vanderbilt football A better product to sell Few incoming VU coaches have had the advantages Derek Mason now enjoys. p26 SEE PAGE 28

Nashville January 24 – 30, 2014 Vol. 40 | Issue 4 www.nashvilleledger.com

The power of information. LedgerDavidson • Williamson • SUMNER • Cheatham • WILSON RUTHERFORD • ROBERTSON • MAURY • Dickson • MONTGOMERY | formerly westview since 1978 SPECIAL EMPHASIS ISSUE: COMMERCIAL REAL ESTATE inside: Wilson County is quietly becoming a major economic player. page 2

Convention center redevelopers lis- ten to the market, plan accordingly. page 5

Tony The lack of office space is hurting Giarratana Sumner’s business recruiting. profile begins page 7 on page 14

Page 13 Photograph by Michelle Morrow for the Nashville Ledger Dec.:

Dec.: Keith Turner,

Ratliff, Jeanan Mills Stuart, Resp.: Kimberly Dawn Wallace, Atty: Mary C Lagrone, 08/24/2010, 10P1318 In re: Jeanan Mills Stuart, Princess Angela Gates, Jeanan Mills Stuart, Princess Angela Gates,Dec.: Resp.: Kim Prince Patrick, Angelo Terry Patrick, Gates, Atty: Monica D Edwards, 08/25/2010, 10P1326 In re: Keith Turner, TN Dept Of Correction, www.westviewonline.com TN Dept Of Correction, Resp.: Johnny Moore,Dec.: Melinda Atty: Bryce L Tomlinson, Coatney, Resp.: Pltf(s): Rodney A Hall, Pltf Atty(s): n/a, 08/27/2010, 10P1336 In re: Kim Patrick, Terry Patrick, Pltf(s): Sandra Heavilon, Resp.: Jewell Tinnon, Atty: Ronald Andre Stewart, 08/24/2010,Dec.: Seton Corp 10P1322 Insurance Company, Dec.: Regions Bank, Resp.: Leigh A Collins, In re: Melinda L Tomlinson, Def(s): Jit Steel Transport Inc, National Fire Insurance Company, Elizabeth D Hale, Atty: William Warner McNeilly, 08/24/2010, Def Atty(s): J Brent Moore, 08/26/2010, 10C3316 10P1321 Dec.: Amy Sandra Heavilon vs Electrolux Home Products Inc, Fidelity In re: Regions Bank, & Guaranty Insurance Company, Atty: Dallas Blair, 08/23/2010, 10P1309 Pltf Atty(s): n/a, Def(s): Electrolux Home Products Inc, FidelityPltf(s): & Tafega Ja- Petition In re: Seton Corp DBA Baptist Hospital, Guaranty Insurance Company, Def Atty(s): Laurenn S Disspayne, DBA Baptist Hospital, Resp.: Cyrus Jerome Browne, Atty: Jessica 08/26/2010, 10C3305 J Thomas, 08/25/2010, 10P1331 Dec.: Alice Crafts, Alice Tony R Strode vs Ace American Insurance Company, Nissan North America Inc, Pltf(s): Tony R Strode, Pltf Atty(s): Stephan David Karr, Def(s): Ace American Insurance Company,Pltf(s): Nissan Tamika North Dunn, Pltf ern Express, Inc, Pltf(s): Paul Cooley, Pltf Atty(s): n/a, Def(s): New America Inc, Def Atty(s): n/a, 08/30/2010, 10C3336 In re: Amy Lee Johnson, Melvin Lee Stanaway, Hampshire Insurance Company,Pltf(s): Western Patricia Express, McClarren, Inc, Pltf Def Atty(s): Atty(s): n/a, Lee Johnson, Melvin Lee Stanaway, Resp.: Helen A Stanaway, Atty: guerrilla marketing John W Barringer, 08/30/2010, 10C3341 Tafega Jamil Baban vs Corporation Target, Brian S Shelton, 08/23/2010, 10P1302 Pltf(s): Richard Dicaire, mil Baban, Pltf Atty(s): Robert Preston Bramlett, Def(s): Corporation October 8 - 14, 2010 Patricia McClarren vs Star Insurance Company, Westwood Target, Def Atty(s): Brent Shelbin Usery, 08/30/2010, 10C3337 In re: Alice Crafts, Alice Graves Ball, Church Of Christ, Graves Ball, Resp.: HerschelDec.: A Graves, Alice M Atty:Essary, Julie Resp.: A Boswell, Geraldine B Tamika Dunn vs Ace American Insurance Company, 08/24/2010, 10P1312 Law & GovernmentPublicDef(s): Star Insurance Company, Westwood Church Of Christ, Def Electrolux