EP 418: Choose Relationship Over Transaction To Win In Real Estate

What makes Steve Lester with Fathom Realty a good neighbor?

Real estate shouldn’t feel like a guessing game. We sit down with North Texas realtor Steve Lester of Fathom Realty for straight talk on buying and selling in a market many people misunderstand. Steve breaks down why waiting for the rock-bottom rates of 2021–2022 can backfire, how today’s mid-7% averages shape pricing and negotiations, and what practical steps buyers and sellers can take to succeed right now.

Steve’s path from decades in the auto industry to a referral-powered real estate practice says a lot about how he works. Trust is the engine of his business, and it shows in the way he listens first, educates clearly, and protects clients from common pitfalls. We explore what “relationship over transaction” really looks like—from setting expectations to crafting offers that balance budget, timing, and long-term goals. If you’ve been stuck reacting to headlines, this conversation offers usable clarity and a calm framework for your next move.

Community is a throughline in Steve’s life and work. His involvement with Carson’s Crusaders Foundation, Samaritan Inn in McKinney, Operation Kindness, and the Community Garden shapes how he shows up as both neighbor and negotiator. He also shares a lighter side—travel, movies, and a serious pickleball habit—and why staying human makes tough decisions easier. Whether you’re shopping in Frisco, Allen, or across North Texas, you’ll hear a local, data-aware voice that prioritizes fit over flash.

Looking for grounded guidance on interest rates, pricing strategy, and choosing the right agent? Press play, then share this episode with a friend who needs better real estate advice. If you enjoy the show, subscribe, leave a quick review, and tell us what market question you’d like answered next.

To learn more about Fathom Realty go to: https://stevelester.fathomrealty.com/

Fathom Realty

888-455-6040

Transcript

Meet Steve Lester Of Fathom Realty

SPEAKER_00 0:00

This is the Good Neighbor Podcast, the place where local businesses and neighbors come together. Here's your host, Sophia Yvette.

SPEAKER_02 0:10

Welcome to the Good Neighbor Podcast. Are you in need of a residential realtor? Well, one may be closer than you think. Today, I have the pleasure of introducing your good neighbor, Steve Lester, with Fathom Realty. Steve, how are you doing today?

SPEAKER_01 0:25

Sophia, I'm doing fantastic. The sun's shining. Uh, it's a great day.

SPEAKER_02 0:31

Yes, well, fantastic to have you on. Now we're excited to learn all about you and your business. Please start off by telling arguments. You're welcome. A little bit more about your company.

North Texas Focus And Background

SPEAKER_01 0:43

Well, Fathom Realty is uh is my broker. Uh I have a subtitle is Steve Lester Homes, but Fathom is my broker. I've been with them now almost seven years, and I am a residential realtor and basically serve the entire North Texas area. I don't have a specific area. Obviously, Frisco is a primary for me, but I live in Allen. So really just North Texas is really the area that I serve. But again, a lot of my business does come from the Frisco area.

SPEAKER_02 1:13

Well, Steve, I'm sure you get this question a lot, but how'd you become a realtor?

SPEAKER_01 1:18

Well, actually, uh, because of my wife. My wife's in the title business, and all of her friends are realtors and clients, and they all know me, and they just thought it'd be a great occupation for me after uh about 22, well, actually 30 years in the uh retail auto industry.

SPEAKER_02 1:36

So, Steve, being in the real estate industry, what is the most common misconception you come across on the day-to-day?

SPEAKER_01 1:45

Uh I would tell you, probably right now, it is uh the fact that people are waiting for interest rates to drop back down to the levels of 21-22. And unfortunately, that's not gonna happen. Uh, they don't realize that over 50 years the average rate was 7.37. So uh the market's adjusting, but people just assume that uh Shangri Law is coming back, and unfortunately it's not.

SPEAKER_02 2:14

Well, hey, anything can happen, right?

SPEAKER_01 2:17

Well, it can, and people forget the other side too, that when rates were real low, most people couldn't buy a home because the prices were so you know inflated, they didn't have the money to do it. So it's a good thing where we are.

Referrals And Relationship-Driven Marketing

SPEAKER_02 2:32

Now, Steve, let's get down to the heart of your business. So we know at the end of the day, marketing is the heart of every business. So, who are some of your target clients or audience and how are you attracting them?

