MasterClass with Brian

Abstract 

This MasterClass introduces Brian, a top sales performer and leader in the mortgage industry, who demonstrates how perseverance can transform humble beginnings into extraordinary success. Through his journey, Brian inspires the idea that anyone can achieve the pinnacle of their profession with the right mindset and determination. Paired with an engaging video, this lesson provides practical guidance on cultivating a growth mindset, seizing opportunities, and overcoming obstacles. It reinforces the core principles of the Straight-A Guide, offering a clear framework to turn aspirations into reality through disciplined, goal-driven action.
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Detailed Narrative 

Brian’s life story is a testament to the power of perseverance, discipline, and self-directed learning. He didn’t grow up with privilege—his father was a blue-collar tradesman, working as an HVAC technician and earning less than $7 an hour during Brian’s childhood. Despite the financial strain, his father never complained, and his mother, who stayed home to care for him, provided a stable and nurturing environment. Brian excelled in sports, where he learned that hard work could open doors to new opportunities.

A pivotal moment came when Brian visited a friend’s house—an impressive two-story home, the largest he had ever seen. The experience left a lasting impression. Curious, he asked about his friend’s parents' work and learned that his friend’s father worked in finance. That revelation was a turning point. Brian realized that pursuing a career in finance could provide the kind of life he dreamed of, one filled with greater stability and opportunity. Motivated by this newfound vision, he committed himself to working harder in school, determined to one day achieve the success that could make his dreams a reality.

This experience opened Brian's eyes to the power of education and hard work. He realized that his background did not have to limit his potential for success. Instead, it could serve as a source of motivation to work even harder towards achieving his goals. With a goal to work toward, he applied himself more intentionally in school, excelling in both academics and sports. He was determined to make a better life for himself and the family he intended to build.

"As a kid, I didn’t know much about career paths, but I figured out that life could be what you make of it. If you focus and work hard, more opportunities will open." Brian gave us many insights during the video interview.

Brian’s story serves as a powerful reminder that our circumstances do not have to define the trajectory of our lives. His experiences illustrate that determination, focus, and a willingness to learn can pave the way to a brighter future. For students in prison, his example provides hope, at least it would have provided me with hope, showing that we can change our circumstances by investing in ourselves and in our personal development.

One of the key lessons to draw from Brian’s story is the importance of setting goals and working toward them with purpose. Even when he didn’t fully comprehend what his future career would look like, Brian knew that hard work and persistence would create opportunities. This mindset can be applied in any situation—whether it’s improving academic skills, learning a trade, or building character. Every step, no matter how small, counts toward achieving a bigger dream.

Brian’s belief that “life could be what you make of it” highlights the significance of taking personal responsibility for growth and success. It’s never too late to start learning and making positive changes. Had I heard his story while I was in prison, I would have felt inspired to rise above challenges, remain focused, and trust that progress comes to those who are willing to work for it.

While striving for strong academic performance, he also ventured into the workforce to gain valuable experience. He began in the food service industry as a food runner, an entry-level position. Through dedication and consistent effort, he earned the respect of his coworkers, leading to promotions—first to busboy and eventually to server. Balancing hard work with his studies, he saved diligently and remained focused on his goals, which were to earn a college degree and to buy a home.

During this time, Brian sought to expand his knowledge and mindset by reading books on personal finance and self-improvement. One book that had a profound impact on him was Rich Dad Poor Dad by Robert Kiyosaki. This book introduced Brian to the concept of financial independence and emphasized the value of investing in assets like real estate. He learned that owning property could become a pathway to building long-term wealth. The book’s teachings inspired Brian to think beyond immediate financial needs and focus on creating lasting prosperity through smart financial choices. This perspective deepened his determination to own a home, not just as a place to live, but as a foundational step toward his financial future.

During college, Brian chose to live with his parents despite earning a solid income as a server—enough to afford his own place. However, the books he read inspired him to stay focused on his goals, fueling his determination to achieve them.

Brian's career in the food industry was steadily progressing, and he aimed to take the next step by serving VIP customers at the restaurant. Confident in his abilities, he approached his manager to request the position. To his surprise, the manager declined. When Brian asked for an explanation, the response was unexpected but thoughtful.

“I see great potential in you,” the manager said. “If I give you this job, it might lock you into a lifelong career in food service. But you’re capable of so much more. You’re hardworking, customers love you, and I believe you’re destined for bigger opportunities.”

The manager went on to reveal that he had arranged an interview for Brian at his wife’s company, which operated in the mortgage industry. “I think you’d be a perfect fit,” he added, leaving Brian with a new path to consider, and since it related to all that he'd been learning about real estate, he got enthusiastic about the opportunity.

