Forward One Podcast

Body Language and Sales Psychology as Deal Generators

Welcome to the Forward One Podcast! This week, Paul Morris and Josh Spitzen welcome the incredible story and real estate know-how of Kevin DaSilva. Kevin shares his unique journey into real estate, which began over 12 years ago when a friend's encouragement led him away from a career in accounting. From door knocking to mastering cold calling, Kevin reveals the strategies that helped him become a local expert in his market. He emphasizes the importance of focusing on a smaller area to build credibility and gain traction, a lesson he learned the hard way. If you're looking to elevate your real estate game or simply want to learn from someone who has navigated the ups and downs of the industry, this episode is packed with actionable advice and inspiration. Tune in to discover how you can unlock your potential in real estate and avoid common pitfalls. Don't miss out on Kevin's wealth of knowledge and experience! Connect with Forward One Podcast YouTube: www.youtube.com/@forwardonepodcast Instagram: https://www.instagram.com/forwardonemedia TikTok: https://www.tiktok.com/@itspaulmarkmorris Facebook: https://www.facebook.com/paulmarkmorris Connect with Kevin DaSilva Instagram: https://www.instagram.com/kevindasilvagroup https://www.kevindasilvagroup.com/ Presented by Forward One Real Estate Instagram: https://www.instagram.com/forwardonerealestate https://forwardone.com/ Timestamps 00:00:01 - Meet Kevin DaSilva and His Path into Real Estate 00:02:28 - Starting Small and Dominating a Local Farm 00:05:37 - Modern Prospecting and the Door-Knocking Script 00:10:11 - Ice Cream Open Houses That Generate Clients 00:11:21 - Intentional Language, NLP, and Sales Psychology 00:12:58 - The Body Language Behind Effective Door Knocking 00:15:28 - Equity Reports as a Lead-Generation Pillar 00:18:46 - The Equity Report Texting Script 00:24:20 - Turning Equity Reports into Listings 00:28:03 - The CRM and Technology Stack 00:30:27 - HomeBot, Fellow, and Home Valuation Landing Pages 00:39:17 - Preparing Accurate, Hyperlocal Equity Reports 00:42:08 - Golden Questions That Reveal Seller Motivation 00:44:41 - Why Automated Valuations Miss Critical Nuances 00:48:07 - Micro Market Reports as a Low-Friction Touchpoint 00:51:53 - Kevin's Accomplishments, Values, and Inspirations

Realtor Collaboration, Client Authenticity, and Other Non-Negotiables for Leslie Romenesko

Paul and Josh welcome a dear friend and dynamite realtor, Leslie Romenesko. Leslie shares her inspiring journey from a childhood spent in her father's appraisal office to becoming a top-producing real estate agent in Los Angeles. She emphasizes the importance of building strong relationships with clients and fellow agents, and how treating others with kindness can lead to success in the industry. Leslie also discusses her unique approach to client interactions, focusing on understanding their needs and providing tailored solutions. With a mix of personal anecdotes and professional insights, this episode is packed with valuable lessons for anyone looking to thrive in real estate. #realestate #podcast #success #networking #inspiration #realestatepodcast Connect with Forward One Podcast YouTube: www.youtube.com/@forwardonepodcast Instagram: https://www.instagram.com/forwardonemedia TikTok: https://www.tiktok.com/@itspaulmarkmorris Facebook: https://www.facebook.com/paulmarkmorris Connect with Leslie Romenesko Instagram: https://www.instagram.com/leslielahomes/ Presented by Forward One Real Estate Instagram: https://www.instagram.com/forwardonerealestate https://forwardone.com/ Timestamps 00:00:05 - Meet Leslie Romenesko 00:00:54 - Why Realtor Relationships Matter 00:05:00 - From Film School to Los Angeles Real Estate 00:07:50 - The First Deal and Building a Business 00:11:11 - Preparation, Persistence, and Believing in Yourself 00:20:51 - Measuring Success and Setting Goals 00:25:02 - A Quality-Over-Quantity Business Model 00:26:04 - Building the Right Support Team 00:31:43 - Building a Client Base From Zero 00:42:01 - Turning Open Houses Into Opportunities 00:42:55 - The Best CRM Is the One You Use 00:46:36 - Authentic Follow-Up Without Rigid Scripts 00:51:56 - Taking Action, Getting Feedback, and Adapting 00:55:15 - A Client-Centered Listing Presentation 00:58:19 - Listen More and Keep Meetings Short 01:02:14 - Personal Values, Happiness, and Family 01:03:32 - Courage, Community, and Let's Go

