Is real estate really about selling homes or is it about guiding people through their biggest life decisions?
In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Windy Keene. Wendy Keen is a seasoned real estate agent with over 20 years of experience navigating every type of market cycle from booming highs to challenging downturns. In this episode she shares how success in real estate is not about quick wins but about consistency relationships and integrity. Her journey from an accounting graduate to a trusted advisor highlights the importance of adapting to change and embracing the realities of a demanding industry.
Throughout the conversation Wendy emphasizes that real estate is deeply human work. It involves emotions financial pressure and life transitions. She explains how building long term relationships focusing on client needs and maintaining honesty are the real drivers of a sustainable business. From pricing strategies to handling negotiations and guiding clients through uncertainty her approach is rooted in calm rational decision making and genuine care.
If you want to build a lasting real estate career or make smarter buying and selling decisions listen closely and apply these timeless principles.
Highlights
00:00 - 10:12 Introduction and Early Career Journey
- Wendy Keene experience overview
- Discovery through social media
- College and accounting degree
- Transition into real estate
10:12 - 24:38 Entering the Market and Surviving the Crash
- Starting in a booming market
- Misconception of easy success
- Market downturn lessons
- Short sales and foreclosure era
- Developing resilience and work ethic
24:38 - 39:55 Building a Relationship Driven Business
- Importance of relationships
- Repeat clients and referrals
- Marketing vs connection
- Serving clients beyond closing
- Integrity as core strategy
39:55 - 55:21 Negotiation Strategy and Emotional Discipline
- Managing emotions in deals
- Rational decision making
- Advising clients under pressure
- Collaboration with other agents
- Avoiding ego driven conflicts
55:21 - 01:10:07 Brokerage Shift and Professional Growth
- Transition to Round Table Realty
- Collaborative culture advantages
- Leadership and mentorship
- Training through industry changes
- Support systems and accountability
01:10:07 - 01:20:44 Market Insights and Client Guidance
- Pricing strategy in current market
- Buyer and seller expectations
- New construction versus established homes
- Insurance and affordability discussions
- Helping clients make confident decisions
Top of Form
Bottom of Form
Quotes:
"Everybody thinks this is easy until the market shifts and then they realize how hard it really is." – Windy Keene
"This job is about people making their most important financial decision." – Windy Keene
"You have to respond with integrity not emotion." – Windy Keene
"I want to help people realize their next stage in life." – Windy Keene
To contact Windy Keene, learn more about her business, and make her a part of your network, make sure to follow her Website, Instagram, and Facebook.
Connect with Windy Keene!
Website: https://athomeinjacksonville.com/
Instagram: https://www.instagram.com/keene_realtor
Facebook: https://facebook.com/windykeenerealtor
Connect with me! Website: toprealtorjacksonville.com
Website: toprealtorstaugustine.com
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