Molly Mason: Skipping the $2 Million Price Point to Chase $100M in Nashville

Want the best insights from this episode and more in bite-sized nuggets? Sign up for our free newsletter at https://undercontractnotes.com/ Guest Bio: Molly Mason is the owner of Kynd Property Group in Nashville, where she leads a small team focused on luxury new construction, private resale, and development business. She started in real estate in 2017 as a buyer's agent, worked her way into partnership, and took over the brokerage when her mentor and former partner retired. Episode Summary: Molly Mason joins Under Contract to walk through her path from licensed newcomer to sole owner of Kynd Property Group, a Nashville team averaging $60 million a year in volume. She unpacks how she and her team intentionally shifted into the luxury new construction market, why database and agent-to-agent relationships still drive most of her business, and how she keeps emotion out of tough transactions while staying transparent with clients. What's Covered: Molly explains how joining a team straight out of licensing gave her the structure and accountability she wanted before gradually transitioning into partnership and then full ownership over several years. She details how Kynd Property Group intentionally repositioned into luxury new construction starting in 2022-2023, skipping lower price tiers and using targeted postcard and video marketing to reach the right buyers. Molly breaks down her team's lead response process, emphasizing speed to an in-person meeting within 24 to 48 hours and doing a deep data dive before every listing conversation. She shares a client story about renovating a custom dream home that had to go to market after a relocation, and how a deliberate staging and broker outreach strategy led to a neighborhood price record. Molly discusses why she withholds problems from clients until she has a solution, and how strong agent-to-agent relationships act as a safeguard on long, complex pre-sale transactions. She lays out her advice for agents wanting to double production, prioritizing past client referrals and consistent open houses, and describes her team's current push to educate buyers on opportunities in a buyer's market. Timestamps: 00:44 - Starting in real estate in 2017 and choosing the team route 01:44 - How the partnership-to-ownership transition came together 04:09 - Team makeup and $60 million annual volume breakdown 05:00 - Intentionally shifting into the luxury new construction price point 09:04 - Why referrals and past clients remain the biggest lever 11:00 - The 24 to 48 hour speed-to-lead process for new clients 13:50 - Perseverance story: a custom dream home relocation sale that broke a record 21:05 - Learning to keep emotion out of client transactions 29:07 - Mindset for open houses when no one shows up 31:12 - Educating buyers on opportunity in today's buyer's market