In my 20+ years as a real estate professional, I’ve discovered that success often hinges on skills you wouldn’t find in any training manual. This realization inspired a key theme in my novel, “Principles of Real Estate & Murder.” Former Knox County sheriff’s detective Frank Merchant transitions into a real estate career only to find his investigative instincts surprisingly valuable.
When Frank first walks through his client’s listing, he notices subtle details others might miss—a bookshelf slightly ajar, hesitation before entering certain rooms, small inconsistencies in the seller’s story. These observations, seemingly insignificant, but sometimes ultimately prove crucial.
I’ve experienced similar moments throughout my career. The vacant property with inexplicably high utility bills. The seller who can’t explain renovation choices or odd cosmetic enhancements that might be clumsily covering up a serious defect. Sometimes home just feels “off” despite impressive comps and a lovely appearance.
Just like a family friend, a heart surgeon, at a birthday party was compelled to persistently ask my dad “how he was doing.” The third and finally complete answer from dad lead to a life-saving pre-emptive triple bypass a few days later.
What Frank discovers (and what I’ve learned) is that real estate professionals are natural detectives: • We observe physical spaces with trained eyes just like our friend the observed subtle (imperceptible to me) signs my dad’s body was giving off • We listen for what’s said—and what’s conspicuously omitted • We recognize patterns and anomalies in neighborhoods, homes and markets • We develop intuition about people’s true intentions
These skills aren’t just useful for dramatic scenarios like Frank’s; they’re essential for everyday transactions. When a home inspection reveals unexpected issues, we investigate to understand before we react. When financing suddenly falters, we look beyond symptoms to root causes and potential work-around.
As Frank notes in the novel, “In detective work, the evidence tells the story. In real estate, the property does—if you know how to listen.”
The most valuable asset you bring to clients isn’t just market knowledge or negotiation skills—it’s your developed ability to see what others miss and solve problems before they become crises.
Whether you’re showing properties in Knoxville’s historic “Fourth & Gill”neighborhood like Frank, or navigating your own local market, remember that detective skills that are honed over years of real estate work might just be your secret weapon.
Rob Howard (@knoxvillerob) is an award-winning real estate professional at Keller Williams in Knoxville, Tennessee with over 20 years of experience and author of “Principles of Real Estate & Murder,” available now.
Back when I was a little guy – with mosquito bites on my legs and skinned-up elbows – my grandmother sat me on her porch swing, sweet tea sweating in those tiny glass Welch’s jelly jars she always kept, and tell me how that flowering tree in her front yard came to be. I believed her then. Heck, part of me still does, nearly fifty years later and even after nearly twenty five years of selling properties where dogwoods adorn manicured lawns that hide all manner of Southern secrets.
She told me: before the dogwood was the delicate, showy thing that we realtors point to as “charming landscape features,” it was once tall and mighty. Strong enough, they say, to be the wood chosen for the cross at Calvary. Yes, that cross.
The story goes that the dogwood was so disturbed by its unwitting role in his crucifixion that Jesus himself took pity on it. “Never again,” he supposedly decreed, “will you grow large enough to be used for such a purpose.” And wouldn’t you know it, the mighty tree shrank down to the ornamental size we see today, twisted and gnarled with not a linear foot of usable building material. It would flower each spring with four-petaled blossoms shaped like crosses, each petal bearing rust-colored indentations like nail marks, and what reminds the Faithful of a spiky crown of thorns at its center.
It’s one of my favorite folk tales – “how this got to that” – the exact same feeling I got watching Princess Leia appear from the smoke at the end of Star Wars: Rogue one.
The irony isn’t lost on me. In my line of work, I’ve witnessed folks who’d never dream of bearing false witness against their neighbor, happily spread this botanical myth as undisputed fact. The same people who’ll negotiate tooth and nail over a quarter-point on their mortgage will pick an imperfect property because the sunroom faces toward the sunset.
I suppose we all need our stories. When I’m walking a property line with a nervous first-time buyer or a developer with dollar signs in his eyes, sometimes I’ll point to a dogwood and say, “You know the legend, don’t you?” And for a moment, as I recite the tale my grandmother told me. For that moment, we’re not just discussing square footage and closing costs—we’re participating in something older, something written in the soil.