From Dog Walker to $600 Million in Sales

An enlightening conversation with Neyshia Go, a remarkable real estate leader who has built an impressive career from the ground up. Neyshia shares her story of how she landed her first job in real estate, the challenges she faced, and the strategies she employed to close over 200 real estate deals. Neyshia shares valuable insights on working with developers, understanding market trends, and creating a bespoke marketing strategy for each property. Connect with Forward One Podcast YouTube: www.youtube.com/@forwardonepodcast Instagram: https://www.instagram.com/forwardonemedia TikTok: https://www.tiktok.com/@itspaulmarkmorris Facebook: https://www.facebook.com/paulmarkmorris Connect with Neyshia Go Instagram: https://www.instagram.com/neyshiago https://neyshiago.com/ Presented by Forward One Real Estate Instagram: https://www.instagram.com/forwardonerealestate https://forwardone.com/ Timestamps 00:00:01 - Introduction and Neyshia’s Path into Real Estate 00:03:41 - Building a Business from Scratch 00:06:56 - Why Development Became the Goal 00:10:04 - Creating Lasting Value for Developers 00:11:37 - How to Define and Underwrite a Developer's Buy Box 00:15:07 - Back-of-the-Napkin Deal Analysis 00:20:58 - Why Environment and Proximity Matter 00:23:45 - Turning Proximity into Early Listings 00:25:50 - Pairing New-Agent Hustle with Experience 00:29:34 - Leaving a Long-Term Partnership 00:30:30 - Choosing Sotheby's and Building a Boutique Team 00:32:34 - Maintaining Standards Through Compensation and Training 00:36:14 - Small-Team Production and Quality Over Quantity 00:38:36 - Investing in Leverage and Valuing Your Time 00:39:53 - Bespoke Marketing for Every Luxury Listing 00:44:11 - Personal Reflections and Rapid-Fire Questions

Should Your Buyers Wait for Rates to Drop? Paul Morris Has the Answer!

Paul Morris has the question your buyers are thinking: Should we wait for rates to come down? Right now, rates are at a one-year high, and the Fed is likely to raise them again soon. As an agent, it’s crucial to be informed and provide your clients with the right answers. In this episode of the Forward One podcast, Paul breaks down the numbers you can't afford to miss, including the current 30-year fixed rate and the median home price. With pending sales down 5.4%, buyers are hesitating, and it’s essential to understand why. Paul shares insights on how to approach clients who are considering waiting for lower rates and why that might not be the best strategy. Instead of competing on predictions, focus on the facts and simple math to show your value as an agent. Paul also discusses the importance of knowing your local market numbers, which can set you apart from the competition. By pulling key metrics like active inventory and median days on market, you can provide your clients with the most relevant information. Remember, the house is the decision, and the rate is just a condition. If you’re ready to elevate your real estate game, tune in and learn how to master your market. Connect with Forward One Podcast YouTube: www.youtube.com/@forwardonepodcast Instagram: https://www.instagram.com/forwardonemedia TikTok: https://www.tiktok.com/@itspaulmarkmorris Facebook: https://www.facebook.com/paulmarkmorris Presented by Forward One Real Estate Instagram: https://www.instagram.com/forwardonerealestate https://forwardone.com/ Timestamps 00:00:00 - The Rates Question Every Buyer Is Asking 00:00:59 - The Three Numbers Driving the Market 00:02:20 - The Fed’s Decision and What Comes Next 00:04:01 - Payment Math: Should Buyers Wait or Move Now? 00:06:07 - Four Local MLS Numbers Agents Should Track 00:09:32 - How to Advise Buyers Who Want to Wait 00:11:30 - Why Record Prices Aren’t Producing Seller Offers 00:13:11 - Pricing and Financing Strategies for Sellers 00:15:48 - Weekly Homework: Know Your Local Numbers 00:17:13 - Disclaimer and Closing

From Government Agent to Real Estate Giant: Joseph Trujillo Explains His Tools for Agent Success

