In the highly competitive world of Australian real estate, success is no longer just about market knowledge and negotiation skills. The best agents and agencies stand out by understanding not only their own behavioural style but also how to connect with clients on a deeper, emotional level. This is where the Behavioural Intelligence® Profile comes in—a powerful double-science assessment that combines DISC behavioural profiling with Emotional Intelligence (EQ) to create a dynamic advantage in the real estate industry.
What is the Behavioural Intelligence® Profile?
The Behavioural Intelligence® Profile is a cutting-edge assessment that merges DISC (a model for understanding behaviour and communication styles) with Emotional Intelligence (EQ) (the ability to recognise, understand, and manage emotions in oneself and others). By integrating these two sciences, real estate professionals gain invaluable insights into how they interact with clients, handle objections, close deals, and build long-term relationships.
Why Real Estate Professionals Need It
- Mastering Client Relationships
Real estate transactions are often emotionally charged. Whether a family is selling a cherished home or a first-time buyer is making a life-changing decision, emotions run high. Understanding DISC allows agents to quickly identify a client’s communication style, while EQ helps them navigate sensitive situations with empathy and professionalism. This leads to stronger client relationships and higher trust.
- Closing More Deals with Confidence
An agent who understands both behavioural styles and emotional triggers can tailor their approach to different personalities. High-D (Dominant) clients, for example, want fast, results-driven communication, whereas High-S (Steady) clients need reassurance and a personal connection. By adapting their sales strategy accordingly, agents can increase conversions and shorten sales cycles.
- Handling Objections with Emotional Intelligence
Objections are a natural part of real estate negotiations. Agents with high EQ can stay composed, read the underlying emotions behind an objection, and respond in a way that diffuses tension and keeps the deal moving forward. The Behavioural Intelligence® Profile equips agents with the skills to handle objections with professionalism and confidence.
- Building Resilient and High-Performing Teams
For real estate agencies, the success of the business depends on the strength of the team. The Behavioural Intelligence® Profile helps agency leaders recruit, train, and manage agents based on their behavioural strengths and emotional intelligence levels. This results in better collaboration, reduced workplace conflict, and improved performance.
- Enhancing Leadership and Negotiation Skills
Great real estate leaders are not just skilled negotiators; they are emotionally intelligent decision-makers who inspire and influence others. By using this profile, agency owners and senior agents can refine their leadership style, motivate their teams more effectively, and drive business growth with a people-first approach.
How Real Estate Agencies Can Implement It
- Recruitment & Hiring: Identify candidates with the right behavioural traits and emotional intelligence for high-pressure real estate roles that will mesh well within your business.
- Training & Development: Equip agents with personalised coaching to enhance communication, negotiation, and relationship-building skills.
- Client Engagement Strategies: Use behavioural insights to tailor marketing, sales pitches, and follow-up strategies for different client types.
- Leadership Development: Improve management effectiveness by understanding how to lead diverse personalities within the agency.
The DISC Agency’s Facilitated Workshops
To help real estate professionals fully integrate Behavioural Intelligence® into their daily practices, The DISC Agency offers a 4-hour or full-day facilitated workshop. These interactive sessions provide hands-on learning, real-world applications, and personalised strategies to help agents and agencies improve their client relationships, sales performance, and leadership effectiveness.
The Future of Real Estate Success
The real estate market in Australia continues to evolve, and those who embrace behavioural and emotional intelligence will have a significant advantage. The Behavioural Intelligence® Profile is not just another assessment tool—it is a game-changer that empowers agents and agencies to elevate their performance, create unforgettable client experiences, and ultimately achieve greater success.
By leveraging the power of DISC and EQ, real estate professionals can future-proof their business, increase their closing rates, and build long-term relationships that drive referrals and repeat business. It’s time for the industry to move beyond traditional sales techniques and step into the future with Behavioural Intelligence®.
Contact The DISC Agency, call 1300 690 469 or email support@thediscagency.com.au to learn how we can help your agency.
Download our sample Behavioural Intelligence® profile here to see how powerful these profiles really are.
