Pop quiz time!

How would you describe your communication style - as being more "cell phone" in nature, or more like a "regular phone"?

If you said "cell phone", then generally speaking, the manner in which you interact with people is going to be faster paced in nature. You're more likely to be "bottom line" oriented, and generally speaking, you're going to have a relatively fast rate of speech.

Conversely, if you described yourself as being a "regular phone" person (remember the kind that was mounted to the kitchen wall?), then your interactions are going to be more methodical in nature. You're more likely to want the "details" during most conversations, and generally speaking, your rate of speech will be on the slower side.

Now you might be thinking, what does this have to do with helping me sell more houses?

I'm glad you asked.

As a professional Realtor, you come into contact with all kinds of people, from all walks of life. And the manner in which you communicate with a young, single male for example, is going to be different than how you communicate with a mother of two children, which is going to be different than how you communicate with the "Better Deal Buyer."

You're still selling the same house, but the manner in which you relate to them is going to be very different.

The single male will probably be more bottom line oriented (cell phone style), while the mother of two will probably be more methodical in nature (regular phone), as she gets to know everything she can about the house, the schools and whether it's a safe neighborhood.

Still not convinced? Think of it this way.

If we know your natural communication style is more cell phone in nature, yet the majority of your clients (and prospects) fall into the regular phone category, then doesn't it make sense to alter your own communication style to more effectively interact with those individuals?

In other words, if everyone doesn't communicate in the same manner that you do, then you're going to have to do something to more effectively communicate with them.

That's true whether you're meeting someone for the first time at a networking event, or if you're conducting a listing presentation for a prospective client. People (read: prospects) are most receptive to messages that are presented in the manner they're most comfortable with.

And by altering your own communication style to the one that best fits the recipient, you'll be able to:

• Waste less time in the car, and spend more time selling homes, since you'll know exactly what the buyer wants. Leave the miscommunications and the all-day drives for your competition.

• Help keep the deal on track, even after something a little unexpected comes up. And whoever thinks that "damage control" isn't affected by the manner in which you communicate the message, I've got two words for you: Home Inspection.

• Make your life a little bit easier when interacting with the other person's Realtor. I know that in some cases this person might actually be your competition, but they have a communication preference too. And being able to relate to her in a manner that best fits her personality can go a long way towards making the process a whole lot smoother for everyone involved.

So how can you talk in a language everyone can understand? Easy.

If you're a "cell phone" person and you're talking to a person just like you, congratulations! You don't have to change a thing. However, if you find yourself interacting with a more slower paced, "regular phone" person, then here are two things to do.

First off, slow down your rate of speech. When you first do it, it's going to seem like you're moving in slow motion. But believe me, when interacting with a "regular phone" prospective client, the last thing you want is to come across as the smooth-talking, fast-moving Realtor who has all the answers.

After that, make a conscious effort to eliminate all industry jargon from the discussion. Remember, this is a person who likes to have a 100 percent understanding of what he hears. So if you're throwing around MLS, ASHI for example, you've left him with two options:

1. Ask you all kinds of questions about the process, which may or may not be relevant right now, or

2. Not ask you any questions and list with the competition because something just didn't "feel right" when he was talking to you.

And of course, if you're a "regular phone" person talking to a cell phone individual, then the exact opposite advice is true. Stick to the facts, give him the "headlines" and don't go into any unnecessary detail.

Think of your conversation with him as if you're writing an article for the USA Today: High level, headline-driven, and turn to page 4 for the rest of the story.

So now imagine yourself talking to all of your prospects in a language they can understand. Being able to meet a person for the first time and two minutes into the conversation, you know exactly where they stand and can adjust your style accordingly.

Think that will help you sell more homes?

You bet.

Published: March 16, 2004

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As a popular speaker and author of the resource How to Get More Business in Today's Tough Market, Brian specializes in helping busy agents get more leads and close more deals - even in a market as "challenging" as this. For a free report on 2 Easy Ways to Get More Business in Today's Tough Market, just email my office and we'll send it right over.