Have you ever wished you could read your prospects’ or clients’ minds? How great would it be to be
able to know what someone was thinking or what they were going to say without having them do so?
While mind reading has not been proven scientifically, it is possible to know what’s on the minds of the
people you deal with daily and that is through the DISC personality profiling method.
The D.I.S.C. personality report or inventory, developed by William Marston, profiles four primary
behavioral styles, each with a very distinct and predictable pattern of observable behavior. Applied in
corporate, business and personal situations the DISC profiling system can lead to professional and
personal insights. The results of the disc profile report are designed to provide targeted insights and
strategies for interpersonal success through more effective communication, understanding and
You can use the DISC profile to build rapid rapport and connection with people. Also, as you grow your
real estate business, you will realize that understanding what makes people tick is fundamental in
selling, managing and leadership. Understanding behavioral styles benefits personal and professional
relationships by improving communication skills and reducing conflict. You will be virtually unstoppable
by being able to better understand what motivates people and being able to recognize how
to effectively deal with others.
T h e D . I . S . C . P r o f i l e M o d e l
The DISC Profile is an objective system that lets you determine what categories people, including
yourself, fall into regarding what tendencies they embody on a day to day basis. All of us have a degree
of each of the 4 main personality types, with one of them being most prevalent and the other three
presenting themselves to varying degrees:
D – Dominance: To the point, decisive and bottom-line oriented. These people tend to be
independent and results driven. They are strong-willed people who enjoy challenges, taking
action, and immediate results.
I – Influence: Optimistic and outgoing. They tend to be highly social and out going. They prefer
participating on teams, sharing thoughts, and entertaining and energizing others.
S – Steadiness: Empathetic & Cooperative. These people tend to be team players and are
supportive and helpful to others. They prefer being behind the scene, working in consistent and
predictable ways. They are often good listeners and avoid change and conflict
C – Conscientiousness: Concerned, Cautious & Correct. These people are often focused on
details and quality. They plan ahead; constantly check for accuracy, and what to know “how” and “why”.
Here’s a brief overview.
D and I personalities are outgoing and active
S and C personalities are introverted and passive
D and C personalities are task oriented
I and S personalities are people oriented
What they value:
D’s like to get right to the point
I’s like to build relationships
S’s like comfort and consistency
C’s like detail and safety
What they look like:
D’s keep lists to follow, they are often unorganized and sometimes they can appear cold in conversation.
I’s are very image conscious, they have lots of pictures of themselves and others around; they love conversation and are natural rapport builders.
S’s are very family oriented, they don’t make decisions hastily, they are usually organized
and they can be huge grudge holders.
C’s are extremely detailed and organized, they like lists to have things to check off when
they are done with the task and the need lots of information before they make a decision.
What does this mean to you?
1) Unlike the Golden Rule, where you treat others the way that you would want to be treated, you
are going to employ the Diamond Rule, which is treat others the way that they would like to be
treated. If you treat others the way you want to be treated in a sales situation, you will only be
right 25% of the time.
2) The Greeks have a saying “gnothi seauton” (know thee – say ow ton) which means “know
thyself”. When it comes to mastering personalities and how to interact with them, nothing could
be truer. You must know what makes you tick and how you are likely to respond or react in
certain situations. Also, you need to harness your strengths and gain control over your
weaknesses. If you are a D and you can be overbearing, then you need to reign that urge in
when you are working with S and C personality types. If you are a C personality and you have
trouble being aggressive, then you need to step out of your comfort zone when it requires you to
be more forthright.
The good news is that when you can manage your personality to the point where you are a
chameleon, your sales skills will take a sharp turn upward and your results will be fantastic. You
will handle all situations with equanimity and you will be able to relate to all personality types
with ease. It’s exciting when you get to this point because you will literally be unstoppable.
3) Over the phone, the answers to the questions you ask will give you clues as to what your
prospect’s personality traits are. Listen carefully: If they talk fast and are very direct, they’re
probably a D; if they want to talk your ear off and stay on the phone for a long time, they’re
probably an I; if they talk with you but are hard to pin down as to what they want, they’re
probably an S and if they need lots of information from you before they agree to meeting with
you (if they agree to meet with you), they’re probably a C.
There are no hard, fast rules when determining personality types, but you can make some safe
assumptions based upon the information you are gathering during your discussions with people.
4) Personality types are easier to discern in person. Looking at how someone keeps their personal
space, how they are dressed, the pictures and awards they have hanging and other details
about them, you should be able to very easily place them in one of the 4 main categories.
5) Your personality type is neither good nor bad; it just is what it is. It’s not bad to be a D, I, S or C;
however, your personality type will dictate the types of jobs and situations in which you are likely
to excel as well as those in which you are likely to not do so well.
6) Lastly, we all change. Over time, as you get to understand your personality and the personlity of
others well, your DISC score will gravitate in the direction you want to take it. At your core, you will always be a high D, I, S or C, but your overall personal concept will change as you want to accentuate one or more of the 4 main traits in your day-to-day life.
Take a minute right now and go to
www.discprofile.com to take the DISC test and start understanding
more about who you are. The better you understand yourself, the better you’ll understand everyone else.
For help understanding your DISC Profile, contact me.