During the pandemic lockdowns, introverts like the Fulton family found some benefits. For them, it meant a more low-key approach to business that resonated with their reserved clients.
Katelyn Fulton, along with her sisters Paige and Carly, runs Century 21’s Percy Fulton brokerage in Toronto. They embraced video showings and virtual business during COVID, leading to a specialized home-selling system for introverts.
High-pressure techniques can be problematic with introverted clients
Fulton humorously refers to this niche market as home selling for homebodies. She believes that aggressive sales tactics don’t work well with introverts who prefer less intrusive interactions.
She emphasizes the importance of respecting personal space and autonomy when working with introverts, suggesting that agents focus on written communication and utilize technology for a more comfortable experience.
Best practices for working with introverted clients
- Focus on written communication and limit in-person and telephone contact.
- Provide clear, detailed information, checklists, and videos for reflection.
- Embrace technology for digital paperwork, e-signatures, and virtual consultations.
- Schedule private showings for introverted buyers.
- Respect the client’s preference for minimal direct contact with team members.
Providing ample information and allowing time for reflection are key when working with introverts, as decision-making can be a slow process for them.
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