He says tomato, she says tomah-to

Ever heard of the DISC personality profile? Recently our office had an event and we were asked to complete a questionaire. Though the creators of this profile system might shun my analysis, my cliff notes version of the letters signify: D, dominant or driving, I, interactive or extroverted, S, sensitive or steadfast, C, controlled or compulsive. My results were different than I had expected. The "I" was understandable, but the "S", not so sure that should have been so high.

Within two weeks we were at another event with many agents and offices from our region and another DISC questionaire. The results were not the same. On the ride back, my team leader said the test was a more recent version - AHH, modern times call for new standards. Suddenly I was a "DI" - I could agree with that. Note to self, old and new, get a high "C" assistant since my "C" is endangered and maybe extinct. No surprise there.

We talked about the results, understanding our own strengths and weaknesses but more importantly, recognizing the characteristics in our clients. I relayed the interactions I had with what may have been my first listing clients. (You'd think I would remember for sure if it HAD been my first listing...shouldn't that have been a memorable thing? Hmm, I think it's that C thing again....)

The husband had called while I was on floor time from 10-12 one morning and said he needed to list his property for sale. I asked some pertinent questions, including time frame for sale - one month. Quite the feat he was expecting since it was already October and we were in an oversupplied, slow, depressed market and snow was falling as we spoke. There may not really have been snow....

I promised to be at their property, ready, by 12:30, and I was. As their two cats wandered around, one jumping to the dining table where I was presenting my hastily compiled facts and conclusions on their property, I petted the cat and continued with the presentation. In the end, I asked if they were interviewing other agents. Yes, two more, one each from two of the best known local offices. I lost hope and was shocked to be offered the listing the next day.

I now understand why I succeeded. He was a high C; she was a high S. Though neither is my strongest inclination, I managed to read them. I was prompt, professional, and full of facts when I arrived quickly and prepared. I related to the beloved cats spontaneously since I have cats of my own and theirs were purebred beauties - who wouldn't love them? I won the clients over just by being me and reading them.

The C emerged as needed, the S was lingering in the background, the D was evident too. The I had the sense to see it all. It wasn't a perfect transaction since my D should have taken over long before it did. No one got hurt and the property did sell. I learned pretty quickly that I would most often deal with the wife, by phone, and we would have long lovely chats. When the husband wanted something, it was an email request with urgency attached. They moved far away but I still have contact and a lovely hand-crafted, hand-written thank you note.

On the job training successfully completed, even before I knew about DISC. D and I will always be with me, perhaps swapping places from time to time. S will continue to linger nearby, but C, oh C, what can I do to lure you in? At least I now know the drill.