By David Delgado | Freedom Choice Lending

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Introduction: The Secret to Connecting with Dominant Buyers and Sellers

If you’ve ever worked with a client who knows exactly what they want, moves fast, and doesn’t like to waste time — congratulations, you’ve met the “D” personality type.

In the DISC personality model, the “D” stands for Dominance — and these clients can be some of the most rewarding to work with… if you know how to speak their language.

As a real estate professional, understanding personality types isn’t just about being a “people person” — it’s about being a better communicator, negotiator, and closer. At Freedom Choice Lending, we train both mortgage and real estate professionals on how to tailor their approach to every client type — and the “D” personality requires precision, confidence, and results.

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Who Is the “D” Personality Type?

The “D” personality is decisive, direct, and driven by results. They value efficiency over emotion and expect their agent to deliver — not delay.

Here’s how to recognize them:
✅ They speak quickly and confidently.
✅ They dislike small talk and want to “get to the point.”
✅ They challenge ideas — not because they dislike you, but because they’re testing your confidence.
✅ They make decisions fast, often based on logic and ROI.

If you’re working with a high “D” buyer or seller, remember: They respect strength and lose trust when you hesitate.

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How to Build Rapport with a “D” Personality

Dominant personalities aren’t looking for a friend — they’re looking for a leader. The key is to mirror their pace and energy while staying grounded in your expertise.

Here’s how to earn their respect fast:

• Be Direct: Skip the fluff. Get straight to the facts — pricing, timelines, and outcomes.
• Show Competence: Back every recommendation with data. “Based on recent comps, this price point gives you a 6.2% appreciation potential over 9 years.”
• Take Initiative: Don’t wait for them to ask — offer solutions before they do.
• Stay Confident: A “D” personality will test your confidence. If you hesitate, they’ll take control of the transaction.

Remember — the moment you show uncertainty, they’ll start thinking, “Maybe I should be running this deal myself.”

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Selling to the “D” Buyer

When helping a dominant buyer, focus on results and time efficiency.

• Lead the process. Present only properties that match their exact needs — not 20 “maybes.”
• Use bullet points and visuals. A quick summary of the best options beats a long presentation.
• Emphasize value and ROI. These clients often think like investors, even when buying their primary home.
• Negotiate boldly. They appreciate agents who fight for their interests — not ones who fold under pressure.

💡 Example:
Instead of saying: “This home has a nice kitchen and open layout,”
Say: “This home is priced $25K below market, and based on current appreciation trends, it could gain $50K in equity within two years.”

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Working with a “D” Seller

When representing a dominant seller, remember — they want control but also expect you to be the expert.

• Lead with strategy. Outline a clear, step-by-step plan for pricing, marketing, and negotiation.
• Set clear timelines. “Your home will hit the MLS by Tuesday, with open houses scheduled for Saturday and Sunday.”
• Stay results-focused. They don’t want to hear about effort — they want to see outcomes.
• Be assertive in pricing discussions. If they want to list too high, show them the data to back your recommendation.

A “D” seller will respect you more when you push back with evidence than if you simply agree to keep the peace.

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Communication Tips for the “D” Client

• Keep emails and texts short and to the point.
• Lead with facts and outcomes, not opinions.
• Respect their time — if you say 3:00 PM, they expect you there at 2:59.
• Avoid oversharing emotional stories or “soft sells.” They’re immune to it.
• Use powerful, confident language:
  • “Here’s what I recommend.”
  • “Based on data, this is the smartest move.”
  • “Let’s get it done.”

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Why Understanding the “D” Personality Makes You More Money

The real estate agents who master personality-based selling close more deals with less friction.

By learning to adapt your communication, tone, and presentation to fit each client type — especially the “D” — you’ll:
✅ Build faster trust
✅ Shorten your sales cycle
✅ Win more negotiations
✅ Earn more referrals from high-performing clients

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Final Thoughts: Lead with Confidence

When you work with a dominant personality, remember — they respect leaders, not followers.
Be clear. Be confident. Be concise.

At Freedom Choice Lending, we believe every agent can elevate their influence and income by mastering communication. Understanding the “D” is just the beginning.

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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