Today Tom King and I are sharing some tactics and tips that you can use to score right now on buying or refinancing your real estate. I will be sharing some stories from customers who have closed on the absolute right mortgage with bragging rights to accomplish their goals. We are opening up the phone lines during our live show to hear some of your stories too.

Thank you for joining us to talk about our favorite topics—real estate and smart mortgage financing. Let’s stay connected! Subscribe to get Real Estate Mortgage Shoppe podcasts with show notes weekly at

What do YOU want to accomplish with YOUR mortgage?

To Your Success,

Jo Garner, Mortgage Loan Officer NMLS #757308 (901) 482-0354

Online loan application at



Jo Garner and Tom King looking into the future through the Magic Binoculars


Good morning, Memphis! Welcome to our internet listeners and podcast listeners across the 50 states! You’re on Real Estate Mortgage Shoppe. I’m your host, Jo Garner, Mortgage Loan Officer. You can connect with me at Our general topic is TACTICS & TIMING-SCORING RIGHT NOW ON YOUR REAL ESTATE AND THE RIGHT MORTGAGE-2019. Subscribe to get our weekly blogposts with podcasts at Call us while we are live at (901) 535-9732 Today is July 13th, 2019.

Today Tom King and I are sharing some tactics and tips that you can use to score right now on buying or refinancing your real estate. I will be sharing some stories from customers who have closed on the absolute right mortgage with bragging rights to accomplish their goals. We are opening up the phone lines during our live show to hear some of your stories too.

Tom King ready to look into the future through the Magic Binoculars


Back in the co-host chair we have our real estate appraisal expert, Tom King of Bill King Appraisal Company. Tom has been appraising homes in the Mid-South area for over 40 years. I believe you know a thing or two about what’s going on in our local real estate market, Tom. Take a moment and introduce yourself to any new listeners and talk about what you do as an appraiser for your clients. (Tom takes about a minute or minute and a half to introduce himself and talk about the benefits he offers his clients)


(Jo) I have been in the mortgage business for over 25 years. Some of the most successful real estate investors are people who plan their strategies on current market conditions and where they seem to be headed into the future. Tom and I have an interesting tool we have used before for viewing the real estate market—our Magic Binoculars. If you look through one end of the Magic Binoculars you can see back into the murky mists of the past. If you peer through the lenses on the other end of the Magic Binoculars, you can kind of sort of see into the future. (But the lenses are cloudy looking in that direction so it is hard to see clearly)


Tom and I have been looking through our Magic Binoculars this morning. Here are some things I believe we can see into the future for those of you who want to plan your strategy and your timing to win.

  1. June and July 2019 have given us the lowest mortgage rates in 2 years. It looks like mortgage rates will remain relatively low through the end of the year.

If you are thinking of buying a house that may mean you can afford a 4 bedroom, two bathroom house this year vs a 3 bedroom, 1 ½ bath last year.

If you have in your plan to do some major renovations and upgrades to your home or perhaps you would like to get rid of about $400 to $500 per month in high interest rate debt, doing a cash out refinance with a low, fixed interest rate might be a good strategy to explore. Call me after the show and let’s test out some financing options to make your life better and give you some bragging rights too. The best number to reach me is (901) 482-0354 or email

  1. Competition between buyers offering on the same home cooled off slightly a few months ago but it looks like it will be heating up again through the next few months. The heaviest competition are for homes under $160,000 in the Mid-South region of the US. We will share some strategies on how to get ahead of your competition later in this show.

  2. The Millennial Generation is driving the real estate market nationally. Hurray for our Millennial stars! If you are a home seller, we will be sharing some tips later in the show on what some Millennials are looking for when they purchase their homes.

  3. Home prices will continue to rise across the nation but at a slower rate than they were going up over a year ago.


Tom King, as an expert real estate appraiser in Shelby County TN, Fayette and Tipton counties, what do you see with our current market and where do you see our real estate markets in the near future? (Tom talks about the current real estate market conditions he sees now and in the near future)

You’re on Real Estate Mortgage Shoppe. I’m your host, Jo Garner, Mortgage Loan Officer. What do YOU want to accomplish with your mortgage? Make your plan. Let’s work your plan if the deal works for you today, let’s do it today. When we come back Tom King of Bill King Appraisal Service will be sharing more on where our challenges are and some opportunities in the 2019 real estate market.

