How to Use DISC Personality Profiles to Prospect Smarter in Real Estate

Prospecting in real estate isn’t just about calling more people—it’s about building relationships. That’s where the DISC personality model becomes a powerful tool. When you can identify someone’s core communication style quickly, especially over the phone, you can adjust your message to resonate more deeply—and that can be the difference between a hang-up and a signed listing agreement.

Let’s break down how to use DISC profiles in your prospecting strategy and how to recognize each style during a call.

What Is DISC?

DISC is a behavioral model that categorizes people into four primary personality types:

🔴 D – Dominant: Decisive, goal-oriented, competitive
🟡 I – Influential: People-focused, enthusiastic, social
🟢 S – Steady: Patient, loyal, relationship-oriented
🔵 C – Conscientious: Analytical, detail-driven, logical

While no one is purely one type, most people have a dominant style. When prospecting, identifying that style quickly helps you speak their language and earn their trust faster.

How to Identify DISC Personality Types Over the Phone

You can’t see body language, but tone, pace, word choice, and focus give you all the clues you need:

🔴 D – Dominant Personality

How they sound:

• Speaks quickly and confidently

• Gets straight to the point

• May sound impatient or cut you off

What they care about:

• Bottom-line results

• Time efficiency

• Control and competence

How to connect:

• Don’t waste time with small talk

• Be direct and confident

• Highlight outcomes, market stats, and results

Example script adjustment:
“Based on our data, homes in your area are selling 12% faster when listed this month. I’d love 10 minutes to walk you through a strategy that gets you top dollar—on your timeline.”

🟡 I – Influential Personality

How they sound:

• Energetic and friendly

• Loves to talk and joke

• Uses expressive language

What they care about:

• People, excitement, recognition

• Fun and positive experiences

How to connect:

• Be upbeat and conversational

• Compliment or show enthusiasm

• Paint a vivid picture of their success

Example script adjustment:
“I saw your home online—it’s gorgeous! With the right exposure and some fun marketing, we can get people excited and create a buzz around your listing.”

🟢 S – Steady Personality

How they sound:

• Warm and calm

• Speaks at a moderate pace

• Hesitates with decisions

What they care about:

• Trust, consistency, relationships

• Avoiding conflict or pressure

How to connect:

• Be patient and kind

• Reassure them with support and process

• Avoid aggressive close tactics

Example script adjustment:
“I’m here to guide you every step of the way, without pressure. When you’re ready, I’d love to share how we can make this process as smooth as possible for you and your family.”

🔵 C – Conscientious Personality

How they sound:

• Precise and thoughtful

• May ask detailed questions

• Slower to respond, more formal

What they care about:

• Facts, logic, and thoroughness

• Avoiding mistakes or surprises

How to connect:

• Come prepared with data and research

• Respect their need to think and compare

• Avoid exaggeration or hype

Example script adjustment:
“I’ve put together a market analysis that shows how your home compares with others in your area. I’d be happy to email it over and then talk through the numbers when it’s convenient.”

Final Thoughts: Tailoring Your Tone Is a Superpower

The best real estate agents aren’t just great talkers—they’re great listeners. When you can pick up on a personality type in the first minute or two of a phone call, you gain a massive advantage: you can frame your value in a way that naturally appeals to them.

So before you power-dial your next batch of leads, slow down long enough to listen to how they speak—not just what they say. With practice, your conversations will feel more natural, your conversions will climb, and your prospecting will feel a whole lot less like cold calling.

Let’s Take Your Real Estate Business to the Next Level

If you're interested in coaching that helps you prospect with confidence, convert more leads, and grow a real estate business that lasts, reach out! We’d love to connect and help you take the next step.

📧 Email Us: Hello@LincolnSelect.com
📱 Call Us: (402) 937-0090