During the interview, Brian learned that the job operated on a commission-only basis—no sales, no paycheck. This was a significant risk for him, as he had always relied on a stable income from his hard work, supplemented by predictable tips. Despite the uncertainty, Brian believed in his work ethic. If others could succeed in selling mortgages, he was confident he could do the same. Determined, he set his sights on understanding what made others successful, knowing his self-confidence was rooted in past achievements—whether excelling academically or thriving in food service roles.

Excited by the prospect of entering the financial services industry, a field he’d first become curious about during childhood visits to a friend’s house, Brian embraced the challenge. He committed fully to mastering his new role, diving into mortgage policies, studying loan guidelines, and honing his customer service skills.

In just six months, Brian not only started earning commissions but also became one of the company’s top-performing loan officers, demonstrating that hard work and determination can outweigh any risk. Shortly after transitioning from food services to the mortgage industry, he achieved another major milestone—purchasing his first home. While his college friends had once mocked him for living at home, Brian took pride in being the first among them to buy a house.

That first purchase marked the beginning of a transformative journey. Brian eventually turned the property into a rental unit and used the equity to purchase a second home. He continued to repeat this process, building a portfolio of appreciating assets in thriving markets. Through perseverance and smart investments, he steadily built wealth and expanded his career.

To succeed, Brian shared, "I knew I had to learn—it meant studying, listening, and staying organized. I treated every client with the utmost care and always delivered on my promises, which helped me build trust." His commitment to a principled approach to business became the foundation of his career growth. Brian followed two key principles: 

1. Relationships matter – Every client represented an opportunity for future referrals. 
2. Never stop learning – Brian emphasized that adaptability and ongoing self-education were vital to his success.

Empowering Others 

While many focus solely on their own growth, Brian dedicated himself to giving back. He trained junior loan officers, sharing his techniques for organization, trust-building, and long-term success. His openness to teaching validates lessons offered in our introductory course, the Straight-A Guide. We can turn our personal achievements to benefit others in our community.

Now with more than 25 years of experience, Brian continues helping others achieve their dreams, whether by enabling homebuyers or mentoring new loan officers. His career highlights one enduring lesson applicable to anyone in prison striving for success—opportunities will come, but your preparation determines whether you’ll be ready to grab them.

In our video interview, Brian offered more details on the mortgage industry, and the ways that it can help others build financial stability.

Building Financial Stability Through Real Estate Ownership

Brian emphasized that real estate ownership is one of the most powerful tools for achieving long-term financial stability. The mortgage process, while complex, opens doors for individuals and families to establish roots, build equity, and create a foundation for future growth. Some of the key benefits of real estate ownership that Brian highlighted during our interview follow:

1. Equity Building 

Unlike renting, owning a home allows individuals to build equity over time. Each payment contributes to ownership, effectively turning monthly expenses into an investment rather than a sunk cost. This growing equity can later be leveraged for other financial opportunities, such as funding education, starting a business, or making home improvements.

2. Appreciation of Property Value 

Real estate has historically appreciated in value over the long term. By owning a home, individuals benefit from this appreciation, increasing their net worth as property values rise.

3. Stability and Predictability 

Fixed-rate mortgages offer homeowners a sense of financial predictability by maintaining consistent monthly payments. This stability contrasts with rising rents in many markets, ensuring families can better plan for their financial future.

4. Tax Benefits 

Homeownership often comes with significant tax advantages, such as deductions on mortgage interest and property taxes. I’m not a CPA and I cannot give tax advice, but from the perspective of someone who owns properties, I’ll say that such incentives make owning property more financially advantageous than renting in many cases. I encourage you to seek out advice from a licensed tax professional to get guidance on how home ownership would influence your taxes.

5. Generational Wealth 

Owning a home allows families to pass down assets to future generations. Real estate can serve as a tangible form of wealth, providing security and opportunities for heirs.

6. Sense of Accomplishment and Community 

Beyond the financial benefits, owning a home instills a sense of pride and achievement. It fosters deeper ties to the community, encouraging individuals to invest in their surroundings and contribute to building a thriving neighborhood.

Brian’s insights speak to the transformational potential of real estate as a pathway to financial independence. By understanding these principles, individuals can take purposeful steps toward homeownership and secure a future grounded in long-term wealth-building.

In Brian's story, we see an outstanding example that shows how success begins with self-directed learning, consistent effort, and leveraging small wins into bigger opportunities.

