EPISODE NO. 70

How To Deal With Different Client Personalities in Real Estate

As soon as you start dealing with clients in real estate, you will quickly learn that working with all of the different personality types, is one of THE biggest challenges. We all have our own personalities and often work best with people who share similar traits and approaches, but you’re never only going to deal with people like you and if you want to be successful in this business long term, you’ve got to learn how to crack other people’s code and that is exactly what you’re going to learn in this podcast episode.

I have got fellow veteran real estate agent Stacie Muller on the show and we’re going to be talking about how you can learn your client’s “buy-ology” and it’s going to be a game changer for your business!

Here’s what you’ll learn:

  • What the B.A.N.K Methodology is and how it will transform the way you communicate with leads so that you convert them into clients and keep them for life
  • How using this 90-second tool will differentiate you and help you understand what you should and shouldn’t say or do with different personality types
  • Why knowing in advance what your client’s ‘stress code’ is, can change the outcome of your client’s satisfaction
  • How to use AI to ensure all of your marketing messages and copy are speaking to all 4 personality types

Grab a notebook and a pen to jot down all of the ways you can implement what you’re going to learn in this episode!

Hi, Stacy. So happy to have you on the show and so excited to chat about what we're going to chat about today. So why don't you kind of give a little brief background around who you are, how you got into this business, how long you've been in the business, all that fun stuff. Awesome. Thanks, Jen, for having me here today.

I'm super excited that you asked me to be on this podcast. Um, so my name is Stacy Muller and I am a realtor in Phoenix, Arizona. And I have been a licensed realtor for 20 years. Um, the first part of my career, I worked for home builders and I did land acquisition and land development stuff for some local builders and, um, national home builders.

And when I had kids, I decided I wanted a little bit more flexibility with my schedule. So I chose to go into the resale side of the business. And I've now been doing that for 17 years. Here I am today and I actually found you on a podcast and that's how I connected with you. And so I'm just excited to be on here.

It has come full circle. Yes, absolutely. I love it. I love it. I mean, you've got, you know, when you've been in the business for that long, you have so many experiences and stories to share and like things that have happened that, you know, you look back on it and you're like, Oh, Maybe it was this, maybe it was that.

And I think there's so much that we're going to be able to kind of dive into this episode around the topic that we're going to be discussing. And so I think a good kind of lead into this is when I ran my real estate brokerage, I was always trying to like, tell people like, what is the secret to like, Getting and keeping especially the keeping clients and keeping them happy and getting them to kind of use you again and refer you again And I would always like people are always asking me.

What would you sum it up to and I always Said you've got to be a chameleon you have to know How to adjust your own personality and your own approach to match who it is that you are working with. And they were like, okay, that all sounds great in theory, but how do I actually do that? And there was never a, like a methodology around it.

There was never a framework for it. And so when I heard about this, Bank methodology that we're gonna be talking about today. I was like, this is so smart to put this framework about it. And it's different than anything else that I've seen before. And we're obviously gonna get into that, but like just give the, um, the listeners a kind of brief overview of what is this bank methodology, what's it used for, how did it come to be that kind.

Absolutely. Well, so bank methodology was created by her name is Sherry Tree. She's the founder and she decided that she needed to figure out a way to increase her sales. And like you said, be a chameleon to people because she realized that she was losing out on A third of her sales because she was not obviously speaking the language of those other three quarters of people that were not her same personality.

And so she did a lot of research and she came out on the other side and she discovered the bank methodology. And really it's a matter of learning how to speak someone else's language, learning their values and learning how to tailor your approach. To basically speak in their, their language so that they feel confident and comfortable working with you.

And it's just been a game changer in business because like you said, I think sometimes a lot of agents lose out on business because like me, I'm a fast talker, I'm, you know, I, I can tend to be very nurturing, but that might not cater to everybody and you go into a listing appointment or even a buyer consults and you're like.

You think it went great and then you realized, Oh, they didn't choose me. And why is that what happened? And you know, when I was introduced to this, a light bulb went off and I said, I need to figure this out because this could be a game changer in my business. And I wish I found this sooner in my business, but I found this a little over a year and a half ago, and I've just dove in head first, just cause I really think that this is a game changer that realtors need to bring to their business to.

