Part 1 and Part 2 of this series focused on the introduction to DISC behavioral signs and covered the (D)ominant and (I)nfluential signs.  Today's article will address the (S)teady sign, which is the most common sign in the general population.

The S sign is like the (I) sign in that they both do well in a positive, friendly environment and are relationship-oriented.  Where the difference lies is in the nature of the sign.  Where (I)'s are active and more assertive in nature, S's are more responsive and accommodating.  If D's are the leaders of the world, (I)'s are the cheerleaders who motivate the S's to work as a team to get things done.  S's have a genuine interest in other people and want to work together in a non-threatening way.  They are the first to help others and are supportive to their families and friends.  S's are perhaps the most considerate sign.  S's are easy-going and mature and typically not overly demonstrative. 

S's like to know that you are interested in them individually.  To communicate with an S, look for commonalities.  S's are also interested in security, so providing them personal assurances when possible goes a long way.  Like (I)'s, S's like to develop personal relationships and want that to be part of the business process.  Don't jump to business right away with an S; give some time for personal communication first.  S's do not like to be dominated or treated abruptly, so if your client is an S and you are a D it pays to soften your tone a bit with them.  S's also like being given recommendations instead of options.  As a trusted agent/lender/stager, what you think means a lot to them.  S's are great listeners and usually very calm, unruffled people.

S's dislike change and deadlines, preferring to work in a consistent, steady manner.  Making sure your transaction is on track and taking care of small "emergencies" behind the scenes when possible will be of great benefit to your S clients. 

Some weaknesses associated with S's are leniency, complacency, and indifference.  S's do not want to rule the world, but they want the world they live in to be a fair one with few surprises from what they are told to expect.  Making sure you deliver a "surprise-free" transaction will go a long way in making your S client happy.

If you are an S, guard against having your feelings hurt by your more dominant clients.  It is the message your client is giving you that is important, not the method in which they do it.  Because you are relationship-oriented and a good listener, you are excellent at determining your clients' needs and they will appreciate this.

The S's of this world make things happen by working with others and supporting common ideals.  It is a true "teamwork" spirit.

On Thursday we will discuss the last sign, (C)onscientious, as well as offer a recap of all the signs with recommended communication strategies for each.  I am interested in hearing from those of you who have used the DISC theory in your professional life and how it has helped you.

Update:  Part 4 of the series