Since 1968, Charles Clarke III’s BOLT theory has been applied to all home builders’ approach to understanding their clients. The BOLT System (Bulls, Owls, Lambs and Tiger) is based on one’s assertiveness and their emotional facet (Home Buyers, From Tigers to Owls, Are Creatures of Habits).
Last, but certainly not least, we’re talking Home Buyer’s Personalities Part 4: The Lamb.
Lambs are the quieter ones of the bunch and can be a bit indecisive.
“For a Lamb we use yellows or blues, a country look with warmth and a kitchen open to the family room and lots of ruffles.”
Unlike a bull, Lambs love an open concept. They want everyone to be able to gather in an area and not be sectioned off wall by wall. With a nice country touch, lambs like the colors yellow or blue mixed with that nice warm home feeling. A look that is also completed with ruffles on the side.
To know a lamb, is to know that they’re pretty easy going. They don’t care to know about price, amenities or the whole floor plan (other than they want it open) and they’d rather know how the home makes them feel.
They want to be able to see themselves living in that home and raising their family in that home. Can they see themselves cooking in that kitchen? Could they see themselves playing in that backyard with kids/grandkids running around? Or could they see themselves surrounded by their family in the living room, making memories with them?
As an easy-going individual, a lamb is in no rush to make quick decisions. They want to take their time to make sure they’re making the right assessment before jumping the gun. So, it’s important for a builder to be patient with a lamb and make sure not to rush them; they are prone to changing their mind so be prepared to thoroughly explain things to help push them in the right direction.
“Bulls, Owls, Lambs and Tigers is the best way for a home builder to know the customers,” said Doug Clark, vice president of the Hills Realty Co., in Bedminster, N.J.”
Additionally, it’s important to always ask a lamb questions on what they prefer; they tend not to express their personal likings or ideas in attempt to shield any negative thoughts they might have. Their builder should make sure to cover their bases and ask the lamb exactly what they want.
Lastly, lambs are susceptible to letting others make decisions for them. With their laid-back personality, they will let anyone else take charge in deciding what they have, instead of what they want. If there is someone who attending a meeting with them, it’s important to keep the lamb focused on their opinions and not let the other person decide for them.
The BOLT program, introduced by Charles Clarke III, has made a huge impact on the real estate market all together. We hope that you have found interest in understanding the different buyer’s personalities and how they apply to all builders’ understandings of their wants and needs.
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Kerch, Steve. “HOME BUYERS, FROM TIGERS TO OWLS, ARE CREATURES OF HABITS.” Chicagotribune.com, 3 Sept. 2018, www.chicagotribune.com/news/ct-xpm-1989-04-23-8904070566-story,amp.html
*, N. (n.d.). 4 Tips for Marketing to Clients Using the BOLT System: Part 3- Lambs. Retrieved from https://marketing.homes.com/4-tips-for-marketing-to-clients-using-the-bolt-system-part-3-lambs/