You know, service their clients better 100%. And I, there's been so many situations where, you know, when you're working with a multitude of clients, you're going to get all different personality types. And I remember like, I've said this on the podcast before, I used to work with a lot of lawyers, but then I would work with like my ideal clients, which was like a young couple.

And. It would have to require a lot of that like nurturing and patience and empathy, but if I acted that same way with the lawyer, like, you know, it was just a completely different situation. And so what does bank stand for first of all, and then I'd love to just briefly chat about like, how is it different than sort of other personality tests?

Cause I think we're all familiar with like disk and all of that, but they're related to our personality. And so bank is related to. the person that you're working with's personality, correct? Correct. So what B. A. N. K. stands for is the four different personality types. So you have the Blueprint, Action, Nurture, and Knowledge.

So those are four different personality types. And we all have those four personality types within our character, but there's a few that come out as more dominant. And so When you do this test, you kind of see what those two dominant ones are. And then you have a stress code and then you have one that, you know, it's part of you, but it's not as important to you.

And so that's what that stands for. Um, And so, sorry, are the, the first two, the dominant, the third one is the stress code and the fourth one's kind of like the whatever. Yes, correct. Yes. So your first two are going to be your, your most dominant and Um, those are the two codes that are really going to drive you the most.

And then when you go into your stress mode, you're going to kind of start taking on some of those characteristics. And then your fourth code, it's one of those things where you just don't care as much about it. And as we talk a little bit further, you know, I can share a little bit more about how that works.

Yeah. I want to dive into the stress code one as well, because that especially in real estate, you know, these are often the most like stressful transactions for both buyers and sellers. It brings out all the worst emotions, et cetera. So really understanding what somebody's stress code is, is going to help them navigate through those like stressful processes and, and, and phases of, uh, of doing real estate.

Absolutely. And that's, I have a perfect example I can give you, um, in regards to that, that I can share with you here later. So. And so let's chat. I think before we even get into like the nitty gritty of it, let's kind of back up the bus and chat about just the importance of building trust with clients and trust that the client feels like you get them, right?

And when somebody feels like you get them, it's almost like a guard comes down or something and they lose that, like, Fight or flight mode and they trust that you are going to be able to help them make good decisions And I always say like being a good decision making coach is such an important kind of skill to have in real estate And it's so aligned with this.

So let's just talk about yeah, the importance of trust and sort of around Transactions and kind of how significant these like decisions are and things like that Yeah, I mean, real estate is honestly one of the biggest life decisions somebody is going to make, right? They're entrusting you to help them make one of the biggest financial decisions that they're likely going to make in their lifetime.

And so in order for them to trust you and buy into you, you got it, you kind of got to know what makes them tick. Right. And, you know, I winged it for a lot of my career by, you know, you kind of can get a sense from people. You can kind of get a feeling if you hit it off with somebody, but you know, there are many times where.

People trusted me, but I could tell they still had their guard up. And I'm like, what is it, what is that one thing that I'm missing? Because my last client I didn't have this issue with, but now this client has a little bit of reservation going on. So, you know, like this has just been a game changer because it really is.

I mean, people are, they, they're nervous. They, especially if they've never bought a home before. Um, and even I've found these. Second time, third time home buyers who maybe have not bought a house and say five, 10 years, they kind of forgot what the process was like. And so they've got something to sell in order to buy.

And so that adds a whole new stress level as well. Exactly. And so, you know, they're really trusting you to guide them through the process. And if you don't build that trust or have that trust, it just makes the whole process that much harder. And you're just going to run into roadblocks after roadblocks, which.

You know, ultimately, likely at the end of that transaction, they're not going to end up coming back to you and be a repeat client, which is what we all hope for, right? We want our clients to come back to us. We want them to go out and refer us to others. And if we haven't really connected with them on a deeper level, that's likely not going to happen.

No, it's so true that that whole piece of really feeling like somebody gets you is such a critical component. And so how can. this bank methodology help real estate agents get to know their clients on that more sort of intimate level. Well, the cool thing about this is we have something called crack your code, and it's basically a link that you can send out to your client.

And I basically tell my clients. You know, I've implemented something within my business that allows me to get to know you better Uh lets me know how to serve you best and saves us both time And I think everybody wants that nobody wants to you know, dink around and waste anybody's time. Everybody's busy these days And so it's really I say hey, I want you to you crack your code And then basically they go in and it's literally 90 seconds.

