Understanding Home Buyer and Seller Personality Styles to Improve Real Estate Transactions - By: Kristi Cole, Posted on: 2007-04-04

Whether you are buying or selling a home, you will face all kinds of people - people with a variety of backgrounds and personal preferences. By identifying their skills and preferences, you can form a strategy to help ensure you get the best price during the real estate deal. When negotiating the sales price or purchase price of a home it can be helpful to separate people into three broad types - analytical, visual, and intuitive - in terms of the way their thinking influences their behavior.

Analytical People - The analytical home buyer/seller is mostly influenced by financial, statistical and factual matters. Typically, analytic people tend to prefer occupations that require working with numbers such as accountants, financial analysts, auditors and tax consultants. They tend to be left-brain thinkers. You can better influence an analytical home purchaser/seller by being fully prepared with information related to the financial or factual side of the home purchase or sale. You can possibly even down-play aesthetic or intuitive matters, like the quality or beauty of the home, what a good neighborhood it's in or how fair of a person you are to work with.

Visual People - The visual home buyer/seller will focus on how things look and feel. In terms of buying your home, they might actually pay more for the house than an analytical person. In terms of selling a home, they will undoubtedly stress the aesthetic pleasantries of the home including the surrounding good neighborhood. Almost all artists, writers, actors, interior designers and other people who work in creative jobs tend to be art conscious. More often than not, visual people tend to be right-brained oriented. When selling your home to a visual person, consider emphasizing the appearance, condition, and quality of the home.

Intuitive People - Intuitive thinking home buyers/sellers are influenced more by how they feel about the home, you or home sale/purchase. People who work in occupations that require rapid analysis, diagnosis, and action are often intuitive oriented. This includes doctors, lawyers, general managers and salespeople. Work hard to promote a strong bond with this type of home purchaser/seller. While you should do this with all people, the intuitive home buyer/seller puts more emphasis on ensuring they work with people they like and trust.

In reality, this is over simplified because you can't separate a home buyer/seller into a single personality profile. Everyone has different experiences, emotions, and preferences that influence their behavior and cause them to straddle between the three personality types. The home buying/selling process further complicates the characterization because you are often not dealing directly with the purchaser/seller, but rather their real estate agent. Because of the nature of their job, real estate agents are typcially adept at straddling all three personality types. However, everyone including the real estate agent will have a stronger preference or alignment with one of the personality types. Once discovered, you can modify your strategy and approach accordingly.

You best learn a home buyer/seller or real estate agent's personality type during small talk and by asking general questions. This can be done nonchalantly early in the discussions. As you begin learning more about the home purchaser/seller or real estate agent, be thinking about the three personality types and think about comments, questions and/or arguments that will help persuade the various types of people. Be aware, just because you are dealing with a visual thinking person, does not mean you can disregards or fudge the financial aspects. Doing so is naive and will leave you vulnerable. Once you determine the type of person you are dealing with, don't act like you have special insight about that person. Continue to act as you would more often than not while inwardly work on your methods, comments and arguments to fit the type of person you're dealing with.

Article Source: http://www.southerncaliforniarealestateagent.com/submit-real-estate-articles

Kristi Cole is a real estate and home renovation specialist at www.inhomeimprovements.com

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