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 Kollo 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/

Timestamps
00:00:00 Intro
00:00:31 Moving from Hungary to U.S.
00:03:27 Learning English & high school struggles
00:06:06 First real estate job in LA
00:08:39 First deals & 50/50 split
00:12:30 Proving yourself before asking
00:15:19 Mistakes & persistence
00:16:45 Willingness to try new things
00:20:00 Building a small focused team
00:21:50 Working with developers
00:25:18 $50M sales volume & deal flow
00:27:39 Getting developer clients
00:32:18 Loyalty, value, and resale listings
00:36:53 Finding deals & buy box
00:47:45 Example deal breakdown
00:56:19 Team culture & junior agents
01:00:15 Andrew’s background & joining the team
01:06:29 Cold calling mindset & quality conversations
01:08:39 Positive work environment & fit
01:11:32 Andrew’s recent deals
01:16:34 How Andrew cold calls sellers
01:24:13 Roleplay call example
01:24:33 F1RE Round