Understanding the difference in personality types can give a real estate agent a major advantage, and result in their closing more deals. That’s your goal, right? As Mike Ferry says, there are four distinct personality types that each and every one of us fall under: Analytical, Amiable, Driver, and Expressive.  I’ve put together a synopsis of each personality type so you can “read” your clients and at the same time, better understand yourself.

The 4 Personality Types

Analytical

People who are analytical generally enjoy or even get a thrill out of working with specific details. They are usually perfectionists who take a systematic approach to most of the things they do.  When working with an analytical seller or buyer, it’s important for you to cover each comp in detail. Show them graphs, percentages, statistics, and then allow them some time to process everything. They make their decisions very logically and with very little emotion.

Characteristics of Analyticals:

• Little to no emotion
• Loves facts, figures and numbers
• Easily get frustrated when others can’t see their point of view
• Hardly ever get bored because they’re always thinking about something that keeps them busy
• Enjoy problem solving and love to be admired for it
• Incredibly indecisive

Amiable

Have you ever had a friend who is always there for you, no matter what? Even if they are busy, they drop everything to talk with you. Amiable personality types are great team players. They usually want what’s best for the group.  Most amiable people are “externals,” they seek the opinion and approval of the people around them (to make sure everyone is okay with what they are doing).  When you’re working with an amiable seller, it’s important for you to be ‘soft and warm,’ always ask them about how they “feel” and what their spouse thinks about the situation.

Characteristics of Amiables:

• Team player
• External, seek the opinion and approval of others
• Soft spoken
• Avoids confrontation
• Warm/friendly

Expressive

Have you ever been in a conversation with someone who is extremely animated and just doesn’t stop talking? Maybe you’ve encountered this person at a party with many people circled around him or her? The expressive person enjoys attention, typically wears bright colors, likes being flashy, and tends to run late. When working with an expressive seller, your goal is to let them talk and sell themselves on why they should hire you and sign the contract. They generally enjoy being spontaneous, as long as you ask the right questions and guide them down the right path, there is a good chance that they will sign the contract with you on the spot.

Characteristics of Expressive:

• Center of attention
• Has a story for almost everything
• Flashy colors with clothes, cars, and lifestyle
• Very animated and at times, loud

Driver

People with the driver personality often come across as demanding, abrupt, or even short fused. Drivers typically just want you to get straight the point and cut the fluff. Like analytics, they too like facts and figures, but they are definitely not as detail oriented.  They can be very intimidating. Also, like analyticals, they show little to no emotion.  When working with a driver seller or buyer, avoid telling any stories, get straight to the comps, be brief, and close strong.

Characteristics of Drivers:

• Show little or no emotion
• Get straight to the point
• Have little patience
• Can appear arrogant or even standoffish
• Demand control

Be Versatile

It really doesn’t matter which personality type you are, each one has its’ strengths and weaknesses.  What’s important is your ability to be versatile. What I mean by that is that you are able to communicate with all different types of people. Commit to memory the different personality types. When you meet with someone, determine which personality they are and speak with them based on what they will best respond to. “Knowing” who you are dealing with is a critical key to good communication.

Once you have put these principles into effect, please share some of your success stories.