Welcome to the Forward One podcast! Host Paul Mark Morris, along with co-host Josh Spitzen, welcome their incredible guest Joseph Trujillo. Joseph spent 25 years in government service before making a bold leap into the real estate world. He started his career with a unique perspective, having sold his own home and realizing he could do it better than the agents he encountered. In just a few short years, he skyrocketed to success, selling 40 homes in his first year while still working full-time as a special agent. Joseph's story is a testament to the power of determination and the importance of leveraging your network. He emphasizes the significance of visibility and consistency in marketing, especially through social media. Joseph's innovative approach to real estate, including his use of technology and media, has set him apart in a competitive market. If you're looking to break into real estate or elevate your current business, Joseph's journey and strategies will inspire you to take action and achieve your goals. Tune in to learn how you can replicate his success and make your mark in the real estate industry! Connect with Forward One YouTube: www.youtube.com/@forwardonepodcast Instagram: https://www.instagram.com/forwardonemedia TikTok: https://www.tiktok.com/@itspaulmarkmorris Facebook: https://www.facebook.com/paulmarkmorris https://forwardone.com/ Guest https://therealjosephtrujillo.com/ Instagram: https://www.instagram.com/therealjosephtrujillo Timestamps 00:00:01 - From Special Agent to Real Estate Entrepreneur 00:02:42 - How Joseph Sold 40 Homes in His First Year 00:11:34 - Adapting Branding and SEO for the AI Era 00:19:32 - Scaling to 100 Deals with a Lean Team 00:23:23 - First Contact, Warm Handoffs, and Communication 00:30:37 - Using Market Data to Maximize Lead Conversion 00:35:13 - Scaling from Government Service to 1,500 Agents 00:42:04 - Returning to Sales to Build a New Model 00:45:36 - Creating New Development Opportunities Through YouTube 00:49:14 - How LA Style Magazine Became a Real Estate Asset 00:57:18 - Fire Round: Faith, Family, and Integrity

• Chapters

NIGHTMARE SCENARIO: The End of Affordable Housing? Survival Tips for Agents!

Paul Mark Morris opens the Forward One podcast with a “waiting market” thesis as national median home prices hit a record $440,600 while pending home sales fell 5.4% in June across all regions. He reviews key data: existing sales running near 4 million annually, inventory at 1.56 million (4.6 months’ supply), first-time buyers at 33%, and the 30-year fixed rate at 6.58% (second weekly increase), with daily quotes briefly touching 6.85%. He explains how war-related oil spikes and inflation pressures are moving the 10-year Treasury and mortgage rates, and previews a Fed meeting where a hike is a live possibility. He frames the market as a standoff, not a crash, offers rate/payment examples, urges agents to use local MLS metrics, and provides three client conversation frameworks for buyers, sellers, and crash fears, noting low distressed sales and only 2% of mortgaged homes underwater. *More from Paul* Paul: https://www.instagram.com/paulmarkmorris/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.,forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps 00:00:00 Buyers Are Waiting 00:00:47 This Week’s Market Setup 00:01:51 Key Numbers Dashboard 00:04:55 Mortgage Rates Explained 00:09:33 The Standoff Opportunity 00:14:53 Why Rates Moved 00:18:47 Fed Meeting Watch 00:23:09 Local Metrics That Matter 00:27:41 Client Conversation Frameworks 00:36:32 Crash Talk With Data 00:41:08 Wrap Up And Next Week

BUILDING YOUR LEGACY: How to Succeed by Ignoring Conventional Success Metrics!

In this Forward One podcast, Jeffrey Saad joins hosts Paul and Josh to discuss managing major career pivots—from restaurants to real estate—by prioritizing authenticity, presence, and enjoyment of the day-to-day over fixation on outcomes. Saad describes his upcoming book with Steve Shull, The Reduction, built around doing less to live better, clarifying one’s story, focusing on the circle of control, stopping “storytelling,” and creating a personal constitution to guide decisions. He emphasizes responsibility, gratitude, open-mindedness, sustainable work habits, and boundaries, including reducing time with toxic people. The conversation also covers practical real estate principles—competing on value, telling clients the truth, asking better questions, consistency, and systematic client follow-up—ending with a rapid-fire round on Saad’s values, fears, and purpose. *Jeffrey Saad* Instagram: https://www.instagram.com/chefjeffreylsaad/ Website: https://www.compass.com/agents/jeffrey-saad/ *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.,forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps: 00:00:00 Podcast Welcome 00:00:41 Motorcycle Safety Talk 00:02:49 Pivoting Careers Authentically 00:04:43 Process Over Outcomes 00:06:02 Passion Meets Practicality 00:10:59 Finding Your Real Passion 00:12:15 Consistency Through Authenticity 00:17:43 Doing Less Better 00:19:03 Open Mind Learning 00:24:43 Circle of Control 00:27:52 Tools for Moving Forward 00:29:08 Discovering Your True Self 00:32:01 Joy Starts Within 00:32:40 Give First Get More 00:33:41 Value Creation Pays 00:35:10 Own Your Choices 00:37:16 Respond Dont React 00:38:57 Cut Toxic Ties 00:41:44 Reduce to Essence 00:48:28 Flow State Focus 00:49:25 Personal Constitution 00:51:07 Book and Reduction Method 00:57:41 Quiet Time Truth 01:00:21 Speak Truth Kindly 01:02:03 Price Beats Marketing 01:02:13 Hard Truth Listing Reset 01:03:50 Commission Objections 01:04:58 Value Over Price 01:07:28 Local Expert Myth 01:09:56 No Trash Talking 01:13:39 Ask Dont Sell 01:15:39 Walking Away Standards 01:21:09 Closing Gifts Connection 01:23:01 CRM Daily System 01:25:00 Consistency Not Personal 01:27:07 Fire Round Finale

STRATEGIC MOVES: Why The Top Realty Experts Are Studying Rod Watson's Blueprint To Success!