2nd segment after 9:15 break: Our Look Back Memphis Trivia Contest is brought to you by notable Memphis historian, Jimmy Ogle. Jimmy Ogle offers free historic walking tours downtown in the spring and fall. For information about Jimmy Ogle, go to . The Look Back Memphis Trivia Contest is sponsored by John and Jennifer Lawhon of Lawhon Landscape (901) 754-7474 the Lawhon’s can help you plan your landscaping if you have a BIG, BIG project or a smaller project . The Lawhons are giving away a $25 gift card to the first person with the correct trivia answer. If you know the answer to our trivia question, call us at 901 535 WREC 901 535-9732.

Garner # 158 * 07/06/19

Crosstown Concourse

Question: I first opened at this location in 1927 and expanded four more times before closing in 1993. Who am I?

Hint: When opened in 1927, I was one of eight such distribution centers of my kind in the entire country.

Hint: After $200 million in revitalization costs, I am now a multi-faceted facility with various restaurants, residential, art galleries, education, event, movies, concerts and health & wellness services for the entire community.

Final Hint: Today, known as The Urban Vertical Village, I am the proud centerpiece of economic resurgence in Midtown Memphis. Who am I?

Answer: Crosstown Concourse is the product of nearly five generations of innovators, dreamers, and builders. It’s the product of those who, in 1927, saw the unorthodox potential in a 12-acre parcel of land on the outskirts of Memphis, off a narrow road called Cleveland. It’s the product of the generations who built its walls, populated its halls, and created communities – inside and out – with their labor and an unspoken creed: “Together, we are better.” Today, it stands as a product of this generation’s passion and determination to do the impossible, with the same guiding belief that we truly are better together. When the Sears, Roebuck & Co distribution center and retail store was constructed in 1927 less than two miles from downtown Memphis, its Crosstown location was considered to be suburban. The location was also ideal for its access to highways and on the Louisville and Nashville Railroad line. Officially opened on August 27, 1927, the Sears Crosstown Building was the largest building in Memphis to date at 650,000 square feet. Three thousand people attended the opening ceremony and over 47,000 people (one in four Memphians) toured the building by the day’s end. At a cost of $5 million, the building was constructed in only 180 days, with work crews operating 24 hours a day, six days a week. It included a soda fountain, luncheonette, employee cafeteria, and in-house hospital.

Memphis now extends east far past the intersection of North Watkins and North Parkway, and Sears’ catalog division is no longer in existence.e35,000 people flood the main entrance of the Sears Crosstown entrance on opening day. The innovation of the Sears model spurs growth of the building itself and the Crosstown neighborhood. Over 40 businesses operate in Crosstown Concourse, including 14 eateries, and business such as Church Health Center, Crosstown Arts, Christian Brothers University, Urban Child Institute, NexAir, Teach for America, Temple Israel, St. Jude and 270 “parcels” (or apartment community)!
e r

Jimmy Ogle will be giving a free tour of the Judge D’Army Bailey Courthouse at 12:00 noon on Thursday, July 25. Meet on the southwest steps at Second & Adams. Also, two free tours of the southern parks of the Memphis riverfront on Sunday, July 28 – 2:00 p.m. meet at Chickasaw Heritage Park (by the Metal Museum) and at 4:00 p.m. meet at Big River Crossing on Channel 3 Drive. Go to for more information.



  1. What do you see happening in our Mid-South real estate market?

  1. Prices –which direction for in the city and in the suburbs? In the city, the county, Fayette County and Tipton?

  2. What price ranges are seeing the most competition?

(give some examples)

  1. What are some tactics a home seller can use to get the most for his home in this current real estate market?

(only if you want to use this: Millennials are driving the real estate market. Here’s what they are looking for:

  • Easy online shopping. The home search starts online for millennials, so you need to make the best possible impression on the internet. Make sure you invest in high quality photos, and, for extra measure, consider using a drone to take aerial video footage.

  • Quality over size. Yes, square footage matters. But millennials are more concerned about how sustainable and usable each space is. Get rid of your junk so they can visualize a bright future in your home without your stuff there.

  • Location. A lot of millennials are looking for homes in 18-hour cities like Nashville, Tennessee, or Austin, Texas, that offer big city life at a more affordable cost of living. If your home is in a walkable area with access to public transit, expect millennials to come knocking at your door.

  • Low-maintenance lifestyle. Millennials are used to living in the age of high-tech advances and Amazon Prime. They’re looking for energy-efficient homes with smart appliances. If you don’t have them, they’ll look elsewhere or lower their offer so they can upgrade after they buy.

