Realtor Corner: When Rebels get in the way of selling
An agent I know compared his role to that of a therapist. Understandably so. Selling can be an emotional roller coaster. As an agent, you understand the importance of managing human behavior because your goal is the same as your client’s- to sell. Knowing how your client is motivated can help you, help them.
Are you familiar with the Four Tendencies?
If you haven’t read Gretchen Rubin’s The Four Tendencies, at least watch this short video. Rubin has done extensive research on motivation, how we deal with expectations, and strategies to manage each of the 4 types.
In fact, go ahead and take her quiz to find out what you are.
The seller journey of some clients can feel like a carefully conductedorchestra, while others can feel like a never-ending train wreck. In Shelley’s CE class Staging to Sell, we hear this often:
“I’ve asked my seller to do x, y, or z- but
he refuses, even though it will
benefit him in the end!”
If this sounds familiar, you might be dealing with the most rigid of the tendencies: a Rebel.
- Information: Explain the relevant facts surrounding x
- Consequences: This is what’ll happen if you do/don’t do x
- Choice: How would you like to ensure the best consequence?
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