In this Forward One podcast episode, hosts Paul Mark Morris and Josh Spitzen interview real estate broker Rod Watson about how an infomercial course launched his career while he was coaching college basketball, leading him to study real estate terminology and eventually leave coaching and later a six-figure job at Porsche to build a family business. Watson explains starting as an investor, then getting licensed and building expertise during the 2007–2008 short sale/REO era, where he learned patience, negotiation, and title complexity, often waiting 9–12 months to close. He describes generating business through letter writing to a car-sales client base, doing 18–20 annual deals in Texas, and later leading Bank of America’s cooperative short sale work in Southern California. Watson shares his current boutique brokerage, service-first approach, niche in sports/entertainment clients, expansion plans in downtown San Diego, database-focused AI assistant “Ace,” and routines and principles centered on family, health, impact, and playing the long game. * Rod Watson* Instagram: https://www.instagram.com/rodwatson23/ Website: https://www.zillow.com/profile/RodWatson *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.,forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps: 00:00:00 Welcome and Introductions 00:00:41 Infomercial Spark 00:02:57 From Coaching to License 00:03:08 Investing in Texas 00:04:26 Short Sales Crash Era 00:05:10 Lessons from Distress Deals 00:09:02 Lead Generation Playbook 00:15:16 Long Game Client Story 00:17:30 Modern Buyer Expectations 00:20:53 Boutique Brokerage Today 00:22:33 Going the Extra Mile 00:26:57 LA San Diego Strategy 00:29:19 Long Game Leadership 00:30:25 AI Assistant Ace 00:32:21 Automating Database Follow Up 00:33:22 Family Legacy Vision 00:37:07 Daily Routine Discipline 00:39:08 Protecting Your Time 00:42:16 Riches In Niches 00:44:29 Superpower Strategy 00:51:53 Patience And Long Game 00:54:08 Fire Round Finale

CRACKING THE CODE: Social Media Strategies from a Real Estate Powerhouse!

In this Forward One podcast episode, realtor Alyssa Barajas shares how she shifted from studying to be a physician’s assistant to real estate seven years ago after her husband encouraged her to get licensed and list his flipped properties. She explains growing into a high-producing solo agent averaging about 25 transactions per year and why hiring an assistant (Danielle) and later adding an agent (Jasmine) helped her create systems, organize her CRM, and restore balance. Barajas discusses leveraging people and processes, using Follow Up Boss, and the importance of consistent follow-up and managing client expectations when delegating tasks. She outlines her social media strategy—posting 2–3 times daily across platforms with educational, sales, and personal content—plus vendor-collaboration videos for learning and referrals, and she emphasizes authenticity, resources, ongoing learning, and a long-term goal of building rental-property income. *Alyssa Barajas * Instagram: https://www.instagram.com/alyssambarajas/ Website: https://teamcirca.com/agent/alyssa-barajas *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.,forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamp: 00:00:00 Meet Alyssa Barajas 00:00:18 From Medicine to Real Estate 00:02:15 Scaling to 25 Deals 00:03:30 Hiring an Assistant 00:06:23 Systems and CRM Setup 00:10:04 Delegation and Standards 00:15:59 Vendor Videos for Referrals 00:20:45 Social Media Content Plan 00:23:42 Posting Cadence and Lead Split 00:25:51 No Prospecting Needed 00:26:41 DIY Media Workflow 00:28:36 Gear Apps and AI Editing 00:29:59 Authenticity Beats Production 00:32:30 Scheduling Posting Strategy 00:35:06 Content vs Lead Gen Debate 00:38:19 Algorithm Shifts and Discovery 00:40:35 Search AI and Local Visibility 00:45:16 Learning Rooms and Mentors 00:47:10 Goals Mentorship Script 00:49:48 Rapid Fire Closing

AGAINST ALL ODDS: Daryl Owen's Journey to Real Estate Dominance!

