Course Curriculum

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

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