The BOLT system as it applies to leasing

The BOLT system as it applies to leasing

Charles J. Clarke III is the creator of the BOLT System for getting the results you want from any interactions with people. Based on decades of scientific research, this system can be used for closing sales, for designing advertising, for generating leads, or for negotiating. The skills can also be used for managing coworkers or for getting along with relatives.

BOLT stands for Bulls, Owls, Lambs and Tigers. These particular animals represent the four specific personality types different people can have. Every person you ever meet will be one of these four animal types. Charles teaches you how to identify which animal type a person is, and how to speak their language in the way that’s most persuasive to them. This proves to be very useful in many areas of life.

Not only will your closing ratio improve, but your customers will also feel more satisfaction, because you will actually understand their needs and their motivations.

The Bull

Bottom line / Get to the point

Seeks to control the negotiation

How to recognize a “Bull”

·         He/She will have an extremely powerful presence.

·         His/Her handshake will be strong and firm, usually just one quick shake.

·         He/She seems to know exactly what they want and gets right to the point.

·         “Bulls” tend to be a bit stern and may seem humorless when they first meet you.

How to sell to a “Bull”

·         “Bulls” are very business-like.  Stick to the facts.  Provide immediate, accurate facts and figures.

·         Remain highly professional at all times.

·         Listen closely to his/her needs

·         Demonstrate how your property is the logical choice.

·         Be direct and brief.

The Owl

Very analytical detailed orientated researcher

Seeks logical order

How to recognize a “Owl”

·         He/She offers a strong, squeezing handshake.

·         He/She thinks more than they talk.

·         He/She is extremely observant and detail oriented

·         They may come armed with a notebook.

·         He/She will ask a lot of detailed questions.

How to sell to an “Owl”

·         Working with an “Owl” requires extensive product knowledge.

·         Provide specific information.

·         Put your information in writing whenever possible.

·         If they ask you a question that you do not know the answer to, find it.

·         You’ll need to be patient.  They will not make a decision until they have all of the facts.

The Lamb

Seeks To Please People, Avoids Conflict

Takes Forever To Make Up Their Mind

How to recognize a “Lamb”

·         He/She offers a limp “dead fish” handshake.

·         They may be reluctant to shake your hand at all.

·         He/She will appear nervous or flustered.

·         The prospect of moving causes great stress.

·         He/She will be hesitant to interact with you and your product.

How to sell to a “Lamb”

·         When working with a “Lamb” you must be extremely supportive and understanding.

·         Help to ease their burden.  Emphasize that you intend to make his/her life easier.

·         Make sure your approach is personable, gentle and reassuring.

·         Be patient.  They will not rush into any decisions.

·         However, you may need to encourage a bit or they may never decide.

The Tiger

Very Expressive and Fun-Loving

Impulsive and Excitable

How to recognize a “Tiger”

·         He/She is energetic, expressive and fun loving.

·         The handshake will be warm and generous with multiple pumps.  If you don’t get a hug instead.

·         “Tigers” can be loud, funny and employ body language such as pointing.

·         “Tigers” are highly social and may bring a friend or two.

·         He/She will interact with you and your product throughout the tour.

How to sell to a “Tiger”

·         Offer a tour that is warm, entertaining and fun.

·         A “Tiger” loves to talk about themselves, so let them do so.

·         Stress how your community provides social opportunities.

·         Focus on how they feel about the move and your community instead of facts and figures.

·         You will need to follow up with them regularly until the move in date to make sure they do not cancel.



Athena Magruder
V.P. Operations
Mission Real Estate & Property Management Inc.
3600 Pegasus Dr #15 Bakersfield, CA 93308
www.MissionRE.com 
(661) 829-7839