DISC DISC

BEHAVIOR STYLESBEHAVIOR STYLES

The Four StylesThe Four Styles

DirectorDirectorInfluencerInfluencerSupporterSupporter

Critical AnalystCritical Analyst

Three GraphsThree Graphs

Graph 1 – Mask, Public SelfGraph 1 – Mask, Public SelfEveryone acts according to how they think other people Everyone acts according to how they think other people expect them to act….has the most potential for changeexpect them to act….has the most potential for change

Graph 2 – Core, Private SelfGraph 2 – Core, Private SelfLearned responses from the past; behaviors that the person Learned responses from the past; behaviors that the person accepts about himself/herself - under pressure these traits accepts about himself/herself - under pressure these traits become prominent …..this is the least likely to change they become prominent …..this is the least likely to change they are the natural and ingrained traitsare the natural and ingrained traits

Graph 3 – Mirror, Perceived SelfGraph 3 – Mirror, Perceived SelfVision one has of himself/herself - the self image…combines Vision one has of himself/herself - the self image…combines the learned behavior and the current expected behavior the learned behavior and the current expected behavior from the environment…..very gradual change in this areafrom the environment…..very gradual change in this area

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DDirectorirectorWinning isn’t everything: It’s the only Winning isn’t everything: It’s the only

thingthingD’s are bottom line people – D’s are bottom line people –

-Competitive-Competitive -Determined-Determined -Direct-Direct

-Demanding-Demanding -Decisive-Decisive --PositivePositive

-Self Sufficient-Self Sufficient -Responsible-Responsible -Blunt-Blunt

-Ambitious-Ambitious -Skeptical-Skeptical --ForgivingForgiving

-Pioneering-Pioneering -Adventurous-Adventurous-Logical-Logical

-Strong Willed-Strong Willed -Independent-Independent-Driving-Driving

Directors are Motivated Directors are Motivated By…By…

New challenges and problems to solveNew challenges and problems to solve Power and authority to take risks and Power and authority to take risks and

make decisionsmake decisions Freedom from routine and mundane Freedom from routine and mundane

taskstasks Changing environments in which to Changing environments in which to

work and playwork and play The ability to LeadThe ability to Lead

D’s - Do’sD’s - Do’s

Stress Team ConceptsStress Team Concepts Let them know that you know Let them know that you know

their time is valuabletheir time is valuable Help them move from point Help them move from point

A to point B quicklyA to point B quickly Stress Results and the OutcomeStress Results and the Outcome Get to the Point – Just the FactsGet to the Point – Just the Facts

D’s - Don'tsD’s - Don'ts

Appear IndecisiveAppear Indecisive Be problem orientedBe problem oriented

Be overly friendlyBe overly friendly Make non-supportive statementsMake non-supportive statements

Make decisions for themMake decisions for them Waste their timeWaste their time

Tell StoriesTell Stories

How to Identify DirectorsHow to Identify Directors They talk fast and loudThey talk fast and loud Dress Solid Colors – TraditionalDress Solid Colors – Traditional Hand Shake is firm and strongHand Shake is firm and strong Can be Impatient & InsensitiveCan be Impatient & Insensitive They Play to WinThey Play to Win Feedback is Like water off a DuckFeedback is Like water off a Duck Car – Mercedes, BMW (status Car – Mercedes, BMW (status

cars)cars) Say things like:Say things like:

Just give me the bottom lineJust give me the bottom line

Just get it doneJust get it done

Let’s cut to the chaseLet’s cut to the chase

D’s Possible WeaknessesD’s Possible Weaknesses

Oversteps AuthorityOversteps Authority Argumentative AttitudeArgumentative Attitude

Dislikes RoutineDislikes Routine Attempts too much at onceAttempts too much at once

D’s Possible StrengthsD’s Possible Strengths

Bottom-line OrganizerBottom-line Organizer Places high value on timePlaces high value on time Challenges the status quoChallenges the status quo

InnovativeInnovative Problem SolverProblem Solver

Risk-TakerRisk-Taker Self StarterSelf Starter

D’s Biggest FearD’s Biggest Fear

Being Taken Being Taken Advantage Advantage

OfOf

IInfluencernfluencerMost Important is Themselves - Motto Never Waste a Most Important is Themselves - Motto Never Waste a

CrowdCrowd

I’s - They Just Want to Be Loved-Life of the PartyI’s - They Just Want to Be Loved-Life of the Party

