Analytical People - The analytical home buyer/seller is mostly influenced by monetary, statistical and truthful matters. Analytic people tend to gravitate towards jobs that demand working with numbers such as accountants, financial analysts, auditors and tax consultants. You can more easily convince an analytical home buyer/seller by being fully prepared with information related to the financial or factual side of the home purchase or sale. You can possibly even down-play artistic or spontaneous matters, like the value or exquisiteness of the home, which it's close to a neighboring park or how fair of a person you are to work with.
Visual People - The visual home buyer/seller will focus on how things look and feel. In terms of buying your home, a visual person may actually give you a better offer than a potential analytical buyer. In terms of selling a home, they will highlight the visually attractive features of the home. Many artists, writers, actors, interior designers and other people who work in artistic jobs tend to be visually motivated. When selling your home to a visual person, think about emphasizing the appearance, condition, and excellence of the home.
Intuitive People - Intuitive thinking home buyers/sellers are influenced more by how they feel about the home, you or circumstances. People who work in occupations that require quick analysis, analysis, and action are often instinctive thinkers. This includes nurses, lawyers, general managers and salespeople. It will go a long way if you work hard to build a strong bond with this type of home buyer/seller. While you should do this with all people, the spontaneous home buyer/seller places more value on ensure they work with people they like and believe.
The home buying/selling process further complicate the characterization because you are often not dealing directly with the buyer/seller, but rather their real estate agent. However, everyone including the real estate agent will have a stronger preference or alignment with one of the personality types. Once discovered, you can modify your strategy and approach accordingly.
You best learn a home buyer/seller or real estate agent's personality type during small talk and by asking general questions. This can be done casually early in the negotiations. As you begin learning more about the home buyer/seller or real estate agent, be aware about the three personality types and think about comments, questions and/or arguments that will help influence the various types of people. Once you establish the type of person you are dealing with, don't act like you have special insight about that person. Continue to act as you would normally while privately work on your strategies, comments and arguments to fit the type of person you're dealing with.
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