Using DISC to Grow Your Real Estate Business Norman Hardman #464

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Speaker B: every style, every home. Hey, masters. Welcome to another episode of the Persistent Entrepreneur podcast. And today we got something a little special and unique and different in Norman Hardman here with the Hardman Homes team out, uh, of the Columbus, Georgia area. And he's a top real estate agent in this area, absolutely crushing it. And he's gonna ask me some questions today. We're gonna kind of switch things, do that old flipperoo. And he's gonna kind of run the podcast today and we're gonna talk about disc, something that was very helpful for him in actually growing his team. So, Norman, I'm gonna pass over to you, man. Thanks for joining us today.

Speaker C: Absolutely. Well, David, man, it's definitely not our first conversation, so I think this should be a lot of fun to dive into just your mind around disc, and I also believe it will be informative for those that are listening. Um, definitely excited to get into the conversation. So first off, for those that are listening who do not know what disc is, will you break that down?

Speaker B: Yeah. Disc is. I tweet because I. They never used to say personality assessment. It's, it's a behavioral assessment. Entrepreneur Masters, welcome to the Persistent Entrepreneur podcast, where grit meets inspiration. My name is David Hill, two time author, business coach, world class sales trainer, top real estate broker, Iron Man, 23 years sober. My mantra is I exist to persist. Each week I'll bring you powerful stories from relentless entrepreneurs. Let's persist one day and one story at a time. However, behavior is our personality, right? So it's, it's a way to identify in yourself as well as other people, different behavioral traits. And the nice thing about disk, and there's a lot of different assessments. Like, I'm familiar. I've done strength finders, I the Clifton one. I've done Myers Briggs, which is another one. There's a bunch. Uh, but the thing that's different about disc, this is my belief, is the simplicity of it. Norman, like how once you get it? You'll see in somebody oh that person's an S. Where you're not going to see hey what's their letters in the Myers Briggs. Right. It's a. You're not going to know that. And so to me that's why DISC is such a functional behavioral assessment that's used by millions of business leaders and owners and salespeople throughout the world. I didn't say billions, I said millions. Right. Maybe I'll exaggerate you but definitely hundreds of thousands people. I like to exaggerate sometimes. Nor I'm uh, I'm that eye that I likes to sometimes exaggerate a little bit and but I, I don't know. I'll have to do some research on those numbers like I see to, to those, to those.

Speaker C: So you're throwing out some of those letters which are, are good and, and obviously as you're listening figure out how you identify with the profiles and the descriptions. So you have D, I S, C C. What do those letters stand for?

Speaker B: Yeah so the D is uh, stands for dominant. It's the person that's. I'll to share this with you guys on my screen. So if you're listening audit audible just go to my YouTube channel David I Hill and you can see it. And this is a D. It stands for a uh, A dominant or decisive and it's somebody that's very direct into the point. They really focus on tasks and then your next one is the, the I which is the influence. It's a person that's really focused on relationships people first. The difference between a uh, D and I. A D is going to focus usually on the task is going to take priority where the I, the the person, the relationship, the I like this person I feel good about this person is going to come before the task and that's very um, important to understand when you're, no matter if you're in selling, if you're, if you're recruiting, if you're aligning your team, if there's conflict, you use this tool to help understand and create awareness. And then your S is somebody that stands for steady, stable. Uh, it's typically a reserved person. Also similar to an I, the S is all about people but trust is, is critical for an S. They have to trust you and if they don't they're not going to do anything with you and they're non confrontational so they're not going to say hey I don't, I don't like you or get out. They're going to say, okay, hey, thank you. They're going to smile and they'll say, okay, let's follow up. And then they'll never take your call again. And so understanding an S. And then, um, the C is that complete, compliant, conscientious, very task focused. They love details, typically reserved. And this is the type of person you're going to have to provide statistics and numbers and, and data and, and, and spreadsheets. And they love that and they thrive on it. So hopefully those, those. That's helpful, but just kind of give people a framework to start.

Speaker C: Absolutely. So that's very important as you guys can start to here. Hopefully you're identifying with how this matches with your behaviors or behaviors of family members, co workers, things of that nature. So within the realm of real estate, how can this be used as a tool?

