Using DiSC To Sell More

Using DISC to Sell More - The Slow Pitch Sales Podcast - Ep 78
Sales Podcast, The Slow Pitch
The Slow Pitch Sales Podcast
Using DiSC To Sell More


What Is DiSC? How Can You Start Using It?

In this episode we talk about Using DiSC to sell more. We break DiSC down into manageable bites and help you understand what it means to use DiSC the right way…and to sell more.

DiSC can be very complicated the more you dig into it; however, the basics are when you focus on the big four personality types. The goal is to identify which DiSC profile you’re dealing with as early in the sales process as possible. When you do that, you increase you likelihood that you sell more.

The D personality stands for Dominant.
The I personality stands for Influencer.
The S personality stands for Steadiness.
The C personality stand for Conscientious.

Each type of personality has a fear that drives this and its important to know why. We have covered each of these in previous episodes (see links above) and we’ve talked about the traits of each one.

Listen in as Rob and David talk about the four types of personalities that make up DiSC and how you can start using that information to sell more.


DiSC, Slow Pitch Sales Podcast - Ep 78

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Music: "Clydesdale Funk" by Cast of Characters, written by: Dustin Ransom.

The Episode

[00:00:00] Rob: Welcome back everybody to the Slow Pitch. And today we have a special guest. We have somebody that knows and understands disc. Pretty much as good as anybody out there who’s really an expert.

[00:00:11] Rob: So let’s talk to David Burch. David, say hi. Just let’s get you out there right now. Right? What’s happening?

[00:00:18] David B: I am just here to talk about disc and the sales process. You know, my wife and I have a small company. I like to say it’s a mom and pop company. She’s mom and pop. And one of our focuses is disc.

[00:00:29] Rob: Give us a little background, like how did you learn so much about disc?

[00:00:32] David B: I got certified as a John Maxwell, team coach, speaker, trainer, and began working in that. And then an opportunity came up to study disc, and we’ve gotten certified by two different organizations in disc, uh, one by, personality Insights and then Maxwell Leadership added DISC into their profile.

[00:00:48] David B: But what really caught us was my wife and my youngest son. Had a very stressful relationship and we didn’t know why. Uh, but they were, there was a lot of tension between them. You know, she’d ask him something and there’d be an argument and all of a sudden we figured out on the disc profile, she was what’s called an I, someone who likes to talk and, and is very focused on being outgoing and everything.

[00:01:10] David B: And he was a D. He wanted her to get to the point. Her eyes just lit up and we dove into this and her relationship with him has never been better. And he’ll even say, mom, mama d. Get to the point. And those conversations are really brief. She’s not taking up his time. He doesn’t feel he is being taken advantage of, and things got so much better if we realize we could do that in our family.

[00:01:33] David B: And, and I’m a Sea, she’s and I we’re complete opposites. And we, we’ve, it strengthened our relationship. We’ve seen how it strengthens people in business, how it can strengthen just an individual going through a transformation in their life. And then to see how it relates to sales, because it’s pretty cool when you begin to layer a disc understanding on top of what you’re seeing and hearing and everything.

[00:01:56] David B: There’s just so much power behind understanding this information.

[00:02:01] Rob: Without a doubt. And you know, for anybody listening just to understand these things will apply. In that we’re gonna talk about the sales process. But there has been so much that I’ve used in this. I use it every day when I deal with employees. I use it when I talk to my wife. I use it when I’m dealing with a challenge that I’m trying to figure out how to deal with it, what to do with it, and when there’s other people involved and how they fit in.

[00:02:27] Rob: There’s a whole bunch of different ways to use this information, so understand. It’s not about necessarily you, right? I mean, David, I think you and I talked a little bit ago about it’s not necessarily about you, right? So it’s more about the other person. So let’s talk a little bit about what DISC is. So can you run us through high level

[00:02:46] Rob: what DISC is and what each one stands for and what they mean.

[00:02:49] David B: So disc is basically taking your personality traits, your preferences, how you like to uh, be, how you like to communicate, and breaking it down. So they’ve broken it down into four different areas and then you actually have 41 different personality types when you begin to see blends of those. ’cause you might have two strengths, sir, three strengths.