They sort these cards with these different values that are placed on them, on what's most like them to least like them. And like I said earlier, you're going to have a little bit of all these values in you, but within 90 seconds or less, you should be able to go, this is like me, this is like me, this is like me, this is like me.

And it's just a quick, easy thing. So it's different than like we were talking earlier, where you have the disc or the Meyer Briggs personality tests that are out there. Whereas those tell you who you are. And this, when they fill out this crack, the code, it does tell them who they are. They get a report on who they are, but what it does to me is it sends me a sales report on how I sell to them in their code.

And so it tells me what's important to that person. What do I need to do? How do I need to shift my, how I speak to them or. You know, do I need to talk at a faster pace because they're more of an action personality or do I need to slow it down a bit and make sure that I'm giving all the statistics and the numbers because they're a knowledge personality or do I need to be more hand holding because they're a nurturer?

So it really helps you understand how to speak to them properly and to their values so that you can build that trust like we were discussing. Well, and I think that the key. Piece of that there was in 90 seconds or less, right? Like if we were ever to send a disk profile questionnaire, like people would hate you by the end of it.

They'd be like, this is such a waste of my time, right? Whereas to be able to get to that, like cracking that code in 90 seconds, it's so fast. And I, I did it myself, obviously you sent it to me and yeah, it was like, it took a minute to think about it, but it's so simplistic because it's just. For cards, right?

That, that, it just, I found it really simplistic and easy to do and fast, but then when I read the results, I was shocked by how accurate it was, like, it pinned me down so well, so that's fascinating, and I think You know, when you send it to clients, do they ever give you pushback on it? Or do most of them appreciate just the extra step to get to know them?

Most of them appreciated it. I mean, they, nobody really even questions. I just kind of say, Hey, I want to be able to serve you best and to your best, you know, That what's going to best serve you and they're happy about that. They want me to, you know, do what's in their best interest and they want me to know who they are.

And so I've really not had much pushback on it. I have some people who are kind of like, well, what is this? But like you said, it's 90 seconds or less. It's really quick and easy. And so it's not tough for them to do. And so I think it's why they're willing to do it. Um, and then, like I said, they get that report that tells them who they are and.

I will tell you all of them have been like, holy smokes, this is like dead on who I am. And like I said, on my end, I get that sales report, which tells me exactly how I need to speak to them and shift my language so that I'm speaking their language. Right. And I'm going to want to talk more about that sales report in a minute.

Um, but there was one other thing that you just said that I thought, oh, that's interesting. Oh, I know what it was. You know, I always say that everybody should have a. Intentional onboarding process when they are bringing on new clients because it's like your first opportunity to a make a great impression and to be set yourself up for success in this process, right?

The more that you can get people buying into. I made a good decision hiring you the more they are going to kind of view everything that happens through that lens versus if it starts off with anything either negative obviously and sometimes even neutral they don't have that lens and so anything that can go even slightly wrong they it's almost like you haven't built that goodwill so that they they don't see they have a different filter that they see everything through and I think this Even on its own is such a good way to set the whole thing up for success in putting you in that position of, I am like taking these extra steps to get to know you and to make sure that this is going to work out well.

And so I think even without the results piece of it, the very act of doing it, I think is amazing. Yeah, no, it's, it really is. And I can give a, just a quick example. One of my clients that I recently had, they were first time home buyers and I had them crack their codes and they were an. N B K A, and so I knew that they, being a nurturer, they, they needed a little bit more hand holding, community.

I needed to be kind of soft spoken and kind and caring. I knew as their blueprint being their secondary code, I needed to really have my systems and structures and show them exactly how the process worked, that that was important to them. They needed to understand how each step of the process worked.

But then like we talked earlier, how the third one is your stress code. Well, their stress code was knowledge. So throughout the whole transaction, you could tell they were nervous. They were stressed. And so they literally went down the rabbit hole of like researching everything to the last penny. Like I'd never had anybody come to me and say, I might get a title company out of.

Atlanta because I can save five dollars and I was like, I've never had anybody go get a title insurance from A title company in a different state. I've never had that right? He was just he researched everything and like In the past, had I not known that was his trust code, I could, I would have maybe gotten nervous or stressed that he didn't trust me, um, with what I was telling him and the information I was giving him.

