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Personality
Types - A brief Overview |
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Being
in Real Estate, your daily activities rely strongly on dealing with
people and in dealing with people, it helps to understand them. In any
given day, you might talk to buyers, sellers, title professionals, mortgage
officers, inspectors, etc. As a Real Estate agent, your success can be
affected by how easily interact with these different people. Being able
to
understand general personality concepts and learning to indentify traits
can help you immensely in closing sales, getting an inspection done
faster or getting a fee reduced for your client. All of this translates
to career
success and longevity. In learning more about yourself, you can be more
aware of why certain activities are easy or simple while others can be
like pulling teeth. In identifying your strengths and weaknesses, you
might
find it easier to do certain aspects of a transaction yourself while delegating
other parts to someone you identify as strong in certain areas.
Let's take a look at some simple concepts...
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Extraverts
and Introverts |
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With
any of the types, people are different levels. You
might find someone that is just slightly on the side
of Extravert and only slightly outgoing whereas
other times you find someone that is constantly
wanting to be in the spotlight because they are 100%
Extraverted.
Extraverts - Tend to want to be center of attention
more often than not. They get their energy from
being around and interacting with other people.
Will be the center of attention whenever the
opportunity avails itself.
Introverts - Introverts prefer to sit in the background
and observe. Many times, they prefer to be alone
or in small groups. Tend to me more comfortable in
their inner world of thoughts, feelings, fantasies,
dreams and so on.
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Detailed
or Big Picture |
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Detailed
types - people that are happy in the details
are usually best as accountants, loan processors,
scientists, etc. They'll notice what shoes you're
wearing whereas the big picture people won't even
remember what color your shirt was 5 minutes later.
They are the ones that will get things finished and
revel in the little things.
Big Picture types - See "everything" at
once and are
great at relating things to one another. They don't
excel at finishing things but are good at overseeing
those that do. You might find the extreme ones
prefering homes with views... |
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See
practical
Real Estate
applications
below... |
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Put
them together... |
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In
the example above, it shows someone that lands
in the middle of the extrovert/big picture quadrant. That
might suggest someone that is comfortable in front
of people and good at presenting themselves and
ideas.
In contrast, imagine someone that is strong in the
detailed/intraverted quadrant. Maybe they don't feel
comfortable presenting in front of others, but are good
at marketing and completing the transaction.
Practical Examples...
If you are aware of your strengths and weaknesses,
you can adjust. Maybe example 1 hires someone to
process their transactions after the sale itself has
been made vs. example 2 who might build a team
and specialize in generating leads and distributing
them...
In dealing with the public and others involved in the
transaction, you might keep these ideas in mind...
Loan Officers - If you have one that is strong as an
extravert and big picture oriented, you might want to
follow up more often on some of the details of the
loan process or make sure their processor is a
detailed person.
Closers/Escrow Officers - Again, you want someone
that is detailed or is backed up by someone that is.
In both these cases, it helps to build a team with
those that are similar to your type because typically
you will attract clients similar to you because people
tend to be more comfortable with like-kinds. You'll find
it easier to prospect and "sell" your type and similar
and your clients will find it easier to say yes to you if
they are in a similar category. Usually, though, only
the extreme opposites should truly avoid working with
each other.
Inspectors - They truly need to be detailed but also
shouldn't be entirely on the introvert side being that
they need to interact effectively with clients during
the inspection. |
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Carl
Jung takes it further... |
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Carl
Jung, a Swiss Psychologist born in 1875, was
originally a student of the Freudian theories of ID,
EGO and SUPEREGO. Freud had said that the goal
of therepy was to make the unconscious conscious.
But Freud made the unconscious sound like something
none of us would ever want to reveal. To Freud, our
unconscious was a conglomeration of
uncontrollable
cravings and desires and bad memories that will come
back to haunt us when least expected.
Jung set out to make the study of this inner
consciousness his life's pursuit. He had a strong
background in Freudian theory, religious studies and
symbolism as well as languages.
What Jung came up himself was a theory that splits
the human psyche into 3 parts. The ego, the personal
unconsciousness and the collective unconsciousness.
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The
Ego - Jung's name for the conscious mind.
