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