Home Sales Success and Personality Types: Is There a Connection?

Lee Davenport

Journal of Real Estate Practice and Education, 2018, vol. 21, issue 1, 29-57

Abstract: This qualitative study of top producers investigated how personality relates to residential real estate salespeople's success. The research questions that guided this purposive study were: 1. What DISC personality types do successful residential real estate salespeople have? and 2. How do residential real estate sales professionals of differing personalities best generate leads? An online survey was used to collect data from top selling residential real estate agents throughout the United States. The findings demonstrated that successful residential real estate salespeople can be of any DISC personality type. This was a ground-breaking finding that rebuts prior sales training tenets and asserts implications for more personality-delineated sales training.

Date: 2018
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DOI: 10.1080/10835547.2018.12091776

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