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Can Introverts Survive a Career in Real Estate (or Any Sales Field for That Matter?

Reblogger Jennifer Allan-Hagedorn

Education & Training with Sell with Soul

February 17, 2010 07:32 PM

I stumbled onto this blog by accident and love it! I especially like the part about us NOT talking if we don't know what we're talking about. But if WE do know our stuff... you can be sure we're RIGHT.

Can Introverts Survive a Career in Real Estate (or Any Sales Field for That Matter?): Before you attempt to answer this question, you must first know what an introvert is. Many introverts don't even know what true introversion is, so you may want to do your homework first (which by the way is what introverts do best: study. It comes in handy when trying to keep up with the ever changing world of real estate and the demands of our educational requirements). I won't define it here because I'm just curious about the relevancy of some responses (if any) based on current perceptions. By the way, there are some names of famous introverts in this post that you might even recognize.

Let's see how the following introvert attributes might work in the world of real estate:

THIRST FOR KNOWLEDGE: Because introverts love learning, their heads are always stuck in a book trying to find out more information about something. Seminars and workshops are like books in 3-D. Introverts study and research everything. To the introvert, facts are far more important than opinion. This comes in very handy in preparation for and during the listing presentation and when assisting buyers with their search, offer and negotiations. You don't ever have to worry about introverts winging it. It's just not going to happen. Preparation RULES: Data is the introverts friend.

SELF-AWARENESS (a.k.a. TO THINE OWN SELF BE TRUE): This is a big one because introverts are inward people and contemplate a lot about who they are. Self-awareness is a constant. This is important because introverts know their limits at all times and strive to find ways to work within those limits. Unlike many extroverts, introverts only want to use methods that fit their personality. The tried and true methods that work for everyone else usually does not fit the introverts unique style. Introverts possess quiet strengths and play them up really well.

LISTEN UP: Of all the strengths that come in handy in the real estate business, the ability to listen probably tops them all. While one thinks that introverts never talk, it's probably because they too busy listening. It's almost unheard of for an introvert to speak without having given some thought to a matter. We're not talking about long drawn out contemplative situations just to answer a simple question. How often have I heard it said that buyers and sellers don't want to know how great we are, they want someone to listen to their needs and act accordingly.

FACTS vs OPINION: It's been said that the one sure way to get an introvert to shut up is to talk about something they know nothing about. That comes in handy because the one thing you don't have to worry about is the introvert talking just to hear themselves talk. Small talk is not the introverts forte' but you strike up a conversation of substance, you better have your facts together.

YOU MIGHT RECOGNIZE SOME OF THESE INTROVERTED FOLKS: Bill Gates, Chris Scherpenseel (president of Microsoft's 140-employee FRx Software subsidiary) Steven Spielberg, Warren Buffet, Charles Schwab, Former Sun Microsystems executive Jim Green (Source USA Today). Oh yeah, and AR's very own Jennifer Allan).

MY FIRST YEAR RECRUITMENT EFFORTS: This is the second year for Bham WIiRE Realty and this will be the first year of my recruiting efforts. Call it the Jay Leno Experiment of real estate if you will, but I plan to specifically seek out and recruit introverted real estate agents. BOOOOORING may be your first thought, but I believe introverts have tremendous gifts, talents and abilities to bring to the table and are often overlooked because people don't understand the introvert or don't care to. I am so looking forward to building this dynamic team of introverted real estate agents in Alabama (for which I AM ONE).

So if you happen to know any introverted (or shy as you may inappropriately deem it) agents in the Metropolitan Birmingham, Alabama area please please, please ask them to give me a call so we can talk.
Charita Cadenhead, Your Metropolitan Birmingham, Alabama Real Estate Broker of Choice

www.bhamwiire.com
bhamwiire@hotmail.com
(205) 527-1112 - cell
(205) 321-1200 - Office
(800) 496-7431 - Fax

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Claudette Millette

The Buyers' Counsel - Ashland, MA

Buyer, Broker - Metrowest Mass

Jennifer:

I think social media has helped the "introvert" become more successful in many areas including real estate. We can sit behind a keyboard and generate business and that suits some personalities very well.

Mar 22, 2010 12:34 AM

Gary L. Waters Broker Associate, Bucci Realty

Bucci Realty, Inc. - Melbourne, FL

Eighteen Years Experience in Brevard County

So, can an introvert succeed in any sales type profession? Looks like the affirmatives have it..Glad I am one!

Mar 22, 2010 12:44 AM

Candice A. Donofrio

Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ

928-201-4BHC (4242) call/text

I think being an ambivert is probably the ideal for our field. Just enough yin and just enough yang. :)

Most people actually are ambiverts who display introversion and extroversion behaviors in response to the situations encounter, as opposed to a true 'either/or'.

Having said that, and after a lot of trial and error as a broker - gotta agree. Give me the thoughtful, studious type over the flashy razzle-dazzler . . . their energy is softer and less threatening to consumers.

Mar 22, 2010 12:47 AM

Jennifer Allan-Hagedorn

Sell with Soul - Pensacola Beach, FL

Author of Sell with Soul

Gary - I actually don't think that introverts can succeed in "any" sales profession - I don't see us being much good at selling, say, encyclopedias door-to-door, or, more applicable to today - pharmaceuticals to doctors. Although maybe we COULD come up with a way to sell "stuff" that isn't as pursuit-oriented as traditional sales training teaches us.

