In this episode of Putting the Real in Real Estate, Art sits down with his friend Weslee Knapp of Keller Knapp Realty for a conversation about real estate, entrepreneurship, mentorship, and why relationships still matter.

Weslee shares how he went from Georgia Tech and management consulting into selling real estate on nights and weekends. From making calls during lunch breaks to eventually helping build Keller Knapp Realty, his story is full of the kind of lessons you only learn by doing the work.

Art and Weslee talk about what has changed in real estate, what has not changed, and why the basics still matter… listening, showing up, setting goals, working on yourself, building a personal board, and serving people well.

They also get into entrepreneurship, ego, mentorship, first-time homebuyers, wealth-building, and the mistake Weslee says he wishes he had learned sooner.

If you are an agent, lender, business owner, or someone trying to build a relationship-driven business, this episode is a good reminder that the fundamentals still win.

Weslee Knapp did not start in real estate. He started in engineering, went through Georgia Tech, worked in management consulting, and eventually found himself selling homes on nights and weekends.

That side hustle became something bigger.

In this episode, Art and Weslee talk about the real work behind building a real estate business… the calls, the relationships, the mentoring, the mistakes, the goals, the ego checks, and the simple truth that listening well can change everything.

This conversation is not about chasing the newest trend. It is about the basics that still work.

• Weslee’s transition from consulting to real estate
• Selling homes on nights and weekends
• Why integrity mattered in the early days
• How relationships still drive the business
• What new agents need to focus on
• Why technology helps, but does not replace people
• Setting spiritual, physical, and business goals
• Building a personal board
• Mentorship and learning from everyday people
• Why introverts can be excellent salespeople
• How AI helps with communication
• Starting and growing Keller Knapp Realty
• Top-line revenue vs bottom-line business
• Saving money as a self-employed professional
• Why first-time homeownership matters
• Listening as a business skill
• Letting go of ego as a leader

The best sales skill is not talking. It is listening.

Real estate has plenty of tools, platforms, apps, and shiny new ideas… but the people who last are usually the ones who build real relationships, keep working on themselves, and serve people well.

Connect with Weslee Knapp:
KellerKnapp Realty
Website: kellerknapprealty.com
Instagram/LinkedIn: IG | LinkedIn

Listen to more episodes of Putting the Real in Real Estate:
artwoodmortgage.com/podcast

Mike Cherwenka has been through the real estate cycle more than once.

In this episode, Art talks with Mike about what it actually takes to survive and succeed in real estate investing. Mike has spent decades in the business as a builder, fix-and-flip investor, mentor, and licensed agent. He has seen the big wins, the ugly deals, the contractor issues, the market shifts, and the kind of setbacks that can humble just about anybody.

The conversation starts with what Mike does today… helping investors find, renovate, and sell properties the right way. From there, he walks through how he got into real estate in the 90s, how his first wholesale deal came together, how he built serious volume, and what happened when the market changed.

This is not a sugarcoated conversation about flipping houses. It is a real one.

• What Mike does today as a builder, investor, and mentor
• Why new investors need guidance before jumping into fix-and-flips
• The danger of overpaying for a property
• Why repair estimates matter so much
• How over-improving a house can hurt the deal
• Mike’s first real estate deal
• Building a buyer list before email marketing tools existed
• Wholesaling 77 properties in one year
• The transition into rentals and larger deals
• What happened when the market turned
• How pride and pressure can get expensive
• Why money management is everything in investing
• Why mentorship matters
• The importance of problem-solving and humility
• Why Mike enjoys helping other investors succeed

Real estate investing is not just about finding a deal. It is about knowing your numbers, managing your money, solving problems, staying humble, and surrounding yourself with people who have already been through the hard parts.

