Forward One Podcast

Welcome back to a conversation so full of real estate wisdom, it had to be in two parts! JJ Wallack is not just a guest; he’s a real estate guru with years of experience and a wealth of knowledge. From understanding the market dynamics to mastering the language of real estate, JJ shares invaluable insights that can make or break a deal. We discuss the importance of knowing the absorption rate, average days on market, and how to effectively represent both buyers and sellers. JJ emphasizes the need for agents to be proactive, especially when it comes to financing and insurance, which can often be the hurdles in closing a deal. He also shares personal stories that highlight the significance of building rapport with clients and understanding their needs. If you’re in the real estate business or looking to buy or sell a property, this episode is packed with tips that can elevate your game. Tune in and learn how to navigate the complexities of real estate with confidence and expertise!

Connect with Forward One Podcast

Instagram: https://www.instagram.com/forwardonemedia 

TikTok: https://www.tiktok.com/@itspaulmarkmorris 

Facebook: https://www.facebook.com/paulmarkmorris

Connect with J.J. Wallack

Instagram: https://instagram.com/jjwallack

https://jjwallack.com

Presented by Forward One Real Estate 

Instagram: https://www.instagram.com/forwardonerealestate 

https://forwardone.com/

00:00:01 - Introduction and Meet JJ
00:00:48 - Know the Market and How Buyers Qualify
00:03:52 - Anticipate Financing and Insurance Hurdles
00:08:46 - What Makes a Successful Agent
00:10:40 - A Mindset Lesson That Changed an Agent’s Life
00:15:33 - Follow the Playbook, Then Find Your Strengths
00:19:06 - Prepare for a Listing Presentation
00:21:18 - Market a Listing and Create Buyer Urgency
00:26:09 - Present the Home at Its Best
00:28:43 - Working With Non-Exclusive Buyers
00:31:18 - Compete for Listings Through Agent Relationships
00:34:44 - Tell the Seller’s Story in Their Own Words
00:37:44 - Make Negotiation Part of the Listing Presentation
00:41:34 - Personal Reflections and Closing Questions

Welcome to the Forward One Podcast! For Part 1 of this masterclass conversation, Paul and Josh had the pleasure of chatting with J.J. Wallack, whom they consider the smartest man in real estate. With years of experience and a wealth of knowledge, J.J. shares his journey from tech to real estate and the lessons he's learned along the way. He emphasizes the importance of relationships in this business and how they can lead to success. J.J. also discusses the common pitfalls new agents face and why consistency is key too thriving in real estate. Whether you're a seasoned pro or just starting out, J.J.’s expertise will inspire you to take your career to the next level. Don't miss out on this opportunity to learn from one of the best in the industry!

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 J.J. Wallack

Instagram: https://instagram.com/jjwallack

https://jjwallack.com

Presented by Forward One Real Estate 

Instagram: https://www.instagram.com/forwardonerealestate 

https://forwardone.com/

Timestamps

00:00:13 - J.J’s Background and Shift to Real Estate

00:03:55 - Entering Beverly Hills Real Estate Market

00:05:14 - Importance of Relationships in Real Estate

00:07:23 - Knowledge and Application in Real Estate

00:11:04 - Lead Generation Strategies

00:15:55 - Overcoming Objections and Building Confidence

00:22:31 - Team Dynamics and Asking for Business

00:23:11 - Market Knowledge and Listing Presentations

00:31:14 - Market Variability and Micro Markets

00:35:18 - Importance of Mentoring and Coaching in Real Estate

00:40:24 - Consistency and Success in Real Estate

00:43:05 - Educator's Heart in Coaching and Teaching

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

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

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

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 

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

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

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

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