Learn to
Career Coaching
Prospecting River
In the post NAR Settlement era, podcasters and CEOs are saying, “Be a listing agent, be a listing agent, be a listing agent.” But where are agents supposed to go to get 2-3 listings per month?
Agents must go to rivers flowing with leads that provide the opportunity to interact with the homeowner or investor. The best river to fish from is from a guaranteed lead source such as a “3rd Party Relocation Firm” representing large corporations. It is like fishing from a pond and you can see the large salmon. They are buyers on 3 day buy trips with a sense of urgency. But those avenues are not available to the majority of agents.
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PREPARING
We did not invent the prospecting idea, we invented the process to convert the lead. When a person is catching all of the fish, everyone wants to know what is being used to attract and catch the fish. In other words, “What is the shortest answer for me to duplicate what the other guy is doing?” In sales, the agent just wants a quick answer on how to convert leads. Salespeople often want to skip the learning process, earn a million, and yet not spend a penny for the training that equips them to succeed.
Within Born to be Brave, we do one thing, we are Performance Consultants that work equally with you on your mindset and your skillset to perform in the competitive arena. We help agents and loan officers to stop losing and find a winning path. Most salespeople unknowingly eliminate themselves by what they say, what they present, how they misread the client’s readiness to make a decision, and the inability to build trust.
People that don’t move forward either believe “the system won’t work” or they believe “they won’t work the system.” Either way fear is dominating how they are making their decision.
Being in sales means we have accepted that there will be risks. That we must be brave, that we must have faith. Here is the official definition from thousands of years ago. Now faith is the substance of things hoped for, the evidence of things not seen
Born to be Brave
Founder
Bryan Kelsey
Therapeutic Selling Approach
I was fortunate enough in the 1980’s to receive a sales training cassette tape called “Questions are the Answer.”
It was not record setting but I did list 5 properties my first month and 5 my second month. Questions were the answer.
Some questions are far more effective and life-changing than others. Properly asked, some questions can actually shorten the sales cycle and bring clarity to the vision.
Combine those questions with thought provoking visual aids and you will connect with the client quickly to arrive at a solution.
We have learned how to engage with buyers at open houses to achieve true buy-in for a follow up conversation.
We have learned what to ask and present to the Expired listing and For Sale By Owner. Each with their own set of questions.
The LO or the agent that asks the most remarkable questions is often that one that is selected by the client.
- Get more yeses
- Get yes faster
- Uncover the real issue for their hesitation
You are not alone
LIFE’S STORMS
It felt as if I was driving further and further into the hurricane when I should be driving away. Little did I know that stage 4 cancer was the first storm and that depression would be a far worse and painful storm to journey through.
I used to think that people that were depressed should just stop thinking that way. That a person could turn themselves around instantly through their thoughts. I had no idea how hard that journey would be.
Cancer takes lives. Depression is when you give it. The second storm was far worse than the first. How do we prepare for a catastrophe that is happening in slow motion? We do not know what to expect or how to act? I found that there is a way to prepare for the storm.
My battle with cancer
We Were All Born Brave
I met with Dr. Nussenbaum of BJC Siteman Cancer Center in St. Louis. He is an amazing man, and he would soon be my surgeon. He rolled his chair up to mine, put his hand on my shoulder, and calmly said, “Bryan, it is cancer. But we have a plan for you.”
After about an hour we were waiting to set an appointment with the Oncologist. I turned to Patti and asked, “Did he just say stage 4 cancer?” The mind races downhill quickly when we hear certain words. I wondered how long I had to live. Months perhaps? They were just bumps under my chin. We thought they were nothing. It was Squamous Cell Carcinoma.
I sat there somewhat bewildered. When a person gets this type of news, all at once we have awakened to the truth of our own mortality. This is the future, but was not supposed to be. Everything is up for grabs. Everything we hold dear crumbles to dust.
The journey had begun.
FEEDING TUBE
All I ever knew about feeding tubes is what I saw as a kid on TV. Whoever got a feeding tube died. It is interesting when you can lose the will to eat anything. I was simply not hungry and could go for days without eating. When I did it was a piece of toast. After 30 radiation treatments, chemotherapy, surgery and a feeding tube inserted incorrectly making me throw up constantly, I was a mental mess.
