Is it useful for real estate pros to think about
their identity as an introvert or extrovert as they
conduct business? First of all, people should be self-aware
about where they fall on the introvert-extrovert spectrum and
specifically where they get their energy. Many real estate agents
and other great salespeople are introverts. They are very socially
skilled, and they really like people. But, at the same time, they get
their energy from being in a quieter space and from recharging
in solitude. They need to schedule that into their day. If you’re an
introvert, on a day when you’re going to be showing houses all
morning long, you need to schedule something—maybe a lunch
date alone—and honor that commitment as being just as sacred as
the time you give to potential clients.
It may feel like a waste of time. Yeah, it’s not a waste of
Extroverted agents may have an easy
time gaining attention, but Susan Cain,
author of Quiet: The Power of Introverts
in a World That Can’t Stop Talking,
points out how the building of one-on-one connections may lead to the most
effective business relationships.
You don’t have to be an extrovert to
excel in sales; you do have to own up
to your style and strengths.
24 REALTOR® SEP TEMBER/OCTOBER 2016 REALTORMAG.REALTOR.ORG