Forward One podcast hosts Paul Mark Morris and Josh Spitzen reunite with realtor and leader Daryl Owen, who describes getting licensed at 19 while running a Papa John’s, buying an early rental, and adopting system-driven sales habits. After a severe head trauma at 20, he outworked limitations by hand-dialing 500 cold calls a day in a suit, learning a buyer-heavy model, and using simple lead magnets like PennySaver ads to sell homes and small multifamily deals. He shares how a mindset shift led to consistent production, why he left a successful Century 21 office to pursue leverage and ownership, and how he built Nationwide Real Estate to 1,000 agents across nine locations with franchise-style economics. The conversation contrasts brokerage vs. team value, emphasizes CRM-driven follow-up and off-market databases, outlines his 18-person 50/50 team model built from Ben Kinney systems, and ends with a rapid-fire on ownership, peace, childhood memories, and insecurities. *Daryl Owen* Instagram: https://www.instagram.com/darylrowen/ Website: https://www.zillow.com/profile/Daryl%20Owen *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.,forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamp: 00:00:00 Podcast Welcome 00:00:29 From Pizza to Realtor 00:02:03 Systems Over Sales 00:04:56 Building Nationwide 00:05:34 Trauma and Cold Calls 00:08:52 First Deals Breakthrough 00:11:43 PennySaver Lead Magnet 00:14:04 Process and Numbers 00:16:02 Burnout and Reset 00:20:49 Old School Execution 00:25:10 Team Dialing Scripts 00:27:53 Off Market Advantage 00:29:11 Building Off Market Lists 00:29:32 Targeting Stale Listings 00:30:58 Top Agent Follow Up 00:34:45 CRM and AI Automation 00:37:18 Team Hiring Standards 00:42:15 Team Model vs Brokerage 00:50:22 Better Brokerage Blueprint 00:53:14 Fire Round Reflections 00:59:00 Final Peak Message

MARKET MASTERCLASS: Sasha Kaplan's Blueprint for Real Estate Success and Growth!

On the Forward One podcast, Sasha Kaplan shares how she transitioned from modeling to real estate at 21 in Los Angeles, initially misunderstanding commission-based work and then building her career through mentorship from Josie Benjamin. She describes landing her first deal by adding simple value at an open house, working through COVID by continuing to show up, and starting with leases due to her peer group’s buying patterns. Kaplan explains how she grew a developer-driven business (about 60% new construction) by relentlessly pursuing opportunities, underwriting deals, targeted prospecting, and insisting on getting the listing when she brings a teardown. She details winning a key developer relationship after nine months of persistence, record-breaking Sherman Oaks transactions, the importance of befriending listing agents, pricing honestly, managing expectations, and playing the long game, then discusses goals, routines, and a brief fire-round. *Sasha Kaplan* Instagram: https://www.instagram.com/sashabkaplan/?hl=en Website:https://www.coldwellbanker.com/ca/beverly-hills/agents/sasha-kaplan *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.,forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamp: 00:00:00 Welcome and Intro 00:00:13 From Modeling to Real Estate 00:01:09 Mentorship and Starting Out 00:02:43 First Deal Breakthrough 00:04:21 Extra Mile Mindset 00:08:03 Landing Developer Clients 00:13:15 Relentless Follow Up Wins 00:19:36 First Developer Listing Lessons 00:20:56 Winning Multiple Offer Deals 00:29:54 New Construction Business Model 00:31:53 Pricing Honesty and Trust 00:33:57 Securing the Listing Agreement 00:38:30 Walk Away With Confidence 00:42:28 Developers Vs Emotional Buyers 00:43:38 Building The Other 40% 00:45:04 CRM And Personal Touches 00:49:43 Breezy And Buildable Reports 00:51:55 Daily Prospecting Routine 00:53:20 Goals Teams And Growth 00:54:45 Manifestation And Goal Setting 00:59:57 How To Vet A Deal 01:07:24 Underwriting X Y Z 01:11:43 Purposeful Value Creation 01:13:58 Fire Round And Closing

The Open House Strategy That Built His Entire Career

Welcome back to the Forward One Podcast, hosted by Paul Mark Morris and Josh Spitzen of Forward One Real Estate. This week, we sit down with Bryan Beagles to break down how he built his real estate business from the ground up—starting with zero deals and turning open houses into his biggest opportunity. We get into the exact strategies he used to generate clients, why direct communication and follow-up separate top agents, and how he’s now scaling into investor and development deals. If you’re looking to build real momentum in your business, this episode is a clear blueprint for what actually works. *Bryan Beagles* Instagram: https://www.instagram.com/bryanbeags/ Website: https://bryanbeagles.com/ *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.,forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps 00:00:00 Meet Brian Beagles 00:00:51 From Entertainment to Real Estate 00:02:38 The Moment He Went Solo 00:09:13 Surviving the Early Dry Spell 00:11:34 Communication Style That Wins Clients 00:16:24 Open Houses as Lead Gen 00:18:28 Qualifying and Converting Walk Ins 00:27:25 Cold Calling and AI Dialers 00:31:46 Auto Voicemail Outreach 00:32:30 Atlas Features and Compliance 00:35:16 Cold Call Personal Pitch 00:37:47 Persistence Lessons from Sherry 00:40:27 Personality Styles in Selling 00:45:49 Path to 500K GCI 00:48:32 Developer Deals and Underwriting 01:02:48 Lead Gen Reality and Wrap Up

