On this final Take Flight Weekly episode of 2025, Episode 306, I break down the ten characteristics that consistently show up in the top 10% of ELPs (Elite Level Producers). Success leaves clues.

The gap between the 97% and the 3% is real. The gap inside the 3% is even more fascinating. These are the attributes I've seen across different markets, ages, backgrounds, and personality types.

In Episode 305, I discussed the Top 10 Things I Learned in 2025. During that time, I was asked: "Jim, tell me what separates that top, top group of advisors from everyone else." So I kept writing. I connected dots from coaching calls, team meetings, and private conversations.

What showed up was honest and consistent. The super achievers are not lucky. They're operating from high-performance characteristics that compound naturally.

The 10 Characteristics of Super Achievers

→ 1. Something Drives Them

They often cannot pinpoint the origin of their drive. It's not always money. It's deeper. They operate with unconscious competence—the highest stage of mastery. Their execution feels effortless but is built on years of repetition.

→ 2. They Are Borderline Obsessed with Winning

They've learned the fine line between healthy and destructive obsession. They possess a gear most don't have.

→ 3. They Built a Powerful Network

Ninety percent or more of their business is driven by referrals and repeat business inside their Top 100.

→ 4. They Care Deeply But Struggle with Boundaries

Their empathy is a strength but becomes a liability without structure. Finding that boundary line is one of the final steps.

→ 5. They Are Risk Takers Who Invest in Themselves

Not every investment pays off but they fail forward. They keep placing bets.

→ 6. They Are High D, High I, or Both on DISC

They naturally default to action, influence, and competitive drive. They hire the S's and C's to manage details.

→ 7. They Know Their Strengths and Own Their Weaknesses

They hire to their blind spots. They delegate without guilt.

→ 8. Their Growth Outpaced Their Structure

Success arrived before they had systems to support it. They built structure while flying at full speed.

→ 9. They Often Peak Later in Life

When you hit the 7th inning of your career, urgency kicks in.

→ 10. The Bigger Their Brand, the More They Qualify Leads

High brand equity attracts unqualified opportunities. They learn to separate true opportunities from consumers who misunderstand pricing realities.

→ Bonus: The Basics Work Every Time

As their business grew, they realized the basics just take more thought, design, and support.

What's Next

This is my final episode of 2025. I'll be back January 5th with an Introduction to Take Flight. Take the remainder of this year and think about your VISION, your goals, and if 2026 is the year you go from the 97% to an ELP or from an ELP to a Super Achiever.

In 2026, you'll get my evolved thoughts on building a scalable, enjoyable, and profitable business. Take Flight is "The How." It's the operating system for your goals.

Thank you. I'm grateful for you and I'll be back in 2026.

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On this 305th episode of Take Flight Weekly, I pull back the curtain on the 10 lessons that shaped me the most in 2025. I'm the President of Jameson Sotheby's International Realty, I coach elite-level producers across dozens of markets, and I continue to build my own business. That combination gives me a front-row seat to what separates the 3% from the 97%.

These are the real patterns that separate the people who grow from the people who stay stuck.

The 10 Patterns That Separate the 3% From the 97%

→ Lesson 1: Vision Is an Emotional Destination

A true vision is a feeling. It's the emotional state you want to experience three years from now—clarity, control, energy, confidence, margin.

→ Lesson 2: An Extra 0.25% on Every $10M in Production Is $25,000

Elite producers understand the compounding effect of precision. Micro improvements stack, scale, and matter.

→ Lesson 3: Is Planning Actually Procrastination?

Too many advisors hide behind "planning" because it feels productive. But planning without execution is avoidance. Planning becomes procrastination the moment it delays action.

→ Lesson 4: The 3% Are Willing to Fail to Learn and Grow

Failing in public is the entry fee to elite performance. The 3% don't fear failure. They fear stagnation. Most optimize for safety. The elite optimize for growth.

→ Lesson 5: The Basics Will Always Work. Less Is More.

