{"id":5843,"date":"2021-08-01T09:37:27","date_gmt":"2021-08-01T09:37:27","guid":{"rendered":"https:\/\/www.bayut.com\/agentportal\/?p=5843"},"modified":"2022-06-22T10:44:10","modified_gmt":"2022-06-22T10:44:10","slug":"understanding-communication-preferences","status":"publish","type":"post","link":"https:\/\/www.bayut.com\/agentportal\/understanding-communication-preferences\/","title":{"rendered":"Understanding Communication Preferences"},"content":{"rendered":"\n<ul><li><a href=\"#tri-angle\">The Triangle <\/a><\/li><li><a href=\"#sq-uare\">The Square <\/a><\/li><li><a href=\"#cir-cle\">The Circle<\/a><\/li><li><a href=\"#sq-uiggle\">The Squiggle<\/a><\/li><\/ul>\n\n\n\n<p>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.&nbsp;<\/p>\n\n\n\n<p>Identifying your potential customer\u2019s 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.&nbsp;<\/p>\n\n\n\n<p>In our Communication Preferences training session, we break down the personality types and communication styles in two ways.<\/p>\n\n\n\n<p>One way to look at communication preferences is to observe 4 \u201csets of dimensions\u201d. These dimensions form the basis of \u201cThe Myers Briggs.\u201d&nbsp;<\/p>\n\n\n\n<h3><strong>Extroverts and Introverts: <\/strong><\/h3>\n\n\n\n<p>Extroverts gain energy from being around people, while introverts gain energy from themselves<\/p>\n\n\n\n<h3><strong>Sensors and Intuitives: <\/strong><\/h3>\n\n\n\n<p>While Sensors rely on data to take in information, Intuitives look at patterns and impressions.&nbsp;<\/p>\n\n\n\n<h3><strong>Thinkers and Feelers: <\/strong><\/h3>\n\n\n\n<p>Thinkers make decisions based on facts, while Feelers do so based on their values.<\/p>\n\n\n\n<h3><strong>Perceivers and Judgers: <\/strong><\/h3>\n\n\n\n<p>Perceivers are quick decision-makers and are open to change, while Judgers prefer having everything in order, and take time to make a decision.<\/p>\n\n\n\n<p>A second way of looking at communication preferences is to break observable behaviours into 4 simple shapes: Triangle, Square, Circle, and Squiggle.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img width=\"1024\" height=\"640\" src=\"https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image1-1024x640.jpg\" alt=\"communication shapes\" class=\"wp-image-6409\" srcset=\"https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image1-1024x640.jpg 1024w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image1-300x188.jpg 300w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image1-768x480.jpg 768w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image1-640x400.jpg 640w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image1.jpg 1440w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><figcaption><em>The four shapes that depict people&#8217;s communication styles<\/em><\/figcaption><\/figure>\n\n\n\n<p>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\u2019s refresh on the 4 shapes below.<\/p>\n\n\n\n<h2 id=\"tri-angle\"><strong>THE TRIANGLE<\/strong><\/h2>\n\n\n\n<figure class=\"wp-block-image size-large\"><img width=\"1024\" height=\"444\" src=\"https:\/\/cdnap.gandalf.tech\/agentportal\/wp-content\/uploads\/2021\/08\/10-1024x444.png\" alt=\"triangle\" class=\"wp-image-10682\" srcset=\"https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/10-1024x444.png 1024w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/10-300x130.png 300w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/10-768x333.png 768w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/10-1170x508.png 1170w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/10-880x382.png 880w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/10.png 1440w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><figcaption><em>Goal-Oriented and direct personalities<\/em><\/figcaption><\/figure>\n\n\n\n<p><em><strong>Identifying a triangle personality type<\/strong><\/em>: A triangle is generally task-oriented and prefers to get the big picture immediately. This shape is decisive, domineering, directive and demanding<\/p>\n\n\n\n<p><em><strong>Communicating with a triangle personality type<\/strong>: <\/em>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<\/p>\n\n\n\n<p><em><strong>Selling to a triangle personality type: <\/strong><\/em><\/p>\n\n\n\n<ul><li>Be direct, and get straight to the point when selling\/talking to clients<\/li><li>Don\u2019t ask so many questions that it sounds like a job interview<\/li><li>Expect specific questions and be able to answer correctly<\/li><li>Let the customer feel they have some control of the conversation<\/li><li>Be aware and respectful of time<\/li><li>Begin with open questions that allow the client to set the direction of conversation<\/li><li>Don\u2019t use closed questions.