Cover Story: Martha Tatum—Keller Williams Southwest

Top Agent Marth Tatum, July 08 Cover Honoree

Specializing in Signature Services
By Woodie Stephenson

Keller Williams’ agent Martha Castex Tatum loves real estate, and her love for her career seems to be rather infectious.

“I’m a go-giver, and I agree with Zig Ziglar, ‘You can get everything you want out of life by helping enough other people get what they want out of life,’ Martha says, “ People can honestly feel when you love what you do and they want to work with you.”


Martha’s enthusiastic attitude and solid work ethic have won over many colleagues and clients along her quick road to a stable and successful real estate career at Keller Williams Southwest. With only a handful of years logged in the business, the giddy agent has solidified her reputation as a caring, compassionate Realtor in Houston’s Southwest market. Whether she’s bargaining hard to get her clients the best deal or sending them birthday cards, Martha Tatum works hard to make a difference in her clients’ lives through her pledge to providing signature services.

Born in Breaux Bridge, Louisiana, Martha moved to Houston with her family by the time she was 5 years old. The middle child between an older brother and younger sister, Martha was an avid student, athlete, and musician growing up. She played basketball from 6th grade through college and performed in the marching band as a clarinetist. Although she was very involved in her extracurricular activities, Martha was always saddened that she never got a shot at fulfilling one particular scholastic dream.

“I really enjoyed playing clarinet,” Martha shares, “but it was my dream to be drum major and lead the band.”

Martha, who graduated Houston’s renowned Lamar High School, went on to study at Southwest Texas State University (Texas State) where she was a member of the Lady Bobcat basketball team, Alpha Kappa Alpha Sorority and graduated with a degree in Business Administration with a concentration in marketing. Martha then went on to complete a Masters in Public Administration with a concentration in Human Resources. Martha credits her father for passing on his strong work ethic to her. Martha recalls her father’s dauntless encouragement.

“My dad taught me that education is vital,” Martha says, “One day when I was young we were talking about how expensive college would be and he told me that it didn’t matter because he would spend his last dime to send me and my siblings to college. When he told me that, I understood the depth of his belief in the importance of education.”

Martha credits her mother for her passion for people and her caring heart.

“My mother has always put others before herself,” Martha says, “She is a great person who taught me to enjoy life and love people”

Armed with a superlative education and determination, Martha took a job as a Human Resources Manager with a grocery chain; however, though she enjoyed the work, Martha wanted to spend more time with her new son, Jacob-Paul.

“I enjoyed working a corporate job, but once I had my son, I realized it was very difficult to commute and work as much as I had and be the kind of mom I wanted to be.”

Realizing that she wanted a more flexible career, Martha began serving in her local community. She co-founded the Mitchell Community Center, a non-profit, extended learning center for children. In addition to her work serving as Director of Operations at the Mitchell Center, Martha also co-founded a Boys and Girls Club, and after-school programs for children. Her most interesting and daring challenge to date at the time, however, was her foray into professional public service. On June 6, 2000, Martha Tatum became the first African American female elected to serve on the San Marcos City Council. Her selfless service to better the city earned her in due time election by her colleagues as Deputy Mayor Pro Tempore.

While serving on the San Marcos City Council, Martha earned many respective honors for her valor, among them the Texas Municipal League Certificate of Achievement for her dedicated participation in leadership training and appointment on the Steering Committee of the Human Development Policy Committee of the National League of Cities. Martha also represented the City Council on the boards of the Convention and Visitors Bureau and the Economic Development Council. Martha is also a Leadership San Marcos Graduate and an Honorary Golden Key International Honour Society member.

Although Martha loved San Marcos and working with children, eventually Houston lured her back, as she was the only member of her immediate family who lived away. Martha sought the Lord’s guidance and decided on real estate. Martha, felt that her propensity for service and leadership was an excellent fit for a career where she would be assisting families with one of the most important milestones in their lives—homeownership. Martha wasted no time attending Champions School of Real Estate in 2004 and was practicing her new career by 2005. After interviewing with several offices, Martha decided on Keller Williams because of the friendly atmosphere and strong foundation and support which they offer agents.

“When I came into real estate I was looking for a career I could love,” Martha says, “Keller Williams’ emphasis on training, values, culture, and the support system were a natural fit for me. I also wanted a career that would allow me to take Jacob-Paul to and from school, attend his school functions, and enjoy all those moments that if you miss, you never get to go back and re-live.”

