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Get Staging with The All-Star Team, REALTORS

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Again… You Do Not Need 20% Down to Buy NOW!

by The KCM Crew

survey by Ipsos found that the American public is still somewhat confused about what is required to qualify for a home mortgage loan in today’s housing market. There are two major misconceptions that we want to address today.

1. Down Payment

The survey revealed that consumers overestimate the down payment funds needed to qualify for a home loan. According to the report, 40% of consumers think a 20% down payment is always required. In actuality, there are many loans written with a down payment of 3% or less.

Many renters may actually be able to enter the housing market sooner than they ever imagined with new programs that have emerged allowing less cash out of pocket.

2. FICO® Scores 

The survey also revealed that 62% of respondents believe they need excellent credit to buy a home, with 43% thinking a “good credit score” is over 780. In actuality, the average FICO® scores of approved conventional and FHA mortgages are much lower.

The average conventional loan closed in February had a credit score of 752, while FHA mortgages closed with a score of 686. The average across all loans closed in February was 720. The chart below shows the distribution of FICO® Scores for all loans approved in February.

Bottom Line

If you are a prospective buyer who is ‘ready’ and ‘willing’ to act now, but are not sure if you are ‘able’ to, call The All-Star Team, REALTORS, will over 300 years experience and over 5,000 properties bought or sold, we can help you every step of the way.

 

1,500 Properties Later...

by Adam Watkins

       Although, I've been a part of The All-Star Team since late 1999 (almost 18 years), this past month marked a milestone in my real estate career as I completed my 15th year as a real estate licensee and REALTOR (I write it that way because those two are not one in the same)!  A lot has changed in our market, on our team, and in our lives during these years.  There's also a lot to be thankful for in those 15 years - most of all, those of you who took the chance on a young 22-year-old guy in those early days who had a big dream and a desire to be an ambassador for the community he loves.  Now, close to 1,500 properties later, I can say that I've not only gained experience, but most importantly friendships that continue to bless my career as well as my life.  I'm also grateful for those members of our team who've been a part of the journey - those who are currently serving along side of me, and those who've served alongside me on this journey.  Thank you to DeLois and our team of agents and staff - both past and present who have supported me along the way.  Thanks of course to my wife, Amelia, who has been able to work alongside me daily in this business for the last 10 years and who will celebrate 14 years of marriage with me in May.  Most importantly, thank you to God for blessing my life with the ministry of this career.

       I've always been a little bit of a statistics junkie.  When I first started in the business, I would truly get lost in them.  In fact, for years before I was licensed, I did the research for our team's monthly market updates (like the ones we provide with this newsletter each month).  Calculating the supply and demand for each price range was something I looked forward to doing.  One time I created a chart showing the change in supply and demand over a period of several years!  Add a couple of kiddos and managing a real estate team, and it gets a little more challenging to devote the time it takes for me to produce these things manually these days.  Plus, technology and our MLS systems are more robust to do these things automatically now, which helps.  It always intrigued me how quickly our market levels could change, though.  That's why when folks ask me how the market is, it's important to realize how complex markets are and how quickly they change in order to answer such a question.  For instance, a major disaster, sudden economic downturn, or other factors can quickly impact a market.  Many of you recall the days after Hurricane Katrina and how our market became under supplied for a period of time. Nearly 2 years later in August of 2007, the exact opposite was true as the supply of new construction homes that were listed in the MLS system increased by approximately 400% in only 30 days time (end of July to end of August 2007). Suffice it to say that real estate markets can be compared to the weather in Mississippi.  They can change quickly and vary from location to location!

       So what about now?  Well in general, and for many of our locations (Petal and Oak Grove in particular), we've been experiencing low supply levels in the price ranges between $100k and $200k in our market.  This is partially due to the reduction in inventory in these price ranges following the January 21st tornado.  Several homes that would have been in this price range were removed from the market, and the need to replace those homes increased.  As we migrate to the $200k to $250k ranges, the inventory is abundant in the City of Hattiesburg, but in the 4 to 5 month range in Oak Grove, Petal, and Sumrall, again underscoring the principle that markets are local in nature and driven by specific factors within each market.  Where there is agreement in our market is once you go over $300k, where our supply levels are quite high and our selections are abundant.  We began noting the oversupply in these price ranges particularly in the $300K to $500K range in the first and second quarters of 2016.  For a while we were trying to determine why this was. The fact is that purchases in this price range are driven by strong employment in job sectors where income levels are high relative to the median incomes in our market.  After reviewing previous years sales activity, we were able to pinpoint the oil and gas industry as one job sector that produces jobs meeting this criteria which has experienced difficulty over the last 18 to 24 months.  And, as a result, the number of buyers entering this price range has been reduced when compared to the years prior to 2015.  

