DATE: DETEMINING BEHAVIO STYES NAME: Choose the statement in either column that best describes your own true feelings & actions. There are no wrong answers. PAT 1 1. I am low, slow and unassuming in my speech () or I am loud, fast and emphatic in my speech. () 2. I share my personal feelings and stories in I limit my personal feelings and stories conversation. (A) or in conversation. (B) 3. I am supportive and cooperative with my I am challenging and competitive with my expressions and body posture. () or expressions and body posture. () 4. I am undisciplined with my time. (A) or I am disciplined with my time. (B) 5. I am a slow-paced person. () or I am a fast-paced person. () 6. I am considerable and/or open with my body I am limited and/or controlled with my body and hand movements. (A) or and hand movements. (B) 7. I tend to lean back in conversation. () or I tend to lean forward to stress a point. () 8. My facial expressions are more My facial expressions are somewhat animated. (A) or expressionless. (B) 9. I am an infrequent contributor to I tend to dominate conversations. () conversation. () or 10. I am more interested in opinions than facts. (A) or I am more interested in facts than opinions. (B) 11. To take a stand, I make a limited effort. () or To take a stand, I make a strong effort. () _ 12. I am open, enthusiastic and/or friendly, I am serious, critical and/or defensive with with my expressions and body posture. (A) or my expressions and body posture. (B) 13. I am reserved in my opinion, avoid using I state strong opinions, tend to use power, power and/or allow others to take initiative () or and/or take social initiative. () 14. My actions are open and eager, feeling My actions are cautious and careful, thinking A and/or an emotional decision maker (A) or oriented, and/or a rational decision maker. (B) TOTAS SCOE ONY THE TWO HIGHEST NUMBES B
Amiable Agents These are the support people of the world The qualities that complement them in a sales career are Active listeners; ike friendly, close relationships their clients usually like them. Very patient and great follow-through. Great listing agents in a slow market. Warm and approachable; Open with their feeling (unless they are hurt). Agreeable and dependable; Very quiet and hardly ever cause problems in the office. ely on feelings to make decisions, so they need to like you. elate well to Expressive and Amiable agents. Tolerate Analytical agents. Will not be as comfortable with Driver agents or Driver clients and customers. They like to have others reinforce their decisions and may want to talk to someone about their decision to go into real estate or change offices. (They stick close to the Expressive agents.) They love education because it helps them feel more knowledgeable and confident; Your education is a key factor in their decision to join your firm. They are uncomfortable telling you when they are unhappy because they don't like to complain; however, they will tell their close friends in the office how they feel. They avoid conflict, which means they might not tell you their true objections. They have a strong desire to be liked, which means they need to be comfortable with you. They don t want to force anyone to make a decision they don t want to make. They work very hard at being the best they can be; They are willing to be coached. They avoid risks and resist change. They move at a slow, cautious pace; May try to use the stall, "I want to think about it." They are motivated by security. What guarantees can you offer them? They need strong support systems that make them feel secure; Do you have it in writing? You need to ask for their opinions and make them feel important; Offer systems that build confidence in their ability to serve their clients and customers more effectively. They like success stories; Also use statistics that show results and success. You should smile often and look for common ground; isten and be empathic to their concerns. If they are part of a team then they will usually want to get their team s input, in private. If single, ask if they are talking to anyone else about their decision and how that person feels. They are emotional decision makers; Keep your presentation slow and precise. They consider financial matters very private; Keep your voice low when talking about their finances.
