On this episode of the Realtor Fight Club podcast, hosts Jenn Murtland and Monica Weakley have a short tiff about who is better at sales, introverts or extroverts. Then, Jenn interviews the great Jay Kinder about what has brought him success.
Episode Highlights:
- Monica considers herself an introverted extrovert, one that needs to get away from others to recharge.
- Everyone has their own form of recharging depending on their home situation.
- Jenn believes that for the most part, extroverts have an easier time in the sales game.
- Alan, Jenn’s partner, is an introvert, but he is a monster at being a real estate agent.
- Monica thinks that it doesn’t matter whether you are an introvert or an extrovert.
- Extroverts aren’t necessarily better at sales, they are just more natural when it comes to finding sales.
- The sales game is dependent on an agent’s ability to meet people and build relationships.
- Introverts need to find a way to build the relationships they need to hit their quotas.
- Sometimes, an extrovert’s need for someone to like them can get in the way when people tell them no.
- There can be no attracting business without repelling as well; not everyone will love you.
- You have to be willing to turn some people off because, at the end of the day, sales is a numbers game.
- Extroverts are going to have different problems than introverts, a reality that Jenn concedes to.
- This week’s tiebreaker, Jay Kinder, is an agent trainer with eXp, having coached thousands of different agents.
- Great enthusiasm led Jay to a lot of the success that he achieved early in his career.
- The best salesperson that Jay knows is his partner Michael, a natural introvert.
- Jay believes that his partner is an anomaly and that extroverts make the better salespeople.
- Introverts can be great at sales if they are willing to adapt to the situation at hand.
- When Jay has failed, he has found that he was coming on too hot and was too enthusiastic.
- As Jay became more skilled and experienced in sales, he naturally became more enthusiastic.
- Both Jenn and Jay have noticed that their introverted partners give well thought out answers as compared to their knee-jerk reactions.
- Though he was the #2 agent in the world for Coldwell Banker in his best year, Jay was still #2 in his own market.
- As his career has progressed, Jay’s goals have progressed from being production-oriented to time-oriented.
- It’s important to surround yourself with people that will show you how to reach your freedom goals.
- eXp has created a business model that has never existed in the real estate industry before.
- People’s natural tendency is to listen long enough to hear why something won’t work for them.
- For agents that are stuck in that 30-40 sales a year zone, the problem lies in their marketing.
- Get clear on what is important to your life and build a business that serves that vision.
3 Key Points:
- Both Monica and Jenn agree that extroverts have an easier time with the sales process because building relationships comes more naturally, but Monica doesn’t think that necessarily makes them better.
- However you find your leads, whether it’s open houses, coffee, social media content, get out there and do it. Consistency is vital.
- Extroverts are going to have problems with verbally vomiting all over people while introverts will have trouble bringing in the business.
Resources Mentioned:
