have a silver lining that you can take advantage of and opportunities is that a fair summary Tammy on The Giving Tree? Kind of kind of

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About Tammy Pack

In 2007, she opened Absolute Charm B&Bs and Vacation Rentals, Fredericksburg’s premier luxury reservation service which now represents around 200 properties. Over the years, she has bought, renovated, and sold 25 vacation rental properties of her own.

In 2015, Tammy and her husband Wes Pack opened Absolute Charm Real Estate and, with the help of their great team, grew the company into the #1 office in Fredericksburg, Tx by volume in less than four years. In 2018, they moved their team to eXp Realty as a Mega Team.

Tammy has spoken on “the big stage” regarding a diverse area of topics, including real estate marketing, using social media and personal branding, leadership, sales skills, etc. In August of 2017, she spoke at Tom Ferry’s Success Summit in front of 6000 Realtors in a live audience and 30,000+ watching the live stream. Her youtube video from that event has been viewed over 400,000 times and counting. That engagement led to her being paid to fly to London to speak at the Spicerhaart Summit in front of 800 “estate agents,” as they are known in the U.K. for building your personal brand by delivering top-notch service and hospitality. What does that mean for you? You will receive the highest level of service from someone who actually trains Realtors on how to market properly.

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