Speaker B: Well, I can tell you when I was at, uh, Keller Williams learning this, literally just going back 23 years, we used to use it whenever we brought on a new team member. And because we could, we knew right away if somebody was like a, we'd say that we used to call it the high D, almost like a badge of honor. And it's not, in a lot of ways it's not right because there's the, there's the other side too. But the D is that direct to the point, dominant, fearless. Right. They, they just focus. They don't care about rejection. They're going to make calls, they're going to hand, keep moving forward. Somebody tells them no 10 times, they're like, okay, whatever, right. They're impatient, they're focused. And, and so we would know if somebody was more on the D side, they would probably be more on, uh, the listing side of the business. They, they would be somebody that would be willing to make phone calls and, and handle rejection and keep moving. Right. It wouldn't burn them out as fast. Where if somebody came in and they're more on the eyesight, we knew, okay, this is more of a people person. And so they're going to probably be better at deal. You know, they're going to be great at dealing with people and maybe a great buyer's agent and holding somebody's hand and walking them through the process. But don't try to make them jump on the phones and make cold calls because the worst thing for an eye is rejection. And they're going to get discouraged and they're going to get frustrating because for every, for them, everything's about the relationship. And if somebody's, hey, take me off your list. Don't Ever call me again. They can take that personal in it. And then the S you typically S's we would say great. They can be great salespeople as well, but typically really amazing supportive administrative assistance. Somebody who's going to handle your transactions for you, customer communication. Because this is again, they're probably not going to be the person who's going to go out there and do a lot of selling and kind of pushing people to make decisions. And again there's no. This is the absolute, uh, in a way we're generalizing, but the statistics show that there's a lot of proof behind this working and you can see it in statistics, you see it in people. And then the C is that uh, again compliant. They love detail, they love organization. So again, somebody typically on the back end. Now there's no reason uh, to say an S isn't going to be a great salesperson and can't be a good listing agent. But what we would do is we would say okay, we know that you kind of fall on this side. This is typically where we. You would probably excel. Tell me what you think about that. Like how did. From what you know about yourself, do you feel like you do better in more of a supportive role or maybe a uh, uh, a back end role where you're helping us with the transactions and you're working on the paperwork and you. Or do you think you'd rather be in the front end out there, you know, throwing homes or calling sellers or going on listing appointments and people would usually know. They'd say, you know what, you're absolutely right. So the awareness that comes just from doing this assessment for people is actually really, really cool to watch.

Speaker C: Yeah. Recently uh, David, you had me take this assessment to be able to learn more about myself, also to get prepared for bringing other people on my team to, to work with. I thought that was very eye opening just to kind of take you through. One of the things that I already knew about myself was that I was a high C. Right. So high.

Speaker B: And so let me. And when you say, when we say high C, high means it's the highest on. On of the four letters. Like when it comes to. There's an energy line which if anybody's interested send me a message and I can get you your own disc assessment, go to davidi hill.comdisc but the high C means you're the highest above line.

Speaker C: So sorry, sorry, I just wanted to

Speaker B: clarify that what you say high C, it means that's where I off. I'm a high D. But I Also have a lot of, A lot of I. But my D is higher. So when crunch time comes, typically my D is going to kick in above my eye. Yeah.

Speaker C: So it's amazing. So to draw a comparison with that, like when we were talking about our, uh, profiles, one of the things that you mentioned was based on your personality being in the office, a lot of times people could think that you did not want to have communication at all because you were very direct and wanted to stay on task. So you maybe take your run, run to the restroom, get some water, and then you're back on task. With the high C personality, I am also very task oriented, which is something that we share in common. However, if somebody stops me at the water fountain, I may talk to them, but I'm sitting there kicking my, kicking myself proverbially, because I'm like, man, I need to get back to these tasks. Right. So it's kind of interesting how those different things work. Follow up question.

Speaker B: And I can, I'll, uh, tell you, I want to say because. And you and I know each other well in, in this, you're the perfect example of somebody who is not that typical high D, but yet you're very successful and you're focused. Right. And, and you, and, but you have that S. And so S is when they're, when they're purposeful and they know exactly where they're going, they can stay absolutely focused. Right. With, with the C. So, but the reason that, uh, you're, uh, you'll stop and talk to people is because you, you're, you are an s. You love people. And you're right that you, you have that warm side of you that, that's, that's. And I'm, I just want to put that out there because where me. I, I mean, I, I, I'm not gonna lie to you. Like, for the, if I'm focused on something, like, I'll say hi and then I'm, I'm off. I'm like, focused on that. And that's, that's the D side of me. Right. I'll go back after as the eyes. Hey, man, I apologize now, in the past, I wouldn't do that. But listen, I didn't have a lot of time. I was in a rush. What can I do? What do you need? You want to get coffee, whatever. But in that moment, if I'm focused on something, um, I'm focused on that thing.

