Episode 14
with Simone Douglas
In this episode of Confident Networker, Simone sits down with Kristy Saunders from BNI Storm.
Connect with Kristy here:
https://www.facebook.com/PisaniProperty
If you’d like to attend a Chapter meeting, you can book your spot here: https://bnian.com.au/chapter/bni-storm/
Chris Irving 0:00
Welcome to the confident networker with your host Simone Douglas. In each insightful episode, she chats with one of the leading people from the BNI and business world.
Simone Douglas 0:11
All righty, so on today’s episode of the confident networker, I am joined by Kristy Saunders from Pisani group, Kristy, thanks for coming along today.
Kristy Saunders 0:21
Thanks for having me.
Simone Douglas 0:22
My pleasure. So Kristy is a member of BNI storm, who meets on a Wednesday morning at 7am. Kristy, how long have you been in BNI? For
Kristy Saunders 0:30
I am coming up to about two and a half years.
Simone Douglas 0:34
So in that time that you’ve had a lot of change happen. So what has been your business evolution and journey while you’ve been in BNI?
Kristy Saunders 0:43
Okay, so I started in the residential real estate sales seat. So I’ve been in residential real estate for about 10 years, a decade, which is true, but sounds a lot longer. And so I started my journey with BNI under that seat, and then towards the end of last year, another business kind of presented itself and became a real focus for us. So myself with my business partner, where he started the business, technically Pisani property advisors in January, February of this year. Yeah. And so the step through BNI was that I thankfully was able to change my seat and stay with my chapter, which was great, because I’d already strengthen those relationships really well. So it was nice to be able to grow and move with that chapter with the new business.
Simone Douglas 1:37
Yeah, that’s awesome. So what does Pisani property advisors do?
Kristy Saunders 1:41
Well, effectively, we want to be a consultant for the general public. And we want to be able to help them navigate through one of the trickiest, I guess, life decisions that they can make. And that’s purchasing property or selling property. So traditionally, our business focuses on by Advocacy Service. So we help our clients to not only buy, whether that’s established, or something that they are looking to move into themselves. But a big part of that is we’re also helping our clients to invest. And at the moment, given the current real estate climate, a lot of that investing is happening in off the plan. So we’re helping them to navigate what can be quite tricky, and quite fraught with danger, sort of sort of area. But we also do help our clients with the selling side as well. We don’t, we don’t do the selling anymore. But what we do-do is help our clients to select the right agent for themselves, because that can be a bit of a minefield as well. Yeah. And consumers, they look at, I guess, surface level information when making those decisions, which is great. But we’ve got the experience of knowing what is a real indicator of the right agent for them.
Simone Douglas 2:59
Yeah, of course, because you’ve had so much experience in industry.
Kristy Saunders 3:02
So that’s been really good as well. And we’re sort of doing quite a lot with that at the moment as well. So it’s more just being advocates for our clients and helping them to to make the right choices.
Simone Douglas 3:12
Yeah. So over the course of those changes, you know, roughly what percentage of your new business comes by referral right now?
Kristy Saunders 3:21
So I probably was getting in my sort of real estate first year and a half of doing that was probably getting about 30 or 40%, to be honest, of my referrals coming in from the group, but also, from relationships that I was putting in my wider networks, which were which were still very much linked in with, with BNI. And to be honest, that’s probably still continued. Because even though our business is in its infancy now, the relationships that I’ve built a really strong. So really what I’m working through now, without, without other members is more around just educating the revenue business. The relationships are already there, the trust is already there. So it’s just making sure that they’re across what the what the new services are.
Simone Douglas 4:09
Yeah, well, and even in the quick chat we’re having now I’m like, Oh, by advocacy, I didn’t realize that’s what you were doing. So I’m like, Okay, now I understand, and I can like keep an ear out, which is great. So, based on that, though, how important is networking to your business?