Home Products, Inc, Atty(s): David John Deming, 08/30/2010, 10C3343 In re: Allan S Curtis, Dec.: Allan S Curtis, Resp.: Dorothy S Curtis, Getting the Pltf(s): Roger D Atty(s): Jill T Draughon, Def(s): Ace American Insurance Company, Dec.: Anita Cranford, Resp.: Elsie M Lampley, Atty: Astrida Rodriguez, 08/30/2010, 10P1342 Pltf(s): James A Richard Dicaire vs Cbs Personnel Holdings Inc, Cbs Electrolux Home Products, Inc, Def Atty(s): Laurenn S Disspayne, Dec.: Amanda Chere Kemp, Personnel Services LLC, Kilgore Group Inc Collectively 08/30/2010, 10C3347Pltf(s): Victoria L Copeland, Pltf Atty(s):Pltf(s): John Vada Mitchell A Troutt, Pltf In re: Alice M Essary, Staffmark, Staffmark Investment LLC, Coggin, Atty: Robert Martin Garfinkle, 08/24/2010, 10P1317 Records Victoria L Copeland vs Dillard’s Inc, Gallagher Bassett Pltf Atty(s): n/a, Def(s): Cbs Personnel Holdings Inc, Cbs Personnel Services Inc, In re: Anita Cranford, CEO to bite 08/26/2010, 10C3303 Atty: Susan B Evans, 08/25/2010, 10P1327 Services LLC, Kilgore Group Inc Collectively Staffmark, Staffmark Grissim, Def(s): Dillard’s Inc, Gallagher Bassett Services Inc, Def Dec.: Anne Cieutat Williford, Resp.: James T Collins vs Rogers Group Inc, Pltf(s): James T Collins, Pltf(s): Willie Roberts, Pltf Investment LLC, Def Atty(s): Stephen B Morton, 08/26/2010, Atty(s): Jonathan Martin West, Lisa Ramsay Cole, 08/24/2010, In re: Amanda Chere Kemp, Angela Marie Walker, Carleen Pltf Atty(s): insiden/a, Def(s): Rogers Group Inc, &Def Atty(s): online Heather E 10C3299 Deanna Young, James T Watts, Hardt, 08/26/2010, 10C3308 10C3269 Roger D Coates vs Aqua-Lyles Utility Bon, Angela Marie Walker, Carleen DeannaDec.: Young, Betty JamesCunningham,Dec.: T Watts, Carol Resp.: Resp.: D Horn, Robert Steve James A Wells vs Jenconashvilleledger.com Construction Inc, Vada A Troutt vs Printing Mcquiddy, Peggy Ann Kemp, Atty: Cindy Sue Smith, 08/23/2010, 10P1306 Coates, Pltf Atty(s): n/a,Pltf(s): Def(s): Richard Aqua-Lyles Hallauer, Utility Pltf Bon, Atty(s): Def Atty(s):n/a, Def(s): Atty(s): n/a, Def(s): Printing Mcquiddy, Def Atty(s): Cole B Stinson, Closing a deal with an Wells, Pltf Atty(s): n/a, Def(s): Jenco Construction Inc, Def Atty(s): J Michael Morgan, 08/31/2010, 10C3364 Jennifer S White, 08/25/2010, 10C3282 Pltf(s): Roger 08/25/2010, 10C3281 In re: Anne Cieutat Williford, Richard Hallauer vs Mueller Water Products Inc DBA Hunt Pltf(s): Yohance Linda Gorenflo Cieutat, Atty: Matt Potempa, 08/25/2010, 10P1330 Jessica Grimwood vs Intrepid USA Healthcare Services, Willie Roberts vs Southerland Inc, Realty Check...... 3 Industries Inc, Atty(s): n/a, Def(s): Southerland Inc, Def Atty(s): Gregory Douglas In re: Betty Cunningham, Dec.: Curtis Dane McAlister, Resp.: underling is vastly different Pltf(s): Jessica Grimwood, Pltf Atty(s): n/a, Def(s): Intrepid USA Mueller Water Products Inc DBA Hunt Industries Inc, Def Atty(s): Dean Cunningham, Atty: Andy Maloney, 08/24/2010, 10P1324 Healthcare Services, Def Atty(s): Clifford Wilson, 08/27/2010, Groninger, 08/30/2010, 10C3349 Community Calendar...... 4 Amelia Catherine Roberts, 08/23/2010, 10C3255 In re: Carol D Horn, Steve R Dunkin, 10C3329 William J McCluskey vs Downtown Memphis Marriott, R Dunkin, Resp.: Nancy G Dunkin, Atty: Christina Norton Norris, Randall D Mason vs Smith County Commission Co, Pltf(s): Pltf(s): William J McCluskey, Pltf Atty(s): n/a, Def(s): Downtown than getting the head of the Judy R Lawson vs Nursing & Oneida, Pltf(s): Judy R Lawson, 08/26/2010, 10P1333 Dec.: Chadwick Miguel Teasley, Newsmakers...... 