Know Your People

Duds and a Shovel – Doing Whatever It Takes to Get Buyers Home 

In this episode of Know Your People, host Bob Kelley sits down with longtime friend and preferred lender Jake Kolen of Prosperity Home Mortgage. Jake grew up in a real estate family where "get your duds and a shovel" meant doing whatever it took to get a house to settlement, and that mindset still drives how he serves buyers and agents today.

Jake shares the client wins that have stuck with him most, the documents buyers need to get started, creative loan options for self-employed buyers and retirees, and how a 2-1 buydown can help both buyers and sellers in today's rate environment.

Chapters

[00:00] Growing Up in a Real Estate Family
 Jake’s roots in his dad’s 50-plus-year real estate career and the lessons that came with it.

[01:50] “Get Your Duds and a Shovel”
 Family cleanup missions in the “bolt wagon” and learning to do whatever it takes to close.

[04:00] From Pharma Sales to Mortgage Lending
 How Jake found his way to Prosperity in 2003, and the story behind his first $19,000 loan.

[06:40] Every Loan Has a Person Behind It
 Why the size of the deal doesn’t matter, and how one first-time buyer went on to build a portfolio.

[09:00] Lessons from the Locker Room
 Playing fullback, clearing the way for teammates, and why the team win matters most.

[12:40] Client Wins That Stick With Him
 A nine-month credit-building plan and a family that moved in two days before Christmas.

[17:20] Real Estate Is Emotional
 Why life events drive most moves, even though it’s a business transaction.

[17:50] Tips for Buyers in Today’s Market
 Talking to a lender early, building credit the right way, and putting rates in perspective.

[20:50] What You Need to Get Started
 Jake’s simple “two, two, two, and two” document checklist for W-2 buyers.

[23:30] Creative Loan Programs
 How bank statement loans and asset qualifier loans help self-employed buyers and retirees.

[27:30] Worried About Rates? The 2-1 Buy-down
 How a buy-down lowers payments in the first two years and gives buyers breathing room.

[30:00] A Smarter Alternative to a Price Reduction
 How listing agents can use seller-paid buy-downs to attract buyers.

[32:20] What Agents Should Know About the Mortgage Process
 Realistic timelines, avoiding problem seller credits, and why it pays to just ask.

[36:45] Build a Relationship With Your Lender
 Why every agent needs a trusted mortgage partner on speed dial.

[38:15] Life Outside of Mortgage
 Homemade ice cream, a good glass of bourbon, and surrounding yourself with “fountains, not drains.”

[41:50] Final Thoughts: The Team Behind the Scenes
 Why every smooth closing depends on a full team of fullbacks, plus how to reach Jake.

Connect With Us

Support the Show:
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Follow Bob Kelley

Facebook - https://www.facebook.com/bobkelleyteam
LinkedIn - https://www.linkedin.com/in/rkelley34/

TikTok - https://www.tiktok.com/@bobkelleyteam
Instagram - https://www.instagram.com/bobkelleyteam/
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Website - https://bobkelleyteam.com

Follow Jake Kolen

Phone - 215-500-1147 

Email - [email protected]

Website - https://www.phmloans.com/mortgageconsultant/jakekolen 

Follow Bob Kelley:

• Facebook - https://www.facebook.com/bobkelleyteam
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• Instagram - https://www.instagram.com/bobkelleyteam/
• YouTube - https://www.youtube.com/@bobkelleyteam
• LinkedIn - https://www.linkedin.com/in/rkelley34/
• Website - https://bobkelleyteam.com

Episode 06: From Locker Room to Real Estate – Building Trust and Relationships

In this episode of Know Your People, host Bob Kelley sits down with Scott Rego to talk about his unique path into real estate and the skills that carried over from his previous career.

Scott shares how relationship-building, handling high-pressure personalities, and showing up with consistency have helped him succeed in a fast-moving market. The conversation also highlights the importance of trust, teamwork, and delivering a high level of service to every client.

Chapters

[00:00] Scott’s Unique Background
From a completely different career path into real estate and how the transition happened.

[03:00] Availability vs Flexibility
Why being available—not just flexible—is the key to success in real estate.

[05:00] Relationship Building as a Skill
How locker room experience translated into connecting quickly with clients.

[06:30] Handling Pressure & Personalities
Managing stressful situations, clients, and difficult personalities with confidence.

[08:50] Lessons from Mentors & Service Standards
The importance of delivering consistent, high-level service to every client.

[12:00] Getting Started in Real Estate
Early challenges, first deals, and what helped Scott build momentum.

[17:30] Why Your Team Matters (Buyers Side)
The importance of having the right mortgage, title, and support team in place.

[20:30] Helping Clients Through Tough Situations
Real stories where real estate goes beyond transactions and truly helps people.