Speaker C: Yeah, absolutely. So, I mean, that flows into what I was going to ask you kind of about situational awareness, whether it is Short term or long term. So one of the things that you mentioned about to kind of this disposition somebody to high D is like, that's typically your listing agent. They deal well with rejection. The you kind of have trained me in my business and building it around listings and uh, with me being on the C side as opposed to the high D aspect of it. How would you speak to somebody that says, man, I want to build a business around listings, but I don't know that I have that personality type where I would just, that would be my normal disposition?

Speaker B: Well, I. So there's a couple ways to do it and then I'm going to turn the question back to you. I mean, for me, the only reason that I was successful in my real estate business is because I had a team of people around me that complemented each other. And uh, even now my wife is my business partner with our real estate brokerage. I'll go, uh, I'll close the deal and then I bring it back and I give it to her and then she just services the person through the whole transaction and she does a phenomenal job at it. When the negotiation comes back, I'm m back in. When there's a challenge, I'm back in. But I give it to her and she just certain. And people love it because it's a perfect combination. So I would say that that's one way surround yourself, know your strengths and then surround yourself with the others. But now you. I, uh, would turn the question back to you, like, how do you do that? Because you really went into a role that somebody that knows the disc and only used the disc would say, hey, well, based on the disc, you should probably be doing this. But yet you are very successful at what you do at building a team around listings and, and, and, and, and. Not that all of us can do all of it, by the way. It's not like, oh my gosh. Because this was one of the misnomers back in the day at Californians. I, I was fortunate that I was a D. So there was like this badge of honor in the uh, office. I'm a hard D. And. But at the end of the day, a lot of people thought I was a jerk. And, and there were sellers that said, dude, you're too pushy, just chill out. Yeah, we're not. Right? So you gotta understand as well, there's gotta be that, that balance. So, but let me, let me toss it back to you. This is my eye. Just keep talking and talking.

Speaker C: Great. No, uh, I mean, it's, it's not dispellers man. It's great information that's helping all of us learn and kind of dive deeper into it. So for me I, I believe that it was helpful that you had a system in place. Think about my C brain, right? Somebody that's very task oriented, needs for things to be organized, calculated. I would show you when we would have our meetings. My spreadsheet and I have all these colors on it and all these different things. But you had a process of hey, what's your number? How many, how many conversations do you need to have a day to get an appointment? How many appointments do you need to have in order to get a listing? How many listings do you need to have in order to get a sale? My brain works that way all day long and because it was presented in that way it provided something that I was able to digest and commit to. So that was, that was one aspect of it. I uh, believe the other aspect of it was being able to experience it. Going through the process of oh wow, this is something that I could do. And when we were talking about, I don't know if you remember we were talking about role playing. When you're learning a script, the first thing is to memorize, internalize and then customize. Well once I got to the customize or customization I was able to add more of that CS or that S personality type in there.

Speaker B: I just want to first say thanks so much for subscribing and watching the show man. We're over 450 episodes now so that's super exciting. I recently did an episode with Norman Hardman on disc and the disc is an absolute game changer. It's something I've been personally teaching over 20 years and with my new affiliation with John Maxwell leadership, it's brought me right back. There's a lot of different assessments out there but the difference is this is very easy way to recognize and in someone else right away. Their behavioral, their personality and then you can make adjustments. It's very difficult with the other ones like the strength finders and the Myers brings and they're all great assessments but to uh, pick that out on somebody is going to be a lot more challenging than understanding a disc. First step, get yourself a disc. Go to davidihill.com disc david ihill.com forward/disc and right now if you sign up and get yourself a disc disc code I will give you a 45 minute personal assessment of the disc in a consultation. It's only $297 so go to davidiho.com disk and then the second thing I want to tell you about really quickly we'll get right back to the show is Go High Level. I, I built my platform and I moved it right into GoHighLevel. And I want to offer you a free two week trial on GoHighLevel. So make sure you message me, go to my website, davidihill.com and there's at uh, the top, you click on the link that says get yourself a free two week trial. But I'm telling you, Go High Level is a game changer. That combined with the disc, you are unstoppable in sales, in recruiting and running your team the right way. Again davidihill.comdisc and in davidihill.com appreciate you. Enjoy the rest of the show.

