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Transform Your Sales Game: Decode Client Personalities with DISC


Personalities with DISC

Ever wondered why some clients click with you instantly while others feel like a puzzle? It's all about personality! At our recent sales meeting, Mary Kullman, branch manager of the Sahara Campus, and David Squier, branch manager of the Centennial Campus, walked us through the DISC personality framework—a powerful tool to help us connect better with clients and colleagues. 


Personalities with DISC

What’s DISC All About? 

The DISC model breaks down into four personality styles: Dominance (D), Influence (I), Steadiness (S), and Conscientiousness (C). Each style brings unique strengths and quirks to the table. Here’s a quick rundown and some practical ways to leverage these insights in your real estate career: 


Dominance (D): The Go-Getters 

  • Traits: Results-driven, decisive, and direct. 

  • Tip: When dealing with a "D" client, skip the small talk and get straight to how your service can solve their problems efficiently. Think quick stats and bold benefits. For example, if they're buying a house, highlight the speedy ROI and investment potential. 


Influence (I): The Social Butterflies 

  • Traits: Persuasive, enthusiastic, and chatty. 

  • Tip: Engage them with lively discussions and personal stories. Show how your service will not only meet their needs but also enhance their lifestyle. For example, emphasize the vibrant community and social opportunities in a new neighborhood. 


Steadiness (S): The Supportive Souls 

  • Traits: Patient, loyal, and calm. 

  • Tip: Build trust with detailed information and steady communication. Steer clear of high-pressure sales tactics. For instance, reassure them by outlining a clear, step-by-step buying process and always be available to answer their questions. 


Conscientiousness (C): The Detail-Oriented 

  • Traits: Analytical, precise, and methodical. 

  • Tip: Be prepared with facts, figures, and thorough explanations. These clients appreciate well-organized data and clear answers. For example, provide comprehensive market analysis and be ready to delve into the specifics of home inspections or financing options. 


How Can This Help Your Business? 

Understanding these personality types isn’t just about smoother transactions—it’s about building lasting relationships. Whether you’re showing homes, negotiating contracts, or managing a team, knowing how to interact with different personalities can make all the difference. 


  • Customize Your Approach: Adapt your style to match your client's or colleague's preferences. This can make your interactions more effective and enjoyable. 

  • Enhance Your Teamwork: Use these insights to assign roles and tasks that fit each team member’s strengths, leading to more productive and harmonious teamwork. 

  • Improve Client Satisfaction: Tailor your communication and services to meet clients' unique needs, leading to happier clients and more referrals. 


Take the Next Step! 

Ready to learn more? Watch the full sales meeting to hear Mary and David share tips and stories on mastering the art of personality in real estate. You can also click here to discover your own personality style. 

 

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