       Perhaps some of your eyes are glazed over by the discussion of statistics, but I thank you for sticking with me (assuming you have).  For those who are curious, hopefully your understanding of our market at this moment has been increased.  Either way, I hope what you will see in our team a desire to understand and study our market in such a way that when you hire us, you're hiring a group who values understanding these factors and how they impact your property investments.  When you're recommending REALTORS to others, or choose to hire us to serve you, please know that we make it our business to understand our markets so that we can best counsel and advise.  Our mission is to serve you again...and again with the best service and knowledge in our marketplace.  Have questions about our market update?  Feel free to e-mail me at adam@allstarteam.com.  I'll be happy to discuss it with you. It's just one of the ways in which we strive to be your Greater Hattiesburg Market Experts.

 

        For decades our team has had the privilege of serving and growing as the Greater Hattiesburg Area has grown.  Since the late Nineties and Early 2000’s, we’ve spent significant efforts growing our unique team model to serve the residential needs of thousands of clients throughout our region, extending our specialities into the Hattiesburg, Oak Grove, Petal, and surrounding markets during that time.  Along the way, we’ve spent thousands of man hours developing systems to deliver unparalleled service to our clients - sellers, buyers, and also many investors of residential real estate in the Pine Belt.  Increasingly, DeLois and I began exploring the idea of using those well-developed support systems to provide service in the area of commercial real estate sales and management.  After all, we have hundreds of clients who have commercial interests that warrant the best possible representation - and we certainly have clients with the need to include commercial real estate in their investment portfolios. In considering the possibility of developing a commercial division, there were several things we were certain we needed when selecting the appropriate broker to lead its development - experience, integrity, and the desire and excitement to work as part of a team.  We believe we have found all of those attributes in Steve Floyd.

       Many of you are familiar with Steve’s work.  He is no stranger to Hattiesburg or commercial real estate, opening Steve Floyd Properties in 1997. For nearly 20 years, Steve has represented sellers, buyers, tenants, and owners of commercial real estate both in the Greater Hattiesburg Area, Mississippi, and around the country.  So, it is with great excitement that we announce our newest Broker Associate and team member who lead in the building and growth of our Commercial Sales and Leasing Division.  We believe that combining Steve’s wealth of experience and contacts with our unmatched support system and established client relationships will be a win for him, our team, and our clients.  He and his wife, the former Toni Tadlock, make their home in Oak Grove.  You could say real estate is a family business for them.  In addition to Steve’s many years in commercial real estate, Toni is the daughter of Joyce Tadlock, a long time broker and fixture in our area’s real estate market.  So, we feel quite honored to welcome the Floyds to our team!

        In the coming months, you will begin seeing evidence of the launch of our commercial division as we begin integrating Steve’s currently listed inventory along with a newly developed commercial brand on the “For Sale” signs of commercial properties throughout our region.   Our website will also feature an added segment devoted to commercial real estate and its associated investment opportunities.  Additional features will be included in our publications and our social media presence.  Our mutual goal is to take something great and make it excellent, and we’re confident that Steve’s experience will bring an entirely new set of opportunities to all of our clients as we achieve this goal.

        Perhaps you have felt the need to add commercial real estate to your investment portfolio or know someone in need of professional assistance in this area.  Currently, Steve is preparing to close sales on several multi-year lease properties with reliable returns for investor clients he represents.  Perhaps such an opportunity is worthy of your consideration.  Or, maybe you have a piece of commercial property in need of maximum exposure or management.  Either way, it’s exciting to finally be able to extend our reach into a new area with someone as capable as Steve on our team to lead the effort.  So, if you or someone you know has need of commercial real estate services - purchasing, selling, leasing, or investing (both in and out of state), we are ready and able to provide the same All-Star Service you’ve come to expect.  Simply let one of our team members know so they can connect you with Steve, or reach out to Steve directly.  Our mission in residential, and now in commercial real estate, is the same as always: to serve you again....and again!

