Forward One Podcast

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

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

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

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

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