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Fairly Large Take care of Brittney Castro: ‘It’ll Work if You Do not Give Up’ | The Pipeline

Brittney Castro realized the significance of persistence when seeking to promote her personal enterprise. As an entrepreneur and monetary planner, she added saleswoman to her checklist of titles as she tackled quite a few negotiations and potential offers. 

After rejecting a failing negotiation, she feared a deal may not occur and commenced shifting her focus again to working her firm. However then, proper earlier than the pandemic hit, all the things fell into place. On this episode, hear how Brittney realized to let go, and the way typically that’s precisely what is required. 

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For individuals who aren’t conversant in your work, are you able to give a fast overview of who you’re and what you do?


I’m an authorized monetary planner and I’ve my very own firm, Brittney Castro Inc. I did monetary planning for 15 years with people, serving to them construct a monetary plan and roadmap, serving to them with their investing. 

And on the identical time, I used to be additionally doing plenty of talking [engagements]. And about 10 years in the past, I began doing model partnerships to show monetary literacy. So plenty of content material creation. However yeah, I assume these days, you’ll be able to name me a monetary influencer, I’ve heard that. Content material creator. I don’t know. I don’t actually like labels. I simply really feel like I’m a enterprise proprietor and I’ve a handful of providers that I do. And it’s all within the finance and enterprise class.


So inform me about your background in gross sales. How did you get began?


I took a job as a monetary advisor at a university. I had no concept what it was, I simply stated sure. Fortunately, at the moment, there was plenty of coaching. 

So I realized the right way to speak to purchasers, the right way to get purchasers, the right way to prospect, the right way to market, and the right way to do monetary planning. I felt very lucky as a result of at the moment within the monetary providers world, there was nonetheless some huge cash being poured into growing younger advisors, which I feel is turning into extra uncommon. 

However the job was like gross sales. I by no means had a wage. I used to be all the time on fee, all the time accountable for making my very own revenue, making my very own success. So early on, I realized gross sales. I didn’t actually essentially like the thought. I feel there’s that stigma that comes with chilly calling and gross sales

However again then, it was simply, “That is what you bought to do to have this job, to make an revenue.” So I did it. And over time since then, I actually see gross sales utterly otherwise. I’ve positively developed it in my very own sense. For me, plenty of it’s simply connecting with folks, constructing relationships, telling them what I do. And if I do this authentically, which is simply a part of my character and who I’m, stuff occurs. 

Even once I go to enterprise occasions or networking occasions, I’m not there on a mission. I don’t have an agenda, like I’ve received to promote an individual or make a transaction. I don’t suppose that means. All I take into consideration is, “I’m simply going to attach with folks.” 

And I do know now from expertise, these connections lead someplace. I don’t understand how, when, or what, however they normally do. And that’s, for me, extra fulfilling.


Nicely, it sounds such as you’re leaning into authenticity reasonably than attempting to power one thing that possibly isn’t there.


Completely. No one needs to be pressured to do something, proper? And fortunately, I’ve confidence in life generally, however much more so now due to my expertise. I’m like, “Right here’s what I do. Right here’s how I do it. If you wish to work collectively, nice. If not, that’s OK too. Like, it’s not an issue.” 

However should you inform me your drawback, I’ve an answer. And to me, the suitable folks will stick and it’s not a matter of attempting to promote folks, it’s simply telling them what you do they usually’re both going to do it or not. And I feel it’s far more of a female means of working a enterprise and promoting.


That’s nice. What has your expertise been like, as a lady working on this world?


Yeah. I’ve used it to my benefit, to be sincere. It by no means actually was an issue for me. To start with, I did discover instantly, I used to be positively distinctive and totally different than a lot of the monetary advisors, and I used that. 

I used it to construct a reputation for myself, and credibility, and created a complete model round it. Initially, my firm was referred to as Financially Clever Girls, and I used to be advertising myself because the monetary planner for busy and profitable girls. I created content material all about girls and cash. I constructed my enterprise in a means that I felt would serve the ladies purchasers that I used to be going after, which was a fee-only mannequin — which, 10 years in the past, was not quite common. 

And I did it just about. I created a YouTube channel and began creating content material. So for me, being a lady in finance, I all the time noticed it as a chance. Like, “I’m going to leverage this.” 

In fact, there’s challenges. In fact, there’s the hurdles of simply being so totally different and probably not talking the identical language as a lot of the monetary advisors. However I all the time have a tendency to take a look at these sorts of challenges as alternatives. I actually leveraged it. And I nonetheless do. Not possibly as a lot of the women-focused content material, however nonetheless, it’s a part of my model and a part of how I constructed a reputation for myself within the trade.


That’s an amazing level. So clearly, this present is about individuals who have had some gross sales deal that they’ll’t overlook. And I wish to hear about your story. So the place does this story start? Take me again to the start of this deal that you simply wish to speak about as we speak.


So the deal I wish to speak about is simply promoting my follow. When you might have a monetary planning firm, there’s this concept that you simply construct fairness. The purchasers that you’ve got, if there’s some form of recurring income, that’s what we take into account the valuation of your small business. 

In order that’s the way you worth a monetary planning enterprise, via your recurring income, via the purchasers that you’ve got. So once I first began, I labored at extra of a company mannequin for 5 years. And sadly, there wasn’t the possession of your purchasers at that firm. 

I shortly realized I couldn’t keep on this mannequin, as a result of I wished to have a enterprise. Like, I’m a enterprise thoughts, and I assumed, “Nicely, what’s the purpose of getting purchasers in the event that they’re technically not my purchasers? I’ll by no means have fairness.” 

