1. DISC BEHAVIOR STYLES

2. The Four Styles
Director
Influencer
Supporter
Critical Analyst

3. Three Graphs Graph 1 – Mask, Public Self Graph 2 – Core, Private Self
Everyone acts according to how they think other people expect them to act….has the most potential for change
Graph 2 – Core, Private Self
Learned responses from the past; behaviors that the person accepts about himself/herself - under pressure these traits become prominent …..this is the least likely to change they are the natural and ingrained traits
Graph 3 – Mirror, Perceived Self
Vision one has of himself/herself - the self image…combines the learned behavior and the current expected behavior from the environment…..very gradual change in this area

4. Page One

5. Count Down Timer for 7 Minutes

6. Page Two

8. Director Winning isn’t everything: It’s the only thing
D’s are bottom line people –
-Competitive -Determined -Direct
-Demanding -Decisive -Positive
-Self Sufficient -Responsible -Blunt
-Ambitious -Skeptical -Forgiving
-Pioneering -Adventurous -Logical
-Strong Willed -Independent -Driving

9. Directors are Motivated By…
New challenges and problems to solve
Power and authority to take risks and make decisions
Freedom from routine and mundane tasks
Changing environments in which to work and play
The ability to Lead

10. D’s - Do’s Stress Team Concepts Let them know that you know
their time is valuable
Help them move from point
A to point B quickly
Stress Results and the Outcome
Get to the Point – Just the Facts

11. D’s - Don'ts Appear Indecisive Be problem oriented Be overly friendly
Make non-supportive statements
Make decisions for them
Waste their time
Tell Stories

12. How to Identify Directors
They talk fast and loud
Dress Solid Colors – Traditional
Hand Shake is firm and strong
Can be Impatient & Insensitive
They Play to Win
Feedback is Like water off a Duck
Car – Mercedes, BMW (status cars)
Say things like:
Just give me the bottom line
Just get it done
Let’s cut to the chase

13. D’s Possible Weaknesses
Oversteps Authority
Argumentative Attitude
Dislikes Routine
Attempts too much at once

14. D’s Possible Strengths
Bottom-line Organizer
Places high value on time
Challenges the status quo
Innovative
Problem Solver
Risk-Taker
Self Starter

15. Being Taken Advantage Of
D’s Biggest Fear
Being Taken Advantage Of

16. Influencer Most Important is Themselves - Motto Never Waste a Crowd
I’s - They Just Want to Be Loved-Life of the Party
-Emotional -Sociable -Warm
-Optimistic -Poised -Mobile
-Polished -Trusting -Popular
-Enthusiastic -Persuasive -Independent
-Talkative -Outgoing -People Person
-Misjudges -Fashionable -Name Dropper
-Natural Salesperson -Self Starter

17. I’s Are Motivated By… Flattery, praise, popularity and acceptance
A friendly environment relations w/others
Freedom from many rules and regulations
Other people available to handle details
Acceptance
Being on Stage – Center of Attention

18. I’s – Do’s Stress testimonies Impress Them With Who You Know
Be Fun and Enthusiastic
Talk of Friends Parties, Sports
Spend Time Developing A Relationship
Recognize, Acknowledge and Notice Them

19. I – Don’ts Let Them Take You To Far Off Track Do All The Talking
Ignore Social Boundaries
Make Them Feel Unimportant
Forget to Recognize them
Upstage Them

20. How to Identify Influencers
They talk fast and loud
Dress Wild or Bright Colors – Patterns
Hand Shake is pumping two handed
Can be Persuasive and Talkative
They Play For Applause
Feedback has to be Casual & Lighthearted
Car – Porsche, Corvette (Look at me Car)
Say things like:
OHH –here’s an idea
Are We having Fun Yet
Let’s all do it together

21. I’s Possible Weaknesses
More Concerned with Popularity than Tangible Results
Inattentive to Detail
Overuses Gestures and Facial Expressions
Tends to Listen Only When Convenient

22. I’s Possible Strengths
Creative Problem Solver
Great Encourager
Motivates others to Achieve
Positive Sense of Humor
Negotiates Conflicts; Peace Maker
Trusting
Optimistic
Easy to Start Conversations

23. I’s Biggest Fear
Rejection

24. Supporter Most Important is Harmony – Motto is don’t rock the boat
-Conservative -Loyal -Passive
-Patient -Cooperative -Steady
-Possessive -Predictable -Consistent
-Deliberate -Reflective -Systematic
-Nurturer -Serve others -Security
-Conforming -Protective -Supportive
-Resistant to change -Please others

