Jake Burhans breaks down the DISC personality framework—Dominant, Influencer, Cautious, and Stabilizer—and how to adjust your pitch for each type. Matching a seller's communication style speeds up negotiations and builds trust faster than a one-size-fits-all approach.
What is the DISC test and how the heck does it help me talk to sellers? The DISC test is a personality assessment, and there's a number of different names for the 4 components that make it up, but we say is dominant, influencer, cautious, and stabilizer. And it's really important to know what the seller is, right, so you can speak in their language. Dominant sellers are easy to spot. Oftentimes they're just saying, what's your offer? They want to get it done now. Influencer sellers are often noted by them just telling you their entire life story. You pretty much can't get them to stop talking. Cautious sellers are very detail-oriented. They want all the details laid out in front of them. They will not make a decision until everything is explained to them. Stabilizer sellers are people who are calm, cool, and collected, and they don't like structure and they just want to go with the flow. Let me know in the comments what your favorite personality to talk to is.
