Putting the Real in Real Estate with Art Wood

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)

From Hard Hat to Home Sales: How Charlie Gamble Built a Real Estate Career in Two Years

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 [https://www.followupboss.com] * Zillow Premier Agent [https://www.zillow.com/premier-agent/] * Fannie Mae HomeReady (programs for low-income and disabled buyers) [https://singlefamily.fanniemae.com/originating-underwriting/mortgage-products/homeready-mortgage] * VA Home Loan Information [https://www.va.gov/housing-assistance/home-loans/] * Book: The Millionaire Real Estate Agent by Gary Keller [https://www.amazon.com/dp/0071444041] Connect with Charlie Gamble: * Dwelli [https://www.dwelli.com/charlie-gamble] * Zillow [https://www.zillow.com/profile/charliesellsga]

Stop Hustling… Start Building Something Sustainable

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 [https://srasignaturerealty.com/agent/pat-soltys] — Lisa's former team leader and mentor North Group Real Estate [https://www.northgroupre.com/agents/2036817/Lisa+French]— Lisa's current real estate brokerage Connect with Lisa French: LinkedIn [https://www.linkedin.com/in/lisafrenchsellsga/]