When Daan De Raedt moved to the United States from Belgium, he had real estate experience but struggled with business terms that many native speakers take for granted. De Raedt has since conquered the language barrier. Now, he’s connecting with expireds and FSBOs on a deeper level using personality typing. He changes his approach to suit their communication style. If they start rattling off square footage and -other details when he asks them to describe their home, he knows he’s dealing with analytic types and he focuses on numbers and facts. If they are “drivers,” De Raedt knows to get right to the point. “It’s one of the most fascinating parts of selling,” he says.