The BOLT System, created by Charles J. Clarke, provides guidance and tips on closing sales, generating leads, negotiating terms, and marketing 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.
Homes.com has already shared everything you need to know when working with clients who have a bull, owl or lamb personality. This time around, you’ll be gaining insight into working with clients who fall under the tiger category. Tigers can be fun to work with because they are fun loving, excitable and optimistic. But like any personality they do have a downside and with tigers, it’s that they tend to be late and are generally disorganized.
Here are 4 tips to help you best manage your fast paced relationship with clients who have the tiger personality.
1. Get comfortable, but not too comfortable
Unlike bull clients who like to get straight to business, tigers value building relationships and enjoy having conversations about topics other than real estate. This means that you should refrain from diving into the nitty-gritty details about a property or the details of a transactions, as it can make the client feel rushed and may cause them to feel less comfortable working with you. Strike up a conversation with questions like, “Why are you moving?” or “What do you like most about this area?” This will give you a better understanding of what they are looking for in a home, and will show that you are trying to get to know them.
With all of that being said, don’t let yourself get too comfortable. Although these clients are happy and talkative, they are still serious about buying a home and want to do this in a timely manner. Remember to stay in control of the conversation and don’t steer away from your presentations too much, and uncover what they are looking for. Since tigers tend to be a little disorganized, it’s important that you keep them on track and not let their talkativeness steer you away from the goal of finding a home.
2. Don’t jump to conclusions
The key thing to remember here is that you shouldn’t allow yourself to become overconfident. Tigers are optimistic and easygoing, so its common to think that there will be no problem getting them to close on a property. Don’t mistake their optimism for a willingness to buy. Remember that tigers are easily excitable and will likely show some level of interest in any property that has something they are looking for, so cover all your bases and be sure that you are showing every property in its entirety.
3. Highlight the important features of a community
Tigers are excitable and enjoy new or unique things, which is exactly the type of community or home amenities that you should be highlighting when showing a property. Are there a lot of new local “hot spots”? Does the house come with a pool? A big selling point for tigers is that the home and community have “cool” or “trendy” features that compliment their fun and energetic personalities. Highlighting these features also allows you to strike up a conversation and gain more insight into exactly what they expect out of a home.
4. Ask questions and always follow up
Much like clients with lamb personalities, tigers tend to not express negativity or their concerns. They have a reputation for always being enthusiastic, so you’ll have to ask plenty of questions if you want to find out what they are really thinking. The best way to do this is to address the issue directly by asking questions like, “What about this home concerns you?” or “What do you not like about this home?” Over time you’ll have a better understanding of what they are and what they are not looking for.
It’s also important to remember that tigers are impulsive and quick to make a decision, but if they leave a property without giving you a yes or a no, it’s critical that you follow up in a timely manner. Who knows, they could tour another home just for fun and decide it’s the right place all on their own. Make sure that you stay involved and are helping them every step of the way, otherwise you could lose out on their business altogether.
Every client expects something different out of the home buying experience and a lot of it has to do with their personality or lifestyle. The BOLT system encompasses most of personality traits that you will run into during your real estate career. Be sure to consider these tips when you are coming up with a strategy to best manage your relationship with bulls, owls, lambs, and tigers.
If you’re looking for even more awesome tips on connecting with local buyers and sellers, check out the Homes.com’s Rise to the Top: Be the Local Expert eBook! Here you’ll find content tips, social media best practices, guidelines for utilizing video, and much more![cf]skyword_tracking_tag[/cf]