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When someone picks another agent, it's rarely because that agent was better. It's because that agent talked to them the way they wanted to be talked to. There are four ways to do that — and you're only using one.
Live with The Jenns · Wednesday, August 26 · 9:00 AM CT
Quick housekeeping
Forza Lending Group at Rate
Our founding lender partners — and the reason this training reaches you at a fraction of what it would otherwise cost.
Over to Edgar and Jorge — they'll take a minute to introduce themselves.
They didn't choose another agent.
They chose the one who got them.
Think about the last few that got away — the lead who inquired and went quiet, the past client who listed with someone else, the referral that never called back. It's easy to blame price, timing, or the fact that someone knew their cousin. Usually it was smaller than that: the other agent talked to them in a way that felt right, and you didn't.
You're not losing on price, experience, or timing. You're losing on communication style — three times out of four. Which makes it one of the easiest, and most important, things you can fix.
You're not sending bad messages.
You're sending yours.
Every agent has one natural communication style — the way you'd want someone to talk to you. It's not a flaw. It's just the setting you've been running on since long before real estate.
Which works beautifully — for the people who happen to communicate like you do.
One style, four kinds of people
There are four ways people want to be communicated with. You're fluent in the one that's yours — so three out of four people on your list are reading a message built for someone who isn't them.
Three out of four — 75% of everyone you message — are getting a message written in the wrong language. That's not a follow-up problem. That's your conversion rate, leaking one well-meaning message at a time.
Which one would you send?
Same listing. Four follow-ups. Pick the one that feels most natural coming out of your thumbs — no overthinking.
Hold onto your answer. Once you know the four styles, you'll know which one you just picked — and who you've been losing because of it.
The Four
Styles
What each one wants, how you'll recognize them — and exactly what happens when you send them the wrong one.
Every client leans one of four ways
Four letters — D, F, T, E — is the entire system. You'll be writing one of them next to real names before this hour is over.
Drivers
What they want: The bottom line, fast. They're deciding whether you're competent — and they decide quickly.
You'll hear it in: “What's the number?” · “Just send the address.” · Short bursts, no warm-up, no emoji.
What lands instead: One number, one recommendation, one fast yes/no. Respect for their time is the relationship.
Feelers
What they want: To feel personally known. They're deciding whether you actually care — and they can tell.
You'll hear it in: “How have you been?” · Stories about family · Voice memos, emoji, long replies.
What lands instead: One personal detail before any business. The dog's name does more than the market update.
Thinkers
What they want: Proof and no surprises. They're deciding whether this is safe — and they need to see the work.
You'll hear it in: “What happens if…” · “Can you send the numbers?” · Long, detailed, question-heavy.
What lands instead: The comps, the context, the what-to-expect — sent before they have to ask, with no rush attached.
Enthusiasts
What they want: Ease and possibility. They're deciding whether this will be fun or exhausting.
You'll hear it in: “Omg cute!” · “Whatever's easiest!” · Short, upbeat, exclamation points.
What lands instead: Short, warm, and a picture of the good version. Narrow the choices so nothing feels like a burden.
Now you know which one is yours
These are the four texts you chose from earlier — same listing, four styles. Here's what you actually picked.
That's your setting. It isn't wrong — it's one of four, and it's the one you've been sending to all of them.
The tells
| Driver | Feeler | Thinker | Enthusiast | |
|---|---|---|---|---|
| Their texts are | Short, blunt, fast | Warm, chatty, emoji | Detailed, question-heavy | Upbeat, casual, breezy |
| They ask about | Price, timeline, ROI | You, their family, fit | Data, process, risks | The vision, the fun part |
| Anxious when | You waste their time | They feel like a number | Information is missing | It feels heavy or pushy |
| Best channel | Text / quick call | Voice memo / in person | Email / documents | Short video / text |
| Win them by | Being fast + decisive | Being personal + present | Being thorough + calm | Being easy + optimistic |
Most people are a blend with one dominant language. When in doubt, mirror the language they're using with you right now — their length, their speed, their warmth.
Ask them outright
Their answer tells you a lot. How they answer tells you the rest. A Driver says "quick." A Thinker asks what the options are. A Feeler tells you a story about their last agent. An Enthusiast says "oh, whatever's easiest for you!"
Speaking
Their Language
You know the four. Now here's what to actually type — the same situation, written four different ways.
Round 1
Here’s a real message from a client. Read it, spot the tells, and type A, B, C, or D in the chat. Fast answers only — first instinct.
Driver
Answer in their language: Give the number first, then one recommendation. “412. Comps support it. Want me to write it up?”
Round 2
Feeler
Answer in their language: Answer the personal question first, and for real. Then offer a call, not a document.
Round 3
Thinker
Answer in their language: Send it all, organized, with the two things they didn’t think to ask about. No deadline attached.
Round 4
Enthusiast
Answer in their language: Match the energy, keep it short, and hand them one easy time. Don’t open with the inspection report.
Messages for Drivers
Lead with the number, cut every filler word, and always give them a fast yes/no decision to make.
All five per language in The Response Playbook · link at the end
Messages for Feelers
Open with a personal detail before any business, reference something only they told you, and make them feel remembered.
All five per language in The Response Playbook · link at the end
Messages for Thinkers
Give them the evidence up front, explain the process, remove uncertainty, and never pressure a fast decision.
All five per language in The Response Playbook · link at the end
Messages for Enthusiasts
Keep it short and warm, paint the picture, lead with what's exciting, and remove any sense of pressure or overwhelm.
All five per language in The Response Playbook · link at the end
Make It
a Rhythm
The interrupt gets the reply. The relationship is built in what happens next.
Never ask on touch one
Three touches, in their language, in order. The ask only earns a yes once you've been useful twice for free.
Your 15-minute action plan
- Pull the 10 people most worth a reply — past clients, old leads, anyone you've been meaning to reach — and write one letter next to each name: D, F, T, or E.
- For each, write the message in their language — use today's examples, or the full set in the Playbook.
- Swap the [brackets] for real, specific details — the one thing that proves it's for them.
- Send on an odd, human moment. A Sunday evening beats a Tuesday 9am.
- Watch what comes back. The replies are the proof.
Ten names. Four letters. Fifteen minutes.
You don't need a new CRM, a new system, or a new database. You need to say the same thing four different ways. You've seen how each one sounds — now go say it to ten real people.
The Response Playbook
Everything from today, written out and ready to send — so you're not rebuilding these from memory on a Tuesday.
Grab it here: therealtorhive.com/offers/HChfFE7F/checkout · It lands in your library within 24 hours, right alongside today's recording.
Be the agent who got them — starting with one message today.
The Response Playbook — all 20 messages, the cheat sheet, the four languages.
therealtorhive.com/offers/HChfFE7F/checkout
Your recording — and the Playbook, if you grabbed it — will be in your library within 24 hours.
XOXO, The Jenns
The Realtor Hive · therealtorhive.com · [email protected] · 512.589.7795