6 Randall D Mason, Pltf Atty(s): n/a, Def(s): Smith County Commission Pltf(s): Memphis Marriott, Def Atty(s): Nicholas S Akins, 08/26/2010, Pltf Atty(s): David Harold Dunaway, Def(s): Nursing & Oneida, Def Co, Def Atty(s): Nicholas S Akins, 08/31/2010, 10C3365 Atty(s): Richard R Clark, 08/23/2010, 10C3249 10C3295 In re: Curtis Dane McAlister, Public Records ...... 9-12, 17-24 Roger Dodson vs Harrington & King South Inc, Ruth G McAlister, Atty: John Aaron Beam, 08/30/2010, 10P1340 company to say yes. Jordan Sanders vs Dillons Welding Inc and Employers, Yohance Dickson vs Zaxby’s Restaurant, Dec.: Dianne Barr Towe,Dec.: Doris Resp.: Gross, Ethel Ran-H Dodson, Pltf Atty(s): n/a, Def(s): Harrington & King South Inc, Def Dickson, Pltf Atty(s): n/a, Def(s): Zaxby’s Restaurant, Def Atty(s): In re: Clifford Scott Nelson, Dec.: Clifford Scott Nelson, Resp.: Public NoticesPltf(s): Jordan Sanders,and Pltf Atty(s):Pltf(s): Donald Josh DGarrigus, Zuccarello, Pltf Def(s):Atty(s): n/a, Atty(s): Stephen B Morton, 08/23/2010, 10C3252 Carol Ann Nelson, Atty: n/a, 08/23/2010, 10P1299 Dec.: David Dillons Welding Inc and Employers, Def Atty(s): Frederick William Richard R Clark, 08/26/2010, 10C3296 p3 Pltf(s): Richard Velasco, Pltf Atty(s): Jeffrey Scott Strickland, In re: Chadwick Miguel Teasley, ForeclosuresHodge, 08/30/2010, ...... 10C3339 Section B Richard Velasco vs Abry Brothers, LP, Star InsurancePltf(s): Com Roberta- Beyelia, Davidson County Pltf(s): Kathryn J pany, Resp.: Ex-Parte, Atty: n/a, 08/25/2010, 10P1332 Josh Garrigus vs Ed’s Supply Company, Inc, Harleysville Def(s): Abry Brothers, LP, Star Insurance Company, Def Atty(s): David Probate Court Marketplace...... 13 Pltf(s): Richard In re: Dianne Barr Towe, Mutual Ins Company, John Deming, 08/26/2010, 10C3304 Roberts, Atty: Randle Stuart Davis, 08/23/2010, 10P1310 Def(s): Ed’s Supply Company, Inc, Harleysville Mutual Ins Company, Judges Robert Wagonschutz vs Maury County Government, In re: Doris Gross, Randall B Gross, Def Atty(s): Reisner Sarah C, 08/26/2010, 10C3309 Robert Wagonschutz, Pltf Atty(s): n/a, Def(s): Maury County Govern- dall B Gross, Resp.: Charles Gross, Atty: Michel George Kaplan, Kathleen Cantrell vs Bowes Pitney, Pltf(s): Kathleen Cantrell, ment, Def Atty(s): J Michael Morgan, 08/31/2010, 10C3361 08/31/2010, 10P1347 Pltf Atty(s): n/a, Def(s): Bowes Pitney, Def Atty(s): Heather E Hardt, Pltf(s): Richard Bennett, Randy Kennedy, Judge 08/30/2010, 10C3345 Roberta Beyelia vs Corporation Target, In re: David Austin Racht, Stephen Daniel Racht, Pltf Atty(s): n/a, Def(s): Corporation Target, Def Atty(s): Brent Shelbin Bob Bradshaw, Probate Master Austin Racht, Stephen Daniel Racht, Resp.: Helen Seagraves Racht, Kathryn J Ward vs Publix Supermarkets Inc, Usery, 08/31/2010, 10C3362 Tel. 862-5980 Atty: Samuel F Anderson, 08/30/2010, 10P1344 Ward, Pltf Atty(s): Donald D Zuccarello, Def(s): Publix Supermarkets In re: DebirahDec.: Debirah Dicker Dicker Weiss, Weiss, John John Dicker, Dicker, Susan Susan Dicker Dicker Kahn, Inc, Def Atty(s): Christian Garstin, 08/24/2010, 10C3271 Richard Mallard vs Washington Group Int’l, Continued on page 14 Mallard, Pltf Atty(s): n/a, Def(s): Washington Group Int’l, Def Atty(s): 1 Public Square, Suite 303 Kahn, Larry Goldman vs Tow Of Smyrna,Pltf(s): Leslie Pltf(s): Johnson, Larry Goldman, Pltf Atty(s): Pltf Gary Raymond Swen Leathers, 08/26/2010, 10C3313 