Style Flexing is the skill of adapting your communication style to better connect with different personality types, and it can be the difference between a missed opportunity and a meaningful sale.
In this training, we explore how to quickly assess a client’s personality using simplified Myers-Briggs principles, and how to adjust your approach based on whether they’re introverted or extroverted, fact-driven or intuitive, logical or emotional. You’ll also learn how subtle adjustments, like choosing the right follow-up method or recognizing cultural preferences, can create smoother experiences and stronger relationships. From tailoring tours for introverts to understanding unique buyer niches like Puerto Vallarta’s LGBTQ+ clientele, this is your guide to thoughtful, adaptive, and effective selling.
Key Points
Style Flexing
First of all, I’m here to be a golf pro – when you are a good golfer, you work with a golf pro to help you shave a few strokes off of your game. None of you are beginners, and I’m here to share a Style Flexing training that you may find useful to add to your existing bank of knowledge.
What is Style Flexing? A deliberate attempt on the part of a salesperson to adjust his or her communication style to suit the personality of the buyer. Also called Adaptive Selling.
EXAMPLE – Buying a car. How do you Style Flex for those two types?
You are already style flexing when you ask a client at the end of a tour if they would like to be dropped off at their hotel, go have coffee and discuss the properties.
What about the Boardwalk personnel that work in the office? They can use the exact same techniques to discover how the buyers and sellers prefer to show up in the world, and adjust the way they communicate to make the entire experience flow more seamlessly for Boardwalk clients.
Once agents have learned to identify the various styles, they should alert the office staff to our clients style preferences.
THIS IS A SIMPLIFIED VERSION of the Myers Briggs work, and there is great value for those who are interested to explore further. The goal is to make a quick assessment of your client, then use various trainings to shift your style to improve your chances of making a sale.
Myers Briggs Personality Inventory – Ask and assist in identifying their types – have them write down each answer
- Where do you get your energy? How do you charge your batteries?
- Where do you get your information?
- How do you process that information?
- How do you act on that information?
Have people talk about what their personal type came out to be.
(E) Extroverts
Extroverts are energized by people, enjoy a variety of tasks, a quick pace, and are good at multitasking.
(I) Introverts
Introverts often like working alone or in small groups, prefer a more deliberate pace, and like to focus on one task at a time.
(N) Intuitives
Intuitives prefer to focus on possibilities and the big picture, easily see patterns, value innovation, and seek creative solutions to problems.
(S) Sensors
Sensors are realistic people who like to focus on the facts and details. They apply common sense and past experience to find practical solutions to problems.
(T) Thinkers
Thinkers tend to make their decisions using logical analysis, objectively weigh pros and cons, and value honesty, consistency, and fairness.
(F) Feelers
Feelers tend to be sensitive and cooperative, and decide based on their own personal values and how others will be affected by their actions.
(J) Judgers
Judgers tend to be organized and prepared, like to make and stick to plans, and are comfortable following most rules.
(P) Perceivers
Perceivers prefer to keep their options open, like to be able to act spontaneously, and like to be flexible with making plans.
I am an ENFP. David is also an ENFP. So why do we seem different, and how can you tell?
Extrovert Introvert
20 _____________________ 0 ________________________ 20
Trent David
Both are introverts, but Trent is a 20 and David is a 5. Trent will explain this.
Where do you get your energy? How do you charge your batteries?
- “I” Introvert – They may want to go back to the hotel after a tour
- “E” Extrovert – They may want to go to a restaurant and talk about the properties they have seen.
- Ask the clients what they prefer – Trent will give examples
Where do you get your information?
- “S” Sensors get their information from Concrete Sources – These people may want CMA’s, and to see what has sold in the last several years. If they are a combination of “I” and “S” they may need time to process what they have seen before they’re ready to talk with you about it.
- “N” Uses iNtuition – These people may fall in love with a property and say they want to make an offer, or have a negative feeling about a place that they won’t be able to shake.
- Observe them and shift to accommodate them
How do you process that information?
- “T” Thinker – These people may want to know utility costs, operation costs like insurance, and details about Property Management Companies.
- “F” Feeler – These people may want to talk about the vibe of a neighborhood, or the culture of a particular complex. A property may just “feel” right. And you will want to make note, and remind them.
- Observe them and shift to accommodate them
How do you act on that information?
- “J” Judger – Black and white thinking.
- “P” Perceiver – Shades of grey thinking.
- Ask leading questions, and assess from their answers
Examples of various combinations: ENFP vs ISTJ. Who should be selling, and who should be overseeing the legal and regulatory coordination?
Puerto Vallarta has more than its fair share of property buyers and sellers who identify as gay. This quick discussion can help you position yourself to up your chances of landing a client and making a sale.
Kinsey Scale of Sexual Orientation
- 0 | 1 – 2 – 3 – 4 – 5 – 6
- Understanding the type of gay client you are working with. Style Flex to accommodate them.
- Quiet stay at home married guys could be happy in Concha’s Chinas or Amapas, or depending on their budget, Versalles or Cinco de Diciembre or something similar.
- Gay beach and nightlife loving, party loving couples or singles may want to be close to either Day Gay or Night Gay or perhaps in between. Day Gay is the gay beach area, and Night Gay is the gay bars and gay clubs area. Use a map and discuss where they think they want to be.
- Gay investment buyers are helped by understanding this, and you should talk about the ability to advertise on MisterBandB.com with “One block from the gay beach “or “Just steps to all the gay nightlife”.
Day Gay is highlighted on the beach, and Night Gay is highlighted focused near Lazaro Cardenas Street.
