If you're a student of psychology, you'll enjoy learning the science of behavior, which answers many questions to generating more referrals from agents. Back in 1926, a psychologist named William Marston Molten identified four traits of human behavior: Dominance, Influence, Steadiness & Compliant.

 

 

 

If an agent's highest dimension is D, than they tend to be strong-willed with a high sense of urgency. High D's believe in taking quick action and getting fast results. They can lose patience easily and aren't afraid to speak what's on their mind, even if it's negative or confrontational.

 

Recognize: Agents as high D's are fast paced and controlling. Your best strategy is to communicate briefly and to the point, avoid small talk and be results-oriented. You can be more persuasive by discussing how they directly benefit from your service, i.e. higher earnings, bigger commission checks, greater sales volume, doing more in less time.

 

 

If an agent's highest dimension is I, than they tend to be enthusiastic and positive most of the time. High I's believe in teamwork and focusing on positives. They seek the approval of clients, and enjoy public recognition for their achievements. However, they don't like confrontation and hate disappointing others.

 

Recognize: Agents as High I's are cheerful and optimistic. Your best strategy is to be informal and conversational. You can be more persuasive by discussing how their clients benefit from your service, i.e. frequent loan status updates, stress-free lending experience, frequent client appreciation parties.

 

 

If an agent's highest dimension is S, than they tend to be more loyal to their primary lender and resistant to change. They avoid conflict, so rather than argue, they'll let the other person have their way. However, if they are backed against a wall, they will lash out or act hurt.

 

Recognize: Agents as High S's appear timid and avoid strangers. Your best strategy is to take things slow. Spend much time developing personal rapport before discussing business. You can be more persuasive by expressing emotional benefits and providing assurance, i.e. our "On-time Closing Guarantee" delivers peace of mind for you and the buyer. If we don't close on time, we credit the buyer $100 everyday until it closes...

 

 

If an agent's highest dimension is C, than they tend to be quiet and reserved. They think carefully and clearly about tasks, plan ahead and set high standards. They believe in making fewer errors and avoiding big risks. If they see your ideas as unrealistic, you'll have no credibility.

 

Recognize: Agents as High C's socialize minimally and are detail-oriented. Your best strategy is to be logical and conservative, use graphs and statistics to explain your position. You can be more persuasive by delivering a detailed presentation that includes the pro's and con's.

The key to greater effectiveness is to learn how to adapt your style to meet the agent's point of view. It's not about changing who you are, but understanding why you respond, feel and behave the way you do. Once you understand your point of view, it becomes much easier to understand others. And when you understand others you can relate better.