Mindset Moves That Build Millions!

October 17, 2025•3 min read

Joe Cipollini opens by sharing how he “stumbled” into coaching after nearly two decades in real estate. Repeatedly placed in sales leadership roles, he discovered his “genius zone” is building and developing sales teams across both retail and investment real estate. A turning point was taking over a struggling brokerage and launching a book club to sharpen agents’ skills—an organic path that led to coaching and education.

He highlights a standout client story: a solo agent he met at a mastermind happy hour who asked him to coach her—even before he considered himself a coach. Working together, she 5x’d her productivity in two years, crossing the $100M threshold and surpassing 100 units in their first year of coaching. Joe frames this as evidence that disciplined systems and focused development can unlock outsized growth without gimmicks.

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Reflecting on regrets, Joe wishes he had stepped sooner into “the deep water” of clients’ work–life balance. He cautions that coaches (and agents) often keep the conversation on tactics and numbers while ignoring the inner life—values, goals, health, relationships—that sustains long-term performance. His lesson: live by intention, with written goals and a clear vision for the next 10–20 years, rather than living by accident.

On barriers to success for agents and entrepreneurs, Joe forbids the easy answer of “myself” and drills into specifics: limiting beliefs, lack of discipline, and weak calendar control. Success, he says, is deciding—hour by hour—what you’ll do and then honoring that commitment. He agrees that AI can be a force multiplier for prioritization and efficiency, and notes many agents still underuse it.

For newer agents (1–2 years in), Joe’s advice is refreshingly un-fancy: show up. Treat it like a job with a place to “clock in and out,” and embrace the “boring” work—lead generation and lead conversion—for two hours each, daily. For high earners aiming to scale (e.g., moving from $3M to $5M), he suggests diversifying into investing to capture larger margins and, if building a team, do it “like a business” with real structure and accountability—not a blob that passes leads around.

Joe also shares his own path: from answering Craigslist leads in an REI shop to launching a retail team that doubled revenue for four consecutive years after a lean first year. His team ultimately closed 150–200+ transactions annually, fueled primarily by database and referrals rather than cold channels. Today, he’s a Chief Sales Officer for an investment company, still holding his license and working his sphere, which keeps him sharp and grounded.

He closes with mindset. Quoting Tim Ferriss—“Do the inner work before the outer work”—Joe urges entrepreneurs to journal, set long-horizon goals, and build gratitude into daily rhythms. His family’s “High–Low–Buffalo” dinner ritual (the day’s high, low, and something funny) is a simple practice that keeps perspective, resilience, and joy at the center of a demanding career. For coaching and programs, he directs listeners to RampREI.com.

Takeaways

• Joe Cipollini has nearly 20 years of experience in real estate.

• He emphasizes the importance of coaching and mentorship in sales.

• A significant barrier to success is often one's own limiting beliefs.

• New agents should focus on lead generation and conversion.

• Consistency in work habits is crucial for success in real estate.

• Scaling a business requires strategic planning and diversification.

• Mindset plays a critical role in achieving business success.

• Journaling can help clarify goals and intentions.

• Daily gratitude practices can enhance personal and professional life.

• Building a supportive team is essential for long-term success.

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