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Getting Personal: How to Work With Different Personalities

by J. Marshall Pearson

More Successful Showings

Bomba has mastered the art of showing homes to clients, even ones who do not necessarily share his need for speed. His home showing approach is rooted in the DiSC assessment, but that wasn’t always the case – it took time to develop.
“I move kind of fast, as I am more of a ‘D’ personality. If I was with an ‘S,’ they might have wanted to spend an hour in each house, and I wanted to jump off a bridge,” he admits. “They could see by my body language that I was fidgety and anxious, which was not a good experience for them.”

However, with a simple alteration in attitude and approach based upon his above observation, Bomba is now a more flexible agent during showings. His clients are happier and the transaction can move more smoothly.

“I’ve modified what I’ve done to engage different personality types,” he says. “Now, I’ll let [the clients] in and let them walk through the house. I’ll just check email or do something else productive that occupies my mind. That way, they aren’t being rushed through the house.”

Another component of Bomba’s strategy when showing homes to clients is to insist that they tour the home together and refrain from splitting up. Since most buyers are a couple, this allows him to communicate with both parties simultaneously, and for everyone to move forward with the transaction at the same pace.

“If we are all together in a house, I insist that one person doesn’t run upstairs, since I don’t know what they are thinking or reacting to,” he says. “I test them throughout the showing. I’ll ask: ‘What are your comments about this?’ ‘Do you see yourself living here?’ I wait for their comments and adjust my communication based on what they say.”

Walsh understands that the information people care about and don’t care about also relates to their personality type.
“Some people want to know everything about the [nearby] schools, while some people want to know more about the neighborhood, like where the parks are,” Walsh says. “The latter person is usually much more social, and the former is more concerned. The person looking for the parks and little league, they are usually the life of the party. People that are curious about the schools usually aren’t.”

Bomba agrees, and goes on to describe how his DiSC profiles of clients will specifically inform him as to what information must be relayed.

“If [clients] are the ‘I’ personality type, they are usually the center of attention, and I talk about who lives in the neighborhood, what they do for a living and the status of involvement in the community,” Bomba says. “The ‘S’ are the sympathizers who are more concerned with how people feel and whether their kids will be safe.”

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