-Emotional-Emotional -Sociable-Sociable -Warm-Warm-Optimistic-Optimistic -Poised-Poised -Mobile-Mobile-Polished-Polished -Trusting-Trusting -Popular-Popular-Enthusiastic-Enthusiastic -Persuasive-Persuasive -Independent-Independent-Talkative-Talkative -Outgoing-Outgoing -People Person-People Person-Misjudges-Misjudges-Fashionable-Fashionable -Name Dropper-Name Dropper-Natural Salesperson-Natural Salesperson -Self Starter-Self Starter

I’s Are Motivated By…I’s Are Motivated By…

Flattery, praise, popularity and Flattery, praise, popularity and acceptanceacceptance

A friendly environment relations w/othersA friendly environment relations w/others Freedom from many rules and Freedom from many rules and

regulationsregulations Other people available to handle detailsOther people available to handle details Acceptance Acceptance Being on Stage – Center of AttentionBeing on Stage – Center of Attention

I’s – Do’sI’s – Do’s

Stress testimoniesStress testimonies Impress Them With Who You KnowImpress Them With Who You Know Be Fun and EnthusiasticBe Fun and Enthusiastic Talk of Friends Parties, SportsTalk of Friends Parties, Sports Spend Time Developing A Spend Time Developing A

RelationshipRelationship Recognize, Acknowledge and Notice Recognize, Acknowledge and Notice

ThemThem

I – Don’tsI – Don’ts

Let Them Take You To Far Off Let Them Take You To Far Off TrackTrack

Do All The TalkingDo All The Talking Ignore Social BoundariesIgnore Social Boundaries Make Them Feel UnimportantMake Them Feel Unimportant Forget to Recognize themForget to Recognize them Upstage ThemUpstage Them

How to Identify InfluencersHow to Identify Influencers They talk fast and loudThey talk fast and loud Dress Wild or Bright Colors – PatternsDress Wild or Bright Colors – Patterns Hand Shake is pumping two handedHand Shake is pumping two handed Can be Persuasive and TalkativeCan be Persuasive and Talkative They Play For ApplauseThey Play For Applause Feedback has to be Casual & Feedback has to be Casual &

LightheartedLighthearted Car – Porsche, Corvette (Look at me Car)Car – Porsche, Corvette (Look at me Car) Say things like:Say things like:

OHH –here’s an ideaOHH –here’s an idea

Are We having Fun YetAre We having Fun Yet

Let’s all do it togetherLet’s all do it together

I’s Possible WeaknessesI’s Possible Weaknesses

More Concerned with Popularity than More Concerned with Popularity than Tangible ResultsTangible Results

Inattentive to DetailInattentive to Detail Overuses Gestures and Facial Overuses Gestures and Facial

ExpressionsExpressions Tends to Listen Only When Tends to Listen Only When

ConvenientConvenient

I’s Possible StrengthsI’s Possible Strengths

Creative Problem SolverCreative Problem Solver Great EncouragerGreat Encourager Motivates others to AchieveMotivates others to Achieve Positive Sense of HumorPositive Sense of Humor Negotiates Conflicts; Peace Negotiates Conflicts; Peace

MakerMaker TrustingTrusting OptimisticOptimistic Easy to Start ConversationsEasy to Start Conversations

I’s Biggest FearI’s Biggest Fear

RejectionRejection

SupporterSupporterMost Important is Harmony – Motto is don’t rock the Most Important is Harmony – Motto is don’t rock the

boatboat

-Conservative-Conservative -Loyal-Loyal -Passive-Passive

-Patient-Patient -Cooperative-Cooperative -Steady-Steady

-Possessive-Possessive -Predictable-Predictable -Consistent-Consistent

-Deliberate-Deliberate -Reflective-Reflective -Systematic-Systematic

-Nurturer-Nurturer -Serve others-Serve others-Security-Security

-Conforming-Conforming -Protective-Protective -Supportive-Supportive

-Resistant to change-Resistant to change -Please others-Please others

S’s Are Motivated By…S’s Are Motivated By…

Recognition for Loyalty and Recognition for Loyalty and DependabilityDependability

Safety and SecuritySafety and Security No Sudden Changes in Procedure or No Sudden Changes in Procedure or

LifestyleLifestyle Activities They can Start and FinishActivities They can Start and Finish Opportunities to Help OthersOpportunities to Help Others Low Risk and Long Term StabilityLow Risk and Long Term Stability

S’s - Do’sS’s - Do’s

Spend time developing relationshipsSpend time developing relationships Give plenty of time to make a Give plenty of time to make a

decisiondecision Let them know you careLet them know you care Make them feel secureMake them feel secure Allow time to complete tasksAllow time to complete tasks Allow them to HelpAllow them to Help

