The BOLT System, created by Charles J. Clarke, provides guidance and tips on closing sales, generating leads, marketing strategies and negotiating terms based on an individual’s specific characteristics. BOLT stands for bulls, owls, lambs and tigers, each of which represents a particular type of personality that people have.
If you’ve kept up with this four part series, then you’re already aware of the best ways to work with control seeking bulls and methodical owls. This time around, Homes.com will give you the inside scoop on how to best manage your relationship with clients that fall under the “Lamb” persona.
Soft spoken, passive, sensitive and likely to avoid any confrontation or conflict, lamb clients should be pretty easy for you to identify. For instance, if they answer the phone with, “Hi, you’ve reached Ashley. How may I help you today?” you can bet that you have a lamb on your hands. While working with these types of personalities may seem like a walk in the park, their indecisiveness and slower pace will require you to stay on your toes.
Here are 4 tips to help you better manage your relationship with clients falling under the lamb persona!
1. One step at a time
Having patience is the key to success when working with lambs, and it’s important that you get used to working at their pace. You’ll find that they often change their mind, so it would be in both of your best interests to explain things for however long they need in order to feel comfortable. It’s critical that you don’t rush them, as it will not be received very well. Instead, just be there for when they have a question and ensure that they know you are there to help.
2. Take an emotional approach
Lambs won’t be as concerned with factors such as floor plans, price or amenities like most of your other clients. The most important consideration when choosing the right home is the way it makes them feel. Remember that lambs are “big picture people,” so asking questions like, “Do you like the environment of this neighborhood?” or, “Can you picture yourself in this community?” will allow you to build a better relationship with these clients, as one of their biggest concerns when working with a real estate professional will be the level of trust instilled in your relationship. Be yourself and always be there when they have a question. If you are able to show that your main goal is to be their partner in the home buying experience and not just their agent, you’ll find it much easier to manage your relationship with them.
3. Always ask questions
Lambs are known for not expressing their negative thoughts, so any worries they have will remain behind the scenes. This trait can create problems in the long run because it contributes to their inability to make a decision and stick with it. If you dig deep and uncover any underlying concerns they may have right out of the gate, you’ll find that it makes the entire process that much easier. For example, you could ask, “What are your concerns with this property? Is there anything that you may be unsure about?” If you can uncover any standing issues from the get go, it will be much easier for them to decide on what they are looking for and what they are not.
4. Remind them they are in charge
Lambs trust the opinions of other people and many of them will periodically bring their friends to property tours. This can be a good and bad for you. On the positive side, their friend’s reassurance can speed up the buying process because lambs will feel more confident in their decision. On the other hand, lambs tend to be soft spoken and unknowingly allow their friends to take over the conversation. This is where problems can arise in your relationship with the client, as their friend’s opinion may conflict with the needs you have already agreed on. Keep your client focused and remind them that it’s really about what they are looking for in a home.
Providing the best experience for your clients is contingent on your ability to understand their wants and needs during the home buying process. Stay tuned for the final addition to the BOLT system series, where you’ll find out all you need to know about clients with tiger personalities. Meanwhile, download the Homes.com “Rise to the Top: Be the Local Expert” to find out more tips on connecting and building relationships with local homebuyers and sellers![cf]skyword_tracking_tag[/cf]