[23:30] Tips for Buyers
Preparation, speed, and why having your “ducks in a row” is critical.

[27:30] Tips for Sellers
Getting your home ready, setting expectations, and positioning for success.

[29:30] Pricing Strategy & Honest Conversations
Why transparency with sellers leads to better long-term results.

[34:30] Advice for New Agents
Leveraging team support and learning faster through collaboration.

[38:30] Lessons from Difficult Deals
Staying organized and keeping transactions moving forward.

[41:30] The Value of Team Culture
Why the right environment helps agents grow and perform.

[45:00] Life Outside of Real Estate
Family, lifestyle, and enjoying the journey beyond work.

[47:30] Final Thoughts: What Clients Can Expect
A simple philosophy—care, effort, and always showing up.

Connect With Us

Support the Show:
If you enjoyed this episode, please subscribe and leave a review on your favorite platform.

Follow Bob Kelley

Facebook - https://www.facebook.com/bobkelleyteam
LinkedIn - https://www.linkedin.com/in/rkelley34/

TikTok - https://www.tiktok.com/@bobkelleyteam
Instagram - https://www.instagram.com/bobkelleyteam/
YouTube - https://www.youtube.com/@bobkelleyteam
Website - https://bobkelleyteam.com

Follow Scott Rego

Phone - 215-913-8246
Email - [email protected]
Instagram - https://www.instagram.com/scottjregorealtor/
Facebook - https://www.facebook.com/scott.rego.2025

Follow Bob Kelley:

• Facebook - https://www.facebook.com/bobkelleyteam
• TikTok - https://www.tiktok.com/@bobkelleyteam
• Instagram - https://www.instagram.com/bobkelleyteam/
• YouTube - https://www.youtube.com/@bobkelleyteam
• LinkedIn - https://www.linkedin.com/in/rkelley34/
• Website - https://bobkelleyteam.com

Episode 05: Resilience, Relationships, and Real Estate
In this episode of Know Your People, host Bob Kelley sits down with Iris Zettler to talk about her journey into real estate and what it truly takes to succeed in the industry. From starting later in life to building experience across different fields, Iris shares how resilience, empathy, and strong relationships have shaped her career. The conversation also highlights the importance of teamwork, guiding clients through emotional decisions, and staying grounded in integrity.

Chapters

[00:00] How Iris Got Into Real Estate
 Starting later in life, early challenges, and building experience through other industries.

[02:00] Early Team Experience & Transition
 Lessons from a difficult first team and why finding the right environment matters.

[05:00] The Value of Team Culture
 Support, collaboration, and how the right team makes a difference in daily work.

[07:00] Balancing Work and Family Life
 Managing real estate while prioritizing family and personal time.

[09:00] Working with Buyers (Especially First-Time Buyers)
 Empathy, guidance, and building trust through the buying process.

[11:00] The Importance of Financing First
 Why buyers must understand their numbers before starting the search.

[13:00] Understanding Client Goals
 Asking the right questions to find the right home and long-term fit.

[15:00] Managing the Transaction Process
 Guiding clients through contracts, expectations, and next steps.

[17:00] Preparing and Selling a Home
 Advice for sellers on pricing, presentation, and handling showings.

[20:00] Pricing Strategy & Market Reality
 How pricing impacts demand and final outcomes.

[24:00] Challenging Deals & Ethical Lessons
 Real stories that highlight integrity and problem-solving.

[29:00] Why Being on a Team Matters
 Support systems, mentorship, and navigating complex deals.

[32:00] What Real Estate School Doesn’t Teach You
 The gap between theory and real-world experience.

[34:00] Working with Families in the Buying Process
 Handling multiple opinions and keeping clients confident.

[37:00] Life Outside of Real Estate
 Family, traditions, and maintaining balance.

[40:00] Final Thoughts: Representing Clients the Right Way
 A commitment to treating every client like your own.

Connect With Us

Support the Show: If you enjoyed this episode, please subscribe to the podcast and leave a review on your favorite platform! Your support helps us bring you more stories from the people who know this industry best.

Follow Iris Zettler
Email - [email protected]
Instagram - https://www.instagram.com/izettler6
Facebook - https://www.facebook.com/iris.zettler

Follow Bob Kelley:

• Facebook - https://www.facebook.com/bobkelleyteam
• TikTok - https://www.tiktok.com/@bobkelleyteam
• Instagram - https://www.instagram.com/bobkelleyteam/
• YouTube - https://www.youtube.com/@bobkelleyteam
• LinkedIn - https://www.linkedin.com/in/rkelley34/
• Website - https://bobkelleyteam.com

Episode 04: The Bridge Between Bartending and Business

In this episode of Know Your People, host Bob Kelley sits down with Tony White to discuss his journey from the service industry to real estate success. Tony shares how years of bartending provided the perfect training ground for the "people business," teaching him how to manage different personalities and keep a level head in fast-paced environments. The conversation dives into the importance of service to clients and how that carries over from any industry.

