Stop Selling
Like Everyone Else!
Discover Your Unique Realtor Style
Move beyond generic scripts and leverage your innate strengths to build a business you love.
Stop Selling Like Everyone Else.
Discover Your Unique Realtor Style
Move beyond generic scripts and leverage your innate strengths to build a business you love.
Tired of Sales Training That Doesn't Feel Like You?
If you're a new Realtor, you've maybe been told there's only one path to success. But what if that path isn't your path?
Unnatural Scripts
Trying to follow formulas and dialogues that don't match your personality, leaving you feeling phony and exhausted after every call.
Fierce Competition
Struggling to stand out in a crowded market, making it difficult to consistently attract the clients you are meant to serve.
Effort Without Result
Despite long hours and hard work, your pipeline is inconsistent, preventing you from reaching the success you truly deserve.
Your Strengths Are Your Greatest Business Asset
Success in real estate doesn't come from copying someone else's formula; it comes from mastering your own. I help you move beyond generic scripts and sales tactics to build a business that is authentic, effective, and uniquely yours.
Discover Your Natural Style
We begin by identifying your innate strengths and communication style using proven tools like the DISC assessment. Knowing your strengths and style forms the foundation of a business that feels natural, not forced.
Build Your Authentic Brand
Once you understand your unique selling DNA, I'll help you craft a personal brand and value proposition that stands out, deeply resonates with your ideal clients, and builds genuine trust and authority
Initiate Your Plan
We translate those insights into a practical, actionable plan for lead generation, client communication, and negotiation, turning your strengths into consistent results and commissions.
The Next Move
Stop Guessing, Start Connecting: A Realtor's Guide to Client Buying Styles
Ever have one of those conversations? You know the one. You’re with a new client, you’re saying all the right things, laying out the perfect features of a home, but you can feel a wall between you. There’s a disconnect, and you can’t quite figure out why. You leave the meeting feeling drained and wondering what you did wrong.
If you’re a new realtor or salesperson, that feeling of uncertainty can be overwhelming. Here’s a thought that might bring some calm: What if the problem isn’t what you’re saying, but how you’re saying it?
The secret to building genuine, lasting connections in sales isn't about memorizing a perfect script. It's about understanding your own natural communication style and learning how to read and adapt to your client's. It’s about meeting them where they are. Making adjustments like this can turn stressful interactions into authentic, successful partnerships.
This approach is grounded in a simple but powerful framework known as DISC, which helps us understand four core behavioral styles. Let's explore how it can help you.
First, What’s Your Natural Selling Style?
Before you can connect with others, it helps to know yourself. We all have a natural, go-to style of communicating and selling. None are better or worse—they just have different strengths. See which one sounds most like you.
The ‘D’ Style Seller (The Driver): You are goal-driven, competitive, and love a good challenge. You're motivated by results and personal accomplishment. Your strength is your directness and focus, but you might sometimes come across as a bit too pushy. (Represents ~3% of people).
The ‘I’ Style Seller (The Influencer): You are a natural people person who excels at building rapport. You make the sales process fun and exciting. Your strength is your enthusiasm, though you might occasionally over-promise or miss the tiny details. (Represents ~11% of people).
The ‘S’ Style Seller (The Supporter): You build deep trust and loyalty. You are patient, friendly, and genuinely focused on your client’s needs above all else. Your strength is your incredible service, but you might be too sympathetic or feel intimidated by aggressive tactics. (Represents the majority at ~69% of people).
The ‘C’ Style Seller (The Corrector): You are the technical expert. You love data, systems, and getting things right. Your strength is your meticulous problem-solving, but you might get bogged down in details or avoid networking. (Represents ~17% of people).
Recognizing your own tendencies is the first step. It gives you a starting point, a home base from which you can operate.
How to Spot and Connect with the Four Client Buying Styles
Just as you have a selling style, your clients have a buying style. By learning to spot their patterns, you can adjust your approach to make them feel comfortable, understood, and respected.
The Decision Maker (D-Style Buyer)
This client is direct, decisive, and short on time. They want facts, not fluff, and they want to be in control of the final choice.
What Motivates Them: Possibilities, proven data, and efficiency.
