What Guinness can teach you about building a brand that l...

In a market flooded with agents who cut corners to close faster, coach Darryl Davis writes, your commitment to doing things right is your greatest competitive advantage.

Inman On Tour

Inman On Tour Nashville delivers insights, networking, and strategies for agents and leaders navigating today’s market.

I recently watched the TV series House of Guinness, and as I followed the story of how one family turned a dark Irish stout into the most recognized beer brand on the planet, I couldn’t stop thinking about real estate.

TAKE THE INMAN INTEL INDEX SURVEY

Not because beer and houses have much in common, but because the principles that made Guinness iconic are exactly the principles that separate forgettable agents from unforgettable ones.

So, grab a pint — or at least a notepad — and let me walk you through what Guinness can teach you about building a real estate brand that stands the test of time.

Make your service physically different, not just ‘marketed’ as different

Guinness didn’t become a global powerhouse by slapping a fancier label on the same beer everyone else was brewing. They used nitrogen instead of just carbon dioxide, creating a smooth, creamy texture that no other mass-produced beer could replicate. The product itself was different. That distinction mattered because customers could taste it, feel it and see it in every glass.

Too many agents try to differentiate through slogans and headshots while delivering the same cookie-cutter service as everyone else on their block. If you want to stand out, your service has to be fundamentally different, not just your marketing.

That means superior market analysis, a genuinely better listing presentation, a negotiation strategy that gets measurable results or a client communication system that makes people feel like they’re your only client.

Think of it this way: If a homeowner blindfolded themselves and compared your listing process to the agent down the street, would they be able to tell the difference? If not, you have a branding problem that no tagline can fix.

Turn your process into a ritual

One of the most brilliant things Guinness ever did was turn the act of pouring a beer into theater. The famous two-part pour. The 119-second settle. The mesmerizing cascade of bubbles. Ordering a Guinness isn’t a transaction; it’s a visual experience. And that experience reinforces the brand every single time.

What’s your version of the two-part pour? Every touchpoint with a client is an opportunity to create a ritual that signals professionalism and care.

Maybe it’s the way you conduct a listing consultation, with a custom-bound market analysis instead of a few printouts stapled together. Maybe it’s a 30-day post-closing follow-up system that makes clients feel remembered long after the keys are handed over.

The agents who build rituals into their process create anticipation, and anticipation creates perceived value. When a client watches you work through your carefully designed system, they’re watching your version of that Guinness cascade — and it tells them they made the right choice.

Own a clear lane, and never leave it

Guinness never tried to be light, cheap or trendy. They owned a lane — creamy, smooth, dark, premium, ritual-based — and they stayed in it. While other brands chased every fad in the beer market, Guinness doubled down on what made it unique. That clarity of identity is one of the most powerful things a brand can have.

In real estate, the temptation to be everything to everyone is enormous. You want to list luxury homes and starter condos. You want to farm three ZIP codes. You want to be the relocation specialist, the investor whisperer and the first-time buyer champion all at once.

But the agents who build the strongest brands are the ones who pick a lane and own it completely.

Be the neighborhood expert in one community. Be the go-to agent for move-up buyers. Be the listing specialist who consistently gets top dollar. When you try to be everything, you end up being nothing memorable.

Guinness understood that saying “this is who we are” also means saying “this is who we’re not” — and that discipline built an empire. (That’s especially important for agents right now in that whole “the other guy said they would … ” conversation.)

Engineer consistency into everything you do

Here’s something most people don’t know: A Guinness poured in Dublin tastes exactly the same as one poured in Tokyo or New York. That’s not an accident.

The company invested heavily in controlled gas systems, specialized equipment and rigorous training protocols to ensure that human error couldn’t compromise the product. They essentially built quality control into the infrastructure itself.

Think of your business the same way. Every listing presentation, every buyer consultation, every market update you send should feel consistent and professional — regardless of whether you’re having a great week or a terrible one.

That means systems, checklists and templates that ensure your standard of service never dips below a certain level. It’s the difference between a pilot who flies by instinct and one who follows a pre-flight checklist before every takeoff. Both might be talented, but only one guarantees safety every single time. Your clients deserve that same reliability.

Make price secondary to experience

Guinness has never been the cheapest beer on the menu, and they’ve never tried to be. They competed on “worth it,” not “cheap.” Customers gladly pay a premium because the experience justifies the price. The ritual, the taste, the identity of being a Guinness drinker: It all adds up to something that transcends a price tag.

This is perhaps the most important lesson for agents navigating today’s commission conversations. If you’re leading with how low your fee is, you’ve already lost the brand battle. The agents who command full commissions without resistance are the ones who have built such a compelling value proposition that price becomes secondary.

They don’t defend their fee — their service speaks for itself. When a homeowner has watched you execute a flawless marketing plan, negotiate with surgical precision and communicate with them at every step, the question of “why should I pay you this much?” simply never comes up.

Let your process be your proof of integrity

At the heart of the Guinness brand is a simple, powerful message: “We won’t rush it.” That 119-second pour isn’t just a gimmick — it’s a statement about craftsmanship, standards and respect for the customer. It says, “We care enough to do this right, even if it takes a little longer.”

In a market flooded with agents who cut corners to close faster, your commitment to doing things right is your greatest competitive advantage.

When you take the time to properly research comparable sales instead of pulling a quick number, when you insist on professional photography instead of iPhone snapshots, when you walk a client through every line of a contract instead of rushing them to sign — you’re sending the same message Guinness sends with every pour: We don’t rush it because you deserve better.

That’s not just good business. That’s a brand worth building.

Darryl Davis is the CEO of Darryl Davis Seminars. Connect with him on Facebook or YouTube.

Topics: buyer's agent | listing agent Show Comments Hide Comments Sign up for Inman’s Morning Headlines What you need to know to start your day with all the latest industry developments Sign me up By submitting your email address, you agree to receive marketing emails from Inman. Success! Thank you for subscribing to Morning Headlines. Read Next