Course Curriculum
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A Brief History of the DISC
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The DISC Model: Behavior versus Personality
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Accessible, Affordable, Universal: Why We Prefer the DISC
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The Importance of Behavior
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Stay In Your Strengths
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The Four DISC Profiles - Dominance (D)
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The Four DISC Profiles - Influence (I)
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The Four DISC Profiles - Steadiness (S)
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The Four DISC Profiles - Compliance (C)
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Behavioral Blends: (the DISC Master Chart)
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Your Lead Profile and the Importance of Percentages
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Behavioral Blends
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Next Steps
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Identifying Behavior Profiles
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Know Thyself
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Place Yourself In Their Shoes
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Behavior Modification
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Identifying Behavior Profiles
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Identifying Behavior Profiles - Dominance (D)
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Behavior Modification with the D-Client
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Identifying Behavior Profiles - Influence (I)
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Behavior Modification With The I-Client
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Identifying Behavior Profiles - Steadiness (S)
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Behavior Modification With The S-Client
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Identifying Behavior Profiles - Compliance (C)
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Behavior Modification With The C-Client
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Practice Makes Perfect
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Solution Triangle
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Why Mirror and Match?
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Mirroring Versus Matching
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Mirroring and Matching Builds Empathy and Rapport
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The Five Ways to Mirror and Match
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Physiology
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Speech Rate
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Volume
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Tonality and Pitch
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Keyword Backtracking
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Mirroring and Matching Each Behavior
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Mirroring and Matching the D-Client
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Mirroring and Matching the I-Client
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Mirroring and Matching the S-Client
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Mirroring and Matching the C-Client
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Next Steps
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Out of Arms REACH
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DISC Behavior and Phone Communication
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Dominance (D): Get To The Point
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Influence (I): Be Happy To Hear From Them!
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Steadiness (S): Give And Take
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Compliance (C): Nothing But The Facts
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DISC Behavior and Email Communication
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DISC Behavior and Email Communication - D-Behavior
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DISC Behavior and Email Communication - I-Behavior
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DISC Behavior and Email Communication - S-Behavior
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DISC Behavior and Email Communication - C-Behavior
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DISC Behavior and Texting
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Communication Preferences for Each Behavior
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Communication Preferences for Each Behavior - Dominance (D)
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Communication Preferences for Each Behavior - Influence (I)
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Communication Preferences for Each Behavior - Steadiness (S)
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Communication Preferences for Each Behavior - Compliance (C)
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Setting Expectations
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Next Steps
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LEAD With Understanding
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Lead-Generation Methods: Prospecting VS Referral
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Behavior Is Not An Excuse: Get Out Of Your Comfort Zone
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Business-Generation Methods and Behavior
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Behavior and Prospecting: Be Ready for Rejection
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Behavior and Prospecting: Be Ready for Rejection - S and C Behaviors
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Behavior and Prospecting: Be Ready for Rejection - D-Behaviors
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Behavior and Prospecting: Be Ready for Rejection - I-Behaviors
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Behavior and SOI Referral
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Behavior and SOI Referral - D-Behaviors
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Behavior and SOI Referral - I-Behaviors
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Behavior and SOI Referral - S and C Behaviors
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Other Lead-Generation Methods: Farming, Open Houses, Social Media, and Online Leads