Excited about the future,  Adam & Team

The Importance of Using an Agent to Sell Your House

by keepingcurrentmatters.com

When a homeowner decides to sell their house, they obviously want the best possible price with the least amount of hassles. However, for the vast majority of sellers, the most important result is to actually get the home sold.

In order to accomplish all three goals, a seller should realize the importance of using a real estate professional. We realize that technology has changed the purchaser’s behavior during the home buying process. For the past three years, 92% of all buyers have used the internet in their home search according to the National Association of Realtors’ most recent Profile of Home Buyers & Sellers.

However, the report also revealed that 95% percent of buyers that used the internet when searching for a home purchased their home through either a real estate agent/broker or from a builder or builder’s agent. Only 2% purchased their home directly from a seller whom the buyer didn’t know.

Buyers search for a home online, but then depend on an agent to find the actual home they will buy (53%), or to negotiate the terms of the sale & price (48%), or to help understand the process (60%).

The plethora of information now available has resulted in an increase in the percentage of buyers that reach out to real estate professionals to “connect the dots”. This is obvious, as the percentage of overall buyers who used an agent to buy their home has steadily increased from 69% in 2001.

Bottom Line

If you are thinking of selling your home, don’t underestimate the role a real estate professional can play in the process.

Tax Time Can be a Dream......

by DeLois Smith

Dear Friends,    

      Serving as your Realtor continues to inspire, challenge, restore friendships, create new relationships, bring adjustments, change communication styles, and genuinely make me excited about the opportunity to begin a new day. As I am near the completion of my 43rd year serving this community as a Realtor, I can sincerely say, I love “bringing you home . . . again and again.”

    Our 2016 open houses have provided opportunities to see and visit with several of you who are discussing making a move – either for more or less living space, more or less property to care for, shorter commute distances, a change in school districts etc. Several have asked questions about tax consequences for moving. 

     Tax time can be a dream for home buyers! One of the oldest deductions itemizing homeowners can take advantage of is the mortgage interest deduction. (This is an advantage continuously fought for by your local, state, and national Realtor organizations.) To get this mortgage interest deduction, your mortgage must be secured by your home, and your home can be a house, trailer, or boat as long as you sleep in it, cook in it, and it has a toilet. Interest you’re paying is deductible when you use the loan to buy, build, or improve your home. If you use loans secured by your home for other things – like sending your kid to college – you can still deduct up to $100,000. 

       If you bought a house in 2015, check your settlement statement for property taxes or prepaid interest you paid at closing. Of course, property taxes paid on your home are deductible. Since 2007, you may also deduct the cost of private mortgage insurance as mortgage interest if you itemize your return.  

      Tax time can be a dream for home sellers!  Many home sellers know they can exclude up to $250,000 ($500,000 for married couples filing jointly) of their capital gain from taxes. This is no longer a once in a lifetime exclusion. In order to qualify for the whole exclusion, you must have lived in the home for two of the five years (730 days) previous to the sale – the ownership and use test. You may still be eligible, however, to a whole or partial tax break even if you don’t meet this test.   

       Capital gain is not just simply the profit of the sale – selling price minus the original purchase price. Your gain is actually the home’s selling price, minus deductible closing costs, selling costs, and your tax basis – the original purchase price, plus purchase expenses and cost of capital improvements, minus any depreciation and casualty losses or insurance payments – to the property.

       You are still eligible for a partial exclusion even if you haven’t lived in your home for two of the last five years as long as you sold your home due to a change in employment, because of a divorce, for health reasons, or for unforeseen changes like multiple births or a death in the family. If you moved for any other reason, you can get a partial break based on the portion of the two-year period you lived in the home.

       For example – After living in the home for a year, an unmarried, single taxpayer sells their home due to a reason not qualified by the ownership and use test exclusions and makes a $100,000 capital gain.  The entire amount could still be excluded. Since they lived in the house for half of the two year period, they can exclude up to $125,000 (12/24 x $250,000 = $125,000), which will cover the $100,000 gain. For those who move into a nursing home the use requirement is lowered to one year out of five. Additionally, you can count the time in the nursing home counts towards the ownership and use test. 

