Forward One Podcast

How do you price a home when there’s nothing to compare it to? Gary Gold has the answer, and he’s sharing his system. Gold is the legendary agent behind the Playboy Mansion sale, the first home in Los Angeles to sell for $100 million, as well as the $150 million Chartwell Estate and the Hearst Estate. In this episode, he joins Paul Morris and Josh Spitzen to explain how he prices the most unusual homes on the market. It starts with doing away with the term “comps” and rethinking what a premier blue chip property brings to the table.Connect with Gary Goldhttps://soldbygold.net/https://www.instagram.com/soldbygold/Timestamps00:00 Meet Gary Gold: from Hilton & Hyland to record-setting sales04:55 The challenge of pricing a home with no comparables07:15 Why Gary banned the word “comps”11:50 Why “How’s the market?” is a meaningless question16:35 The two-part answer to pricing luxury21:50 Creating urgency without faking it26:00 Pricing 5% high vs. 5% low31:10 Gary’s AI-assisted valuation system34:10 Quantifiable value vs. the “it factor”40:20 The seller who wanted $26 million43:30 When listings become billboards48:40 The off-market offer that raised a tough question51:50 The buyer who walked away from the house they wanted55:50 The real purpose of the price of luxury1:00:50 The restaurant waiter analogy1:02:40 Finding the buyer for a $15 million Malibu listing

Welcome to the Forward One Podcast! James Harris shares his incredible journey in real estate with Josh Spitzen and guest host Joey Sacavitch, starting from his early days in London to becoming a top agent in LA. He emphasizes the importance of building trust and relationships in this competitive industry. With a passion for helping clients, James believes that every interaction is an opportunity to create lasting connections. He discusses the challenges he faced in the beginning, including door knocking for hours without immediate success, but how perseverance led to significant breakthroughs. His story is a testament to the power of hard work, dedication, and a positive mindset. James also highlights the importance of treating every client like family and the value of nurturing those relationships over time. If you're looking to thrive in real estate, his insights are invaluable!Connect with Forward One PodcastYouTube: www.youtube.com/@forwardonepodcast Instagram: https://www.instagram.com/forwardonemedia TikTok: https://www.tiktok.com/@itspaulmarkmorris Facebook: https://www.facebook.com/paulmarkmorrisConnect with James HarrisInstagram: https://www.instagram.com/jamesbondstLinkedIn: https://www.linkedin.com/in/jamesbondsthttps://www.breezy.com/https://carolwoodre.com/agent/james-harrisPresented by Forward One Real Estate Instagram: https://www.instagram.com/forwardonerealestate https://forwardone.com/Timestamps00:00:01 - James’s Start in Real Estate00:02:03 - Moving to LA and Going All In00:04:42 - How One Lease Led to a Million-Dollar Deal00:08:59 - Earning and Keeping Clients’ Trust00:12:09 - Growth, Service, and a Relationship-Driven Business00:15:08 - Thriving in a Skill-Based Market00:15:46 - Healthy Competition and Learning from Success00:19:52 - How the Team Stays Accountable00:23:42 - Hiring for Hunger and Keeping Real Estate Simple00:26:14 - Why James Built Breezy AI00:29:13 - Breezy’s Growth and UnderBuilt in Action00:30:27 - How UnderBuilt Helps Agents Spot Opportunities00:32:56 - Finding Opportunity in a Difficult Market00:35:49 - Why Positivity Matters in Real Estate00:36:43 - Fire Round: Balance, Family, and Trust

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 PodcastInstagram: https://www.instagram.com/forwardonemedia TikTok: https://www.tiktok.com/@itspaulmarkmorris Facebook: https://www.facebook.com/paulmarkmorrisConnect with J.J. WallackInstagram: https://instagram.com/jjwallackhttps://jjwallack.comPresented by Forward One Real Estate Instagram: https://www.instagram.com/forwardonerealestate https://forwardone.com/00:00:01 - Introduction and Meet JJ00:00:48 - Know the Market and How Buyers Qualify00:03:52 - Anticipate Financing and Insurance Hurdles00:08:46 - What Makes a Successful Agent00:10:40 - A Mindset Lesson That Changed an Agent’s Life00:15:33 - Follow the Playbook, Then Find Your Strengths00:19:06 - Prepare for a Listing Presentation00:21:18 - Market a Listing and Create Buyer Urgency00:26:09 - Present the Home at Its Best00:28:43 - Working With Non-Exclusive Buyers00:31:18 - Compete for Listings Through Agent Relationships00:34:44 - Tell the Seller’s Story in Their Own Words00:37:44 - Make Negotiation Part of the Listing Presentation00:41:34 - 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 PodcastYouTube: www.youtube.com/@forwardonepodcast Instagram: https://www.instagram.com/forwardonemedia TikTok: https://www.tiktok.com/@itspaulmarkmorris Facebook: https://www.facebook.com/paulmarkmorrisConnect with J.J. WallackInstagram: https://instagram.com/jjwallackhttps://jjwallack.comPresented by Forward One Real Estate Instagram: https://www.instagram.com/forwardonerealestate https://forwardone.com/Timestamps00:00:13 - J.J’s Background and Shift to Real Estate00:03:55 - Entering Beverly Hills Real Estate Market00:05:14 - Importance of Relationships in Real Estate00:07:23 - Knowledge and Application in Real Estate00:11:04 - Lead Generation Strategies00:15:55 - Overcoming Objections and Building Confidence00:22:31 - Team Dynamics and Asking for Business00:23:11 - Market Knowledge and Listing Presentations00:31:14 - Market Variability and Micro Markets00:35:18 - Importance of Mentoring and Coaching in Real Estate00:40:24 - Consistency and Success in Real Estate00:43:05 - 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 PodcastYouTube: www.youtube.com/@forwardonepodcast Instagram: https://www.instagram.com/forwardonemedia TikTok: https://www.tiktok.com/@itspaulmarkmorris Facebook: https://www.facebook.com/paulmarkmorrisConnect with Kevin DaSilvaInstagram: https://www.instagram.com/kevindasilvagrouphttps://www.kevindasilvagroup.com/Presented by Forward One Real Estate Instagram: https://www.instagram.com/forwardonerealestate https://forwardone.com/Timestamps00:00:01 - Meet Kevin DaSilva and His Path into Real Estate00:02:28 - Starting Small and Dominating a Local Farm00:05:37 - Modern Prospecting and the Door-Knocking Script00:10:11 - Ice Cream Open Houses That Generate Clients00:11:21 - Intentional Language, NLP, and Sales Psychology00:12:58 - The Body Language Behind Effective Door Knocking00:15:28 - Equity Reports as a Lead-Generation Pillar00:18:46 - The Equity Report Texting Script00:24:20 - Turning Equity Reports into Listings00:28:03 - The CRM and Technology Stack00:30:27 - HomeBot, Fellow, and Home Valuation Landing Pages00:39:17 - Preparing Accurate, Hyperlocal Equity Reports00:42:08 - Golden Questions That Reveal Seller Motivation00:44:41 - Why Automated Valuations Miss Critical Nuances00:48:07 - Micro Market Reports as a Low-Friction Touchpoint00:51:53 - Kevin's Accomplishments, Values, and Inspirations