4 Tips for Marketing to Clients Using the BOLT System: Part 2- Owls

HDC_BOLT_System_Tips_Part_2_1936The 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 that people have.

In case you missed the first edition of this four part series, Homes.com discussed the best ways to manage your relationship and tailor your marketing strategy for straightforward and control seeking “bull” clients. This time around, you’ll be gaining insight into the minds of clients with the “owl” personality.

Unlike bulls who are quick to jump into a purchase decision, owls are more methodical in their approach and always strive for perfection. These types of individuals generally hold detailed oriented occupations like an accountant or engineer. An owl hates making mistakes, so you can expect to receive a lot of phone calls and even more questions when it comes time to make a decision.

Here are 4 tips that will help you put these types of clients’ minds at ease during the home buying process, while also making it as painless as possible for you!

1. Always Be Patient

If you think that a property tour or phone conversation will be quick when dealing with a client who has an owl personality, think again. They’re going to make a decision, reconsider, and make the same decision again, but don’t let it get to you. Instead, make them feel comfortable by slowing down and moving at their pace. In other words, don’t get pushy or overly excited about a particular listing because it will leave them overwhelmed. You may also want to set aside a little extra time for whenever you have a meeting with them, just to be safe!

2. Ask Plenty of Questions

Although owls know what they want, it may be hard to get that information from them because they are far less likely to openly express their thoughts. Odds are that they already have a list of things they are looking for, so be sure that you are frequently asking them questions to make sure you are marking items off this list. Once you’ve been able to determine what they want out of a home, it will be much easier to meet those expectations, because you’ll know exactly what they’re looking for and you can only show properties that meet that criteria.

3. Show Your Expertise

You’re the local real estate expert, but owls will really put your knowledge of the market to the test. Sure they’ll ask the normal questions about the square footage of a home, pricing, and the number of bedrooms, but you can bet your bottom dollar that they will need more detailed information. What’s the average electric bill for a house this size? Who would be the best cable provider for this neighborhood? Questions like these are going to come up, so be proactive and give yourself a little refresher course on some of the data that you generally don’t use. Unlike bulls who desire quick and simple answers, owls are more than happy to listen to any information that you can provide.

4. Cover All of Your Bases

If you can’t already tell, it’s going to be difficult for these clients to decide on which home they will purchase. Refrain from being pushy, but it would still be a good idea to ask them questions like “Have I explained everything clearly?” or “Are there any other questions that I can answer?” Don’t try to rush their decision, because it will only make them uncomfortable. Just make sure that you’ve provided them with everything. It’s one of the biggest financial investments of their lives, so you just need to ensure that they have all the information needed to make an informed decision.

Getting to know the personalities of your clients will allow you to provide a better home buying experience, thus allowing you to further your reputation as the local real estate expert. Check back to find out all you need to know about “Lambs,” the next set of personas from the BOLT theory. Until then, download the Homes.com “Rise to the Top: Be the Local Expert” eBook for even more tips on connecting and building relationships with local buyers, sellers and renters!

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