[00:03:08] David B: So figuring out what that is. We’ll talk about the four. I’m not gonna go into anything beyond that today, but the four are basically, think of disc, d i s c. If you start in the, upper left hand corner and go, clockwise D would be your dominant, your driven person, the person who wants to really push through.

[00:03:27] David B: I is really your inspiring person, your influencing person, someone who’s the life of the party. S is stable, supportive, likes to support other people, always concerned about the people around them. And then C is the person who is compliant, the person who wants everything to be correct. They wanna see all the documents.

[00:03:48] David B: They will proofread Xerox copies of a document they’ve already proofread. So, so that’s, that’s your C type. And, and if you take the upper level, you D’s in your I’s, those are gonna be your extroverts. Go down to your lower level. Your S’s and C’s are gonna be your introverts. Now look at that from left to right.

[00:04:06] David B: Your left are gonna be your D’s and C’s. They’re gonna be more task oriented. And if you look at the right side, your, your I is and your S’s, they’re gonna be more people oriented. So I’m a C I’m much more introverted and I’m much more task oriented. My wife is an I, she’s an extrovert and she’s a people oriented person.

[00:04:26] David B: When we go to network networking events, she talks to a whole bunch of people. She comes out and goes, how’d you do? I said, oh, I spoke to three and she talked to everybody in the room. And I feel I did well. Uh, you know, for a c I did fantastic. And when you begin to understand that, you know, now if I were with her, I would’ve corrected everything she said.

[00:04:46] David B: So when, when you go around that, that disc chart, um, you really, you know, figure out if you think you’re an introvert or an extrovert, and then are you tasker people oriented, and then start in the upper left and go clockwise. And it’s D I S C.

[00:04:59] Rob: Yeah. So one thing that I’ve always heard people do or say is, you know, I hear that this disc thing is accurate, but how do you peg me into a box like that?

[00:05:11] David B: I am a C by nature. I have to act as an I sometimes I have to act as a D. Sometimes it takes work. It’s not in me, uh, S is my second strength. So it’s not as hard for me to fall into the S but it’s work to be a D or an i. I would say I’m a D 60% of the time. Not my nature, not how you should communicate to me, if you’re selling to me, it’s not the way I want to hear, uh, but it is some way that I need to perform and so I do, and we can all rise to the occasion to be whatever we need to be.

[00:05:42] David B: That’s not where you wanna talk to somebody. You wanna talk to somebody where they really are. Now, if somebody’s putting on a, a different persona than is normal, you may misread it, but after you get to know them, you’ll start to see, you’ll start to see what they really are.

[00:05:57] Rob: So how do you get to that point a little sooner? So if I’m in a sales. Call meeting, what have you, what are some tactics or things that I should be asking, doing, saying to understand what the other person is. In other words, I’m sitting there and, and they come across as you describe a d. Get to the point, what do you need?

[00:06:17] Rob: I don’t understand what the problem is, what, you know, let’s go, what, what do you got for me? But, but the reality I found is that they’re not always D’s because that’s just the persona they’ve put on to move you along, right? They want to get you in and out of your, off, out of their office. If they’re on, if you’re on unexpected call, um, and they, you just walked in or you just called them on the phone, how do I learn what that person is a little faster if I was actually able to do that?

[00:06:43] Rob: Is that something that’s possible?

[00:06:45] David B: Mostly by listening.

[00:06:47] Rob: Yep.

[00:06:48] David B: If I’m sitting across from someone and they’re coming across as a D but I see all kinds of pictures behind them, of all these vacations they took and they’re with tons of people and they’re constantly, you know, around people in these pictures or if they’re telling me they just went here, or if I know that they lead this organization, this extracurricular organization that’s gonna tell me there’s more to them than that.

[00:07:07] David B: If they ask me questions about how it’s gonna impact their staff. Very often there’s an S in there somewhere and it really, I, I like to look at it when you’re talking to somebody. Listening is the most important part, especially in sales. ’cause you need to gather. Listening through a disc lens and listening for the things that are, are not easily apparent, but looking around, listening to the words.

