How to Use Disc to Motivate

8/17/2019 How to Use Disc to Motivate

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Using DISC To Motivate and Manage

Presented by: Rich George, NOI Coach

Abo ut the NOI Coac h

•Over 17 Years Industry Experience

•Active in the National Apartment Association and Member of the NAAEIFaculty

•National Lyceum Graduate as well asCAPS, ARM, CHPE, HOM, and RealEstate Broker

•Founder of NOI Coach a Coachingand Consulting Firm Specializing in theMulti-Family Industry

•Nationally Recognized Speaker and Author

What Is Your @#$%! Problem?

• How many of you have said this to someone at

work?

• How many of you have had this said to you at

• How many people at work would you like to say

this to?


2/10

• What planet are you from?

• I want to quit this job because ofthe people that I work with.

• It would be a great job if it weren’t

Have You Ever Thought?

for all the DARN PEOPLE.

• I am the only sane person that

works here!!!

The Art Of War

If you know the enemy and know

yourself, you need not fear the result of

a hundred battles.

If you know yourself but not the enemy,

for every victory gained, you will also

suffer a defeat.

If you know neither the enemy nor

yourself, you will succumb

in every battle.Sun Tsu

Key to Success: Understand Yourself

The DISC Profile was designed to help people win, and

to achieve a greater degree of success in life and work.

Achievers throughout history have had one thing in

common—they know themselves.

Achievers don’t underestimate what they can do. Theydon’t sell themselves short.

They know their own limitations and, by realizing their

weaknesses, are able to develop plans to overcome

their shortcomings and take full advantage of their

strengths.


3/10

Goal

Setting

Family Re lat ionships Social

Situations

Sports

Uses for the DISC Profile

ConflictResolution

JobSelection

CustomerService

Sales CareerPlanning

TeamBuilding

What Does DISC Measure?

INTELLIGENCE

VALUES

EDUCATION

BEHAVIOR

SKILLS

HOWHOW

&EXPERIENCE

& TRAINING

NOT WHY NOT WHAT

HIGH

The “Dominance” Factor

Descriptors

Bold

Driving

Pioneering

Direct

Competitive

Determined

“Let’s just go for it.”

LOW

Descriptors

Peaceful

Agreeable

Cautious

Cooperative

Humble

Mild

–

“We need to examine

the situation first before

we go charging in.”


4/10

D

DESCRIPTORS:

Adventuresome

Competitive

DOMINANCE

VALUE TO THE TEAM:

•Bottom-line organizer

•Forward-looking

•Challenge-oriented

•Initiates activity•Innovative

IDEAL ENVIRONMENT:

General Characteristics—Dominance

TENDENCY UNDERSTRESS:

•Demanding

•Nervy

•Aggressive

•Egotistical

POSSIBLE LIMITATIONS:

•Overuse of position•Set standards too high

•Lack tact and diplomacyarng

Decisive

Direct

Innovative

Persistent

Problem Solver

Result-oriented

Self-starter

•Freedom from controls,supervision and details

•An innovative and

futuristic-orientedenvironment

•Forum to express ideas and

viewpoints

•Non-routine work•Work with challenge and

opportunity

•Take on too much, toosoon, too fast

EMOTION OF THEHIGH D: Anger

HIGH

The “Influencing” Factor

Descriptors

Optimistic

Inspiring

Persuasive

Convincing

Sociable

Trusting

“Our business is going

to explode in the next

few years. I can feel it!”

LOW

Descriptors

Objective

Critical

Cool

Reflective

Skeptical

Distrusting

-

“That’s nice, but can

you show me the facts

to back it up?”

I

DESCRIPTORS:

Charming

Confident

INFLUENCE

VALUE TO THE TEAM:

•Optimism and enthusiasm

•Creative problem solving

•Motivates others toward goals

•Team player •Negotiates conflicts

IDEAL ENVIRONMENT:

General Characteristics—Influence

TENDENCY UNDER

STRESS:

•Self-promoting

•Overly optimistic•Gabby

•Unrealistic


•Inattentive to details

•Be unrealistic in appraisinge o l e

Convincing

Enthusiastic

Inspiring

Optimistic

Persuasive

Popular

Sociable

Trusting

•High degree of people contacts•Freedom from control and detail

•Freedom of movement

•Forum for ideas to be heard•Democratic supervisor with

whom he can associate

•Trust people

indiscriminately

•Situational listener

EMOTION OF THEHIGH I: optimism


5/10

HIGH

The “Steadiness” Factor

Descriptors

Adaptable

Systematic

Logical

PatientRelaxed

Unhurried

“Great idea. Let’s form

a team and make sure

we put together a detailed

plan of action.”

