analytical: Converting Leads: Closing When You're a Supporter
- 10/19/12 07:44 AM
Converting Leads: Remember Your Personality Style!Part 4: Closing When You're a Supporter Last week I presented an overview on personality styles, and presented the idea that the way you close should vary based on the personality of the client. This is my final Zebra Report in my series on closing strategies based on your personality style - and that of the clients you are trying to close. If you missed the previous three weeks, be sure to review the Zebra Reports on closing strategies for Promoters, Controllers, and Analyticals, where I shared effective strategies for closing clients if you … (2 comments)
analytical: Converting Leads: Closing When You're an Analytical
- 10/11/12 08:37 AM
Converting Leads: Remember Your Personality Style! Part 3: Closing When You're an Analytical Last week I presented an overview on personality styles, and presented the idea that the way you close should vary based on the personality of the client. Over the past two weeks I talked about closing strategies for Promoters and Controllers, and provided strategies for effectively closing clients if you were one of these two personality types. As a review of those Zebra Reports, my thoughts on closing are this: there is no such thing as a one-size-fits-all closing formula. If you try to convert, and "close" with … (4 comments)
analytical: Converting Leads: Closing When You're a Controller
- 10/05/12 02:18 AM
Converting Leads: Remember Your Personality Style! Part 2: Closing When You're a Controller Last week I presented an overview on personality styles, and presented the idea that the way you close should vary based on the personality of the client. Seems simple, right? The truth is many agents are taught to close the same way - by using a formula that's supposedly "foolproof." I'm here to tell you there's no such thing as a one-size-fits-all closing formula. As I said last week, if you try to convert, and "close" with the same message, and in the same style for each and … (1 comments)
analytical: Converting Leads: Closing When you're a Promoter
- 09/28/12 06:09 AM
Converting Leads: Remember Your Personality Style! Part 1: Closing When You're a Promoter PART ONE: "CLOSING WHEN YOU'RE A PROMOTER" Earlier this month I talked about converting leads, from the telephone, the internet, and in-person. My goal in those posts was to give you some thoughts about the kind of steps you need to take when converting leads specific to each category of client. But there's another issue to think about when you're converting leads and that's your personal style... and the style of your client. If you try to convert, and "close" with the same message, and in the same … (0 comments)
analytical: Which Are You? How Personalities Handle Different Kinds of Markets
- 01/14/11 04:54 AM
WHICH ARE YOU? HOW PERSONALITIES HANDLE DIFFERENT KINDS OF MARKETS Every person’s personality type creates natural tendencies. Personality can affect everything we do on a personal and a professional level. There are four main personality types, which I call Promoter, Controller, Analytical and Supporter. They are each very different and each have their own set of strengths and weaknesses. And believe it or not, personality plays a major role in how an agent handles different kinds of real estate markets. For the sake of today’s Zebra Report, I’m going to talk about how agents, all with different personalities, handle good markets and challenging markets. … (4 comments)
Join Denise Lones each week as she looks at the world of real estate and the world at large from customer service to the importance of listing presentations in a one-on-one style. Denise has more than 20 years of experience as a successful agent, broker, trainer and coach. Denise is someone in the know when it comes to real estate.
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