Is it true? About as true as those “motivated seller” listings that claim the house just needs “a little TLC.” But like many things in life, it’s not the facts that matter so much as the possibilities and the narrative.
This week I had a potential buyer pull over and surprise my sellers, peeping over a privacy fence at one of my new listings. Funny enough, it was a house on the Halls/Timberline leg of Knoxville’s “Dogwood Arts” Dogwood Trail on Windy Knoll! She wanted to verify that my photographer’s depiction of a flat and usable backyard was the truth. Now it’s pending.
This time the pictures didn’t lie, but it reminded me of a huge part of my job as a real estate agent – to get eyeballs on properties! Sometimes it’s not about what is, but what can be, or better yet, the potential of what your loved ones remember, half a century later, about what was!
She wanted a flat yard where her grandkids could run and play, but also eyed the screened-porch facing to the west, where whatever glasses she used to serve her sweet tea, could quietly sweat while she relives stories of past days with the ones she loves.
As Knoxville’s iconic dogwoods burst into bloom, the city transforms into a canvas of white and pink blossoms against vibrant spring greenery. This magical time of year offers the perfect backdrop to explore how our beloved city shapes the narrative in “Principles of Real Estate & Murder.”
Dogwood Trails and Literary Trails Frank Merchant’s journey takes him through many of the same neighborhoods that showcase Knoxville’s famous dogwood trails.
From his Craftsman bungalow on Glenwood Avenue to the stately homes in Sequoyah Hills, Frank navigates streets that now glow with the season’s characteristic blooms.
When Frank and Viv visit Dr. Park’s home in Cheshire Heights, (Fictional neighbor with Westmoreland, off Ebenezer in mind) they travel through areas that would now be adorned with dogwood blossoms—a stark contrast to the darker events that unfold within those picturesque settings.
Market Square in Bloom Market Square, where Frank often finds respite at various eateries mentioned in the novel, is particularly charming during dogwood season. The historic square, featured prominently as Frank meets with Russ at various restaurants, now buzzes with additional springtime energy as locals and tourists alike enjoy the seasonal beauty.
Ijams Nature Center: A Different Perspective Though Frank’s adventures in the book take him primarily through urban Knoxville, readers familiar with Ijams Nature Center (mentioned briefly in the novel) know that during dogwood season, the trails offer spectacular views of native dogwoods in their natural woodland setting—perhaps a peaceful counterpoint to the novel’s more suspenseful moments.
Planning Your Own Dogwood Murder Mystery Tour Why not combine dogwood viewing with a literary adventure? Follow Frank’s footsteps through Knoxville while enjoying the seasonal beauty: 1. Start at Old North Knoxville/Fourth & Gill to see historic homes framed by dogwoods 2. Visit Market Square for lunch at Oliver Royale or another restaurant featured in the book 3. Drive through Sequoyah Hills to admire both the dogwoods and the stately homes similar to those in the novel. Adam’s stately manse is loosely based on the home of Terry Adams and Phillis Burnett’s home on Cherokee Blvd. 4. End your day with a contemplative walk at Ijams, reflecting on how Knoxville’s natural beauty contrasts with the novel’s darker themes As the dogwoods bloom, consider how Knoxville’s seasonal charm adds another dimension to your reading experience. The juxtaposition of nature’s beauty against human intrigue creates the perfect atmosphere for murder mysteries—especially those set in our own backyard.
As a first time novelist, I’ve learned how easy it can be to make your character hyper-realized versions of people you really know. In one case I even used the guy’s real name.
Adam Gratz has been a friend of mine since he had a stint in the real estate game several years ago. While the character in the book bears some similarities to the real man – Adam is an internationally recognized moonshine distiller, he is widely traveled from youth including a trip to China representing a national champion high school wrestling team to points throughout America for competitions with his distilled creations – Adam is a colorful character in his own right.
Adam explains the fermentation process to me and our friend Sarah.