Resp.: Marilyn K Dicker, Atty: Bernard M Rosenblum, 08/30/2010, Atty(s): Kimberly A Coffey, Def(s): Tow Of Smyrna, Def Atty(s): Mary Hours: M-F, 8 a.m. to 4: 30 p.m. 10P1345 Dee Allen, 08/25/2010, 10C3277 Pltf(s): Larry S Fleet, Pltf Richard Bennett vs Warito Farm Inc, Pltf(s): Rita L Anderson, Pltf Atty(s): n/a, Def(s): WaritoPltf(s): Farm Rebecca Inc, DefJ Smith, Atty(s): Pltf Courtney Atty(s): n/a, Smith, Def(s): In re: Debra Robertson Locke, Dec.: Debra Robertson Locke, Leslie Johnson vs Comtrak Logistics Inc, Great West 08/26/2010, 10C3293 Casualty Company, Rebecca J Smith vs Firstcomp Insurance Company, The Wayne Vandever, Def(s): Comtrak Logistics Inc, Great West Casu- Pouch Place Inc, Estate administrations filed with the Circuit Court Clerk. All mat- alty Company, Def Atty(s): Rodney D Butler, William Stuart Scott, Firstcomp Insurance Company, The Pouch Place Inc, Def Atty(s): ters of estate administration are handled by Circuit Court Div. 7. 08/30/2010, 10C3340 Elaine Michele Youngblood, 08/25/2010, 10C3276 Larry S Fleet vs A N Webber Inc, Pltf(s): Michael Rita L Anderson vs Caris Healthcare LP, Atty(s): n/a, Def(s): A N Webber Inc, Def Atty(s): Cole B Stinson, Pltf Atty(s): n/a, Def(s): Caris Healthcare LP, Def Atty(s): J Michael Shown here: Estate Name, Decedent (Dec), Respondent 08/25/2010, 10C3284 (Resp), Attorney, Filing Date and Case Number. Sorted by Morgan, 08/24/2010, 10C3264 Conservatorship Estate Name. Leslie Johnson vs Comtrak Logistics Inc, Great West Roy BakerPltf(s): vs Forward Roy Baker, Air Pltf Inc, Atty(s): Travelers Ronald Indemnity A Rayson, Com- Def(s): Casualty Company, Pltf(s): Leslie Johnson, Pltf Atty(s): WaynePltf(s): Mary pany, Vandeveer, Def(s): Comtrak Logistics Inc, Great West Casu- Forward Air Inc, Travelers Indemnity Company, Def Atty(s): Rodney Pltf(s): Ronald alty Company, Def Atty(s): Rodney D Butler, William Stuart Scott, D Butler, William Stuart Scott, 08/24/2010, 10C3263 08/30/2010, 10C3342 Ricky Meadows vs Amerisure Insurance, Schwarz Partners In re: Carol Sue Ratliff, Jeanan Mills Stuart, Dec.: Carol Sue Michael Spradlin vs Troxell Cable Barry, L P DBA Dalton Box, Pltf(s): Ricky Meadows, Pltf Atty(s): n/a, Spradlin, Pltf Atty(s): n/a, Def(s): Troxell Cable Barry, Def Atty(s): J Pltf(s): Mugdar Meier, Def(s): Amerisure Insurance, Schwarz Partners L P DBA Dalton Michael Morgan, 08/24/2010, 10C3268 Box, Def Atty(s): Rodney D Butler, William Stuart Scott, 08/30/2010, Mary J Davis vs Reitter & Schefenacker USA Limited Part- 10C3346 nership, Sentry Insurance A Mutual Company, Ronald E Hinkle vs Keystone Automotive Industries TN J Davis, Pltf Atty(s): n/a, Def(s): Reitter & Schefenacker USA Limited Inc, Zurich American Insurance Company, Partnership, Sentry Insurance A Mutual Company, Def Atty(s): Emily E Hinkle, Pltf Atty(s): n/a, Def(s): Keystone Automotive Industries C Herring, Lee Anne Murray, 08/26/2010, 10C3314 TN Inc, Zurich American Insurance Company, Def Atty(s): Emily C Mugdar Meier vs Wal-Mart Stores Inc, Herring, John Thomas Feeney, 08/26/2010, 10C3315 Pltf Atty(s): n/a, Def(s): Wal-Mart Stores Inc, Def Atty(s): Kimberly Rodney A Hall vs Jit Steel Transport Inc, National Fire A Coffey, 08/23/2010,Pltf(s): Mary 10C3256 Johnson, Pltf Atty(s): Keith Jordan, Def(s): Mary Johnson vs Travelers IndemnityPltf(s): Company, Nikita McGuire, Village Pltf Atty(s): Belmont, Travelers Indemnity Company, Village Belmont, Def Atty(s): Vanessa R Comerford, 08/30/2010, 10C3352 Nikita