The Personal Unconscious - This is anything
that is not in the conscious mind but could be,
such as memories that are easily brought to
mind or those that have been suppressed for
different reasons.
Collective Unconscious - Which Jung, being
subject to visions and symbolic dreams on a
regular basis, believed to be an individual's
"share" of humankind's experiences, instincts
and knowledge we are all born with. The
"collective" influences everything we do, but we
can never actually see it directly. An example
Jung experienced himself was a dream he had
in 1913 where he dreamt of a huge flood that
covered most of Europe and swelled up to the
base of the mountains of his own Switzerland.
He envisioned thousands of people drowning
and civilization falling apart. Shortly after,
World War 1 began and he felt this was his
"tapping" into the collective. |
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In
addition, there are parts of the collective
unconscious called archetypes. Archetypes are the
parts of the collective unconscious and represent
different aspects of it. The mother archetype, for
example, comes from the fact that we all had mothers
and are sensitive to the concept of "nurturing". The
concept of a boy being lost in the wilderness and
"raised" by wolves could be evidence of all of us
having the need for a mother-figure in our lives. So,
the mother archetype represents the built-in ability
to recognize that relationship.
Other archetypes:
Mana
- Spiritual power
Shadow - The dark side of the ego, basal instincts
such as sex that come from our "animal" beginnings.
Persona - Your public image
Some of the others are Father, Child,
Hero, Maiden,
Animal, Trickster among others. To read
more about
how all of these relate to each other, go to this link
(http://www.ship.edu/~cgboeree/jung.html)
.
For the purposes of this study, this overview is just to
bring you to the idea of how Katharine Briggs and her
daughter Isabel Briggs Myers took Jung's types and
functions and developed a test that would help "type"
people to discover how individuals ranked in the
different aspects.
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The
Myers-Briggs Type Indicator test.
The test asks you a series of questions that result in
your being placed in one of 16 "types". Some are in-
between types but usually the type that comes out
is pretty accurate. Below is an example of how they
address them: |
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The
Myers-Briggs Test starts with determining if you
are an introvert or extravert and then determines
through its questions (the original test had 125
questions - but a gross determination of where you
fall can be accomplished within as little as 4
questions). The concept continues by examining
4 different "functions" that look at how we deal with
the world around us.
Sensing - How we get our information. A sensing
person is good at looking and listening. Jung called
this one of the irrational functions because it involved
perception rather than the judging of information.
Thinking - This means evaluating information or ideas
rationally and logically. Jung called this a rational
functioin because it involves decision making or
judging rather than simply gathering information.
Intuiting - A type of perception that works outside of
the usual conscious processes. Like sensing, it is
irrational (or perceptual) but comes from the complex
integration of large amounts of information instead of
just seeing or hearing. Jung referred to it like "being
able to see around a corner".
Feeling - Another way to evaluate information but by
using emotions rather than logic.
Everyone has each of these 4 types but in different
proportions. The purpose of the test and questions is
to determine what those proportions are. We have a
superior function, that which is most developed, a
secondary function which we use as a support to our
superior function, a tertiary function, which is only
slightly less developed and an inferior function which
is usually poorly developed to the point that we might
not even believe it is there.
Ideally, we would strive to be strong in all 4 functions,
but typically, most of us only develop one or two of
them.
There are 4 scales on the test:
Extroversion - Introversion
This is the most important
Sensing - Intuiting
Thinking - Feeling
Judging - Percieving - not originally part of Jung's
descriptions but included by Myers and Briggs to
help determine which of a person's functions is
superior.
Some interesting findings:
75% of the world population is extroverted
75% of the world population is sensing
Thinking-Feeling types are 50/50 in the world, but
66% of women are feeling and 66% of men are thinking.
Judging-Perceiving are also 50/50 in the world |
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There
are a few online tests you can take to determine
your type. Here is a link to one of them.
HumanMetrics
You can also "Google" the term "Myers Briggs
personality test" from your AgentsPlanet homepage
to find others...
A great website that details specifics about each of
the 16 types and breaks down each aspect as well as
giving examples of famous people and their types is
at the following
link:
TypeLogic
Enjoy!
by:
Jack Lindberg
Inventor - AgentsPlanet
(ENTP) |
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