The Introvert Estate Agent?

Could HR actually have got it all wrong?

The HR departments that allegedly use DISC profiling and others to determine whether a candidate is a good fit as a Valuer.

Seeking out the extrovert, gregarious, people-pleasing Influential (I) types. Of sunny disposition, persuasive, warm and sociable. Thriving in environments where they can meet new people. Enthusiasm personified.

Those that could talk forever and a day about features & benefits.

Add a touch of Dominant (D) profile where competitiveness reigns supreme and things ought to get done.

Perfect - the stereotypical customer-facing estate agent/realtor. Polite, polished and charming.

Except.

Except I-types seek approval.

From people who don't truly know who they are. Because they've never been told. This agent hopes to persuade and charm with the power of their personality.

It works, of course, if the process is purely transactional. I get you this result and you pay me that amount.

Here's the catch.

That's precisely how the snake-oil salesman and boiler-room traders profit.

High-pressure sales tactics, scripts and easy promises.

That might not be you - I hope that sort of agent doesn't read my stuff, but by association and perception, it is you.

Estate agents just aren't trusted. No matter their shiny awards or social media approval. Still bottom three of The Veracity Index of Trusted Professions, most years. Don't worry, there's no danger of ever coming lower. You have politicians and journalists to thank for that.

But it does make the work so much harder, trying to convince & convert, when the potential client is apprehensive from the get-go.

Here's why The Introvert Estate Agent isn't such a bad idea.

Introverts prefer one-to-one conversations, or intimate settings. Extroverts prefer the stage and the more the merrier.

Introverts usually have greater focus and concentration. Extroverts often get side-tracked.

Introverts take more time to understand what has been said rather than simply accepting it at face value. They think before they speak.

Introverts have a super-power - they are more observant. Extroverts are talking and processing out loud.

Those observations include body-language, facial expressions and verbal tone - whilst the extrovert is getting ready with the next killer statement.

From the client's perspective, before we look for competence, we look for character. Is there affinity?

We're pretty good at spotting 'fake' people. Those polished and perfected professionals that manipulate the conversation to their own agenda, or perhaps those that are nice but not necessarily kind.

When the issue of trust rears its ugly head, we trust those that are more transparent.

When someone is quiet, thoughtful and chooses their words carefully, it's unlikely they're going to say something they don't mean, or something for the sake of it.

Because introverts value their own space, they are more likely respectful of others space. Extroverts can be perceived as a little "pushy" or invasive.

"Ask questions of the potential client" they are encouraged. Ignorant of the fact that when we are continually asked questions by a complete stranger, it could be considered nosey. We might even, in that case, be economic with the truth.

Introverts will appreciate how difficult it is for others to open-up and trust, so will work harder to be transparent and gain that trust from others.

Here's the kicker - introverts value the quality of relationships over the quantity. They are more selective about who they allow into their world. Extroverts are more inclined to rack up a high number of casual connections. They almost consider anyone a "friend."

Of course, all of this takes time for an introvert - something the modern estate agency just ain't got. It's a numbers game. Generating leads, convincing and converting and on to the next transaction.

A relationship isn't on the agenda and perhaps that's why there is never any trust.

But when the need is to have better clients, not simply more clients, the introvert estate agent will pick apart the extrovert.