Chapters

[00:00] The Restaurant Roots Tony discusses his background in the hospitality industry and how seeing family members in real estate sparked his initial interest in the field.

[04:00] The Transition: The reality of the "hustle": how Tony balanced full-time bartending with his first few years as a licensed agent before making the leap to full-time real estate.

[09:00] Tony’s Tips for Buyers A couple tips to help in your home buying process

[12:39] Tony Talks Sellers Tony reflects on a very recent transaction and overall tips for sellers.

[16:45] The Importance of Pricing Why pricing your home right from the start can help you get the best terms

[21:00] Advice for agents Tony discusses his experience and what he would tell agents who are just getting started in the business.

[26:25] The Evolution of our Team Tony shares his perspective on the growth of our team over the years..

[35:00] Life Outside the Sale A personal look at what Tony does to recharge and some of his favorite local spots.

[39:00] Final Thoughts: Tony is a great resource for any questions for real estate 

Connect With Us

Support the Show: If you enjoyed this episode, please subscribe to the podcast and leave a review on your favorite platform! Your support helps us bring you more stories from the people who know this industry best.

Follow Bob Kelley:

• Facebook - https://www.facebook.com/bobkelleyteam
• TikTok - https://www.tiktok.com/@bobkelleyteam
• Instagram - https://www.instagram.com/bobkelleyteam/
• YouTube - https://www.youtube.com/@bobkelleyteam
• LinkedIn - https://www.linkedin.com/in/rkelley34/
• Website - https://bobkelleyteam.com

Follow Tony White:

• Phone: 267-664-9120
• Email: [email protected]

Instagram - https://www.instagram.com/etihwynot/

Follow Bob Kelley:

• Facebook - https://www.facebook.com/bobkelleyteam
• TikTok - https://www.tiktok.com/@bobkelleyteam
• Instagram - https://www.instagram.com/bobkelleyteam/
• YouTube - https://www.youtube.com/@bobkelleyteam
• LinkedIn - https://www.linkedin.com/in/rkelley34/
• Website - https://bobkelleyteam.com

Episode 03: From Hospitality to Home Sales

In this episode of Know Your People, host Bob Kelley sits down with Laura Prior to discuss her transition from a 20-year career in the hospitality industry to becoming a powerhouse in real estate. Laura reflects on the "lightbulb moment" at age 18 when she first wanted her license and the journey that eventually led her back to that dream. The conversation explores how decades of bartending and service industry experience created the perfect foundation for managing the high-pressure emotions of home buying, the importance of local community roots, and why having a servant’s heart is the key to lasting success.

Chapters

[00:00] The 18-Year-Old Ambition Laura recalls graduating high school and telling her mom she wanted to drop out of Penn State Abington for real estate—and the "supportive" ultimatum about bills that kept her in school.

[04:00] 20 Years Behind the Bar A look at Laura’s extensive background in hospitality, working at places like Houlihan's, and how bartending serves as the ultimate training ground for reading people.

[08:00] The Decision to Pivot After years of bartending and raising her oldest daughter, Laura explains the moment she finally decided to stop thinking about real estate and actually get her license.

[13:00] Managing the "Mom Mental Load" The reality of balancing a new, high-stakes career with being a mother to two kids and the logistical "tetris" required to make it work.

[17:00] Hospitality as a Real Estate Superpower Why the "servant’s heart" from the restaurant industry is a massive advantage when helping families navigate the stress of a move.

[22:00] Dealing with "Hangry" Clients and High Emotions How years of managing challenging personalities at a bar translates perfectly to keeping clients calm during intense contract negotiations.

[27:00] The Learning Curve: From Mentorship to Mastery Laura discusses the importance of having a team and a mentor like Bob to help navigate the complexities of the industry early on.

[32:00] Real Estate is Not a "9 to 5" The truth about the schedule: why you have to be available when the clients are, and how hospitality prepared her for the non-traditional hours.

[36:00] The "Village" Life in Skippack A deep dive into why Laura loves her local community, mentioning the shift in the village’s energy and her favorite local spots.

[41:00] Local Recommendations: Soup and Style Laura shares her specific favorites: the French onion soup at The Parc Bistro and why 90% of her wardrobe comes from Hazel Mac.

Follow Laura Prior:

• FB - https://www.facebook.com/laura.jill.142309
• IG - https://www.instagram.com/laurapriorrealtor/

Support the Show: If you enjoyed this episode, please subscribe to the podcast and leave a review on your favorite platform! Your support helps us bring you more stories from the people who know this industry best.