So I left after 5 years and began over. I couldn’t take these purchasers with me. And I went to an unbiased monetary agency that allowed me to have fairness. It price extra as a result of there’s extra out-of-pocket, however a minimum of I used to be constructing fairness. 

After about two and a half years, I constructed somewhat model, a reputation for myself, and I offered it. I offered it to the fellows on the workplace I used to be working at to then create my very own monetary agency. We name {that a} registered funding advisory agency within the monetary world. So I sort of had these bridges, proper? Like a company unbiased, working my very own monetary store. 

So I had that child sale or acquisition that taught me the right way to do it. It taught me, “Oh, if I construct purchasers and I construct this income, I may do it once more.” So once I began my very own monetary agency, that was what I used to be going for. I might construct my ebook of enterprise, my purchasers, up once more to the purpose the place I might promote it, finally. 

And on the identical time, I used to be additionally constructing my model partnerships and talking. I had a enterprise that had what I name two pillars: the purchasers, and public talking, model partnerships, and content material creation. 

In 2019, I simply began speaking to plenty of corporations. That strategy of speaking to corporations took me a yr and a half of going via possibly seven negotiations, really with totally different monetary corporations, studying what I wished out of the deal, what I didn’t need out of the deal. 

As a result of the deal that I used to be wanting was very particular, and I didn’t see it completed. I wished to promote my current purchasers and in addition accomplice with the agency who purchased it, to have a referral association. So all of the purchasers that I continued to ship to them, I might get a reduce. 

So I had like three jobs. I’m working the purchasers, doing these model partnerships, and I’m negotiating. After which I’ve to maintain all these negotiations secret and I can’t let it take over the work, as a result of it’s a must to be absolutely current with these different roles. 

I saved telling myself, “OK, hold in there. Hold in there. It’ll work. It’ll work.” However typically, you’re like, “Dang, however when? Like, how for much longer? I’m drained.”


What was your lowest level all through this course of? Like, was there some extent the place you simply have been feeling actually down about it, or issues weren’t going properly, otherwise you had a nasty dialog? Is there something that stands proud to you on that journey?


The final deal, the corporate ended up doing a little screwy issues ultimately, so I didn’t take that supply. The proprietor of that agency, mainly wished me to come back work for them for a yr at no cost. 

On the finish, he put a wage out for like $100,000 that I might work and assist with the transition, which was all the time sort of a part of the plan with these offers. You’ve received to assist the transition. 

However then on the very finish, he was like, “Nicely, we’re not going to have the ability to pay you. However that is what you will get out of it.” 

So I used to be like, “You need me to come back be just right for you at no cost for a yr? Like, in what actuality would anybody say sure to that supply?” So it went from all these guarantees, to mainly giving me little or no for the precise enterprise after which wanting me to work one other yr for no cash. 

And he stated some issues to me too, nearly like his negotiation ways. He would say some jabs in direction of me like, “Nicely, that’s not the way you negotiate.” 

After which on the finish, I actually wished to inform him, “That’s not the way you negotiate.” However I took the upper highway and I simply stated, “Look, that deal’s not going to work for me. I’m sorry that we really spent this a lot time, and also you led me on for 3 months to only come to this realization. However no, I’m by no means going to take that deal. So greatest needs to you.” 

And I noticed, “You realize what? I’m simply going to run the follow. I don’t wish to promote anymore.” It was like a year-and-a-half journey. I don’t wish to promote anymore. I’m simply going to maintain doing it. Possibly I’ve to attend one other two years. Who is aware of?

I actually was like, “No extra. I’m not going to speak about it anymore. I’m simply going to run the follow and do them each,” like do these each pillars. Although I used to be at capability. 

After which like every week later, a lady I do know within the trade — she was additionally a CFP n— stated, “Oh, Brittney, are you continue to focused on promoting your follow? I do know this girl who’s seeking to purchase.” 

And I had identified of this girl, however I had by no means talked to her on this year-and-a-half-long journey of conversations with each agency I may consider. And so it was simply a kind of issues. We talked, it was simple. At the moment, I used to be very clear. Right here’s what I would like. We’re both going to do it or not. And it simply sort of labored out properly. 

We had about six months of truly placing that deal collectively, then inking the deal, after which one other three months of me transitioning all of these purchasers. So it was a journey. After which the pandemic occurred. So then it was like excellent timing.

Speak about life. As a result of I had transitioned and now, I used to be simply doing the model partnerships. And I may really really feel like, in any case these years of working, I may calm down for a bit. And I actually informed myself, “As soon as I do that deal, I’m simply going to relax for somewhat bit.”


That’s wonderful. What would you say is the overarching lesson that you simply realized from the entire thing?


I might say possibly the general lesson is you’ll get what you need on the finish, and it’ll be higher than what you thought. It’ll be extra in alignment with what you really want and wish. It may not seem like you thought, it may not be all shiny and flashy, but it surely’s going to be the suitable match. And it’ll work should you don’t surrender. 

And it’s a must to undergo the method of that — studying, issues failing, errors, not figuring out — to get an increasing number of clear and an increasing number of prepared for the precise factor that would be the proper deal and match for you long run.


This episode of Fairly Large Deal featured Brittney Castro, founding father of Brittney Castro Inc. It was produced by Meghan Barr and edited by Xavier Leong. When you’ve got a fairly large deal to inform us about, write in to PrettyBigDeal@zoominfo.com. In any other case, we’ll see you on the subsequent episode.

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