25. S’s Are Motivated By… Recognition for Loyalty and Dependability
Safety and Security
No Sudden Changes in Procedure or Lifestyle
Activities They can Start and Finish
Opportunities to Help Others
Low Risk and Long Term Stability

26. S’s - Do’s Spend time developing relationships
Give plenty of time to make a decision
Let them know you care
Make them feel secure
Allow time to complete tasks
Allow them to Help

27. S’s Don’ts Be too Direct Push to Aggressively Move to Fast Be Abrupt
Interrupt in the middle of tasks
Compromise their safety

28. How to Identify Supporters
They talk slow and quiet
Dress Conservative – Not provocative at all
Hand Shake is guarded – may touch top of hand
Can be Protective and Supportive
They Play to be with people
Feedback can be damaging – be supportive
Car – Camry, Van, Volvo (Safe, Secure, Predictable)
Say things like:
Are you sure that is Safe
Why do we keep changing it
Whatever you think is best is ok with me

29. S’s Possible Weaknesses
Resists Change
Takes a long time to adjust to change
Holds a grudge
Sensitive to criticism
Difficulty establishing priorities
Always giving in on their needs for others

30. S’s Possible Strengths
Reliable & Dependable
Loyal Team Worker
Compliant toward Authority
Good Listener
Patient & Empathetic
Good at Reconciling Conflicts
Team Player
Predictable

31. S’s Biggest Fear
Loss of Security

32. Critical Analyst Most Important is Details – Would rather not make a decision than make an uneducated one
-Conservative -Traditional -Calculating
-Neat -Low-keyed -Systematic
-Stable -Accurate -Dependent
-Tactful -Cautious -Diplomatic
-Perfectionist -Orderly -Informed
-Analytical -Inflexible -Critical
-Gets Things Done Right

33. C’s Are Motivated By… Standards of High Quality
Limited Social Interactive
Detailed Tasks
Logical Organization of Information
Process
Order

34. C’s Do’s Use Comparative Data Appeal to Logic Be Prepared
Statistics are always helpful
Allow them time to Explain the Reason Why
Allow sufficient time to complete projects

35. C’s Don’ts Be Vague Appeal to Emotion Pat on the Back
Tell jokes or otherwise be to familiar
Rush Them
Talk Really Fast to Them – Slow Down

36. How to Identify C’s They talk slowly and quiet
Dress Very Conservative – Black, Grey, Dark Blue
Hand Shake is limp/wimpy – can be wet
Can be Protective and Supportive
They Don’t Play – They Plan
Feedback – matter of fact and thorough, or it’s not valid
Car – Honda, Saturn (Economical, Priced Well)
Say things like:
Proper preparation prevents poor performance
I need more information before I can make a decision
What are the statistics

37. C’s Possible Weaknesses
Needs Clear-cut Boundaries for Actions/Relationships
Bound by Procedures and Methods
Gets Bogged Down in Details
Prefers not to Verbalize Feelings
Will Give in Rather than Argue
Inflexible

38. Strengths Perspective “The Anchor of Reality”
Conscientious and Even Tempered
Thorough in All Activities
Defines Situation: Gathers, Criticizes and Tests Information
Accurate
High Standards - Systematic

39. C’s Biggest Fear
Criticism

40. The Use of DISC in Real Estate
By learning how to identify your client’s personality traits and you will have better communication with your clients.
This can save a lot of time and energy by having an understanding of why your client is making the choices he/she is making

41. Voice Indicators D’s and I’s tend to talk quickly and loud
S’s and C’s tend to talk slow and quiet
I’s and S’s tend to show more emotion
D’s and C’s are unemotional
So if you had someone call in and spoke slowly and unemotional what would they be?
It would be a C personality
Someone called in and spoke quick and with lots of inflection in their voice?
It would be a I personality

42. Ask for the Contract with a D
They will make decisions quickly
Negotiations are important they need to feel as if they have won
Don’t waste their time
Give them bottom line information-facts
Bullet Point Information - easy reference
Be direct with a D –
Use Dialogues like…..

