When Robert Drimmer, team leader of The Drimmer Group of Compass, moved to East Nashville 15 years ago, he saw something others didn’t — a neighborhood brimming with untapped potential. At the time, historic craftsmen and bungalows were selling for as little as $50,000. “Coming from the Northeast, where prices were astronomical, it didn’t make sense to me why these beautiful homes were being overlooked,” says Drimmer, a RealTrends Verified top agent in Tennessee.
Fueled by his background in architecture and finance, he began buying, renovating, and renting these properties, earning the trust of the community by investing in the very homes he was selling. Today, his commitment to the neighborhood has earned him the nickname “Mr. East Nashville,” a title he’s as proud of as the hundreds of historic homes he’s helped preserve and reimagine.
RealTrends Verified spoke to Drimmer about his strategies for finding success with a small niche. Here are his tips:
1. Establish yourself as a local expert. Drimmer built his reputation by investing in the community in which he planned to work. “I started buying these properties and fixing them up. What I found is that I created this passive income source through investment properties,” he said. “Because of this, I didn’t have to rely on commissions so heavily starting out. I was very transparent about properties I was showing buyers and that authenticity helped people to trust me.”
When choosing a geographic niche, get to know the properties in that niche so that you can speak to the history, layouts, renovations and more. “I’ve become known as “the guy” for East Nashville historic homes because I know so much about them. Now, I get a ton of calls from other real estate agents asking me what I’m working on and if I have any off-market listings.” And, says Drimmer, be prepared to say no to potential listings in geographic areas that you don’t specialize in.
2. Partner with reliable contractors. If historic homes are your chosen niche, educate buyers on the benefits and potential pitfalls of historic properties, including lead-based paint, asbestos, and outdated wiring. “Offer solutions by connecting buyers and sellers with reliable contractors and renovation resources.” Drimmer has relationships with many local contractors, plumbers, electricians and more who provide low prices to his clients because they know they can rely on Drimmer for work.
3. Put your buyers and sellers first. “Never think about the commission you’re making on the property. Put your buyers and sellers’ interests first. Clients can sense that you’re pushing a property because you need the money and they will push back by going to another agent,” says Drimmer. Instead, he notes agents should choose a niche for the right reasons — because you’re passionate about something, like historic homes for me, or you love the communities you’re choosing to farm. “That’s how you build loyalty and people will keep coming back to you. They’ll buy 10 properties from you and tell 10 friends that you’re the agent to go to.”
4. Be visible and accessible. “I hear so many agents comment that the market is slow. But, this year, I’ve sold over 100 homes in a small geographic area that has about 2,000 homes,” he says. He recommends agents get out and host regular open houses, even for other agents’ listings, to meet potential clients and establish a presence in the neighborhood. Also, engage with the community both online and offline — become an active member of local groups, participate in charity events, and promote neighborhood businesses.
In addition, says Drimmer, “Get out in the community. You’re not going to be successful sitting home watching Netflix.”
Drimmer eats an average of 15 meals out at local restaurants. “I engage in conversation with people everywhere I go. We don’t talk about how I’m a real estate agent. Instead, they get to know me in the area and eventually my profession comes out,” he says.
For Drimmer, success comes from his knowledge and passion for renovating historic homes in East Nashville and introducing others to the beauty of these homes. After all, says Drimmer, “Real estate is about more than buying and selling homes. It’s about creating connections, preserving community, and leaving a lasting legacy in the neighborhoods we love.”
Whether you’re guiding clients through the quirks of a historic property or solidifying your role as the face of your community, your success lies in embracing what makes you—and your niche—unique. Find your passion, own your story, and make your mark.”