  1. What are some common tactics you see buyers using when making offers in a competitive market?



Jo Garner looking into the future through the Magic Binoculars

  1. What are some tactics and tips you can give people buying a home?

  1. Story of Wade Gretzky-watch and move forward -don’t wait for all the traffic lights to turn green for you before you pull out of your driveway.

  2. Winning tactics for buyers in a competitive market

  1. Be prepared by knowing what you can comfortably afford on a payment per month/ down payment

  2. Know what you want and need in a home. Be willing to make it to 2 to 3 step process over time if needed.

  3. Make your best offer first in a competitive market

  4. Be willing to up a few non-essential bargaining chips so both you as the buyer and your seller feel the deal is fair.

  5. Be prepared to deliver quickly to your mortgage loan officer all of the income and asset documents.

  6. Offer full price with the least amount for the sellers to have to pay toward your costs.

  1. Buy vs Rent

  2. Multiple exit strategies

  3. Watch the market and buy ahead of the curve-Dayo Dekker’s story

It reminds me of a real estate investor we will call Dayo Dekker. Dayo worked in a high pressure profession where his income was 100% commission. Dayo spent years suffering through feast and famine at his house depending on how the market treated him. He desperately needed a steady source of income to carry him through lean times on his commission job.

Dayo Dekker begin buying only rental homes in close proximity to streets where homes were being revitalized and renovated. He did not buy on the same street where revitalization was actively taking place but he bought ahead of the path where the revitalization was headed so he could still buy at a low enough price to get a good profit from his tenants and yet he could see his values pop up quicker as more and more other investors started buying around him and fixing up houses. Dayo bought ahead of the curve for a quicker return on income and value.

If you, like Dayo Dekker, want to look at buying a one-to-four unit rental property in growing areas, contact me and let’s do a test drive on some financing options to see what will work best for you and give you the positive cash flow you need when you make your purchase.

I even have some investor products for good credit borrowers where you do not have to qualify with tax returns and traditional income qualification formulas. We can take the monthly lease income compared with your principal, interest, taxes and insurance mortgage payment to qualify you—very much like a business loan. And there is no limit on how many financed

  1. Put reputable professionals on your team

  1. What are some tactics and tips you can give someone restructuring their financing?

  1. Know what you want to accomplish from restructuring your finances. Be open to achieving your goals in more than one or two phases:

Mr. and Ms. Jake and Jannah Johnson-reorganize debt for future plans with grandchildren

We will call the next couple, Mr. and Ms. Johnson. They managed to get their kids through college. But, it took all of their savings and now they were drowning in debt that just kept compounding on more debt. Just recently they were blessed with their first grandchild. The problem? They wanted to spend time and money on their grandchild, making some great Disney World memories while their grandchild was young, but they were strapped with debt with no end in sight. They came into my office with a plan to gradually pay off the big bills first, but on that plan their grandchild would be grown by the time the debt had released its choke hold

Here’s what the Johnsons wanted; First they wanted to get their mortgage paid off in less than 15 years since that is all that was left on the mortgage. Second, they wanted to get rid of the big balance student loans first

Instead of trying to pay off the big student loans first, we got rid of over $1,900 in monthly payments that were choking the Johnson’s cash flow the most. We paid off about $66,000 of those bills plus the existing mortgage of around $125,000 by refinancing their home , but we had to extend the mortgage back to a 30 year loan instead of 15 years to keep the payment manageable.

At first it looked like they were having to give up ground because they went back to a 30 year, but here’s where the brilliance of their plan really became real. They committed to use half of the $1,900 per month toward regular prepayments to principle on the new mortgage. At their request, I printed up the new amortization schedule. Guess what? They were still getting their mortgage paid off in LESS THAN 15 YEARS! Yay for the Johnsons! They freed themselves of the stranglehold of that high interest rate debt AND still would have their house paid off in less than 10 years with an extra $700 per month to put back for Disney World Trips and other fun times with their grandchild.

  1. If you are trying to decide to buy a new home or renovate and update the one where you currently live, here are some questions to ask yourself:

Renovation and Remodeling to Stay In Your Old Home?

  1. What changes or upgrades need to be made to your home to get the looks and layout to work for you and your family?

  2. How much will these renovations costs?

  3. How long will it take to complete them?

  4. Will the modifications and remodeling of your home cause your home to be overbuilt for the surrounding neighborhood?

  5. Would it be less expensive to purchase home vs remodeling your old home?

REAL ESTATE TIP OF THE WEEK (Tom King gives a 1 to 1.5 minutes to share a real estate related money-saving or time-saving tip): Be careful not to overpay too much for home if it will not appraise today for the price your are offering AND you do not have the extra cash to make up the difference at closing.