       Marriage and divorce allow for a greater exclusion, but also more requirements on the ownership and use test. A married couple can exclude up to $500,000 ($250,000 for each spouse) if either spouse owned the residence (either before or after marriage), both spouses meet the two year use test, and neither spouse has sold a separate residence within the last two years. Divorced taxpayers may count the ownership and use by their ex-spouse. For example, a wife remains in the house owned by her former husband until she sells it and they split the profits 50-50. As long as the husband has owned the home for at least two years and she has lived in it for the same amount of time, then they may each exclude up to $250,000 of capital gain.

This information is meant only for informational purposes for general planning. Always seek advice from a CPA or other professional tax advisor for a specific tax-related matter.

       Our team has been involved with several 1031 exchange transactions, numerous estate sales, and other complex real estate transactions. Our community is well served by our lending  institutions, title companies, tax attorneys, and other professionals to complete these transactions.        

       Even considering the trauma created by the October 3rd Dodd-Frank Act. Realtors, lenders, title companies, buyers and sellers are all adjusting to the changes and additional restrictions with grace. Your Realtor team is keeping the pace of closing a sale every 24 hours or less. Thank you for your continued kind words of appreciation and encouragement.  

                                                                                                           Gratefully, DeLois & Team

Don't pull the covers over your head, let's face it together!

by Debra Pace, Buying and Listing Specialist

How many people out there are struggling to pay their monthly mortgage payment, possibly even a few payments behind?  You have no idea what to do or where to turn. The first step is to put your pride and lack of knowledge behind you and ask a reputable person for help. There will come a time when you can’t pretend it’s not happening because more time in denial only makes it worse.  Some couples even hide it from their spouse to avoid the argument and it escalates after they find out the truth.  Believe me; you will sleep better at night if you deal with it now to avoid the consequences.

This situation DOES NOT DEFINE YOU (per Dr. Phil and he knows everything)!  Perhaps you over bought, had a job change, new baby,  illness, infidelity, divorce, college expenses, or you just plain overspent on other things and cannot make ends meet.  Whatever the situation, you can turn this boat around if you get help early.

I’m known in the office as the Short Sale go-to person.  At times I think I’m the only dummy who is willing to work on a transaction for months and argue with the big banks with zero common sense.  A short sale can be triple the time consumption and triple the frustration than a regular transaction, but it can be rewarding if you are committed to doing what is needed.  I have helped several extremely good people with a short sale and they always call or write back to thank me.  Some have purchased homes again, some are renting until they can get back on their feet, but the common denominator is they feel relieved and happy.

I could write pages about this topic, but I’ll save it for when we meet in person.  Before you call me though, please know that a short sale is not for everyone.  I can only help those who have not washed their hands of the situation and are willing to do 25% of the work by filling out the necessary documents and provide the necessary financial documentation.  In return,  I will do the remaining 75% of the work for dealing with the bank, and marketing your home to attract a buyer.  So, if you or someone you know is struggling, it’s time to roll up our sleeves and get to work in order to help you avoid foreclosure, and hopefully have a happier 2016!


 

 

How to Make A Good Offer Better!

by Dennis Baum

Having been in the real estate business since 1995, it never gets any easier to relate to a client that the offer we submitted on “THE” house they wanted to purchase wasn’t the one that the seller has accepted. BUMMER!
One of the hardest lessons for today’s buyers to understand is that writing an offer doesn’t always mean that your offer will be accepted; or that the seller will even make you a counter-offer. The current inventory affecting housing in the Pine Belt requires a different strategy in order to give you the best chance to get the home you want. Following are some “tips” that you can implement to increase your chances of ending up in first place and then being the offer with whom the seller accepts to negotiate.

Make your best offer initially; or you may not get a chance to accept a counter offer. Or, if you absolutely have to have the house and know you have competition in the offering process, and will pay whatever it takes; tell the seller that you’ll pay “x” number of dollars more than the highest offer they have received. It takes a lot of guts and will cost you more money, but you may end up with the home you have to have! You might also agree to pay cash and arrange financing after closing. Be prepared to disclose to the seller where you have the cash.
Find out if closing quickly is of interest to the seller and then agree to close quickly.
If you are going to finance the purchase like most buyers, always submit your offer with a letter of pre-approval.

