DISC Profiles

Use the DISC Profile to Master the Agent/Client Relationship

DISC is a personality assessment tool used by more than one million people every year to help improve teamwork, communication, and productivity in the workplace. DISC is an acronym that stands for the four main personality profiles described in the DISC model: (D)ominance, (I)nfluence, (S)teadiness and (C)ompliance

While a DISC profile doesn't tell you everything about whether or not a person will be successful as a full time real estate agent, there are some pretty good clues to help you identify people who will more naturally align with the traits of a successful salesperson.

The career can be done by someone who is not the "ideal" agent, but just know that they are going to have a much harder time overcoming their natural behaviors, tendencies and fears. They'll need to use the Behavioral Selling skills linked below to adapt to the profile needed and because it's not natural for them, it may be more exhausting or overwhelming.

We've definitely seen some people who break the norm and overcome with amazing success, but they build a proven, repeatable system around them to make it work!

The 3 qualities of a great team player are that they must:

Be humble
Be hungry
Be smart

CFG DISC Profile Resources

Step 1: Take our Team DISC profile for FREE - email Rachel to request the results

Step 2: The results are not intended to be a limiter or a determiner of failure, but a key to unlock how knowing their DISC profile can help agents ideally interact with clients. Read our CFG Behavioral Selling Skills & DISC profiles PDF guide that explains the best way to create strengths in transactions and negotiations no matter what the DISC profile.

LISTEN! There are some absolute rockstar agents out there who conquer the world despite being the opposite DISC profile of what the ideal is. They just have to work harder to create systems to overcome their natural behaviors. OKAY ROCKSTAR!!!!! LET'S GO!!!!!

SCROLL DOWN TO LEARN ABOUT IDEAL PROFILES

AND IN PART 2, SEE CASE STUDIES ABOUT THE PROFILES

PART 1: HOW TO USE THE DISC PROFILE FOR AGENT SUCCESS

Source: https://therealestatetrainer.com/disc-behavioral-styles-real-estate-agents/

Values Summary

For a great agent, also notice in this second diagram on the right that the "economic" factor is high and that means this agent is driven and competitive. The agent is "hungry" and will work hard to close the sale. The "individualistic" category above shows that this agent can work independently and the "political" marker shows leadership which is needed since this is a self-leadership kind of job!

BUYER'S AGENTS: High IS

Ideal buyer's agent DISC is a high I, high D and the S is a little lower with a high economic motivator. (D should be about 50% ) This person is very friendly and easy to talk with, never meets a stranger, and is not fearful of the phone. So an ‘IS’ [someone who leads with a high ‘I’ followed most closely by ‘S’] is probably ideal, but you can have success with ‘ID’s and ‘SC’s.”

LISTING AGENTS: “High ‘D’

'High ‘D’ followed by a high ‘I’ or high ‘C’ is ideal for a listing agent. You can teach people skills, but people are like rubber bands — they always revert back to their natural state, especially in times of stress, so it's best not to waiver from a High D for a listing agent. Sellers can be tougher to deal with, and we have to have someone who is not afraid of conflict, who will be willing to tell the seller the truth,

CFG CORE VALUE - LEADERS DEVELOPING LEADERS

LEADERS DEVELOPING LEADERS

REMINDER.....This information is not intended to be a limiter, but a key to unlock how knowing their DISC profile can help agents ideally interact with clients in our CFG Behavioral Selling Skills & DISC profiles guide.

There are some absolute rockstar agents out there who conquer the world despite being the opposite DISC profile of what the idea is. They just have to work harder to create systems to overcome their natural behaviors or preferences.

Ideal Support Staff/Online Leads or ISA: SC or CS

‘SC’s and ‘CS’s tend to be the least successful as buyer’s agents, but they are perfect for support staff. They typically soar in support roles and are the most loyal people in the world. All my admins are ‘SC’ or ‘CS,’. It doesn’t mean they can’t make it as agents, but it does mean they will have to adapt their personality more than the other personalities — and when you adapt a lot, you tend to be more stressed because it’s not natural.

Not The Ideal Agent Profile:

Someone who leads with a high ‘C’ is typically not the right fit for a sales role. This personality is super analytical and usually ends up wanting everything to be so perfect that it paralyzes them. They tend to have ‘paralysis by analysis’ syndrome. Again, is this a deal-stopper for an agent? Not necessarily, but an agent in this category is going to have to work REALLY HARD to overcome the habits and beliefs that keep them from being an outgoing person who is ready to sell.

If you're in this category and you REALLY want to be in sales, it would be great to enroll in coaching to learn how to overcome your limiting beliefs and build a successful business! Ask us for guidance to find the right coaching for you to help you succeed!

Notice the low economic motivator

PART 2: COMPONENTS OF BEHAVIOR & CASE STUDIES

Source: Financially Simple

These resources from the article "DISC Assessment – Essential for Building a Compatible Staff" will be helpful for you to understand the different personalities you put on your team and who you want to spend your time with every day.

The article is a great read.

IDEAL BUYER'S AGENT - See Case 1 below

IDEAL LISTING AGENT - See Case 2 Below

IDEAL STAFF - See Cases 3 & 4 below

Case Study 1 - This person will make a great buyer's agent. High DIs. Behavior is more towards helping people and more are economically driven.

It doesn't mean they can't be a listing agent, but it means that they will need to use the CFG Behavioral Selling Skills to be a more decisive leader for the seller.

This one is close to an ideal buyer's agent. S could be a little lower

Case Study 2 - This person will make a great listing agent. High DI. They like getting the job done, they are extroverted and not afraid of people and very economically driven.

It doesn't mean they can't be a buyer's agent, but it means that they need to use the CFG Behavioral Selling Skills to be a more patient with buyers who aren't ready to make a decision.

Case Study 3 - This person will make a great inside sales agent. High SC. This is someone who is stable and reliable. They follow a system. They're economically driven.

Very introverted so face to face sales will be exhausting. This person is likely to be a good person to convert internet leads.

Case Study 4 - This person will make a great administrator with the High CS. Definitely not going to go naturally to sales. This is someone who is stable and reliable. They're not economically driven. They are looking for a stable paycheck.

This person will be great for your office administration or TC work.

CFG CORE VALUE - LEADERS DEVELOPING LEADERS