Speaker C: So there are some things that were unique to me or my personality type that weren't necessarily part of the script. But I was like, oh, but this works. But it's because I internalize why that might work. And then if I'm dealing with somebody that's maybe on the opposite end of the spectrum with me, I find that I'm going to go right back to the script because that's going to be much more, much more effective. Yesterday we were making some calls and there was a, a moment in the call, actually at the very beginning of the call that we started with the script and it, it was like within the first five seconds I was like, this person's a D. So uh, I, we, the, my team member was talking and I was on the phone sending the text message. So I said, hey, I think this person is a high D. Keep your responses quick to the point. And did that. And the person, she delivered the line, hey, look, I don't want to waste time for either of us. If I could do X, Y and Z, would that make sense? And it was almost like a light bulb went off. And he said, yeah, because we had another agent that came by. They actually were disguised as a buyer and they told us that they were going to buy it but then they end up trying to list the property and we just didn't like that. So the, he asked some very direct questions, she gave some very direct answers. And as a result we got an appointment to have that assessment and understand people.

Speaker B: Yeah. And I'm sure literally you can pick up on it just by the way someone answers the phone. Yeah. Hello, what can I do for you? Okay, right. And you like right away, what is that? But you tell me who that is.

Speaker C: That's the High. That's a D. Yeah.

Speaker B: If somebody's answered the phone like, hey, how's it going? How are you today? Then you're probably talking to either an uh, I. I would say maybe an S, but probably more of an I. No, you have to adapt to that. You can't be like, hey, hey, this is John. I'm calling for it because right away you're, you're disconnected. Uh, you gotta, you gotta give em right back with the like. I know sometimes we hear people talk about kids, Mayor and Match and NLP and all this other stuff. You can do this naturally. It's not like you're being unnatural or like you just go with the. Like. If somebody's trying to connect with you, connect with them. If so. Right. If somebody. There's no manipulation here. It's like, you don't, you shouldn't have to. You just kind of. I don't know. Some people are good at it. And the more you practice, you can do it naturally. And some people need practice. I remember going back, I used to struggle with, with high Cs, people like you. Because I would show up and I'm a high D, and I'm like, okay, listen, uh, and forget about S's, like forever. I couldn't list S's, like, you know, D's and I's. I was great with C's, I struggled with S's were just like, forget about it. And. But I fixed that right through my own awareness. But what, what, what would happen with Caesar? I would show up and I would, I would be all optimistic about, hey, we sold this house and we did this and, and, and, and, okay, you ready to move forward? They're like, well, hold on. I need more information. I'm like, what do you mean you need more information? I sold the house next to you. I sold the house on the other side of you. I sold out down the street. This is how much I sold them for. What else do you need? And, and I'm getting frustrated. And then I realized from, from my, uh, coach back then that, uh, you need to give them what they want. So bring a spreadsheet with them with you. Bring some charts and graphs. Give them that stuff ahead of time so that when you get there, they've already kind of made up their mind. I was expecting them to make up their mind right there. Like a high D. Like a high D. If they like you and they like, okay, this guy seems like, um, they're confident, I'm confident they get the job done. They don't Want to waste time interviewing other agents, they're done. Everything is about time with a high D. So. But uh, the high Cs, it's the opposite. Everything's about making sure they're correct. So they want to interview five agents if they have to. And they, you're right. So I didn't understand that. And the S is everything about trust. So someone like me shows up and they're like, all right, let's go, let's move forward. Like, I, uh, don't know about this guy. This guy seems a little, little kind of aggressive and right. Like all of a sudden they don't trust me. There's no way they're going to move forward. So I had to learn all that myself and mostly learn Norman from my, my mistakes and my failures.

Speaker C: Yeah, those are, those are great points, man. And I'm, um, lighting up listening to you talk about it. Because as you go through the script, you realize that you don't have to use an entire script. It's there as a tool and resource to pull what parts of the script or what parts of, let's just say communication tools you need for that particular conversation. All tools and tool belt will not be needed for every conversation. But you add, uh, the path of mastery, as you always talk about, you start to understand what tools you need to bring out. I want to bring in a challenge that actually I had the other day, man, maybe this person was an S. I had a fantastic conversation with them. I felt. Anyway, they broke down and told me everything about the house was pebble tech pool, the surround sound system, all the upgrades that they did to it. Uh, yeah, come on out tomorrow. Can we, can we meet at 2 o'?

