Real Estate is really about relationship building. Real Estate is about connecting, and being able to think outside of the box. Real Estate is about making a difference in your community and the areas that you touch. And, really, so are ALL businesses.

Before relationships are formed, and at the moment of connecting, we must know how to communicate in order to build rapport with the client or affiliate. Do you know how to speak to and understand the 4 different personality types?

Analyticals – They like lists and facts, so supply those in our presentations and packages. Ask questions that relate to the numbers and stats, and do not ask how they feel or any emotional related questions as they will not hear or understand you. Since they do not like to be criticized or wrong, do not use words like “but” or “let me tell you”, instead use words like “as I am sure you have already discovered”, or “in your research you are aware”, or “what is your conclusion from the information?” or “what else can I supply to you to assist you in making a decision?”

Drivers – They like results, so supply that in your presentations and literature to them, and keep it short and precise. Ask them what their desired end result is, and do not explain how you will go about it as they do not want to know “how”, just that you will get it done. Ask specific questions – who specifically, what specifically, when specifically, where specifically. Then supply properties or information that answer only those questions – do not dribble on and on with lots of details, as this will annoy them. Use their desired result to close them on.

Amiables – They like stability and pleasing others. Give them permission continually to truly voice their opinions and that you will never take anything personally. Ask questions about how the results will make them feel, and even asking again how, then, they will feel, as the true reason is most probably deeper than their original response to you. So dig. Continually reassure them that your job is to handle any changes or challenges, as this will ease their mind.

Expressives – They like approval and love projects. They will want to play an active role in the transaction, so include them in, and recognize them for their participation. Ask questions that are emotionally based and future paced, that involve possibilities and ideas. Also phrases like, “I am sure already know this…” or “I bet you have already thought about this…”, and always give recognition and attention. Be enthusiastic when closing, and recognizing their decision.

Connecting and building relationships is so much easier when your clients and affiliates know that you “get them”. The common denominator is that everyone, no matter their personality type, wants to be heard and understood.