Born Brave Systems
Mindset Maxims
Business Planning
Loan Officer Coaching
Real Estate Agent Coaching
Relationship Building
Meet
Bryan Kelsey
Born in Woodstock Illinois and lived in Chicago suburb Fox River Grove. Moved to St. Louis in 1980 through 2021. Now in sunny Cape Coral, Florida.
I started my sales career going door to door in the early 1980’s. I moved into computer programming in order to have a “safe career” however due to corporate downsizing I was given a POTSEE. “A permanent opportunity to seek employment elsewhere.”
At the time losing a job seemed like the worst thing that could happen however it was a blessing as I entered the real estate world and that is when life’s opportunities opened up.
The joy of my life is my son and his family. I have an amazing son Benjamin and his wife Hannah and am grandfather to Ben, Judah, and Esther.
- Cancer survivor since 2011
- Founder of Excelsior Relocation
- Founder of Fox Financial Realty
- Acquired Relocation Management
- Acquired Relocation Services
- Historically had been in the top five Realtors in the state of Missouri
- Was the top Re/Max and Coldwell Banker agent in Mo during my career
- Was a manager for Prudential (now Berkshire Hathaway)
- Was co-owner of Benchmark Title
- Was co-owner of Redstone Lending
- Has coached Realtors ranging from 10 million to 100 million in production
- Successfully coached Loan Officers
- Coached London-based financial planners
- Was an adjunct professor at the University of Missouri through The Center for Financial Education
- Founder of Fox Financial (Property Acquisitions with Jim Stern)
- Founder of Born to be Brave: Real Estate
The only END-TO-END coaching system out there designed to take you from start to finish
Schedule your one on one and receive TWO WEEKS OF FREE coaching – No credit card required!
THREE MAJOR FACTORS
Many agents got into real estate to work with their friends and family. As most discover, the reality of that path is it often leads to zero income. Agents that truly want to create an income and build wealth for their family, often push for 3 key compenents of their business.
- Agents want to cap and be at 100% as soon as possible to increase their income and to fund their activities.
- Agents want to develop a Primary Lead Source that produces closings each month from people that “Have to Sell” vs “Want to Sell.”
- Agents that want to multiply their income want to build and run an effective profitable team.
We are not born to fear. We are born to be brave.
Within months of learning to walk, a child will begin to hear the word “no” so often that it will start to shape how they feel about themselves. In a recent study at UCLA, some psychologists say at a pace of at least 100-200 times per day. It is predicted that they will be told “NO” over 5,000 times In the child’s first year of walking. The word “no” is for the child’s protection or often for the parents’ need for rest. If you are around kids, count your NO responses. Look in the mirror and say NO to yourself 100 times. You will begin to train your brain to “feel a certain way when you hear it.” NO will defeat you and pain will ensue.
We are not born with fear, it is learned. “No” to many people means rejection when as a child it may have been meant for correction. Being told “no” can create a feeling of sadness, despair, and loss of control. Hopelessness sets in and chases bravery out. The “fear of being rejected is born and harvested daily.” Some children begin to take fewer risks for fear of the word “no.”
SALES LOOKS SO EASY
Later in life when the child becomes an adult and enters the field of sales, there is a high expectation of success. No one enters this field thinking “I will fail.” We say to ourselves “I can do this.” “I am a winner, a conqueror!” I will make $100,000 in my first year! A $1,000,000 after that. Confidence is very high even though the skills are very low. Others tell you “that you will make it.” With this encouragement and bravery, the journey begins.
THE FIRST TIME YOU HEAR “NO”
The first time a salesperson hears the statement, “No we don’t want or need your services” is possibly the 100,000th time they have heard it in their lives. A by-product of NO is the chemical Cortisol is released into the bloodstream, stress rises, fear increases, and bravery disappears. The word NO can bring up old hurts and wounds that never healed.
Often it takes just one NO to have a spike in these chemicals in the body. The brain sends a message to the salesperson, “Perhaps I should head in another direction. Perhaps this was not such a good idea.” A Realtor Robert in Texas recently said to me just one day after pursuing Expired Listings, “I don’t know what I was thinking. I don’t want to work with people that don’t want me.” Sarah in St. Louis said, “I am convinced that no For Sale By Owner will ever list their house.” Sarah has what is called “all or none thinking.” Sarah quit on her second day. She said “I know they will tell me no, so why bother?“
DEFEATING FEAR AND DOUBT
Fear is the #1 factor that kills careers before they get off the ground. Doubtfulness is a cousin of fear. It plays a message over and over repeating that, “You won’t make it.” Optimism alone cannot defeat the “Cousins called fear and doubt.”
Before we learn the sales processes, before we adopt a new lead generation system, we must build a fortress around our minds. Too many well-meaning people, well-qualified agents, leave the business or suffer in it for years, as they battle with the competition and their mindset.
The Mind Maxim program is uniquely designed for each individual. An agent’s career will last longer, be more productive, they will earn more income, and build a longstanding business if by design positive chemicals such as dopamine, serotonin, and oxytocin are released in the brain. In the absence of this design, the industry will continue to lose 85% of its sales force.
WE ARE BORN BRAVE
Personally, I feel that I have been “Called to Real Estate.” Almost 40 years ago I chose to be a Realtor. I became an investor, and co-owner of a mortgage company, a title company, and owned my own real estate firm. In 2011, while experiencing stage-4 cancer, chemotherapy, surgery, radiation, and feeding tubes, I was overtaken by despair. This illness was followed by divorce and financial ruin. Starting over in my 50’s was not the plan.
Mind Maxim was created as the catalyst for my comeback. Agents need critical skills to conduct day-to-day business, but also a fortress around their minds to overcome fear, doubt, and despair. The 3-components of Mind Maxims are resilience, visionary goal setting, and faith.
MIND MAXIM: 3 CORE VALUES
- Resilience can be fortified. Muscles get stronger when they are worked, pain is a factor, and increased strength is the result. We must face the fact that to improve, we have to endure the pain of growth. We must intentionally put ourselves and the sales force in a position to hear the word NO. For each NO is but the lesson. As an example, each call to a For Sale By Owner is an act of determination. Approximately 90% of the calls will build the character of resilience. Each NO is a component of resilience. It is important to acknowledge how a salesperson “Feels when they hear NO in order to strengthen their resolve. If left untested, the agent will often flee altogether. The one certainty of real estate sales, or any sales, is that failed attempts are a guarantee.
Resilience is born when we are determined to still move forward, regardless of early failures.
- Visionary goal setting is planning the way to live your life. There are many metaphors for goal setting. We miss our goals when they are misaligned with our core values. We miss our goals when our mind is cluttered with distractions. There is a great difference between “Wishful thinking” and an in-depth discovery of what you want in life.
Visionary goal setting is laying out the map for the future of your life.
- Faith is the created vision that you have already done it. Faith is said to be the substance of things hoped for, the evidence of things not seen. Not yet seen in the physical, yet seen in the mind. To manifest something means to make your dreams, goals, and aspirations a reality by believing you can achieve them. The idea is that by believing you can do something and focusing your thoughts and energy in that direction, you can actually make it happen.
Faith is the confidence that the map you have carefully planned is worthy of the battle ahead of you.
The only END-TO-END coaching system out there designed to take you from start to finish
Schedule your one on one and receive TWO WEEKS OF FREE coaching – No credit card required!