Relocate to Wisconsin : Learn The Other Side of The Business - The PEOPLE!

As soon as we get in the business, we sign up to learn more about the actual "doing" of our real estate business. How to fill out the sales contract, how to use the MLS system, create a website, learn about pricing strategies. Perhaps even put together a buyer's and seller's package. Don't get me wrong - All these are cool and definitely very much needed to learn.

One of the things I observed over the years about Salespeople is that we get so busy in the learning and doing - we never take time to learn more about the clients we serve. Now, very specifically about the client personality types.

How often do we hear that we are in the PEOPLE BUSINESS but we don't take as much time as needed to study the PEOPLE WE SERVE?

After all, we sell our idea, not our products - no matter what they are (candy, cars or houses). You have won half your battle when you know the fact that people buy for one of the 2 reasons: pain or pleasure.

So why is it so important to learn about Client Personality Types?

People process information differently. No two people think alike. Hence, in order to come out of the sales process successfully, you have to understand whom you are dealing with. As much time as you take to learn about the business, dont you think you will come so much farther if you just take time to learn more about the person you are dealing with?

 

There are many models and studies about Personality Traits. The one I am familiar with is the 4-Quadrant Model:

Amiable:

* Kind-hearted people who avoid conflict * Can blend into any situation well * Can appear wishy-washy Has difficulty with firm decisions * Often loves art, music and poetry Highly sensitive * Can be quiet and soft-spoken

Analytical:

* Highly detail oriented people * Can have a difficult time making decisions without ALL the facts * Make great accounts and engineers * Tend to be highly critical people * Can tend to be pessimistic in nature * Very perceptive

Controller:

* Objective-focused * Know what they want and how to get there! * Communicates quickly, gets to the point * Sometimes tactless and brusque * Can be an "ends justify the means" type of person * Hardworking, high energy *Does not shy away from conflict * Risk takers

Promoter:

* Enjoys spotlight and recognition * Natural salesmen or story-tellers * Warm and enthusiastic * Good motivators, communicators * Can be competitive * Can tend to exaggerate, leave out facts and details * Sometimes would rather talk about things than do them!* Big personalities

 

Spend a few minutes to understand your clients. Almost all of them can be categorized in these categories. Most people have a DOMINANT trait and a secondary trait. When you understand them better, your selling becomes easier because you "SPEAK" to them in their language and their frequency.

 

So, how could you quickly categorize these personalities and see how they want to process information? I ask their profession. Most likely, people give you a clue into their personality traits: (They are NOT always true but it gives you a clue)

Amiable: Teachers, nurses, care-givers, pastors

Analytical: Engineers, accountants, stock brokers

Controller: Business executives, entreprenuers, CEOs,

Promoter: Sales people, celebrities, speakers

 

How to Deal with Each Personality Types:

Amiable:

Strengths: Devoted, persisistent, dependable, and loyal

Weakness: Indecisive and won’t speak up for themselves, are too compliant and nice, and often painstakingly slow to make decisions.

• Be relaxed and agreeable
• Maintain the status quo
  
• Be logical and systematic
• Create a plan with written guidelines
  
• Be prepared to answer “why” questions
• Be predictable
• Agree clearly and often
  
• Use the word “we”
  
• Don’t push and don’t rush
  
• Be a good listener

Analytical:

Strengths: Precision and perfection.

Weakness: The Analytical needs to be right, and won’t openly discuss ideas until confident in a decision. The pleasure is accuracy. Pain is to be wrong and criticized.

• Be systematic, thorough, deliberate, and precise
• Focus on the task
  
• Be prepared to answer many “how” questions
  
• Provide analysis and facts (TONS OF THEM!!!)
  
• Don’t get too personal
  
• Recognize and acknowledge the need to be accurate and logical
• Expect to repeat yourself
  
• Allow time for evaluation
• Use lots of evidence
  
• Compliment the precision and accuracy of the completed work.

Controller:

Strengths: Not concerned with how something is done, but what is being done, and what results can be expected. A Bottom line person.

Weakness: Feeling that he or she is being taken advantage of.

• Focus on the task
• Talk about expected results
  
• Be businesslike and factual
  
• Provide concise, precise, and organized information
  
• Discuss and answer “what” questions
  
• Argue facts, not feelings
  
• Don’t waste time
• Don’t argue details
  
• Provide options and solutions.

Promoter:

Strengths: Readily exchanges information and life experiences. His or her main need is to be appreciated and accepted. The Expressive’s pleasure is recognition and approval.

Weakness: Isolation and lack of attention.

• Focus on developing a relationship
  
• Try to show how your ideas will improve his or her image
  
• Be enthusiastic, open, and responsive
  
• Be forthcoming and willing to talk
  
• Ask and answer “who” questions
  
• Be warm and approachable at all times
  
• Work to minimize his or her direct involvement with details or personal conflicts.

 

The truth is that I didn't realize this when I first got into the business. I got myself all mixed-up and playing the blame game when I didn't think I served my clients well. This became a LIGHT BULB moment for me when it all made sense and came together. So now, I don't take it personally anymore when I feel the other party hurt my feelings. It's nothing personal - it's just the way they operate.

 

I hope you've gain some insights to how to serve your customers much better from here on out.

 

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Contact:

Loreena Yeo
Frisco TX Realtor® / Broker of 3:16 team REALTY
(214) 783-2210
loreena@loreenayeo.com

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Learn The Other Side of The Business - The PEOPLE!