McGuire vs Liberty Mutual Insurance Company, Ymca Of Middle Tennessee, Marshall Herbert McLarnon, Def(s): Liberty Mutual Insurance Com- pany, Ymca Of Middle Tennessee, Def Atty(s): Robert Rankin Davies, 08/25/2010, 10C3280 Paul Cooley vs New Hampshire Insurance Company, West- Section A - Page 2 www.nashvilleledger.com JANUARY 24 – 30, 2014 Success brewing quietly in Wilson County By Jeannie Naujeck | Correspondent major industrial facilities in Middle Grassmere Office Park, considered part of year, and both were in Wilson County – a What do Starbucks coffee, a hot tub Tennessee counties, and growing demand the Southwest submarket.) new lease to take over a 706,500-square- and a ostomy bag have in common? in the region for each product is helping Wilson and Southeast also had the six foot building and the renewal of a half- No, it’s not the setup Wilson County develop into a major largest leases in terms of square footage, million-square-foot space next to it. The to an inappropriate commercial and residential center just a most of them new. Wilson led the overall company provides warehousing, freight joke. It’s an economic stone’s throw – or train ride – away from market in new occupancies, resulting in management and distribution services for development question. more well-established communities in the biggest improvement in industrial other businesses. And the answer is Davidson and Williamson counties. vacancy rate among greater Nashville’s Others were new, like Hollister that if you buy any of Four of the region’s five largest nine submarkets. Some of those projects Incorporated, a medical products those products, chances industrial facility sales were in the Wilson were won from other counties, but others manufacturer offering ostomy-care and are good they’ll spend County and neighboring Southeast were the result of expansion of existing related products, which leased a quarter- some time in Wilson (Rutherford County) submarkets, business. million square feet in the second quarter. County en route to according to Colliers International’s year- 840 and long-term planning The area’s railroad also attracted higher- your house. end 2013 Nashville area market report. For example, CEVA Logistics had the end manufacturing, such as an Italian All are produced by companies with (The other was the $51.5 million sale of Nashville market’s two largest leases of the plastics company that targeted Wilson County for its new 100,000-square-foot facility last year. And Seattle-based coffee giant Starbucks also moved into a new 680,000-square- foot distribution center in Lebanon in the fourth quarter, with the promise of bringing 100 jobs to the county – though not a much-hoped-for retail café, which will likely come in the future. 4106 Sneed Rd. 3401 Trimble Road The coffee purveyor also has a $2,975,000 $2,385,000 distribution center in LaVergne. MLS # 1498812 Four bedroom/4 Bath, MLS # 1498020 Rogan Allen built home “All that doesn’t happen as a result Classic Rogan Allen home. No bounds on with unique industrial chic design by Sha- of what you did in quality here. Over the top of the line. ron Pigott, with Kathy Anderson Interiors. one year,” says G.C. Hixson, executive director of the Joint Economic and Community Development Board of Wilson County, of the county’s success in 388 Grovehurst Lane 6617 Rolling Fork Dr. attracting business. $1,195,000 Hixon $1,195,000 Rather, it’s a result www.richardcourtney.com MLS # 1434380 