She Had Zero Deals Her First Year—Then Became a Top Agent

Welcome back to the Forward One Podcast, hosted by Paul Mark Morris and Josh Spitzen of Forward One Real Estate. In this episode, we sit down with Barbara Isabel, who shares how she went through her entire first year in real estate without closing a single deal—and what she did to push through when most agents would have quit. We talk about the cold calling grind, the expired listing that changed her trajectory, and how persistence turned early setbacks into long-term success. If you're struggling in your first years or questioning whether to keep going, Barbara’s story is a powerful reminder that consistency and resilience are what separate those who last from those who leave. *Barbara Isabel* Instagram:https://www.instagram.com/barbaraisabelre/ Website: https://www.zillow.com/profile/barbaraisabelr *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.,forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps 00:00:00 Meet Barbara 00:02:11 From Law to Real Estate 00:04:51 Cold Calling Grind 00:05:45 First Malibu Listing Win 00:09:16 Learning LA Fast 00:12:01 Expireds vs Door Knocking 00:21:30 Winning Listing Appointments 00:31:28 Reverse Prospecting System 00:34:16 Cold Caller Prospecting System 00:34:48 MLS Filters and Radius Strategy 00:35:49 Emailing Upcoming Listings 00:37:25 Courses and Wealth Tracks 00:38:26 Pivot Into Development Niche 00:40:48 Learn by Doing and Client Loyalty 00:45:09 Open House Standards and Checklists 01:01:27 Rapid Fire and Closing Message

They Shrunk Their Team—and Made More Money

Welcome back to the Forward One Podcast, hosted by Paul Mark Morris and Josh Spitzen of Forward One Real Estate. In this episode, we sit down with John Barrentine and Chuck Marquardt to talk about how refining team size, focusing on culture, and hiring the right people transformed his business into a more profitable and satisfying operation. We dig into why bigger teams aren’t always better, how hospitality backgrounds translate into real estate success, and what leaders should really prioritize when building a team. If you're looking to grow smarter—not just bigger—this conversation will challenge how you think about team building and profitability. *John Barrentine* Instagram: https://www.instagram.com/johnbarrentinegroup/? Website: https://barrentinegroup.com/ *Chuck Marquardt* Instagram: https://www.instagram.com/chuckmarquardt/ Website: https://barrentinegroup.com/agent/chuck-marquardt *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.,forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps 00:00:00 Welcome and Introductions 00:00:47 John Real Estate Origin Story 00:02:22 Chuck Joins the Business 00:05:57 Division of Labor and Strengths 00:11:30 Woo and Relentless Lead Gen 00:14:16 Service Mindset and Client Value 00:18:15 Team Structure and Hiring Culture 00:25:22 Farming Playbook and Modern Tech 00:38:48 CRM and Relationship Tech 00:39:52 Social Media as Proof 00:41:31 Winning AI Search Visibility 00:46:47 Authenticity Over Avatars 00:49:44 Google Profile and Reviews 00:56:14 AI for Homeowner Follow Up 01:02:51 Human Touch Still Wins 01:11:03 Fire Round and Team Affirmation

Why Most Realtors Never Hit Their Sales Goals

Welcome back to the Forward One Podcast, hosted by Paul Mark Morris and Josh Spitzen of Forward One Real Estate. In this episode, we sit down with Adam Rosenfeld to break down the real difference between goals and commitments — and why most agents stay stuck because they’re measuring the wrong things. We dive into lead measures vs. lag measures, how to reverse engineer your income target, and why your calendar tells the truth about your future results. Adam shares how to use specificity, data, and disciplined daily actions to create predictable growth — without just “working harder.” If you want to build a business that’s sustainable, measurable, and scalable, this conversation gives you the framework. *Adam Rosenfeld* Instagram: https://www.instagram.com/itslookinrosey/?hl=en Website: https://residentre.com/agents/adam-rosenfeld/ *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.,forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps 00:00:00 Welcome and Kindness 00:00:57 Real Estate Ego and Leverage 00:05:58 From Law to Luxury Real Estate 00:11:21 Developer Niche and Market Headwinds 00:15:20 ULA Mansion Tax Explained 00:37:16 Timeless Homes vs Spec Boxes 00:39:07 Winning Listings on Effort 00:43:32 Rolodex Myth and Broker Hustle 00:57:45 Hire Hungry Not Famous 00:01:00:40 Resident Partnership and Growth 01:14:26 Scaling Resident Vision 01:15:00 Developing Together 01:16:29 Starting Over Playbook 01:23:01 Mentorship That Filters 01:31:10 Sophisticated Clients Finale