43. This house has all that you wanted at a price you can live with.
Why not just get it done today so you can move on.
If you don’t buy it someone else will – and quickly

44. Ask for the Contract with an I
They can be quick decision makers
Focus on their hot buttons
Don’t smother them with details
Use color and graphics when possible
Make you material attractive and fun
When dealing with an I use phrases like…

45. This house will be perfect for entertaining
All the neighbors get together and have block parties and BBQ’s
This neighborhood is popular and it is selling fast
You could be proud to have your friends come here

46. Ask for the Contract with an S
They need ample time to make a decision
Don’t rush them – But don’t ignore them either they need to know you are there for them
Once you have their trust Honor it!
Use testimonials
Materials should be warm and personalized
You may say to an S…………………

47. I know how important it is to move your whole family together to your new job
The safest thing we could do is price it to sell
You won’t be able to buy the home you want when you find it because you run the risk of two house payments.

48. Asking for the contract with a C
They can not be rushed
Don’t be vague with them
Do not guess be sure you give accurate information
Materials need to be neat, well organized, accurate and thorough – reference resources
You may say to a C………..

49. This is all the information that is currently available
What additional questions might you have that are preventing you from being able to reach a decision at this time
Let me run the statistics for you

50. D I D I S C S C D I S C D I S C Influencing-Inspiring
Dominant - Driver
General Characteristics
Direct: Decisive
High Ego: Strength
Problem Solver
Risk Taker - Self Starter
Value to Team
Bottom Line Organizer
Places high value on time
Challenges the status quo
Innovative
Possible Weaknesses
Oversteps authority
Argumentative attitude
Dislikes Routine
Attempts too much at once
Greatest Fear
Being Taken Advantage of D
Influencing-Inspiring
General Characteristics
Enthusiastic
Trusting: Optimistic
Persuasive: Talkative
Impulsive: Emotional
Value to Team
Creative problem Solver
Great Encourager
Motivates others to achieve
Positive sense of humor
Negotiates conflicts: peace maker
Possible Weakness
More concerned with popularity than tangible results
Inattentive to detail
Overuses gestures & facial expressions
Greatest Fear
Rejection I
Dominant - Driver
General Characteristics
Direct: Decisive
High Ego: Strength
Problem Solver
Risk Taker - Self Starter
Value to Team
Bottom Line Organizer
Places high value on time
Challenges the status quo
Innovative
Possible Weaknesses
Oversteps authority
Argumentative attitude
Dislikes Routine
Attempts too much at once
Greatest Fear
Being Taken Advantage of
Influencing-Inspiring
General Characteristics
Enthusiastic
Trusting: Optimistic
Persuasive: Talkative
Impulsive: Emotional
Value to Team
Creative problem Solver
Great Encourager
Motivates others to achieve
Positive sense of humor
Negotiates conflicts: peace maker
Possible Weakness
More concerned with popularity than tangible results
Inattentive to detail
Overuses gestures & facial expressions
Greatest Fear
Rejection S C
Stable - Steady
General Characteristics
Good Listener
Possessive
Steady, Predictable
Understanding: Friendly
Value to Team
Reliable & Dependable
Loyal Team worker
Compliant towards authority
Possible Weaknesses
Resists change
Takes a long time to adjust to change
Holds a grudge: Sensitive to Criticism
Difficulty establishing priorities
Greatest Fear
Loss of Security S
Compliant - Correct
General Characteristics
Accurate: Analytical
Conscientious: Careful
Fact-finder: Precise
High Standards; Systematic
Value to Team
Perspective: “The anchor of reality”
Conscientious and even tempered
Thorough in all activities
Defines situation: Gathers Criticizes & tests information
Possible Weaknesses
Needs clear-cut boundaries for actions/ relationships
Bound by procedures and methods
Gets bogged down in details
Prefers not to verbalize feelings
Will give in rather than argue
Greatest Fear
Being Taken Advantage of C
Stable - Steady
General Characteristics
Good Listener
Possessive
Steady, Predictable
Understanding: Friendly
Value to Team
Reliable & Dependable
Loyal Team worker
Compliant towards authority
Possible Weaknesses
Resists change
Takes a long time to adjust to change
Holds a grudge: Sensitive to Criticism
Difficulty establishing priorities
Greatest Fear
Loss of Security
Compliant - Correct
General Characteristics
Accurate: Analytical
Conscientious: Careful
Fact-finder: Precise
High Standards; Systematic
Value to Team
Perspective: “The anchor of reality”
Conscientious and even tempered
Thorough in all activities
Defines situation: Gathers Criticizes & tests information
Possible Weaknesses
Needs clear-cut boundaries for actions/ relationships
Bound by procedures and methods
Gets bogged down in details
Prefers not to verbalize feelings
Will give in rather than argue
Greatest Fear
Being Taken Advantage of

51. Any Questions
Go and Practice