<\/li><\/ul>\n\n\n\n<h3><strong>If you are a triangle personality type<\/strong><\/h3>\n\n\n\n<p><em>Your selling style:<\/em> You are goal-oriented, and can be persuasive. You are good at controlling a conversation and asking for the sale.<\/p>\n\n\n\n<p><em>Your strengths:<\/em> You keep conversations to the point and don\u2019t hesitate to ask for business. You are also confident and task-oriented.&nbsp;<\/p>\n\n\n\n<p><em>Your areas for improvement<\/em>: You may come across as aggressive, and underestimate the value of relationships.&nbsp;<\/p>\n\n\n\n<h2 id=\"sq-uare\"><strong>THE SQUARE<\/strong><\/h2>\n\n\n\n<figure class=\"wp-block-image size-large\"><img width=\"1024\" height=\"444\" src=\"https:\/\/cdnap.gandalf.tech\/agentportal\/wp-content\/uploads\/2021\/08\/7-1024x444.png\" alt=\"square personality\" class=\"wp-image-10684\" srcset=\"https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/7-1024x444.png 1024w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/7-300x130.png 300w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/7-768x333.png 768w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/7-1170x508.png 1170w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/7-880x382.png 880w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/7.png 1440w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><figcaption><em>Inquisitive and focussed personalities define the square<\/em><\/figcaption><\/figure>\n\n\n\n<p><strong><em>Identifying a Square personality type<\/em>:<\/strong> 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.<\/p>\n\n\n\n<p><em><strong>Communicating with a Square personality type:<\/strong> <\/em>Ensure you are punctual to meetings and provide data while giving evidence to support their thinking.&nbsp;<\/p>\n\n\n\n<p><em><strong>Selling to a square personality type:<\/strong> <\/em><\/p>\n\n\n\n<ul><li>Take time to ask questions to understand client\u2019s requirements<\/li><li>Encourage a two-way conversation<\/li><li>If you don\u2019t have the information, commit to getting it and then follow up<\/li><li>Listen to their questions for hints about what is important to them<\/li><li>Do not exaggerate<\/li><li>Present questions in a logical manner<\/li><\/ul>\n\n\n\n<h3><strong>If you are a Square personality type<\/strong><\/h3>\n\n\n\n<p><strong><br><\/strong><em>Your selling style<\/em>: 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.&nbsp;<\/p>\n\n\n\n<p><em>Your strengths:<\/em> You are detail-oriented, focusing on preparation before you present yourself. You handle multiple accounts well.&nbsp;<\/p>\n\n\n\n<p><em>Your areas for improvement:<\/em> You can tend to overlook relationships and focus on preparation. You may overwhelm your customer with facts and can come across as judgemental.<\/p>\n\n\n\n<h2 id=\"cir-cle\"><strong>THE CIRCLE<\/strong><\/h2>\n\n\n\n<figure class=\"wp-block-image size-large\"><img width=\"1024\" height=\"444\" src=\"https:\/\/cdnap.gandalf.tech\/agentportal\/wp-content\/uploads\/2021\/08\/8-1024x444.png\" alt=\"circle personality\" class=\"wp-image-10685\" srcset=\"https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/8-1024x444.png 1024w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/8-300x130.png 300w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/8-768x333.png 768w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/8-1170x508.png 1170w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/8-880x382.png 880w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/8.png 1440w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><figcaption><em>Nurturing and people-focussed<\/em><\/figcaption><\/figure>\n\n\n\n<p><strong><em>Identifying a Circle personality type<\/em>:<\/strong> Circles are nurturing, nice, and encourage teamwork. They often find it hard to say \u2018no\u2019.<\/p>\n\n\n\n<p><em><strong>Communicating with a Circle personality type:<\/strong> <\/em>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.&nbsp;<\/p>\n\n\n\n<p><em><strong>Selling to a Circle personality type: <\/strong><\/em><\/p>\n\n\n\n<ul><li>Avoid closed questions that make the customer feel interrogated<\/li><li>Ask general questions that get the client talking<\/li><li>Listen for hints about key relationships that are important to the client<\/li><li>Avoid being too formal and data oriented with the client<\/li><li>Recognize the importance they place on relationships and feelings<\/li><li>Don\u2019t overpromise<\/li><li>Be aware of behavior that might indicated the client is simply agreeing to avoid conflict<\/li><\/ul>\n\n\n\n<h3><strong>If you are a Circle personality type&nbsp;<\/strong><\/h3>\n\n\n\n<p><strong>Your selling style:<\/strong> 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\u2019t want to appear pushy or aggressive.<\/p>\n\n\n\n<p><strong>Your strengths:<\/strong> You are customer-oriented and are a great listener. You are patient with challenging customers.