Understanding your clients’ personalities can lead to a better rapport, insight into how they make decisions, and other knowledge to help you effectively serve them as their REALTOR®. Here are tips to connect with common personalities. 

Decision Makers

These results-oriented clients are decisive and goal oriented—and don’t let their emotions motivate decisions. Look for people who are impatient, talk fast, and try to drive the conversation. When interacting with this type of personality, offer the major benefits of a property and how the client’s bottom line will benefit from a deal.

People Pleasers

These types of clients are friendly and prioritize relationships in their responses. They want to be a team player, agreeable, and supportive of the process. They can also take time in deciding. These personality types may need reassurance and support during discussions. Be an active listener and a guide for them.

Data Driven

These analytical personalities are defined by a detailed-oriented approach, relying on facts and data. They may request specific information on a property or ask about alternative options. When meeting with these personality types, be prepared with market reports, analyses of properties, and give clear explanations of what they can expect during negotiations.

Emotional

Expressive personalities are people-oriented, based high in emotions and will make decisions quickly. They are more enthusiastic, spontaneous, and open to ideas than most personality types. You can provide a successful experience with these types by focusing on the vision and potential of properties for them and how it can benefit their lifestyle.

Watch for clues to identify prospects and clients with these traits. Knowing who you’re dealing with can give you an edge in building stronger client relationships, a higher rate of referrals, and more successful experiences.