Candice - I agree - while I believe that a "pure" introvert can succeed in real estate, having a little extroversion mixed in there can't hurt. However, I don't think a truly shy person could do this job well, but "introversion" and "shy" aren't the same thing.

Claudette - Yes! But I don't think it's just because we can "hide" behind our keyboards - it's because this is HOW people want to be approached these days - more passive as opposed to in-your-face.

Mar 22, 2010 12:52 AM

Charita Cadenhead

eXp Realty - Birmingham, AL

Serving Jefferson and Shelby Counties (Alabama)

Jennifer thanks for re-blogging. I think people underestimate us, because they don't understand us. My introversion is sometimes masked by my extrovert tendencies, but I'm a classic introvert. We are powerful players in this industry. Thanks again for reblogging.

Mar 22, 2010 01:05 AM

Lottie Kendall

Compass - San Francisco, CA

Helping make your real estate dreams a reality

Hi Jennifer -- loved your post, and agree entirely. The qualities an introvert posess are very reassuring to many clients, and the thoroughness with which they do their job keeps clients--and themselves--out of trouble down the road.

Mar 22, 2010 01:06 AM

Dianne Deming

RE/MAX Realty Group - Rehoboth Beach, DE

Jennifer, I am married to an introvert of the first order. He is, of all things, an ordained minister. Each and every Sunday, he stands before a roomful of folks waiting to hear what he has to say, and preaches. He moderates meetings. He schmoozes at the fellowship hour. He calls on people in their homes, at the hospital and the funeral parlor. He enjoys his job and loves his flock. He also spends lots of time alone--reading, pondering, riding his motorcycle. To me, a flaming extrovert, this makes sense because one thing I learned early on is that introverts draw their energy from within and need time alone to recharge their batteries. I, on the other hand, feel drained if I'm "stuck" at home or in my office by myself too long. I need and get my energy from other people. We are living proof that opposites attract!

Mar 22, 2010 03:39 AM

Clark Hitchcock

Re/Max Nyda Realty Inc - Chilliwack, BC

Realtor - Fraser Valley

Loved the first part of the post gotta go do some research on some commercial property for a client will read the last half later.

Mar 22, 2010 03:58 AM

Tanya Nouwens

Immeubles Deakin Realty - Montreal West Island, QC

Montreal Real Estate Broker & Stager

Oh I am such an introvert. But give me a topic I know a LOT about, and an audience that is interested, and the extrovert in me comes out! -- Tanya in Montreal

Mar 22, 2010 05:03 AM

Cari Anderson

Danville, CA

Jennifer: I read the original post and loved it then too! These characteristics are me for sure! I agree that we intro's need to find methods of communicating that fit our personalities. I'm so happy there are others in the RE industry like me and who can find success in a field most would think only extroverts could succeed in.

Mar 22, 2010 05:32 AM

Martin Dorgan

Prudential Indiana Realty - Columbus, IN

Jennifer I think it goes without saying that an introvert utilizes the "Introverts skills" to sell, one of their greatest skills is their "listneing". Then they put their own spin on selling subliminally.

Mar 26, 2010 01:11 AM

Ruthmarie Hicks

Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605 - White Plains, NY

Hi Jennifer,

I am an introvert. I have no difficulty learning, reading and doing the things that need to be done in this respect. I think extroverts spend time preparing to do things, but may not get around to actually doing them. The main problem is that I do relish my private time. Like most introverts, I recharge by looking inward. The difficulty is finding time for this.

Mar 26, 2010 06:52 PM

Anonymous

Karem

A very interesting topic Julia and one close to my heart. I stgerglud for a long time with traditional definitions of 'introversion'/'extroversion' and 'temperament'- they just never sat comfortably. Then along came a woman called Elaine N. Aron who has put my life (and I daresay that of many creative people) into some perspective and led me to believe that the terms 'extroversion' and 'introversion' may be something of a misnoma.Elaine Aron expands on the inroversion/extroversion thing in her book The Highly Sensitive Person, in which she looks at certain characteristics which are common to about 15-20% of the population, although there is a sliding scale for the population as a whole and of course it manifests itself uniquely for each person. One of the characteristics typically shared by those who identify with the 'HSP' trait, is that we need solitary time like we need air to breath, and are often highly creative (a lot of 'HSPs' are writers). One of the complicating factors is that 35% of 'HSPs' are actually extroverts. I found this all incredibly validating, as I definitely have a highly developed capacity for extroversion...but a relatively low threshold for being with crowds of people, relative to most people I know (I suffer from what Aron calls 'overarousal' which is another way of saying overstimulation or being drained by social activities, even those I enjoy). It's not so much 'what' as 'how much' although I'm pretty aversive to loud music and urban landscape noise (low threshold for traffic, sirens and industrial noise)for even short bursts.I also tend to need lots of rest, am seldom bored in my own company and prefer to work for myself from home. Although I need and miss having some sort of social life, the thing I most miss and crave if it's absent from my life (which it often is, now that I am a parent of a young child and living in a community setting) is time out and personal space (to create, reflect, rest, write or whatever) which recharges my batteries.There's more (including the list of typical HSP characteristics) on www.hsperson.com , Elain Aron's website, if you're interested.

Jul 26, 2012 04:14 AM

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