Old world style home on MLS # 1440909 Private 6+ acre, Mediter- of long-term planning and coordination Annandale cul-de-sac. Master & guest ranean-inspired hillside estate. Recording (615) 300-8189 suite on main level, theatre room & more. studio OR separate living quarters. between the state’s commitment in building roads, such as 840, city and county development of water and sewer infrastructure, and good relationships with developers who can get sites built when businesses need it, he says. One such developer, Industrial Developments International, is grading 2203 Old Hickory Blvd. 201 Brook Hollow Rd. a large lot at 840 and Couchville Pike $1,100,000 $1,100,000 that could be the site of a one million- ichaRd ouRtney MLS # 1454861 Near Belle Meade on 4.25 MLS # 1483766 Vintage West Meade Farms. square-foot facility, in addition to more R c acres zoned for horses. Or, use the estate’s Broker, ABR, CRS, CRB 4 bedrooms and 4 baths on 2 acres. A one than 700,000 square feet it has already barn for parties, weddings or fundraisers. of a kind sprawler with wings to match. [email protected] built across the road. The company will (615) 300-8189 prepare the infrastructure in advance of selling the space, shaving months off the Stephanie tipton-SopeR construction schedule. ABR, Affiliate Broker “That’s been our secret, working with [email protected] the developers, state funds, TDOT (615) 594-7076 and things of that nature to get the 2000 Linden Ave. 216 Jackson Blvd. infrastructure in that meets those $998,500 $799,000 demanding timelines of the clients,” MLS # 1456665 Stately 98-yr. old manse MLS # 1472577 Charming Belle Meade cot- Hixson says. with a “to-the-studs” renovation. High ceil- tage w/ infinite opportunities. High ceilings, ings, hardwoods, all new electric & plumbing. open light galore. Magnificent lot. Office space needed now Last year, a number of long-term projects converged in Wilson that totaled nearly three million square feet of new industrial space occupied and close to $173 million in investment. Some projects were won away from other counties, but Hixson says much of 1634 S. Observatory Dr. 811 Timber Ln. the business is from growing companies $750,000 $750,000 like CEVA that already have a presence in MLS # 1488644 Green Hills; 4 bedrooms/ MLS# 1498792 A Green Hills vintage home Middle Tennessee, find it a great place to 4.5 baths, great room with barreled pine still in original condition with lots of archi- do business and have a massive appetite 4535 Harding Pike - Suite 110 ceiling, quiet in-town street. tectural character. New roof, HVAC. Nashville, TN 37205 for space. (615) 202-7777 See all of our listings at RichardCourtney.com >> page 7

courtney_NashLedge-Jr.Pg. 1-2014_a.indd 3 1/21/14 9:35 AM JANUARY 24 – 30, 2014 www.nashvilleledger.com Page 3 – Section A Hard to work if body fails Straight to the top: Put the electronics How to persuade down, get some sleep The Inman News CEOs to purchase Service holds two CEO-level sales calls are to conferences each year salespeople what marathons are to for Realtors called runners. Neither is for the faint of Inman Connect, one in heart, but with risk sometimes comes New York in January great reward. and another in San Guerrilla Starting at the top certainly has its Realty Francisco each July. These Marketing benefits, as CEOs are the ultimate conferences are well- Nashville decision-makers. Check by LORI attended by Realtors from by RICHARD 5209 Nevada