This was so popular the first time around I am reposting it for those who missed it! I even had some offices copy this and give it to every agent in their office!! I learned this recently in a business presentation class at Texas Women's University and I tweeked it for real estate!

Enjoy!

You have a big listing appointment. These people were referred to you by another client. They want to sell their Million dollar home. How do you read and or identify your clients. There are 4 types of audiences and I will explain the 4. You can also do a disk test on yourself and when you learn what kind of person you are or not it will teach you how you can tell what disk personality they are!

1. Prisoner- They will have crossed arms, they are both literally and figuratively. They really do not want to be there. They are listing their home not because they want to but because they have too. They have been transfered, they are getting a divorce or they can no longer afford their home, or they are having to move to a retirement center.

2. Vacationer-They are in a good mood combined with an over-relaxed attitude. They have thought about selling their home but they are just testing the waters to see what you have to offer, try to get a free CMA, or what you will charge for commissions.

3. Graduate - They will have a frown on their face, roll their eyes, have a sug look and crossed arms. This is a little like a prisoner but they have attitude. They may be willing to sell their home but they do not believe what you have to offer. These guys compare Realtors to car salesman. Most of the time these guys want to be FSBO because they think they know more than you do about real estate.

4. Student - They are all smiles, enthusiastic nodding, and the merciful habit of laughing at everything. These guys are open minded, they want to learn more, and they are very motivated. They are ready to sign without seeing the listing presentation. They are willing to do all of the real estate homework and get a stager too!

So before you go to your next listing appointment think of these so you will know how to present yourself and what you can do to help them sale their home. And get them to sign on the line so you can get that listing!

Carla Cullum

Keller Williams Flower Mound Integrity Team