Episode 232: Personality Styles in Sales & Coaching

In Episode 232, we look at the different personality styles, their key characteristics, what makes them tick, and how to best communicate with each.  Identifying personality styles in sales & coaching is the key to swifter rapport building and stronger, long-term relationships.  Let's take a walk in other's shoes...

Resources in this week's episode:

• Episode 223:  Building an Agent Training Program
• Episode 229:  Running an Agent Training Program
• Episode 231:  Coaching Agents to Success
• Real Estate Sales Builder
• Team Leader & Broker Solutions
• Building Teams

• Using the diagram below, focus on the line labeled Dominant to Flow With and plot where you feel or think you fall on the line.  (i.e., Are you a strong dominant person?  Place your dot closer to Dominant)
• Now focus on the formal (Task) line to the Informal (Relationship).  Plot where you feel or think you fall on this line (Are you more task or relationship-oriented?)
• Draw a line to connect the two plotted points and discover which quadrant is your dominant behavior style.
• Consider the following scenario when plotting your points: Under stress, confrontation, or a difficult situation – what is your tendency?

Check your style with the matrix below.  If you are in a group for this exercise, share your dominant style with the others. 

• How are you similar?
• How are you different?
• How can this information help you communicate with co-op agents?
• Clients?
• Friends and loved ones?

Think about (discuss if you are in a group) how to spot clues to someone's dominant style by how they dress, speak, act, and even by their occupation.