Expressive Agents Traditionally, very good in sales for lots of reasons Strong people skills; Open and talkative; Natural tendency to smile and put people at ease. Good at developing client loyalty; Strong intuition and very emotional. Operate at a very fast pace; Can do several things at once. Dramatic/performers/exaggerate; Spontaneous/feelings-oriented. Add fun and energy to an office; They like to play hard & work hard; Competitive. They can tolerate Driver agents, but they become easily frustrated with the Analytical agents and the Analytical sellers. (The engineers and CPAs) They have a very strong drive and are very ambitious; Considered "naturals" in sales. They are very undisciplined with their time; They talk a lot and can be challenging in meetings. They lack focus and usually undertake several tasks; They don t know how to say NO! They always have lots of ideas on how to do things but lack the follow-through (even though their intentions are good). They develop a strong following and will have a strong sphere of influence. They are not detail-oriented and will not enjoy paperwork. They tend to fly by the seat of their pants but seem to always land in the right spot! They are motivated by recognition; They need to know they are appreciated and liked. They need to like you and trust you; You should smile; Chit-chat & small talk is good. They like success stories and visuals that show your results; They like eye contact. They are very loyal and pro-company; They will always recommend you to others; However, once they lose respect for you or they don t trust you, you have lost them! They don t forget easily. They produce best when they are happy; Keep the presentation fast and upbeat. The more they talk, the better your results will be; Ask questions & get feedback. Ask questions such as, "What can I do?" or "What do we need to do?" They are emotional decision makers; It is not about the money; If they are happy, the money will be there; They will make their decision based on how they feel. Fun, food & recognition are key elements in their environment. Social events at your home are important for retention. Wear your happy face! If a man, for whatever reason, has the opportunity to lead an extraordinary life, he has no right to keep it to himself. By Jacques-Yves Cousteau
Analytical Agents Their knowledge of technology is a true asset The qualities that complement them in a sales career are They are good planners and good organizers. They are task-oriented; They work best with a plan. They work well alone and always perform best when they take the time to get organized. They value education and are always looking for ways to expand their knowledge. They are very detail-oriented and very technology-oriented; They like to collect facts & data. Very good farming agents because they are organized and patient. They sometimes overdo the problem-solving process; They strive for perfection. They are more serious than most; They do not warm up to people quickly. They possess a show me or prove it attitude with those around them. They sometimes spend too much time planning and not enough time doing. They don t feel comfortable giving a listing presentation until they have learned everything. They are not comfortable working with buyers & sellers until they have learned everything they think they need to know; They don't like to get caught without the answers; They do NOT fly by the seat of their pants. They are motivated by stability and security; They are very stable and hardly ever change jobs. They are extremely patient and are usually not concerned about a lack of success in the first few months because they know these things take time. They usually question new policies and will appear to be challenging you. They base their decisions on facts & logic; Be prepared to prove whatever you present. They do not need to like you; They make solid business decisions that are backed up with facts, data and statistics. Don't say, "Trust me" and don't smile all the time. Don't try to win them over or make them like you; Keep it business-like and professional. Facts facts facts! Wear your business face!
Driver Agents Their natural abilities are running/operating their own business The qualities that complement them in a sales career are Very task-oriented and self-controlled; Very goal-oriented; Great leadership qualities Assertive and fact-oriented; They move at a fast pace & get straight to the point. They initiate action and possess a business-like attitude. They are self-starters and are usually in business for themselves because they like being in charge. They usually work alone, not as a team, and can be misunderstood in real estate offices. They are very competitive and hate to lose. They have the potential to be mega-agents and have a team of agents working for them. They run their business like a business; They keep home life & business separate. They usually require strong management; They are impatient with delays. They are poor listeners, but only because their mind constantly races from one subject to the next. They can t sit still long; They want things done their way. They are very competitive, ambitious & driven; They want results quick. They will appear agitated if you do not get right to the point. They do not smile all the time, but that does not mean that they do not like you or respect you. Do not smile at them and try to win them over by being nice. They are logical decision makers; They need facts and results. They are motivated by money and recognition. They expect you to be available when they need you. They are very competitive and hate to lose. They will respect you if you have high standards and stick to them. They will control you and run the office if you let them. They are high achievers and usually do well at things if they don t get discouraged and give up. They are impatient so they need quick results. They will not be involved in office cliques. They want to hear the details and the money, first! Keep the presentation moving fast; 45 minutes is the perfect time frame for the Driver. They get along okay with the Expressive agents, as long as they don t distract them too much. Watch out for customer satisfaction; if their listings don t sell right away, the service will slide; they attack projects with full steam ahead but get bored quickly. No small talk or chit-chat; Keep it very business-like and wear your business face. They are logical decision makers; they do not have to like you to work with you.