Recognising Your Agent Style with Michael Love
Despite public opinion to the contrary – not all real estate agents are made the same way. Some are amazing at old-school prospecting, others are digital innovators, others still have a quiet charm that leads to steadfast client relationships without fancy bells and whistles. This very versatility is what makes the real industry so extraordinary – there really is room for everyone’s natural strengths to shine. In today’s industry-focused Love&Co blog, Michael Love looks at three agent ‘styles’ – perhaps you’ll recognise your own talents amongst them? Each respective style recruits an individual means of connecting with clients to achieve exceptional results. In short: there’s no one way to be an effective agent of service.
The Counsellor
This particular consultative style of agent prioritises close listening to vendors and buyers, making an effort to build and nurture a long-term relationship with their vendors and buyers. The ‘Counsellor’ doesn’t shy away from consistent contact, remaining attentive and considerate of verbal cues to thoroughly understand – and fulfil – their client’s needs. The ‘Counsellor’ often builds a strong client list courtesy of referrals from both buyers and vendors – and they never forget an anniversary or a birthday, or the names of the family dog or newest baby. They have the knack of making all parties feel respected and heard, and are diligent with follow-up. Often the ‘Counsellor’ can be shy of totally cold prospecting, and wants to cultivate opportunities to build relationships with ‘warm’ connections. The ‘Counsellor’ can take some inspiration from the ‘Relentless Negotiator’ by incorporating a little more robust edge to their communications, and the confidence to push into new spaces courtesy of social media and improved database technology.
The Relentless Negotiator
For the ‘Relentless Negotiator’, achieving incredible, record-setting outcomes is the primary focus. They are driven by the cut and thrust of difficult conversations and motivated by attaining stellar results – no matter what it takes! The ‘Relentless Negotiator’ is comfortable with self-promotion, and often relishes the role of auctioneer and holding court in public. Adrenalised by fierce listing and selling competition, this style of agent is also comfortable with drawing attention from the media. The ‘Relentless Negotiator’ is confident when closing deals via private sale, at auction, or post-auction. They are likely to be earlier adopters of new communications technology, and tend to have a focus on volume of client interaction than depth of relationship. The ‘Relentless Negotiator’ can enhance their practice by taking on aspects of attitude from the ‘Farmer’ and the ‘Counsellor’ – slowing down their process, going into deeper consultative communication, and minimising risk with considered processes.
The Farmer
Slow and steady wins the race: this is the nurturing mindset enlisted by the ‘Farmer’. This agent is a quiet achiever with an often impressive sales history. Their dedicated community involvement and passion for face-to-face interactions create solid results and happy vendors. The ‘Farmer’ likes systems and processes, and feels attached to their designated ‘patch’. Rather than relying on technology and modern marketing methods, ‘Farmers’ employ old-school (yet effective) approaches such as door knocking and liaising with community collectives – think Rotary clubs and business networking groups. The ‘Farmer’ can expand their influence with a little of the grit of the ‘Relentless Negotiator’, and a willingness to learn how to maximise database use, SMS, newsletters and similar to their benefit.