About this episode
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/ 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