Ep. 292: Is a Sales Career Right for You? [and How to Get the Job if It Is]

5 Reasons Why Introverts Can Be Great Real Estate Agents

There is virtually no correlation between being an extrovert and having a successful sales career.

Who should listen: Anyone who is interested in exploring a career in sales.

Key idea: Sales is an art and a science. There are some people with inherent traits that may give them an edge, but everyone can learn the necessary skills.

Action item: Take the free Predictive Index Behavioral Assessment we’ve included in this episode. It will teach you about your strengths, weaknesses, and motivation.

This week’s Silver Dollar episode is all about pursuing a career in sales. We talk about different types of sales positions, why someone would want to become a sales professional, how to prepare for and ace an interview for a sales position, and the types of personality traits that are well-suited to a sales career.

It’s this last topic about personality traits that raises more than its fair share of questions among people who want to move into sales or who are considering hiring someone for a sales position.

Specifically, folks want to know whether an introvert can be a great salesperson.

The answer is absolutely, but they may need some time at the end of the day to regain their vigor.

Don’t underestimate the power of introverts

Introverts are staging a quiet revolution against the extrovert bias that exists in business and generally across American society. Through research, books, and TED Talks, introverts are speaking up in unobtrusive ways about the power of introverts, and why anyone who has them as members of their company teams should be grateful.

Across careers, success is more a factor of conscientiousness and emotional stability than extroversion.

Here we want to expand on the idea that introverts can be great real estate agents because of the qualities, skills, and natural strengths they possess. But first things first—we need to clearly define what it means to be an introvert.

Introverts are generally perceived as quiet, reserved, and thoughtful, and while introversion and shyness are often used interchangeably, they are not the same thing. Introversion is a preference while shyness is a fear. Introverted people prefer the contemplative life as opposed to the hustle and bustle of the world. They will generally try to avoid large social gatherings, and they can be uncomfortable when they are the center of attention.

However, the defining characteristic of introverts is they crave times when they can be alone because it is in less-stimulating environments that they can recharge their batteries.

Extroverts are the opposite. They fuel up on stimulating activities and interacting with others. Extroverted people will attend parties on Friday evenings after a long work week while the introvert can’t wait to get home to a hot bath and a good book.

1. Introverted agents know how to listen well.

Introverts won’t just hear what their clients say—they’ll know what motivates their clients as well as develop a deep understanding of their clients’ wants and needs.

Introverts know how to be quiet when someone else is talking. They like to analyze problems and situations, so they’ll likely ask a lot of questions. When they do speak, it’s after they have had time to think.

They’re also very good at observation, so they’ll pay attention to things such as body language, rising tensions and anxiety, and how long a client may linger in one room versus another. An introverted agent will rarely take a client to see a home that is unlike what they were looking for.

These natural strengths enable introverted real estate agents to develop deep relationships with their clients.

2. Introverted agents are diligent problem-solvers.

The same tendencies to analyze situations and exercise their powers of observation, plus their ability to focus on a problem and promote a calm environment, make introverted real estate agents the ones you want on your team if something goes wrong.

Real estate agents are human, too, so they can get as caught up in the emotions of a home purchase or sale as their clients. Introverted agents, however, can be more in control of their emotions when the unexpected happens than extroverted agents, who often wear their emotions on their sleeves.

All agents should want to help their clients, but an extroverted agent may be more prone to snap judgments that may not be in their clients’ best interests. An introverted agent, on the other hand, will rely on their thoughtful nature and likely bring a more practical perspective to a situation that could end up needing to be negotiated.

3. Introverted agents will overprepare.

“Winging it” is simply not in an introvert’s vocabulary, and “overprepared” is . . . well, just being prepared.

Along with their thoughtful manner, introverted agents will want to be prepared and organized before they enter into a situation. They’ll do their best to anticipate what might come up and develop rehearsed strategies for what to say. They’ll have a purpose for every decision they make.

Additionally, in being prepared, introverted agents are likely to know everything you could possibly need to know about a home, the neighborhood, the schools, the tax structure, the other agent, the potential pitfalls—they feel most confident when they have a deep understanding of the situation.

4. Introverted agents trust their guts.

At first, this quality may seem counterintuitive to what you want in a real estate agent, but introverted agents have good reasons to trust their instincts.

We already know introverted agents have done their homework. But they also typically don’t need to rely on others to get a job done well; they’re self-reliant and prefer to work autonomously. They’re assured that they understand their clients’ needs. Finally, they don’t need any external validation of their abilities; they know when they’ve done a good job.

These qualities add up to a very important trait that you want in a real estate agent: confidence.

5. Introverted agents create strong relationships.

Introverts value quality over quantity. It’s one of the reasons why introverts often have fewer friendships than their counterparts—they prefer to have a handful of loyal, close friends with whom they feel a deep connection than a cadre of acquaintances and informal connections.

In real estate, this preference for high-quality, authentic relationships helps ensure that introverted agents will build trusting connections with their clients, and, as every agent knows, these kinds of relationships are gold. Agents who maintain trusting relationships with their clients will garner more repeat business and referrals than those who don’t, and that makes getting new leads easier and less expensive.

As capable as an introverted real estate agent may be, it is important to remember that introversion is only one of several traits that exert influence on a person’s potential for success. Some of these other traits, such as conscientiousness, are even more powerful predictors of exceptional performance.

Still, at the very least, the reasons discussed above should give brokers looking for agents and people in need of an agent compelling motivation to consider hiring a more introverted agent.

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Connect | Resources

• The Predictive Index Behavioral Assessment remindermedia.com/staypaidPI
• If you’re an introverted real estate agent who wants a coach that respects your preferences, check out Ashley Harwood at moveoverextroverts.com.
• FREE printable: Cold and Flu Season Hand Sanitizer Tag. If door-knocking isn’t your thing, attach your business card and a small bottle of hand sanitizer to these tags, and then leave them in high-traffic areas.