At the end of the day, a real estate agent is a salesperson. You’re making dozens of calls per day, reaching out to leads, and trying to close more deals. Standard convention tells us it’s the extroverts who are best at sales. They are characterized by their bold attitude, friendliness, and a fearlessness that’s helpful for making a sale.
Data does show that extroverts tend to generate more sales than introverts… but only slightly. What’s more surprising is the data shows a third group outperforming the rest: Ambiverts. They possess two key qualities that most people take for granted: In plain text: They know when to push leads, but they also know when to listen and back off. They follow the Goldilocks Standard (just right). They are a balanced group that leans to no extreme. They can initiate conversations, but don’t need to be at the center of them. This is golden for a real estate agent. Whether you’re a more introverted agent or more extroverted – you can succeed in real estate. It’s all about being strategic, self-aware, and playing to your strengths. Here are a few tips for improving your business by playing to your introvert or extrovert strengths: Here are four tips: If it’s all me, me, me, no one is going to do business with you. The cliche is old, but you need to think in the other person’s shoes. Understand their interests, their needs, their fears. All of it. Whether it’s a lead or an existing client, you need to persuade them to take action. And you can’t do that unless you see the world from their eyes.
To improve this, dedicate more time at the beginning of your process to really get to know your client and listen to their needs. Have a list of questions ready, listen to their challenges and hopes, and assure them that you are a partner in this process and that you’re working for them. I’ll be honest. I don’t care that “you’re a problem solver.” I am tired of renting in Charleston, SC. I want to own a house, have a yard where my kids can play in, and feel comfortable. If I decide to call you (as my real estate agent), I don’t need you to solve my problem of “I’m tired of renting.” I already know the solution! You aren’t solving anything.
What I really need, is an agent who can identify the problems I’ll face in buying a house and work hard to answer them for me. Show me you can be helpful and trustworthy. Not salesy and repetitive.
This was the title of a comic book chapter I once read: Not Perfect is Good. This idea holds true in sales. Contrary to what we think, no house is going to be 100% perfect for every buyer. People have different needs. They have different preferences. And lastly, they have different motivations.
By highlighting small negatives (and I mean, small), it can emphasize the strengths. For this example, the house you’re trying to sell, people want to know how this house compares to the next.
By mentioning how this particular house has a higher HOA fee than the last home you looked at will help draw out the positives in a buyer’s mind. “Yeah, this home has a higher HOA fee, but the neighborhood is nice and well taken care of. It has all the amenities we want…” and so on. (Keep in mind, you actually need strengths to showcase. You can’t just highlight a rundown fixer-upper and expect glowing results.)
With showcasing a small negative in the midst of great positives, it builds trust and credibility to the home (and to you). You, as a real estate salesperson, are showing you are honest, fair, and transparent — the top qualities people want in an agent. As a real estate agent, you need to make the home buying (or selling) process as simple as you can. Don’t take for granted that your client is depending on you, and you only. Customers these days have choices. If you don’t make the real estate process simple and easy, your client might go to the next agent down the road.
Why are Ambiverts Better at Selling Real Estate?
Play to Your Strengths (There’s Room for Everyone)
Tips for Introverted Agents
Tips for Extroverted Agents
Want to Get Better at Selling Real Estate?
1. Adjust Your Point of View
2. Problem Finding > Problem Solving
3. Use the Contrast Principle to Build Trust
4. Make It Simple