Speaker B: Clock?

Speaker C: Yeah, 2 o'. Clock. Come on out tomorrow. 2 o'. Clock. I'll call you 10 o' clock in the morning. Just confirm, make sure everything okay. Call me at 10 o' clock in the morning. Call at 10 o' clock in the Morning. No response. Call at 12 o'.

Speaker B: Clock.

Speaker C: Confirm. No response. And now that's probably been maybe about three weeks removed. And every follow up attempt, no response. Well, what do you make of that?

Speaker B: I wish I was Nostradamus broke. I don't know, uh, I don't know what your conversation was like initially, but you know, like you said in this is probably not going to hang up on you most times. So I think if again, I, I would say ask more questions, you know, from a sales perspective. Confirm your appointment.

Speaker C: Asking more questions.

Speaker B: Oh, yeah, yeah. My daughter popped in for a second

Speaker C: here that's uh, what I meant.

Speaker B: She's amazing. And yeah, questions, but also confirm.

Speaker C: Confirm.

Speaker B: I don't know if you confirmed the appointment or not, but hey, just, uh, we talk about that. Hey, just to make sure. Is there anything that's going to get in the way? And s. Will probably say, well, maybe, maybe not. Right. And so I think again, without knowing much about what was said or the conversation, I think those are a couple things that I would just add. Always the more, the more questions you ask, the deeper you go, the better. And then always confirming your appointment, which you know how to do.

Speaker C: The only thing that I can think of as someone, uh, who shares that. Yes. Profile, personality are conversations that I've had with people where I shared more information than I intended to. And then once I hang up, I'm like, yeah, that's not going anywhere. I mean, I share that. So it's almost like avoiding that conversation because though you divulge that information, that was not your. That was not. That was. That wasn't really the goal. Right. So that's the only thing that I can book up. But obviously with people, when you say,

Speaker B: when you say you hung up and said that's not going anywhere. If it's. I mean, it's okay. What, what do you mean by that?

Speaker C: I guess, yeah, maybe I got on the phone or in a conversation with somebody and the conversation was really good. They were really good at asking questions, getting information. But then once I got off the phone and had time to reflect and think about it, I was like, you know what? That's not really, that's not really something that I wanted. So I can send that mixed signal to the person that's talking that I'm really interested, want to move forward. But it was just. That's where the conversation led. So that's the only thing that I could think of as somebody who shares that per. That profile type. And that's okay.

Speaker B: Could be timing, too. I mean, listen, timing is always a thing, uh, in sales. And so again, that's why asking questions, uh, confirming the appointment, always. I always do that. And yeah. And if you can't get them, then try, give them, give them a little bit and call back. Call back from a different phone number too. It's. That's another strategy we use. Sometimes you get them from an office number or VoIP number. They answer the phone, hey, how are you? We know we missed each other, and that's good. I know you're probably busy, but I wanted to see if you're still looking to sell Right, but whatever. Don't make it, don't make them wrong. It's, uh, not a big deal. It's. This is what I do. I'm used to it. And remember, this is the same thing that I do when I'm selling your house. The same way I'm following up with you right now is how I'm going to follow up with the potential people for your house. Right. That's why you want to hire me. Somebody said that to me yesterday, man, I hope you're, I hope you're as good as, as you are selling as you are. The amount of times you followed up with, uh, us, I'm like, I'm even better at that, so you don't have to worry about that. That's right.

Speaker C: Fantastic, man. Dealing with challenges, obviously, that's kind of continuing that comp, that part of the conversation. So you mentioned that before you, or maybe not here, but before you bring anybody onto your team or decided to work with someone, that disc assessment was mandatory because there was pretty much a lot that it would share with you or the information would give you about the person. So when there are gaps in motivation or miscommunication or performance, how do you use that disk to, to have that conversation and get that person on the right track?