Top performers master the basics at a higher level. When business gets noisy, the elite simplify. Excellence is built through subtraction, not addition.

→ Lesson 6: The Next Frontier Is Marketing Your Hyper-Local Market

Advisors who master hyper-local expertise will own the next decade. The buying public chooses location first. AI is indexing geography at a micro level. Build a brand tied directly to location.

→ Lesson 7: Only 4% of People Receive Two or More Handwritten Notes Per Year

Authenticity stands out. A handwritten note has the highest open rate in the world. Low cost. High impact. Underutilized.

→ Lesson 8: If You Don't Plant, You Will Not Harvest

Input always precedes output. You cannot take a season off from marketing, database management, and relationship nurturing and expect predictable revenue. Keep planting during your busiest months.

→ Lesson 9: The Top 1% Are Obsessed with Reaching Their Goals

Not committed. Obsessed. The top 1% live in complete alignment with their outcomes. Their habits, calendars, and relationships match their goals. Elite performance is engineered.

→ Lesson 10: Rightsize Is My Word for 2026

Rightsizing is about stripping away clutter. It's about aligning your business, commitments, team, and inputs with your emotional destination. It's not about shrinking. It's about recalibrating to grow in the right direction.

Here's my promise heading into 2026: I'm going to keep doing the work, connecting the dots, and bringing you the truth about what separates elite producers from the 97%. You show up and do your part, and I'll show up and do mine.

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On this Thanksgiving week 2025 and episode 304 of Take Flight Weekly, I revisit one of the most powerful performance basics in my playbook: gratitude. Not the soft version. The real thing. The kind that rewires your brain and anchors you when life is chaotic.

I'll walk you through my personal affirmation that starts with "I am so happy and grateful," unpack why I built it the way I did, and connect it to what the science of gratitude is proving right now. Then we'll get tactical with a simple, elite-level gratitude strategy you can execute in five minutes a day.

In Q4 2010, I was under real financial pressure. The business was hard, the numbers were tight, and I realized I had zero chance of winning if I didn't get control of what was happening between my ears. My goal was simple: Keep my emotional frequency at 51 percent or higher. Slightly more optimistic than pessimistic.

Around that time, I was studying Bob Proctor and John Assaraf. They made one point that landed hard: Success starts in your mind long before it shows up in your bank account. So I wrote my own affirmation, and I've now said it tens of thousands of times.

Meta-analyses of gratitude interventions show consistent gains in life satisfaction and mental health. Neuroscience work shows that gratitude practices light up reward and regulation centers in the brain. It's not just a "nice idea" anymore. It's a proven performance tool.

The Anatomy of My Affirmation

→ "I AM" – The two most powerful words. Your subconscious accepts whatever follows.

→ "So happy and grateful" – Happiness and gratitude are inputs, not trophies. They're a frequency you decide to live in.

→ "That money, success, and introductions" – Gratitude keeps you focused on opportunities you already have.

→ "Flow to me" – The kind of flow that shows up when your mindset, actions, and relationships are aligned.

→ "In ever increasing quantities from a myriad of different sources" – Gratitude is a flywheel that compounds over time.

→ "For the betterment of all those involved" – I never wanted success that only worked for me.

→ "My life is perfect" – I choose to see my current reality as raw material, not punishment.

→ "Every day, in every way, I am getting better and better" – Pure 1% better math.

What the Science Says

→ Gratitude improves mental health – Reduces anxiety and depression

→ Gratitude changes the brain – Activates reward and regulation regions

→ Gratitude improves physical health and sleep

→ Gratitude strengthens relationships

→ Structured gratitude tools work in as little as 6-10 sessions

Three Gratitude Habits for Advisors

→ The 60-Second Morning Affirmation

Before you touch your phone, stand up, breathe deeply, and say your affirmation. Say it like you mean it.