How to Spot Them: They ask direct questions, interrupt to get to the point, and focus on the bottom line.
How to Connect:
Be direct and confident. Skip the long small talk.
Present clear options and the data to back them up.
Respect their time and let them make the final call. They don't want to be "sold"; they want to choose.
The Impulse Buyer (I-Style Buyer)
This client buys based on feeling and relationships. They want to enjoy the experience and connect with you personally.
What Motivates Them: Positive interactions, excitement, and social approval.
How to Spot Them: They are chatty, friendly, and more interested in the story of the home than the technical specs.
How to Connect:
Build genuine rapport. Ask about their family, their life, their dreams.
Make the process fun. Share success stories and testimonials.
Focus on the vision. Help them imagine their life in the new home.
The Social Circle Shopper (S-Style Buyer)
This client is cautious and needs to feel safe and secure. Trust is everything to them. They often seek opinions from friends and family.
What Motivates Them: Security, reliability, and practicality.
How to Spot Them: They are patient, ask a lot of "what if" questions, and move slowly. They listen more than they talk.
How to Connect:
Take it slow. Never rush them. A low-pressure approach is essential.
Build trust step-by-step. Be consistent, reliable, and honest.
Offer reassurance. Provide guarantees, testimonials, and support to show you’re on their side.
The Comparison Shopper (C-Style Buyer)
This client is analytical and detail-oriented. They need to understand every aspect of the purchase and will research everything meticulously.
What Motivates Them: Quality, technical specifications, and logic.
How to Spot Them: They come armed with questions, spreadsheets, and competitive data. They need time to process information.
How to Connect:
Provide all the details. Give them the specs, reports, and data they crave.
Be precise and accurate. Don’t guess. If you don’t know an answer, tell them you’ll find out.
Give them space. They need time alone to analyze their options before making a decision.
Adapting Without Losing Yourself
Let's be clear: this isn't about becoming a different person for every client. That would be exhausting and inauthentic. This is about adjusting your communication to honor their needs.
It’s an act of respect.
If you’re a high-energy ‘I’ Style seller, you don’t have to pretend to be a quiet analyst for a ‘C’ Style buyer. But you can honor their needs by preparing a detailed information packet and giving them quiet time to review it. You’re still you, but you’re speaking their language.
When you learn to make these small, respectful adjustments, something amazing happens. The tension disappears. The communication flows. You stop feeling like you’re pushing and start feeling like you’re guiding.
Your Next Step to Confident Selling
True, sustainable success in this business comes from leveraging your innate strengths, not trying to adopt a personality that isn’t yours. The first step is gaining clarity on what those strengths are.
Are you ready to stop guessing and start building connections that feel natural and effective?
Click Here to Take our free 60-second quiz to discover your unique selling style. It’s a simple first step toward a more confident and fulfilling career.
I look forward to connecting with you.
The Realtors Compass
Stop Guessing, Start Connecting: A Realtor's Guide to Client Buying Styles
Ever have one of those conversations? You know the one. You’re with a new client, you’re saying all the right things, laying out the perfect features of a home, but you can feel a wall between you. There’s a disconnect, and you can’t quite figure out why. You leave the meeting feeling drained and wondering what you did wrong.
If you’re a new realtor or salesperson, that feeling of uncertainty can be overwhelming. Here’s a thought that might bring some calm: What if the problem isn’t what you’re saying, but how you’re saying it?
The secret to building genuine, lasting connections in sales isn't about memorizing a perfect script. It's about understanding your own natural communication style and learning how to read and adapt to your client's. It’s about meeting them where they are. Making adjustments like this can turn stressful interactions into authentic, successful partnerships.
This approach is grounded in a simple but powerful framework known as DISC, which helps us understand four core behavioral styles. Let's explore how it can help you.
First, What’s Your Natural Selling Style?
Before you can connect with others, it helps to know yourself. We all have a natural, go-to style of communicating and selling. None are better or worse—they just have different strengths. See which one sounds most like you.
The ‘D’ Style Seller (The Driver): You are goal-driven, competitive, and love a good challenge. You're motivated by results and personal accomplishment. Your strength is your directness and focus, but you might sometimes come across as a bit too pushy. (Represents ~3% of people).
