What are your BEST practices?

By
Real Estate Agent with Keller Williams - homes for sale - Florida - Gulf - Beach

Every company that I know has its own set of BEST practices to help their specific business.  One thing that is important in every encounter with people is knowing who your audience is.  If I am trying to sell you a car by telling you that it has a ‘dual exhaust’ and truthfully, you are only interested in which color goes with the most of your outfits, I am probably not going to get the business.  Ask questions to find out what is important to the person you are talking to.  There are tests that can help determine the personality traits of everyone.  Most people will be strong in one or two, but ultimately have a mixture of a little of each trait. 

B – Bold - Many people who are buying will try to come off as bold and short for fear of getting taken advantage of.   This is actually not the personality type that most people will fall under.  You will notice the Bold person is very direct and to the point.  They are not interested in all of the extra chit chat and don’t necessarily like to talk about feelings.

E – Expressive – This group of people are typically energetic when talking.  They like to really get to know people and their feelings.  You will know when they walk in a room.

S – Sympathetic – Like the expressive group, the sympathetic person is one who really cares about feelings and people.  This group is less in your face though.  They would be like that Aunt who always seems to be there to listen when you need to vent

T – Technical – This group likes facts.  They typically want to have all  the facts and little to deal with feelings.  While it may seem like this group would be the easiest to sell to since you just need to help present them with facts.  In my opinion it is quite the opposite.  This group wants facts and then facts on those facts and then to make sure they haven’t missed any facts in making a decision.  Sometimes, this group can actually take the longest. 

So, why am I talking about this?  Well, because I would like feedback on practices you use when working with clients or anyone and how do you change to personality types.  I am not just asking about the customer.  I am also talking about your co-workers, your bosses, anyone. 

When I am face to face with my clients I am able to pick up on physical cues.  IE, the expressive hugger, the technical person who using prefers to stand back a little and ask direct questions.  I try to start of my encounters with everyone by listening the most and talking the least.  I try to get to know each one of my clients and their expectations.  I send and initial email to each new listing and go over what to expect.  I then contact them as soon as I have it online so they can review and feel like they are an important part of the process.  I then ask as many questions as I can about their preferred method of contact and how they would like this to look moving forward and I take notes.  It is good when you remember small details they told you the week before.  I do let my clients know each day that there is a showing appointment.  I follow up with the agent who conducted the showing and then follow up with my client.  It is important to keep them in the loop.  If you are not communicating all the time, they will not know how hard you are truly working for them.  These are just a few of my BEST practices and I try to pay attention to the personality types so that I am communicating the most effective way. 

Please take some time and tell me some of the things you do.  Thanks in advance.

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Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Good question, Joel. The first thing I do as anyone in sales does, or at least should do, and that is to listen. I take my cue from what they say or don't say. 

May 14, 2018 05:19 PM #1
Rainmaker
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Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

I must agree with comment #1, left by Kathy Streib . . .It is far more important that we listen rather than talk.

May 15, 2018 02:17 AM #2
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John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

Joel, I have come to the conclusion that people do not buy products or services, they are looking for solutions to their problem.

I have stopped talking about myself and start asking about them. I need to know what their needs are. They really appreciate that.

Thanks for the post.

May 17, 2018 01:37 PM #3
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Joel Jadofsky

One of the Top Realtors in Panama City Beach Area
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