Talk Shoppe offers free networking & education to anyone interested in real estate or in business. Talk Shoppe meets every Wednesday 9A-10A CT at Pinot’s Palette 8225 Dexter Rd Cordova, TN. This Wednesday July 17th, 2019 Talk Shoppe presents: “5 Secrets to Make College More Affordable” Joyce Charbonnet, 901-410-3117,

  1. Talk Shoppe gives a big thank you to Tim Gilliland of www.Backup.RX for keeping our computer data backup and a recovery plan in place if we need it. If YOU want that peace of mind that YOUR data is safe and retrievable, contact Tim at www.Backup.RX

  2. Thank you for Nita Black for your support at Talk Shoppe in offering free education and networking to our business community. Nita Black of can show you how to share your knowledge and skills online and get paid to do it.

3. Subscribe at and you can get our weekly blog posts with podcasts conveniently in your inbox.




Jack Canfield: “ I believe that people make their own luck by great preparation and good strategy.”

Marth Rogers “When your headlights aren’t on, the best rearview mirror available isn’t likely to improve your driving.”




  1. Donna Smith Bellinger, Revenue Accelerator, & Business Development Author, Speaker & Trainer. Creator of: “Revenue UP: From Sluggish to Sensational in Sales”.
  2. Sally Baker, Memphis, TN The Source for organizing your home, your office, your life (901) 258-4775

  3. Eric Eurich, Kaizen award-winning business coach with Focal Point Business Coaching. WWW.ERICEURICH@FOCALPOINTBUSINESSCOACHING.COM


Transitional Music: Pink Floyd  “Time”; “To  Morrow”  the Muppets; “ Right Now”  Van Halen;

Memphis” by Johnny Rivers for the Look Back Memphis Trivia Contest

CALLER: Pat Goldstein, Crye-Leike Realtors TN and North Mississippi (901) 606-2000


CALLER: Silvana Piadade, EXP Realty (901) 647-6661



(901) 487-6989

Tom is a well- respected and sought after appraiser in Memphis, Tennessee.  He is a second generation appraiser with 40 years experience.  He has been elected to the Memphis Area Association of Realtors Board of Directors three times.  


Tom is a certified residential appraiser in Tennessee.  He have appraised over 20,000 homes in his career.  A graduate from the University of Tennessee with a degree in real estate, Tom is also a Certified Relocation Professional (CRP).  Tom also has vast experience in dealing with the county and state boards of equalization and in valuations of property for tax appeal purposes. (901) 487-6989




WHAT DO YOU WANT TO ACCOMPLISH WITH YOUR MORTGAGE? (901) 482 0354 twitter @jogarner NMLS# 757308

Whatever YOUR personal priorities are, my job is to help you get the mortgage terms that will give you bragging rights when you talk about it and help you score on hitting your goals .”

As a mortgage loan officer, my job is to help you get to the benefits you want from your financing terms. What is most important to you? I can help you find the financing terms that will help you get to what you want. What is your comfort level on a house payment? How much are you comfortable paying down,? What type of financing do you need to get the house you want to buy or refinance?

Different clients have different priorities in life—some are buying their first home with very little down payment funds. Some are recovering from medical challenges, divorces or preparing to send children to college and some are embarking on a long term goal of buying properties to build rental income.”

Jo Garner is a mortgage officer with extensive knowledge in tailoring mortgages to her customers who are refinancing or purchasing homes all over the country. She offers conventional, FHA, VA or other loan programs for refinancing and purchases.

Jo can help you look at rent vs buy, when it makes sense to refinance, how to get the best deal on your home purchase financing.

Jo Garner has been in the real estate/financing business for over 25 years.  She got her start in Portland, Maine where she first began her real estate career. She received her real estate education from the University of Southern Maine and was personally mentored in San Diego, California by Robert G. Allen, author of Nothing Down, Creating Wealth and The Challenge.

On moving back to West Tennessee in 1987, she went into business buying and selling discounted owner-financed notes secured on real estate.  In 1990 Jo went to work for a residential mortgage company and has been a mortgage loan officer for over 25 years.  Her goal is to offer excellent, affordable service to her customers, tailoring the loan programs to the specific needs of her clients. 

In addition to her work in the mortgage field, Jo Garner is the primary sponsor and founder of Talk Shoppe in Memphis. Jo Garner also host the radio show Real Estate Mortgage Shoppe airing on News Radio AM 600 WREC and iHeart Radio with podcasts and show notes published on