4 Tips for Marketing to Clients by Personality: Part 1 - Bulls

Have you ever wondered why some of your clients are far easier to work with than others? Or maybe you've found that some of your real estate marketing and sales tactics tend to work better with certain clients, but not so well with others. Every client is going to want something different out of their homebuying experience, and the way you interact with each of them should be tailored to meet those expectations. Understanding what makes these soon to be homeowners "tick" can give you a better idea of how to position your business as a valuable resource.

The BOLT System, created by Charles J. Clarke, provides guidance and tips on closing sales, generating leads and negotiating terms, based on an individual's specific characteristics. BOLT stands for bulls, owls, lambs and tigers--each of which represents a particular type of personality. Homes.com will be examining each of these character traits to highlight how you can use them to create a more positive experience for the clients that fit under each category.

The Bull

Straightforward and always seeking control of the situation, clients who fit under the "Bull" category are ready to get down to business. Bulls know what they are looking for, and they expect that you are able to recognize those needs and fulfill them as quickly as possible. More than likely, they won't be spending a lot of time making decisions and will be prompt in everything they do.

You can often tell if you are dealing with a bull after the first phone call. Instead of answering the phone with a response like "Hello, this is Dave, how can I help you?" a bull will be short and concise by saying something like, "This is Dave" or "Dave speaking." This is a sure sign that you'll be working with a bull. Here are four tips that will help you adapt to working with these assertive clients.