Every time humans have discussed dwellings from the beginning of civilization (I love when I get to start off like that), they were discussing individuals. More than any other sort of sales, real estate is a people industry.
We must always work on our interpersonal skills and learn how to effectively interact with various personality types, whether we're talking about leading a team or closing leads.
Personality profiles come in handy in this situation. You can improve as a leader, team member, salesperson, friend, and even as a spouse or partner by using personality profiles.
Personality Testing Using The DiSC Model
Although there are a TON of different personality and strength tests available, I want to concentrate on DiSC profiles right now because they may be the most useful when communicating with leads and clients.
One of the most established and established personality tests in the world is DiSC. There are only 4 personality types, which is what makes it so popular. Once you understand them, it's simple to determine which one a lead or possible hire belongs to within minutes after meeting them.
Personality Types According To DiSC
DiSC is short for
I don't usually do this, but if you're curious to learn your own type, I'd advise pausing right now and taking a free assessment before moving on because being aware of the types may unintentionally affect the way you respond to the questions. I won't provide a link because the exam version you select could reveal more about you than the answers you provide.
Remember that no type is superior to any other as well. We need all of these sorts to complement one another in both life and business.
Now that we've established that there are no excellent or evil personality types, I do need to point out that each type does have some common negative characteristics that balance out the positive. These are the shadow aspects, let we say.
When someone is under stress or when their personality type has overextended, shadow characteristics become apparent. Many people who have never even thought about personality types already have preconceived notions about who they are (a people-pleaser, a commanding corporate climber, a by-the-numbers intellectual), and when they place too much weight on these notions, their positive traits can swell into something negative and alienating.
We can help to control those actions by being aware of the type we most closely resemble and what their shadow sides are.
Let's move on to personality kinds now.
Free Real Estate Strategy for Low Inventories
Sometimes dominant personalities are just efficient; they aren't always frigid or preoccupied with power. Personality types with high D scores include:
When under stress, D-types might exhibit their shadow selves and become:
- Impatience, which results in hasty decisions
- Overly pessimistic
The primary characteristic of a D-type is its directness. They want to know how quickly and what you can accomplish for them.
Selling to a D isn't as difficult as it may appear because they make decisions quickly if you can prove valuable to them; all you need to do is adopt their mindset. Once you've proven your competence, speak fast and directly. Only then should you attempt to establish rapport.
D-types like to collaborate with specialists in fields they are unfamiliar with in order to focus on their own job. Confidence and qualifications both play a role in demonstrating your knowledge for Ds.
Simple directives such, as "This is what I think you should do," will help a lot. And be sure to follow it up with a suggestion that is just as specific: "I think you should do this, this, and that. That is the best course of action if you want to obtain the most value out of this property. Would you prefer me to complete those tasks on your behalf?
Let's start by discussing the reason for the lowercase letter. Does it have a symbolic significance? Nope. Other than the fact that this is specifically the Wiley Publishing version of the application, nothing more is implied. They chose to copyright the lowercase I rather than fix the printing mistake that caused it.
For real estate agents, the Influencer personality type is the most prevalent. About 60% of all salesmen are thought to fall into this category.
The most outgoing, people-focused category is i-types. They enjoy conversing, interacting with others, and having their opinions heard. Influence personalities are typical:
- Pleasant to be around
The important thing is that they may inspire people and become well-liked.
The following are some I personalities' shadow sides:
- Fear of being rejected
- Disorganization and a disregard for details
- Putting the desire to be liked before the quality of work
I-types are likely to be quite enthusiastic and willing to converse with you, so it shouldn't be too difficult to spot them. They can be more interested in getting to know you personally than learning about your house.
Influence types won't cooperate with you unless they are familiar, comfortable, and confident in you. So, after you've located I spend some time getting to know them. Learn about their spouses, daily routines, and dog name. Make yourself a dependable source of follow-up and an inviting presence in their lives.
The introverted i-types are similar to steady personalities. Although they care about others, they lack the same vigor or excitement. As follows:
Their shadow sides consist of:
- Tendency to avoid conflict
- Blending in with the group
- Phobia of change
- Unwillingness to speak up
Because stability is typically what they appreciate most, this group is also referred to as the "Stability" type. Do you know people who love doing dull work and eat the same dish for lunch every day? Most likely, these are S personalities. They have very level-headed dispositions and will go to any lengths to preserve them, even if it necessitates isolation or delaying action.
It's not a good idea to pitch an S-type too aggressively because of this. When making significant decisions, they prefer to take their time, and being pressed or contacted excessively will cause them to get defensive. Be patient and lighthearted when establishing a relationship, just like you would with an i-type. Give them a lot of promises and make as many guarantees as you can, but only if you can follow through with what you say.
Because of their great attention to detail, conscientious people are simple to spot. Although Steve Jobs exhibited several D personality qualities, his intense attention to detail suggests that he was essentially a C type. In fact, because they are task-oriented but introverted, C profiles might be thought of as the opposite of D profiles. Without a doubt, group C is the least interested in forming relationships and the most introverted one on the list.
They appreciate certainty and precision beyond anything else. They will only make informed wagers with high statistical probabilities of winning because they are not gamblers.
A C-shadow type's side typically manifests as:
- Fear of judgment
- Not able to act
You might explain to them that "C" stands for certainty when you try to market to them. If you don't come prepared, you won't have much chance of turning these leads into customers. They'll be asking A LOT of questions. So that they may read the statistics for themselves, you should bring case examples. The level of assurance you are able to convey will directly affect your success percentage.
Make careful to ask these questions often when delivering your presentation.
- Are you following what I'm saying?
- If so, does it make sense?
- Have you got any inquiries?
- Are you certain there aren't any more queries? Call me if you have any other thoughts.
The Most Beneficial Perk Of Personality Profiles
Yes, employing personality profiles like DiSC can make you a better salesperson and team leader, but those aren't their only benefits.
Using personality profiles in your company will most definitely improve your empathy, comprehension, and patience.
Real estate, as I stated at the outset, is a people business. We come into contact with a wide range of people on a daily basis, and I guarantee you frequently run into people with whom you just don't get along. You catch yourself saying things like, "She's just rude," or "That guy is so bizarre." Why must she act in such a rude manner?
People tend to be simplified when they are put into categories, but if that is what it takes to comprehend them, then it's not necessarily a bad thing. Perhaps those folks aren't as odd or unpleasant as you initially believed; perhaps they're just different from you. Whenever you experience difficulty connecting with someone, keep that in mind.
A Remark On Other Personality Tests, P.S.
Although DiSC is the only personality test we discussed here, you should use other tests as well. Although quick assessments and sales may favor DiSC, every method has its own distinct advantages. Just a few more to get your mind working on the possibilities
Enneagram, one of the most well-known in the world, categorizes people into one of sixteen personality types and is largely used to assist people to understand their own internal feelings and motivations. This makes it the ideal option for setting goals, but it might not be the best choice for salespeople who need to quickly assess a customer's personality.
Red Bull's Wingfinder is a more current yet very good evaluation tool. This exam has been scientifically shown to help you pinpoint your areas of growth and recognize your strengths. This would be a wonderful component of the interview or onboarding process if you were employing new employees. Additionally, it is totally free.