From Hospital Security to 23 Closings: Mike Paolucci’s First-Year Breakthrough

What does it really take to win in your first year in real estate?

In this episode of Unlocking Real Estate: My First Commission, host Tina Lapp sits down with Mike Paolucci (Columbus, Ohio)—a former hospital security officer and high school football coach who went all-in on real estate and closed ~23 transactions in his first year.

Mike breaks down how he built momentum fast (including cold calling while still taking pre-licensing classes), why mentorship and office culture mattered, and how he learned to manage the emotional ups and downs that come with commission-only income—and clients making one of the biggest decisions of their lives.

In this episode, you’ll learn:

• How Mike balanced online licensing classes with daily prospecting
• Why he focused on sellers and deal-finding first (before shifting into buyers)
• How to build credibility when you’re brand new (“fake it ‘til you make it,” the right way)
• The emotional side of real estate (for you and your clients) and how to stay steady
• What to look for in a mentor—and why “hand-holding” can slow your growth
• Practical time management: how tracking time in 15-minute blocks improved efficiency
• A rookie mistake that became a major lesson in professionalism with other agents

If you’re newly licensed (or thinking about getting licensed), this one is packed with real talk and actionable takeaways.

Subscribe for more rookie success stories, early lessons, and strategies you can actually use.

Connect with Mike:
https://www.reafcorealestate.com/team/michael-paolucci
https://www.linkedin.com/in/mike-paolucci-1168812aa/
https://www.instagram.com/614realtor_mike/