March Agent Spotlight: Mateo Zapata – A Journey of Hustle, Growth & Resilience

Success in real estate isn’t handed out—it’s built through grit, determination, and an unshakable belief in yourself. Mateo Zapata’s story is a testament to that. Before he became a thriving real estate agent with Paramount Home Group, Mateo’s journey took him through different industries, each teaching him lessons that would later shape his success.

From Call Centers to Landscaping – The Road to Real Estate

For five years, Mateo worked in the call center industry, dealing with strict policies, high-pressure customer service, and the emotional highs and lows that come with it. But deep down, he wanted more.

At age 20, he took a risk—inspired by a YouTube video—and launched a landscaping business. Over five years, he built a company that maintained 80 properties, learning firsthand what it takes to run a business. But as much as he loved being an entrepreneur, the physical labor took its toll.

After selling the business, Mateo briefly worked in the childcare department at LA Fitness—but within two weeks, he was promoted to sales. In just eight months, he climbed the ranks to become the General Manager of LA Fitness, New Tampa.

Everything was going well. Then COVID hit.

Mateo was forced to pivot, but he had always been drawn to real estate—watching Million Dollar Listing and envisioning himself in that world. One of his gym clients finally pushed him over the edge: “You should do real estate.” That was the epiphany he needed.

Burning the Boats & Betting on Himself

That Christmas of 2020 was the last time Mateo worked as a W-2 employee. He went all in on real estate, fueled by a Tony Robbins quote:
“You have to burn all your bridges and never look back.”

But the transition wasn’t easy. His six months of savings disappeared in two months, and doubt crept in. Was this the right move? Then his first deal closed—and from there, the momentum never stopped.

It wasn’t all smooth sailing. Friends, former managers, and even close connections doubted him. That lack of support stung, but it didn’t stop him. Mateo kept going.

The Climb to Success in Real Estate

In his first year, Mateo closed 12 deals—with 10 out of 12 being self-generated. He said yes more than he wanted to, learning everything he could. By year two, he refined his approach, set better boundaries, and joined a team to understand the dynamics of working within a group. By year three, he had the confidence to operate independently—until he found Paramount Home Group, a team that aligned with his vision.

What Sets Mateo Apart?

For Mateo, real estate isn’t just about transactions—it’s about people. He takes his time with clients, treating each home purchase with the weight it deserves.

"It’s not like buying a bag of chips—this is someone’s life. A home can define a family's future in a positive or negative way."

One of his biggest fears early on was doing a disservice to his clients simply because he didn’t know everything yet. That’s why he’s meticulous about:
Setting clear expectations
Providing a roadmap for buyers & sellers
Holding their hand through every step
Answering every call, every time

With 100+ steps in a transaction and over 20 people involved, Mateo ensures his clients feel secure from contract to closing.

February’s Standout Performance: The Power of Follow-Up

What made February special? It wasn’t about the money. It was about helping leads from over a year ago finally find the right home. Mateo believes in keeping a full pipeline and instilling certainty in his clients.

"If you believe in the product, your clients will feel that belief. It’s not about pushing them—it’s about helping them see the vision of their future home."

He takes a no-pressure approach:
Shows 4-5 homes that match their criteria
Ensures they love the home—not just like it
Helps them commit with confidence

The Secret to Staying Organized

One of the biggest lessons Mateo learned early on? If you don’t have a CRM, you don’t have a business.

He credits his first mentor for instilling that in him. Now, with Paramount Home Group’s accountability systems, he’s more committed than ever to maximizing his database and follow-up strategy.

"Some agents are killing it without a CRM—but imagine what they could do with one!"

How Mateo Handles Loss & Rejection

Early in his career, his emotions were directly tied to his business. A lost deal would ruin his entire week. But now?

"You can only control your service and integrity. If you lose a deal, give yourself an hour to feel it—then move on. Don’t let a bad five minutes ruin your week."

He learned this the hard way after losing a deal due to a lender’s mistake—costing him $8,000. It stung, but he made sure to never let it happen again.

What’s Next?

Mateo isn’t slowing down. He wants to hit new heights, rack up more Agent Spotlights, and elevate his personal and professional life.

Physical and mental fitness is a priority
Surrounding himself with good people, good drinks, and good energy
Competing with himself—the standard is always high

Advice for New Agents

Mateo keeps it simple:
Don’t overcomplicate things.
Come from a place of curiosity—ask better questions.
If you don’t know something, reach out.
Find a mentor or partner—50/50 is better than 100% of nothing.

He also emphasizes the power of relationships with other agents:

"If I’m representing a buyer, I always call the listing agent. Build rapport, work toward the same goal—closing the deal. It’s not about unnecessary politics. It’s about making it pleasant for everyone."

A Relationship-Driven Business

For Mateo, clients aren’t just transactions—they’re lifelong relationships.

"I want to thank every client who has trusted me. You’re not just helping me close a deal—you’re helping me build a life doing what I love."

Catch Mateo Zapata LIVE for our Agent Spotlight at 1 :30 PM on 03/28!

Don’t miss it—he’ll be sharing more about his journey, strategies, and what’s next!

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Written by:
Juan Figueroa
Director of Growth, Paramount Home Group