[00:07:29] David B: That’s kind of like taking a mono conversation and making it stereo. Maybe adding a little Dolby on top of it, but you’re getting a whole lot more information out of that conversation. So what are you listening for? Listen for the fears and concerns. To me, that’s the biggest thing in selling that we have to address.

[00:07:45] David B: Are the fears and concerns, and they’re pretty typical across the four disc types. You know, the, the D is gonna be worried about being taken advantage of. The C is gonna wanna make sure they’ve got all their, their details, that they have everything to look at the, I wants to know how they’re gonna come out looking.

[00:08:00] David B: And the s wants to make sure everybody’s gonna be okay. Listen for, for pieces of that, in their questions, in their responses to your questions. And as they give you that tailor, your response to those fears. As you begin to learn about disc, you’ll go in depth and learn more about those different fears and what they’re looking for and and how to address ’em.

[00:08:20] David B: And we wanna do it ethically. We wanna make sure we’re doing it for their benefit, giving them the pieces they need to make a proper decision, but allaying those fears and giving them what they need to, to satisfy those fears. That’s, we’re listening for those nuggets.

[00:08:35] Rob: Yeah, one of the things that I always am afraid of when you talk about DISC is that somebody’s using it to take advantage of somebody. So what happens if you do, like, if you start to take advantage of that, what, what will happen in a sales process?

[00:08:45] David B: In, you can be successful being unethical, but. I mean, is that really how you wanna build your success? I, I, I can’t go beyond that. I mean, there’s a matter of integrity here and, you know, we are, we’re getting ready to teach a, a, a completely different item in influenced by Robert Cini. And, and again, all of that, if you’re using anything that’s gonna influence, influence somebody, whether it’s it’s any type of sales tactic, whether it’s disc or anything else, that integrity has to be there for you.

[00:09:12] David B: And, you know, hopefully anybody listening to this is gonna use these things, uh, eventually. If, if you’re not in integrity, it’s gonna fall apart. Uh, but that’s just part of the normal cycle. That’s not specific to disc.

[00:09:23] Rob: Yeah. So, and, and I think that’s totally important to, to make sure that you use this the right way. One of the things that I would almost look at in terms of in a sales call or in a sales meeting, this becomes very important. And correct me if I’m wrong, but very early in the conversation, like if I can find out and figure out what their DISC profile is early in the conversation, how does that impact the relationship as we go through the sales process?

[00:09:51] Rob: How does that change things?

[00:09:52] David B: I think it changes things dramatically because when you’re listening to somebody, and that’s all disc is, DISC is, we’re giving a language. To what you’re listening to, what you’re observing. We’re, we’re applying a set of, of words to it that, that allow us to take action. So within that, that part of the process, if I’m a salesperson,

[00:10:12] David B: every one of my customers deserves to be sold as well as they can be sold. And the best way to sell them is by giving them what they need to make a good decision. And so within, any sales process, you wanna give them all the facts, but you wanna give them enough of the facts that are meaningful to them.

[00:10:29] David B: And when they’re getting something out of that’s meaningful to them, two things are gonna happen. One. They’re probably gonna buy more from you. You’ll probably get better insight ’cause they’ll open up to you more and, and you’ll have more opportunities with them. They’ll also be more likely to refer you because they genuinely like you.

[00:10:45] David B: You’ve taken an interest in them, you’ve served them, you’ve served them where they need to be.

[00:10:49] Rob: That’s dead on in my opinion, because as soon as you start to, they start to relate to you, they feel like you get them right? Is that, that’s what you’re kind of saying. It’s like you, I, if I’m listening to what you’re saying and I see, okay, you’re a high C or D or whatever it is, and I kind of speak to you in your language. Now you’re more comfortable and you’ll open up. And that becomes really important for those that are listening, that, that becomes really important in the, in the process of asking questions as you work through the sales process. When you ask those questions to learn more about what their pains are, what their problems are, what their challenges are that they’re wanting to talk to you about as a salesperson to to use your service or to buy your product, what you end up doing is you end up giving them a reason. To continue that conversation. It’s subtle though. They don’t know it, do they? I mean, to me, I feel like if I’m talking to somebody that’s a, a high D, my cadence picks up my speed of speech speaks up, and I get to the point much faster. When I do that. They kind of. Treat me like an equal, more like that, right?