00:00 Welcome to Putting the Real in Real Estate

00:33 Meet Mike Cherwenka

01:01 What Mike does today

01:24 Working with fix-and-flip investors

01:48 Why new investors can get slaughtered

02:24 When sellers overestimate property value

02:57 How Mike makes money in the process

04:19 Avoiding over-improving a property

05:11 Renovation costs, walls, headers, and hidden expenses

07:53 How Mike got into real estate

08:32 Walking out in faith and finding real estate

08:46 Learning through seminars, books, and investor groups

09:30 Mike’s first deal

09:55 Everything that went wrong

10:02 Why money management matters

11:00 How early deals were structured

11:55 The first wholesale deal

12:29 Building a buyer list before modern tech

12:42 Doing 77 wholesale deals in one year

13:01 How Mike found properties

14:35 Growing into rentals and larger opportunities

15:12 Wholesaling, flipping, and rental portfolios

15:20 When the market turned

16:03 Debt, deficiencies, and dark seasons

17:41 What hard times teach you

18:10 Rebuilding after the setback

20:15 Advice for new fix-and-flip investors

21:00 Why problem-solving matters

21:24 Humility, mentorship, and learning the business

21:40 Why owning assets matters

22:28 Why this needs a part two

23:22 Mentoring the next group of investors

24:28 Leaving people better off

24:42 Closing thoughts

Art Wood sits down with Matthew Evans for a real conversation about golf, real estate, referrals, and what it actually takes to build a business people trust.

Matthew’s path started across the pond, led him to Georgia through golf, and eventually brought him into real estate. In this episode, he shares what that transition looked like, how he leaned on relationships from his golf career, why consistency matters, and how something as simple as an ice cream cone became part of his personal brand.

Art and Matthew also talk about the not-so-glamorous side of real estate… the early days, the hard lessons, the clients who test you, and the closings that remind you why you do this in the first place.

If you’re an agent, business owner, lender, or just someone who believes relationships still matter, this one is worth a listen.

00:00 Preview
00:33 Welcome to Putting the Real in Real Estate
01:07 Matthew’s accent, England, Scotland, and America
02:18 From Scotland to Berry College
03:34 Becoming an American and appreciating the journey
06:31 Life in the golf business
07:40 Why real estate made sense
08:50 Year one in real estate
10:17 Treating real estate like a real job
10:57 Family support and business boundaries
12:08 What day one looked like
13:29 Why cold calling did not fit
14:51 Staying consistent with your database
16:02 Marketing, memes, and finding your style
17:43 The ice cream cone closing tradition
19:24 Why personality matters online
21:32 Reviews, internet leads, and online trust
23:34 BNI, Giver’s Gain, and referrals
26:06 Building a referral-based business
26:38 Biggest real estate lesson learned the hard way
29:50 The closing story that stuck with Matthew
31:50 Why golf and real estate both require a short memory
32:38 How to connect with Matthew

Hosted by Art Wood of the Art Wood Mortgage Team.

Guest: Matthew Evans
Atlanta Fine Homes Sotheby’s International Realty

www.mattevansfinehomes.com

IG: @mattevans.atlrealestate

FB: @MEvans.AtlRealEstate

YouTube: @mattevans.atlrealestate

LinkedIn

Zillow

How Karen Armstrong transformed her real estate career through strategic marketing, intentional business practices, and investment savvy.

This episode delves into Karen's journey from early interest in real estate to a successful agent with over 1,400 transactions. She shares practical insights on building a sustainable business, leveraging marketing, and managing client relationships effectively. Listeners will learn proven strategies for growth, resilience, and entrepreneurial investing in real estate.

• Karen's background and how she got started in real estate
• Early investments and house hacking experience
• Building a scalable real estate business with minimal stress
• Importance of consistency and authentic marketing
• Managing difficult clients and avoiding burnout
• Diversifying income with real estate investments
• Using traditional and modern marketing tools effectively
• Insights into foreclosure and short sale markets during the 2008 crisis
• Transitioning to broker ownership and team scaling
• Practical tips for new agents on preparing for success

• (00:00) - Introduction and Karen’s early interest in real estate
• (02:00) - Karen’s first property investments in Richmond at age 22
• (06:00) - Transition from social work to full-time real estate agent
• (10:00) - Building a sustainable business with savings and reducing expenses
• (15:00) - Listing strategies that improve control over time and workload
• (20:00) - Navigating the foreclosure crisis and lessons learned
• (26:00) - Diversifying income through property flips and investments
• (30:00) - Developing authentic marketing and client relationships
• (36:00) - The importance of consistency in marketing efforts
• (40:00) - Personal branding and handling difficult clients
• (44:00) - Final thoughts on success and mindset

Karen Armstrong is a seasoned real estate professional with over 25 years of experience and more than 1,400 transactions. Her expertise spans traditional agency work, foreclosure markets, and property investments. She is known for her strategic marketing, authentic client relationships, and entrepreneurial mindset, making her a trusted mentor in the industry.