‍Vocabulary Development 

1. Ambition – A strong desire to achieve something through hard work. 
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2. Commission – Payment based on completing a task, such as brokering a loan. 
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3. Discipline – The practice of being dedicated and focused on achieving goals. 
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4. Financial Literacy – Knowledge surrounding managing money, credit, and investment. 
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5. Equity – Ownership value in a property or investment, beyond any debt owed. 
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6. Resilience – The capacity to recover quickly from difficulties. 
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7. Collaboration – Working with others toward shared objectives. 
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8. Optimize – To make the most effective use of resources. 
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9. Mentorship – Guidance provided by an experienced individual to help someone grow. 
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10. Referral – A recommendation from a satisfied client that leads to new business.
    

Self-Directed Reflection Questions 

1. How can working hard, even in an entry-level role, lay a foundation for future success?
   
   
2. Brian talked about setting savings goals to buy his first home. How can financial literacy advance your life goals?
   
   
3. Where in your life can you start to cultivate trust like Brian did with his clients?
   
   
4. What sacrifices might you make today that could lead to better opportunities tomorrow?
   
   
5. How can identifying mentors help you grow your skills and confidence?
   
   
6. Brian transitioned into a completely new industry. How can adaptability prepare you for unexpected career paths?
   
   
7. Reflecting on the Straight-A Guide principles, what incremental steps can you take to prepare for your ideal career?
   
   
8. Brian emphasized organization and time management. How can these skills help you, even in confinement?
   
   
9. Imagine securing a job requiring ongoing self-education. How will you maintain consistency in learning?
   
   
10. What lessons from Brian’s story can help you teach or inspire others around you?
    
    

Recommended Books

Rich Dad Poor Dad by Robert T. Kiyosaki 

This classic provides foundational lessons about building wealth, and it complements Brian’s advocacy for financial literacy. "The single most powerful asset we all have is our mind. If it is trained well, it can create enormous wealth."  The book helps readers rethink the way we approach money, education, and personal growth. At its core, the book challenges traditional beliefs about financial stability, shifting focus from reliance on formal education and fixed income jobs to the importance of financial independence and asset building. Kiyosaki contrasts the mindsets of his “rich dad” and “poor dad,” showcasing how divergent perspectives on money and investing can lead to vastly different outcomes in life.

This philosophy mirrors Brian’s story in many ways. Like Kiyosaki, Brian demonstrates the power of a mindset geared toward continuous learning, calculated risks, and the pursuit of financial empowerment. Through strategic planning and unwavering determination, Brian exemplifies how taking control of your financial future is not only possible but also vital for achieving long-term success. Just as Kiyosaki emphasizes the importance of leveraging your mind as your greatest asset, Brian’s evolution highlights the impact of self-education and an entrepreneurial spirit in reshaping one’s trajectory. Both stories remind us that building opportunities, habits, and knowledge sets the foundation for a purposeful and sustainable future.

Start with Why by Simon Sinek 

Sinek’s concept of starting with “why” revolves around the power of clarity in purpose and the profound effect it has on leadership, innovation, and success. For Brian, the principle of understanding and articulating his “why” became the catalyst for his transformation. Much like the Golden Circle described in the book—starting with “why,” followed by “how,” and then “what”—Brian prioritized the reasoning behind his actions before developing the methods and achieving results.

His “why” was rooted in creating meaningful change and fostering growth, both in his personal life and in the ventures he pursued. By internalizing this framework, he was able to build trust and open opportunities, much like the entrepreneurs and leaders Sinek highlights. This alignment underscores that pursuing a clear purpose not only inspires others but fuels an enduring commitment to progress.

Think about how living in principled life can advance your prospects for success, just as Brian did.

The One Thing by Gary Keller 

The principles outlined in The One Thing resonate powerfully with Brian’s approach to navigating the complexities of life and career. Keller emphasizes the importance of narrowing one’s focus, identifying the most impactful task, and executing it with clarity and purpose. This mindset aligns seamlessly with Brian’s strategy of tackling challenges step by step, rather than becoming overwhelmed by the bigger picture. By committing to "one thing" at a time, whether in the restaurant jobs he pursued, or once he began working in mortgages, he was able to achieve milestones that might have seemed insurmountable all at once.

For Brian, this philosophy echoed in his daily decisions—he didn’t allow distractions to deter him from his goals but instead channeled his energy into meaningful actions. Similarly, Keller’s idea that "what you do today can determine the trajectory of your tomorrow" serves as a reminder that small, deliberate steps compound into extraordinary success. Brian’s story illustrates how consistent efforts paved the way for long-term growth and fulfillment. The book and his experience together emphasize that clarity and focus are often the keys to unlocking remarkable achievements.

