At Styer Real Estate Professionals, one of the ways we help our agents excel is by leveraging the DISC Analysis framework, a powerful tool for understanding personality and behavioral tendencies. This framework allows real estate agents to align their lead generation strategies with their natural strengths. By understanding whether you're more Dominant, Influential, Steady, or Conscientious—or a combination—you can focus on the methods that work best for you, making success feel more natural and less forced.

We believe that when agents work in sync with their own personality traits, they not only generate more leads but also build deeper, more trusting relationships with clients. This is key to fostering long-term success in the competitive real estate market.

*Take Your DISC Assessment and Unlock Personalized Strategies for Real Estate Success At the End of the Guide*

Section 1: Understanding DISC Analysis

DISC is a behavioral assessment tool that stands for Dominance, Influence, Steadiness, and Conscientiousness. This model serves as a powerful framework for understanding how people naturally behave and interact with others in various situations. By recognizing their unique DISC profile, real estate agents can align their lead generation strategies with their natural tendencies, making their efforts more efficient and productive.

Overview of DISC:

People with a Dominance trait are decisive, direct, and results-driven. They are comfortable taking control, are not afraid of challenges, and focus on achieving their goals quickly. In real estate, they thrive in competitive environments, setting clear objectives, and pursuing them assertively.

Dominance

Individuals with a strong Influence trait are outgoing, persuasive, and enthusiastic. They enjoy interacting with others and excel in building relationships. Their energetic nature makes them excellent at networking and social media, where they can connect with prospects through engaging and charismatic communication.

Influence

Those with a Steadiness personality are calm, patient, and reliable. They excel in stable, supportive environments where consistency and trust are valued. In real estate, they build long-term client relationships by being dependable, empathetic, and attentive to clients' needs over time.

Steadiness

Individuals high in Conscientiousness are detail-oriented, analytical, and focused on accuracy. They value precision and are thorough in their work, making them great at research and data analysis. In the real estate space, they can provide in-depth market reports and detailed client information, ensuring that every decision is well-informed.

Conscientiousness

Common DISC Personality Combinations:

While many individuals exhibit traits from more than one DISC category, certain combinations create distinct behavioral styles that influence how agents can approach their lead generation and client interactions. Understanding these combinations helps agents leverage their strengths more effectively.

DI

This combination is results-driven yet outgoing. These individuals love engaging with people while staying focused on goals. They are effective at networking events, confidently selling themselves and their services while ensuring quick decision-making.

DS

People with this mix possess strong decision-making abilities paired with a steady, consistent approach. This balance allows them to set clear, long-term goals and pursue them methodically, making them reliable and trustworthy to clients who value stability.

IS

Friendly and empathetic, individuals with this combination are comfortable in people-oriented environments. They have the ability to build deep connections with clients and tend to approach challenges with patience and compassion, creating strong, long-lasting relationships.

IC

Outgoing but also detail-focused, these individuals combine energy with precision. They are charismatic in their interactions but also attentive to quality, ensuring that their charm is backed by substantial value in every client engagement.

SC

Steady and methodical, individuals with this combination value consistency and accuracy. They excel in roles where careful planning and attention to detail are required, building strong relationships through thoughtful, reliable service.

DC

Direct, driven, and highly organized, this combination of traits allows individuals to set ambitious goals and pursue them in a structured, systematic way. These people are excellent at managing complex projects and ensuring that all details are accounted for, making them reliable problem-solvers in high-pressure situations.

Section 2: Lead Generation Strategies for Each Personality Type

In this section, we will explore tailored lead generation approaches for each DISC personality profile: Dominance, Influence, Steadiness, and Conscientiousness. By understanding how these personality traits shape your strengths, you can implement strategies that align with your natural tendencies. Each personality type will be paired with four customized methods, allowing agents to focus on approaches that feel effortless and productive. From cold calling for dominant personalities to relationship-building for steadier types, this section ensures you have the right tools to generate leads that match your unique behavioral style.