Increase your earnest money deposit beyond what is normal and customary. Agree to use the seller’s agent’s title company for convenience and comfort. Earnest money can be refunded if the offer isn’t accepted.
Eliminate unnecessary contingencies, like having to sell your existing home to close on the one you want to buy. Pay all normal and customary closing costs, and don’t ask for personal property that’s not included in the listing.

Shorten the inspection period. Let the seller know you can act FAST. Buy the home “as is” subject to inspections which still allows you to get your earnest money back if the inspections are unacceptable but doesn’t require the seller to make repairs.

Write the seller a hand-written, personal letter telling them why you want their home; include a picture of your family. This should be “warm and fuzzy” and pull at their heartstrings!
Remember! Making an offer on a home is much like applying for a job; you only have one chance to make a good FIRST impression!

Star Chat with DeLois

by DeLois Smith

Thank you for your wonderful patriotic spirit as so many of you joined in our 14th Annual July 4th Celebrations! Veterans of WWII, Korea, Vietnam, Desert Storm, Iraq, and Afghanistan joined together to pay tribute to POW Veteran, the late Colonel George Robert Hall. Other special guests were Pat Hall, Diane Williford, Patty and Sam Hall; Ted Tibbett, our emcee and the area’s Voice for Veterans; Rear Admiral Charles Gaouette and his wife Karen; Brigadier General Larry Harrington and his wife Rosie; Commander William Thomas and his wife Sally; Senator Joey Filligane; and Brandi Downs, a renowned artist whose portrait of Ronald Reagan hangs in the presidential library. We were also inspired by the vocal and instrumental performances of our outstanding USM Music Department….vocalist Dr. Taylor and Kerrin Hightower and the Larry Panela trio. Also special thanks to Judge Charles Greer for the delightful boat tours of Canebrake main lake enjoyed by our guests.
The local yearly market performance demonstrates frequent articles in the Wall Street Journal, Hattiesburg American, and other publications stating that there is not a national real estate market, but rather, a huge combination of very local markets. Mississippi really is very slow in economic recovery; furthermore we are all struggling from federal compliance legislation which tends to choke the life out of financial, medical, manufacturing, and small business.
The better news is that overall our Hattiesburg area sales volume is up +6%, while the number of sales from 2013 to 2014 is 866 verses 843 – which is at -2.7%. Another year-to-date increase that we are experiencing is the number of new listings for sale which is up +2.4% over this time last year - all signs of a slow, but recovering real estate market.
The area markets can be broken down into four main categories: Hattiesburg, Oak Grove, Petal, and Purvis/Sumrall. Looking at each area’s year-to-date numbers demonstrates the variances in the local markets. These numbers are derived from local HAAR MLS data.

Area Number of Sales Sales Volume
Hattiesburg -2.4%

+2.6%

Oak Grove -15.4%

-10%

Petal +14.9% +19.2%
Purvis/Sumrall -11.6% +13.5%


The DeLois Smith All Star Team’s volume is up year-to-date by +13.35% and the number of units is up +5.13%. Thanks to many of you!!


Despite any sluggishness in the economy, buying a home is still the single best, long-term investment you can make. Consider these recent statistics released by real estate guru Pat Zaby who compared the value of a down payment verses a standard certificate of deposit (CD) and the stock market.
A 3.5% down payment on a $175,000 home is $6,125.00. If you invested that amount in a CD that would earn 2%, you would have $6,372.00 in two years. The earnings would be taxed at ordinary income tax rates. It would be safe, but it wouldn’t earn much.
The same amount would grow to $7,013.00 in the stock market IF you picked the right stock or fund and it yielded 7%. The earnings would be taxed at the long term capital gains rate. The return would be greater but so would the risk.
If you were to purchase a home today that appreciated at 2% in value over the next two years, the equity in the home would grow to $18,769 due to value going up and unpaid balance going down.
More money has been lost to indecision than was lost to making the wrong decision. The economy and the housing market have caused some people to take a “wait and see” position that will likely cost lost opportunity. Our highly trained and dedicated home buying specialists are waiting for the opportunity to serve you and your family and friends. Rates are still very low; inventory is outstanding; and now is a great time to make a home buying or selling move!
Thank you again and again for your continued loyal support.
Your Grateful Realtors,