Martha recalls receiving a warm welcome to her office as other agents went out of their way to make her feel at home. “When I started at Keller Williams Sugar Land, I was pleasantly surprised at how helpful everyone was,” Martha says, “They have such a unique group of agents, and the support base is so dynamic. If I had a question, I could count on whichever agent was closest to me to be there to help.”

In her first year, Martha may have been a rookie in the real estate market, but the experienced businesswoman didn’t let that stop her from setting the bar high. By bringing her strong business skills and organizational nature to the real estate industry, Martha was able to find immediate success.

“When I began practicing real estate, I wanted my clients to have confidence in my ability to represent them,” Martha says, “I worked to bring the highest level of professionalism and come prepared to every client meeting. I knew that if I could bring my other experiences and skills to the table—business and people skills—I would earn my clients’ trust and grow my business.”

A quick learner and a keen observer, Martha learned early on many keys to satisfying her clients. On her very first transaction she learned a valuable tip when working with buyers. While showing properties to a young couple who were searching for their first home, Martha recalls observing her clients’ amazing reaction when they finally came across the right home.

“I had shown them several properties,” Martha says, “but when we finally came to the house that was right for them, it was so clear. I’ll never forget their facial expressions and body language. Ever since then, I know when I’ve matched a buyer with the right house.”

Early on, Martha experienced success working with many buyers, showing homes in Fort Bend, Sugar Land, and Southwest Houston. Her personality and professionalism won over many clients, and, in time, the precious referrals that would help her to work with more listings and sellers. Martha cherishes her relationships with the families she assists with buying and selling homes. She exudes a special passion, however, for her many clients who are single professionals who are purchasing homes at an increased rate.

“It means your client’s really trust you when they seek you for the typical assurances they would get from a spouse,” Martha says, “I want each of my single clients to know that although they may be single, they are not alone.”

“I have tried to do my absolute best to help any level of client find the right home whether they are looking upscale or for their first starter home,” Martha shares, “I try to be very personal with my clients and create a bond and a memorable experience with each transaction. There are 28,000 Realtors in Houston they could have chosen, and the fact they chose me, drives me to give them my very best and make sure my service exceeds my clients’ expectations. My name is my brand and I take that very serious.”

Martha’s service and personal touch with each client quickly earned her honors as her office’s Rookie of the Year. Among the personal services she offers each client are her own personal home staging, marketing brochures, web listings, and a level of unparalleled correspondence. Even after a transaction has been completed, Martha works to keep in touch with her clients who have often become friends. When each transaction is said and done, she regularly follows-up with clients and sends birthday cards and items of personal interest.

“I am ecstatic when I hear a client say ‘I love my Realtor,’” Martha says, “and I make it my priority to make sure my clients are in love with their homes.”

Martha prides herself in her service and correspondence with clients and routinely receives a perfect-ten score on her client satisfaction surveys. Recent clients Elston and Louise Turner praise Martha’s outstanding service.

“Martha did the little things that made the big differences for our family!” the Turners recently wrote in a survey, “She was professional and her service was wonderful.”

Another client, David Yancy, has glowing things to say about the way Martha welcomed him and his wife to Houston.

“The largest hurdle that my wife and I had to face was that Houston is so large,” Yancy says, “It was nothing short of a blessing that we hired Martha as our agent. She understands the importance of listening to the client's needs and wants. She did a fantastic job of listening to what we wanted, along with our financial situation, and placed us in the appropriate area. She will always have our business.”

Lead generation has been Martha’s mantra ever since she stepped on the scene. When she takes on a new listing, she works to touch base with her clients’ neighbors to introduce herself and let them know that there is a home available right in their neighborhood.

“Often a family’s neighbors happen to know people who want to move into their neighborhood, so I’ll contact the closest 250 families.”

To further generate leads Martha regularly attends network functions, and, most important of all, she makes sure people outside of her industry recognize her as a Realtor and think of her first when they think of real estate.

“Don’t be a secret agent,” she advises, “When people I know think of real estate, I want them to think of me. I make it a point to let the people I encounter in my daily life know that I am real estate. I want them to think about me when their time comes to do business.”

Martha, who is a member of Mu Kappa Omega chapter of Alpha Kappa Alpha sorority, believes that the importance of social networking is “phenomenal”. When she began in her new business pursuit, her sorority organization was the first place she received feedback, following her letter of introduction.

Martha believes the key to her quick success has been a combination of two factors: her passion and her signature service.

