Create an Internet Resource to Service the 4 Major Personality Types of Buyers and Sellers

As a member of a Real Estate website design company too often do I see REALTORS® who are so engrossed in what they feel they’d like to see on their website that they simply look past the main reason they should be purchasing a website – to create a useful and informative resource for potential clients to search for listing and Real Estate services. I constantly hear “I” and “me” when I should be hearing “my clients would like…” and “this would be useful to the real estate buyers/seller” – so before you, as a REALTORS®, decide to purchase and provide input on a website design take a step back and remember who you are really creating that resource for!  Become the buyer or seller and provide the benefits that attract them.

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I read an interesting article on ActiveRain this morning from Loreena Yeo, Broker of Frisco TX Realtor®. She discussed the 4 major personalities of a home buyer and seller and how to service each type of person based on their individual characteristics.

Amiable buyers and sellers typically fall under the personality type of individuals that service others like, teachers, nurses, care-givers, pastors etc. They most likely will be kind-hearted and soft spoken, which means they may not be as decisive as you may want a buyer or seller to be when initiating a business transaction. What you can do to match that type of personality – be agreeable and relaxed, logical and systematic. Create your business plan with written guidelines to avoid some of the “why” questions you will most likely be confronted with. Most of all, you should have a bit more patience with this type of buyer or seller!

You website should carry complementary information such as school information, trend reporting, and tips to assist in the buying/selling process

Analytical buyers and sellers typically fall under the personality type of individuals who are highly detail oriented, very perceptive and may not follow through with a business transaction if they do not get ALL the facts. Analytical individuals could be engineers, accountants, stock brokers etc. What you can do to match that type of personality – be systematic, thorough, deliberate, and precise. Create your business plan with that is logical and accurate to avoid some of the “how” questions you will most likely be confronted with. Most of all, you should all time for evaluation on the clients side and expect to repeat yourself!

Online listing information for these people is a must so IDX certainly comes into play here.  Also housing statistics would re-enforce the need for their research.

Controlling buyers and sellers typically fall under the personality type of individuals who are objective-focused, hardworking, high energy; the risk takers! Business executives, entrepreneurs, and CEOs would fall under this personality type. What you can do to match that type of personality – be organized and concise yourself. Create your business plan with that is logical and accurate to avoid some of the “what” questions you will most likely be confronted with. Most of all remember that with this type of person always provide options AND solutions.

Similar to the above, these people also need an aggressive follow-up campaign as time is usually a critical factor.  Also strong information on the benefits of using you as a REALTOR.  These type of people usually demand a strong and experienced professional to work with.

‘The Promoter’ buyers and sellers typically fall under the personality type of individuals who enjoy the spotlight; are warm and enthusiastic. They may also be good motivators and communicators but in the same respect may talk a big game and not follow through in the end. More often than not sales people, ‘celebrities’ and prominent speakers fall into the promoter category. What you can do to match that type of personality – be enthusiastic, open and responsive right back! Develop a relationship that minimizes the buyers or sellers work and always be forthcoming. Create your business plan with that is logical and accurate to avoid some of the “who” questions you will most likely be confronted with. Most of all try to press upon the idea of how you and going to help them!

In this scenario your follow-up ability is going to be critical and personal people skills come in handy.  People of this type often like to see your past accolades so testimonials might also be helpful.

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This is why RE/Advantage develops Real Estate website layouts that are USER friendly as well as REALTOR® friendly. Our designers have incorporated a Featured Listings widget right on the Home Page of our website designs to enhance exposure of personal or office listings individual to a REALTOR® or office as well as custom layouts that are easy to navigate with community, school and listing information right at your fingertips.

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