[00:11:51] Rob: And, and all of a sudden they start to listen to what’s being said and they start to pay attention and they start to make some decisions pretty quickly. And when I see that a d is having a hard time making a decision, there’s some questions that I can ask that apply for a d That might be what? What’s holding you back here? And suddenly they start to go, well, you know, I’m just thinking about this person and that person and how they’re gonna actually execute it. And, and okay, well let’s talk about how that could help, or how we could help with that. That’s the kind of stuff that you end up getting into. Whereas if you didn’t connect with them as well, personality- wise or disc- wise, they may not be as willing to open up and go through that.

[00:12:28] Rob: Right. I mean that’s, is that kind of.

[00:12:31] David B: Yeah, so there’s two pieces of that that’s building the rapport and having the right pacing. When you’re with the D, you wanna be cut to the chase and be there, but you also want to make sure you are showing them why this is good for them and why they’re not being taken advantage of, knowing that’s a fear of theirs.

[00:12:46] David B: You wanna be able to show them factually how that’s not the case when I get to the I, I wanna listen and let them talk about their vacation, let them talk about the things that they wanna talk about, and then I wanna tell them all the ways this is gonna benefit them. And, and again, assuming that it is, and assuming that it’s gonna make them look good, they wanna see that.

[00:13:04] Rob: Yep.

[00:13:05] David B: A C doesn’t want any of that. A C is gonna drill you on facts for as long as it takes to get the facts. I’m that guy I know. Um, and as, as a c. I have to be very conscious to tone it down when talking to a D or an I, they don’t want that. And so I’ve gotta leave all the different, you know, I want to tell you, you know, if it’s 99.9% accurate, I want to tell you about that 1%.

[00:13:28] David B: That’s not, so you don’t feel that, you know, out of the loop and everything. And a D doesn’t want to hear that ’cause they know it’s gonna fall in the 99 9. So I’ve gotta resist that urge in that rapport. But again, I’ve gotta give the facts that relate appropriately. So that one, I’ve got the rapport going, but two, I’m feeding the actual need.

[00:13:49] David B: So it falls on both ends of that. Um, and I mentioned the, the eye talking about the vacation. That’s a great conversation to talk about with anybody, because the D’S going to say something quick and cut you off because it’s he’s a D. The I’s gonna go on about what a great time they had. The S is gonna take you, all the people that were on the trip with them and the C’s gonna tell you what a great deal he got.

[00:14:09] David B: know? So

[00:14:10] Rob: That’s interesting.

[00:14:11] David B: You ask that if you ask about a vacation, you’re gonna get something from each one of those and so you can take the response back and say, oh, this is who I’m dealing with. It’s a great starter question. If somebody you happen to know they were on vacation. Out of the blue, maybe not so much, but if, you know they were on a vacation, that’s a great place to go.

[00:14:29] David B: ’cause you’re gonna get feedback that’s attributable to each of those personality

[00:14:33] Rob: Yeah. And from a business standpoint, are there any questions that you could ask that could help you identify at all?

[00:14:40] David B: The business questions tend to be more general and you see where they ask you, because again, it’s gonna be. The S is gonna wanna know that everybody’s okay. The D’s gonna wanna know about the bottom line and the pace and how quick you can implement The C’s gonna want to go over contracts and things.

[00:14:56] David B: You know, as you get into those details, people are gonna identify themselves.

[00:15:01] Rob: That should become very apparent very quickly. Right. And when, once you start getting into those details

[00:15:05] David B: Oh, absolutely, absolutely. But you need to be listening for it, otherwise it can go past you. Once, once, you know, and, uh, and DISC is great to learn about yourself. I think it’s fascinating. Learn about yourself so you can learn about other people, because the second step is how do you take that and listen with that information.