S’s Don’tsS’s Don’ts

Be too DirectBe too Direct Push to AggressivelyPush to Aggressively Move to FastMove to Fast Be AbruptBe Abrupt Interrupt in the middle of tasksInterrupt in the middle of tasks Compromise their safetyCompromise their safety

How to Identify SupportersHow to Identify Supporters They talk slow and quietThey talk slow and quiet Dress Conservative – Not provocative at allDress Conservative – Not provocative at all Hand Shake is guarded – may touch top of handHand Shake is guarded – may touch top of hand Can be Protective and SupportiveCan be Protective and Supportive They Play to be with peopleThey Play to be with people Feedback can be damaging – be supportiveFeedback can be damaging – be supportive Car – Camry, Van, Volvo (Safe, Secure, Car – Camry, Van, Volvo (Safe, Secure,

Predictable)Predictable) Say things like:Say things like:

Are you sure that is SafeAre you sure that is SafeWhy do we keep changing itWhy do we keep changing itWhatever you think is best is ok with meWhatever you think is best is ok with me

S’s Possible Weaknesses S’s Possible Weaknesses

Resists ChangeResists Change Takes a long time to adjust to Takes a long time to adjust to

changechange Holds a grudgeHolds a grudge Sensitive to criticismSensitive to criticism Difficulty establishing prioritiesDifficulty establishing priorities Always giving in on their needs for Always giving in on their needs for

othersothers

S’s Possible StrengthsS’s Possible Strengths

Reliable & DependableReliable & Dependable Loyal Team WorkerLoyal Team Worker Compliant toward AuthorityCompliant toward Authority Good ListenerGood Listener Patient & EmpatheticPatient & Empathetic Good at Reconciling ConflictsGood at Reconciling Conflicts Team PlayerTeam Player PredictablePredictable

S’s Biggest FearS’s Biggest Fear

Loss of Loss of SecuritySecurity

Critical AnalystCritical AnalystMost Important is Details – Would rather not make a Most Important is Details – Would rather not make a

decision than make an uneducated onedecision than make an uneducated one

-Conservative-Conservative -Traditional-Traditional -Calculating-Calculating

-Neat-Neat -Low-keyed-Low-keyed -Systematic-Systematic

-Stable-Stable -Accurate-Accurate --DependentDependent

-Tactful-Tactful -Cautious-Cautious --DiplomaticDiplomatic

-Perfectionist-Perfectionist -Orderly-Orderly -Informed-Informed

-Analytical-Analytical -Inflexible-Inflexible -Critical-Critical

-Gets Things Done Right-Gets Things Done Right

C’s Are Motivated By…C’s Are Motivated By…

Standards of High QualityStandards of High Quality Limited Social InteractiveLimited Social Interactive Detailed TasksDetailed Tasks Logical Organization of Logical Organization of

InformationInformation ProcessProcess OrderOrder

C’s Do’sC’s Do’s

Use Comparative DataUse Comparative Data Appeal to LogicAppeal to Logic Be PreparedBe Prepared Statistics are always helpfulStatistics are always helpful Allow them time to Explain the Allow them time to Explain the

Reason WhyReason Why Allow sufficient time to Allow sufficient time to

complete projectscomplete projects

C’s Don’tsC’s Don’ts

Be VagueBe Vague Appeal to EmotionAppeal to Emotion Pat on the BackPat on the Back Tell jokes or otherwise be to Tell jokes or otherwise be to

familiarfamiliar Rush ThemRush Them Talk Really Fast to Them – Slow Talk Really Fast to Them – Slow

DownDown

How to Identify C’sHow to Identify C’s They talk slowly and quietThey talk slowly and quiet Dress Very Conservative – Black, Grey, Dark Dress Very Conservative – Black, Grey, Dark

BlueBlue Hand Shake is limp/wimpy – can be wetHand Shake is limp/wimpy – can be wet Can be Protective and SupportiveCan be Protective and Supportive They Don’t Play – They PlanThey Don’t Play – They Plan Feedback – matter of fact and thorough, or it’s Feedback – matter of fact and thorough, or it’s

not validnot valid Car – Honda, Saturn (Economical, Priced Well)Car – Honda, Saturn (Economical, Priced Well) Say things like:Say things like:

Proper preparation prevents poor performanceProper preparation prevents poor performanceI need more information before I can make a decisionI need more information before I can make a decisionWhat are the statisticsWhat are the statistics

C’s Possible WeaknessesC’s Possible Weaknesses

Needs Clear-cut Boundaries for Needs Clear-cut Boundaries for Actions/RelationshipsActions/Relationships