The darkness of depression began to reside in our home. I could not negotiate with myself to rise out of bed or to get off the couch. I would tell myself for hours that I would stand up, but I would not do it. I could stand, I simply would not. I went from being a top agent in the state to a person that could no longer remember what I did for a living.
I lost my identity, my strength, our wealth. It was all so foggy.
SHE SAID “YOU ARE BRAVE”
Just a month after leaving the hospital, we were at a family member’s house in Kirkwood Missouri, celebrating a birthday when the most memorable and impactful statement was made to me. A friend of the family was talking with me about my journey and she said, “You are the bravest man I know.” I could not believe what she saw in me when in reality I was in so much pain I wanted to die. Later that night I wrote down the words on the back of a deck of cards that said, “I am brave.”
Her words were the inspiration for Born to be Brave.
Our support systems are 100% unique to the Born to be Brave program
1 LEAD CONVERSION HOTLINE: HELP WHEN YOU NEED IT
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As a Loan Officer, do you have an agent you would love to serve but is not buying into your vision?
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As an LO, is your pre approved buyer still checking rates and not committing to you?
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As an agent, do you have an Expired listing at $1,000,000 you need to get prepped for?
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Do you have a great For Sale By Owner that you cannot get across the finish line?
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Do you need to brainstorm about converting buyers into signed compensation agreements at open houses (and in general).
No other program has an open hotline with expertise to prepare you for your sales call.
2LEAD SCORING
Invest your time with leads that have a high probability of agreeing with your vision.
- Leads provide clues even before making the first contact.
- Learn how to score the lead before you invest into a mismatched relationship.
- By subtracting and or adding points you will isolate the best leads and eliminate nonproductive paths.
3THERAPEUTIC SELLING: THE ACTUAL PRESENTATION
Have you ever wanted the full presentation prepared for you?
- The Expired listing interview is not the same as what you do with a friend or a referral.
- The By Owner presentation is unique as it has many points of resistance.
- The Buyer at an Open House often does not want to make eye contact with the agent.
- The Buyers in the post NAR settlement may not want to pay a commission.
- For a Loan Officer, the agent may want to hear something fresh and different that can build their business.
4CAMPAIGNS
Have you ever needed help getting a FSBO across the finish line?
- Mailing messages that get you “pinged back.”
- Phone dialogue that will intrigue the other party.
- Text campaigns to create a conversation and a sales meeting.
- How to do a “pop by” appointment to cast your vision.
5BRAVEGOALS
Nothing matters about our programs if our client loses confidence or focus in the first few days. Salespeople are often gung ho on Monday and quit by Friday. We are interested in longevity and your financial prosperity.
- What your goal is does not matter until “why you do your goal” is clearly stated.
- Clearly defining what you stand for, and what you stand against will build a mental fortress to help you persevere.
- The enemy is not the competitor but rather the mindset that procrastinates, that works on tension relieving but not goal achieving activities.
- The student finds the path that was born to be brave.
Let’s Write Your Story
EXPIRED & FOR SALE BY OWNER
Let’s talk about the option to co-list properties.
Set aside preconceptions of what is known about prospecting programs.
In this 15-minute session you will gain an understanding of how you can uniquely communicate and succeed with both the Expired listings and By Owners.
* A complete listing interview
* Complete postcard campaign
* Support hotline to equip you when you need it
* Personal Coaching sessions to align your mindset with the task at hand
LOAN OFFICER MASTERY
Act as if you cannot fail.
Set aside preconceptions of what is known about reluctant agents. Agents are an LOs salesforce.
Our programs build an LOs pre approval pipeline.
In this 15-minute session you will gain an understanding how you can uniquely communicate with agents.
* Webinars that draw in and equip agents
* Open houses that net a high buyer count
* Support hotline to equip you when you need it
* Personal Coaching sessions to align your mindset with the task at hand
OPEN HOUSE BUYER CONVERSIONS
Act as if you cannot fail.
Set aside preconceptions of what is known about reluctant buyers.
In this 15-minute session you will gain an understanding of how you can uniquely communicate with buyers so that they will sign your compensation agreement.
* A complete buyer listing interview
* Successful methods to find buyers off-market property
* Support hotline to equip you when you need it
* Personal Coaching sessions to align your mindset with the task at hand