🧱Why 74% of Agents Failed (The Complete System That Could Save You)

I have a ruthless one for you today.

While 74% of real estate agents closed zero deals in 2024, Michelle Mumoli closed 106 deals. It was her best year yet. 

But Michelle wasn't always this confident. For the first 5-6 years, she was ready to quit real estate every single year.

What changed her mind? Professional athletes and a mindset that built her $400M+ career.

Today, you'll learn:

• The athlete mindset

• How to eliminate "energy vampires"

• The service details that kill the competition

• How to create million-dollar deals from thin air

• How she beats Zillow at their own game

— Andrew

The Athlete Brain Circuit

Michelle's breakthrough came when she started working with professional athletes.

What she noticed blew her mind:

"There is no sarcasm about negative things. There's no inkling of negativity."

While us "common people" spiral after setbacks, athletes operate differently:

• They Give 150% every single time

• Show zero negativity after losses

• Move on immediately

• Entertaint no downward spiral

"When I changed my mindset, my business changed dramatically."

The result? Michelle now wakes up every morning knowing she's better than 99% of her competitors.

That's not arrogance. That's athlete-level confidence.

The confidence you need to succeed in this business.

Cutting Off Energy Vampires

But not everybody likes to hear that.

That’s where Michelle gets ruthless.

She calls them "energy vampires" people who suck your energy and slow you down.

How she does it:

Energy vampires: Cut conversations short. Give them next steps.

“Call me back when it’s done”.

If they don’t follow through, they never call. If they do, they aren’t vampires anymore.

Naysayers and haters: Remove them from your life.

Unsupportive family/friends: Stop talking to them. They don’t owe you anything, and neither do you.

"I don't have one person around me that doesn't believe in what I do."

When you surround yourself with people who believe 200% in your success, "you will fly as high as you want."

Service Details That Kill Competition

This might lead you to believe Michelle developed a cold and distant style, but experience has taught her differently.

She is a freak for service details.

These details matter.

"This is a long game. If you think you're gonna make a couple cold calls and make your million dollars, this isn't for you."

Michelle's clients keep coming back—and referring others.

That's how you build a $400M career.

Making Deals From Thin Air

Speaking of money, Michelle's first big deal? $1.4 million that she made from scratch.

Basically, she found a building with converted condos that were listed, then withdrawn. She made the call and the sale. But what matters is the mentality…

"I created the opportunity, figured out how to get into opportunities that don't exist.”

Here’s the strategy:

1. Find properties withdrawn from market

2. Call the listing agent

3. Ask: "Does your seller still want to sell?"

Bonus move: She also calls agents with "for rent" listings and asks if the owner wants to sell the entire building.

"The opportunity to make money is there for two people, not just one."

Don’t wait for the listing to come to you, create your own.

Maybe even fight the system…

Beating Zillow at Their Game

When it comes to closing a sale, the last thing you want to hear is: "Why does this site say my property is worth less than what I paid?"

The answer is simple: "We don't allow aggregate sites to manipulate the market. We're real estate agents Zillow is not."

It’s a lot of work, but it pays off, because she gets to control pricing and marketing strategy like every other business in the world.

While her competitors let Zillow set expectations, Michelle sets her own.

The Hunger That Drives Success

But Michelle wasn’t always like this.

Yes, she quit her job the day she got her license with nothing except the "pure will to succeed."

But, at that time, she was living paycheck to paycheck.

"If I stop working, I don't have an income. And I don't have anything else that I'm really good at."

That desperation became the foundation of a $400M career. And the first step was deciding not to put 25 or 100% effort, but 150. And, boy, did it pay off… 

Why She Thrived While Others Died

While 74% of agents closed zero deals in 2024, Michelle dominated with 106 transactions.

Among other things, what hurt so many agents was the NAR settlement, which brought additional paperwork. Most agents couldn't handle it.

But Michelle didn’t let it stop her.

She embraced the change.

And it all comes down to the mindset. Michelle sees obstacles as opportunities to separate from the pack.

The result? Less competition, more deals for agents who adapt.

Ruthless Confidence

Today, Michelle operates from unshakeable confidence:

“I wake up every morning in this business because I know that I am much better than 99% of my competitors. (...)”

This allows her to, instead of spiraling after setbacks, immediately focus on the next opportunity.

“(...) And so when I don't get the listing, I'm like: Okay, fine. I'll get another listing. I'll get three listings to replace that listing.”

Be a world champion.

Never. Dwell. On setbacks.

None of this is arrogance. It’s the athletic-level certainty earned by outworking everyone else for 11 years straight.

TIt’s the confidence that comes from knowing she's already put in the work.

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