→ The Weekly Gratitude Text or Voice Memo

Once a week, send one client, mentor, or team member a note saying specifically why you appreciate them. No pitch. Pure appreciation.

→ Gratitude Reset in Real Time

When anxiety spikes, stop for thirty seconds. Name three things you're grateful for in that exact

moment. Use gratitude as a pattern interrupt.

I coach to happy and grateful results, not production. Production is a lagging indicator. Execution of being grateful is a leading indicator. When you're grounded, happy, and genuinely grateful, your business expands with less friction.

That's not woo-woo. That's strategy.

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On episode 303 of Take Flight Weekly, I walk you through one of the most overlooked yet powerful opportunities in our relationship business—holiday gifting and handwritten notes.

Every advisor knows they should send something during the holidays, but few do it strategically. The difference between an average gesture and a lasting impression comes down to timing, thoughtfulness, and execution. This isn't about spending more money; it's about being intentional.

Your goal isn't to impress—it's to express. The power of a well-timed, authentic note or gift lies in its ability to make someone feel seen, appreciated, and remembered.

Timing is Everything

USPS 2025 Domestic Mailing Deadlines:

→ First-Class Mail: December 18

→ Priority Mail: December 19

→ Priority Mail Express: December 21

Send early to stand out. Once you cross December 15, mailboxes explode. You want your message to land before the clutter.

Best Practice:

→ Send cards between November 29–December 8

→ Ship gifts between December 10–15

→ Send New Year's cards between January 2–10

Strategic Playbook for 2025:

→ November 15: Finalize your Top 100 list

→ November 22: Order cards, gifts, and packaging

→ December 1–10: Send handwritten notes

→ December 10–15: Deliver gifts

→ December 26–January 5: Send "New Year Gratitude" notes

Handwritten Notes: The Data

→ Open Rate: 90–99% versus 20–30% for email

→ Response Rate: 10–15% engagement versus 1–3% for printed mail

→ ROI: Nearly double compared to printed equivalents

→ Retention: Clients receiving 2+ handwritten notes per year are 80% more likely to refer or transact again

→ Physical mail activates stronger memory and emotional response centers than digital communication

→ 70% of consumers say handwritten notes make professionals appear more trustworthy

Real-World Results:

→ Local company tested printed versus handwritten: handwritten cards generated more than double the conversion rate

→ Luxury brands saw 16–56x ROI with handwritten direct mail

→ Open rates increased from 42% to 90% by switching to handwritten notes

How to Write the Card

3–5 sentences is the sweet spot.

Structure:

→ Greeting – Use their name

→ Personal Connection – Reference something specific

→ Gratitude – Acknowledge their trust

→ Forward Look – End with optimism

→ Signature – Hand-sign it. Always

Time: Plan 3–4 minutes per card. 50–75 cards = 4–5 hours total. Break into two or three 90-minute sessions.

A four-minute handwritten card can sit on a client's desk for four months. That's marketing you can't buy.

Gifting Principles

→ Keep It Local and useful

→ Stay under $100 per client

→ Personalize with a handwritten note

→ Align with your brand

Birthdays Matter

If holidays are your annual gratitude statement, birthdays are your year-round connection opportunity. Clients receiving 3+ personalized touches a year are 70% more likely to reach out first when they have a need.

The Close

Compare the ROI:

→ $500 postcard campaign: 1% response rate

→ $5 handwritten note: 10–15% response rate and deeper loyalty

That's the kind of ROI you can't buy with clicks. It's earned through authenticity.

If this resonated, share it. Subscribe at @askjimmiller.

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Welcome to episode 302 of Take Flight Weekly. Today, I walk you through one of the most critical conversations an elite-level producer can have: the client qualification and selection process.

Too many advisors blindly accept every opportunity. I learned 2 things: No listings are better than listings that never get sold because of unrealistic expectations. And 20% of your clients steal 80% of your joy.

Today, I'll break down a simple three-strike qualification framework that protects your time, energy, and brand integrity.

