“Does Personality Affect Sales Performance?”
The answer to this age-old question seems to be a resounding, “Yes!” However, it gets more complicated than thinking that people with a typical “sales personality” (aka extroverted, numbers-driven, etc.) have more of an edge than people with other personality types. Below, you will find personality-tailored real estate sales tips for agents which you can benefit from regardless of your personality type.
Read on below to find out more:
Win the trust of your buyer
Being trustworthy means being a person of integrity. This means that you likely have a steady client base that already trusts your work and is excited to put in a good word for you. But if you’re new to the profession, this can easily be built over time!
To build integrity, be honest with your clients about any deal they’re pursuing. Don’t sugarcoat things and always keep them up to speed. To gain their trust, it helps to pepper a little bit of socializing in as well to make meetings with you pleasant. No need to try too hard or be too persistent. The conversation should flow naturally.
Under experience, personality comes next
According to a sample study from the University of Notre Dame, clients tend to favor a real estate agent with a pleasant personality as the second most important factor in their interactions with experience still taking the top spot. This means that your clients care about how you interact with them, and are closely observing you when you do.
Above everything, always strive to have good manners. You may not have many things in common with some clients, but they’ll remember you if you have a good work ethic and clearly respect their time.
Try going by the five-factor model
Another study from the Interdisciplinary Journal of Information, Knowledge, and Management states the importance of the five-factor model when analyzing one’s personality as a real estate agent. These factors are: Extraversion, Agreeableness, Conscientiousness, Emotional Stability, and Openness to Experience.
To put it simply, your personality at work should be balanced enough that your client sees a little bit of each of the five-factor model attributes in you. It helps to ask your colleagues about your performance and even to survey your clients if you’re allowed to do so. All this information will help you greatly.
It helps to be detail-oriented
The main reason why people are hiring you to be their agent is that they want someone to help them with the nitty gritty details of a real estate transaction. These can be difficult to manage on your own, so you need to be the trustworthy helping hand they need to make sure the deal of their dreams comes through!
Try to find your own detailed framework to work with so everything doesn’t get lost in translation. Whether it be through apps, planners, specific folders, or other methods, make sure it’s something you can sustain and it’s something that works well for you.
Be persistent, without being a bother
There’s a difference between an agent who checks in regularly and an agent who messages you into the wee hours of the night. Your clients are also people, and you need to respect their boundaries. Following up once a day is fine, but don’t go overboard with messaging them every few minutes for something that can wait.
Good real estate agents know how to be persistent without annoying the people around them with queries. Finding the right balance in terms of communication will easily get you the kind of results you need in time for your client to see them.
Book a call with Shawn today
Shawn Tiberio is a veteran, entrepreneur, and real estate agency coach. Turn to him if you need business coaching for real estate agents that’s quick and easy to book online.
If you’re stuck in a rut, a marketing coach for real estate agents with tons of experience working with all kinds of entrepreneurs may just be the solution you need!
To book a call with Shawn, click the “Call or Text Me” button on the upper right corner of his website to get started with him today. Looking forward to meeting you!
