3 Steps to Understanding Personality Types

3 Steps to Understanding Personality Types

RECBL - Real Estate News

If you were to ask 10 home sellers or buyers who have all worked with the same real estate agent-delivering the exact same service-to rate the service they received, you’ll probably get a variety of different ratings. This happens because every client is unique. Fortunately, however, everyone fits into four basic personality types.

You’ve probably heard of the DISC Personality Assessment. Many real estate companies use it when making hiring decisions, but it can also be valuable in helping you size up your clients. I happen to be a high D. I prefer people to be brief and to the point, show appreciation, provide options and benefits, focus on results, and handle problems immediately.

I’m currently working with a seller who is a high S. She needs me to express genuine interest, give her a sense of support, avoid confrontation, be relational, give her time to adjust to change, be patient, and show sincere appreciation.

Can you see the potential conflict? If I provide the type of service I prefer, she won’t be happy-even if she gets what she wants. When I provide the type of service preferred by a high S, she'll feel as comfortable as when she’s in her favorite pair of pajamas.

What does DISC stand for?

• D - Dominance - Sees the big picture, can be blunt, accepts challenges and gets to the point

• I - Influence - Shows enthusiasm, is optimistic, likes collaboration, dislikes being ignored

• S - Steadiness – Doesn’t like to be rushed, calm demeanor, relaxed approach, supportive actions and humility

• C - Conscientiousness - Enjoys independence, objective reasoning, wants the details and fears being wrong

According to DISC Insights by PeopleKeys, you can determine a person’s personality type in three easy steps. After interacting, ask the following questions:

1. Are they an introvert or an extrovert? Introverts are better listeners than talkers, and extroverts are better talkers than listeners. Extroverts will fall into the D or I category, while introverts generally fall under S or C.

2. If they’re an extrovert, determine whether they’re friendly or direct. If they’re extroverted and friendly, they’re an I. If they’re extroverted and direct, they’re a D.

3. If they’re introverted, are they helpful and accommodating, or are they curious and analytical? If they’re helpful and accommodating, they’re an S, and if they’re curious and analytical, they’re a C.

By answering the three questions above, you’ll be able to adjust-based on your clients personality-the way you and your team interact with them. Not only will your client appreciate the difference, it’ll lay the foundation for them to give you rave reviews and send a regular stream of referrals your way.

Cleve Gaddis learned sales the hard way, selling vacuum cleaners door-to-door, and now his real estate team close $60 million in sales annually in Atlanta, Ga. He loves to share his sales strategies and to see others succeed. He’s the host of the Call Cleve Atlanta Real Estate Show which can be heard on NewsTalk 1160 WCFO every week. Contact him at Cleve@GoGaddis.com.

For more information, please visit www.workmansuccesssysstems.com.



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7 RULES TO MANAGING A PRODUCTIVE REAL ESTATE TEAM

Cash Buyers Lists News​

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Every MLS market has a highly productive real estate team. They are a dominating force and everyone knows their "For Sale" signs. They're everywhere, right? But behind those teams, what separates them from the rest?

We often wonder, "Who leads them and what do they do differently?" We picture characters like Steve Jobs and Elon Musk and try to emulate them. But as we've discovered, managing a productive real estate team only requires a few characteristics. We've dubbed them the seven rules.

1. Set an Example
You are the example. Let me stress this again: you are the role-model. Team members will follow your lead. People naturally emulate their superiors, in subconscious attempts to win favor. If you're not allocating your time wisely, staying organized, and completing the tasks you deem a priority, how do you expect your team to do the same? They'll see a double standard ... so set the right example for everyone. Show them how you became an expert salesperson and obtained the ability to lead.

2. Establish Goals Early On
Every real estate team has yearly goals. Who doesn't want to make $100+ million in transaction sides? Now, take those goals to the next step. How do team members execute on tasks to support that goal? This will help you establish what people should be working on and what they shouldn't be working on. As you create those boundaries, you create focus for your team.

3. Control Orientation
Once goals are established, enforce the sales process (to meeting those goals). Studies have shown leaders who closely monitor the behavior and tasks of their team see increased performance and productivity from sales agents.

4. Give Them Autonomy
If you look back at Rule #3, this one seems like a reversal, but it's not. As mentioned before, you do want to control the sales process for team members, but you also want to balance it with a level of freedom to act. When team members are in the field, they need to make key decisions for their clients, so give them the autonomy to do so.

5. Rethink Meetings
Meetings can be an office time-suck, but they can also be valuable sources of information. They are a chance where individuals can share opinions, data, and have equal input. The key to meetings is: Don't have them unless you have a clearly-defined purpose for it. Don't host a meeting just because it's routine. If people are gathering from their work, make sure it's valuable for them and for the business.

6. Be an Adaptable Coach
Great real estate leaders understand there isn't a one-size-fits-all to selling. Different people have different tactics and see different success rates. Because of this diversity, you shouldn't employ a one "catch all" coaching technique. Adapt your style to each individual and help them become successful.

7. Employ Strategic Leadership
Real estate leaders are battlefield commanders. It's your job to organize the team's sales strategy and build a plan to beat the competition. You're not trying to be No. 1 or make your team members the "best." You're looking for unique ways to employ your staff. What are their strengths? What are their weaknesses? Now, where should you position them in the market? Should they cater to a specific type of clientele? Basically, look at how to deploy the team ... like an army. Where and how will they win?

Productive real estate teams are led by great sales leaders. Those leaders understand how to set expectations and goals. They know how to enforce them while giving them room to act. And they, most importantly, know how to deploy them in the market for maximum efficiency. As you look at your team, think about what areas you can improve and experiment with. Measure its success and then adjust. The MLS market is a battleground constantly being fought for.

Make Your Team a Productive Team ... with BoomTown Grow

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