The Elite Producer Mindset

Elite-level producers aren't order takers; they're curators of fit. They operate like true fiduciaries. Their time, expertise, and marketing dollars are reserved for clients who respect their process.

When you qualify leads effectively, you attract clients who value your professionalism. This isn't about arrogance; this is about protecting your time.

Tactical Framework: The Three Strikes Rule

→ Strike One: Source of Business

Ask: "How did you hear about me?" If it isn't a referral within two degrees of separation, note it. Referrals indicate trust. Cold leads require more time and energy.

→ Strike Two: Competition Check

Ask: "How many agents are you interviewing?" If you're the only one, great. If they're talking to others, note the second strike. Multiple interviews mean they're shopping, not selecting.

→ Strike Three: Motivation and Mindset

Ask: "Are you looking for full-service marketing, or focused on a specific net number?" If the conversation turns to net proceeds, not market value, that's strike three.

The Professional Walk-Away Script

"I don't think I'm the right fit for your listing. I'm not the cheapest in the marketplace. I'm full-service and full exposure. I invest heavily in marketing and my team. Most of my business comes from relationships built on trust. Talk to other advisors and decide the best fit. If it doesn't feel right, call me back."

That's not rejection. That's disciplined leadership.

Building Your Championship Roster

Look at every spot on your client roster like a GM building a sports team. You only have so many roster spots. Choose carefully.

Remember: "Fit." Does a client "fit" your business model?

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Welcome to the 301st episode of Take Flight Weekly. Today, I introduce my word for 2026: RightSize. It's more than a word—it's a mindset I'll use throughout 2026.

RightSizing is about creating alignment between who you are, what you want, and how you operate. For some, it means scaling back; for others, expanding. It could mean eliminating the unnecessary, moving up in quality, or moving down in volume to make room for what truly matters and creates an ROI or ROT (return on time).

RightSizing is a philosophy rooted in awareness and discipline. It's about resisting the pull toward "more" and choosing what's right. It's making decisions based on energy, alignment, and outcome. In a world that glorifies growth at any cost, RightSizing is the counter-move.

Over time, we accumulate commitments, systems, and clients that no longer fit. We add before we edit. We say yes because we can, not because we should. The result? Overwhelm, inefficiency, and a business that feels heavy instead of freeing.

RightSizing forces you to create boundaries and audit your time. Are your goals still yours, or have they become someone else's expectations? Is your business operating at 30,000 feet, or are you still in constant takeoff mode?

10 Areas to RightSize in 2026:

→ Your Business Model – Built for profit, predictability, and joy?

→ Your Team – Right people in the right seats?

→ Your Client Base – Working with clients who energize you?

→ Your Time – How much is proactive vs. reactive?

→ Your Marketing – Focus on consistency over complexity

→ Your Systems – Eliminate what's redundant

→ Your Financial Structure – Align expenses with your vision

→ Your Health & Energy – Peak performance or running on fumes?

→ Your Space – Inspiring or cluttering your headspace?

→ Your Vision – Does your 3-Year Vision still excite you?

RightSizing sets you up for the next level. In 2026, refuse to live on autopilot. Audit your commitments, align your priorities, and design 2026 to reflect what truly matters.

What is your word for 2026?

If this resonated, share it with someone who needs to hear it. Subscribe via email at @askjimmiller.

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On this 300th episode of Take Flight Weekly, I want to teach you one of the simplest, most effective habits for running your business like a professional: the weekly planning session. If you've ever wondered how elite-level entrepreneurs and advisors stay focused, consistent, and calm in the middle of chaos, it's not luck—it comes down to elite-level planning and staying in a rhythm of consistency. Their weeks are built by design.

The weekly planning session is your reset button, your opportunity to move from week to week proactively. It sets up each week to ensure that what you're doing each day aligns with your quarterly goals, annual goals, and your 3 Year Vision. Done right, it's the single most important 60 to 90 minutes of your week.