• Karen's Website
• NorthGroup Real Estate

• Instagram - Listed By Karen
• LinkedIn
• Facebook

In this episode of Putting the Real in Real Estate, Art sits down with his friend Graham Massell of Massell Commercial Real Estate for the show’s first commercial real estate conversation.

Graham comes from a fourth-generation Atlanta commercial real estate family, with roots in the business going back to 1913. He and Art talk through what makes commercial real estate different from residential, why some deals take months or even years to come together, and how assemblages can create opportunities for property owners, developers, investors, and entire communities.

They also get into the human side of the business… family legacy, hard conversations, realistic pricing, client motivation, legacy wealth, and why real estate deals are rarely as “flawless” behind the scenes as they may look from the outside.

Plus, Graham shares the story behind Jolene Jolene, Atlanta’s first women’s sports bar concept, and why helping people pursue their passion is one of the best parts of his work.

In this episode:

• What commercial real estate agents actually do
• The difference between residential and commercial real estate
• Why assemblages are complicated but powerful
• How older condo buildings and HOA challenges can create redevelopment opportunities
• Why commercial deals require patience, strategy, and the right team
• The role of family legacy in Atlanta real estate
• Graham’s work with Jolene Jolene, Atlanta’s women’s sports bar concept
• What Graham loves most about the business… and what drives him a little crazy

00:00 Meet Graham Massell
02:16 What Commercial Real Estate Looks Like in Atlanta
03:20 Commercial vs. Residential Real Estate
04:40 The Lending Side of Commercial Deals
07:02 Why the Right Finance Team Matters
09:25 What Is a Real Estate Assemblage?
11:39 Why Property Owners May Benefit from Selling Together
14:06 HOA Challenges and Older Properties
15:20 Why Commercial Deals Take Longer
17:00 Jolene Jolene and Atlanta’s First Women’s Sports Bar
18:44 Helping Clients Build the Right Team
20:00 What Graham Loves About the Business
21:01 What Frustrates Graham About Commercial Real Estate
23:22 Pricing Reality and Market Value
24:15 Family Legacy and Holding Real Estate
25:50 Generational Wealth and Long-Term Thinking
28:14 If Not Real Estate, What Would Graham Do?
30:19 How to Find Graham Massell

Guest: Graham Massell
Company: Massell Commercial Real Estate
Website: massell.com
Phone: 404-754-9800
Social: @massellcre

Hosted by Art Wood, Mortgage Loan Originator with Luminate Bank.

Art Wood
Mortgage Loan Originator
Luminate Bank
NMLS# 118234
404-909-3567
[email protected]
www.artwoodmortgage.com

Hey everyone, in this episode, Kimberly Yates shares her extensive journey from retail to founding her own real estate brokerage, highlighting lessons learned over 22 years in the industry. She discusses the importance of perseverance, strategic marketing, team-building, and maintaining client relationships to achieve success in real estate. Whether you're new or experienced, her insights offer practical guidance for building a sustainable real estate career.

Key Topics Covered:

• Kimberly Yates' career evolution from retail to real estate (0:58)
• Building a successful brokerage and team (3:17)
• Strategies for early success: marketing, persistence, and responsiveness (6:33)
• Lessons from a first listing loss and the importance of client relationship management (7:58)
• Balancing work and family, maintaining motivation, and succession planning (12:16)
• The impact of networking, community involvement, and visibility (16:02)
• Overcoming industry downturns, recession, and pandemic challenges (20:51)
• The importance of mindset, perseverance, and continuous learning (22:19)
• Developing systems, relationships, and team leadership to scale success (13:45)

Timestamps: 

00:00 - Introduction to Kimberly Yates and her background 

00:28 - Kimberly’s transition from retail to real estate 

00:58 - Building her own brokerage: Yates Estates 

01:49 - Early success and learning from mistakes (30 homes in first year) 