I’ve enjoyed his and his wife Amanda’s company in any number of fun situations from late night poker games and tailgating before watching our beloved University of Tennessee Vols to watching him demonstrate his stock in trade, actually helping pour fermented mash into a still that he once kept in a beautiful outdoor kitchen near his home.
There are many elements of the Adam Gratz character in Principles of Real Estate and Murder that aren’t real. He isn’t a Knoxville restaurant/bar mogul … yet. I don’t think he even has designs on doing that. He certainly isn’t tangled up with the mob and Amanda doesn’t have a food-truck park – though I’m certain she would make an excellent one if she wanted to do so!
Team Adam before playing “The Price Is Right” at Harrah’s Casino in Cherokee, NC for Adam’s bachelor party weekend. I lost my requisite $25 at roulette.
Laura Mobley, an awesome friend and avid reader, brought a very kind and encouraging endorsement!Under the South Knoxville Bridge at sunrise looking up the Tennessee River toward Island Home Airport.
by Rob Howard @knoxvillerob Cell:865-385-9070 Keller William:865-955-5005 Hutch &Howard Real Estate Group
As I look out my office window here in Knoxville, watching snowflakes drift down onto our beautiful Smoky Mountain foothills, I can’t help but think about the folks out in Los Angeles dealing with the challenging wildfire situation.
Los Angeles on Fire
It’s a stark portrait of extremes – while we’re watching ice paint our world in whites and silvers, many Angelenos are seeing their skies painted orange and red.
As Robert Frost once pondered whether the world would end in fire or ice, here we are, witnessing both elements shape the future of much of America. While we’re preparing for a cozy winter wonderland, many Angelenos are facing serious decisions about their future.
A split in the Ocoee River – Benton, TN
As a realtor who’s called East Tennessee home for more than 50 years, I’ve noticed an interesting trend: more and more Californians are choosing to make Knoxville and the surrounding their new home. And while my heart goes out to those currently affected by the wildfires, I want to share some thoughts about what comes next for all of us.
A Tale of Two Different Worlds
The differences between Los Angeles and Knoxville are clear and important. While LA deals with wildfires and high living costs, Knoxville offers something different. We enjoy four distinct seasons here in East Tennessee, including these beautiful snow days, while keeping a climate that’s pleasant most of the year. You can enjoy outdoor activities in any season, whether it’s hiking in fall colors or paddling on our lakes in summer.
Why People Are Moving Here
Let me share what new residents tell me when they choose Knoxville:
What California Brings to Our Community
Before I share my insights about our changing market, let me paint a picture for both our current residents and potential newcomers. Our California friends bring fresh perspectives, innovative ideas, and often substantial equity from their West Coast properties. They’re helping create new businesses, enriching our cultural scene, and yes – they’re impacting our real estate market in ways that create opportunities for everyone.
Strategic Moves for Knoxville Residents
Let’s talk straight about what’s happening and what you need to think about:
If You Own Multiple Properties
Now’s the time to make some strategic decisions:
That mountain cabin you visit twice a year? It could be generating significant rental income from California remote workers testing our market
The small house you inherited from Aunt Betty? California buyers are actively seeking turn-key properties
Your rental near UT? Consider selling while demand is high, or upgrade it to attract premium long-term tenants
That empty lot you’ve been holding? Development opportunities are increasing
If You’re Planning to Buy
Don’t wait. Here’s why:
Housing prices typically rise when we see increased out-of-state interest
California buyers often come with strong cash offers
Interest rates today might look better than tomorrow’s
The best properties in desirable areas are moving quickly
Getting in now means you’ll benefit from the upcoming appreciation
If You’re Thinking About Selling
You have options:
Sell now to take advantage of current demand
Hold and rent to capture both income and appreciation
Invest in improvements to attract premium buyers
Consider a sale-leaseback if you want to cash out but stay puts
Why Californians Are Falling in Love with East Tennessee
To our friends on the West Coast, let me share what makes our region so special:
Sugar Loaf Mountain in Ocoee, TN
A Paradise for Outdoor Enthusiasts
Imagine trading wildfire warnings for waterfall hikes. East Tennessee offers California’s outdoor lifestyle without the constant environmental concerns. Within an hour’s drive, you can:
Hike in the Great Smoky Mountains National Park (America’s most visited national park!)