1. Dominance

1. Networking Events for High-Level Decision-Makers:
Dominant personalities excel in direct, results-oriented conversations. Attending networking events that bring together top-level professionals provides opportunities to connect quickly with decision-makers. These environments allow dominant personalities to assert their expertise and showcase leadership qualities that naturally attract high-value leads.

2. Targeting FSBO (For Sale By Owner) Properties:

For Sale By Owner (FSBO) listings often present challenges for sellers unfamiliar with the intricacies of real estate transactions. Agents with a dominant style can step in as problem-solvers, offering solutions to help these homeowners navigate complex situations. Dominant personalities thrive in scenarios where they can take charge and demonstrate quick, effective problem-solving.

3. Cold Calling and Prospecting in Competitive Markets:
Dominant agents are not easily discouraged by rejection, making them perfect for high-intensity lead generation activities like cold calling. They are motivated by challenges and driven by the desire to close deals in competitive markets, where persistence and confidence are critical to success.

4. Online Advertising with Clear CTAs for Quick Conversions:

For dominant personalities, online advertising should focus on urgency and direct calls to action (CTAs). Ads designed to drive quick conversions resonate with their results-driven approach, allowing them to attract leads that are ready to make fast decisions and move forward in the buying process.

2. Influence

1. Social Media Engagement Using Personality and Charm:
Influential agents thrive in social environments, making social media the perfect platform to engage with potential leads. By using their natural charisma, they can build rapport, create trust, and showcase their personality through engaging posts, stories, and videos. The focus here is on building relationships, not just promoting services.

2. Hosting Community Events or Charity Functions:
I-types excel in people-centered activities, and hosting community events or charity functions positions them as active participants in their local area. These gatherings create opportunities for personal connections, where their outgoing nature and warmth can lead to valuable referrals and long-term relationships.

3. Building Strong Referral Networks Through Social Groups:
Referrals are a goldmine for agents with an influential personality. By participating in various social groups, whether online or in person, these agents can build a solid network of advocates who willingly recommend their services. Their sociable nature makes them trusted figures within their communities, and word-of-mouth becomes a primary source of lead generation.

4. Creating Video Content That Connects Emotionally:
Influential agents can use their natural charm and energy to create video content that speaks directly to potential clients. Videos that highlight emotional stories, home tours, or client testimonials are especially effective, allowing them to foster an emotional connection that resonates with leads.

3. Steadiness

1. Building Long-Term Relationships with Repeat Clients:
Agents with a steady personality excel at nurturing relationships over time. Their calm and reliable nature makes them the go-to agent for repeat business. By focusing on delivering excellent customer service and maintaining contact long after the initial transaction, they can build a loyal client base that refers them to friends and family.

2. Referral Marketing Based on Trust and Service:
Steady personalities shine in relationship-building, making referral marketing a key strategy. Clients who trust them are more likely to refer others. By providing personalized, thoughtful service, these agents create a reputation for being trustworthy and dependable, leading to more organic referrals.

3. Nurturing Leads Through Consistent Follow-Up:
Patience is one of the main strengths of S-types. They understand the value of consistent follow-up, especially with clients who may take longer to make decisions. Steady agents are skilled at nurturing relationships over time, offering consistent check-ins and staying top-of-mind without being pushy.

4. Hosting Workshops and Informational Seminars:
Steady agents can also position themselves as educators by hosting workshops or seminars on topics like home buying, selling, or financing. These events create value for potential clients and showcase the agent’s knowledge, patience, and commitment to guiding clients through the entire real estate process.

4. Conscientiousness

1. Data-Driven Online Lead Generation Strategies (Google PPC, Detailed Tracking):
Agents with a conscientious personality excel in data analysis and precision, making Pay-Per-Click (PPC) campaigns ideal. With their attention to detail, they can track performance meticulously and adjust campaigns based on hard data, ensuring that every dollar spent on online ads generates maximum ROI.