Nonprofit Work And Community Roots

SPEAKER_01 2:47

Okay, well, I will tell you, uh, my business has evolved over time to where it's basically repeat and referral. I'm very blessed to have uh almost 100% of my business over the last now 13 years as a realtor has been repeat and referral. Um I have just so through social connections, through friends, uh through word of mouth, uh repeat business. I've been very blessed to uh to have a consistent stream of business and basically dealing with people that either already trust me because we've been done business before together, or because someone referred them to me and they trusted their referral. So I've been very blessed in that area. I do a lot of social media, uh, I do a lot of uh engagement with people, a lot of social stuff, a lot of uh uh a lot of work within the nonprofit community. Uh so I stay busy, but I just try to I believe in be relational, not transactional.

SPEAKER_02 3:48

And on that note, what nonprofits do you help out?

SPEAKER_01 3:53

Well, uh several. I've actually until recently was a long-term board member for Carson's Crusaders Foundation. I've been a 20-year volunteer with the Samaritan Inn and McKinney. I've done some uh work with Operation Kindness out in Carrollton, the No-Kill uh Animal Shelter. Uh, and then uh I'm also a volunteer with Community Garden up in McKinney, the uh the location that they provides free food for people, uh, but more like a restaurant type atmosphere. So I've probably involved about nine nine nonprofits over my time.

SPEAKER_02 4:30

Well, Steve, it's always so important to give back. Now, have you ever thought about having your own podcast for your business before?

SPEAKER_01 4:39

And honestly, no. And the simple, the simple answer reason is the fact that technology is not my friend. I'm the first to admit it. And so I leave it to the experts like you that really know what they're doing uh because I'm just afraid that the time and effort I would put in would not reap the results that I would hope for.

Life Outside Work And Pickleball

SPEAKER_02 4:59

So, Steve, I know you had mentioned your wife earlier. So, what do you guys like to do outside of work for fun?

SPEAKER_01 5:07

Well, she loves to travel, so luckily she includes me in one of those plans every year. Uh, but she has other friends she travels with. We also enjoy uh dining out, uh, enjoy movies. Uh the big thing for us right now is pickleball. She she uh she uh discovered pickleball a couple, well, actually about three years ago, and I just I started playing about two and a half years ago, and so that's probably one of the big activities that we have. I play four times a week, and she probably plays two to three times a week.

SPEAKER_02 5:42

Shifting gears back to your business. What is the number one takeaway you would like our listeners to gather from learning about Fathom Realty and why they should choose you as their residential realtor?

SPEAKER_01 5:55

I think what it's come down to, I think you have to you have to deal with someone who truly cares about you. We're all supposed to, but I think you have to have somebody that's taken and invested the time and energy to become very knowledgeable, to know what they're talking about, uh, because there's nothing worse than someone that doesn't understand the market, doesn't listen to the client. So I really believe the key is finding somebody that has built relationships in the past. Uh, in my case, mine is real simple. I my goal is to be your realtor for life, and the way that you do that is you just serve the client to the best of your ability, but always make sure that you're learning and growing because obviously things consistently change, the markets change. Uh I but I think that, yeah, that's my big takeaway is the fact that find somebody, and I think I'm that person that really truly listens and is going to do what's in your best interest as the client.

How To Contact Steve

SPEAKER_02 7:01

So, Steve, it's really about being relational and not transactional. So, last question 100%. Yes, final question: where can our listeners go to learn more about Fathom Realty?

SPEAKER_01 7:14

Uh, they can actually go to my website, which is Steve Lester Holmes. Uh, they can also go uh reach me directly uh at steve lesterhomes.com uh or gmail excuse me, steve lesterhomes at gmail.com, or they can contact me directly at 469-441-0849. I would welcome the opportunity.

SPEAKER_02 7:37

Well, Steve, I really appreciate you being on the show today. We wish you and your business the best moving forward.

SPEAKER_01 7:44

Thank you so much and saying back at you.

SPEAKER_00 7:47

Thank you for listening to the Good Neighbor Podcast. To nominate your favorite local businesses to be featured on the show, go to gnpfrisco.com. That's gnpfrisco.com or call four six nine two two two one nine three four four four four four five.