LOW

Descriptors

Dynamic

Hurried

Intense

Flexible

Progressive

Excited

-

“We don’t have time.

Let’s move out now and

we can plan as we go.”

S

DESCRIPTORS:

Amiable

Friendly

STEADINESS

VALUE TO THE TEAM:

•Dependable team player

•Work for a leader and a cause•Patient and empathetic

•Logical step-wise thinker

•Service-oriented

IDEAL ENVIRONMENT:

General Characteristics—Steadiness

TENDENCY UNDERSTRESS:

•Non-demonstrative

•Unconcerned

•Hesitant•Inflexible


•Yield to avoid controversy

•Difficulty in establishing

rioritiesGood Listener

Patient

Relaxed

Sincere

Stable

Steady

Team Player

Understanding

•Stable and predictable

environment•Environment that allows time

to change

•Long-term work relationships•Little conflict between people

•Freedom from restrictive rules

•Dislike of unwarranted

change

•Difficulty dealing with

diverse situations

EMOTION OF THE

HIGH S: Non-emotional

HIGH

The “Compliant” Factor

Descriptors

Precise

Perfectionist

Orderly

Diplomatic

Accurate

Meticulous

“We have procedures

and rules that are

intended to be followed.”

LOW

Descriptors

Radical

Independent

Unconventional

Fearless

Uninhibited

Self-willed

“They’re just guidelines.

By the way do you have

a copy? I ’ve never seen

them.”


6/10

C

DESCRIPTORS:

Accurate

Analytical

Compliance

VALUE TO THE TEAM:

•Maintains high standards

•Conscientious and steady

•Defines, clarifies, gets

information and tests

•Objective –“the anchor of reality”

•Comprehensive problem solver

IDEAL ENVIRONMENT:

General Characteristics—Compliance

TENDENCY UNDER

STRESS:

•Pessimistic

•Picky

•Fussy•Overly critical


•Be defensive when

criticized

•Getbo eddownin detailsConscientious

Courteous

Diplomatic

Fact-finder

High Standards

Mature

Patient

Precise

•Where critical thinking is needed

•Technical work or specializedareas

•Close relationship with small

group•Familiar work environment

•Private office or work area

•Be overly intense for the

situation

•Appear somewhat aloof

and cool

EMOTION OF THE

HIGH C: Fear

People don’t get up in the morning

thinking about how they can make it

a bad day for you.

Recognizing and Understanding Others

• People may give us many clues

to understanding and

recognizing their style.

• We all have one of these factors

that is our “food for survival” and

met on a daily basis.

• (Remember, all of us are a

combination of all four factors,

but we will tend to use one, two

or three of them more often.)


7/10

Which Style Get’s Under Your Skin?

However, one of the four D, I, S or C factors will be your

“Achilles Heel” – this is the one behavior that you will find the

most difficult, stressful and/or de-energizing for you to deal with

when someone has that style as his/her core.

Why Do I Care?

If others can feel a sense of rapport has been

established between you and them, they will more

likely want to interact or spend time with you.

Recognizing the Style of Others

When communicating with one of the other four styles, check for the

signals they are giving you to adap t your style of communication.


8/10

How Do I Recognize Dominant Behaviors?

• Look at their watch

• Leaning back in theirc a r

• Challenging ordisagreeing with you

How Do I Recognize Influencing Behaviors?

• Looking around theoffice or room

• Futuristic Dreaming

• Eas y Swaye toAnother Opinion

How Do I Recognize Steadiness Behaviors?

• Asking you to repeatthe information

• Trying to gently end

• ClarifyingAssignments andDeadlines


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How Do I Recognize Compliant Behaviors?

• Evasiveness

• Almost no verbalcommunication

you will end themeeting

“It’s not what style you are: it’s

what you do with what you are and how

Adapt Your Style For Maximum Results

you adapt to another’s style.”

—Richard S. George

Key to Success

•Understand Yourself

•Understand Others

•Ada t Your St le

•Celebrate Differences

•Make a Contract for

Communication


10/10

VICTORY

opponent in order to gain victory is called

GENIUS

VICTORY

opponent in order to gain victory is called

GENIUS

How to Use Disc to Motivate

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