It Started With a Lot Nobody Wanted

Seven Smoky Mountain cabins, nearly 100 offers, and a friendship I never saw coming.

Sometimes a business deal starts with just a good conversation.

My son often calls property owners around Sevier County to see if they might have an interest in selling. Yes, we're those people. If somebody from my family has ever called your cell phone right in the middle of dinner, I'm sorry about that.

But to be fair, I have a wonderful family, so I happen to think dinner is a pretty good place for a conversation. 😂

Why do we call? Because in this business, sometimes you just need to be there first. Or at least be in the mix.

I can't outrun all the Google experts. I'm probably never going to be an AI genius. But give me an opportunity to have a conversation with somebody, and I like my chances.

And that's how this story started.

A Phone Call to Louisiana

My son called a gentleman named Larry from the great state of Louisiana. Larry picked up the phone and, for whatever reason, agreed to give him a minute. Just a few questions.

Turns out Larry owned seven beautiful luxury cabins in the Sevierville area.

Oh, and a lot.

A lot you couldn't give away.

We'll get back to that. 😂

Larry really didn't want to talk much about real estate at first. He wanted to talk about himself, his life and his story. And what a story it was. I won't go into great detail because some things belong to the people who lived them, but Larry was a very successful businessman.

You'd never know it talking to him.

He was kind, fair and a true Southern gentleman. The kind of man who had accomplished a great deal but didn't need to spend the first ten minutes telling you about it. I enjoyed talking with him, and it became an honor just getting to know him.

After a few conversations, Larry finally agreed to give us a chance.

Seven beautiful luxury cabins?

Nope.

The lot nobody wanted.

Humble beginnings. 😂

Apparently, I'm a Genius (With a Horseshoe Tied Around My Neck)

I knew the area. I knew the lot. And to be truthful, I absolutely knew this one wasn't going to sell.

So I headed over to put up my sign.

While I was there, the neighbor was clearing the lot next door. As he started walking my way, I thought, Oh no, here it comes. I'm putting the sign on the wrong lot again. 😂

But he looked over, we talked for a minute, and he politely told me he'd take it.

Well, of course he would.

I knew it would sell. 😂

Cash money.

Close in about a week.

Well...

Apparently I'm a genius. 😂

Or maybe, and much more likely, I was just blessed enough to be standing in the right place at the right time.

Either way, Larry's lot was sold.

When we got to closing, I looked at Larry and said, "Larry, I can sell those cabins. Give me a shot."

He looked at me and said, "Will, you and your son are my Realtors."

Finally.

Here come the seven cabins!

Not exactly.

Larry Dangled a Little Bait

Larry was a businessman, and a pretty darn good one. He wasn't handing me seven expensive properties because I got lucky selling a lot.

He dangled a little bait.

"Tell you what, Will. Here's one. Let's see what you can do. I think I want to sell them all, but let's test the waters."

And then he warned me.

He wanted a lot of money for it.

I remember thinking...

Let's go.

This time I actually managed to get the sign in the ground before somebody bought it. 😂

But there was something I couldn't take credit for.

Larry's cabins were beautiful.

Not just nice. These were the kind of Smoky Mountain cabins that made people stop and look. The views, the wood, the mountains, the whole package.

When that first one hit the market, my phone started ringing. Offers came in. Then more offers came.

Suddenly I was looking pretty brilliant again.

Funny how smart a Realtor can look when somebody gives him a beautiful property to sell. 😂

One Smoky Mountain Cabin at a Time

We sold it.

Larry gave us another one.

We sold that one.

Then another.

Larry kept us hungry. He never just dumped seven listings in our lap. He gave us an opportunity, watched what we did with it, and then gave us another.

One cabin at a time.

Within about five months, they were gone.

I'd love to tell you I performed some real estate miracle.

I didn't.

Larry owned beautiful properties in a market that wanted them. And I think part of being good at this business is knowing when not to take credit for something you didn't create.

But I did have a job to do.

Across those properties, I facilitated and worked through what had to be close to 100 offers. Some were great. Some looked great until you read the rest of the contract. Some were easier deals than others. Some offered more money but came with more ways to fall apart.

That's where experience matters.

I advised Larry on the offers I thought gave him the best chance of actually getting to the closing table. I explained the language. I negotiated. I watched the details. I stayed diligent.

And through all of those properties and all of those contracts...

We didn't lose a single deal.

That's the part I'm proud of.

The Businessman Behind the Cabins

I later learned Larry had been recognized as Businessman of the Year in Louisiana. That didn't surprise me much.

He knew business.

He knew people.

He knew how to motivate people too.

He certainly knew how to motivate a salesman. 😂

Larry kept us hungry. He gave us incentive. He made my son and me work for the next opportunity instead of simply handing us seven listings because we asked for them.

And yes, Larry made me a lot of money.

I'm grateful for that.

But all these years later, that isn't really what I remember most.

He trusted me.

A very successful businessman put a substantial amount of his money and property in my hands and trusted me to take care of it.

There's something humbling about that.

Humbled by the Beginning, Stunned by the Blessing

I've sold a lot of real estate over the years. Houses change. Markets change. Prices certainly change.

But every once in a while, somebody you meet in business becomes more than a transaction.

I'm thankful for the business Larry gave us. I'm thankful for what I learned from him. I'm thankful for the money we made together.

But mostly, I'm thankful I got to know the man.

Looking back now, I guess that's the best way I know to describe the whole thing.

Humbled by the beginning. Stunned by the blessing.

It started with a phone call and a piece of property nobody wanted. I certainly couldn't see seven beautiful Smoky Mountain cabins, nearly 100 offers and a friendship waiting on the other side of it.

Maybe that's the point.

And there's something else I've learned after more than 30 years in real estate.

Business still starts with conversations.

Trust still has to be earned.

Your word still matters.

And sometimes the opportunity you've been hoping for doesn't begin with a million dollar Smoky Mountain cabin.

Sometimes it starts with a lot nobody wants. 😂

So if my family ever called you while you were eating dinner, I really am sorry.

Well...

sort of. 😂

Because sometimes a business deal starts with nothing more than a good conversation.

And sometimes, if you're really blessed, it ends with a friend.

God bless you, Larry.

About Will Cupp

Will Cupp is a Realtor and real estate broker with Realty Executives Associates serving Sevierville, Pigeon Forge, Gatlinburg, Sevier County and the Smoky Mountains of East Tennessee. After more than 30 years in real estate, Will writes about the deals, people, mistakes and lessons that taught him the business.