One
of the great things about our real estate business is that so many different
kinds of people can be successful using their own unique personality and
approach. Of course our clients have their own personalities, too, and we can
be most successful if we understand those personality types, whether we’re
competing for a new listing or guiding our clients through negotiating the
purchase agreement, counters, and the inspection response process.
Most
folks recognize four broad personality types, and two of the most obvious ones
are the Directorial/Competitive type and the Analytical/Methodical
type. The
Directorial type is used to taking the lead and being in charge, and they
typically see the big picture and the bottom line. If we approach this person
by working through all the details, we risk losing their attention, and
possibly their respect. This type may
also need to feel they’ve come up with ideas on their own, so we need to gently
guide them toward the position we recommend!
Conversely,
with the Methodical type, if we start with the big picture and our bottom line
recommendation, they may tune out and lose confidence since they need to have
all the details first, so they can reach their own conclusions.
Of
course there’s a lot more to it, but it can help if you make sure you know and
understand each of your clients’ personality types, so you can find greater
success and enjoyment in your real estate career!
David
M. Hassler
Director
of Coaching
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