Negotiate Based On Your Sellers Personality Type - Street Smart Cash Flow Accelerator #26
Figure out the personality type you are dealing with and negotiate accordingly. What do I mean by that? You want to listen to people. Listen, even over the phone you can discover what personality type you're dealing with. There are four basic personality types. Of course there's iterations of this and everybody's got all four personality types. But the important thing to learn is that there are four basic personality types. Type A - that means bottom line oriented. They're not interested in your conversation. They just want to know how much you're going to pay him for the house. Well you don't know yet. And so you got to deal with and overcome that personality. Type B - they're all about the looks. So I've got A, B, C, D. The four personality types that I teach and a B is about the looks. You know, how does it look? How does it make them look? Do they like how it looks? Usually you can tell a B because they will talk to you, they will listen to you and you can hear it in their voice that they care about the looks of their house. So they'll talk about their house, they'll talk about some of the nice things that they did do their house. They'll also say, well you can't come now I've got to clean up. So obviously they care that you think that they are clean and that they are pretty and they are nice. Now you can always tell a B because they usually have nice hair and nice jewelry, earrings, bracelets, necklaces, and the woman, she's amazing too. You know people that they care about their looks. You can just tell because of the way they dress and how sharp they are and they care that you think that they're sharp as well. So you want to compliment them on their looks. There are computer brains, they're all detail oriented, they want details and more details and more details and more details. Well, what do you do? You have to talk to them in their language. That's the C’s.
Now, the Ds. The Ds are just wonderful, caring, loving people on the planet. They take care of people. So nurses, firefighters, police, any body that takes care of people. These are our say police. I'm talking about the less aggressive ones, maybe the ones that work in the office, the ones with guns there. They're more of a different personality type. These are the things that you want to learn. Once you learn these different personality types, it will change how you're negotiating with people. It will change what you say and how you say it. So you want to learn how to listen. You want to learn how to speak when you're with these personality types. Teach you about all the personality types in negotiations. Now this is volume three of my whole enchilada of real estate investing. You can learn more about that at streetsmartinvestor.com. Just click on tools and go to Volume Three Negotiations. By the way, you do your own personality test as well to find out what personality type you are because your interaction with others is relative to the personality that you have. And let me tell you something. Once I learned about personalities and personality types, I learned how to speak to people and then I discovered that they could actually hear me and I did a lot more deals. So this is a very important part of your overall strategy and you're learning. To watch the next part of the video go to: When negotiating, know all the items you can give up on before you proceed https://youtu.be/zRFsPtnh2gc
Investors have long regarded Lou’s training, systems and forms as the best in the industry. He has been quoted as an expert by many publications including The Wall Street Journal and Smart Money Magazine.
Lou draws from his wide and varied background as a real estate investor. Having bought property since 1977, he has invested in single-family homes, apartments, hotels and developed subdivisions, as well as building and renovating homes and apartments. These experiences have given him a proving ground for the most cutting-edge concepts in the real estate investment industry today.
