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Personality Typing Systems for Real Estate Success
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Pop Quiz: What personality typing system can improve your well-being, increase your Real Estate sales dramatically, and help you develop amazing interpersonal skills?
Answer: It's called the Enneagram and it's the most thorough, state-of-the-art personality typing system in use today. It differs from other systems, like DISC, in two important ways. Firstly, it describes the motivation for a person's behavior. Secondly, the Enneagram does not place a label on behavior. By being flexible, it accounts for the full range of human behavior and then acts as a road map for the human condition.
The Enneagram is used extensively by the U.S. Government, CIA, FBI, and United Nations. It's also used by dozens of Fortune 500 Companies, including DuPont, Toyota, HP, AT&T, Boeing, HP, GM and many others.
The Enneagram breaks personalities down into 9 basic "types". For each type, there is an accompanying set of characteristics that are almost universal. Therefore, if you know a person's type you will also know their basic fears, desires, motivators and patterns of behavior. Know these and you will dominate any sales situation. You can effectively "connect" with your prospect by adjusting your style including your words, tone, tempo and even your physiology to elicit a positive response.
Let's use an Enneagram Type 6 prospect as an example. Type 6 personalities crave security and can be very "needy". When dealing with a Type 6, you need to be prepared to spend plenty of time explaining the details of their Real Estate transaction, and re-assure them that they are making the “right" decision. Do not present multiple options to a Type 6. They want to know exactly what YOU think they should choose.
A Type 8, on the other hand, might be distrustful, and will want to know about every property you have in your listings database that might be even a remote fit. THEY want to make the final decision. They want clear and concise answers and they don't want too much coddling. Type 8s can detect deception and trickery a mile a way and therefore will rarely buy from a "yes man". They like sincere compliments only, and expect you to be sincere and straightforward at all times.
The golden rule of selling is "sell unto others as they want to be sold to." In other words, if you don't know the Enneagram, you will miss many selling opportunities. You will only be able to connect with two or three of the nine personality types. Most people have one innate selling style and you need to be able to change that style, on command, to reach the largest possible audience. Just imagine how successful you would be if you could "connect" with every one of your clients and associates.
The Enneagram is also extremely helpful in your personal life. Find out your spouse's type, and I promise you will take your relationship to a new and exciting level. Learn your own Enneagram type and have the power to overcome your most troublesome personality flaws. Just imagine how much rapport you could build if your personality is one that everyone genuinely loves.
I highly recommend that you continue to study this topic in depth. If you want to learn how to apply the Enneagram to your selling, I highly recommend the book "Personality Selling" by Albert Valentino. It's available at Amazon.com. I also recommend that you visit these websites for more information:
www.enneagraminstitute.com
www.9types.com
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