Active / Outgoing Type

Go-getter
Fast Paced
Optimistic OUTGOING
Energetic
Very Involved
RESERVED
Positive
Enthusiastic Passive / Reserved Type
Slower Paced
Cautious
Concerned
Reluctant
Critical Thinking
Discerning
Task-Oriented /
Hi-Tech Type
Form
Function P
T E
Program
A O
Plans S P
Projects K L People-Oriented /
Process E High-Touch Type
Bottom Line Relationships
Caring
Sharing
Emotions
Feelings
Friendships
Outgoing - Task Oriented
Outgoing - People Oriented
Dominant OUTGOING Inspiring
Direct
D- Demanding
I-
Influencing
Impressionable
Decisive
Interactive
Determined
Doer
T D I P
E
Interested in
People
Impressive
A O
S P
K L
C S E
Reserved - Task Oriented Reserved - People Oriented
Cautious Supportive
Calculating RESERVED Steady
C- Competent
S- Stable
Conscientious Sweet
Contemplative Status Quo
Careful Shy
 OUTGOING
The D Type
% of
Task Method: My Way!
Goal Setting: Challenging
T D Population:
10%
A
Basic Need: Choices, Control, Challenge S Famous : Donald Trump
Greatest Fear: Being Taken Advantage of K
D Types Like:
Winning
Planning Control Factors
New ideas Under Control Out of Control D Types Want…
Being the boss You to be Quick
Results Courageous Reckless
To move fast Quick to respond Rude Get to the point
Challenges Goal-oriented Impatient Be specific
Results-oriented Pushy
D Types Don’t Like: Deliberate Dictatorial To Win
Indecision Self-confident Conceited
Lazy people Direct Offensive
Details Self-reliant Arrogant
Common Phrase:
Taking Orders Straightforward Abrasive
Slow people Competitive Ruthless “Just get it done”
Value to Team: Bottom line organizers who challenges the status quo
 OUTGOING
The I Type
% of
P
Task Method: Fun Way!
Goal Setting: Short Term
Population:
25-30%
I E
O
Basic Need: Recognition, Approval P
Famous I: Kim Kardashian,
Greatest Fear: Rejection L
I Types Like: E
To be liked
Expressing ideas Control Factors
Being part of the Under Control Out of Control I Types want …
group
Optimistic Unrealistic
It to be Fun
Social activities You to be Upbeat
Recognition Persuasive Manipulative
Excited Emotional Everything Positive
Communicative Gossipy Enthusiastic
I Types Don’t Like: Spontaneous Impulsive
Being ignored Outgoing Unfocused
Being isolated Talkative Excitable
Being ridiculed Involved Directionless
Repetitive tasks Imaginative Daydreaming Common Phrase:
Detailed work Warm/Friendly Purposeless
“Here’s an idea”
Long-term projects
Value to Team: Creative problem solvers who motivate & encourage others
 The S Type
Task Method: Easy Way! Famous S: Jimmy Carter
P
Goal Setting: Evenly paced E
O
Basic Need: Appreciation, Security
% of P
Greatest Fear: Change
S Types Like:
Population:
30-35%
S L
E
Teamwork
Harmony Control Factors RESERVED
Predictability Under Control Out of Control
Status Quo S Types Want …
Cooperation Relaxed Lacking Initiative
Reliable Dependent People to be Kind
Sticking with
what works Cooperative A Sucker You to be Patient
Stable Indecisive Predictability
S Types Don’t Like: Good Listener Uncommunicative
Single-minded Inflexible Understanding
Insensitivity
Misunderstanding Steadfast Resistant to Change
Being yelled at Softhearted Easily Manipulated
Systematic Slow Common Phrase:
Surprises
Being pushed Amiable Resentful
“Whatever you think
is best.”
Value to Team: Reliable, Dependable & Loyal Team Players
 The C Type
Task Method: My Way! Famous C’s: Janet Yellen
T
Goal Setting: Challenging
A
Basic Need: Details, Quality, Value S % of
Greatest Fear: Criticism
C Types Like:
K C Population:
20-25%
To be right
Clear instructions Control Factors RESERVED
Planning Under Control Out of Control
Established procedures C Types Want to
To know what is expected Orderly Compulsive
be…
Finishing tasks Logical Critical
Intense Unsociable Accommodating
Curious Nosey Accurate
C Types Don’t Like: Teachable Easily Offended Accountable
Being criticized Cautious Fearful
Correct Rigid Analytical
Mistakes
Sudden changes Questioning Doubtful
Common Phrase:
Sloppy work Conscientious Worrisome
Unpreparedness Precise Prickly “I need more
information”
Value to Team: Conscientious, and thorough in all activities
 Applying the
DISC
to your Real Estate
Business
 Handling Call-Ins

