Experienced sales people know that they can’t succeed if they only have one pitch. The same goes for real estate agents. Certainly, there need to be common themes in your real estate pitch (information about how you’re superior to the other agents trying to get the listing, for example, and what you know about the neighborhood), but if you treat the real estate veteran who’s done all her research the same as the insecure first-time seller, you’ll be lucky if you get one of the two to sign you up.
This is where the advice of an expert like real estate coach Dan Smith is so valuable. In this video, Dan discusses a straightforward and useful way to group people into four distinct personality types, each of which prefers a different sort of sales approach. Whether or not you ultimately end up using this specific strategy, watching this video will help you look at people, and the ways in which you interact with people (particularly potential clients) in a new way, so it’s definitely worth a watch.
Dan’s website is at www.versatilityinsales.com, where you can go to download the flier which accompanies this video and explore his other helpful real estate tips.
See, there are four personality types. I call them “The Drill Sergeant,” “The Rational One,” “The We Are the Worlds,” and “The Life of the Parties” and depending on which one of the four you are, well that is how you like to be communicated with and that is how you like to communicate with people. Now, the other side of the coin is this: your clients are one of those personality types, and odds are, they’re not the same one as you most of the time. There’s four, and you’re one, right? The other three… So, you’re communicating with them the way you like to be communicated with, but maybe not the way they like to be communicated with. You’re saying things that you like to hear, but maybe not saying things that they like to hear. And in order to improve the process, the sales process, to get more results, to get better results, to make more money, right? Bottom line… We need to adapt our personality type a little bit – not change who we are, but adapt our personality type in the sales process to be saying what they want us to be saying, so that they can hear it the way they want to hear it, to communicate with them the way that they want to be communicated with.
For instance, the Drill Sergeants. They like things to be very very to the point, they don’t want any stories, they don’t want any reasons, they just want to know: what’s the bottom line? Whereas on the other side of that person, I guess you’d say, their polar opposite would be the Life of the Party. And all they want to do is tell stories, and all they want to do is give reasons, and talk and talk and talk and they might never get to the bottom line, but that’s sort of how they communicate with, and that’s how they have great conversations. There’s different things for the Rational Ones, they’re going to be very, they’re going to be very analytical. They’re going to want to see facts and figures and proof, right? And then the We Are the Worlds, they just want to avoid conflict, they want everything to be smooth, they don’t want any friction. And when you really learn and understand these four personality traits, these four personality types and how to best communicate with them, you’ll get the best results from your relationships with them.
So I encourage you all to do a little bit more homework, do a little bit more studying, all right, about the personality types that are out there. Figure out which one you are, figure out how to identify which ones your clients are. A little bit, maybe quicker sometimes, you probably do it, you recognize it, but they’re already in the car driving away and the appointment’s over so it’s too late to change your communication with them at that point. So identify yourself, identify them, work on some skills that will make you a little more versatile in how you deal with all of these other people who you run into on a day in and day out basis. All right?
Now, I have a little bit of a chart here that you can always go to my website to get. All right. The website is versatilityinsales.com, so if you want to print that up, it has some cheat sheets for you, gives it a little bit more explanation, a little bit more detail for you. You can also always go to reboreports.com to get more information as well on a lot of the topics that we talk about here. Ok?
So, last thing. If you have any questions, anything you want to have talked about, anything you want to watch on one of these ReboReports Real Life Real Estate episodes, send me an email, firstname.lastname@example.org. Ok. Thank you for tuning in this week, and remember, to get what you’ve never had, you must do what you’ve never done. I’ll see you next week.