At lunch today...

Real Estate Agent with Keller Williams Realty

Hilary and I were discussing the local market at lunch today and we agreed that compared to July 2007, we feel distinctly busier and that there's been a definite uptrend in phone calls and general activity.  

We're both getting a lot of phone calls - some good, some (okay, maybe most) just mediocre.  Lots of folks with credit issues, no down payment, etc.  But, the phone is ringing.  I interpret this as a positive sign of rising consumer confidence after the mortgage industry crash and burn last summer, but of course the media is busy squawking about how the general population is terrified of any major financial decisions in case it topples the entire economic house of cards.  What do you think?  Have you noticed any upswings in showings, phone calls, website inquiries?  Do you think the mortgage industry is starting to right itself? 

On the lighter side, are any of you familiar with the DISC personality profiles?  If not, here's a website about it:  Hilary and I both attended Howard Brinton "Star Power Universities" and this concept was drilled into us ad nauseum.  Now we can both automatically identify the personality types of those around us.  After a listing presentation, we can step outside and look at each other and say, "Whoah, that guy is a major C" or "These folks are super-gushy S."   We've found it has really helped us adapt our individual personality types to mirror that of our clients, which reduces misunderstandings and keeps everyone happy because you're able to interpret how your client wants to be communicated with. 

But, I bring it up because Hilary and I have both discovered that building our own business has changed our personality types.  Hilary tests as an S and secondary type I.  S types work off of emotions and feelings and tend to be nurturing, patient, and family-oriented.  I types are outgoing, sociable, fun-loving.  I test as a D and I, with D types being matter-of-fact, sometimes brusque and impatient, and ultimately focused on getting to a goal in the least amount of time with the least amount of fuss - although I previously acted like an S most of the time in real estate. 

But, starting the H Team and working in this market has brought out the D in full-force in both of us.  Typically rainmakers are D types and now I think we both understand this a lot more.  When you're trying to run a business, which means not just being a real estate agent but genuinely building a business, you become much more goal-oriented.  Suddenly, you don't have the time or the desire to mess around with unqualified clients, stinker listings, fussy sellers - you become focused on what is going to make your business grow the fastest with the least amount of interference.  Hilary and I both used to be prone to listening to sob stories on the phone, taking on that split-level listing in need of updating and the finicky sellers who won't leave the house for showings, and driving buyers with bad credit all over creation.  We'd patiently listen to and address all of their imagined concerns, jump through innumerable hoops, and live in fear that someone didn' us.  While we still struggle sometimes with this, we're making leaps and bounds everyday in realizing that there is a line between professionalism and being a doormat.   It's okay to make decisions that grow your business, even if other people would prefer that you were a doormat.  And it's okay to be the professional.  Most importantly, it's okay to be a D.  Go take a DISC personality test today and see how you test.  I guarantee you it will give you more insight into your family, yourself, and your clients.

Comments (2)

Carol Clay
Looking Glass Realty - Brevard, NC
Broker/REALTOR, Brevard NC Real Estate Specialist

Hey Hillary,

I'm on the ALC in our office and this year we did a day long planning retreat outside of the office. The very first thing we did was the DISC. It was really interesting to get the results back. Some were very predictable and others were a bit of a surprise. I think I'm something like an SI. I can't remember. But knowing someone is a high D or high anything is really helpful in knowing how best to deal with them.

Think we could work that into one of the standard seller disclosures?? Ha!

Jul 21, 2008 07:46 AM
Associate Broker Falmouth MA Cape Cod Heath Coker - Falmouth, MA
Heath Coker Berkshire Hathaway HS Robert Paul Prop

There seems to be a test for everything.  I think we need to develop one that indicates if a buyer or seller is real, and gives details as to the date they will buy or sell!  LOL

Jul 21, 2008 08:04 AM