DeLois & Team
 

Spring beginnings

by Adam Watkins

Welcome warmer temperatures and hopefully a warm selling season! In spite of a colder than typical winter, things have finally started warming up for your All-Star Team! After a sluggish start to 2014, market activity has strengthened in the last few weeks of the first quarter, and we anticipate the Greater Hattiesburg market tracking almost even in total closed sales volume when compared to First Quarter 2013, with some increase in average sales price ($139,000 versus $149,000). Of course, this means the actual number of sales for First Quarter 2014 are lagging those of the same time period in 2013 (379 versus 363 total recorded Single Family home sales). The increase in average sales price is mostly attributed to increased activity in upper price ranges of our market in the last several weeks. We’re grateful to have had the opportunity to meet the needs of sellers and buyers in neighborhoods throughout Greater Hattiesburg. In fact, by March 31st, we anticipate we will have been involved in 50% of the recorded 1st quarter sales in all of Canebrake (3 out of a total of 6 sales - including the two highest dollar volume sales), over 50% of the recorded sales in Trailwood and Trailwood West subdivisions, and 100% of recorded sales in Longleaf Acres/Northfork/Southfork subdivisions! (Source: HAARMLS.)
We’re doing a lot of learning, too! Earlier in March, the team hired John Phillips of the Mississippi REALTOR Institute to present a training session on Exclusive Buyer Agency Representation Agreements. Our team of agents completed an in-depth session refreshing ourselves on the history and advantages of Exclusive Buyer’s Agency. The representation agreement functions the same way as an Exclusive Listing Agreement does for our sellers, and it allows our Buyer Specialists to provide the same kind of allegiance and service to which sellers have become accustomed. Many states, such as Georgia, require them by law, and they are commonly used to define the relationship between our company and the buyers we serve. Our agents increasingly provide this “All Star Buyer Service” by written agreement with our buyer clients. Don’t hesitate to ask one of us to better explain the benefits that you receive as a “Listed” buyer client of our team!
But that’s not all the learning we’re doing. We have also scheduled one of the industry’s most renowned instructors, Pat Zaby, to provide exclusive training to our team members in late April. In the coming months, several of our team members are completing designation courses, and by August they will be enrolled in classes at the National Association of REALTORS Annual Convention in New Orleans. Add to this the learning we do daily, as every single sale we handle creates new lessons for us to capture and apply to our business. It all equates to a tremendous advantage for the friends and clients we represent each day, in terms of overall experience and knowledge of current market trends and best practices. This continual commitment to learning is one of our key points of difference. We thank you for allowing us to serve you again...and again!
Finally, I would be remiss if I failed to mention the passing of a very dear friend, professor, and brother in Christ, Dr. Milton Wheeler. Dr. Wheeler gave his life to the most worthwhile endeavors that exist: his Lord, his wife, his community, and his college (amongst other things). I had the fortune of having Dr. Wheeler as my Western Civilization professor at William Carey. He was one of the hardest teachers I’ve ever had. I took his class as a challenge because my advisor told me it was so hard. In the end, Dr. Wheeler gave me my first B, I believe - what equated to a 94.5 (95-100 was an A). When I asked him why he didn’t round up like I’d always known professors to do, he simply said, “a 94.5 is not a 95.” And, of course, he was right - like he was on almost everything. He led dozens of trips abroad and impacted the lives of thousands as he taught nearly 50 years at William Carey and relished his work as a Rotarian. He and his wife, Donna, provided an example of a godly marriage. Mrs. Donna passed only a few months ago. I praise God that they were not apart for very long at all. I thank God for creating Milton Wheeler and for using him to bless and impact this community and world in a way few people do. Farewell, Dr. Wheeler, until we are reunited once more.
With gratitude,
Adam & Team

Displaying blog entries 1-10 of 20

Contact Information

The All-Star Team, REALTORS®
Bringing you home...again and again!
4 Willow Bend, Suite 2A
Hattiesburg MS 39402
601.545.3900
800.335.6477

The All-Star Team, REALTORS brings you over 200 years of accumulated experience along with the most innovative marketing strategies in the real estate industry. We specialize in the real estate properties located in Hattiesburg, Oak Grove, Petal, Sumrall, Purvis, Columbia, and the entire Pine Belt region. Put The All-Star Team, REALTORS® to work for you as you consider your next home sale or purchase. Experience the team approach to real estate and make us your REALTOR® for life! See how The All-Star Team, REALTORS® really is bringing the Pine Belt home again and again.