Use this link: https://profiles.innermetrix.com/VO/ae56f293/en and send a copy of your results to Mary Murphy.

At TMG, we acknowledge the value of understanding people. The DISC profile gives us a broad idea of the personalities and behavioral styles of people. This is important to understand so you know what kind of decision-makers your clients are and how they like to be sold.

1. Driver - These types of behavioral styles are results-oriented like being in charge/make decisions. 

2. Influencer/Expressive - Fast-Paced, like risk and are people-focused, very collaborative and like to work together in teams. 

3. Supporter/Amiable - People-focused, risk-averse, good with building one-on-one relationships, like pace and consistency. 

4. Calculator/Analytic - Data-driven, very analytical, detail- and time-oriented.  

1. DRIVER

WHO YOU ARE WORKING WITH:

Jobs - attorney, CEO, military, leaders

Colors - red, black, and white

Home Decor - immaculate, minimalist, modern

Communication - short/sweet, no emojis, financially driven 

HOW TO SELL TO THEM...

Be aggressive and give them the hard details, don’t beat around the bush. If it’s a good deal, tell them; if it’s not, tell them that. D’s will respect you more for this. D’s have limited time so be precise and direct with communication. D’s often already know what they want, so if you find it for them, they’ll buy it!

2.  INFLUENCER/EXPRESSIVE

WHO YOU ARE WORKING WITH:

Jobs - Realtors, salespeople, hospitality, performers, artists

Colors - bright palette, primary colors

Home Decor - Bohemian, art, bright, natural light, plants always, space for entertaining, sound system

Communication - emojis, emotional words, go off on tangents

HOW TO SELL TO THEM...

I’s love to talk, so expect a lot of chatter in email, texts, and longer phone calls. They prefer in-person meetings over phone meetings, so do things in person if possible. Prepare to over-communicate to I personalities rather than how you would with D personalities. They will be active social media people so support them there as well, especially after the sale. 

3.SUPPORTER / AMIABLE

WHO YOU ARE WORKING WITH:

Jobs - counselor, nurse, teacher, and therapists

Colors - neutral, pastels

Home Decor - family photos, inspirational art, calendar, checklists, pets

Communication - grammatically correct, picky about grammar/punctuation, they are cautious and slow talkers - wait for them to think before talking, hard to read. 

HOW TO SELL TO THEM...

Use more EQ than IQ, they are more emotional purchases so outlining these in the process will help them make decisions. Pay attention to their family members and include them all in showings and decisions. These are more gentle personality types so do not oversell. 

4. CALCULATOR / ANALYTIC

WHO YOU ARE WORKING WITH:

Jobs - engineer, finance, research, IT, double/triple check, move slowly

Colors - sloppy

Home Decor - big TV, gamers, lots of tech, man cave, books, older car, older furniture

Communication - detail-oriented, very specific, dropping numbers/stats

HOW TO SELL TO THEM...

Show them the numbers! Be very specific about explaining details. Do not skip or miss anything throughout the transaction. Do not expect replies from them like you would from an I or S.