Learn How You’re
Why do customers choose one agent over another?
Why do we trust certain people and not others? Looking
for answers, Sally Hogshead, a marketing expert who
has worked with Fortune 500 brands, started researching
why some people are more likable, interesting, and valued than others.
Beginning in 2006, Hogshead conducted personality tests on more than 100,000 people
in a variety of fields and levels of professional achievement. Studying the results, she
identified seven personality traits that fascinate others: passion, trust, mystique, prestige,
power, alarm, and rebellion.
Hogshead examined how those seven triggers coexist within an individual to form a
personality archetype, which led to the creation of her Fascination Advantage Test.
“When you understand the impression that you make on other people, you can
maximize that,” says Hogshead. “It’s like a turbocharge button for your personality
because there are times you need to ramp it up. You’ve got an interview. You’re meeting an
important client. You’re giving a speech. What is it that you can do or say that’s going to be
more e;ective than what your competitors can do or say?”
Maybe you’re the Wise Owl: observant, assured, and unru;ed. Or the Watchdog:
aggressive, alert, and cautionary. These are examples of Hogshead’s personality archetypes,
which are associated with the triggers that make you most persuasive and captivating.
Take the test at FascinationAdvantage Test.com. Enter conference code REALTORS.
HERE ARE THREE WAYS YOU CAN APPLY YOUR
OWN FASCINATION TRIGGERS IN BUSINESS:
Wow them with a first impression. It’s
important to introduce yourself in a way that helps
the other person understand the benefits of being
connected with you. “It’s incredibly important when
we’re introducing ourselves to a new client, or even
when we stand up to make a presentation, that we use
those first few seconds strategically,” Hogshead says.
Embrace your skill set. Hone the skills
that come naturally to you, she says. Think about
moments when you’re completely engaged: maybe
when you’re reading an article, in a conversation with
a client, or totally immersed in a project. Perhaps you
love writing and you’re working on a blog that feels
e;ortless, even joyful. Being able to recognize these
moments will help you in marketing your assets.
Know when to ask for help. Most of us are
aware of our weaknesses. Maybe yours is maintaining
your Web site or keeping in touch with past clients.
Being cognizant of your struggles can help you make
better business decisions, Hogshead says. “The point
is not to fix something but rather to maximize your
advantages. When your business is grounded in how
you’re wired, you become more valuable.”
Election Day is Tuesday, Nov. 6, so if you’re traveling to the conference,
ask your local board of elections how to request an absentee ballot or
participate in early voting. Not yet registered to vote? At the REALTOR®
Action Center ( www.realtoractioncenter.com), you can find links to voter
registration forms in your state and learn about REALTOR® Party issues.