Speaker B: Well, that's the good news about it, is now you have a, uh, tool, a framework that you can use to bring them together and say, hey, remember we had this conversation and this is kind of where we're at right now, and how do you feel? And again, it's questions, a lot of questions. The funny thing, uh, about this whole conversation we're having now is I used to do this for Keller, going 20, like I said 22, 23 years ago. And then I completely got away from it. And then I went and I started a marketing sales, uh, and marketing company. And I forgot this thing even existed. And then I'm, um, bringing people on for sales and it's not working. And, um, then, and then I partnered with John Maxwell last year, and it brought me right back to the disc again. And I'm like, wow. Like, I, I, it's hard to believe. I forgot about. And that's why it's so important to keep some of this stuff in front of you. So now I'm using that again. And if somebody's not a fit, I'm not just, it doesn't make sense for them or me. And I think most people, they'll, they'll realize. And I know some people will try to. Some people are Trying so hard to, to get something that they'll try to adapt and, and, and, and say, oh, it's not a problem, but they, they know deep down. And if, if you're really good at asking questions, which I know you are, you'll get that, that out of. You'll find out who the real person in front of you is. Because one of the cool things about the disc is it measures three. There's. There's three me measurements. Number one is the. The how you show up. The. The. Here's how I show up at work every day. The, The. The second one is the real core person. Here's who I am when, when, when there's no pressure. When, when, when I'm just chilling by myself. And then here's how I see myself. And so you start asking questions, you start to learn, okay, is this the real core person talking to me, or is this the person talking to me that knows they need to say this so that they can get the opportunity in front of them and you start to get better at that the more you do it.

Speaker C: That's right. I'd like to do something practical, a quick role play. So that way they can see the interaction between someone that's on the D end of the spectrum and someone that's on the C end of the CS or di versus cs. You choose, man.

Speaker B: You got it.

Speaker C: You want to be the for sale by owner. You want to be the agent? Hold up. So we do this a lot, guys. We role, uh, play and have conversation in terms of when we're calling and reaching out to people for business. And so David and I have done tons of role play, so we'd love to give you that practical insight.

Speaker B: All. Uh, right. Yeah. So you pick, man.

Speaker C: I'm.

Speaker B: I'm fine either way, bro. It's up to you. I mean, I'm fine.

Speaker C: All right, man, what do you want to do?

Speaker B: I didn't want. All right, so I'm calling you and you're, uh. Okay, so ring Ray.

Speaker C: Hello? Hello?

Speaker B: Hello? Hi, this is David, Central Mass Homes. Did I get you at a bad time?

Speaker C: No, go ahead. David calling about the house.

Speaker B: Uh, absolutely, yes. Is it still available?

Speaker C: Uh, yes, it is. You want to come by and see it?

Speaker B: Possibly. And so you're sell. How long have you been at selling it?

Speaker C: Yeah, well, I don't know if you checked Zillow, but we got it on there. We just put it up this week.

Speaker B: Okay, let's start soon.

Speaker C: So if you want to come by or wait for the open house, either. Fine.

Speaker B: Yeah, no, I. I definitely appreciate that. Reason I'm calling you is I'm kind of sensing you're on the more. I don't know. I don't want to say you're d. But you're. You're on the more than direct side. Right. So. But I haven't really figured it out yet, exactly, but I'm, um. I. I'm sensing you're not the high. I. I know that much so far. Okay. I've picked up on that. So listen, here's the. The reason I'm calling you is I'm calling actually to. To help you with. If you. If you come a point where you need to list the house and get it exposed to. To the full MLS and all the buyers. Is that something you thought about?

Speaker C: Yeah, definitely thought about. I think our biggest goal is to net the most amount of money, so. And we've kind of, uh, looked at Zillow, and, you know, Zillow's got some new tools, so we wanted to try that out first.

Speaker B: Good, good. And have you thought about how long you plan to go that route before you would use an agent?

Speaker C: Yeah, absolutely. We're going to give ourselves to the end of the summer.

Speaker B: Okay, fair enough. And so what I'd like to do is obviously apply for that job. So if you decide you do want to go that route, you know me, and you know what I do. You know what? You mentioned the open house. I don't know if I'm going to get by this weekend, but it's all. If I reach out to you again next week, I'll send you some information. You do your open house. I'll check in with you on, say, Monday just to see how that went. And if you want to meet, I'm happy to come by. How does that sound?

Speaker C: Sure. I mean, that's. That's fine. I don't know what information you need. I could send it to you now, but.

Speaker B: Okay, cool.

Speaker C: That's. That's fine.

Speaker B: Yeah. Yeah, my email is David at Centralma, uh, Homes. You're welcome to send me whatever you have. I'll honestly see if I do have a buyer. But if I had a buyer and I sent a buyer, you open to paying me a 3% finder's fee for bringing a buyer?

Speaker C: Oh, sure. Absolutely.