He Built a 99% Referral Real Estate Business

Welcome back to the Forward One Podcast, hosted by Paul Mark Morris and Josh Spitzen of Forward One Real Estate. This week, we sit down with Roger Perry, a top-producing agent whose business is built almost entirely on referrals. Roger shares how he went from the clothing industry into real estate 16 years ago and built a career driven by relationships, professionalism, and daily discipline — not flashy marketing or lead chasing. We talk about what it really takes to earn repeat and referral business, how to build loyalty that protects your clients from outside noise, and why proactive communication is the difference between average agents and elite operators. Roger also breaks down his morning routine, his philosophy on negotiation, and how he consistently produces $35–60M in annual sales while keeping service at the center. If you want to build a long-term real estate career rooted in trust, consistency, and genuine connection, this episode is for you. *Roger Perry* Instagram: https://www.instagram.com/rogerperryla/ Website: https://www.rogerperry.com/ *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.,forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps 00:00:00 Welcome and Praise 00:01:13 From Fashion to Real Estate 00:02:23 Real Estate Is Not Easy 00:03:23 Starting Out and Building Referrals 00:05:15 Turning Contacts Into Advocates 00:06:38 Elevator Pitch and Market Knowledge 00:11:31 Confidence Presentation and Loyalty 00:18:40 Daily Routine and Proactive Follow Up 00:21:45 Turning Small Talk Into Leads 00:23:18 Purposeful Follow Up Habits 00:24:35 Tailoring Pressure To Clients 00:27:28 Market Whiplash And Self Generation 00:28:45 Production Numbers And Competitor Reality 00:31:00 Coaching For Growth And Reorg 00:37:24 Confidence Motivation And Service 00:40:17 Team Structure And Hiring Pipeline

Follow the Money: The Strategy That Changed His Career

Welcome back to the Forward One Podcast, hosted by Paul Mark Morris and Josh Spitzen of Forward One Real Estate. In this episode, we sit down with Derrick Smith, who built a $130M+ real estate career without a sphere, without family connections, and without shortcuts. Derrick shares how writing $30M in offers before closing his first deal shaped his mindset, why “following the money” changed everything, and how focusing on developers and off-market opportunities accelerated his growth. We unpack the discipline behind consistent prospecting, how to underwrite deals like an investor, and why long-term commitment beats short-term motivation every time. If you’re serious about building a sustainable real estate business — especially in a challenging market — this conversation is for you. *Derrick Smith* Instagram: https://www.instagram.com/liveluxuryla Website: https://www.coldwellbankerluxury.com/specialist/PDAMNSlX/derrick-smith *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps 00:00:00 Meet Derek Smith 00:00:15 From Texas to Real Estate 00:02:26 Crushing It Fast 00:05:00 Finding a Niche 00:07:24 Off Market Advantage 00:10:09 First Deal Lessons 00:18:01 Deal Sourcing Playbook 00:28:23 Underwriting and Proformas 00:41:27 Many Paths to Success 00:41:54 Branding the Derrick Smith 00:43:15 Value Building and Negotiation 00:46:08 Fatherhood and Flexibility 00:49:06 Weekly Metrics and Accountability 00:54:39 Prospecting and Agent Collaboration 01:01:57 Goals Florida Expansion Investing 01:08:31 Decisions Lessons and Fire Round

The 300 Cold Calls a Week That Built Her Career

Welcome back to the Forward One Podcast, hosted by Paul Mark Morris and Josh Spitzen of Forward One Real Estate. This week, we sit down with Elizabeth Clark to break down what it really takes to build a lasting career in commercial real estate. From making 300 cold calls a week at Marcus & Millichap to becoming a trusted seller representative in a male-dominated industry, Elizabeth shares the discipline, structure, and long-game mindset that built her business. We talk about why commercial real estate is more emotional than people think, how to create emerging buyers instead of waiting for them, and why seller representation creates real leverage over time. If you want to understand what separates top brokers from everyone else, this conversation is a masterclass in consistency, confidence, and playing the long game. *Elizabeth Clark* Instagram: https://www.instagram.com/elizabethclark_cre/ Website: https://www.elizabethclark.com/meet-elizabeth-clark *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps 00:00:00 Meet Elizabeth Clark: Breaking into a Male-Dominated Industry 00:02:39 The Real Grind: Cold Calls, Structure, and Early Career Reality 00:04:34 Finding Opportunity in a Down Market: Secondary & Tertiary Plays 00:07:51 Value-Add Mindset: Highest & Best Use + Hidden Income Streams 00:13:47 Seller Rep, Usual Suspects vs. Emerging Buyers (and How to Find Them) 00:18:25 Door Knocking & SBA Financing: Creating Owner-User Buyers 00:26:29 Discipline That Compounds: Call Quotas, Meetings, and Money-Making Activities 00:35:39 Quality Over Quantity: What Actually Counts as a Money-Making Activity 00:37:24 Stop Saying “Try”: The Mindset Shift to Open Escrow Every Week 00:38:22 The “Thick Paper” List: Daily Visibility, Focus, and Self-Accountability 00:41:54 Busy vs Productive: Resistance, Fake Work, and Why Texting Isn’t Calling 00:44:31 10 Real Conversations a Day: The Non-Negotiable Lead Gen Standard 00:47:49 Why Clients Choose You: Authenticity, Emotional Intelligence, and Listening 00:52:01 Voice of Reason in Negotiations: Principle vs Practical (and the $250K Lesson) 00:59:30 Handling Retrades + Fire Round Finale: Tough Buyers, Due Diligence, and Closing Thoughts

