The document discusses different communication styles that clients may have and how to best work with each style. It identifies four main styles: analytical, social, people pleaser, and commander. For each style, it provides tips on what that type of client wants and how to effectively communicate and work with them. The overall message is that understanding a client's communication style is key to providing good customer service, creating value, meeting their needs and retaining their business over time.

1. Consultative Selling Understanding your clients’ needs

2. Today, consumers want… Attention Responsiveness Knowledge Care

3. Who do you want as a client? Value Seeker Willing to pay fair market value Willing to work with you to achieve results Listens to your expertise and recommendations Bargain Hunter Wants the cheapest price possible Unsure of what they want Not only wants the lowest price, but the best home

4. Four Styles of Communication Determine your communication style. Understand your client’s style of communication.

5. Communication Style #1 ANALYTICAL Deep thinker Takes time to make a decision Wants it in writing Methodical and slow to act Deliberate decision maker Consults others

6. Communication Style #2 SOCIAL Likes to talk and visit Wants team support Involves others in decision making Needs little facts

7. Communication Style #3 THE PEOPLE PLEASER Cares what others think of them Afraid to make an unpopular decision Procrastinates decisions for fear of making the wrong one Sometimes parental in nature

8. Communication Style #4 COMMANDER Bottom-line focused Wants only the facts Makes quick decisions on their own Doesn’t consider other people’s opinions Has an aggressive nature

9. Working With an Analytical Communicator Wants to be informed with what you intend to do Wants a total market overview Wants comparative data

10. Working With a Social Communicator Usually, wants to discuss buying over coffee or lunch Wants you to listen to their ideas about purchasing Wants to feel connected and in partnership with you

11. Working With a People-Pleaser Wants you to like them Wants everyone to like their decision Wants to take the glory for the decision Doesn’t want to be accountable for any problems related to the decision

12. Working With a Commander Wants to know how this purchase will improve their bottom line Wants mortgage tables and historical pricing data Wants to move quickly once a decision is made

13. What Your Client Needs to Perceive The benefits you provide to them The benefits your competitors provide The reasons why you will fill their needs better

14. Create Perceived Value Know what the competition provides Know what you provide in comparison Provide extra value through customized service

15. Enhance Perception Provide a menu of services Know what your competitors offer Create client profiles Be knowledgeable

16. Increase Success and Retain More Clients Understand the styles of communication Inform your clients of the services you provide Customize and respond to your customers’ needs Focus on value-based selling