[00:15:23] Rob: What happens if somebody’s in a sales process doesn’t use disc at all? Could they still get the sale? I’m assuming? Yes. I mean, there’s a

[00:15:32] David B: Yeah, well, yes, but also understand. Some people understand DISC intuitively. They don’t know the language of disc. They don’t know what a D is, an I is an SS is a C, but they know how to read somebody and respond appropriately. DISC is just giving a language to the rest of us that didn’t learn it intuitively, but there are plenty of people, successful salespeople that practice it and don’t even know they practice

[00:15:53] David B: I

[00:15:53] Rob: would feel like I’s are really good at that.

[00:15:55] David B: To some extent they’re, I’m not sure in business that they would apply it the same way they apply it personally, but it’s interesting. There’s also a lot of, people get pigeonholed his I’s that aren’t I’s,

[00:16:06] Rob: Yeah. Well, I, I ask, I ask because my, my wife said a high I and a d and, but she, you can see her when she talks. She, you can see when she flips and they’re, they’re like literally tied. And when she’s talking like an i she’s talking about like in a sales process, she’s talking about, well, they’re, they’re really afraid of this.

[00:16:26] Rob: Or they’re, it’s something about that other person feeling like they’re, they’re looking. Poorly or looking bad, or they’re there, they’d be left out or something along those lines. But when she’s talking as a D, she’s talking about, well, let’s just get this done. Like this is to get done by tomorrow, so we’re gonna do this, this, this, this.

[00:16:43] Rob: Let’s go. Like, that’s how she talks to somebody when she’s a D right now, she’s more aware of what a disc. Profile is for each person. So when she has an employee who she’s talking to or a a client she’s talking to, she’s aware of what their disc profile is and then kind of adjusts it. ’cause she knows. But I, I’m wondering whether or not one type of person is better at an, at it than another. I don’t know that that’s necessarily the case, but I do wonder whether or not they have more of a, an intuitive piece to them to be able to figure that out.

[00:17:13] David B: I think the i’s and the S’s do, um, C’s and D’s. You

[00:17:17] Rob: learn thing.

[00:17:18] David B: we’re, yeah. Yeah. I mean, we’re, we’re not socially savvy in all situations, but, but it’s a learned thing and I think we can all use it equally effectively. It just made me a little more intuitively, uh, intuitive for the folks on the, on the right side.

[00:17:31] Rob: the, and the relationship piece is huge too. Like you talk about with, uh, you know, people who are married or what have you. You know, I, I’m a high C, my wife’s a high id, and there are, we have conflicts, but when they come up, we know why they’re coming up because. I’m trying to get into the details or looking for some other thing that I’m missing, and she’s like, it’s fine.

[00:17:49] Rob: We’re fine. Just do this, like let’s go. Like, so all those conversations that apply for any type of interaction with another person, whether that’s an employee, a salesperson, a client themselves with another, any other person, as long as they’re aware, The value is that you can convey a message to that person as they need to be spoken to, or they want to be spoken to, or the way that they function, the more that, that you’re gonna be able to communicate more freely.

[00:18:17] Rob: I, I, I just feel like it’s a huge difference once I started to learn it myself too. So I, I love this whole, the whole topic. What, what other things am I missing here that I should know about?

[00:18:29] David B: Well, I, I think the big thing is again, and I’ll just stress something I said earlier, it is our personal preference. It’s not all we can do. So you mentioned your wife can switch back and forth between the D and the I, we can all switch between all four. It may be a little harder work to get to the two that we’re not.

[00:18:47] David B: You know, I’m, I’m actually disc backwards. I’m, I’m C S I D. So it’s harder for me to get to the D but I do it more than I do anything else. I can get there, I can do that. It’s self-corrected. It’s done with full awareness. I know that I have to do it. I know that I’ve gotta pull everything together to make that happen.

[00:19:04] David B: When I can sit back comfortably in my C self, I do, when I have to go to networking events, I go to networking events. And, and so, you know, we do what we need to do to get the job done. We can be anything we need to be. , but the most important thing to me is listening, observing, getting the information so we can serve the other person well.

[00:19:25] David B: And whether that’s a family relationship, a sales process, a business relationship, whatever it is, serving the other person well is really gonna serve us well in the long run.

