Clip from Episode 28: Top Real Estate Agent – Brandy Finnessey – Closing a Deal a Week:

The national statistic is that when they polled people that did whether they bought or sold with a real estate agent that between 26 depending on whether you bought or sold to 26 or 28 percent said that they would use that agent again. And I just thought wow what a staggering number. I mean that’s embarrassing. I think it’s a horrible number that people on the flip side thought that when they asked them the really great stat about this was when they asked them right at the table or the week of the closing that stat was in the 80s and when they came back and they asked them a year later it was in the 20s. Why is that. It’s because at the moment that they left that closing table they never spoke to their clients again. Out of sight out of mind. And they got buried by the next deal. And some of it maybe they didn’t do purposefully. I’ve met a lot of great agents who were they didn’t do it purposefully they just got you know overruled by the chaos right. So they never checked back in with them and then they felt so guilty it had been so long that they were like Oh God what do I say now. Well just who cares say something like Don’t just let it die there and not say anything. Check in on them. Call it out. Make fun of yourself. I’m sorry. I looked up at six months have gone by. How are you. How’s the house. That kind of thing so I think you find the humor in that. Be honest with your clients will appreciate that so much more when you’re honest and mess something up than when you sit there and just try and cover it up or worse yet just walk away from the whole relationship completely.

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Clip from Episode 28: Top Real Estate Agent – Brandy Finnessey – Closing a Deal a Week:

Get connected with somebody who’s been doing it for a while and learn from them. Because I think that there is a lot to learn and I think that you need to get rid of your pride a bit. No matter what industry you came from or how awesome you think you are. I think that you will have something to learn. And I think that if you are fortunate enough to even have someone in your office where you work or whatnot that is a very solid good agent trying to get to know them a little bit try to get to know their secrets try to get on their good side they might actually feed you a deal here and there if they like you and they see you trying hard. But more than that even if they don’t give you a single deal you’ll be able to kind of learn kind of what their secrets are and what they did and how they implemented things and they might be able to kind of coach you along the way a bit. And I think that that’s important in real estate because when you’re starting out you’re just trying to eat at that phase you’re just trying to make a nickel and you feel overwhelmed and everybody’s telling you to spend all those nickels and you’re sitting here thinking how how am I going to get how am I to get it through how am I going to get any of this. Well try to do some things around you that maybe don’t cost you anything but require your time and your ears and your open mindedness.

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Clip from Episode 28: Top Real Estate Agent – Brandy Finnessey – Closing a Deal a Week:

For buyers and sellers both I provide them each with documentation that’s kind of a next step book. It’s like what to expect during the process. And I joke but very serious about it that some clients will that’ll be something that just collect dust next to the bedside and that’s totally fine. But there’s a lot of clients that want to grab a hold of something and look at something when they’re freaking out at night or whatever the case is and what’s going to happen next. They really gobbled it up and then some of them that could care less but that’s fine for those that don’t want to read it or look at it or do anything like that. I say don’t worry about it. I’m here I’m going the next step you the whole way through and I’ll do it one step at a time so I won’t overwhelm you. But this book is just for in case you get paranoid or want to look ahead a few chapters. This is this is what’s going to happen in the process.

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Clip from Episode 28: Top Real Estate Agent – Brandy Finnessey – Closing a Deal a Week:

I always say to my clients everybody’s heard me say this I am a next step kind of gal and I take that very seriously. I don’t ever want my clients to be blindsided by something. So whether we’re just starting the process early on or we’re into negotiations I’m already giving them kind of when we start negotiations. OK. This is where I think we should counter back at this is what I think they’ll likely counter back at or ask us for. And this is what I think we maybe do they might do this but this is what I think they’re going to do and so forth. Because if we’ve done this enough times you start to see a lot of trends. So we as the professionals should be able to convey that in a nice way to our clients so that they can get prepared because this may be the first time they’re ever doing it and they don’t know what to expect. And I think oftentimes no matter what business you’re in. We take for granted that our customers know what’s going to happen and they don’t they don’t know what’s going to happen most of the time. And we we do because we live and breathe it every single day.

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Clip from Episode 28: Top Real Estate Agent – Brandy Finnessey – Closing a Deal a Week:

This job is hard and you get beat down a lot. So I think it’s really important to be mindful of what you’re taking in as a positive that it’s resonating in that positive fashion. Because I think so often times we get surrounded around a lot of negativity whether it’s at the office or maybe in our personal life or the call we just got off of or whatever the case is and then letting that kind of dictate where you’re going that day. So I would say I’m very mindful about that so I tend to read and associate with things that either are helping me from a sales perspective or I’m walking away going OK I got this really great nugget I’m going to see how I can apply that in my business or if I really need that pick me up because it has been that country music kind of day. Then I’ll try and put something on that’s a little bit upbeat that maybe kind of grabs me and says OK well come on persevere let’s let’s push through this. And then as far as like a book I would say that one of the best books that I’ve read in a long time was Hug Your Customers. It was completely unrelated to real estate at all. But I thought it was really amazing and really brought perspective of just simple things that you can do just little tweaks on how to make that personal interaction with your clients and then how much that magnifies through your business.

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