BreakAway Agent Podcast Episode #34 With Brian Chancellor, VP & Sales Manager of Sereno Group in Palo Alto, California
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This episode of The BreakAway Agent Podcast features Brian Chancellor, VP and Sales Manager of Sereno Group in Palo Alto, California. As a second-generation Realtor, Brian has 25 years of experience in the real estate industry that began with a 17-year partnership with his mother, Imogene. His focus has always been on the relationship with his clients and what is best for them. This philosophy has culminated into building his career and growing his reputation as a top producing salesman.
Growing up in the industry and spending time building a working relationship with his family, Brian Chancellor has learned how to assert himself in his own way. He calls himself a “real estate brat,” and is grateful that his parents were able to show him the road and room to grow in this industry that he loves.
Listen on as Brian discusses his superpowers, his advice on growing relationships, and his tips for distinguishing himself with branding.
Brian Chancellor Shows That Caring About Clients Pays Off
When it comes to standing out from the rest, Brian identifies some of his superpowers and how his years in the industry has helped him grow his business.
Brian’s Superpower? He’s A Big People Person
Brian Chancellor starts by telling a story on how he has always been a people person. He isn’t afraid to introduce himself and start a relationship, no matter what situation he is in. Brian says that his love for culture and people in other cultures has given him a leg up in all aspects in his life.
His clients can see how much he cares about their relationship, and that has helped him get more referrals. In fact, he uses the philosophy of tending to the relationships you have as a way to gain more. Instead of prospecting hundreds of leads, instead, he takes really good care of the people in his sphere, because that is where his energy is much better spent. Let your clients be your champions. Be an advocate for them and earn their trust. And that goes for other agents as well!
Don’t Let Your Moral Compass Change
Even from the very beginning, when he was making almost no money, Brian Chancellor says that his moral compass never changed. It has been and always will be about the clients for him. Maybe it’s from being raised in the real estate environment, and having that role model. Maybe it’s ingrained into him to care about the people he works with.
Recognize The Dynamics
Something that we found really interesting was another superpower that Brian has. He says that his ability to read the room has really come in handy in his career. In every situation, whether it’s meeting with a buyer or seller, or even another agent, he is taking information – basically sizing them up. He says that he is an active listener, and right from the start is paying attention to who is the decision maker, who might influence a deal, who is more sensitive, etc. Being able to understand people and what they are looking for and understand the relationship dynamic of everyone that he meets.
Brian Chancellor’s Passion Topic
When asked previously about what Brian was passionate about that he would share with other agents and brokers in today’s market, he said, “You must have enough self-belief to invest into branding. This is not a cookie cutter business – you must differentiate yourself in a genuine fashion or it will fall flat.”
He elaborates that in today’s industry, buyers and sellers are much more impatient. They also have access to much more information. They will find you online and look at your reviews, your social media, your website, everything – to make sure that you are a good fit. So make sure you build a strong presence online, and keep a brand identity that you can believe in that will push you forward on the path to success.
His piece of advice that he gives is that you have to be willing to push the envelope. If you’re not uncomfortable, you’re probably not growing.
Rapid Fire Answers
Time Blocking: Google Calendar and Asana
Favorite Technology: Cellphone and Texting
Favorite CRM: RealScout and MoxiWorks
Sales Pipeline Management: Spreadsheet
Transaction Management: Transactional Manager
Favorite Books: Where The Red Fern Grows, Extreme Ownership
Overall Mentor: His mother, Sam Webster
Real Estate Teacher or Coach: Sam Webster, Brian Buffini, Lorna Hines
Training Resource: Brian Buffini and Lorna Hines
Underrated Resource: Not enough agents understand finance
At the end of the day, Brian Chancellor hopes that agents, new or experienced, really believe in themselves. It can be so hard to navigate such a saturated market, and build a strong presence. Especially in an age where everyone wants to look perfect on social media, it can be easy to feel like we aren’t measuring up.
He gives the advice to stay true to yourself no matter who you’re working with or what the market is like. Believing that you have the ability to be successful and do good for your clients is crucial.