When it comes to personality types, most people fall into one of the 16 categories or blocks below. People also generally exhibit two distinct behavior styles. The most dominant style determines which quadrant they fall into (these are the bottom traits in each block).
Are you Amiable, Expressive, Analytical or a Driver?
If you have someone that drives you crazy, most likely they fall well into a different quadrant than you do. Knowing and understanding the different personality types of your clients can help you to adapt your behavior to better get along with them.
Amiable: Agreeable, dependable, warm, approachable, friendly, well-liked, patient, but cautious, avoid risks, conflicts and confrontations. They rely on feelings to make decisions. A good worker or support person.
An Amiable Client will do best with an agent who is amiable or expressive; they are uncomfortable with a driver. They want you to like them and may not tell you all their true objections. An objection may be hidden by, "I want to think about it." You need to move slowly and be precise when reviewing contracts and elements of the sale process. To win them over, they are looking for a close, personal relationship. Smile, look for common ground between you, be a good listener, share success stories, and keep your voice low when talking about anything personal such as finances. Be a confidante.
Expressive: Open, talkative, fun, energetic, emotional, competitive, influential, loyal, but undisciplined, big ideas but lacks follow-through. They are good at multi-tasking and putting others at ease. A natural salesman.
An Expressive Client will also do well with Amiable or Expressive agents; they are least likely to get along with an Analytical agent. For Expressive Clients it is all about the personal relationship, being liked and liking you, and keeping things moving, lively and upbeat. Letting them talk, idle chit chat, eye contact and asking them questions are all good. You can more more quickly through contracts because they are not detail oriented; they trust you. Unless you do something to lose their trust, these clients will always be loyal and recommend you the most to others. Fun, social activities will help retain them as clients and as a referral source.
Analytical: Likes organization, planning, facts, statistics, logic, stability, security, details and technology, but they will question and challenge you. All decisions are based on well-researched facts. A true business professional.
The Analytical Client will take a while to warm up to you. They need all the information before they can make a decision. Be prepared for questions on utility costs, zoning, etc. Listing presentations should be thorough and have a lot of statistics, facts and data. These clients will have a "prove it" attitude. They don't have to like you, they will decide on the agent that makes the most logical sense to them. Don't smile too much or try to win them over; keep it arms-length professional. Never say "trust me" because they only trust the facts.
Driver: Goal-oriented, driven, very competitive, assertive, self-starting, ambitious, dominant, but impatient, poor listening skills, and want things done their way. Decisions are based on logic and results. An entrepreneur.
A Driver Client is the control freak who is likely to go FSBO. They grow impatient easily and are the least likely to be loyal to one agent. They want results fast but tend not to listen well. It is best to put recommendations in writing but be very concise and to the point. They can be demanding and expect you to be available at any time. Like the Analytical Clients, you shouldn't smile too much or try to win them over. Driver Clients typically won't smile either or give any indication of whether or not they like you. Because for them, they need to respect you; it doesn't matter if they like you. Keep your presentations fast, very professional and don't mention anything personal. They don't care if you have kids, etc. Don't distract them. It is about the money, getting a deal, and winning.
Scott took the test and is the Amiable/Driver (lower right quadrant); I took the test and am the Analytical/ Expressive (upper right quadrant). Talk about opposites! It is no wonder that between the two of us, we manage to get along with most of our clients.
Where do you fall on the chart? Where do most of your clients fall?
If you would like a copy of a short test to accurately determine your behavior style, email us and we will gladly forward it to you. Lisa@ScottLoperTeam.com
~Lisa
Contact Scott Loper, Associate Broker, Realtor®, RE/MAX Realty Group at 215-513-1333 for help buying or selling a home in Lansdale, Harleysville, Hatfield, Souderton, Skippack, Collegeville, North Wales and the surrounding areas of Montgomery County Pennsylvania. To Search for Homes For Sale in Montgomery County Click Here.
What Does Your Behavior Say About You? Copyright © 2010, The Scott Loper Team, All rights reserved.
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The Scott Loper Team
Scott Loper - Associate Broker
Lisa Loper - Sales Associate
Gina Wherry - Sales Associate
RE/MAX Realty Group
439 Main Street
Harleysville, PA 19438
Ph: 215-256-1200 x-213
Scott's mom, Elke grew up in Hamburg, Germany. She and her family literally escaped to America in the middle of WWII when she was fourteen years old. Elke still has relatives in Hamburg.
I got a call today asking, "Do you guys render deer meat?"