Avenue TURNER-WILSON But you’ve got to be sure what COURTNEY all over the country and you’re selling fulfills a need likely on The listing agent was Wilson Group feature panels composed Ledger a CEO’s radar versus a product someone down the line member Christie Bradley, Rigid’s Sylvan of founders, CEOs and presidents from would normally handle. Park’s right-hand woman, who assists the many of the top companies, giving the These are not prospects with which you can afford to Rigid team in guiding the buyer’s through attendees a look into the future of all The power of burn a bridge, and wasting their time is a fast path to the new construction process. things real estate. doing so. Recently, Bradley was speaking to a real information. The keynote speaker was Arianna There are a handful of tried-and-true strategies for estate firm composed of mainly Green Huffington, founder of the Huffington Published weekly by reaching a CEO. Hills/Belle Meade experienced agents who Westview Newspaper, LLC Post. Her presentation covered a myriad Many opt to climb the corporate ladder by making had not followed the Sylvan Park market of observances and reflections, but her 223 Rosa L. Parks Ave. first contact at a lower level and selling their way up. and were astounded that houses regularly main message focused on the value of Suite 205 While first contact may be more easily achieved using this sell for more than $650,000. Nashville, TN 37203 human capital and her determination to (615) 254-5522 method, the path upward can be a long one. According to Realtracs, 11 houses have inspire those in the audience to take better FAX: (615) 254-5525 Others choose to network through a mutual connection sold for $600,000 or more in Sylvan care of their physical plants, i.e., their Monday-Friday 9 a.m.-5 p.m to be introduced to a CEO. You might also try attending Park since May. By comparison, during bodies. events you believe the CEO will attend in the hopes of an the same period, eight single-family Huffington says we have become Publisher “accidental” meeting. homes in the 12South area sold for more Eric Barnes technoholics suffering from addiction to Lastly, you can simply cold call. than $600,000 during that span, and General Manager devices and, although they may think that & Executive Editor More salespeople have luck reaching CEOs very early or two of those were Brent Craig/Rigid Lyle Graves they are multitasking, they are in actuality late in the day. Development homes. [email protected] task switching or even switch tasking. When you do reach him, avoid the traditional question- Sylvan Park is keeping up with the Planning Editor She says this conduct is robbing the Cindy Smith based sales approach, momentarily, and focus on quickly Joneses in the hip, trendy, culturally [email protected] population of its passion and that most piquing his curiosity in order to earn a meeting. creative department. are not investing 100 percent in anything, Contributors If you’re unable to reach the CEO directly, take a Several of Craig’s competitors say Lynda Bryant rather 60 percent in one area and 30 Hollie Deese straightforward approach with his assistant by simply Craig pays an exorbitant amount for percent in another, while 10 percent tries Tim Ghianni telling your story. the houses he eventually replaces with Bill Lewis to discern what take precedence. Terry McCormick Offer to send a short email explaining why you’re calling his construction. Wort