Stop Hustling… Start Building Something Sustainable

Fix, Flip & Faith with Mike Cherwenka

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. TOPICS COVERED * 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 FAVORITE TAKEAWAY 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

Golf, Grit & Referrals with Matthew Evans

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. IN THIS EPISODE: 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 [http://www.mattevansfinehomes.com] IG: @mattevans.atlrealestate [https://www.instagram.com/mattevans.atlrealestate/] FB: @MEvans.AtlRealEstate [https://www.facebook.com/MEvans.AtlRealEstate/] YouTube: @mattevans.atlrealestate [https://www.youtube.com/@mattevans.atlrealestate?app=desktop] LinkedIn [https://www.linkedin.com/in/evans-matthew] Zillow [https://www.zillow.com/profile/MEvansATLRealtor]

The Long Game Works with Karen Armstrong

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. KEY TOPICS COVERED: * 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 TIMESTAMPS: * (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 GUEST BIO: 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. RELEVANT LINKS: * Karen's Website [https://www.listedbykaren.com] * NorthGroup Real Estate [https://www.northgroupre.com/agents/2028812/Karen%20Armstrong] CONNECT WITH KAREN: * Instagram - Listed By Karen [https://www.instagram.com/listedbykaren] * LinkedIn [https://www.linkedin.com/in/karenarmstrongrealestate/] * Facebook [https://www.facebook.com/listedbykaren]

Commercial Real Estate, Family Legacy & Big Atlanta Deals with Graham Massell

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 CHAPTERS 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 [http://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 art.wood@goluminate.com [art.wood@goluminate.com] www.artwoodmortgage.com [http://www.artwoodmortgage.com]

Success Isn’t Fast… It’s Built Daily

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 [https://yatesestatesga.com/] * Yates Estates on Instagram [https://instagram.com/yatesestatesga] (if available) * Example: Building a Real Estate Business by Brian Buffini [https://www.amazon.com/Building-Real-Estate-Business-Buffini/dp/0974617510] (recommended for mindset) * National Association of Realtors (NAR) [https://www.nar.realtor/] Connect with Kimberly Yates: * Website [https://yatesestatesga.com/] * Instagram [https://www.instagram.com/yates.estates] * LinkedIn [https://www.linkedin.com/in/kimberly-yates-83a1196] (if applicable)