In real estate, communication is everything. The words you choose, the tone you use, and even your body language can make the difference between landing a client or losing them. That’s why understanding DISC personality styles is one of the most powerful tools a REALTOR® can have.

Just like “The 5 Love Languages” transformed relationships, DISC can transform the way you connect with buyers and sellers. Once you learn to recognize a client’s style, you’ll know how to ask the right questions, reduce friction, and guide them with confidence.

What is DISC?

DISC stands for Dominance, Influence, Steadiness, and Conscientiousness.
Each type represents a different communication style:

• D – Dominance: Fast, direct, results-driven.

• I – Influence: Energetic, social, story-driven.

• S – Steadiness: Calm, loyal, security-focused.

• C – Conscientious: Analytical, detail-oriented, process-driven.

Every client has some mix of these traits, but usually one or two stand out.

Why Realtors Should Use DISC

If you’ve ever had a conversation with a client that felt awkward, it’s usually because your communication style didn’t match theirs. DISC helps you:

Build instant rapport in the first 60 seconds
Reduce miscommunication and frustration
Know when to lead boldly and when to slow down
Adjust your strategy for smoother closings

How Each DISC Type Acts in Real Estate

High D Clients (Dominance)

• What they ask: “What’s the bottom line? How fast can we close?”

• How to respond: Keep it short and direct. Focus on results, timelines, and strategy.

High I Clients (Influence)

• What they ask: “Will my friends like this neighborhood? Can we take a video?”

• How to respond: Match their enthusiasm. Highlight lifestyle benefits, social opportunities, and keep the process fun.

High S Clients (Steadiness)

• What they ask: “Will this be stressful? What happens if it doesn’t sell?”

• How to respond: Reassure them with patience. Offer step-by-step plans and emphasize comfort, security, and stability.

High C Clients (Conscientiousness)

• What they ask: “Can I see the full comp report? Can I review all the marketing materials?”

• How to respond: Provide detailed data, spreadsheets, and documentation. Stay organized and precise.

The more you understand DISC, the more effective you’ll be as a REALTOR®. When you can identify a client’s personality type quickly and adapt your communication, you’ll build trust faster, shorten transaction timelines, and create lifelong clients who refer you again and again.