Since 1984, I have worked in Real Estate as a REALTOR, Manager, Broker Owner, and Facilitator where I have been able to help many build successful careers. .
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“Don’t be intimidated by what you don’t know. That can be your greatest strength and ensure that you do things differently from everyone else.” ~ Sarah Blakely
As a REALTOR, the way you communicate with your clients can make or break a sale. It’s important to recognize and understand your unique selling style in order to build relationships with your clients. Better relationships will help you increase sales. Knowing how to identify each client’s buying style is also essential for success in this industry. Additionally, you will want to be aware of any blind spots you may have. Blind spots can cause misunderstandings that hinder your sales. Let's dive into why understanding your unique selling style is so important for realtors.
In order to uncover your selling style, there are two key factors to consider: whether you are task-oriented or people-oriented and whether you are introverted or extroverted. Understanding where you fall on these two spectrums can help you better navigate conversations with clients and foster successful relationships. Once you have identified which type of communicator you are, try to use this knowledge when interacting with prospective buyers or sellers. For example, if you are an introvert who is more comfortable sharing less about yourself in conversations, focus on being more intentional about asking questions about the other person and their needs instead of talking about yourself. This will help establish trust and build rapport with the client faster.
Once you have identified the type of communicator that works best for you, it is time to learn how to identify the buying styles of each individual client. There are four main types of buyers that realtors must be mindful of: analytical buyers who need data-driven facts; drivers who prefer efficient decision-making; expressive buyers who rely heavily on emotions; and amiable buyers who prioritize building relationships before anything else. If a realtor can recognize which category their client falls into early on in the conversation they can adjust their language accordingly in order to close the sale more quickly and effectively.
The most experienced realtors often have blind spots without even realizing it. These blind spots occur when someone is not fully aware of the impact they have on others during interactions due to a lack of self-awareness or familiarity with certain topics related to their professions such as market trends or legal matters related to property sales etc. Blind spots can lead to misunderstandings between agents and clients which can lead to lost opportunities for sales. As a result, it’s critical for every realtor to take time to understand themselves objectively by recognizing any gaps in knowledge so they can address them promptly before they start costing them business.
In his book “15 Invaluable Laws of Growth” bestselling author John C Maxwell says the 2nd law is the “Law of Awareness.” Before you can grow and become better you need to be aware of where you are now. Take an inventory of your strengths and weaknesses. Get feedback from your clients and people who know you well. This is also an excellent way to identify your blind spots. Be aware though that when you ask for feedback from clients and colleagues and ask them to be honest, you may not always like what they say. Ask them what areas they think you can improve in or what new skills you should learn so that you can work better with them. You could also ask for a performance review from an experienced Mentor.
Another way is to take an assessment. We created a free fun assessment called “What Kind of Sales Animal Are You?” Feel free to try it out. There are other more thorough assessments that like DISC and The Sales Style Indicator. These are more in-depth and will give you real insight into what your style is. Feel free to check them out on our website Resource page. We are happy to help out where we can.
Recognizing one’s own unique selling style, being able to identify different buyer types, and being aware of any potential blind spots one may have are all essential skills for realtors looking for success. By understanding these components, real estate agents will be able to maximize customer satisfaction while simultaneously increasing their sales numbers. In short, without these skills, it will be much harder for agents to achieve success within this competitive field. As such, it pays off immensely both financially and professionally when one takes time to develop these three fundamental skills.
If you are interested in talking about this further, please consider booking a Free 30 minute call. I would be happy to help.
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