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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Create Great Communication Skills - 3 Books That Can Help

Create Great Communication Skills - 3 Books That Can Help

RECBL - Real Estate News

The following information is provided by the Center for REALTOR(R) Development (CRD).

Are you looking to get your Seller Representative Specialist (SRS) Designation? Visit the Center for REALTOR(R) Development for the Seller Representative Specialist (SRS) Designation course, which is the main requirement towards obtaining the Seller Representative Specialist (SRS) Designation from the Real Estate Business Institute (REBI), an affiliate of the National Association of REALTORS(R) (NAR).

Both the course and the designation address the expertise required to ensure an exceptional experience when representing sellers in property transactions.

There is so much to consider, such as getting the home ready for sale, arriving at the optimal listing price, and dealing with offers and negotiations. Effective communication skills can help make any challenging experience a little bit easier to get through. As their trusted advisor, your clients will be looking to you to model effective and assertive communication, especially in high stakes or stressful situations.

As natural communicators and negotiators, real estate agents excel; however, even the best of us can always improve a little, and can benefit from a refresher. Below are three classic books on the topic for you to consider:

When I Say No, I Feel Guilty by Manuel J. Smith - This classic on assertiveness from the 1970s spells out your basic human rights and shows you how to effectively advocate for yourself and others in all kinds of situations, from business to personal. It includes an analysis of why people often feel guilty saying no in the first place (hint: it starts in childhood), and detailed scripts to follow for specific circumstances.

Power Phrases! The Perfect Words to Say It Right and Get the Results You Want by Meryl Runion - After not speaking up when her husband was stricken by a grave but possibly preventable illness, Runion made effective communication her passion. She has written an entire series of books, which you can review on her website, speakstrong.com. This one here is our favorite, and is a great introduction to her principles to help you "say what you mean, mean what you say, without being mean when you say it."

Crucial Conversations: Tools for Talking When the Stakes Are High by Kerry Patterson & Joseph Grenny - Another classic that is well-regarded by the business community and often used as the cornerstone for team-building encounters, this book offers specific strategies that respect and enhance the great power of dialogue. It offers advice on how to maintain a "safe" space to stay engaged, even in spite of fear or anger-to help all parties work through the dialogue together and increase the chances of getting what they want.

The Center for REALTOR(R) Development is a distinct online platform devoted to lifelong learning, career advancement, and specialized credentials, for real estate professionals. Its educational offerings provide REALTORS(R) with the expertise to build their businesses, better serve clients, and differentiate themselves in a competitive marketplace.

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10 Ways to Build Long-Term Client Relationships

10 Ways to Build Long-Term Client Relationships

RECBL - Real Estate News

Successful real estate professionals know the importance of building the kind of long-term client relationships that lead to repeat and referral business.

In addition to bringing in more listings and closings, long-term client relationships can be personally rewarding and fulfilling. Here are 10 ways to help build lasting real estate connections:

1. 'Go The Extra Mile': To build a strong relationship foundation, always strive to exceed your client's expectations. Providing 'service excellence' means cheerfully and routinely going above and beyond your role as a real estate professional. Clients will remember your efforts and want to do business with you again.

2. Pay attention to details. Remember if a client said they like hardwood floors, or if a short work commute is important to them. Pick up the newspaper from the driveway or bring in the mail when you visit their home. Remember pets’ names, and show a sincere interest in their family. Noticing the small things will signal to clients that you want to build a relationship with them.

3. Share your expertise. Clients look to you for expert real estate advice, and they depend on you for guidance. Don’t assume they already know everything about real estate transactions. Encourage them to ask questions at every step along the way, and be ready to provide accurate, succinct, and honest answers. Stay up-to-date on industry news and trends, as well as community and neighborhood issues and information.

4. Be available. Return calls and messages promptly, and plan your schedule around theirs as much as possible. Encourage them to contact you anytime if they have any questions or concerns.

5. Communicate, communicate, communicate! Touch base frequently with clients, even if you don’t have any news or updates. You never want clients to feel that you’ve forgotten about them, or that they aren’t a top priority for you. Always let them know what steps you are taking on their behalf, or what plans you have.

6. Help clients set realistic expectations. If you don’t think you can get a certain asking price for a listing or find a suitable new home for your clients within a certain period of time, say so. It’s better to set attainable goals on the front end than to fall short and disappoint clients down the road.

7. Service Provider Standards: Choose service providers who reflect your professional and service standards. Clients will likely see service providers as an extension of you, so make sure to align yourself with dependable, reliable, and reputable people and companies.

8. Ask for the business. Tell your clients that you want to work with them again, and that you’d like to serve their family and friends, too. Give them some of your business cards and marketing materials to share.

9. Show clients you care about them even after the deal closes. One way you can do this is by offering home warranty coverage. A home warranty can help enhance relationships through smoother transactions, comprehensive coverage, and service excellence and value that continues long after the transaction is done. New homeowners appreciate the protection and reassurance that a home warranty brings, which strengthens their relationship with you.

10. Stay in touch. In addition to holiday messages and sharing industry news, make sure to drop a personal note or email to past clients periodically. Better yet, drop by and see them in person when time permits. Let them know that you consider them to be friends as well as clients.

Source: HSA Home Warranty

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