4 Reasons Introverts Make Great Real Estate Salespeople

by | BiggerPockets.com

Stephen Hawking said, “Quiet people have the loudest minds.”

Quiet people, who could sometimes also be classified as introverts, are typically not the group of people you would label as the salesman type. But now, after years of being involved in sales and specifically real estate, I see that some of most common attributes of introverts are what make a great salesperson in this industry. I hope this article will encourage those who would label themselves as introverts to see this as the asset it is and utilize it in their own investing/business.

Sales is the engine that drives business. Every day, to generate income, you have to sell something. You sell yourself; you sell your beliefs; you sell your products, services, connections, worth, and so on. If you cannot sell, you will not produce income.

Even though sales is vital for a business to succeed, if I say the word “salesman,” what pops into your head? Maybe a guy in an expensive suit and flashy watch walking up to you with a big smile on his face, ready to smoothly yet aggressively persuade you to buy a used car from his lot? Many of us have this or a similar stereotype of salespeople. We conjure up extroverted smooth talkers who can close the deal through their high energy, outgoing conversation skills. But in real estate, things are different. The successful sales people in real estate take a different approach. Even if you don’t see yourself as a good salesperson, you may be perfect

For years, I had this same type of stereotype in my head. But then I had several people tell me I was a great salesman. I thought, “What are they talking about? I’m no salesman.” I am usually the quiet person in the room. I have a small group of friends. I typically prefer solitude over social settings. It’s not that I am shy, because I’m not at all. It’s just my preference. In other words, I am in introvert. And in my mind, introverts were not good salespeople because they weren’t like the used car salesman.

As our real estate business continued to grow, I had more people extend the compliment that I was a good salesperson. Eventually, after embracing the responsibilities of sales and marketing in my business, I realize now that I am a good salesperson — and that being an introvert is actually what makes me good. In business, being able to sell is vital for success, but it doesn’t require you to fit the used car salesman stereotype.

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Related: 5 Strategies to Cater to Spanish-Speaking Sellers (When You Only Speak English)

If you are selling used cars, widgets, or some other thing where you have a short amount of time to close the transaction, the classic, stereotypical salesman approach may be the most successful, but in real estate, I have found the exact opposite. A great quote that outlines this well is, “If people like you, they will listen to you. But if they trust you, they will do business with you. The investors who can buy the best deals from off-market sellers, negotiate creative terms, and raise money from investors are patient, relatable, genuine, authentic, empathetic, problems solvers through listening. These traits fall right into the wheel house of an introvert.

What makes introverts such good sales people in real estate?

4 Reasons Introverts Make Great Real Estate Salespeople

They have the ability to understand the needs that drive your customer.

As the quote at the start of this article said, “Quiet people have the loudest minds.” Often the most powerful skill in sales is the ability to listen to someone, ask a brief question, and continue listening. All the while, your mind is working in the background to identify what need or goal your customer has and how you can add genuine value by solving that need. Dominating the conversation will not allow you to uncover the needs of your customer.

They have the resourcefulness and drive to find a solution to the customer’s needs.

Over years of listening, reading, and absorbing information, a good salesman will have the ability to anticipate potential questions or objections and solve them before they are even asked. After having a full understanding of the customer’s needs, the good salesperson will take what he/she has heard and pose a clear but simple solution to how he/she can and will fulfill the customer’s need.

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Related: How to Overcome Your Fear of Making Low (But Fair) Offers to Sellers

They are genuine.

Typically, an introvert says far less than an extrovert, so when they do speak, the words they say carry a lot of meaning and purpose. What this does differently from the salesperson who can talk up a storm is build trust. If you overload the conversation with too much, you can often set off someone’s “BS meter” even if you are not BSing. The fact is, if you add fluff around the vital content, you are often going to make people skeptical. Introverts talk less, so they get to the point.

They appreciate a valuable relationship.

Going through life with a much smaller social circle, introverts often place a higher value on the relationships they do have. In the real estate industry, transactions are often high-dollar, and strong relationships build trust — and authentic trust is vital to complete these transactions. The inherited traits of patience, empathy, and gratitude that many introverts carry are just some of the reasons they often build and maintain strong, lasting relationships.

To all the introverts out there: Do you feel that you have an advantage when it comes to sales? Why or why not?

Let me know with a comment!

About Author

Jered Sturm

Jered Sturm is co-founder and director of sales and marketing at SNS Capital Group. Jered began in the real estate industry in 2006, working for a successful real estate investment company as a handyman. From 2009-2012, Jered co-founded the construction company Sturm Properties. Using his background in contracting and construction, he began investing in “Value Add” real estate. Now, after co-founding SNS Capital Group, Jered has conducted over 10 million dollars in real estate transactions. He currently co-owns and operates a portfolio worth over 3.7 million dollars in investment real estate.

11 Comments

  1. Devin McGowan

    Hey Jered, thanks for the article. I read this at the perfect time. I’m definitely an introvert and always thought that would hold me back, but reading this I can see that my personality doesn’t hurt my chances at investing. I also started reading a book called To Sell is Human. It has very similar content to your introduction about Sales and what it means to be a salesperson. I’m glad I started reading that book and this article around the same time. I’ve never thought of myself as a salesperson, but I can see that is an important element of the game. This was an encouraging read!

  2. Samuel Awosolu

    Definitely a breath of fresh air to read. You always hear that you need to be very outgoing and have high energy when it comes to real estate sales. I see some people are just over the top with it or it just doesn’t look authentic.

    I always felt I could bring those traits in my own way or modify my tone enough so that those elements still come across to people I’m working with. I also notice not all people want that high energy rah rah attitude. It can come off or be perceived as excessive or over the top. Glad I wasn’t thinking alone on this topic. I resonate completely with the article and I’m glad you were able to share your opinion on it as well.

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