Summary:
All selling transactions hinge on the development of trust between buyers and sales people. Real estate agents can negotiate hurdles related to selling relatively expensive and durable products to strangers by using the Personality Grid technique of Behavioral Psychology.

Details or Sample:
The personality of a sales person is not material if you wish to buy the morning papers or a beverage. Real estate on the other hand, is a different cup of tea. What if you are sold a lemon? Is a lower price possible? Are there catches in the documentation that a buyer could rue for years? A host of doubts cascade in the mind of every buyer, and it does not help matters that the real estate agent was no more than a faceless name just a day ago!

Rapid understanding of the behavior and value patterns of a customer by a real estate agent can aid in the building of a secure business relationship between the two. It is not as though people buy and sell realty frequently, but the relative financial dimensions, and the lack of flexibility to retract from commitments, makes prospective clients especially wary. Each real estate agent is a distinct personality, and most people cannot maintain facades for long. It would probably be self-defeating for a real estate agent to be overly aggressive, but such an attitude is not uncommon on the part of egoistic and impatient customers. Some sales people are so busy trying to be friendly that ruthless customers may simply use them for information but sign on the dotted line with someone else! It appears that the workings of real estate agent and customer minds are mine fields that threaten to blow up sale after sale!

Every real estate agent is not a psychology major, and indeed most customers for realty are unaware of the nuances of behavior and personality types. This is why anyone who is proficient in the methods and principles of the Personality Grid has an advantage over others during inter-personal communications. The Personality Grid pits concern for the self against concern for others. All transactions between people may be seen in the light of these two opposing forces. Mother Teresa is perhaps the best known person to have put her concern for others in the forefront of her life, keeping all concerns for her self in the shade. It would be rude to name a celebrity from the other end of the spectrum, but a professional boxer is a generic example of a person who advances his or her cause ruthlessly during a bout, without a thought for the opponent. Most inter-personal transactions fall at points between the extremes of Mother Teresa and a professional boxer, with everyone making trade-offs between concerns for their own interests, while feeling and expressing concerns for the other person at the same time.

The Personality Grid uses a graphic interface to represent various kinds of personalities. Concern for the self is plotted between points 1 and 9 on an x or horizontal axis, while concern for others is plotted between points 1 and 9 on the y or vertical axis. A 9/1 person is someone who is exceedingly aggressive with low empathy, while a 1/9 individual is friendly to the fault of not getting his or her own work done. A 1/1 person is listless, lacking drive and ambition. Perfection is a 9/9 person who is able to balance own concerns with those of others very well, and a compromise of such utopia is a 5/5 position, in which people make adjustments to meet some of their own objectives, while conceding ground to others.

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Written by: Dr S Banerji
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Words: 1200