But like, no, he just really wanted to make sure he was making the best decision for himself, even with all the information that I gave him. And it's funny, well, not funny, but at the end of the transaction, when I asked for them to write a review, like. The review they gave me was just amazing. And they were just like, Stacy literally took a step by step, you know, walked us through the process when we were stressed out, she worked with us.

And she, um, she, you know, answered every single question we had. And we were just forever grateful that she had the patience and the time. To do that because we were people that were really nervous and we had a lot of questions and she never once got, you know, short with us or didn't have time to speak to us or frustrated.

They were like, she was amazing. And so that helped just knowing that was his stress code because in the past I probably would have been like, they just don't trust what I'm telling them. And then I would have kind of maybe not gotten offended, but I would have been like, Oh, I'm not doing my job right. Or I would have internalized it a little bit.

And I just knew I didn't need to do that. That was what his stress code is. And so what we realized is that with people, it's not necessarily, um, it's their personality, it's not personal. So sometimes we can take offense to people. We're like, Ooh, they're like. I get a weird vibe from them, but that's just their personality.

It's not them trying to be, it's got nothing to do with you. It got nothing to do with you, but we as humans sometimes internalize that, right? And so this bank methodology has also helped me to realize, Hey, just because somebody acts a certain way, does it mean I did something different or I did something wrong?

So it's just their personality and I got to learn how to shift and weave in between the personalities to adjust, to talk to them. Well, and to piggyback. Piggyback, piggybank, piggyback, piggyback on that. I'm like thinking piggybank. Anyway, to piggyback on that, um, When we can internalize that type of thing, one of two things happens, right?

We either... Get hard on ourselves or sometimes that offense can actually, and I'm like this, where it becomes like an outward reaction where all of a sudden I'm like maybe not as warm to them or like I'm irritated with them or I'm more short with them, like it's almost like I can't help it but maybe be a little bit offended by it.

And people will often, like agents will often come to me and they'll be like, Oh, my client did this. And they're in a snit about it. And I'm like, that has like, don't worry about it has nothing to do with you. And I can see it with other people. I often can't obviously we're humans see it with ourselves, but that is such a good preventative thing, right?

Where you, you know, in advance that this is how people operate. You, because you've seen what their code is and you've done a little bit of research about it, you recognize it when it's happening in the moment more than you would versus after the fact. Does that make sense? Absolutely. 100%. And that's why when I saw this methodology, I was at a networking event and when somebody presented it and I was like, This is the missing key that realtors need in order to like connect with their clients, you know, and especially with clients that like aren't people are in within our sphere.

We all have our sphere of influence that we'd like to work with, but as you are in business long enough, you have to go outside your sphere to continue to grow your business, which is people you don't know. And you don't have that like. Maybe connection between your kids playing sports together or playing tennis.

Yeah. You don't have the history. Right. And so you have to figure out how do I talk to them? And we, as Sherry did with her methodology, she realized that, you know, you're only selling to a quarter of the people because you're missing out on how to talk to the other three quarters of people. And so she really brought this together to help you increase yourselves ultimately.

And, you know, they've seen this basically was built for sales, but they've also realized this helps in relationships. It helps with. Parents, couples, um, Do you remember? Do you remember my problem? Yes. Well, it was mine too with my husband. I'm like, why are we best friends? But we butt heads. What is going on?

And we both did it. And I'm like, cause we're complete opposite codes. Well, and we're identical codes like nightmare, right? Like it's anyways, uh, but it does, it gives you just such a different perspective on it. So I think it would be helpful to kind of go through each of. those four personality types, the blueprint, action, nurturing, and knowledge.

And can you just kind of explain really briefly what is important to each of those personality types? Absolutely. So on these cards, most of them have about 12, um, values and I'm not going to reach off all 12 for all of them, but I'll just give a little snippet. So, um, we will start with the blueprint. So blueprints are people who like stability, structure, systems, processes, Um, rules.

So, you know, that those are the ones that want to know, okay, what's A to Z and how does the real estate process work? And if that's important, you better have your ducks in the row and you also better show up early because being on time is late for them. Right. Um, the action, they like freedom, flexibility, spontaneity, winning, image, fun.

