Kelly Martin Reveals Equestrian and Farm Real Estate Secrets

On this episode of The Closing Table, we sat down with Kelly Martin!

To watch the full episode, check it out on YouTube below. In the meantime, here’s a summary of the conversation…

Here’s what you missed from Kelly Martin…

Kelly’s journey into real estate was preceded by a successful career owning multiple restaurants, where she honed her business acumen. After running six or seven establishments, Kelly decided it was time for a change, leading her to switch careers and relocate. Now, she specializes in selling luxury properties and horse farms, a niche she has developed with a keen sense of the market’s needs. “That’s really not a thing here,” she reflects on the lack of focus on equestrian properties in her area, “but it should be.”

Her background in marketing from the restaurant business played a pivotal role in her real estate success. Kelly relied on strategies like magazine ads, radio spots, and Zillow—before it became widely popular—to grow her business. With licenses in Tennessee, Georgia, Mississippi, and Alabama, she was ready to take on the real estate world. “I hit the ground running with it,” she recalls.

Kelly’s deep understanding of equestrian properties sets her apart. “It drives me crazy when I see a horse farm listed with an agent who has no idea what they’re doing,” she says, drawing on her own experiences as a horse owner. To her, a barn is often the first thing an equestrian buyer inspects, even before the house. “A horse person always looks at the barn and the property first,” she explains.

Interestingly, she notes a contrast in how horse owners maintain their properties. “A horse person’s barn is usually very organized—everything’s going to have a place, and it’s going to be super neat, super clean,” she says, laughing as she adds, “but their house? Half the time, maybe more than that, it looks like an explosion happened.”

Kelly’s clients often include first-time equestrian property buyers. Many grew up around horses but are new to owning equestrian real estate, while others are interested in starting a homestead. She emphasizes the importance of understanding land management, cautioning that not all land is suitable for every type of farming. “It’s not all equal,” she explains, especially in Tennessee, where different regions present varying soil types—from sandy ground in the west to rocky terrain in the middle, and red clay in the east.

Another key consideration is inspections. Kelly advises clients to hire specific inspectors for barns and fencing, as standard home inspections often don’t cover these areas. Termite inspections for barns are also crucial, as she notes, “It’s probably more usual to find termites at a barn than at a house.”

Though she specializes in equestrian properties, Kelly’s brokerage caters to a mix of clients, offering expertise in short-term rentals, lake properties, and new constructions. A rewarding transaction she recalls involved a family relocating to Georgia to purchase their first farm. The process was complicated when the wife went into premature labor, but the husband obtained a power of attorney to sign for her, ensuring the deal closed smoothly amid the chaos.

Kelly has also faced challenging situations, such as helping a client at risk of homelessness when sellers failed to disclose a second loan. She and others stepped in to pay off the loan, ensuring the sale went through. Other memorable clients include a professor who transitioned from subdivision living to a homesteading lifestyle, and a veteran struggling with mortgage payments, whom Kelly assisted with a short sale and insurance claim.

In her real estate career, Kelly has learned the importance of referring back to contracts. “Contracts are written by attorneys for a reason,” she emphasizes, noting the critical details like earnest money and time frames that must be followed.

Her success comes from a solid routine. Kelly begins her day by reading inspirational books and organizing her personal tasks before diving into work. A key habit is daily outreach, where she contacts at least five clients to stay connected. “I love what I do,” she says, admitting that even vacations stress her out because she’s eager to return to work. Her organized approach extends to communication—she treats text messages like emails, responding in a timely but intentional manner.

Despite current market challenges, Kelly remains optimistic. “There are definitely challenges… but the activity we do get is extremely serious.” She highlights that many buyers today are seeing properties for the first time online, often making offers before even stepping foot in the home.

Looking ahead, Kelly is focused on year-end goals, both for herself and her agents. She encourages her team to write letters to themselves, setting personal targets for the new year. As for her own goals, Kelly holds herself accountable, noting, “I don’t want to let myself down. Having it written down makes it a little more serious.”

For those looking to connect with her, Kelly is active on social media as “Kelly Martin Home and Farms” on Facebook and Instagram, and welcomes inquiries through her website, homeandfarms.com. Whether it’s about real estate or joining her brokerage, Kelly is always open to new connections.

Check out Kelly Martin:

https://www.homeandfarms.com/index.php

https://www.instagram.com/kellymartinhomeandfarms/

https://www.tiktok.com/@kellymartinhomeandfarm

https://www.facebook.com/KellyMartinHomeandFarms/

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