Jake Burhans teaches how to sell to influencer personalities, the talkative types who veer into personal stories. Redirect tangents back to the property, ask sharp questions to get what you need fast, and stay assertive enough to keep control of the call.
When I'm talking to sellers, this is how I deal with an influencer personality type. First of all, what is an influencer? An influencer is someone who talks a lot, right? They're very easy to talk with. Oftentimes they'll get on the phone and just want to tell you their entire life story, right? The key points here that you need to steer them on track, you need to keep them on track, right? You may be trying to bond with them and ask bonding questions, and they'll get off on a tangent. You'll end up talking about their mother's cousin at the grocery store. Which is not relevant. There's 3 things I keep in mind when talking to these types of people. One, they get to talking very easily, right? So I have to steer them back on track, right? If we get off on a tangent about something that's not really relevant, that's beyond like just bonding with them, I have to bring them back to the conversation and talking about the property and getting the information that I need. Secondly, I'm asking efficient questions, meaning that I know that I can only say so many words, right? So I have to make sure that I'm asking questions that are going to get me valuable information when I can get a word in. The third thing is you have to be a little bit assertive, right?
