Win More Listings: DISC-Based Listing Presentations

• DISC refresher: Homeowner characteristics for each style

• What each type of homeowner wants from you

• Strategies and tools to get each homeowner to “Yes!”

What You’ll Learn Today

• To give you their business, home owners need to:– Trust you – Believe you will help them reach their goals– Feel comfortable with you

• You will win more listings when you effectively “reach” people

Why DISC?

DISC: Where Are You At?

DISC Refresher: The Big Picture

Outgoing

People OrientedTask Oriented

Reserved

What are D’s like?

Qualities:• Fast paced• Impatient• Decisive • Goal oriented• Control seeking• Cool and competitive

Dominance

What are I’s like?

Qualities• Fast paced• Outgoing and gregarious• Stimulating• Unfocused w/ time management• Spontaneous• Involved• Risk taker• Dramatic opinions and showy• Enthusiastic

Influence

What are S’s like?

Qualities• Slower paced• Friendly• Supportive• First name based• Great listener, counselor like• Easy questions, truly interested• Sharing of personal feelings• Relationship oriented• Risk avoiding

Steadiness

What are C’s like? Qualities• Conservative pace• Facts and data oriented• Focused with time• “Put it in writing”• “Show me” type attitude• Precise and measured• Comfortable with problem solving • Asks questions for specifics

Conscientiousness

DISC Profile: The Big Picture

I

Listing Presentations for D’s: What Do I Do?

Key: Show me the bottom line

I

Do • Get to the point quickly

• Focus on results

• Let them feel in charge

• Provide options

• Be efficient

• Focus on ‘what’ – What you are going to do to help them achieve their

goals

How Would D’s Want You to Communicate With Them?

I

Don’t • Assume without getting an opinion

• Over socialize

• Waste time

• Be a ‘People Pleaser’

• Emphasize unnecessary details

How Would D’s Want You to Communicate With Them?

I

Website analytics overview page

Visitor Totals

Popular Pages

Geographic Visitor Locations

Search Engine Keywords

Referring Websites

Visitor Identities

Tools to Get to “Yes!”

Tools to Get to “Yes!”Seller’s Market Report

Tools to Get to “Yes!”

Diagram of your home marketing system

Tools to Get to “Yes!”Diagram of your lead-generation system

Listing Presentations for I’s: What Do I Do?

Key: Prove you’re the realtor of choice.

I

Do • Share personal stories about your service

• Focus on past and current clients

• Provide testimonials

• Match their energy

• Be upbeat and friendly

• Handle details when possible

• Give them a written summary or follow up

How Would I’s Want You to Communicate with Them?

I

Don’t • Emphasize technicalities of product

• Be overly formal or reserved

• Add to client’s workload

• Leave decisions unclear

• Don't rush the discussion

How Would I’s Want You to Communicate with Them?

I

Tools to Get to “Yes!” Testimonials page

• Marketing pieces you’ve done for past clients

Tools to Get to “Yes!”

• Personal websites

Tools to Get to “Yes!”

Listing Presentations for S’s: What Do I Do?

Key: Prove you’ll make them feel valued

I

Do • Focus on “how” you will meet their goals

• Assure client’s buying decision

• Be interested in them as a person

• Listen patiently

• Support their feelings and priorities

• Mirror their speed and energy

• Make a friend!

How Would S’s Want You to Communicate with Them?

I

Don’t • Rush client into quick buying decisions

• Forget to regularly follow-up

• Have an “I don’t care” attitude

• Be abrupt or fast

How Would S’s Want You to Communicate with Them?

I

Tools to Get to “Yes!” Market Insider

Tools to Get to “Yes!”Diagram of your lead-generation system

Tools to Get to “Yes!”Diagram of your home marketing system

Show you’re in this for the long-term with them

• Listing alerts

• Seller email campaign

Tools to get to “Yes!”

Listing presentations for C’s: What do I do?

Key: Help them feel confident in this approach.

I

Do

• Focus on “why” your strategies work

• Use a logical approach

• Focus on facts and detailed analysis

• Answer questions accurately

• Provide evidence of quality

• Provide detailed information

• Systematic, prepared, organized, ON TIME.

How would C’s want you to communicate with them?

I

Don’t

• Be overly enthusiastic or social

• Appear disorganized

• Rush decision-making

• Use gimmicks

• Be unprepared

• Lack product knowledge

How would C’s want you to communicate with them?

I

I Draw a Nationwide Audience

• Show how many buyers viewed a listing you recently sold

Many People Will View Your Home

My marketing strategies are effective

• Show how many website visitors you generate each day

• Each month

I Know My Buyers

Website analytics overview page

Visitor Totals

Popular Pages

Geographic Visitor Locations

Search Engine Keywords

Referring Websites

Visitor Identities

Tools to Get to “Yes!”

Tools to Get to “Yes!” Market Insider

Tools to Get to “Yes!”Diagram of your lead-generation system

Tools to Get to “Yes!”

Diagram of your home marketing system

Steadiness• Patient• Modest• Sincerity

Conscientiousness• Cautious• Accurate• Contemplative

Influence• Enthusiasm • Optimistic• Friendly

Dominance• Competitive• Results• Direct

Listing Presentations: Working with DISC Profiles

Outgoing

People OrientedTask Oriented

Reserved

What Challenges Do You Face When Tailoring Your Presentations to Your DISC Sellers?

Thank You!Win More Listings: DISC-Based Listing Presentations

Download the presentation here: www.marketleader.com/kw/kwmc

Kris OlsenLinkedIn: www.linkedin.com/in/KrisKOlsen

Email: kriso@marketleader.com