Adapting Your Communication Style in Real Estate: A DISC Personality Profile Approach

As a real estate agent, it is important to communicate effectively and build relationships with a wide range of clients. One way to do this is by understanding the personality traits of the people you are working with and adapting your approach accordingly. The DISC personality profile is a useful tool for identifying the dominant personality traits of your clients and adjusting your communication style to better meet their needs.

How to Identify Personality Types

To identify your client’s personality type, there are a few key behaviors and characteristics to look for:


  • Dominant (D) personalities tend to be strong leaders who are decisive, assertive, and results-oriented. They may come across as confident and ambitious and may be more focused on achieving their own goals rather than considering the needs of others.
  • Influential (I) personalities tend to be energetic and outgoing and are skilled at persuading and inspiring others. They may be more focused on building relationships and creating a positive atmosphere, and may be less concerned with structure and rules.
  • Steady (S) personalities tend to be reliable and dependable, and are comfortable with stability and routine. They may be more inclined to follow established procedures and may be more sensitive to the needs of others.
  • Compliant (C) personalities tend to be analytical and detail-oriented, and are often concerned with accuracy and precision. They may be more reserved and may take a measured, thoughtful approach to decision-making.

How to Adjust to Personality Types

Once you have identified your client’s personality type, you can adjust your communication style to better meet their needs. Here are some general guidelines for how to communicate with each personality type:

 

  • If you are working with a client who has a Dominant (D) personality, it is important to be direct and to the point in your communication. These individuals tend to appreciate a straightforward approach and may appreciate being given the opportunity to make their own decisions, so it may be helpful to present them with options rather than trying to persuade them to do things a certain way. For example, you might say, “Based on your budget and desired location, I have identified three properties that meet your criteria. Which one would you like to see first?”
  • If you are working with a client who has an Influential (I) personality, it is important to focus on building relationships and creating a positive atmosphere. These individuals may respond well to a more casual, friendly communication style and may appreciate the opportunity to discuss their ideas and opinions. For example, you might say, “What do you think about the layout of this property? I’m open to hearing your thoughts and ideas on how we can make it work for you.”
  • If you are working with a client who has a Steady (S) personality, it is important to be reliable and dependable in your communication. These individuals may appreciate a calm, patient approach and may also be more sensitive to the needs of others, so it may be helpful to show empathy and consider their perspective. For example, you might say, “I understand that this is a big decision for you, and I want to make sure we take the time to explore all of your options. Let’s take our time and make sure we find the perfect property for you and your family.”
  • If you are working with a client who has a Compliant (C) personality, it is important to be thorough and detail-oriented in your communication. These individuals may appreciate a measured, thoughtful approach and may also be more reserved, so it may be helpful to give them time to process information and make decisions at their own pace. For example, you might say, “I have gathered a lot of information about this property, including comparable sales in the area and a list of its features and amenities. I would be happy to go over all of this with you in detail so that you can make an informed decision.”

SUMMARY

In summary, understanding the personality traits of your clients can help you tailor your communication style and build more effective relationships. By identifying your client’s personality type and adapting your approach to meet their needs, you can better serve your clients and achieve your goals as a real estate agent.

Facebook
LinkedIn
Email
Twitter
WhatsApp
Print

RELATED ARTICLES

Are you looking for more content on this topic? Check out these related articles exclusively on OneBlueRealEstateSchool.com:

TAG(S):

WRITTEN BY:

ABOUT THE AUTHOR

Facebook
LinkedIn
Email
Twitter
WhatsApp
Print
New Year School Sale Banner

23% OFF INSTRUCTOR-LED PRE-LICENSE COURSES

Start 2023 with a new career and unlimited earning potential as a licensed Florida real estate agent! To help get you started, we’re offering 23% off all instructor-led sales associate pre-license courses (in person and live stream). Complete the form below to get the discount code sent to you. 

TERMS AND CONDITIONS OF THIS OFFER: This sale runs from December 1, 2022, through 11:59 pm on January 31, 2023; however, we reserve the right to end the sale early at our sole discretion. Discount must be applied at the time of registration and is not combinable with other offers or discounts. This discount is valid only on instructor-led pre-license courses and for new students. It also does not apply to on-demand courses or bundle upgrades. All discounted and bundled sales are final. No refunds, no transfers. By clicking above, you consent to receive email and SMS messages from OneBlue Real Estate School LLC. See the School Policies page on our website for additional terms and conditions.