“The key to my success, personally, has been my faith and my commitment to excellence which I strive for everyday,” Martha says, “I truly love what I do, and I love to get up every morning and have the opportunity to help people and make a difference in their lives. Professionally, the key has been providing superior services. I wear a name badge that says “Specializing in Signature Services” to remind me of my commitment and to let my clients know that nothing is too much to ask.”

Martha also prides herself in her ability to negotiate hard and obtain the best possible deal for every buyer and seller she represents.

“My ability to negotiate is one of the things that keeps my clients coming back and earns the referrals of their friends, family members and co-workers,” Martha says.

Martha’s various partners, colleagues, and associates appreciate the professionalism and passion she brings to each client and task. President of Prime Consulting Group, Chihuahtha Compton, values Martha’s commitment.

“From a practical standpoint, I believe Martha’s success, by in large, can be attributed to her unwavering commitment to her clients,” Chihuahtha says, “She realizes that there are countless Realtors throughout the Greater Houston area; however, Martha differentiates her brand by providing a full-service, value proposition that is second to none. As she continues to take care of her clients, Martha’s business continues to take care of itself in the form of repeat business and numerous referrals.”

Andi St. Jean, who serves as Keller Williams Southwest Team Leader and Business Development Coach, believes big things await Martha.

“Martha is one of our most promising agents,” Andi says, “Her business is driven by customer service, doing the right thing and continuous education. In the few short years that she has been in real estate, she has been paving the way to real estate superstardom! She is a student of the Millionaire Systems and is following the MREA models to develop and grow a sound and profitable business. Martha is a hardworking and intelligent business woman whom truly works for her clients and achieves great results. I am proud to be in business with Martha Tatum.”

“The drive, determination and sheer tenacity that Martha displays on a daily basis is inspiring beyond comparison,” associate and working partner Kevin S. Jackson says, “Ms. Tatum truly encourages others by being.”

“Martha Tatum is a jewel,” says agent Ruby Rose, who credits Martha as being her mentor, “She has helped me through my first year of real estate. She has been very accessible; I have even called on her late and night and she helped me. She has walked me through several contracts. She is so knowledgeable about contracts and the market, and she always has a smile on her face.”

While Martha is certainly dedicated to her career, she is, however, most passionate about her faith in God and her 10-year-old son, Jacob-Paul.

“I want to make sure he grows up and has a well-rounded life,” Martha says, “It’s important for me to be there with him and encourage him as he experiences success at an early age.”

Martha, who has always cherished her days as an athlete and musician, has encouraged her son to take on his own athletic and musical interests. Jacob-Paul, who attends the same elementary school his mother once attended, is an avid baseball and basketball player and swimmer. He also received his mother’s talent for music and is learning the bass guitar and is an award-winning tuba player in his school band. Martha may pride herself in her commitment to her clients, but her commitment to family has always come first.

“Real estate can be a demanding career at times,” Martha says, “but my clients understand when I put my family obligations first. The key is time-management. People really value family time, and when I tell them I have to be at a baseball game, they understand and we work out a win- win for our meetings.”

Martha, who is no stranger to community service, also serves as a member of the One Star National Service Commission, appointed by Governor Rick Perry. She is a member of Windsor Village United Methodist Church and serves as a praise dance minister.

Martha’s plan for the future is to assemble the Martha Tatum Real Estate Team. An avid student of the Keller Williams Millionaire Real Estate Agent Model, Martha regularly attends KW conferences and studies the examples and models set forth by real estate pioneer Gary Keller.

“It’s my goal to move on to the seventh level and build a team of 8-10 people,” she says.

The first component of her team is already in place. Martha’s associate Tracey Nunn Carswell, a former Realtor, currently serves as her transaction coordinator, helping Martha to organize and mail-out newsletters and assist clients on a daily basis. Tracey truly believes in Martha’s leadership and mission.

“Martha loves her job and it really shows through her work,” Tracey says, “She really cares about the people she is helping. She doesn’t just tell people stuff to get their business; she advises her clients because she cares about them. I have seen her help people even if she is not making money.”

Martha prides herself in her efforts to help along new agents at her Keller Williams office. Martha feels that having the right attitude is a big part of an agent’s key to success.

“Real estate is a dynamic career with great rewards,” Martha shares, “But, you have to think big and aim high. One of my favorite quotes is by Henry Ford, ‘Whether you think you can or you think you can’t, you’re right.’”