When you run a high-performance business, you can't wing it. No one is that good. A weekly planning session ensures you're grounded, focused, and prepared—moving seamlessly from week to week. Without it, you drift into reactive mode, chasing what's urgent instead of what's important. With it, you gain control of your calendar, energy, and your outcomes.

Best Practices for a Weekly Planning Session:

→ Create a recurring calendar invite. Choose the same time every week. Allow 60–90 minutes. Protect this block like a client meeting.

→ Review all correspondence from the previous week. Ask yourself: Did I miss an opportunity?

→ Review your previous week's calendar. Identify what worked, what didn't, and what needs follow-up.

→ Review your upcoming week. What events or meetings need preparation?

→ Review your CRM. Identify your "Next 10"—the retention and conversion process.

→ Identify one project that aligns with your quarterly goal.

→ Review your 3 Year Vision. See it. Feel it. Experience it in advance.

When you treat your weekly planning session as a non-negotiable, you'll find yourself more grounded, better prepared, with way fewer missed opportunities. You'll walk into Monday playing on offense without the anxiety of not being prepared.

Calculate the monetary value of the missed opportunities with your clients just in the last year. What's that number? $1M, $5M, $15M in production? What did you leave on the table?

Get out your calendar right now and schedule a recurring appointment with yourself for 60-90 minutes each week.

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On this 299th episode of Take Flight Weekly, I want to recognize all of you who are toggling between your life and your business and navigating an industry that never slows down. Will it ever be easy? No. But here's what I know for certain: you've earned the right to want things and achieve things.

You've put in the work, you've weathered the storms, and now it's time to claim what's yours: clarity, fulfillment, and a business that is predictable, sustainable, and enjoyable.

Over the past year, I've watched many of you wrestle with uncertainty—new compensation models, big industry changes, rising costs, new pressures, heightened expectations. But beneath the stress is something else: proof. Proof that you belong here. Proof that you've earned the right to design a business that rewards your expertise, not your exhaustion.

In this episode, I walk you through the hard truths of what you've overcome:

Working for months in a 100% commission environment with no financial reward until closing

Tending to your family and friends while negotiating deals with stressed clients

Rebuilding your systems, protecting your compensation, and staying composed when everyone else is overly emotional

Caring for clients at all hours while trying to nurture your own mental and physical health

Resisting the constant pull to compare yourself to others

You've developed a craft that looks effortless because you've mastered what few ever will. Your value isn't in the transaction—it's in your consistency, your resilience, and your ability to lead with calm during chaos.

We have entered a new chapter in this business. The hobbyist era is ending, and that's good news for true professionals. The transactional model is fading. The relationship model is the future. Your clients don't just want service; they want stewardship. They want you.

That's why the rest of this year and into 2026 is about right-sizing: simplifying what no longer serves you and doubling down on what does. It's about moving from wide and shallow to narrow and deep. You've earned the right to stop proving yourself and start refining yourself.

Here's your challenge this week:

Decide what you want next—financially, personally, and relationally. Ambition is not arrogance.

Commit to one decision that honors your growth; something that makes your business work for you instead of against you.

Acknowledge how far you've come. Write down five moments this year that prove you've earned the right to want things and achieve things. Own them.

You don't need permission to want more. You've already earned that right through every late night, every interrupted dinner, and every risk you've taken. Stop apologizing for your ambition. The life and business you want won't happen by luck—it will happen because you finally decide you're worthy of it.

Re-listen to this. Make the decision. Claim it.

You! Have Earned! The Right! To Want Things! And Achieve Things! 🏆

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Weekly Coaching Email → https://askjimmiller.com/contact/

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My 2024 Real Estate Reading List → https://askjimmiller.com/my-reading-list-2024/

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On this 298th episode of Take Flight Weekly, I'm revealing the five high-performance strategies that have stood the test of time—the fundamentals I would build my entire business around if I had to start over from scratch in 2008.

