Why Most Realtors Never Hit Their Sales Goals

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/ [https://www.instagram.com/bryanbeags/] Website:  https://bryanbeagles.com/ [https://bryanbeagles.com/]  *More from Paul & Josh* Paul: https://www.instagram.com/paulmarkmorris/ [https://www.instagram.com/paulmarkmorris/]Josh: https://www.instagram.com/spitzenjosh/ [https://www.instagram.com/spitzenjosh/]Forward One Media: https://www.instagram.com/forwardonemedia/ [https://www.instagram.com/forwardonemedia/]YouTube: https://www.youtube.com/@forwardonepodcast [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/ [https://www.instagram.com/barbaraisabelre/] Website: https://www.zillow.com/profile/barbaraisabelr [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/? [https://www.instagram.com/johnbarrentinegroup/?next=%2F]Website: https://barrentinegroup.com/ [https://barrentinegroup.com/] *Chuck Marquardt* Instagram: https://www.instagram.com/chuckmarquardt/ [https://www.instagram.com/chuckmarquardt/] Website: https://barrentinegroup.com/agent/chuck-marquardt [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/ [https://www.instagram.com/rogerperryla/] Website: https://www.rogerperry.com/ [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