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/ Website: 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
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