It’s the leads.
How they receive leads is what separates them. Depending on the level of support the agent receives from their agency, the degree of salesmanship needed and the structure provided, different profiles are required. We call those distinct profiles: The Hunter and The Helper (think of The Helper in terms of a Consultative salesperson). There are 3 main variables that determine which profile is ideal:- Degree of Selling: In high sales support environments well-qualified leads are provided to Helper (Consultative) Buyers Agents. In low sales support situations, Hunter Buyers Agents are expected to prospect, hunt and generate their own leads.
- Degree of Support: In high personal support environments, Helper (Consultative) Buyers Agents enjoy personal support from training and mentoring. In low personal support situations, Hunter Buyers Agents are left to their own accord with cursory support.
- Degree of Systems: In high systems environments Helper (Consultative) Agents love the processes, systems, scripts and rules in place. In low systems environments, Hunter Agents prefer being treated as true independent contractors.