So they're going to be the fast talkers. They're the. Millionaire makers the money shakers like they don't need all the nitty gritty. They're going to be fast decision makers They're going to be the people who you just need to give them high level stuff If you go if you start giving them every fact and figure they're gonna lose them and they're gonna be like Bye.

So that's a big thing. And then the next one is the nurturers. The nurturers are like relationships. They like authenticity, um, personal growth, teamwork, community. So those are your people that we, and that's why that color is yellow. They're like our sunshine people. And they like to play happy in the sandbox with everybody and play nice.

And you know, they're, you kind of have to hold their hand through the process and you want to be their friend. And then lastly is knowledge and knowledge is my last code. So this is something that I have to like really work on, but knowledge people, they are, you know, more into learning intelligences, logics, research.

So they're your people that are literally going to go down the rabbit hole and you will never sell the knowledge. They will always have to sell themselves. And when you go into like a listing or a buyer appointment with them, they are the ones that want all the statistics, the facts, the figures, like all that stuff, which for me, like, I know what that is for my business.

But I'm not one who's like gonna spit it out and want to talk about it I will give a brief but they want the deep dive And so if i've got somebody who's got that as a first code I really need to shift my personality and what I discuss with them. Well, and it also allows you to prepare So much more right?

Like why would you a waste a bunch of time if somebody doesn't want the knowledge and You better make sure you invest a bunch of time if somebody does want the knowledge. Right. So it's so good for preparing you in terms of how to deal with people. Exactly. Exactly. And that's why I'm like, that misses my whole career.

Like I said, I've been in business 20 years and I just found this like a little over a year and a half ago. So I just think, and that's why I just want everybody to know about it. Cause I just think it's so critical for any business, but really in real estate. Because that's, we're in sales and we're in the people business and you know, one of the mantra for bank is make people matter and is talking about having one, like one community code that people can all communicate and not take offense and really just realize we're all human, right?

We all have makeup, different personalities, and we can all communicate differently, but we can all get along and we don't have to take it personal. Exactly. And the taking it personal, like it just. Rob's you have so much energy and like you ruminate about it. And it's it. There's it's not always personal.

So there's no need to do that. And to to take up that kind of valuable energy and time. So when we talk about the primary values, those are the things that fall under each of those blueprint. Action, knowledge, and nurturing. Mm hmm. So those are just the things you just kind of rhymed off. Each card has got about 12 values on it.

Yeah, each card has 12 values, and so when you either send a link, or I have physical cards too, but if um, you can put it in the show notes, uh, the link that people can go crack their code for free, and basically they're just gonna sort the cards based on what values speak to them. From top to bottom. So for me, I am a nurture action blueprint knowledge.

And so my personality, I come off very, I like community. I like people, personal growth, but I'm also like a quick thinker. I make fast decisions. I like nice things and blueprints. When I go into my stress code, like when my house is a mess or like, I am like, we got to clean this up. We got to get this order tidy and everything.

And then knowledge, like the people who like to research the crap out of everything, like I am not that person. And like, You know, some people when they go buy a car, they're like researching every little aspect of the car and I'm like, I want a new car. Let's go. I always laugh my husband and I are like We've got two foot itis with anyone who anyone who boats will know what two foot itis is But basically it's actually five foot itis that we have but anyway So we've been looking at new boats and I look at the pictures and i'm like, oh my god I don't care what the engine looks like of the boat.

Like why are you showing? Why is there 15 pictures of like the instrument panel and like there are different people that want different things when you're buying something. And if you're only speaking to that one audience, you're obviously going to miss a big piece of this. So let's chat about like how we can use bank and apply it to sort of real estate sales.

Well, like I said, I mean, I think as you, you understand who your clients are and as you're going through the process, you can also. Just know how, like, to present stuff to them, like, if you're out showing property, you can kind of know what are some of the things you need to talk to them about the house, like, if you're working with a nurturer, you're going to want to point out a lot about the community aspects, you're going to want to show them, like, this is a great neighborhood, um, if you're dealing with an action, you know, you want to show off the highlights of the house, the things that are, like, shiny, like, the shiny object syndrome, you're, like, going to want to be, like, woohoo, um, blueprints, you know, you're just going to want to show them kind of how things work in the house, and, you Show them that, you know, everything's in working order.