Kristy Saunders 4:24
Huge. Obviously, I think, in real estate, in general in property, it’s one of those fields where having good repeat and referral business is really important. That’s been a huge fundamental of my business for the last 10 years. And so adding BNI into that has been so dramatic for me in terms of not just the obvious, you know, being introduced to new people and getting new opportunities, but also, I think more so, growth and personal development as well as really important I don’t mind public speaking, but I don’t love it. Yeah. And being every week, standing up and having to, to sell myself to my friends and colleagues is, is a good exercise in continual growth. So I think it’s, there’s a few areas with which I think it’s so, so important.
Simone Douglas 5:20
I think people say to me all the time that I could talk with a mouthful of marbles underwater, and yeah, I never used to be that person. I was terrified of my own shadow. And the first BNI chapter meeting that I went to, that I was after I was accepted as an applicant, and I had to stand up and deliver a weekly presentation, pitching my business to the room. I was hyperventilating, before I stood up, I was shaking. And then like, I sat down, I was like, Oh, my God. So yeah,
Kristy Saunders 5:48
I mean, to be honest, yeah. full truth. There are still days or times when that when I feel that way. And I think it’s good. Yeah, it reminds you of, of your vulnerability. And it makes it makes you kind of, again, worked through that next thing. Okay. That’s normal. You feel that way. But yeah, it’s a
Simone Douglas 6:08
it is a bit sometimes.
Kristy Saunders 6:10
Yeah. It’s not always fun.
Simone Douglas 6:11
Yeah. No I get that, and I think it’s, you know, it’s human nature to because when you’re heavily invested in the relationships in the room, like you care more, yeah. So..
Kristy Saunders 6:22
you want to do well, you want to? So you want to showcase yourself in the best possible way?
Simone Douglas 6:26
Yeah, absolutely. So we’ve covered over that, what is the best piece of networking advice you’ve ever been given by someone?
Kristy Saunders 6:37
I think I live by the obviously givers gain mentality, I think, although it’s a bit broad, but I think even sitting down and talking with some newer members over the last few weeks, that trying to hang on to and remember that in kind of everything that we do, is, is really important. Because we were explaining to a new member, you know, you might give a referral to this person. But that doesn’t mean that person has to give them back to you, that person will give to someone else. And if you’re doing the work, and you’re you’re freely giving 100%, that will come back to you. When you are not doing the right behaviors, then, unfortunately, that’s when things aren’t going to come back to you. So although it’s not specifically a piece of advice, it’s probably one of the principles that I’m very, always keeping the forefront of my mind because it’s so important. And it’s so true. Yeah, you know, if you if you do the right thing for someone else, because they want to help you in return. Reciprocity,
Simone Douglas 7:41
but that that help, like you said, could be all sorts of different types of help.
Kristy Saunders 7:44
Yeah, definitely.
Simone Douglas 7:44
So you know, like, I still remember years ago, when I split up with my husband at the time, you know, Simon Roberts, who was the executive director of the region that I was a member in, you know, turned up on a Saturday in 40 degree heat, and we did my front garden for four hours,
Kristy Saunders 8:02
Legend,
Simone Douglas 8:03
You know, and there were a whole heap of other BNI members who came in, you know, they helped paint and do all sorts of things in the house ready? So I could sell it. So get on with my life. Yeah. And so this could have nothing to do with business. But it’s where those relationships end up.
Kristy Saunders 8:15
Oh definitely. And I think, Well, COVID is a perfect example. I remember, I mean, hearing that is so powerful, because it’s such a, it’s a thing that you will also remember, for the rest of time. So it’s a difficult time in your life, and you were able to lean on those people. But I mean, I remember in COVID struck, you know, in March 2020, and everyone, I remember our first Zoom meeting, just the camaraderie and the support in that room, there were people who were suffering a lot more than others. And just the it was more than business. So much more than business it was actually get me a bit teary thinking about it. It was, you know, it was just emotional and raw. And everyone was like, You know what, I’m here for you, for whatever you need. And everyone banded together and highlighted for me that says, way more than business. Yeah, and all those little things, those little details, those little extra bits and pieces. That’s why, you know, you said yesterday at the training, we’re a family.