&nbsp;<\/p>\n\n\n\n<p><strong>Your areas for improvement:<\/strong> 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 \u201cpushy\u201d salesperson.<\/p>\n\n\n\n<h2 id=\"sq-uiggle\"><strong>THE SQUIGGLE<\/strong><\/h2>\n\n\n\n<figure class=\"wp-block-image size-large\"><img width=\"1024\" height=\"444\" src=\"https:\/\/cdnap.gandalf.tech\/agentportal\/wp-content\/uploads\/2021\/08\/9-1024x444.png\" alt=\"squiggle personality\" class=\"wp-image-10686\" srcset=\"https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/9-1024x444.png 1024w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/9-300x130.png 300w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/9-768x333.png 768w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/9-1170x508.png 1170w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/9-880x382.png 880w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/08\/9.png 1440w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><figcaption><em>Creative and spontaneous personalities are generally under the squiggle <\/em><\/figcaption><\/figure>\n\n\n\n<p>&nbsp;<em><strong>Identifying a Squiggle personality type<\/strong><\/em>: They are extroverted, creative, and may have a short attention span. They are not inherently systematic and get bored with routine tasks.<\/p>\n\n\n\n<p><em><strong>Selling to a Squiggle personality type:<\/strong> <\/em><\/p>\n\n\n\n<ul><li>Start with general questions that get the client talking<\/li><li>Allow some time for sharing personal topics<\/li><li>If conversation goes off topic, use closed questions to get client back on track<\/li><li>Look for hints as to what is exciting to your client.<\/li><li>Talk about how your products\/services can help them fulfill their goals<\/li><li>Testimonials really work with this group<\/li><\/ul>\n\n\n\n<h3><strong>If you are a Squiggle personality type<\/strong><\/h3>\n\n\n\n<p><strong><em>Your selling style:<\/em><\/strong> 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.&nbsp;<\/p>\n\n\n\n<p><strong><em>Your strengths:<\/em><\/strong> You are enthusiastic and seek creative solutions. You focus on creating excitement.&nbsp;<\/p>\n\n\n\n<p><strong><em>Your areas for improvement:<\/em><\/strong> You may miss out on important details and miss out on preparation. You tend to talk more than listen.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img width=\"1024\" height=\"640\" src=\"https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image2-1024x640.jpg\" alt=\"In this session of Bayut Academy, we break down the various personality types and communication styles, through which we learn to sell effectively.\" class=\"wp-image-6418\" srcset=\"https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image2-1024x640.jpg 1024w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image2-300x188.jpg 300w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image2-768x480.jpg 768w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image2-640x400.jpg 640w, https:\/\/www.bayut.com\/agentportal\/wp-content\/uploads\/2021\/07\/Comm-Preferences-Image2.jpg 1440w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><figcaption><em>Learn to communicate better by understanding the various styles of communication<\/em><\/figcaption><\/figure>\n\n\n\n<p>While this summarises the main takeaways from our communication preferences training, it\u2019s important to use your personal judgement and tailor your conversation style depending on the person you are interacting with.<\/p>\n\n\n\n<p>For more helpful sessions to elevate your communication skills and other abilities as a real estate professional, don\u2019t forget to check out the upcoming session on Bayut Academy and <a href=\"https:\/\/www.bayut.com\/academy\" target=\"_blank\" aria-label=\"undefined (opens in a new tab)\" rel=\"noreferrer noopener\">sign up for a session<\/a> today.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>What is your real estate client&#8217;s style of communication. Does your style matches theirs? Find out everything you need to know in this article. <\/p>\n","protected":false},"author":7,"featured_media":6420,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[381],"tags":[],"category_group":[],"yst_prominent_words":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v14.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>From the Academy: Understanding Communication Preferences<\/title>\n<meta name=\"description\" content=\"In this session of Bayut Academy, we break down the various personality types and communication styles, through which we learn to sell effectively.\" \/>\n<meta name=\"robots\" content=\"index, follow\" \/>\n<meta name=\"googlebot\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta name=\"bingbot\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link 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