Do all agents need to exhibit the same personality characteristics to be successful? The answer, according to Julie Davis and Neil Williams of Agent Dynamics is a resounding no.
Going into the Transform 2017 challenge this year, Julie Davis and Neil Williams from Agent Dynamics ‘profiled’ each of our #supersix to identify insights about their personal working styles, what areas of their work in real estate made them happiest, and where their strengths and weaknesses might be. The #supersix and their coaches are using these profiles to close skill gaps in their existing teams. So, if you don’t like door-knocking or cold calling there may be a better way for you to prospect. Here is a summary of what Julie and Neil found about our 2017 #supersix.
SUPPORTER – BEN SALM
Neil says, “Ben is a Supporter Profile whose strength is focusing on relationships and building networks. Supporters are great team players who put emphasis on loyalty and trust and are very committed to getting the right result for their sellers. Establishing rapport with clients will come naturally to Ben and his relaxed conversational style will work well in his favour. He will find it relatively easy to tune into his clients’ wants and needs, and to meet their expectations. As his strength is relating to people he may well struggle with rejection, with a tendency to take things personally. Ben is best when picking up the phone rather than picking up the pen, so he won’t be a fan of the process and systems side of the business. We’re tipping that paperwork and data won’t be his number one priority!”
DEAL MAKERS – LEANNE DRUERY AND NIKKI HORNER
Julie says, “Being Deal Makers our two girls, Nikki and Leanne, love to build and nurture relationships. Their level of thinking is naturally based around connecting people and having high levels of customer service. They are both outgoing and somewhat mischievous, which is often a trait of a Deal Maker. At a listing presentation, sellers find comfort in their confidence to be able to get the best result, and they tend to be very patient in negotiations. They will probably struggle with cold calling and door-knocking, as they prefer to focus on existing relationships rather than starting new ones. Referral business is their strength and if they communicate with their networks they will really thrive. Nicki and Leanne will both need to be mindful of being too quick to please and not being distracted.”
CREATOR – MICHAEL CARTER
Neil says, “Michael is a Creator Profile, whose innate talent is getting things started and being a big-picture thinker. Creators tend to rely more on intuition rather than market research and need to temper their over-optimism. When presenting to potential vendors, Michael’s ability to inspire and a knack for problem-solving will be his strengths. Creators need to be very mindful of client nurture as they can often disconnect from the ‘now’ and head off over the hill looking for new projects and challenges. Just as they are the best at getting things started, they can be the worst at getting things completed. Michael’s talent for quick thinking and creating ways out of chaos are a valuable asset in the fast-paced, pressure-cooker world of real estate.”
STAR – DARIN BUTCHER AND LUKAS PEDDER
Julie says, “Darin and Lukas are both Star Profiles and are at their best when shining the light on others or on a product. They are particularly strong at thinking on their feet and improvising, which when combined with their natural talent for promoting new projects makes for a born salesperson. Stars love the challenge of the listing presentation where they are on the stage and, if successful, get to savour the buzz of success. They can tend to operate by force of personality, however, they need to be conscious of not moving too fast or putting too much value on image rather than execution. They thrive when they have a team to support them and are quite happy being the centre of attention.”
For more Transform 2017 visit eliteagent.com/transform. To find out more about Agent Dynamics, visit agentdynamics.com.au.
