Question

Case Problem Ray Perkins has been employed at Grant Real Estate for almost two years. Prior to receiving his real estate license, he was a property manager with a large real estate agency in another community. During his first year with Grant, he was assigned to the residential property division and sold properties totaling $825,000. He then requested and received a transfer to the commercial division. Three months ago, Ray obtained a commercial listing that consisted of 26 acres of land near a growing residential neighborhood. The land is zoned commercial and appears to be ideally suited for a medium-sized shopping center. Ray prepared a detailed prospectus and sent it to Vera Maynard, president of Mondale Growth Corporation, a firm specializing in development of shopping centers. One week later he received a letter from Ms. Maynard requesting more information. Shortly after receiving Ray’s response, Ms. Maynard called to set up an appointment to inspect the property. Atime and date were finalized, and Ray agreed to meet her plane and conduct a tour of the property. Ray is a quiet, amiable person who displays the Supportive communication style. Friends say that they like to spend time with him because he is a good listener. Questions 1. If Ms. Maynard displays the characteristics of the Directive communication style, how should Ray conduct himself during the meeting? Be specific as you describe those behaviors that would be admired by Ms. Maynard. 2. If Ms. Maynard wants to build a rapport with Ray Perkins, what behavior should she display? 3. It is not a good idea to put a label on someone and then assume the label tells us everything about the person. As Ray attempts to build a rapport with Ms. Maynard, what other personal characteristics should he try to identify?

Answer 1

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1. If Ms. Maynard displays the characteristics of the Directive communication style, how should Ray conduct himself during the meeting? Be specific as you describe those behaviors that would be admired by Ms. Maynard.

Ray has a Supportive correspondence style, which means one does not have much of a dominance trait but is super nice and pleasant to people. On the other hand, Ms. Maynard has a high dominance trait and not very nice or pleasant to be around, constantly controlling other people around her. Therefore, Ray will need to change his tune a little using the style flexing procedure. This will accommodate to Ms. Maynard’s wants and needs.

2. If Ms. Maynard wants to build a rapport with Ray Perkins, what behavior should she display?

Ms. Maynard wants them to develop a strong relationship. Because he has a high degree of friendliness, she wants to try to speak to him and be sweet. She needs to keep calm, and listen to him and his concerns. This good relationship between them will build trust and security, and create a strong bond.

3. It is not a good idea to put a label on someone and then assume the label tells us everything about the person. As Ray attempts to build a rapport with Ms. Maynard, what other personal characteristics should he try to identify?

It really is not a good idea put label someone based on appearance or anything else; however, business is different. The first impression is big when it comes to business because

Ray can adjust the way he needs to. Since she comes off as strict, maybe manipulative, and dominant, he can adjust according to her Directive communication style. When he adjusts, he can get to know her and see where she might be weak. He should try to identify if she is actually listening to him or not, if she is trustworthy, and if she wants the commercial property.

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