Recap of Straight-A Guide Lessons 

1. Define Success – Brian envisioned owning a home and built his career to achieve it.  He made decisions that aligned with how he defined success, studying harder in school and developing a self-directed work ethic, always pursuing excellence in any role he had.
   
   
2. Set Clear Goals – He systematically saved money. Even when he could afford to get his own place, he continued to live with his parents so that he could get closer to his goal of home ownership. He read books that taught him more about real estate, and he used that knowledge to advance his career.
   
   
3. Cultivate Attitude – Staying optimistic, he turned obstacles like career shifts into opportunities.  For him, life wasn't only about making more money. It was also about helping other people reach their dreams of home ownership, or career development.
   
   
4. Follow Aspirations – A childhood seed sparked an aspiration to create financial security. He saw himself as being a financials services professional. Brian continued to push himself and advanced to the top of his profession.
   
   
5. Take Action – By committing to his goals, Brian build intrinsic motivation. He read extensively, earned academic credentials, and worked hard in any role he held. More opportunities because of the actions he took. 
   
   
6. Hold Accountability – His consistent follow-ups and honest communication earned client trust.  If he tells someone he is going to do something, he held himself accountable, building trust along the way.
   
   
7. Stay Aware – Brian mastered spotting opportunities, such as his boss suggesting a career change.  He also understood the power of referrals. When he helped one client, that client would refer him to provide services to family and friends.
   
   
8. Be Authentic – His genuine care for clients led to lasting relationships and referrals.  It also led to career advancement with multiple firms. He built trust, and a personal brand.
   
   
9. Celebrate Achievement – Brian reflected on buying each home as a step toward financial independence.  Besides that, he took pride in helping customers move into their financial dreams.
   
   
10. Practice Appreciation – He mentored others, turning personal success into shared growth. When we invited Brian to share his story with people in prison, he agreed to participate in the video, and also to develop the lesson plan, saying that he wanted to give back.
    
    

Sample Response 

Question: How can working hard, even in an entry-level role, lay a foundation for future success?

Use the following as an example response: Draft answers to all previous questions, then use those responses to shape your profile on Prison Professors Talents. Highlight the qualities and achievements that make you a strong candidate, showcasing why you deserve greater opportunities in the future.

I learned a great deal about developing a career and success from listening to Brian's story. It taught me that even an entry-level job can influence the success we build. There's an old saying about an overnight success being 20 years in the making, and I certainly got that story from listening to Brian.   As an adolescent, growing up in a family without much in the way of financial resources, he got inspired to build more stability. That inspiration led him to apply himself in school, and also in any job he took regardless of the role.

As a person serving multiple decades in prison, I learned many lessons from listening to Brian. I know that people will judge me for the bad decisions that led me to prison. But if I follow Brian's lead, I can take a series of incremental steps. They may begin with an entry level job. If I apply myself fully, more opportunities will open. They'll come with more responsibility, and potentially more earning potential. If I apply myself, as he did, others will take notice. They will start to see me for the potential value I bring, and not for my prior bad decisions.

Entry-level jobs provide an opportunity to learn and grow. They offer a chance to gain practical knowledge and skills specific to a particular industry or role.  While in prison, I'm not able to move into such jobs, but I can develop skills that will accelerate my prospects for success once I get out. I can develop better writing skills, better communication skills, better math skills, and a self-directed work ethic. If I work on those basics today, more opportunities will open tomorrow. If I document the lessons I learn today, people who judge me later may see value, or potential in me—just people saw potential in Brian.

These skills, though they may seem mundane, are the foundation for success in any industry or role. They are transferable and can be applied to any job or career path. By focusing on developing these skills while in prison, I am setting myself up for a brighter future.

Moreover, by documenting my progress and lessons learned while incarcerated, I am not only showcasing my dedication and determination but also providing evidence of my growth and potential to future employers.

As Brian's story has shown us, it is possible to open new opportunities. With hard work, perseverance, and a strong belief in oneself, we open more potential. By investing in ourselves today, we can create endless opportunities for tomorrow.

Challenge 

Build your Prison Professors Talent profile. Use reflection questions to narrate how you are setting goals, demonstrating accountability, and pursuing self-improvement. Share examples of progress (like certifications or financial knowledge) to show your commitment to earning freedom and becoming a valuable member of society. Make your profile a powerful advocacy tool to demonstrate to stakeholders why you’re extraordinary and ready for more opportunities. 

Success begins with preparation—start today!

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