We all have our own personal style and feel more comfortable with people we believe are similar to us. People who share our religion, our occupation, our hobbies our interests and choises of life.
The power of rapport: Is the way we gain confidence and build rapport. First is to recognize then behave consistent with other person's personality... This is a skill we have to learn. We can learn to recognize the other person's style and adapt to it. We gain rapport more easily which leads to more trust, greater cooperation and ultimately a faster more committed agreement to list with you, purchase the property, trust your advice in a negotiation, and refer you to others.
If we don't master the skill of understanding and adapting your behavior to others... so they feel more comfortable with you ( more trusting of you and your advice ) we missing a great opportunity to be sucefful in our business.
It is a small step to learn to adapt your behavior to achieve better relationships, avoid, prevent and resolve conflicts:
- On your personal level using our own power of judgment and gut instinct.
The professional way, the method used by top corporations, top Real Estate organizations, and the most successful salespeople is to use the researched, tested, and proven methods of a DISC assessment.
DISC is an abbreviation for the four basic personality styles.
- The "D" of DISC is a Dominant person, results oriented style, quick to anger, and eager to fight back in conflict. High "D's" are often quite successful but not always nice people.
- The "I" of DISC is an Influential relationship oriented person, friendly and optimistic who wants to move away from conflict. High "I's" are fun but sometimes you question their sincerity.
- The "S" is a Stable Steady trust oriented person, emotionally more passive, yet strong and tolerant of conflict. High "S's" are the strongest team members and excellent negotiators but they are not easily forthcoming with their thoughts and feelings.
- The "C" in DISC is the Conforming process oriented person, prone to fear and worry, watching for conflict and avoiding it. High "C's" alert you to the potential dangers and drawbacks of your plans. They are excellent at implementation. However, they can appear pessimistic.
Hmmmmm... Not Quite That Easy! Each of us is a combination of these four styles.
The question often asked is whether one style or another is more likely to be successful as a Real Estate Agent.
Statistically High Dominant "D" and High Influential "I" styles are higher performers in a sales environment including Real Estate.
However, Stable Steady "S" styles are the strongest negotiators. And some of the most successful mega company owners are very high Conforming "C" style. So, each style can achieve exceptional status and results in specific positions throughout the Real Estate profession. As you more clearly understand your style, you can choose the most successful direction for your career.
Improving your understanding of people, your comfort with people and your ability to communicate effectively dictates your happiness and your success in your career, with your family, and in every aspect of your life.
All of this information and more is included in a 35 page manual "LEARNING and UNDERSTANDING COMMUNICATION, PERSONALITY, and BEHAVIOR STYLES," that you can receive in addition to your DISC assessment. If you wish to order a DISC assessment for you and others and/or you would like a copy of the manual go to RichLevinDISC.com.