Speaker B: Okay. All right, good. Good. So if I know someone that fit, I'll definitely make sure they know about your property and I'll get you an agreement.

Speaker C: Okay. Appreciate you.

Speaker B: And I hope you have a great open house.

Speaker C: All right. Thank you.

Speaker B: Oh, you're welcome. All right, so yeah, I took you as more of an analytical. See you got your kind of made your mind up. You're going to wait. I'm not going to get into all the little details right now. I'm also not going to go to the open house. I don't, I don't want to waste my time. I know you're probably not going to go list this weekend. I'll let you do your open house, get through what you need to get through, and then we'll see how it goes on Monday. That's kind of going to be my, my strategy for that.

Speaker C: Obviously we don't have to go through all the steps, but what will be through follow up? Uh, what would be most important, you think through building rapport and helping that person see the value in using and hiring an agent to sell their own?

Speaker B: Well, yeah, good question. I mean, I think. And again, that was a fast call. I didn't even. I don't know why you're selling. I don't know where you're going, any of that in. But what I would want to do is Monday I would follow up and the first thing I would find out is how did your open house go? This is, this is actually a strategy we teach for forced awareness on Monday, this follow up day, because they just had an open house usually on Saturday and Sunday. So I would find out how that went. Then I would probably go deeper into some of the why you're selling, when you need to be there, what's your timeline? Because your timeline's also going to tell

Speaker C: me how I follow up.

Speaker B: If you're like, hey, I've got a relocation, I've got to be in Florida by October, then there's no super urgency right now. Right. So, um, I'm looking at every single detail. I'm going to determine if this person is analytical. Then I'm going to send them some stuff based on somebody that's analytical. If they're an S, then that's a different way to approach this person. So those are all the things I'm trying to find out on that first call. And then from there I'll come up with a, with a strategy. I may check in weekly or bi weekly, depending on what their goals are and their ultimate timeline.

Speaker C: David, all of these are things that you teach. How can, how can people that are watching learn from you and connect with you?

Speaker B: Yeah, you can connect with me on all socials. David Ihill everywhere, all the socials, just David I for Isaac Hill. Send me a message and if you want to get your own disc assessment, I got a really cool opportunity. You can get your disc assessment plus a 45 minute consultation from me. It's only $297 at. I promise you're going to leave there with some, uh, awareness. I'll give you some other tools as well that you can use to kind of see once you understand yourself, then you can start to see in other people. And I give you some really cool tools that will make that helpful. So if you're interested in that, just go to davidihill.com disc and you can sign up for that. And just mention the podcast and I'll have something special for you because you heard about it from Norman on the podcast.

Speaker C: David, favorite nugget or current nugget or quote that you have from John Maxwell.

Speaker B: Oh, gosh, yeah. Yeah. So. Well, you know what? I'm glad you. So here's the book. Right now we're doing a mastermind on this amazing book called how to Get a Return on Failure. And so John. John just says, fail, fail fast and, and fell forward. Don't waste time. If something doesn't work, don't waste time, figure out what you did wrong and keep moving forward. And so I think that, to me, is my biggest thing from John Maxwell. He just is kind of key. And oh, the other thing I love from John Maxwell and I share this with you is he says that success is uphill.

Speaker C: Yep.

Speaker B: The whole way uphill. That's one of my favorites because it just reminds us that success is, uh, a battle. It's always uphill. And I want you all to keep on that battle. And if I can help you in any way, please reach out to me. Norman, how do we get in touch with you for people that are interested in working with you in the real

Speaker C: estate space where wherever you're seeing me right now is where you need to reach out on social media. I'd love to share with you my experience in working with David. He's helped me a ton and continues to do so. However, I can help you wherever you're seeing this, reach out.

Speaker B: All right, man, awesome. Appreciate you.

Speaker C: Thanks.

Speaker B: Filming. Thank you so much for listening to the show. And if you got here to the end, that's amazing. Make sure you subscribe to the podcast and if you want more, go to my YouTube channel, which is davidihill.com and you get all our information on me as well as my products, my services, my tools at davidhill Link. So make sure you go there and check out what's going on. We have webinars on Wednesdays, we have downloads, we have AI tools. Whatever you need is there at davidhill Link thanks again for listening to the show. Let me know if there's any other guests that you want to hear from and we'll go out there and we'll get those guests. And we appreciate you. And let's keep moving. Working on that persistency in your entrepreneurial business. You rock.

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