Bound by Procedures and Bound by Procedures and MethodsMethods

Gets Bogged Down in DetailsGets Bogged Down in Details Prefers not to Verbalize FeelingsPrefers not to Verbalize Feelings Will Give in Rather than ArgueWill Give in Rather than Argue InflexibleInflexible

StrengthsStrengths

Perspective “The Anchor of Reality”Perspective “The Anchor of Reality” Conscientious and Even TemperedConscientious and Even Tempered Thorough in All ActivitiesThorough in All Activities Defines Situation: Gathers, Defines Situation: Gathers,

Criticizes and Tests InformationCriticizes and Tests Information AccurateAccurate High Standards - SystematicHigh Standards - Systematic

C’s Biggest FearC’s Biggest Fear

CriticismCriticism

The Use of DISC in Real The Use of DISC in Real EstateEstate

By learning how to identify your By learning how to identify your client’s personality traits and you will client’s personality traits and you will have better communication with your have better communication with your clients.clients.

This can save a lot of time and This can save a lot of time and energy by having an understanding energy by having an understanding of why your client is making the of why your client is making the choices he/she is makingchoices he/she is making

Voice IndicatorsVoice Indicators D’s and I’s tend to talk quickly and loudD’s and I’s tend to talk quickly and loud S’s and C’s tend to talk slow and quietS’s and C’s tend to talk slow and quiet I’s and S’s tend to show more emotionI’s and S’s tend to show more emotion D’s and C’s are unemotionalD’s and C’s are unemotional

So if you had someone call in and spoke So if you had someone call in and spoke slowly and unemotional what would they slowly and unemotional what would they be?be?

It would be a C personalityIt would be a C personality

Someone called in and spoke quick and with Someone called in and spoke quick and with lots of inflection in their voice?lots of inflection in their voice?

It would be a I personalityIt would be a I personality

Ask for the Contract with a Ask for the Contract with a DD

• They will make decisions quicklyThey will make decisions quickly• Negotiations are important they need to Negotiations are important they need to

feel as if they have wonfeel as if they have won• Don’t waste their timeDon’t waste their time• Give them bottom line information-factsGive them bottom line information-facts• Bullet Point Information - easy referenceBullet Point Information - easy reference• Be direct with a D –Be direct with a D –

Use Dialogues like…..Use Dialogues like…..

This house has all that you wanted at a This house has all that you wanted at a price you can live with.price you can live with.

Why not just get it done today so you Why not just get it done today so you can move on.can move on.

If you don’t buy it someone else will – If you don’t buy it someone else will – and quicklyand quickly

Ask for the Contract with an Ask for the Contract with an II

• They can be quick decision makersThey can be quick decision makers• Focus on their hot buttonsFocus on their hot buttons• Don’t smother them with detailsDon’t smother them with details• Use color and graphics when possibleUse color and graphics when possible• Make you material attractive and funMake you material attractive and fun• When dealing with an I use phrases When dealing with an I use phrases

like…like…

This house will be perfect for This house will be perfect for entertainingentertaining

All the neighbors get together and All the neighbors get together and have block parties and BBQ’shave block parties and BBQ’s

This neighborhood is popular and it is This neighborhood is popular and it is selling fastselling fast

You could be proud to have your You could be proud to have your friends come herefriends come here

Ask for the Contract with an Ask for the Contract with an SS

They need ample time to make a They need ample time to make a decisiondecision

Don’t rush them – But don’t ignore Don’t rush them – But don’t ignore them either they need to know you them either they need to know you are there for themare there for them

Once you have their trust Honor it!Once you have their trust Honor it! Use testimonialsUse testimonials Materials should be warm and Materials should be warm and

personalizedpersonalized You may say to an S…………………You may say to an S…………………

I know how important it is to move I know how important it is to move your whole family together to your your whole family together to your new jobnew job

The safest thing we could do is price The safest thing we could do is price it to sellit to sell

You won’t be able to buy the home You won’t be able to buy the home you want when you find it because you want when you find it because you run the risk of two house you run the risk of two house payments.payments.

Asking for the contract with a CAsking for the contract with a C

They can not be rushedThey can not be rushed Don’t be vague with themDon’t be vague with them Do not guess be sure you give Do not guess be sure you give

accurate informationaccurate information Materials need to be neat, well Materials need to be neat, well

organized, accurate and thorough – organized, accurate and thorough – reference resourcesreference resources

You may say to a C………..You may say to a C………..

This is all the information that is This is all the information that is currently availablecurrently available

What additional questions might What additional questions might you have that are preventing you have that are preventing you from being able to reach a you from being able to reach a decision at this timedecision at this time

Let me run the statistics for youLet me run the statistics for you

Any QuestionsAny QuestionsGo and PracticeGo and Practice