From Jiu-Jitsu to $11M in Sales: How Bryan Coco Built a Real Estate Empire in New York | Rookie of the Year Finalist

How does a martial artist and former construction worker go from *fixing drywall* to managing *$11 million in real estate sales* in less than two years?In this episode of *Unlocking Real Estate: My First Commission*, host **Tina Lapp** sits down with **Bryan Coco**, a 2025 **RISMedia Rookie of the Year finalist** from Long Island, New York. Bryan’s story is anything but typical — from his early days in luxury Miami developments to flipping houses upstate during COVID, to now leading sales and development at **Kelly Real Estate**.Bryan shares:🏘️ His bold transition from martial arts to real estate analysis and construction📊 How he turned hands-on trade work into a six-figure brokerage career💡 Why patience, kindness, and market knowledge are his biggest sales tools📈 His top 3 marketing strategies for generating quality leads in any market🤝 Why “relationship over transaction” is the mindset every new agent needsThis episode is packed with *entrepreneurial lessons, creative marketing ideas,* and *real talk* about the grit it takes to make it in real estate — especially in one of the world’s most competitive markets.01:00 Bryan Coco’s journey from martial arts to real estate03:30 Early days in Miami’s luxury condo market07:00 Learning international real estate & luxury sales09:00 Earning an MBA and exploring the sports industry10:30 Flipping homes during COVID & finding passion in construction13:00 Getting licensed in New York and joining Kelly Real Estate16:00 From procurement manager to sales leader18:00 How Bryan hit $11M in transactions within two years21:00 Overcoming challenges & learning local markets23:00 Rookie agent advice — focus on relationships, not listings27:00 Bryan’s top marketing tactics for 202532:00 Why he believes patience and curiosity win in real estate37:00 Client challenges and lessons from the field43:00 Book recommendation: *The Real Estate Game* by William Poorvu46:00 What he’d do differently if starting again53:00 Where to connect with Bryan & final advice📸 Instagram: [@bryancocohomes](https://www.instagram.com/bryancocohomes)🏠 Company: [Kelly Real Estate & Development](https://www.kellyrealestate.com)📍 Location: Long Island, NY**Want to be featured on *My First Commission*?**We’re always looking for inspiring rookie agents!📧 Send us a note at **[[email protected]](mailto:[email protected])** or fill out this form (https://share.hsforms.com/1o4DbEqKvQwSzoMTSnrznZQ8ish) to apply.