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It is based on the DISC Personality model.
As an agent, there are reams of reams of training on how to adapt our own conduct and engagement based on clients’ personality types. Many top producers in the area meticulously study Neuro-linguistic Programming (NLP) and mirroring to help adjust how they present themselves based on the client they are working with.
I’m not a NLP expert, and do not plan to be. But I’ve certainly found that it is appropriate and necessary to adjust how I treat different clients based on their personalities. A “Driven Decider” will want constant, daily updates, while an “Sensible Supporter” may have more trust in me and the process. While I explain any parts of a contract to a “Sociable Seller” that they ask about, they usually get very turned off if I try to go through every piece line by line. Meanwhile, I will expect to go through every line of every contract with a “Cogent Closer”.
I like to think of myself as a “Cogent Closer”, which makes sense as I’m a Capricorn!
What personality type are you? Share in the comments below!