And then like the knowledge, they really go down a thing and they want to just know, like the numbers, like, are they getting the best value for their buck? Are they, you know, is this the right buy and am I spending the right amount of money and really just knowing and dialing in on those numbers, like they're all about making sure that those numbers work, like that's the important thing to them.

Like they want to know that they're making a good financial decision based off of statistics and numbers. Right, right. And so when somebody fills this out and you get a sales report, talk to me about that. Like what does that sales report look like? What's in it? What, how do you action it? So on the back end, it just kind of leads to me and it says, okay, so here's their two primary codes.

So say somebody ends up being a blueprint knowledge, which is opposite of me. It's going to tell me, Hey, you need to now talk to this person in a very structured manner. Like if they're a blueprint first, if you're going to go meet with them, you show up early, don't be on time, be early because blueprints, when you're on time, you're late.

You better come in with your stuff, put together neatly organized. And be able to show them. And if they're knowledge, you better have all of the statistics materials of everything that's going on in the market so that you have your numbers and you can discuss those numbers. Now, if I was on the flip side going and doing an action nurturer, somebody who's action, I just need to go in and say, you know, I can sell your home for the most money and this is what we're going to do and let's go.

And they don't care about any other stuff. And then the nurturer, you know, you kind of just gotta. Be a little hand holding and talk to them, you know, really talk up their house and how beautiful it is and you know, that kind of stuff. And so that's how you can, it kind of just leads you to understand what you need to really hone in on when you go in and talk to somebody.

Because, you know, if I go into somebody's house and I'm like, Oh, it's so beautiful. And. This community is amazing, and oh my gosh, you got this amazing, I don't know, something fabulous in the house, but they're like, uh, blueprint knowledge, they're like, I don't care that you care about that stuff, I just want to know, like, What is the price per square foot?

And what is, you know, that kind of stuff, they're not going to love that I'm focusing on the other thing. And so that's really where it helps me. And then that stress code, because people are going to always have their guard up typically when you first meet with them, because they want to make sure they're making the best decision with the agent they're choosing to work with.

And so when you kind of know somebody's stress code, like if they're giving you a little bit of pushback, you kind of know maybe that where that's coming from, right? Right. And how to address it. Correct. So two things with that. Um, number one, I didn't realize. So when you get that sales report, does it, it takes into consideration your bank code as well as their bank code?

No. So you always will have, you know what your bank code is. So as you dive into this methodology and you learn it, you can, you learn to understand who you are and you kind of. Memorize and specialize with who you are. But then when you get that thing, it'll, the report, it will literally show you, okay, this is this, this is this.

And these are things that you want to discuss with them. And these are things that you do not want to do. So it's got the likes and dislikes for each personality type. So that as you're going in and structuring your appointment, you know, what things to touch on and what things are not going to make, you know, are going to be negatives.

Um, if you were to go that route and so with the different personalities, it just tells you the likes, dislikes things that you should, shouldn't do things you should focus on that type of stuff. So it's really helpful. Love it. And so I think there's obviously so much value in something like this. Um, like I said earlier in an onboarding process, but something that just tweaked to me now is like, have you ever used this as a part of your presentations process?

Like when you're into a listing presentation before you've even gotten the client, have you ever? Sent them it and said, in order to prepare for this, I want to make sure that I'm covering the right information. Do you mind doing this 90 second crack your code thing? I have, I've done it both with buyers and sellers, and it's really made a huge difference because it allows me to really know what I need to bring as an important thing to the table when I go meet with, um, a seller on a listing appointment, because like I said before, and here's a great example, um, which really kind of sold me on this is.

There is another realtor who does that or uses bank and she's back on the East Coast and she's like, I was in a small town and there's typically four agents that got most of the business. And all four of us were interviewing. And then there was this ringer of a part time agent who was a professor at the local university that was also interviewing for the listing.

And she's like, I went in with my nurturing action personality, you know, like, we're going to miss you. The community loves you. La la la la la. And she's like, one of the four of us are going to get it. The professor part time realtor got the job and it was a multimillion dollar listing. And she's like, the reason I lost it is because I didn't go in talking about the numbers.

Right. And I didn't realize that that's what was important to him. He didn't care that I was going to miss him or the community was going to miss him. He just cared about how much money he was going to make and what those numbers look like. And so that was like, like I said, when I heard that, that's like when the light bulb went off in my head and said, I need to dive in and learn more about this.

