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By David Delgado | Freedom Choice Lending
🧩 Why DISC Training Is a Game-Changer for Realtors
In real estate, success isn’t just about market knowledge or lead generation — it’s about connection.
The top 1% of real estate agents aren’t always the best closers… they’re the best communicators.
That’s where the DISC Personality Training comes in — a powerful system used by Fortune 500 companies, elite sales trainers, and top-performing Realtors to understand human behavior.
Learning DISC allows you to quickly read your clients, tailor your approach, and build instant trust.
💡 What Is the DISC Personality Model?
The DISC model identifies four main personality types, each with unique communication styles, motivations, and decision patterns.
| Type | Meaning | Strengths | Potential Challenges |
|---|---|---|---|
| D – Dominant | Results-driven, confident, decisive | Fast decision-makers, goal-oriented | Can seem impatient or blunt |
| I – Influential | Social, enthusiastic, people-oriented | Build rapport easily, great networkers | Can be impulsive or disorganized |
| S – Steady | Loyal, dependable, calm | Excellent listeners, team players | May resist change, need reassurance |
| C – Conscientious | Analytical, detail-oriented | Thorough, accurate, rule-followers | Can be slow to decide, perfectionistic |
When you can identify which type your client fits into — you unlock the secret to better communication, smoother transactions, and more referrals.
🏠 How Realtors Can Apply DISC to Real-World Situations
1. Tailor Your First Impression
Your first few minutes with a client set the tone.
- D-type: Get to the point — show results, data, and time savings.
- I-type: Be energetic and warm; build excitement about possibilities.
- S-type: Be calm, patient, and trustworthy; share stories of satisfied clients.
- C-type: Provide facts, details, and documentation to build confidence.
✅ Pro Tip: Mirror their pace and tone. A fast-talking “D” will lose patience with a slow, story-heavy introduction.
2. Adjust Your Communication Style
Once you’ve identified their DISC type, adapt your follow-up style:
- D: Short emails, bullet points, fast response time.
- I: Use emojis, positive language, and voice notes.
- S: Check in regularly, provide reassurance, avoid sudden changes.
- C: Send detailed property comparisons and data sheets.
✅ Pro Tip: The way you communicate can double your client’s comfort level — and that directly impacts their willingness to buy.
3. Negotiate Smarter
Each personality type negotiates differently.
- D-types want to win. Show how the deal positions them ahead.
- I-types want everyone to feel good. Focus on the experience.
- S-types want stability. Emphasize long-term security.
- C-types want accuracy. Back up your offer with data.
✅ Pro Tip: A C-type client won’t respond to hype — but will love your spreadsheet comparing mortgage rates or appreciation forecasts.
4. Build Lasting Relationships
DISC isn’t just about closing more deals; it’s about creating clients for life.
When you communicate in the way your clients need to be communicated with, they feel understood — and that’s what keeps them coming back.
✅ Pro Tip: Keep notes on each client’s DISC style in your CRM. Use that to personalize follow-ups, thank-you notes, and anniversary check-ins.
Real Estate Example
Let’s say you’re showing homes to two clients:
- Alex (D-Type): Wants a fast process. Prefers numbers and results.
“This property is 5% below market value and could generate $200,000 in appreciation over 5 years.” - Brittany (S-Type): Wants reassurance and emotional connection.
“This neighborhood has great schools and families who’ve been here for over 10 years — it’s a perfect place to put down roots.”
Same house. Different message. Double the impact.
🔑 Why DISC Training Is a Must for Realtors
When you master DISC, you:
✔️ Build trust faster
✔️ Close deals with less friction
✔️ Turn one-time clients into lifelong referral sources
And the best part?
You’ll enjoy your business more — because you’ll finally understand why clients act the way they do.
📈 Takeaway
Every homebuyer has a personality pattern — and every pattern has a key.
DISC helps you find that key and open the door to deeper relationships, smoother closings, and a thriving referral business.
🚀 Ready to Elevate Your Real Estate Career?
At Freedom Choice Lending, we help Realtors grow through education, proven sales systems, and personality-based training.
Connect with us to learn how to apply DISC insights to your real estate conversations, listing presentations, and buyer consultations.
Let’s help you close more deals — and do it with confidence and connection.
Direct Line (562) 281-6163
Main Office (866) 587-6927
David Delgado – NMLS #349079
Presiden/CEO
Freedom Choice Lending
NMLS #1998153
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