If you study elite-level producers long enough, you'll notice their success looks deceptively simple. They don't chase every shiny object. They master a small set of principles and live them daily. Performance at the highest level isn't about doing more—it's about doing more of what matters, better.

Every year, Q4 gives me the time and space to think. This week, during one of those thinking sessions, I asked myself: "If I had to start all over, what five strategies would I build my business around?"

In this episode, I break down the five non-negotiable strategies every full-service, full-fee real estate advisor and entrepreneur must master:

Use Goals for Fuel. Use Vision for Why.

Your goals create structure, but your vision gives it soul. Goals are short-term metrics. Vision is the long-term emotional destination that guides every decision.

Declutter Your Life. Fly Light.

Simplify your systems, schedule, and surroundings so your energy stays focused on the vital few. Complexity kills execution. Clarity creates capacity.

The Weekly Meeting with Yourself.

Create your weekly business plan—the most powerful routine for driving consistent results. If you want to win quarters, you have to win weeks. Set aside 1-2 hours weekly to review calls, texts, emails, and DMs. This turns chaos into clarity.

Commit to Your CRM.

Your CRM is the structural side of the Law of Compensation. It organizes your five lists: Top 100, Top 100 Referral Partners, Warm List, Hot List, and Local Collaborators. Without it, you're operating on memory instead of data. Your CRM is your future income.

Use Social Media for Intelligence, Retention, and Conversion.

Social media is your digital credibility platform. It serves three purposes: Intelligence (track what clients are up to), Retention (clients confirm you're active and producing), and Conversion (prospects search you first—if you're not verifiable, they move on).

BONUS: Create Space to Think.

Your best ideas arrive when you pause long enough to listen. Reflection is not idle time—it's strategy. Thoughts create feelings. Feelings create action. Action creates results.

These six strategies are the operating system for a scalable business and a sustainable life. When you declutter, plan intentionally, build structure around relationships, and show up online with purpose, you create momentum that compounds.

Consistency and simplicity wins. Complexity and chaos fails every single time.

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real estate advisor, real estate coaching, real estate boundaries, real estate business tips, real estate systems, real estate productivity, realtor success, realtor coaching, business boundaries, client management real estate, time management for advisors, build a real estate business, sustainable real estate success, entrepreneur boundaries, sales coaching real estate, mindset coaching real estate, predictable real estate business, take flight weekly, #AskJimMiller

On this 297th episode of Take Flight Weekly, I cover one of the toughest—but most important—skills every real estate advisor must learn: setting boundaries.

Too many advisors chase every client, every deal, and every opportunity. The result? Burnout, frustration, and a business that controls you instead of the other way around. Boundaries are not walls—they’re filters. They protect your time, energy, and confidence while allowing you to serve at the highest level.

In this episode, I’ll walk you through five core boundaries every advisor must establish if you want to build a business that is predictable, sustainable, profitable, and fulfilling:

1. Price Point – Know your range and protect your time.

2. Geography – Define your markets and own them.

3. Degrees of Separation – Prioritize trusted introductions over cold leads.

4. Structure – Hold firm to your value—no discounting.

5. Client Commitment – Require buy-in to your process, systems, and time.

Saying “no” to misaligned opportunities is not leaving money on the table—it’s creating space for the right opportunities. Boundaries are an abundance play. Top producers who master this do not have less opportunity; they have better opportunity.

This is your one-on-one coaching session. Listen carefully, take notes, and most importantly—take action.

🔔 SUBSCRIBE FOR WEEKLY REAL ESTATE COACHING

New episodes every week with strategies, systems, and mindset coaching to help real estate advisors and entrepreneurs build predictable, enjoyable businesses.

• Weekly Coaching Email → https://askjimmiller.com/contact/

📲 CONNECT WITH ME

• Instagram → https://www.instagram.com/askjimmiller

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• My 2024 Real Estate Reading List → https://askjimmiller.com/my-reading-list-2024/

• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/