Dennis Black Mortgage Finance & Real Estate Sales Training (http://dennisblack.com/) leads the industry in master sales training classes for loan officers, mortgage professionals and real estate agents across the United States.
Flash Briefing Transcript:
This is Dennis Black and here’s your sales tip of the week. When we consider interaction with individuals, one of the most important elements is the understanding of what motivates them to make a decision. A variety of studies have been done over the past 40 plus years on how to read a customer's personality style. Not one of the studies is superior to another, they all have value and they've all been exposed to many of us through training or education you may have heard of such as the disc colors red green blue and yellow too many personalities that has even gone to animals, regardless of the personality study you've had, is the importance of understanding the core communication approach to take with an individual to have the best chance to get your message through to them.
So we're going to start off over the next four weeks we will review each of the key personalities you may interact with starting with this week's session on what is called the study that I've learned, dominant driver personality. What do you think of this individual who has the following characteristics we will talk about the best way to approach them handle them and interact with them.
A dominant driver individual has key descriptive terms here are some for you to remember. First they tend to be aggressive, second a bit more controlling and third definitely demanding. These are people who in their career path would it be a realtor who is successful or a borrower who is the corporate level executive or Senior Management individual, someone in a position whose used to having authority and demands with the people that they interact with. One critical element, 4th descriptive term; they’re time oriented, would it be a realtor or borrower remember this critical issue everything should have been done yesterday, not tomorrow. And if we understand the critical nature of their time expectations the phrase we've all heard in business for years and years truly comes into play, under-promise and over-deliver. Never set an expectation of time for either of the realtor or the borrower and so you know what their expectation of time was first so when someone asks you how soon will this be done you need to remember to answer with a question.
Depending upon what I get from you in terms of paperwork or depending upon how the contract is written up, it will vary what is your expectation of time to have this completed is the best way to ask for that direct inquiry. I gave you an example of if you set the time you have to execute the time and many times you'll set an expectation thinking they want something in a short time frame that made me do if a culture perform that's on us as sales people to remember not to fall into that trap in the studies that I've seen they also talked about is the individual a decision maker or a decision influencer the D personality happens to be both. They’re used to making decisions in the course of a day a week or a month and they definitely influence how other people perceive you.
It is critical to remember the borrower and the Realtor are in peak appreciation of what you did then the first 24 to 48 hours after the transaction closes that's when you want it reach out proactively contact them and ask them how they felt the transaction went and if it was positive, ask for a referral now. These individuals have three key elements you have to manage time as I've just discussed present multiple options for them to consider and most importantly remember one key thing with a D is their respect. These individuals came to you from mortgage they're not a mortgage and maybe outstanding in their individual fiel
