Know the phrase ‘still waters run deep’? That’s The Head, personified. Very still. Very deep. You may need to put a mirror under their nose for signs of life…better, wave some market comps or stats in spread sheet form, just see the pink return to their cheeks!! OK, I may be exaggerating here a bit, but really, not that much.

Real Estate is a lot of numbers, facts and interpretations. The Head loves it all, nay, needsit all. They are detailed, focused and precise. Numbers and facts, preferably on paper, is where they find comfort and value (a little foreshadowing here-it’s often also where they believe most of their own value lies).

Sure, this way of thinking in extreme-and  when it’s not your deal-you’ll chuckle, but until you have established a good working relationship with The Head, any missteps will cost you.

Those operating from this modality  I believe has the hardest time seeing the point of others, including the value Staging. Not out of ignorance or arrogance, they are just that sure of the superiority of data. Real Estate is hyper-local, and (more foreshadowing) there is no reliable/independent gathering and reporting process.

Residential Real Estate  has a strong emotional and interpersonal component to it;  buyers, sellers, even agents-anyone really entrenched in the data-misses all the other signals, and can easily lose the distinction between “Data” and “Guarantees”, and-say it with me now-Guarantees?? There’s no guarantees in Real Estate!

If you are working with The Head, either as buyers or sellers, be punctual, be organized, and be prepared (be very prepared).These folks do not like vague answers, overly optimistic scenarios or anecdotal stories. Just as with any other different modality-to connect, watch and mirror their actions: speak slowly, and never, ever rush them.

They take their time and deliberate everything, but generally there is no mystery: they will tell you where they are and why they are stuck, and decide when you have answered all their questions. You may be in for the long haul, but once won over, these folks are very loyal.

If you are a Head, I have a confession: we are brethren.

 In 1981, I took the job at Ethan Allen on a dare. I was young, had instinct and raw skill, but little professional training or experience, and I was selling fairly expensive furniture to people whose own kids were my age. Memorizing measurements and other facts seemed the best way to for me to succeed.

Yes, I made some great connections with 25% of the customers I met, and for me at the time, I thought that was great. But looking back, by keeping in my comfort zone, I wasted so much time, and missed so many opportunities with the other 75% of the people I met.

Remember-none of this is judgemental, and no one personality type is better than another. Understanding the different styles is like having the right eyeglass prescription: Sure you can see the eye chart, but different lenses give you the most clarity, and lets you get the job done.

NEXT: The Smile-Keepin’ It Real