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