22. Know Your Audience’s Decision-Making Style

Is your buyer a Type-A personality, or a Type-B? Are they a “driver,” an “amiable” or an “analytic”? Whether you label the person sitting in front of you using the Myers Briggs or another personality test, you need to be able to spot the signs of each type and adjust your presentation accordingly. Are the texts written out correctly? Are there sloppy misspellings? Is the home in perfect order? Is it in disarray? If you’ve paid attention during your calls, emails and texts, you’ll know more about what works with that customer. If you are presenting to two people, try to figure out who has more influence when it comes to the listing decision, and use their style.

My presentation is completely ruled by the DiSC profile. I identify the people I am talking to and then approach them in a certain style based on their personality. For example, if I have a seller who is an engineer, I spend the most times on facts; if they are a member of many groups, then I talk about who I know and who might know them; if they are worried about everything, I reassure them. The DiSC profile is key to any sales. LM

23. Practice Relentlessly

Practice and internalize your presentation points. Perfect the structure and be natural with your answers to typical questions so that you can deliver the presentation as comfortably as having a conversation with a close friend.

Change you presentation often to adapt to current market conditions. Be ready with a personalized timeline for marketing needs. TS

24. Use Humor, Not Jokes

Humor lowers defenses, making your customer more receptive to your message. It also makes you seem more likable, and people are more willing to do business with or support someone they like. You don’t need to tell a joke to get a laugh. Often, self-deprecating observations about the odd truisms about real estate agents will endear you to your customer.

25. Read an Interruption

Even if you are on a roll with your best topics and someone interrupts you with a question or comment on another topic, stop talking about your best topic. They have heard enough about that. Move on. Even if you think they really, really need to know it, now is not the time.