What is DISC?
DISC is a behavioral assessment tool based on the DISC theory of psychology, which centers on four different behavioral traits: (D) ominance, (I) nfluence, (S) teadiness and (C) onscientiousness. It is a quadrant-based, test driven method of identifying predictable actions and personality traits within human behavior. Those who take this test are described by which quadrants are their strongest and weakest traits, and the results of their profiles can be used by brokerages to determine which agents fit which positions most accurately within in the agency.
For example, people who score high on the (D) scale place emphasis on accomplishing results and exhibit a high degree of confidence. People who score high on the (I) scale are the most outgoing, friendly and at ease when talking to strangers on the phone. Those with a high (S) can handle uncertainty and don’t change course often, and those who lead with a high (C) place an emphasis on quality, accuracy, expertise and competency.
So who’s best at what?
According to the National Association of Realtors, who recently profiled how agencies use DISC testing to place agents, the profiles that best suit listing agents, buyers’ agents, and support staff vary drastically for each respective role.
The most well equipped listing agents usually lead with a high (D) and a secondary strength of (I). These agents tend to be extremely knowledgeable and are able to steer the home selling process along with confidence and efficiency. This is important in hiring listing agents because sellers tend to be more challenging to work with than buyers, so an agent who is not afraid of conflict is likely most suitable as a listing agent.
The best buyers’ agents tend to lead with a high (I) and a secondary strength of either (S) or (D). These agents are self-starters, who are reliable and tend to be good at any kind of salesmanship. Because working with buyers requires more searching and often more patience, agents who exhibit these characteristics usually have the friendliness and tact to stay the course.
The most desirable support staffers tend to lead with either a high (S) and a secondary (C) or a high (C) and a secondary (S). These are good indications of someone who is analytical and detail oriented with a good understanding of developing technology. Soaring in an office setting is most suitable for these personality types who tend to be focused, loyal, and rule abiding.
Of course, there are many other things to consider when hiring listing agents, buyers’ agents, and support staff, but these valuable personality trait indicators can be used to better understand your team’s strengths and weaknesses, so you can better steer the right people in the right directions.
What does your DISC profile say about your style as an agent? Take the test HERE!