Real Estate Is a Terrible Part-Time Job

Welcome back to the Forward One Podcast, hosted by Paul Mark Morris and Josh Spitzen of Forward One Real Estate. In this episode, we sit down with Angelo Fierro to talk about what it really takes to build a sustainable real estate career. Licensed for over two decades but “committed” for the last 16 years, Angelo shares how coaching, structure, and a decision to go all-in changed the trajectory of his business. We unpack why real estate is a terrible part-time job, how long-term persistence landed him a $10M+ listing after nine years of follow-up, and what it means to let go of outcomes while staying fully committed to the process. *Angelo Fierro* Instagram: https://www.instagram.com/losangeloliving/ Website: https://angelofierrogroup.com *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps 00:00:00 Welcome to the Fire Cast + Meet Angela Fierro 00:00:29 From New York to LA: Early Real Estate Roots & Finding Direction 00:02:13 Acting Dreams, 9/11, and Falling in Love with Los Angeles 00:05:19 Learning LA the Hard Way: Thomas Guide, Neighborhoods & Market Nuance 00:10:24 Teams, Mentors, and the Wake-Up Call: Family, Injury & Getting Serious 00:15:28 Coaching with Tom Ferry: Structure, Accountability, and a 3-Year Plan 00:19:45 Surviving the 2008 Crash: Short Sales, Foreclosures & Staying in the Game 00:32:07 Building a Niche + Modern Prospecting: Schools, SmartZip, CRM & Daily Calls 00:37:49 Mulholland Rides & Weekend Triathlon Community 00:38:30 Coaching Styles: Mike Ferry vs Tom Ferry vs Buffini 00:41:15 Letting Go: Managing Stress, Control & Client Expectations 00:44:45 “Do We Even Need Realtors?” Fiduciary Value & Dual Agency 00:47:03 Winning the Listing: Persistence, Communication & The Mulholland Sale 00:52:02 Team Structure & 3-Year Vision: West Hollywood + Silicon Valley 00:53:43 Referral Flywheel & Marketing Machine: Newsletter, Ads, SEO + Print 01:07:27 Business Gaps, Delegation, Mentorship & Fire-Round Finale

Best Real Estate Careers Are Built in Bad Markets

Welcome back to the Forward One Podcast, hosted by Paul Mark Morris and Josh Spitzen of Forward One Real Estate. In this episode, we sit down with Dennis Chernov to break down what it really takes to build a durable real estate career when markets turn tough. Dennis shares hard-earned lessons from the 2008 crash, why consistency beats hype, and how the best agents use bad markets to build long-term leverage. If you want to stop chasing cycles and start building something that lasts, this conversation is for you. *Dennis Chernov* Instagram: https://www.instagram.com/dennischernov/ Website: https://chernovteam.com/agents/dennis-chernov/ *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ Josh: https://www.instagram.com/spitzenjosh/ Forward One Media: https://www.instagram.com/forwardonemedia/ YouTube: https://www.youtube.com/@forwardonepodcast *Presented by Forward One Real Estate* https://www.forwardone.com Instagram: https://www.instagram.com/forwardonerealestate/ Timestamps 00:00:00 The Dennis Chernoff Story 00:01:15 The House Hunt Dilemma 00:02:15 The Importance of Graciousness in Business 00:03:29 Navigating Real Estate Challenges 00:08:06 The Turning Point: From Mortgage to Real Estate 00:09:59 Building a Real Estate Empire 00:12:38 The Evolution of a Real Estate Team 00:16:48 Adapting to Market Changes 00:36:08 Navigating Business Evolution 00:37:07 Key Performance Indicators 00:38:33 Strategic Investments and Value Creation 00:43:21 Consistency in Real Estate 00:47:09 Team Dynamics and Hiring 00:57:25 Client Relationships and Lead Generation 01:05:09 Personal Development and Family Values 01:06:25 Rapid Fire Round