Closing Case Style Flexing

Eric Welch has been employed at Grant Real Estate for almost two years. Before 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, Eric 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-size shopping center. Eric prepared a detailed prospectus and sent it to Susan Hernandez, president of Mondale Growth Corporation, a firm specializing in the development of shopping centers. One week later, he received a letter from Ms. Hernandez requesting more information. Shortly after receiving Eric's response, Ms. Hernandez called to set up an appointment to inspect the property. A time and date were finalized, and Eric agreed to meet her plane and conduct a tour of the property.

Eric 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. Hernandez displays the characteristics of the directive communication style, how should Eric conduct himself during the meeting? Be specific as you analyze those behaviors that would be admired by Ms. Hernandez.

2. If Ms. Hernandez wants to build rapport with Eric Welch, what behaviors 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 Eric attempts to build rapport with Ms. Hernandez, what other personal characteristics should he try to identify?