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THE REAL "D" ESTATE PERSONALITY PUZZLE
(Applying the Science by Raymond Beaty) SEEKING
Don't worry too much about looking for the "D" client, they will find you. You can do a great deal to be attractive to the "D" client by the way you advertise your services. One of the fastest growing segments of the real estate industry is the "do it yourself" real estate company. Each year they capture more and more of the market share and most agents believe it is because clients are too .....
SELLING
The most obvious way to sell to a "D" client is DON'T. "D"clients do not want to be sold, either on your services as the listing agent or your find for their new home. I know you really can't believe anyone would make the right choice without your services, but remember your responsibility is to the client not your sense of what is right for them. "D" clients will crawl over broken glass to get what they want; your best bet is to not .....
SIGNING
Closing the deal with a "D" is a matter of letting them decide when the deal is done. This applies to every level of the relationship involved in the transaction. Let me show you what it looks like. You are making that great listing presentation of yours. It has a lot of information about how incredibly gifted and talented you and your company happen to be. Just when you are about to get to the part in the presentation that you enjoy the most, (it is the part where you have sold a gazillion dollars worth of property), the client .....
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