Introverts or Extroverts: Who’s Better at Real Estate?

May 9, 2018

Steven Trice

At the end of the day, a real estate agent is a salesperson. You’re making dozens of calls per day, reaching out to leads, and trying to close more deals. Standard convention tells us it’s the extroverts who are best at sales. They are characterized by their bold attitude, friendliness, and a fearlessness that’s helpful for making a sale.

Data does show that extroverts tend to generate more sales than introverts… but only slightly. What’s more surprising is the data shows a third group outperforming the rest: Ambiverts.

Real Estate Sales Data

Why are Ambiverts Better at Selling Real Estate?

They possess two key qualities that most people take for granted:

They know when to speak.
They know when to listen.

In plain text: They know when to push leads, but they also know when to listen and back off. They follow the Goldilocks Standard (just right). They are a balanced group that leans to no extreme. They can initiate conversations, but don’t need to be at the center of them. This is golden for a real estate agent.

Play to Your Strengths (There’s Room for Everyone)

Whether you’re a more introverted agent or more extroverted – you can succeed in real estate. It’s all about being strategic, self-aware, and playing to your strengths. Here are a few tips for improving your business by playing to your introvert or extrovert strengths:

Tips for Introverted Agents

Practice what makes you uncomfortable: If you’re anxious about cold-calling or door-knocking (a particularly extroverted activity), practice as much as you possibly can until it’s second nature. If practice doesn’t lessen your anxiety, be sure you’re taking breaks to regroup, and consider boosting other marketing strategies to make up for less time spent cold-calling.

Pick a niche market: Introverts thrive when they feel like an expert. They’re the ones at the party who don’t say much until you bring up their favorite sports team or movie, and then they’ll chat your ear off. Find a niche market in real estate (or learn every square inch of your farm), and you’re more likely to feel comfortable speaking to clients.

Focus on Quality: Introverts tend to be great listeners. Use this skill to your advantage. Your one-on-one meetings are where you thrive because your clients feel valued and heard.

Tips for Extroverted Agents

Don’t avoid the “boring stuff” Extroverts are doers. Always on the go, ready for the next conversation. While this is a great quality for real estate, it can lead to disorganization. Don’t let your systems get messy and don’t fall behind on your follow-ups because you’re so focused on “what’s next.”

Remember to listen: I know it sucks, but it’s not about you! If you’re speaking to a potential client, you’ve already “sold yourself” enough to get them through the door. Now is the time to listen, establish trust, and make them feel comfortable.

Do your thing, and do it well: What makes you unique? As an extrovert, you likely have a defining personality trait or a “shtick” that you accentuate to promote your brand. Maybe you’re funny, great on video, you’ve got a strong accent… whatever it is, if it’s working, keep it up.

Want to Get Better at Selling Real Estate?

Here are four tips:

1. Adjust Your Point of View

If it’s all me, me, me, no one is going to do business with you. The cliche is old, but you need to think in the other person’s shoes. Understand their interests, their needs, their fears. All of it. Whether it’s a lead or an existing client, you need to persuade them to take action. And you can’t do that unless you see the world from their eyes.

To improve this, dedicate more time at the beginning of your process to really get to know your client and listen to their needs. Have a list of questions ready, listen to their challenges and hopes, and assure them that you are a partner in this process and that you’re working for them.

2. Problem Finding > Problem Solving

I’ll be honest. I don’t care that “you’re a problem solver.” I am tired of renting in Charleston, SC. I want to own a house, have a yard where my kids can play in, and feel comfortable. If I decide to call you (as my real estate agent), I don’t need you to solve my problem of “I’m tired of renting.” I already know the solution! You aren’t solving anything.

What I really need, is an agent who can identify the problems I’ll face in buying a house and work hard to answer them for me. Show me you can be helpful and trustworthy. Not salesy and repetitive.

3. Use the Contrast Principle to Build Trust

This was the title of a comic book chapter I once read: Not Perfect is Good. This idea holds true in sales. Contrary to what we think, no house is going to be 100% perfect for every buyer. People have different needs. They have different preferences. And lastly, they have different motivations.

By highlighting small negatives (and I mean, small), it can emphasize the strengths. For this example, the house you’re trying to sell, people want to know how this house compares to the next.

By mentioning how this particular house has a higher HOA fee than the last home you looked at will help draw out the positives in a buyer’s mind. “Yeah, this home has a higher HOA fee, but the neighborhood is nice and well taken care of. It has all the amenities we want…” and so on. (Keep in mind, you actually need strengths to showcase. You can’t just highlight a rundown fixer-upper and expect glowing results.)

With showcasing a small negative in the midst of great positives, it builds trust and credibility to the home (and to you). You, as a real estate salesperson, are showing you are honest, fair, and transparent — the top qualities people want in an agent.

4. Make It Simple

As a real estate agent, you need to make the home buying (or selling) process as simple as you can. Don’t take for granted that your client is depending on you, and you only. Customers these days have choices. If you don’t make the real estate process simple and easy, your client might go to the next agent down the road.