Mirroring and Matching Builds Empathy and Rapport - eTeam University

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Behavior - Improve Communication & Sale Performance in Real Estate

Welcome to BEHAVIOR

What is the DISC?

A Brief History of the DISC
The DISC Model: Behavior versus Personality
Accessible, Affordable, Universal: Why We Prefer the DISC
The Importance of Behavior
Stay In Your Strengths
The Four DISC Profiles - Dominance (D)
The Four DISC Profiles - Influence (I)
The Four DISC Profiles - Steadiness (S)
The Four DISC Profiles - Compliance (C)
Behavioral Blends: (the DISC Master Chart)
Your Lead Profile and the Importance of Percentages
Behavioral Blends
Next Steps

What is the DISC? - Quiz

Identifying Behavior Profiles
Know Thyself
Place Yourself In Their Shoes
Behavior Modification
Identifying Behavior Profiles
Identifying Behavior Profiles - Dominance (D)
Behavior Modification with the D-Client
Identifying Behavior Profiles - Influence (I)
Behavior Modification With The I-Client
Identifying Behavior Profiles - Steadiness (S)
Behavior Modification With The S-Client
Identifying Behavior Profiles - Compliance (C)
Behavior Modification With The C-Client
Practice Makes Perfect
Solution Triangle

Why Mirror and Match?
Mirroring Versus Matching
Mirroring and Matching Builds Empathy and Rapport
The Five Ways to Mirror and Match
Physiology
Speech Rate
Volume
Tonality and Pitch
Keyword Backtracking
Mirroring and Matching Each Behavior
Mirroring and Matching the D-Client
Mirroring and Matching the I-Client
Mirroring and Matching the S-Client
Mirroring and Matching the C-Client
Next Steps

Out of Arms REACH
DISC Behavior and Phone Communication
Dominance (D): Get To The Point
Influence (I): Be Happy To Hear From Them!
Steadiness (S): Give And Take
Compliance (C): Nothing But The Facts
DISC Behavior and Email Communication
DISC Behavior and Email Communication - D-Behavior
DISC Behavior and Email Communication - I-Behavior
DISC Behavior and Email Communication - S-Behavior
DISC Behavior and Email Communication - C-Behavior
DISC Behavior and Texting
Communication Preferences for Each Behavior
Communication Preferences for Each Behavior - Dominance (D)
Communication Preferences for Each Behavior - Influence (I)
Communication Preferences for Each Behavior - Steadiness (S)
Communication Preferences for Each Behavior - Compliance (C)
Setting Expectations
Next Steps

LEAD With Understanding
Lead-Generation Methods: Prospecting VS Referral
Behavior Is Not An Excuse: Get Out Of Your Comfort Zone
Business-Generation Methods and Behavior
Behavior and Prospecting: Be Ready for Rejection
Behavior and Prospecting: Be Ready for Rejection - S and C Behaviors
Behavior and Prospecting: Be Ready for Rejection - D-Behaviors
Behavior and Prospecting: Be Ready for Rejection - I-Behaviors
Behavior and SOI Referral
Behavior and SOI Referral - D-Behaviors
Behavior and SOI Referral - I-Behaviors
Behavior and SOI Referral - S and C Behaviors
Other Lead-Generation Methods: Farming, Open Houses, Social Media, and Online Leads

Mirroring and Matching Builds Empathy and Rapport