Right. Yeah. No, I love that. And not only, again, you know, it's for probably for an action personality. If you sent them that before listing presentation, they might be like, I don't have time for this. Um, but I would think blueprint knowledge and, uh, nurturing would be like, Oh, this is. Like amazing. No other real estate agent that we're interviewing has taken the time to kind of get to know who we are.

Um, although maybe the knowledge here, I am like second, maybe the knowledge person would be like, Oh, are they trying to like see what personality type I am to do it? Anyway, it's just leads me into something. That's really cool. As you say, that is so we have within the back end of what's called. Um, code breakers tech.

That's the main company over bank is we have, um, AI so you can write and draft a message that kind of will speak to all four languages. Like as you put it in, it will show you how are you speaking mostly in this in your message so you can tweak your message. So they've come up with a, um, basically a quick verbiage that you speak all four codes so you can grab the action.

So like when you're like, Hey, I want to, um, When you say, I want to save us both time that the actions like, Oh yeah, or, you know, I want to get to know you better knowledge. Um, and, and the nurturers kind of go with that. So there's ways that you can speak that will connect with all four personalities. And so if you don't know who somebody is a great way.

So I've used this working with other agents when I've gone in recently on multiple offer situations, I've drafted my message when I'm sending them my offer and I put it through that AI. And I try to make it so it's talking to all four codes because I don't know what the code of that agent is. And so I try, because when I naturally put it in, my messages come off very nurture action oriented.

And so I really have to work hard at, um, you know, tweaking my message so that I can put in some of that blueprint and knowledge so that maybe it speaks to them. And so you, that's the cool thing about the AI that's part of the system is that you can really put in your message, you could type something out, plug it into the AI and it's going to spit out, it's going to show a bar graph of where are you talking, like what is your message coming crossed as?

And so if you know you're talking to like a knowledge and you're all action, you really need to switch up your message. Right, right. I love that. Yeah, I really see this as such a differentiating. tool, even like, especially obviously with clients, but in that sales process where people are choosing who they're going to work with, this could be a huge opportunity for agents to differentiate themselves like right off the bat, um, and set themselves up as like offering and just providing a completely different service.

Yeah, and that AI portion is great because when you're putting out your messages and marketing, whether on your website or on your social posts or wherever you're marketing yourself, you can then run it through the AI and see where am I coming off up in my messaging. Maybe I need to add in a little bit more knowledge and blueprint into my message.

To connect with that other client. So it's really helpful that AI piece is to tell you like, what, what language are you speaking when you're writing or texting or whatever that is to people. Well, then, and when you open that up, that's like, Oh my God, all your website copy should be put through that so that you're making sure that you are speaking to all four.

Oh, I love that. There's so many different kinds of uses of it. It's amazing. Yeah, it's impressive. So is there anything that you think is super important that We haven't covered that you want to cover. I don't think so. I think we really kind of hit everything on the head and that, um, you know, it's one of those things that you asked why I got into this.

I, you know, I heard about this. I thought this was a great opportunity and I actually decided to get certified to coach it. And so, um, I'm just that passionate about it that I think more realtors need to know about this. So I got certified to coach this and I have a coaching program that people can come to and learn more and have a deeper dive into how to implement this into their business.

I love it. Because I just think it's an important thing that people need to know. Um, and it's, it's going to dramatically help them get more business, keep more business essentially was, is the kind of the bottom line. So if people do want to explore more about this, how can they learn more about it? Get information from you, kind of your coaching program, if they want to crack their code.

Tell us about that. Absolutely. Well, what I'll do is I will give you a link so that they can crack their code. You can put it in the show notes, um, and then they can reach out to me via email at Realtor, Stacey, S T A C I E at Stacey Muller, M U L L E R dot com. Um, okay. And then, or on Instagram, um, move me to Phoenix.

Move me to Phoenix. Love it. Love it. Love it. Amazing. It has been so awesome chatting about this stuff and I think it's, it's a really good opportunity for agents to again, differentiate themselves and get more clients and keep more clients. Love it. Love it. Love it. Awesome. Well, thank you so much for having me.

I really appreciate you having me on your show. Thanks so much for being here.

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