Simone Douglas 9:18
Yeah, absolutely. And I think you start off like when you first get accepted as a member, if you’re lucky enough to get accepted, there’s an application process after all, but when you first become you know, part of BNI I always say you start by having 30 plus new business friends, and then over time as you give and get to know everyone and invest in the relationships, those business friends turn into business family and the beauty of business family, is that they want the absolute best for you and they will lend they will add their will to yours to help you to achieve your dreams and your goals. And that’s fine. That’s why I do what I do because I love it. It’s just like so good.
Kristy Saunders 9:58
I was going to say on a side note, you know that I missed out back to the application process I missed out on my first time, I missed out. So I find that I always tell that story because I find it quite powerful in that I applied, and I missed out. And I was looking at other avenues. I think you were talking to me, I’d be with some people about maybe starting something. And then I got a call for being like, and I wanted it more than anything. Yeah. Because I’d missed out. And I realized once I’d missed out how much I wanted it. And yeah, I was like, please pick me, please pick me. I’m so glad that they did
Simone Douglas 10:39
Yeah. So I guess the other question then becomes, though, not every visitor is going to join me and I, do we want visitors to come to the chapter that have no intention of joining.
Kristy Saunders 10:48
yes, we do. We do. It was a really big one, because I’m quite passionate about so obviously, you did a role visit, house roll for some time. And, and it was one I got a lot in our do we do we really, you know, is it good to have someone that’s not going to want to join? But there’s so much more value to a visitor than just becoming a member? Yeah, you know, we’ve got people that we welcome their applications, we’re looking for someone in that seat in that profession, but the amount of times that a visitor turns into referrals, or, therefore introduces you to someone else who actually does want to join Yeah, I think we can sometimes tend to pigeonhole someone as like, if you know that they’ll be a member or, or they’re just filling a spot when in actual fact, they are such a huge part of of our business and bring a lot to our businesses. Yeah. I think they’re very important.
Simone Douglas 11:46
Yeah. And I understand and I’m always like, you know, I say to people just come and meet some new people, you know, not everyone on the planet is going to become a BNI member, and we don’t care, you know, but we do like making new friends and meeting new people and having those opportunities, because I’ll go and I’ll meet someone at a BNI meeting, and I’ll go, Oh, I’ve got a lunch that I’m hosting next week. So you want to come let’s pick up that conversation. You know, because it’s Adelaide a networking town.
Kristy Saunders 12:11
And you’re great for that. It’s clear why you’re in the position that you are because you’re a great connector of, of people, and you’re very good at at putting that, you know, matching people and remembering and I think that comes with time and experience. Yep. But I also think that it, yeah, the idea of networking is we don’t know where someone is going to go, where it’s going to lead what it’s going to be. And in I mean, especially in sales roles, you do a lot of things that don’t necessarily produce the outcome that you know, and that’s okay. But six months down the track, something happens. And so you realize not to, not to assume that just because a person doesn’t fit into this particular place that you want them. Yeah, that they have no value to you, if that makes sense.
Simone Douglas 13:00
Yeah no it does make sense. What is the best introduction someone’s given you
Kristy Saunders 13:06
so early in the piece, so I think I was probably a member for any three months or four months. One of the members introduced me to their employer, they worked for a sustainable housing company, consultant. And that consultancy company had built Adelaide first 8.2 star rated home it was this home was built with just the most impeccable standards, and like nothing else you’d have seen before. It was a hard referral in that it took me a long time to get the right buyer. It took a lot of learning. Yeah. But I came out the other end of that far more experienced in a field that I had always been very interested in learning about. And I now know that I’m probably the agent that that company will use for any other sales that they do because of the breadth of knowledge. And the the determination, I think, that I showed in in finding them a by and getting them the result that they were looking for. So but that I mean, that only just had that sort of settle and get paid for it. Last month, so there was a lot of work in there in the beginning. And so, but it was so rewarding. And I think for me, that was a really good one in that it provided opportunity for more ongoing work, but also just growth I learned so much,
Simone Douglas 14:36
which is always fantastic when you get that chance. So if you would have bumped into someone in the property field who’s been invited to this BNI thing, and they’re like, they’re literally like I’ve been invited. There’s BNI thing I really don’t know if I want to get up that early or you know, being busy or whatever it might be. What advice would you give them?