Follow Bob Kelley:

• Facebook - https://www.facebook.com/bobkelleyteam
• TikTok - https://www.tiktok.com/@bobkelleyteam
• Instagram - https://www.instagram.com/bobkelleyteam/
• YouTube - https://www.youtube.com/@bobkelleyteam
• LinkedIn - https://www.linkedin.com/in/rkelley34/
• Website - https://bobkelleyteam.com

In this episode of Know Your People, Bob Kelley sits down with Jonathan Marshall to discuss his transition from the corporate world into a full-time real estate career. Jonathan reflects on the challenges and benefits of working multiple jobs, including security systems and window sales, while building his foundation in the industry. The conversation covers the emotional intelligence required for real estate, the "trial by fire" of starting a family while launching a new career, and the critical importance of having a professional "playbook" when navigating today's competitive market.

Chapters

[00:00] Meet Jonathan Marshall An introduction to his background and how he first met Bob

[00:03] The "Double Life": Working Multiple Jobs Jonathan shares the reality of his first few years in the industry, balancing full-time security and sales roles with his growing real estate business.

[00:07] Corporate Skills vs. Emotional Management A look at how corporate sales training translates to real estate, and why managing a family’s emotions is just as important as the transaction itself.

[00:11] Trial by Fire: New Career, New Baby Reflecting on the intense period when Jonathan became a father to his son, Alex, just as his real estate career was taking off.

[00:15] Evolution of a Business Jonathan and Bob discuss how a real estate business evolves from the early "lucky breaks" to a structured, professional service.

[00:20] The Importance of Business Capital Why treating real estate like a true business requires financial preparation for the high and low months.

[00:25] Real Estate "Battle Scars" Jonathan shares stories from the field, including a unique situation involving a student visa that taught him the importance of resilience and expertise.

[00:30] Advice for Today’s Buyers Jonathan breaks down his top three tips for buyers starting their journey in a seller's market.

[00:34] Winning Bidding Wars: Strategic tips for making an offer stand out in multiple-bid situations without just relying on a higher price.

[00:38] The Lender Playbook: Why choosing the right lender partner is the most critical first step for any serious buyer.

[00:43] Favorite Client Moments Jonathan shares the personal satisfaction of helping first-time buyers reach the finish line.

[00:47] Final Thoughts: Family and Perspective A closing reflection on how fatherhood has shaped Jonathan’s approach to his work and his "why".

Connect With Us

Support the Show: If you enjoyed this episode, please subscribe to the podcast and leave a review on your favorite platform! Your support helps us bring you more stories from the people who know this industry best.

Follow Bob Kelley:

• Facebook 
• Instagram 
• YouTube
• Website 

Follow Jonathan Marshall:

• Facebook
• Instagram

Follow Bob Kelley:

• Facebook - https://www.facebook.com/bobkelleyteam
• TikTok - https://www.tiktok.com/@bobkelleyteam
• Instagram - https://www.instagram.com/bobkelleyteam/
• YouTube - https://www.youtube.com/@bobkelleyteam
• LinkedIn - https://www.linkedin.com/in/rkelley34/
• Website - https://bobkelleyteam.com

Episode 01: Anthony’s Story - From Tool Belts to Real Estate.

In the inaugural episode of Know Your People, host Bob Kelley sits down with guest Anthony Phillips to trace a career path that began with a $5 raffle ticket and evolved into a thriving real estate career. Anthony shares how his grueling early years as a contractor and property owner at age 21 provided him with the "boots-on-the-ground" expertise that now helps his clients avoid costly home-buying mistakes. This conversation explores the shift from manual labor to professional sales, the critical importance of reliability in an agent, and the emotional intelligence required to guide families through their biggest life transitions.

Follow Bob Kelley:

• Facebook  https://facebook.com/bobkelleyteam 
• Instagram  https://www.instagram.com/bobkelleyteam/ 
• YouTube  https://www.youtube.com/@bobkelleyteam
• Website  BobKelleyTeam.com

Follow Anthony Phillips:

• Facebook  https://www.facebook.com/anthony.philipps.1 
• Instagram https://www.instagram.com/the_strong_agent 

Support the Show: If you enjoyed this episode, please subscribe to the podcast and leave a review on your favorite platform! Your support helps us bring you more stories from the people who know this industry best.

Follow Bob Kelley:

• Facebook - https://www.facebook.com/bobkelleyteam
• TikTok - https://www.tiktok.com/@bobkelleyteam
• Instagram - https://www.instagram.com/bobkelleyteam/
• YouTube - https://www.youtube.com/@bobkelleyteam
• LinkedIn - https://www.linkedin.com/in/rkelley34/
• Website - https://bobkelleyteam.com