Kayak or paddleboard on pristine mountain lakes
Mountain bike on world-class trails
Ski at Ober Mountain in winter
Golf year-round on championship courses
A Lifestyle Upgrade
Imagine trading:
Two-hour commutes for 20-minute drives
Million-dollar starter homes for spacious family estates
Wildfire evacuations for peaceful mountain views
Water restrictions for abundant lakes and rivers
Earthquake insurance for peace of mind
State income tax for… well, none at all!
Four Seasons of Beauty
Unlike LA’s eternal summer, we offer:
Spring dogwoods painting the mountains pink and white
Summer evenings perfect for porch sitting
Fall colors that attract visitors from around the world
Gentle winters with just enough snow to be magical (and yes, we know how to handle it!)
Space to Breathe
Your California budget goes incredibly far here:
Multi-acre properties within 20 minutes of downtown
Room for home offices, guest houses, and gardens
Garages that actually fit cars (plural!)
Neighborhoods where kids still play outside
Privacy without isolation
A Tech-Friendly, Future-Focused Community
We’re not just about tradition – Knoxville is emerging as a surprising tech hub:
Growing remote work community
Strong fiber internet infrastructure
Innovation corridor with Oak Ridge National Laboratory
University of Tennessee research partnerships
Growing startup ecosystem
Modern Amenities Meet Southern Charm
We’re not just rocking chairs and sweet tea (though we have those too!):
High-speed fiber internet throughout the region
World-class healthcare facilities
Thriving tech and entrepreneurial scene
International airport with easy connections
Amazing restaurants combining Southern tradition with global flavors
The majestic Tennessee Theatre in Downtown Knoxville
More House, More Land, More Life
Let’s talk numbers that make Californians smile:
A typical LA mortgage payment could get you twice the house here
Property taxes that might make you think we made a mistake (we didn’t!)
Utility bills that don’t require a second job
No state income tax
Gas prices that feel like a trip back in time
Plus, your California equity often allows you to buy your Tennessee dream home with cash to spare for investments or lifestyle upgrades.
What Knoxville Residents Need to Know
To my East Tennessee neighbors, let’s talk about what this California migration means for you. We’re seeing real changes in our market that create both opportunities and challenges:
For Homeowners Planning to Move
If you’re thinking about buying a larger home or downsizing in the next few years, consider moving sooner rather than later. With increasing demand from out-of-state buyers, prices are likely to continue rising. What might feel expensive now could look like a bargain a year from now.
For Property Owners with Secondary Properties
Do you have a vacation home in the Smokies? A small rental house near UT? Or maybe that inheritance property you’ve been holding onto? Now’s the time to think strategically about these assets. Many California buyers are looking for:
Short-term rentals to “test drive” our area
Investment properties with strong appreciation potential
Ready-to-move-in homes for quick relocation
For First-Time Buyers
If you’re renting and thinking about buying your first home, don’t wait too long. As more out-of-state buyers discover our market, competition for starter homes will increase. Lock in today’s prices and interest rates while you can.
For Long-term Planning
Even if you’re happy in your current home, it’s smart to:
Keep up with maintenance and improvements
Consider refinancing to take advantage of current rates
Document your home’s unique features that appeal to out-of-state buyers
Stay informed about your neighborhood’s changing values
Smart Growth for Our Future
One thing I’ve learned selling homes here for five decades – Knoxville knows how to welcome newcomers while keeping its character. Our city planners are working thoughtfully to:
Improve roads and infrastructure
Protect our beautiful green spaces
Support new business growth
Keep our neighborhoods strong
A Message to Los Angeles Residents
If you’re reading this from LA, especially if you’re dealing with the wildfires, please know that safety comes first.
