Forward One Podcast

• How He Scaled Cold Calling to $50M in Sales

  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 Merse Kallow to unpack what it really takes to break into one of the toughest markets in the world and build a business around persistence, discipline, and strategy. We explore how off-market opportunities can transform your deal flow, why developer clients can be both the easiest and most challenging to work with, and the overlooked mindset shifts that separate consistent closers from agents who burn out. We’re also joined by realtor Andrew Whaley, a rising star on Merse’s team who has built a reputation as a high performer through relentless cold calling and quality conversations. Together, we break down how Merse’s team built \$50 million in sales volume by staying focused on their lane, creating value in ways other agents overlook, and mastering the art of resilience. If you’ve ever wondered how to build lasting relationships with developers, turn cold calls into meaningful business, or elevate your own consistency in the face of rejection, this episode delivers the blueprint.Connect with the Forward One Team!Paul:https://www.instagram.com/paulmarkmorris/Josh:https://www.instagram.com/spitzenjosh/Merse:https://www.instagram.com/merse_kollo/Andrew:https://www.instagram.com/ajwhaleyy/Timestamps00:00:00 Intro00:00:31 Moving from Hungary to U.S.00:03:27 Learning English & high school struggles00:06:06 First real estate job in LA00:08:39 First deals & 50/50 split00:12:30 Proving yourself before asking00:15:19 Mistakes & persistence00:16:45 Willingness to try new things00:20:00 Building a small focused team00:21:50 Working with developers00:25:18 $50M sales volume & deal flow00:27:39 Getting developer clients00:32:18 Loyalty, value, and resale listings00:36:53 Finding deals & buy box00:47:45 Example deal breakdown00:56:19 Team culture & junior agents01:00:15 Andrew’s background & joining the team01:06:29 Cold calling mindset & quality conversations01:08:39 Positive work environment & fit01:11:32 Andrew’s recent deals01:16:34 How Andrew cold calls sellers01:24:13 Roleplay call example01:24:33 F1RE Round

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• Winning the Listing Starts Way Earlier Than You Think

  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 luxury powerhouse Paul Daftarian to unpack what it really takes to dominate in one of the most competitive markets in the country. We talk about the mental discipline required to win listings before walking through the door, how to build a six-star service experience that clients can’t stop talking about, and why your calendar—not your market—determines your income. Paul shares insights that challenge the status quo, from redefining how agents should treat their databases to the strategic reason behind “burning the boats.” If you’re serious about playing at a higher level, this conversation will sharpen your focus and reframe how you approach success in this business.Connect with the Forward One team on Instagram!@paulmarkmorris@spitzenjosh@pauldaftarianTimestamps00:00:00 Intro00:01:00 Early Mortgage00:04:00 Missed Exit00:07:00 Signal vs Noise00:10:00 Burn the Boats00:14:00 Confidence Wins00:18:00 Calendar Wins00:23:00 Team Building00:28:00 Six-Star Service00:33:00 Listing Tactics00:41:00 Luxury Strategy00:48:00 Set Boundaries00:54:00 F1RE Round

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• Realtor Tech That Actually Grows Your Business

  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 Andrew Flachner, co-founder of RealScout, to explore what it really takes to build a product that realtors actually want—and keep using. We dig into why most tech companies get it wrong when trying to serve agents, and how Andrew’s obsession with solving real pain points led to one of the highest retention rates in the industry. You’ll hear why building a database isn’t just a tech play—it’s a long-term wealth strategy for agents. We also talk candidly about the moment RealScout stopped trying to be everything and chose a single lane, and how that decision changed everything.If you’re trying to scale your real estate business, make smarter hiring decisions, or stay ahead of AI-driven shifts in the industry, this conversation is packed with the kind of practical insight and strategic clarity you won’t hear anywhere else.Follow Andrew on Instagram!https://www.instagram.com/aflachner/Timestamps00:00:00 Intro00:01:15 Starting as an Agent00:03:00 100K Users00:04:55 Fixing Churn00:07:05 Database Gold00:10:00 One Thing Focus00:12:45 Revenue Goals00:15:40 Hire When It Hurts00:18:30 High Retention00:24:30 Network Effect00:29:15 Seller Tools00:32:10 Not a CRM00:40:00 Beating Zillow00:44:45 AI Roadmap00:57:30 F1RE Round

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• How Design Decisions Add (or Destroy) Property Value

  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 architect John Umbanhowar to uncover what most realtors and developers get wrong about design—and why that’s costing them real money. We talk about how great architecture isn't just aesthetic; it’s strategic, and it can significantly increase property value when done right. John shares how to vet design professionals, what to look for during due diligence, and how to navigate tricky permitting challenges that can derail a deal. We also dig into the misunderstood dynamics between realtors, clients, and architects—plus how to position yourself as the connector who adds real value. Whether you're flipping, representing, or developing, this conversation will give you sharper tools to make smarter, more profitable decisions.Follow John on Instagram!https://www.instagram.com/huumarchitects/More of John's work:https://huum.com/fire-resilient-architecture-for-california-homeowners/https://huum.com/wp-content/uploads/2025/04/250401_huumfireresilience.pdfTimestamps00:00:00 Intro00:01:44 Path to Design00:04:22 Clients & Realtors00:07:07 Scope of Work00:08:31 Permit Hurdles00:12:53 Realtor Value00:16:16 Due Diligence00:20:24 Picking Architects00:26:17 Design Ethos00:29:27 Space & Feel00:33:42 Vetting Pros00:36:46 Fees & Value00:44:05 ROI on Design00:51:34 Climate Ready00:57:34 F1RE Round

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• Stop Chasing Leads. Start Attracting Clients.

  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 top realtor, Chase Campen, to unpack what it truly takes to move from a comfortable corporate career into a thriving real estate business while building a reputation that leads to consistent deals. We explore why understanding your personal process can be more powerful than chasing wins, how to generate leads in any market, and the surprising ways door knocking and local newsletters still outperform expensive ad spends when done with strategy. If you're looking to sharpen your edge in real estate while growing a business that actually serves your life, this episode will give you clear, actionable insights you can start applying today.Timestamps00:00:00 Intro00:01:44 Getting started in real estate00:03:15 Boca & Weather00:04:32 Why Real Estate00:05:59 People Skillset00:13:46 Deal Hurdles00:17:35 Process Beats Win00:25:33 Lead Gen 10100:30:13 Social vs Prospect00:33:46 Door Knocking00:37:32 Service Networking00:45:02 Newsletter Play00:52:15 Event Marketing01:02:13 Tools & CRM01:07:31 F1RE Round

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