[00:19:36] Rob: Yeah, I totally agree. When you are networking, I’m curious with a networking piece, how do you find yourself switching? How do you have to make your brain function in a different box? In other words, you almost become more extroverted, right? So there’s some of that you have to in a sense, but how do you do that?

[00:19:56] Rob: Is there like, that was difficult for me to learn. And anybody that I know that’s a high C, it’s like they just do not wanna do it

[00:20:04] Rob: and they’re

[00:20:05] David B: here’s a trick. Here’s a trick. Find an I.

[00:20:09] Rob: Yep,

[00:20:10] David B: Go talk to an I. A C needs to go find an I at a networking event because the I will talk to you. You’re standing there in the corner going, where do I go? Where do I go? I’ve walk, you know, my wife walks through, there’s a crowd at the door. She just barges through the crowd and gets to the heart of the room.

[00:20:24] David B: I’m sitting there by the door waiting for it to part, and I get, I can walk in. So my trick now is I look for the I. Who’s gonna talk to me? My wife should be the opposite. She, she goes for everybody, but she should be looking for the C or or the S and, and look for the person that you’re gonna have the easiest conversation with.

[00:20:42] David B: That’s gonna be the least amount of stress. And when you get to that person, it’ll be easier. But it’s also good practice to go to another C and see what happens.

[00:20:52] Rob: I just staring at each other. It is like, uh,

[00:20:55] David B: Exactly.

[00:20:56] Rob: so how’s it going? Yeah, yeah. No, and it’s funny because, uh, even my wife had a, had a scenario where, uh, somebody in her family was just awkward and just didn’t. Have good conversations. And she’s like, what is wrong with that person? And the more that I got involved in the different, you know, other people in the family and so on, I said, they’re just introverted and they’re just off the chart a C. And she’s like, oh, and this was early on. She didn’t know and understand all that. And she’s like, I didn’t realize how introverted he was. Okay. And she’s like, so now she’s finds herself in a situation. And this happened one time in a business setting too, where she’s like, okay, this person’s a c I wanna figure out how to make them comfortable so they’ll feel more comfortable speaking in our conversation.

[00:21:42] Rob: And so she has more questions for that person we’re talking to with that person. And suddenly that person’s now, they’re like, they’re like friendly now, and they’re like open. And because she’s learned he’s a C introverted different than me. Now I know how to speak to that person. And that helped her a lot. So I think understanding each of these, Personas, if you will, is really important for anybody out there in sales, but in life in general. I mean, I, I gotta tell you, I stood in lines at an airport one time trying to get on, on a, on a plane, and I. The the person at the desk, I watched the interaction with the person at the desk with several different customers that were having issues, and you could see how they dealt with each one of ’em.

[00:22:25] Rob: And it was the same kind of persona that they had. And so when I went up and I started talking to that person in their style, I. It became a much easier conversation and I got taken care of and somebody else may not have. I don’t know. But like, yeah, I just, I felt like there was a connection and that person felt very comfortable.

[00:22:41] Rob: ’cause you could see the tenseness of the conversation from other people. And then when we had our conversation, it was not tense at all. And it was about a similar topic. So there’s ways that you can talk through, talk to people, and it’s not about getting what you want, it’s about making sure that you have the conversations in such a way that they feel comfortable with you.

[00:22:59] Rob: Am am I off or am I right?

[00:23:01] David B: No, you’re absolutely right. I mean, the first thing I try to do anywhere is if I, if I’m the one to initiate the conversations, make the other person comfortable. I just did the last two weeks I was doing traveling through Minnesota and, and, and back to Orlando and a bunch of stuff. And you know, the last thing I want is, is problems at TSA.

[00:23:17] Rob: Yeah.

[00:23:18] David B: So the first thing I do when I get up there is I ask them how they are. You know, or, or say, how are you dealing with these crowds? Or, you know, one, one, it was particularly slow and, um, you know, just, just chatting with the person for a couple minutes makes all the difference in the world, because they, they feel better at the end of the.

[00:23:35] David B: You know, people should feel better once you’ve gone through their path. Whether it be someone in a sales conversation, just somebody that you’re meeting in a service industry, whatever it is, you wanna make them feel better. It’s harder for a c but show interest in them, you know? And, and as a C that’s the number one thing that I work to do because it’s not natural.

