Hi, it’s Lou Brown
with another one of my amazing 101 ways for real estate investors
like you to win, close more deals, and accelerate your cash flows.
Today’s tip is number 26. Figure out the personality type
you are dealing with and negotiate accordingly. Now, what do I mean by that? So, you want to listen
to people. Listen. Even over the phone,
you can discover what personality type
you’re dealing with. Now, there’s 4 basic
personality types. Of course, there’s
iterations of this and everybody’s got
all 4 personality types but the important
thing to learn is that there’s 4 basic
personality types. ‘A’, that means
bottom-line oriented. They’re not interested
in your conversation. They just want to know how much
you’re gonna pay them for the house. Well, you don’t know yet
and so you got a deal with and overcome
that personality type. ‘B’, they’re all about
the looks. So, I’ve got A, B, C, D
are the 4 personality types that I teach and ‘B’ is about the looks.
You know, how does it look? How does it make them look?
Do they like how it looks? So, usually you can tell a ‘B’
because they will talk to you, they will listen to you
and you can hear it in their voice that they care about the looks
of their house. And so, they’ll talk about their house, so, they’ll talk about
some of the nice things that they did to their house
and with their house. Now, they’ll also say,
“Well, you can’t come now.
I gotta clean up”. So, obviously, they care that you think
that they are clean and that they are pretty
and they are nice. Now, you can always tell a ‘B’
because they usually have nice hair and nice jewelry, earrings,
bracelets, necklaces. And the woman, she’s amazing, too.
[laughs] You know, people that are,
you know, they care about their looks. You can just tell
because of the way they dress and how sharp they are.
And they care that you think that they’re sharp as well. So, you want to compliment
them on their looks. Now, ‘Cs’, they are computer brains,
they’re all detail oriented, they want details, and more details,
and more details, and more details. Well, what do you do?
You have to talk to them in their language.
And that’s the ‘Cs’. Now, the ‘Ds’, the ‘Ds’
are just wonderful, caring, loving people on the planet. They take care of people.
So, nurses, firefighters, police, anybody that takes care of people. ‘Ds’ are, when I say police,
I’m talking about the less aggressive ones,
maybe the ones that work in the office. The ones with guns, they’re more
of a different personality type. But these are the things
that you want to learn. Once you learn these different
personality types, it will change how you’re
negotiating with people, it will change what you say
and how you say it. So, you want to learn
how to listen, you want to learn
how to speak, when you’re with
these personality types. Now, I teach you about all
the personality types in Negotiations. Now, this is Volume 3
of my whole enchilada of real estate investing. You can learn more about that
at StreetSmartInvestor.com Just click on Tools
and go to Volume 3: Negotiations. By the way, you do your own
personality test as well to find out
what personality type you are because your interaction
with others is relative to the personality
that you have. And, let me
tell you something. Once I learned about personalities
and personality types, I learned
how to speak to people and then I discovered
that they could actually hear me and I did a lot more deals. So, this is a very important part
of your overall strategy in your learning. I hope you enjoyed this.
I hope you’ll use it. I think it will make a difference.
I know it will in your life. I’d love to share more
of my profitable free tips with you. How can you get more?
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to see you soon. Thanks for watching.