Carol Merlo, B.S., M.Ed., Speaker and Author has degrees in both Educational and Health Psychology, and has studied personality psychology for over 30 years and has been a professional network marketer since 1994.
If you look at human interactions, you can break them down into four distinct communication styles. This quadrant phenomenon was first noted by Hippocrates. By putting people into one of four categories we can assess their styles and adapt our own to match theirs and create better rapport.
In my other articles I have discussed four basic personality or communications styles: The Professor, the Captain, the Entertainer and the Angel. Each of these styles approaches communications and relationship differently.
Let's look at how we can apply The Four Core Networking Types www.networkingtypes.com to real estate sales. Any one of the four types can be a client. Your job is to discover which type that person is and provide the style of communication they can receive best in order to make the sale.
A Professor walks in. She will want to have the facts and data. She is Joe Friday-just the facts, Ma'am. She wants to know the exact square footage, will take time examining the fine details, and will be influenced by the reputation of the builder.
When discussing the cost of the house, she will want to know about depreciation and the interest rate. If it ‘makes sense' the Professor will buy the house.
Your next client may be an Entertainer who will want to see the biggest and most unique homes. Show them what makes that house special. Does a famous person live in the neighborhood? Is there a great entertainment system? If so, that Entertainer will sign on the dotted line without ever asking a detailed question.
Now let's look at how Captains wants to be shown a house. They will want to walk around on their own and have you wait for them. They will let you know what they think. If you start talking about the details they will be offended. They want to be in control. They will ask the questions.
You would completely alienate an Angel if you treated them the way you treated the Captain. They would be deeply offended and think you don't care about them. Angels want you to walk through the house with them. Better yet, take them to lunch ahead of time. Become friend and find out about them. Then show them the home and talk about the kids and animals, schools, churches, the neighbors---how friendly they are. If you can, introduce them to the neighbors.
To learn more about your personality type and how you can become more effective when communicating, please take your free online personality test at www.networkingtypes.com
My book The FOUR Core Networking Types can show you how you can double or triple your sales if you are in professional selling or simply increase the harmony around you and increase your effectiveness in getting what you want. You could even get other people to be glad they are giving you what you want!
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