Ray Ito has been employed at CanTrust Real Estate for almost two years. Prior to receiving his real estate licence, he was a property manager with a large real estate agency in another community. During his first year with CanTrust, he was assigned to the residential property division and sold properties totalling $3 875 000. He then requested and received a transfer to the commercial division.
Three months ago, Ray obtained a commercial listing that consisted of 10.5 hectares (26 acres) of land near a growing residential neighbourhood. The land is zoned commercial and appears to be ideally suited for a mediumsized shopping centre. Ray prepared a detailed prospectus and sent it to Vera Maynard, president of Consumer Growth Corporation, a firm specializing in development of shopping centres. 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. A time 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 Ito conduct himself during the meeting? Be specific as you describe those behaviours that would be admired by Ms. Maynard.
2. If Ms. Maynard wants to build rapport with Ray Ito, what behaviour 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 rapport with Ms. Maynard, what other personal characteristics should he try to identify?