Mega Camp 2013 presentation from the Market Leader and Trulia TruLeader theater. Kris Olsen, Senior Trainer and Instructional Designer at Market Leader, shows how Keller Williams associates can win more listings with DISC based listing presentations.

2. Win More Listings:
DISC-Based Listing Presentations

3. • DISC refresher: Homeowner characteristics for each style
• What each type of homeowner wants from you
• Strategies and tools to get each homeowner to “Yes!”
What You’ll Learn Today

4. • To give you their business, home owners need to:
– Trust you
– Believe you will help them reach their goals
– Feel comfortable with you
• You will win more listings when you effectively “reach” people
Why DISC?

5. DISC: Where Are You At?

6. DISC Refresher: The Big Picture
Outgoing
People OrientedTask Oriented
Reserved

7. What are D’s like?
Qualities:
• Fast paced
• Impatient
• Decisive
• Goal oriented
• Control seeking
• Cool and competitive
Dominance

8. What are I’s like?
Qualities
• Fast paced
• Outgoing and gregarious
• Stimulating
• Unfocused w/ time management
• Spontaneous
• Involved
• Risk taker
• Dramatic opinions and showy
• Enthusiastic
Influence

9. What are S’s like?
Qualities
• Slower paced
• Friendly
• Supportive
• First name based
• Great listener, counselor like
• Easy questions, truly interested
• Sharing of personal feelings
• Relationship oriented
• Risk avoiding
Steadiness

10. What are C’s like?
Qualities
• Conservative pace
• Facts and data oriented
• Focused with time
• “Put it in writing”
• “Show me” type attitude
• Precise and measured
• Comfortable with problem solving
• Asks questions for specifics
Conscientiousness

11. DISC Profile: The Big Picture

12. Listing Presentations for D’s:
What Do I Do?
Key: Show me the bottom line

13. Do
• Get to the point quickly
• Focus on results
• Let them feel in charge
• Provide options
• Be efficient
• Focus on ‘what’
– What you are going to do to help them achieve
their goals
How Would D’s Want You to Communicate With Them?

14. Don’t
• Assume without getting an opinion
• Over socialize
• Waste time
• Be a ‘People Pleaser’
• Emphasize unnecessary details
How Would D’s Want You to Communicate With Them?

15. Website analytics overview page
 Visitor Totals
 Popular Pages
 Geographic Visitor Locations
 Search Engine Keywords
 Referring Websites
 Visitor Identities
Tools to Get to “Yes!”

16. Tools to Get to “Yes!”
Seller’s Market Report

17. Tools to Get to “Yes!”
Diagram of your home marketing system

18. Tools to Get to “Yes!”
Diagram of your lead-generation system

19. Listing Presentations for I’s:
What Do I Do?
Key: Prove you’re the realtor of choice.

20. Do
• Share personal stories about your service
• Focus on past and current clients
• Provide testimonials
• Match their energy
• Be upbeat and friendly
• Handle details when possible
• Give them a written summary or follow up
How Would I’s Want You to Communicate with Them?

21. Don’t
• Emphasize technicalities of product
• Be overly formal or reserved
• Add to client’s workload
• Leave decisions unclear
• Don't rush the discussion
How Would I’s Want You to Communicate with Them?

22. Tools to Get to “Yes!” Testimonials page

23. • Marketing pieces you’ve done for past clients
Tools to Get to “Yes!”

24. • Personal websites
Tools to Get to “Yes!”

25. Listing Presentations for S’s:
What Do I Do?
Key: Prove you’ll make them feel valued

26. Do
• Focus on “how” you will meet their goals
• Assure client’s buying decision
• Be interested in them as a person
• Listen patiently
• Support their feelings and priorities
• Mirror their speed and energy
• Make a friend!
How Would S’s Want You to Communicate with Them?

27. Don’t
• Rush client into quick buying decisions
• Forget to regularly follow-up
• Have an “I don’t care” attitude
• Be abrupt or fast
How Would S’s Want You to Communicate with Them?

28. Tools to Get to “Yes!” Market Insider

29. Tools to Get to “Yes!”
Diagram of your lead-generation system

30. Tools to Get to “Yes!”
Diagram of your home marketing system

31. Show you’re in this for the long-term with them
• Listing alerts
• Seller email campaign
Tools to get to “Yes!”

32. Listing presentations for C’s:
What do I do?
Key: Help them feel confident in this approach.

33. Do
• Focus on “why” your strategies work
• Use a logical approach
• Focus on facts and detailed analysis
• Answer questions accurately
• Provide evidence of quality
• Provide detailed information
• Systematic, prepared, organized, ON TIME.
How would C’s want you to communicate with them?

34. Don’t
• Be overly enthusiastic or social
• Appear disorganized
• Rush decision-making
• Use gimmicks
• Be unprepared
• Lack product knowledge
How would C’s want you to communicate with them?

35. I Draw a Nationwide Audience

36. • Show how many buyers viewed a listing you recently sold
Many People Will View Your Home

37. My marketing strategies are effective
• Show how many
website visitors
you generate
each day
• Each month

38. I Know My Buyers

39. Website analytics overview page
 Visitor Totals
 Popular Pages
 Geographic Visitor Locations
 Search Engine Keywords
 Referring Websites
 Visitor Identities
Tools to Get to “Yes!”

40. Tools to Get to “Yes!” Market Insider

41. Tools to Get to “Yes!”
Diagram of your lead-generation system

42. Tools to Get to “Yes!”
Diagram of your home marketing system

43. Steadiness
• Patient
• Modest
• Sincerity
Conscientiousness
• Cautious
• Accurate
• Contemplative
Influence
• Enthusiasm
• Optimistic
• Friendly
Dominance
• Competitive
• Results
• Direct
Listing Presentations: Working with DISC Profiles
Outgoing
People OrientedTask Oriented
Reserved

44. What Challenges Do You Face When Tailoring
Your Presentations to Your DISC Sellers?

45. Thank You!
Win More Listings: DISC-Based Listing Presentations
Download the presentation here:
www.marketleader.com/kw/kwmc
Kris Olsen
LinkedIn: www.linkedin.com/in/KrisKOlsen
Email: kriso@marketleader.com