"The Five Love Languages" is a book written by Dr. Gary Chapman. In the book he details how different people will communicate with their partners. While its primary use is for romantic relationships, this can be translated to intrapersonal relationships like with your children, with your colleagues, and with your real estate leads.
We won't go too in-depth on what each love language is, except to clarify possible misconceptions. For example, a person whose language is physical touch does not mean you should be kissing your clients on the mouth everytime you see them. There are subtle indicators for what a person's love language is based on their behavior. Often times, the way they show affection can give you hints on how they like to receive affection.
The Five Love Languages of Real Estate Leads
1. Words of Affirmation
Examples of Words of Affirmation can be as simple as "I love you" to your partner, or "Good job!" to your child. If you have identified that a seller lead that speaks this language, you can pepper them with sincere compliments.
- "I love the decor of your home!".
- "It looks like you put a lot of work into your renovation."
- "Great job doing the research on how to make your home greener."
2. Quality Time
People in this category love the gift of time. It can be a date or even something as banal as your partner accompanying you to Home Depot to buy lumber. You don't want to insert yourself into a client's life, but it is possible to do this while you are on the clock with them.
- Go out for coffee or lunch
- Play music that both of you like while driving them around in your car
- Accompany them to a showing
3. Receiving Gifts
What did you ask your loved one for the Holidays? If your answer was nothing, this is not your love language. If you like receiving thoughtful presents, then this is you. The most common type of gift giving is a closing gift. However, if you identify your client likes receiving gifts then this is a way to earn extra points with them. Perhaps they mentioned something during your conversation? Show up to your next meeting with them with a "This made me think of you" gift and it will increase the likelihood of future referrals. Books. Blu-rays, trinkets, souvenirs, snacks...gifts can be big or small!
4. Acts of Service
You'll know your lead appreciates Acts of Service if they ask for a lot of favors from you. What these people appreciate even more is acts of service without being asked. Maybe you have an idea that your lead is searching for homes in a specific area with a standalone tub or specific feature? Giving them a list of homes that match that criteria will be extra appreciated by them!
5. Physical Touch
Identifying a person who responds to physical touch is very subtle. Again, you can base it on how they interact with you. Subtle hands on the shoulders can be a clear indicator. High fives and hand shakes are the most common way to show affection to these clients. Celebratory hugs can also be used in certain circumstances. We would recommend to not go anywhere further than that with your clients. (For, hopefully, obvious reasons)