I find I have this discussion with High S (DISC) profiles. They have a hard time calling people, following up, or asking for people to work with them.
The polar opposite is the High D. They are the ones that will hammer the phones, knock on doors, and ask the tough questions. Their mindset is different. They have a goal and will ask the questions that many others won’t. This is why this trait is often found in leaders.
The S’s main trait is wanting everyone to be happy. They are taking a servant and service mindset to their job. They prefer all business was inbound because that means that person is ready. Tons of agents don’t do follow up because they are worried about bugging their clients. What they don’t realize until later is the client is sometimes feeling used because the agent no longer checks up on them.
Here’s another story of a High S. This High S was talking vaguely to someone about real estate and this other agent overheard this conversation and just jumped straight into with a solution and took the possible business out from under the first agent. The first agent was treating the client like a scared cat or delicate flower and trying to be so gentle that the person might not have even realized she was an agent.
The truth is, even in their strongest script they are comfortable using, an S is not likely going to bother people. They are like fluffy puppies that people can’t get mad at easily.
I was coaching an agent that was worried about being pushy. I asked them to share what they wanted to say but thought it was too pushy. There was zero content that was pushy. It wasn’t even in their nature.
If this is resonating with you, take a moment and reassess your fear. It is likely unfounded and I leave you with this.
The High D pretty much forgets they were annoyed 5 minutes later. The High I likes to talk to people and make friends. Be friendly and they will most likely be unbothered and happy to hear from you. The High S will be fine as long as they don’t feel cornered or obligated. The High C needs some proof of what you are talking about and if it’s a phone call, they likely aren’t picking up unless they know who is on the other side. It’s harder to bug people than you think and it’s almost impossible for a High I to really bug people.