02:47 - Marketing strategies from 22 years ago 

03:43 - Handling industry setbacks and shifting strategies 

06:33 - The importance of persistent responsiveness 

07:58 - First listing experience and lessons learned 

08:28 - Dealing with rejection and client timing 

09:29 - Maintaining motivation after 22 years 

10:26 - Family involvement in her business 

11:53 - Scaling with team members and support staff 

12:16 - Managing work-life balance and succession planning 

13:45 - Building relationships with clients and industry partners 

16:02 - Staying resilient during recession and COVID-19 

20:51 - The value of perseverance and industry experience 

22:19 - Staying engaged and continuous growth 

23:38 - Reflecting on success and ongoing industry changes 

26:04 - Impact of mentorship and giving back 

26:32 - Changing your own stars: motivational mindset 

27:28 - Success stories and encouragement to stay committed 

28:25 - Closing thoughts and how to find Kimberly

Resources & Links:

• Kimberly Yates - Yates Estates
• Yates Estates on Instagram (if available)
• Example: Building a Real Estate Business by Brian Buffini (recommended for mindset)
• National Association of Realtors (NAR)

Connect with Kimberly Yates:

• Website
• Instagram
• LinkedIn (if applicable)

Struggling to stand out in a crowded real estate market?

Charlie Gamble's two-year journey from construction to thriving agent proves that deep industry knowledge and authenticity can accelerate success, if you know how to leverage them.

Charlie's background in residential construction gives him an edge in inspections and client trust, helping first-time buyers see potential instead of problems. He shares how building relationships through patience and strategic follow-up converts leads into loyal clients, and why a CRM like Follow Up Boss is a game changer. You'll discover practical ways to nurture your database, balance emotional intelligence with sharp qualification, and turn complex scenarios like VA Tidewater appraisals into opportunities.

We also break down the emotional rollercoaster of real estate, revealing why managing expectations is as vital as managing transactions. Walking away, you'll leave with fresh insights on shortening your sales cycle, cultivating resilience, and building a sustainable career rooted in authenticity.

Key Topics:

• Construction background as a real estate edge
• Inspections and first-time buyer guidance
• Lead generation and building a referral business
• Nurturing a lasting sphere of clients
• Handling emotional stress for buyers and sellers
• Building and managing a real estate team
• VA loans and the Tidewater appraisal process
• Why full-time dedication matters in this industry

Timestamps:

00:15 – Charlie's background in construction and real estate

01:24 – How construction helps with inspections and buyers

04:13 – Why Charlie left construction for real estate

05:05 – Lead generation and Zillow Premier

07:46 – The role of CRM tools like Follow Up Boss

11:56 – Client expectations and financing hurdles

17:06 – Unique programs for disabled homebuyers

20:01 – A loan process during the government shutdown

22:26 – The importance of full-time commitment

26:12 – Final thoughts on community and shared experiences

Resources & Links:

• Follow Up Boss
• Zillow Premier Agent
• Fannie Mae HomeReady (programs for low-income and disabled buyers)
• VA Home Loan Information
• Book: The Millionaire Real Estate Agent by Gary Keller

Connect with Charlie Gamble:

• Dwelli
• Zillow

Most agents will tell you success in real estate is all about leads and volume. Lisa French flips that script—her top secret? Building deep, genuine client relationships and working intentionally from day one. If you’re tired of the hustle that leaves you burnt out, this episode will challenge your assumptions and show you how to turn your personality, skills, and values into a thriving business that feels right for you.

Lisa, a former corporate program manager turned top-producing agent, shares how her background in project management laid the foundation for her real estate success. She discusses why focusing on quality over quantity—like working with fewer clients but fostering stronger bonds—can create more consistent income and less stress. You'll discover her approach to open houses as a relationship-building tool, the importance of boundary-setting, and why her secret weapon is just being authentic. One powerful lesson Lisa highlights? The importance of specificity—details matter, whether in contracts or client interactions—because ambiguity can turn small issues into costly disputes. This insight is especially relevant right now, as market uncertainties heighten the need for precision and trust.