Kristy Saunders 14:56
Well, the first thing I would do is I would ask them to look at where They’re currently spending their money on marketing. So in having been in the property space for such a long time, I know that there is a lot of money dumped into marketing areas which are considered, traditional, and kind of essential, but really, the ROI on those is always a little iffy. We’ve all got those silly letterbox drops in, you know, direct marketing, etc. So I’ll probably say to them, Look, what do you spend on that sort of thing? And can you measure what that returns for you in terms of business, because I can almost guarantee here’s my and I would show them and I will talk and I kind of have done that a little bit. This is what I, what I have done in my short period of time, this is what has come back to me. This is what I’ve gotten out of it. Because I know personally, when I look at those figures compared to the money I would spend on those other avenues that it is hands down, best ROI you could get. But I think secondary to that is, by the time my Wednesday meeting is over. I feel alive. Yeah, I feel ready to take on the world. I’ve already done 30 client meetings, basically, in two hours. I feel energized, I’m ready for the rest of the day. And so the rest of my week is is so much that productive. So there’s so many benefits. Yeah, benefits. So and before I joined someone did say to me, it’s a cult. And now I say “don’t really care”.
Simone Douglas 16:28
Yeah. It’s a business cult. Absolutely. So lastly, it wouldn’t be a BNI type of a podcast if I didn’t ask you who your ideal referral was. So if one of our listeners today, was the person that you needed to have, sit down, have a coffee with to potentially take your business to its next level with whatever you’re trying to acheive. Who would you love to have a coffee with?
Kristy Saunders 16:58
Well, I think that the people that could help accelerate my business would be similar to my, my current business partner, which is successful accountant. Reason being for obvious, you know, tax reasons property, investment, taking into depreciation, all those things that are above my paygrade. Speak to your accountant. Those are the kinds of things that I can help their clients with going forward is looking at what the right things are for them in terms of the property space. So it can be a bit daunting, as we said before, so accountants are a really good one. But also just mums and dads, people who haven’t bought or sold in a long time. And it’s quite scary, especially with the current buoyant real estate market. It you need sometimes a bit of guidance and a bit of advice and something that’s impartial. So talking to the agent of the property that you’re looking to buy. Great, but unfortunately, isn’t neutral.
Simone Douglas 17:58
Nah, not neutral at all.
Kristy Saunders 18:01
No, I once had a client say, Oh, the agencies he’s going to help me bid at the auction
Simone Douglas 18:05
is going to help you bid up. That’s what he’s gonna do.
Kristy Saunders 18:07
Let me do that. And do that. Because I don’t have it. I want to see you buy the property. Yeah, but I don’t have any underlying, you know, attachement to get for us. Yeah.
Simone Douglas 18:18
Well, so if there’s somebody listening, who is either a good friend of a really cool accountant, because we like cool accountants, or knows someone who’s getting ready to take that leap of faith and invest in property. Kristy would love to have coffee with you. All of her contact details in terms of LinkedIn and websites and things are in the descriptions on the podcast. But she’s also happy to host you over breakfast on a Wednesday morning at BNI stone. We do like making new friends. We don’t need everybody to join at the end of the day. We’re just like networking. So yeah, thanks very much for joining us.
Kristy Saunders 18:57
Sure, welcome thanks for having me.
Chris Irving 19:03
Thank you for listening to the confident networker. You can find more episodes and information at bnian.com.au/podcast
Transcribed by https://otter.ai