Over the Phone Voice Indicators

D’s & I’s tend to speak louder and faster
S’s & C’s tend to speak softer & slower
I’s & S’s tend to show more emotion
D’s & C’s are unemotional
Make your goal with call-in’s to try an narrow your
indicators down to a pair of styles. By speed and volume
you can usually narrow it down to just two.
 The Appointment
Seek Clues in the Listing Appointment:

D’s’s tend to have clean homes with wood or

traditional furniture. The homes will be neat and
organized and they probably employ a cleaning
person.

What will the D’s’Landscaping look like?

What Kind of Car will a “D” most likely Drive?

 The Appointment
Seek Clues in the Listing Appointment:

I’s tend to have well decorated homes with modern

or in-style furnishings. The homes will tend to be
colorful.

What will the‘I’s Landscaping look like?

What Kind of Car will a “I” most likely Drive?

 The Appointment
Seek Clues in the Listing Appointment:

S’s’s tend to have comfortable homes and country

clutter may be the décor of choice. You will often
find many family photo’s.

What will the‘S’s Landscaping look like?

What Kind of Car will a “S” most likely Drive?

 The Appointment
Seek Clues in the Listing Appointment:

C’s tend to have very neat and organized homes

with sparse furnishings. Walls will tend to be white
or neutral. Diploma’s often hang from the walls.

What will the‘C’s Landscaping look like?

What Kind of Car will a “C” most likely Drive?

 ASKING FOR THE ORDER
D Styles
Will make fast decisions. Important to a D is
in the negotiation the need to feel like they
won. Be direct with a D.

Script: “ Mr. & Mrs. Smith, this house has all

that you wanted at a price you can live with.
Do you want to buy it?”
 ASKING FOR THE ORDER
I Styles
Can also be quick decision makers. An I has
an overwhelming need to be liked and
recognized. Focus on them.

Script: “This house will be perfect for

entertaining and this neighborhood is very
popular and homes are selling fast, can’t you
see yourself living here?”
S Styles

Will need time to make a decision. When

helping an S focus on security, safety and
family. Once you have gained the trust of an S
you have their loyalty. Honor that trust.

Script: “The safest thing to do would be to

price your home to sell, and then we can
preserve your families happiness.”
C Styles

Will need a lot of information to make a well

informed decision. They will not be rushed,
and would rather make no decision than make
a wrong one. Never be vague or guess.

Script: “ As promised, this is all of the

information. You are now well prepared to
make an intelligent decision.”
 SAYING THANK YOU

D Styles
Thank you for your recent home
purchase with me. It is always great to
work with people who know what they
want. Please let me know who you
might know that could use my services.
 SAYING THANK YOU

I Styles
Thank you for your recent home
purchase with me. I hope that you have
had time between your busy social
schedule to enjoy that terrific backyard!
Please let me know if I can help any of
your friends or family move closer to
you. You might want to talk them into
buying so that we can all be invited to
another fabulous house warming party.
S Styles
Thank you for your recent home
purchase with me. I hope that you and
your family are enjoying your new
home. I’m sure that the kids are as
happy as you had hoped they would be
in the new school. Please let me know
which one of your friends or family I
may be able to help to make them as
happy as you are.
C Styles
Thank you very much for allowing me
the opportunity to work with you. Your
closing went very smoothly and I hope
your move went just as smoothly. If I
can be of assistance to any of your
friends, or if you have any questions
please do not hesitate to call you know
you can count on me.
 Additional Resources on
D I S C Personality Style

Idea A Day Guide by the Dartell Corporation

The Platinum Rule by Dr. Tony Alessandra, Ph.D
Presenting with Style by Robert Rohm Ph. D. & Tony Jeary
The Tony Robbins Corporation, Anthony Robbins