A real estate leader explains how his team uses the DISC personality assessment to improve hiring, communication, and team dynamics. The four types are D for results-focused, I for relationship-driven, S for steady and dependable, and C for detail-oriented and analytical. Knowing these profiles lets teams adapt how they talk to each other and place people in roles that fit.
Questions this video answers
The Tony Robbins DISC test.
I want to spend a little bit of time on the disc test because it is how we work. It serves two purposes for our team for recruiting. We need to know what personality types we're looking for and also internally how our different personality types interact. So staff and sales and you as a leader, how your personality if you're off the charts D and you're working with S and C personalities for your admin and you're trying to train them, that's going to be a colossal failure unless you realize that how you need to interact with that personality and really serve them versus just be yourself. So, so what is DISC and how, how do we use it? DISC is a personal assessment tool used to improve work productivity, teamwork and communication. It's non judgmental and helps people discuss their behavioral differences. We've, we actually all took that Tony Robbins disc test and we all reviewed it as a team and went through a series of exercises around our personality profiles at a team off site that we had last summer. So it's a real cool exercise for you to give everyone on your team say okay, by next team meeting I want you to all fill out this disc test and we're going to go through it as a team. Very, very fun exercise. And you complete a series of questions that produce a detailed report about your personality and behavior. Provides a common language that people can use to better understand themselves and to adapt their behaviors with others. That is super important for you as leader to understand the personality types of the people on your team and people that you're bringing onto your team. Can work within the team sales relationship, a leadership position or other relationships. Basically it helps you and your team increase your self knowledge. How you respond to conflict, what motivates you, what causes you stress and how you solve problems. It facilitates better teamwork and minimizes team conflict. Develop stronger sales skills by identifying and responding to customer styles. And I believe in your Dropbox you have a training on DISC so for agents to understand. So this is obviously a great recruiting tool for you to know the DISC of people that are coming on your team and what you're looking for. But also your agents should be trained on this as part of just interacting with their clients. So if you have an eye personality selling to a C personality. C personality wants data and the I personality just wants to talk and chat and you know, and they're going to be at odds. Same thing with an I selling to a D. A D doesn't have patience for eyes for the most part they kind of drive them crazy and so the eye needs to be aware of their environment and not sell to that person the way that they would want to be sold to, but sell to that person the way that they need to be sell to to get the outcome that they want and to persuade them to do business with them unless they're home at the right price or become a buyer, client or whatnot. So it helps you manage more effectively by understanding the dispositions and priorities of employees and team members. Super important as leader become more self knowledgeable, well rounded and effective leaders. So all those reasons you want to make make sure you understand DISC better. So let me quickly run through what each of these personality types stands for and there's different words that are associated with the disc, but this is just one version of it. C I've heard as compliance before S I've heard as supportive before. Influence is typically what I is in dominance or driver. I've heard D so a D Personality Person places emphasis on accomplishing results, the bottom line and confidence their behaviors. They see the big picture, they can be blunt, they accept challenges, they get straight to the point. I Personality stands for influence. Person places emphasis on influencing or persuading others, openness and on relationships. They show enthusiasm, they're optimistic, they like to collaborate this thing. They dislike being ignored. So you can see a DNI if a D is getting to the point and not having time to collaborate or spending a whole lot of time with someone, a D and I can often be sort of miscue just by not realizing the different personalities involved. S stands for steadiness. Person places emphasis on cooperation, sincerity, dependability, they don't like to be rushed, their calm manner, calm approach, supportive actions, humility and C is for conscientiousness or compliance. The person places emphasis on quality and accuracy, expertise and competency in their behaviors. They enjoy independence, objective reasoning, they want the details. They fear being wronged.