When you’re ready to think about your next steps, consider what Knoxville offers:
Four beautiful seasons with manageable winters
Lower cost of living that helps your money go further
Strong job market, especially in technology and healthcare
Rich cultural scene with music, arts, and festivals
Easy access to outdoor activities
Friendly community that welcomes newcomers
Looking Ahead: Opportunities in Change
Today’s snowfall in Knoxville reminds me how different life can be here compared to Los Angeles. While the West Coast faces its challenges with fire, we’re offering a fresh start with a gentler climate and stronger sense of community.
To my Knoxville neighbors: let’s welcome our new residents while being smart about our own property decisions. The market is strong, and this might be the perfect time to make your next move.
To those in Los Angeles considering a change: we’re here when you’re ready. Whether you’re looking for a safer environment, more affordable living, or a friendly community, Knoxville might be just what you’re looking for.
Remember: buying or selling a home isn’t just a transaction – it’s about building a future. With my communications degree from UT and fifty years of real estate experience, I understand both the numbers and the human side of making these important decisions.
Stay safe, stay warm, and whether you’re watching snow fall in Tennessee or monitoring fire conditions in California, know that there’s an experienced professional here ready to help you make your next move.
Market information current as of early 2025. For the latest details about Knoxville real estate opportunities or to discuss your specific situation, please reach out for a consultation.
“A Taste of Knoxville: Culinary Hotspots in ‘Principles of Real Estate & Murder'”
Follow Frank Merchant’s journey through Knoxville’s vibrant dining scene in this local thriller: Click here to buy it now!
UNION JACK’S This British-style pub in Bearden becomes a gathering spot for Frank’s retirement party. It’s a friendly spot at the foot of Bearden Hill – an area immortalized in the Robert Mitchum’s song and movie “Thunder Road” about the historical moonshine runs from the hills of Appalachia to America during Prohibition. Union Jack’s is warm and welcoming with a great mix of “Downtowners” and “Westies” passing pints, playing pool and darts. When the weather is nice (most of the time) their patio is an easy choice with cornhole, fire pits and ample seating for all your mates.
“We always met up at Jack’s because, aside from the ‘British Pub’ pool tables and darts atmosphere, it was a place that Adam DIDN’T own.”
THE VAULT A converted bank turned speakeasy, this establishment symbolizes Knoxville’s evolving character – much like our protagonist’s evolution from detective to realtor. Its historical architecture and modern energy perfectly capture the city’s transformation. A perfect place for entertaining locals or introducing folks from out of town to our fabulously “Scruffy” little city.
“…They hit it off over a hand of poker at a weekly game I’d invited them both to at The Vault – a defunct bank that became an erstwhile speakeasy just off Gay Street & Market Square…”
CALHOUN’S ON THE RIVER Overlooking the Tennessee River, this restaurant becomes more than a dining spot – it’s the setting for one of the book’s most dramatic scenes. The riverside location provides an amazing “front door” to Knoxville. (It also provides the perfect scene for a book cover!)
“Late evening diners and drinkers at Calhoun’s lined up along the deck, peering over the wooden handrails or snapped video of the scene that would undoubtedly end up on Facebook and YouTube before I could explain.”
Each of these establishments does more than feed our characters; they help tell the story of Knoxville itself – a city where history, mystery, and modernity merge over excellent food and drink.
Want to follow in Frank’s footsteps? These restaurants are all still serving up the atmosphere (and excellent food) that made them perfect settings for “Principles of Real Estate & Murder.”
Located in the heart of Old City, this refined Western bistro sets the stage for key character discussions. When Frank meets with his old partner Russ, the restaurant’s upscale yet comfortable atmosphere provides the perfect backdrop for piecing together clues.
.. I strolled a block North and found a table in a quiet corner at Lonesome Dove just about the time that I suspected the portly bailiff and the presiding judge would be calling out the proceedings of criminal court. Minutes later Russ ambled in – blinking away the bright sunlight.
Why We Love It:A truly historic space in Knoxville, Lonesome Dove is a wonderfully fresh spin on a classic Old West steakhouse. Chef Tim Love reimagined the space long known as Patrick Sullivan’s Saloon. In the era of Train Robbing Gangs – from the bar (and brothel) at this location, notorious criminal “Kid Curry,” the wildest of the gang associated with Butch Cassidy and the Sundance Kid, was arrested during a brawl. Captured and convicted – he broke out of the Knoxville jail and disappeared across the Gay Street bridge. The restaurant is a perfect place for a quiet chat if you arrive soon after opening, but it’s a popular place so reservations are recommended!