The ‘I’ Style Seller (The Influencer): You are a natural people person who excels at building rapport. You make the sales process fun and exciting. Your strength is your enthusiasm, though you might occasionally over-promise or miss the tiny details. (Represents ~11% of people).
The ‘S’ Style Seller (The Supporter): You build deep trust and loyalty. You are patient, friendly, and genuinely focused on your client’s needs above all else. Your strength is your incredible service, but you might be too sympathetic or feel intimidated by aggressive tactics. (Represents the majority at ~69% of people).
The ‘C’ Style Seller (The Corrector): You are the technical expert. You love data, systems, and getting things right. Your strength is your meticulous problem-solving, but you might get bogged down in details or avoid networking. (Represents ~17% of people).
Recognizing your own tendencies is the first step. It gives you a starting point, a home base from which you can operate.
How to Spot and Connect with the Four Client Buying Styles
Just as you have a selling style, your clients have a buying style. By learning to spot their patterns, you can adjust your approach to make them feel comfortable, understood, and respected.
The Decision Maker (D-Style Buyer)
This client is direct, decisive, and short on time. They want facts, not fluff, and they want to be in control of the final choice.
What Motivates Them: Possibilities, proven data, and efficiency.
How to Spot Them: They ask direct questions, interrupt to get to the point, and focus on the bottom line.
How to Connect:
Be direct and confident. Skip the long small talk.
Present clear options and the data to back them up.
Respect their time and let them make the final call. They don't want to be "sold"; they want to choose.
The Impulse Buyer (I-Style Buyer)
This client buys based on feeling and relationships. They want to enjoy the experience and connect with you personally.
What Motivates Them: Positive interactions, excitement, and social approval.
How to Spot Them: They are chatty, friendly, and more interested in the story of the home than the technical specs.
How to Connect:
Build genuine rapport. Ask about their family, their life, their dreams.
Make the process fun. Share success stories and testimonials.
Focus on the vision. Help them imagine their life in the new home.
The Social Circle Shopper (S-Style Buyer)
This client is cautious and needs to feel safe and secure. Trust is everything to them. They often seek opinions from friends and family.
What Motivates Them: Security, reliability, and practicality.
How to Spot Them: They are patient, ask a lot of "what if" questions, and move slowly. They listen more than they talk.
How to Connect:
Take it slow. Never rush them. A low-pressure approach is essential.
Build trust step-by-step. Be consistent, reliable, and honest.
Offer reassurance. Provide guarantees, testimonials, and support to show you’re on their side.
The Comparison Shopper (C-Style Buyer)
This client is analytical and detail-oriented. They need to understand every aspect of the purchase and will research everything meticulously.
What Motivates Them: Quality, technical specifications, and logic.
How to Spot Them: They come armed with questions, spreadsheets, and competitive data. They need time to process information.
How to Connect:
Provide all the details. Give them the specs, reports, and data they crave.
Be precise and accurate. Don’t guess. If you don’t know an answer, tell them you’ll find out.
Give them space. They need time alone to analyze their options before making a decision.
Adapting Without Losing Yourself
Let's be clear: this isn't about becoming a different person for every client. That would be exhausting and inauthentic. This is about adjusting your communication to honor their needs.
It’s an act of respect.
If you’re a high-energy ‘I’ Style seller, you don’t have to pretend to be a quiet analyst for a ‘C’ Style buyer. But you can honor their needs by preparing a detailed information packet and giving them quiet time to review it. You’re still you, but you’re speaking their language.
When you learn to make these small, respectful adjustments, something amazing happens. The tension disappears. The communication flows. You stop feeling like you’re pushing and start feeling like you’re guiding.
Your Next Step to Confident Selling
True, sustainable success in this business comes from leveraging your innate strengths, not trying to adopt a personality that isn’t yours. The first step is gaining clarity on what those strengths are.
Are you ready to stop guessing and start building connections that feel natural and effective?
Click Here to Take our free 60-second quiz to discover your unique selling style. It’s a simple first step toward a more confident and fulfilling career.
I look forward to connecting with you.