By the end of this episode, you'll walk away with actionable strategies for cultivating lasting client relationships, managing your time and energy smarter, and staying authentic in a competitive landscape. Follow or subscribe for more candid insights that redefine what success looks like in real estate.

Lisa French: From Corporate Program Management to Real Estate Success

In this episode, Lisa French shares her journey from a 25-year corporate career in program and supply chain management to thriving in real estate. She discusses her leadership style, strategies for success, and how her high-touch approach benefits her clients. Plus, insights into balancing personal life, business boundaries, and the importance of authenticity.

Key Topics:

• Transition from corporate to real estate in 2020 during the pandemic
• Building a successful real estate business with high-touch client service
• Strategies for gaining market presence: open houses, sphere of influence, relationship-based referrals
• Lessons learned from real estate challenges, including specific project management insights
• The importance of authenticity, setting boundaries, and maintaining a healthy work-life balance

Timestamps:

0:15 - Introduction and Lisa French's background

1:01 - Personal life and family milestones, including becoming a grandma

2:33 - Transition from corporate program management to real estate

5:56 - Impact of COVID-19 on supply chain and career shift

7:31 - Success in first full year of real estate during COVID

14:16 - Key differences between successful and struggling real estate agents

16:51 - Effective prospecting strategies: open houses and networking

25:31 - A challenging real estate project and lessons learned

30:36 - Supporting clients, especially widows, and meaningful transactions

33:15 - Lisa’s self-proclaimed superpower: authenticity and dedication

Resources & Links:

Pat Soltys — Lisa's former team leader and mentor

North Group Real Estate — Lisa's current real estate brokerage

Connect with Lisa French:

LinkedIn

Leads come and go… but relationships?

Those are what actually build a lasting real estate business.

In this episode, Art sits down with Blake Glover, founder of Communities Real Estate, to talk about what it really takes to create long-term success in this industry.

Blake shares his journey from retail into real estate and why he chose to focus on relationships, community involvement, and referrals instead of chasing leads.

They dive into:

• Why referral-based business creates stability
• How community involvement turns into real opportunities
• The importance of maintaining a strong database
• Scaling your business with the right team and support
• The role of financial discipline in long-term success
• Common mistakes new agents make

If you’re in real estate… or thinking about getting in… this episode is a reminder that the long game still wins.

Guest Bio

Blake Glover is the founder of Communities Real Estate and a relationship-driven real estate professional focused on building sustainable, referral-based business.

With a background in retail, Blake brings a people-first approach to real estate, emphasizing community involvement, consistent service, and long-term client relationships. His approach has allowed him to scale his business while maintaining a strong local presence and trusted network.

Keywords

real estate relationships
referral based business
real estate marketing
community involvement real estate
real estate success tips
how to grow real estate business
real estate podcast
realtor advice
building a real estate team
database marketing real estate

Chapters

00:00 Introduction to Blake Glover
01:15 From Retail to Real Estate
03:40 Why Relationships Matter More Than Leads
07:10 Community Involvement as a Business Strategy
10:45 Rebranding and Growing Communities Real Estate
14:20 Mistakes New Agents Make
18:05 Building a Productive Calendar
21:30 Scaling with Team and Support
25:10 Maintaining Referral Relationships
28:40 Financial Resilience and Growth
32:00 Personal Life and Closing Thoughts

He left corporate life for real estate…
Built through multiple economic cycles…
Appeared on television…
And still says relationships are everything.

If you're in real estate… thinking about getting in… or just curious what the shows don’t tell you… this one’s for you.

In this engaging conversation, Art sits down with real estate veteran Heyward Young to unpack what it really takes to build a lasting career in real estate.

From transitioning out of corporate America to navigating new home sales, running a brokerage, and even appearing on television, Heyward shares the wins, the setbacks, and the lessons learned along the way.

They dive into:

• The reality behind home flipping shows
• How economic cycles shape opportunity
• Why social media is a “necessary evil”
• The power of mentorship and relationships
• Nightmarish transaction stories
• What today’s market actually feels like
• Advice for agents trying to break in

Whether you're an aspiring agent, seasoned realtor, or homeowner trying to understand the market… this episode delivers real talk, practical insight, and stories you won’t hear on HGTV.