The 300 Cold Calls a Week That Built Her 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 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