2. SEO and Content Marketing (Blogging, White Papers):
Conscientious agents thrive in creating content that is not only informative but also backed by data. They can excel in producing blog posts, white papers, and market analysis reports that demonstrate their deep understanding of the real estate market. This content can be used to attract highly informed leads who appreciate detailed insights.

3. Hyper-Detailed Neighborhood Market Reports:
C-types can create and distribute comprehensive neighborhood market reports, analyzing trends and providing in-depth insights into property values, market fluctuations, and investment opportunities. These reports showcase their analytical skills and attract clients who value informed, data-driven decisions.

4. Engaging in Market Analytics and Sharing Insights:
Conscientious agents can regularly share their findings and market analysis with leads through newsletters, blog posts, or webinars. By providing insightful commentary on market trends, property values, and investment opportunities, they position themselves as experts who help clients make informed decisions.

Maximize Your Strengths: How to Combine Your DISC Traits for Better Lead Generation

When you combine traits from different DISC types, you can create a lead generation strategy that draws on the strengths of both aspects of your personality. This allows you to be more flexible in how you approach potential clients and tailor your methods based on your unique blend of traits.

For example, if you’re a combination of Dominance (D) and Influence (I), you have the ability to be both results-driven and charismatic. You can use your Dominance to take control of competitive situations, like aggressively pursuing leads in high-demand markets, while your Influence helps you build quick rapport with clients. A DI agent might focus on direct networking events where they can engage confidently with decision-makers while also using their charm to leave a lasting impression. This blend allows you to balance assertiveness with a people-friendly approach, making you effective at closing deals and maintaining relationships.

If you have a mix of Steadiness (S) and Conscientiousness (C), you can excel in a more methodical and reliable lead generation strategy. With the steadiness of S, you’ll be great at nurturing long-term relationships and providing consistent follow-up, while your Conscientiousness ensures that you back your approach with solid data and in-depth market analysis. You might build a reputation as a trusted advisor by offering detailed neighborhood reports, while also maintaining strong personal connections with clients through steady, ongoing communication. This combination allows you to be both personable and detail-oriented, making clients feel both supported and informed.

An agent with Influence (I) and Conscientiousness (C) can use the energetic, outgoing nature of the I trait to attract clients through engaging content like videos and social media posts, while leveraging the precision and accuracy of the C trait to deliver high-quality insights. For example, you might create fun, approachable content that highlights your personality while also backing it up with well-researched data on market trends, offering clients both a personal connection and valuable information.

By embracing your unique combination of DISC traits, you can create a lead generation strategy that plays to both sides of your personality, giving you the flexibility to adjust your approach based on the situation and the needs of your clients. This balance helps you work more naturally and effectively, leading to a more sustainable and successful real estate career.

Section 3: Putting It All Together

This section offers a detailed roadmap for agents to apply their DISC profile to lead generation strategies. By following this step-by-step guide, you’ll be able to align your strengths with your actions and establish a clear path for success in the first 90 days.

Step 1: Take the DISC Assessment

Action:
On Day 1, complete the DISC assessment to identify your dominant and secondary personality traits. This will give you a clear understanding of your natural strengths and areas to focus on for lead generation.

How to Put It into Action:
Once you have your results, take time to reflect on them. Are you more Dominant (D), preferring fast-paced, results-driven actions? Or do you lean towards Influence (I), excelling in relationship-building and social interactions? Note the characteristics that resonate most with you and begin thinking about how you can apply these strengths to your daily work.

Step 2: Set Specific Lead Generation Goals

Action:
Now that you have your DISC profile, set realistic and measurable lead generation goals for the next 90 days. Tailor these goals to play to your strengths, ensuring they align with the strategies that fit your personality.

How to Put It into Action:
For example, if you are high in Steadiness (S), your goals might include following up with 15 past clients each week and building referral relationships. If you’re more Dominance (D) focused, you might aim to cold call 20 FSBO properties per week and attend two high-level networking events per month. The key here is to set goals that challenge you while also allowing you to work within your comfort zone.

