In learning about DISC behavioral signs in this series, we have covered the (D)ominant, (I)nfluential, and (S)teady behavioral signs.  The final sign is is the (C)onscientious sign, and like D's they are task-oriented rather than relationship-oriented.

High C's are perhaps the most well-prepared of the signs.  A C would never take a box full of receipts to the accountant at tax time.  As a matter of fact, your accountant is likely a C!  If it is the D's job to tell everyone what to do, the (I)'s job to motivate everyone to do it, and the S's job to work as a team to get it done, it is the C's job to make sure the system to get things done is set up in an organized way.  C's like a certain level of formality and want to stick to business.  The key motivation for a C is security and protection, and they get this through making sure things are correct.  This doesn't mean a C has to "be right" (though factually they usually are); it means they want things to be correct.   C's like to know the background data that supports your statements and want you to be able to discuss pros and cons.  C's rely on data, not opinions, and these are the clients that will be most impressed with the statistics in your presentation at the first listing appointment.  C's do not like to be rushed and do not like to waste time.  They do not have a "wait and see" attitude and would never leave anything to chance.  C's are well-informed and well-prepared and expect you to be as well.

As well-prepared as they are, C's do have some weaknesses.  Because a C thrives on order, when placed in a disorderly environment they feel insecure, which goes against their primary goal of security.  A C is also sometimes seen as dry or cold because of the attention to facts and detail instead of people, which is not necessarily true.  C's can be very accommodating of others and will adapt to avoid conflict.  C's are cautious and tend to be more responsive in nature than assertive, which is similar to the S sign. 

If your client is a C, the worst thing you can do is be disorganized or try to rush the decision-making process.  A C needs factual data and time to evaluate before making a decision.  C's will be more impressed with your statistics than testimonials from past clients, so be sure to provide that information to them.  When working on a transaction with a C, be sure to close the loop on every outstanding detail because they are likely to ask about it.  C's also want you to take the time to present to them, so make sure you allow plenty of time for your meetings with C clients.

If you are a C, remember that your D, I and S clients are not as enamored of facts and data as you.  You should also be respectful of their time, as they typically do not require the in-depth coverage and discussion of issues that you do, though they certainly appreciate you being so well-informed for any questions they have.  C agents should also consider the human element more, as a home purchase/sale is an emotional time for some buyers/sellers, and this needs to be considered equally with the facts of the process.

Stay tuned for the final installment of the series, where we will recap the 4 signs and offer tips on predicting behavior so you can better respond to your client needs.