This downtown hotspot on Gay Street does more than serve fantastic tacos – it becomes an unexpected sanctuary during one of the book’s most intense moments. The patio offers both refuge and a vantage point for our protagonist. The restaurant offers a great little patio looking out on the comings and goings of Gay Street – the “Main Street” of Knoxville!
Unable to give chase, I lay in the street trying to gather myself when a young man ran from the patio of Chivo taqueria and said something to me that I didn’t understand. “ Hey! Hey! Where are you shot?”
Why We Love It:Known for the most extensive menu of Tequilas in East Tennessee, Chivo is a fun, occasionally raucous, mix of college students, hipsters and native Knoxville denizens. The location, a block off Market Square and across the street from WDVX and the Visitor’s Center, it’s a great central location if everyone wants Mexican. Hint: Tacos with names like “Piggy Smalls” and “Party Fowl” are tempting and delicious, but our ‘every time go-to is the immaculate Brisket Burrito. Only get it if you’re HUNGRY!
A Knoxville institution on Cumberland Avenue, “The Strip,” Copper Cellar represented old Knoxville meeting new. Its oak-and-brass décor mirrors themes in the novel, where past and present constantly intersect. Frank’s visits here remind readers of his deep connections to the city. While the Cumberland Ave. location is now closed – the Copper Cellar on Kingston Pike has it’s own long and storied history.
… I decided to pick us us some takeout from Copper Cellar on “The Strip.” Cumberland Avenue was one of my favorite places when I was a young beat cop – I remember all the pretty college girls going to and from shows where the bands of the era played at several different joints within a few blocks.
Why We Love It:Known for the most eclectic family of Knoxville restaurants – a visit to Calhoun’s (Bbq), Chesapeake’s (seafood), Smoky Mountain Brewery (Brewpub), Corner 16 (All-American) Cappuccino’s (Italian) or Cherokee Grill (Steakhouse) will guarantee a wonderful dining experience for all involved.
Each of these establishments does more than feed our characters; they help tell the story of Knoxville itself – a city where history, mystery, and modernity merge over excellent food and drink.
Tune in soon for Part 2 of this series! Just like the author and his friends – Frank, Russ, Hannah and Viv REALLY like to eat out in Knoxville!
In my book Principles of Real Estate and Murder one of the character features, that resides along the wavy glass from the vintage windows and other bric-a-brac, is a bust of President Dwight D. Eisenhower. It was a piece that Frank’s wife Jen had found at a local thrift shop in Happy Holler. It was funny how art presages truth in this case.
Every year Amy’s college bestie Tanya comes to visit the festivities of UT-Knoxville’s Homecoming weekend. She, like myself, is always looking for some fun little kitschy item at Thrift or Antique stores that holds some significance or generates some memory – real or imagined.
She and her sister help the good people of Memphis to decide what to keep and what to let go when they are ready to sell their home or often when they are relocating from a home of many decades to assisted living or other locations. They also help transport the “keepers” to the new locations and help stage the homes they’re leaving for sale.
My lovely companions at JC Holdway with a poster of East TN icon Allan Benton of Benton’s Bacon in the background.
This weekend, after dinner at J.C. Holdway, Tanya, Amy and I went to wander downtown and ended up at one such place – one of my personal favorites Pop Weasel – Pop Culture Emporium where I spent most of the time scavenging for National Park goodies to put in my new Airbnb called The Lookout a Howard’s Pond – which should be opening next summer.
Pop Weasel – 611 N. Gay St. Knoxville TN
At the checkout counter, getting re-acquainted with the lovely proprietor, I spotted two crazy fun items that had to take home with me. The first was a small blue Wedgewood plate sporting a relief of Richard M. Nixon in silhouette. The second was a small bust of President Eisenhower – just what I’d imagined when creating Frank’s living situation on Glenwood Avenue!
It was a fun story from the weekend that I thought would be fun to share.