Step 3: Start Implementing Your Lead Generation Plan

Action:
This is the action phase—start putting your lead generation strategies into practice. Use the methods that best align with your DISC personality, focusing on your core strengths.

How to Put It into Action:
If your profile leans towards Influence (I), spend time engaging on social media, hosting events, and building a strong referral network. Use your natural charisma to build rapport and attract leads. If you have a Conscientiousness (C) personality, focus on detailed, data-driven strategies like creating market reports or optimizing online advertising campaigns. Whatever your type, prioritize activities that come naturally and resonate with your strengths.

Step 4: Track Your Progress and Adjust

Action:
By now, you should have some data on what’s working and what’s not. Start tracking your progress—how many leads have you generated? How close are you to achieving your initial goals? Make adjustments as necessary based on the results.

How to Put It into Action:
For agents with a Conscientiousness (C) personality, analyze the data in detail. Look at which strategies are converting the most leads and refine your tactics. Influence (I) agents can focus on which social engagements or events resulted in the most client connections. Be ready to pivot if certain methods aren’t delivering results, and double down on what’s working.

Step 5: Scale and Expand Your Efforts

Action:
Once you’ve identified the strategies that are yielding results, it’s time to scale your efforts. Expand the tactics that are working best for your personality type, and look for new opportunities to increase lead generation.

How to Put It into Action:
For Dominance (D) types, consider scaling by targeting higher-end clients or increasing your cold calling efforts. Steadiness (S) agents can expand their efforts by deepening relationships with past clients or hosting larger community events. If you’re Conscientious (C), this might mean refining your digital marketing tactics or producing more detailed reports to attract analytical buyers. The goal is to build on your success and keep growing.

Step 6: Refine and Repeat

Action:
At the 90-day mark, review what’s worked best and continue refining your strategy. This process is cyclical—each time you go through it, you’ll become more effective at aligning your strengths with lead generation efforts.

How to Put It into Action:
Set new goals based on the data and experiences from your first 90 days. Adjust your approach where necessary, and continue to use your DISC profile as a guide. By consistently refining your strategy and playing to your strengths, you’ll be able to sustain long-term success and generate leads more effortlessly.

You’ve now been equipped with the tools to build a lead generation strategy that works for you. By understanding your DISC profile, you can focus on methods that align with your strengths, making lead generation more efficient and natural. Following this 90-day roadmap will allow you to set clear goals, implement proven strategies, track your progress, and ultimately scale your efforts. The key to sustained success is playing to your strengths—whether that’s in relationship-building, data-driven marketing, or confidently pursuing high-value opportunities.

Apply Your DISC Insights Today

Now that you have the knowledge, it’s time to take action. Start by completing your DISC assessment, set your goals, and dive into lead generation. The sooner you begin aligning your strengths with your strategy, the sooner you’ll see results. Use the steps outlined here to build a sustainable and rewarding real estate business, and don’t hesitate to reach out if you need support along the way.

Once you take the DISC assessment, your results will be sent directly to the team at Styer Real Estate Professionals, and we’ll reach out to share personalized insights on how to apply those results to your real estate career.

Take your DISC Assessment now

The Best Place for Your Success

At Styer Real Estate Professionals, we offer more than just a brokerage—we provide a community that’s committed to your personal growth and professional success. With us, you’ll benefit from a supportive environment that allows you to leverage your DISC profile to its fullest potential. We believe in empowering each agent to work smarter, not harder, by aligning their natural strengths with proven strategies.

Our boutique brokerage offers personalized training, continuous education, and hands-on mentorship designed to help you thrive. You’ll have access to cutting-edge tools, data, and market insights, all while being surrounded by like-minded professionals who are just as dedicated to excellence as you are. Whether you’re looking to grow your business, build stronger client relationships, or scale your success, Styer Real Estate Professionals is the perfect place to build a long-term, rewarding career in real estate. Start your journey with us today!

Styer Real Estate Professionals - A Home For Realtors

Your Personalized Lead Gen. Roadmap