As Realtors® we educate ourselves on the ever-changing rules and regulations, remodeling trends, social activities and preferences, population movement, and endless topics depending on our area of expertise. Technology and advertising platforms are constantly changing. Blogging is a prime example. We simply must stay on top of, or in most cases to be effective, stay ahead of and anticipate, these changes. Only the lead dog gets the best view, or best exposure. The view for the rest is not so great. (Think hindsight.) I understand why we spend time keeping up with these changes, but I’m curious why we don’t learn and master people and their personalities; a topic we need to know yet which rarely changes. After all, this is a people business, isn’t it? By now we understand that customers don’t hire companies, they hire people; yet how many of us can interact with someone and know if their personality type is sanguine, melancholy, choleric, or phlegmatic?
Consider that people don’t buy into your services because they’re made to understand they need you; they buy because they feel you understand them and their needs.
To understand a person or customer, wouldn’t that include their preferences as an individual? If you treat everyone the way you’d like to be treated, there’s a good chance at least one or two different personality types wouldn’t respond well to you and your personality type.
We track and change our marketing systems and strategies and even plan our daily activities to achieve our yearly goals based on calculated conversion ratios. What if we could improve the customer’s perception of what it’s going to be like working with us if they hire us? Would that improve your listing or buyer conversion ratio?
If you’re like me and struggle with personality types, you might give it a go again with the new and improved definitions offered today. It starts with a basic change from the well-known Golden Rule, “Do unto others as you would have them do to you” or “Treat Others As You Would Like To Be Treated,” to the newer Platinum Rule, “ authored by Dr. Tony Alessandra, “Do unto others as they would like done unto them.” His version uses names for personality types that are easier remembered and understood:
- Directors – controllers, achievers, goal-oriented
- Socializers – friendly, enthusiastic
- Thinkers – analytical, persistent, systematic
- Relaters – warm, nurturing, devoted
Most people will have characteristics of several personality types, but most will have one dominant type that stands out. The good news is that each personality type can improve their interaction with the other three types. He is an excellent motivational speaker with useful insight on how to use this knowledge in business and personal relationships. His “Dr. T’s Timely Tips” are an excellent way to fit learning something new into your already busy schedule.
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