Brandy Finnessey — Advice from a Top Real Estate Agent!
Having personal touches makes all the difference in maintaining relationships.
Brandy Finnessey is one of the top real estate agents in Austin, Texas, with Kuper Sotheby’s International Realty who did $21 million worth of business last year. She started her real estate careers at one of the worst times, but quickly progressed and is now closing, on average, one transaction a week. Brandy is a next-step kinda gal, who likes to keep her clients informed, and her business is built on maintaining and cultivating relationships. Tune in to this episode to find out more about Brandy’s journey, and how incorporating personal touches can make the difference in your business.
Shareable Clips & Quotes:
Categorizing clients and finding your raving fans
Making a difference for the family and kids
Managing the chaos
The power of hand written notes
Having a good operating calendar to organize your week, month and year
Avoiding the lull that follows your busy times
“This job is hard” managing the negativity + hug your customers
“I’m a next step kind of gal”
Brandy’s next step book
How not to lose out on repeat business
“Learn from somebody who’s been doing it for a while”
[:25] Scott introduces his guest for this episode — Brandy Finnessey
[:48] Special mention goes to Stephen Harvill, who introduced Scott to Brandy. Scott’s also giving away five copies of Stephen’s book, 21 Secrets of Million Dollar Sellers, to members of the Sales Success Community! Become a part of the community by texting ‘top1’ to 444999, or join the mailing list on top1.fm.
[2:05] What are the top three things that contribute to Brandy’s success as a top real estate professional?
[5:05] How does Brandy decide which options are most likely to produce the best results?
[7:05] Brandy advises you to think about what not to do. How long does it take to know before you realize something isn’t working for you, but not giving up too early?
[8:50] What does ‘farming’ mean in the real estate context?
[9:35] Scott thanks the sponsor for this episode, ViewedIt! Get their free Chrome plugin to create personalized videos!
[10:08] How did Brandy get into real estate sales in the first place?
[12:25] Other than choosing a better timing, what else would Brandy have done differently if she were starting down that path over again?
[13:48] Brandy talks about her learning curve in the real industry, and her results since she started.
[15:25] For a little bit of context, Brandy shares a story of a specific transaction she handled.
[17:56] How does Brandy stay organized through the entire complex process and manage all the moving parts?
[19:22] What are some systems that Brandy uses to manage the chaos?
[20:41] A lot of business that Brandy does is with repeat clients. What’s the best source for new clients?
[22:20] How does Brandy think about what her role is on a day-to-day basis, as a salesperson, or a marketer?
[23:24] How frequently does Brandy keep in touch with past clients? What do some of her large client gatherings look like, versus more intimate gatherings for her biggest fans?
[26:33] In her very accomplished and successful career, what is Brandy most proud of?
[27:34] What has the biggest challenge been for Brandy?
[29:08] Brandy used to be a night owl, but since having kids, she has become more of a morning person. What does her morning routine look like?
[30:49] How does Brandy structure the rest of her day to ensure the core tasks get done?
[32:23] When does Brandy get a day off in all of this?
[33:22] What are some other habits and routines that are central to Brandy’s success and the way she operates?
[38:51] What does Brandy do on an off-day when she’s just not feeling it?
[40:31] What does Brandy’s information diet look like?
[43:33] What is something that Brandy now does as a result of having read Hug Your Customers?
[45:35] How would Brandy describe her style and approach?
[46:48] Does Brandy have her processes documented, or does she have it down because she does it so often?
[48:55] What motivates Brandy?
[50:11] What is something Brandy believes that the average salesperson would think is crazy, and vice versa?
[52:41] Brandy shares a statistic about repeat clients — at the moment of the closing, over 80% of clients said they would use their agent again, but within a year, the number had dropped to 26-28%!
[55:02] What have been the most important decisions Brandy’s made or lessons she’s had to learn that have had the biggest impact on where she is today?
[58:17] What advice does Brandy have for people just starting out on their sales or real estate career?
[59:46] Brandy started her real estate career at possibly the hardest time, and had a very young child as well. How did she get through the very beginning?
[1:02:31] Brandy has some advice for someone further along in their career looking to take it to the next level.
[1:04:17] Brandy challenges you to create your why, set goals, create a plan, and put it everywhere to hold yourself accountable!
Mentioned in This Episode:
Brandy Finnessey on LinkedIn
21 Secrets of Million Dollar Sellers: America’s Top Earners Reveal the Keys to Sales Success, by Stephen Harvill
Referral Maker CRM — Brian Buffini
Hug Your Customers: The Proven Way to Personalize Sales and Achieve Astounding Results, by Jack Mitchell
Sales Success Stories Podcast Episode 26: “How Car Salesman John Hinkson Sold 1600 Cars in His First 3 Years”