by Stuart Neal
on Tuesday, October 12th, 2021 at 4:28pm.
Humans are such interesting creatures because we are all a little bit different. But we are also somewhat the same. The real estate training group based in Fort Collins Colorado, Ninja Selling has identified 4 distinct group types.
By learning how to identify each group (and yourself) you can tailor your counselling style to suit your client.
Power People (about 15 to 20% of the general population)
Very focused on the future. Can you get them there quickly and with little fuss or will you get in their way?
Power people have clear goals and a sense of urgency. Demonstrate how you can get them there and you will be well on your way to pleasing your client.
They are typically very focused and task oriented.
They will make quick decisions based on just a few pieces of information. If you move too slow or overwhelm with too much data, you may become an irritant
Power people are not afraid to take risks. They will only want the big picture and will focus on summaries and graphs. Don’t show them too much detail. They don’t need it.
How will you recognize Power People?
They talk and act fast. Their written communications will be short and sweet. They may drive a white or black car perhaps because for them the world is a black and white, left or right, up or down kind of place. Typical occupations include CEO’s, Entrepreneurs and in some cases sales or marketing people.
They move toward change.
Party People (about 25 to 30% of the general population)
They live in the here and now.
Fun is a key component of their interactions so be prepared to give them lots of praise and in general attention.
They are concerned about others and will be team players. They love to collaborate with other people.
In general Party People are outgoing and optimistic about their lives.
They will make decisions quickly and without too much thought. If it feels right, they will do it.
They like to win (but not at the cost of others) and will take risks.
Your collateral and materials need to be easy to read, have bright colours and perhaps be whimsical. They will read your testimonials not because they need to trust you (they probably made that decision within the first 30 seconds of chatting with you) but because they want to see if they know anybody you have worked with before.
How will you recognize Party People?
Fun, fun fun. They value relationships, they will dress to be noticed, they talk a lot, they use social media and all things whimsical or outrageous. They will drive a car that is very individual.
For careers many party people gravitate toward jobs in hospitality, entertainment, or sales jobs.
They move toward change.
Peace People (35 to 40% of the general population)
These folks like to take their time. They will focus on the past, present and future. They gravitate toward the tried and tested, the status quo and don’t like change or upset. Therefore, buying a home and selling a home will be a big deal for them and potentially very stressful.
Peace people will avoid conflict, upset. They want everyone to get along and no one to be upset. Again, this behavioral style is a hard one to manage in a process that in of itself creates change, conflict and situations where folks don’t always get what they want.
Peace people will first focus on others putting their needs before their own. They are team players. Peace people take their time, (sometimes too much time) to make decisions, they are patient and reserved in nature.
You cannot rush Peace people. If you have your buyer / seller consult button down to an hour expect it to take 2 hours with these folks. They will want to pour over your explanatory materials so make plenty of it available and consider sending it to them before you meet. They will read many of your testimonials.
How will you recognize Peace People?
They will speak softly. Their email communications will be polite and well thought out. They will dress in a more traditional and conservative way. Their car may be an SUV or minivan, a Subaru, a Toyota or perhaps a Volvo if the can afford it.
For careers many Peace people become therapists, schoolteachers, nurses, or many of the other ‘helping’ professions.
They move away from change.
Perfection People (15 to 20% of the general population)
These folks are driven by lots of statistics, reports and history. They will ask lots of questions and combine data with the information you share to formulate a decision.
They are motivated to make the best and smart decision that they can. Perfection people have very high standards for themselves and will expect the same from you. They like to be in control and will push back if they find you too overbearing. They like to be alone.
Because of their reserved nature and thoughtful approach to most things in life other people may find them pessimistic. This is almost never the case. They are just thorough and consider the downside along with the upside.
Perfectionists build spreadsheets. They make decisions slowly and only after reaching a point where they feel there is a high degree of certainty,
Your marketing materials and stats had better be good. Perfectionists will judge you by its quality and detail. They will read over everything you give them. They avoid risk.
How will you recognize Perfection People?
Perfection people are methodical. They will dress immaculately, and their car will be in good condition and clean. Their home is going to be well maintained and clean. If your Perfection person has a strong tendency toward Power as a second trait their home, office and car may be somewhat untidy strewn with unfinished projects. Their email communications will be polite and detailed.
Many Perfection people are Real Estate Brokers, Accountants, Doctors, Bankers or perhaps Engineers.
They move away from change (unless it has an upside).
So now that you know about the 4 types of person, how would you describe yourself?
Perhaps you are a combination? Most of us are. I’m a Perfection – Power person for example.
The next time you start a consult with a new potential client make sure you ask better questions. Find out what each of your potential clients does for a living. Observe their dress, their mannerisms and general behavior.
In most cases by “meeting your clients where they are” and moderating your own style and mirroring theirs i.e., speeding things up or slowing things down. Skipping over information or providing more, will help you to enhance your client relationship and experience, making you a better REALTOR®.
Want more information about becoming a team member or Associate REALTOR® with Ambergate? Call Stuart our broker owner at: 780-760-2014 ext. 3 or go to our Careers page - Ambergate Realty Advisors Careers.