[00:23:53] David B: So I wanna treat that person the way they wanna be treated. So I think about showing interest in them because that’s the right way to treat them. It’s not natural for me.

[00:24:02] Rob: Correct. Yeah. And I feel like I as a C myself, I. Struggled with understanding other disc profiles. I didn’t understand how I was speaking to somebody could come across and I didn’t understand how they needed what they were talking about when they were speaking to me. Sometimes, I mean, other scenarios where people are coming at you with some questions or I. Concerns that they have. As a C, your brain is moving a thousand miles an hour trying to figure out answers. What’s their intent? What are they trying to do? Where, what are the answers? What are they? You know, all these different thousand questions go through your head and trying to figure out the answer to what they’re asking you.

[00:24:38] Rob: I. When in reality they just wanna reassurance that they’re, they’re gonna be okay, or that what the issue is is not really that big of an issue and instead of your brain working a different way. And, and that happens with any of the, of the profiles where you’re gonna think about things differently than each of the other people, which makes us all unique.

[00:24:53] Rob: I mean, it’s kind of cool. Uh, if we are all the same, then it didn’t really make, it’s not, that’d be pretty boring. So,

[00:24:59] David B: It’s good. We have these personality types. The way I I was originally taught is you don’t want your, your brain surgeon to be an I.

[00:25:05] Rob: Valid.

[00:25:06] David B: You, you want a really high c to be your brain surgeon. You don’t want a D who’s gonna jump to a quick decision. You want someone who’s gonna go through all the calculations.

[00:25:16] David B: You want your nurse to be an s who’s gonna be concerned about your comfort and safety. You know, there’s, there’s every bit of every personality that has value. No personality is better than any other personality. They’re just different and they serve different purposes. And, and once we get past that and we, we take that, we listen, we have a natural curiosity, and we serve the information, we glean from that curiosity and listening, that’s what it’s all about.

[00:25:43] Rob: Definitely. Yep. So if somebody wanted to get ahold of you, because you know, you, you really get into the, you know, all this stuff, right? This is what you do all the time, that’s part of what you do. And, and so how would somebody get a hold of you? What, what kind of things are out there that you have as resources?

[00:26:00] David B: Okay, well first of all, our company is Apex Empowerment. We can be found, We do coaching, training, speaking. We do, webinars, live events. We’ve got a live event coming up October 27th, at the Courtyard Marriott in Boynton. It’s called Live to Lead. It’ll be a simulcast. So we’ll have speakers.

[00:26:20] David B: John Maxwell. Ryan Leak, who I just saw this week. I was blown away by Ryan Leak. Amazing, amazing presenter, Kendra Scott. She’s, you know, founded the jewelry chain and Marcus Buckingham. Who’s, you know, strength-based leadership and, I’m gonna be talking, on how to, squeeze joy out of adversity.

[00:26:39] David B: So that, that’s one of my favorite topics. Your, your circumstances don’t have to be your experience, and I’ll be talking about that. So October 27th, you can find us at My wife Lee and I run the company.

[00:26:52] Rob: And what time is that? Is there a,

[00:26:54] Rob: is it all

[00:26:54] David B: It’ll be nine o’clock to about two o’clock.

[00:26:56] Rob: Okay. All right, perfect. Well, that’s good. That sounds like a great event. And, and, and if anybody wants to sign up, they can go to the website

[00:27:03] David B: Apex empowerment, or if you can’t remember that, They’ll take you to the same place.

[00:27:08] Rob: perfect. Okay, David, I really appreciate your time. I know you have a wealth of knowledge on this and, and so does your wife, we’ve, we, she and I got into a conversation at a, at a networking event, which is how we ended up in this conversation and how we ended up doing this episode. So I appreciate your time doing this with me. If anybody has any questions or wants to get ahold of David, please reach out. Go to their website, you know, reach out any way they can. And so, David, thank you again for joining me.

[00:27:33] David B: No, just thank you, Rob, for having me on. It’s been great.

[00:27:36] Rob: All right. Thank you again. And until next time, everybody remember, Slow Down and Close More.

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