Today is part 1 of 3, DISC Personality Profile real estate training and coaching.

The DISC Model of Behavior was first proposed in 1928 by William Moulton Marston, a physiological psychologist, in his book Emotions of Normal People.

Marston made a deliberate decision to focus only on psychological phenomena that were directly observable and easily measurable.

Based on his research, Marston theorized that the behavioral expression of emotions could be categorized into four primary personality styles, based on the subject’s perceptions of themself in relationship to their environment.

These four types were labeled by Marston as Dominance (D), Inducement (I), Submission (S), and Compliance (C).

These four styles are now commonly referred to as Driver, Influencer or Expressive, Supportive or Amiable and Compliant or Analytical. There are many, many ‘spins’ on this, including tests and books. It’s commonly taught in sales training and business school.

Marston created a model that integrated these four types of emotional expression into a two-dimensional chart. He used the criteria of ‘introvert vs. extravert’ and ‘direct vs. indirect’ to make that chart. We’ll draw that chart together later in the podcast.

William Marston was also known by a pen name of Charles Moulton, and also invented the prototype of what would become a lie detector. He wrote a lot about self-help and created the character Wonder Woman.

Keep in mind that psychology is not a ‘hard science’, meaning it is full of abstract concepts, theory, observational analysis and conjecture. It is not the same as physics, chemistry or biology which have provable equations and actual laws.

Most importantly, remember that DISC is not a science, it’s a guide.  There is no specific personality style which is guaranteed to be successful or not successful in business or in real estate.

Let’s understand the philosophy, but also have some fun applying it in a practical and tactical way. What we want you to understand and implement is that it’s your job to be more like your prospects and clients, not the other way around.

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