Every person has a set of communication preferences which can ultimately be broken down into 4 simple shapes. In a people business like real estate, it is wise to observe and understand these unique styles to build rapport and trust with prospective customers.
Identifying your potential customer’s personality types can not only help you get along with them, but it will also enable you to understand their preferences better and serve them more efficiently.
In our Communication Preferences training session, we break down the personality types and communication styles in two ways.
One way to look at communication preferences is to observe 4 “sets of dimensions”. These dimensions form the basis of “The Myers Briggs.”
Extroverts and Introverts:
Extroverts gain energy from being around people, while introverts gain energy from themselves
Sensors and Intuitives:
While Sensors rely on data to take in information, Intuitives look at patterns and impressions.
Thinkers and Feelers:
Thinkers make decisions based on facts, while Feelers do so based on their values.
Perceivers and Judgers:
Perceivers are quick decision-makers and are open to change, while Judgers prefer having everything in order, and take time to make a decision.
A second way of looking at communication preferences is to break observable behaviours into 4 simple shapes: Triangle, Square, Circle, and Squiggle.
Once you identify the style and of the person you are talking to, you can easily adapt your communication and ultimately selling style based on their preferences. Let’s refresh on the 4 shapes below.
THE TRIANGLE
Identifying a triangle personality type: A triangle is generally task-oriented and prefers to get the big picture immediately. This shape is decisive, domineering, directive and demanding
Communicating with a triangle personality type: Show them the big picture, and be to the point. Prepare to offer details that support your statements and offer supporting information as an attachment or brochure
Selling to a triangle personality type:
- Be direct, and get straight to the point when selling/talking to clients
- Don’t ask so many questions that it sounds like a job interview
- Expect specific questions and be able to answer correctly
- Let the customer feel they have some control of the conversation
- Be aware and respectful of time
- Begin with open questions that allow the client to set the direction of conversation
- Don’t use closed questions.
If you are a triangle personality type
Your selling style: You are goal-oriented, and can be persuasive. You are good at controlling a conversation and asking for the sale.
Your strengths: You keep conversations to the point and don’t hesitate to ask for business. You are also confident and task-oriented.
Your areas for improvement: You may come across as aggressive, and underestimate the value of relationships.
THE SQUARE
Identifying a Square personality type: A square loves routine and pays attention to detail. They are analytical thinkers and need to look at something from every angle to be satisfied.
Communicating with a Square personality type: Ensure you are punctual to meetings and provide data while giving evidence to support their thinking.
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Selling to a square personality type:
- Take time to ask questions to understand client’s requirements
- Encourage a two-way conversation
- If you don’t have the information, commit to getting it and then follow up
- Listen to their questions for hints about what is important to them
- Do not exaggerate
- Present questions in a logical manner
If you are a Square personality type
Your selling style: You use data and facts to make a sale. Your in-depth knowledge may overwhelm some customers, but those seeking information would appreciate this. You are skilled at managing multiple accounts and managing complicated sales.
Your strengths: You are detail-oriented, focusing on preparation before you present yourself. You handle multiple accounts well.
Your areas for improvement: You can tend to overlook relationships and focus on preparation. You may overwhelm your customer with facts and can come across as judgemental.
THE CIRCLE
Identifying a Circle personality type: Circles are nurturing, nice, and encourage teamwork. They often find it hard to say ‘no’.
Communicating with a Circle personality type: Be willing to talk about topics at hand, rather than going straight to business. Provide a harmonious environment where you also offer your perspective to them.
Selling to a Circle personality type:
- Avoid closed questions that make the customer feel interrogated
- Ask general questions that get the client talking
- Listen for hints about key relationships that are important to the client
- Avoid being too formal and data oriented with the client
- Recognize the importance they place on relationships and feelings
- Don’t overpromise
- Be aware of behavior that might indicated the client is simply agreeing to avoid conflict
If you are a Circle personality type
Your selling style: You are people-oriented and are skilled at finding things in common with your customers. You may find it hard to close deals as you don’t want to appear pushy or aggressive.
Your strengths: You are customer-oriented and are a great listener. You are patient with challenging customers.
Your areas for improvement: You can be emotionally invested in poor accounts, and take rejection personally. You can also miss opportunities to ask for sales as you do not want to appear to be a “pushy” salesperson.
THE SQUIGGLE
Identifying a Squiggle personality type: They are extroverted, creative, and may have a short attention span. They are not inherently systematic and get bored with routine tasks.
Selling to a Squiggle personality type:
- Start with general questions that get the client talking
- Allow some time for sharing personal topics
- If conversation goes off topic, use closed questions to get client back on track
- Look for hints as to what is exciting to your client.
- Talk about how your products/services can help them fulfill their goals
- Testimonials really work with this group
If you are a Squiggle personality type
Your selling style: You are people-oriented and love to create professional relationships with clients. You can be persuasive but can also overwhelm some customers. You are good at controlling a conversation but tend to overlook the technical details.
Your strengths: You are enthusiastic and seek creative solutions. You focus on creating excitement.
Your areas for improvement: You may miss out on important details and miss out on preparation. You tend to talk more than listen.
While this summarises the main takeaways from our communication preferences training, it’s important to use your personal judgement and tailor your conversation style depending on the person you are interacting with.
For more helpful sessions to elevate your communication skills and other abilities as a real estate professional, don’t forget to check out the upcoming session on Bayut Academy and sign up for a session today.