At Bushari, we believe that education is the foundation of success, and a lifelong endeavor. Whether you are a newly licensed agent or an experienced top producer, our training and educational programs will help you stay on top of industry changes, innovative technology systems, and marketing tactics. Great training keeps our agents ahead of the curve and ready for anything. Our training sessions foster an environment of creative problem solving and encourage new ideas. We encourage an atmosphere of curiosity, and agents often suggest some of our most popular training topics. We will always invest in our agents because our agents are our greatest asset. Whether you want to learn about database systems, email marketing, or just review the basics, we are here for you. For more information: http://career.bostonrealestate.com/

1. DISC PERSONALITY STYLES
BUSHARI GROUP REAL ESTATE

2. DISC PERSONALITY STYLES
REAL ESTATE AGENT’S OBJECTIVE
• MORE TRANSACTIONS
• LESS TIME
• LESS HASSLE
• LOWER LEVEL OF STRESS AND CONFLICT

3. VERSATILITY
THE ABILITY TO DEAL WITH MANY
TYPES OF PEOPLE IN DIFFERENT
SITUATIONS WITH THE LEAST AMOUNT
OF STRESS TO YOU AND THEM

4. DISC PERSONALITY STYLES
DIRECT
INDIRECT
INTROVERT
EXTRAVERT
D I
C S
DRIVER EXPRESSIVE
ANALYTICAL AMIABLE

5. DISC PERSONALITY STYLES
WHO ARE YOU?
• AM I DIRECT OR INDIRECT?
• DO I PREFER TO SPEND TIME ALONE, OR
DO I HAVE TO BE WITH OTHERS?
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6. THE AMIABLE

7. DISC PERSONALITY STYLES
AMIABLE PERSONALITY STYLE - CHARACTERISTICS
• SUPPORTIVE, INDIRECT & EXTROVERT
• FAMILY ORIENTED
• DON’T LIKE TO HURT ANYONE
• AVOIDS CONFLICTS
• MOTIVATED BY SAFETY AND SECURITY
• NEED TO BOND & FEEL COMFORTABLE
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8. DISC PERSONALITY STYLES
AMIABLE OR EXPRESSIVE?
• WHO IS IT ALL ABOUT?
• DO THEY USE THE WORD “I” OR “YOU”?
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9. DISC PERSONALITY STYLES
AMIABLE PERSONALITY STYLE - QUEUES AND TIPS
“WILL YOU HOLD MY HAND
THROUGHOUT THE
TRANSACTION?”
“WILL YOU BE THERE WITH ME
EVERY STEP OF THE WAY?”
“I DON’T WANT TO GO THROUGH
THIS ALONE”
“I FEEL THAT…”
“THIS MAKES ME FEEL…”
“WE NEED TO THINK ABOUT
IT…”
FOR BUSHARI
AGENTS ONLY

10. AMIABLE PERSONALITY STYLE - HOW TO WIN?
• BUILD RAPPORT
• FIND COMMON GROUND
• TAKE YOUR TIME
• ALLOW THEM TO TAKE THEIR TIME
• DON’T CLOSE, UNLESS THEY ARE FEELING
COMFORTABLE
DISC PERSONALITY STYLES
D I
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FOR BUSHARI
AGENTS ONLY

11. AMIABLE PERSONALITY STYLE - SCRIPTS
DISC PERSONALITY STYLES
“WHAT ELSE SHOULD I DISCUSS
WITH YOU THAT I HAVEN’T?”
“WHAT ELSE IS HAPPENING WITH
YOU AND YOUR FAMILY THAT I
SHOULD KNOW REGARDING THIS
MOVE?”
“HOW ELSE CAN I HELP YOU TO
FEEL COMFORTABLE?”
“WHAT WILL IT TAKE FOR YOU TO
FEEL COMFORTABLE?”
“TAKE ALL THE TIME THAT YOU
NEED, AND LET ME KNOW WHEN
YOU’RE COMFORTABLE TO MOVE
FORWARD”
FOR BUSHARI
AGENTS ONLY

12. AMIABLE PERSONALITY STYLE - HOW TO LOSE?
• BE DIRECT
• BE SNAPPY
• MAKE THEM FEEL ABANDONED
• LACK OF COMMUNICATION
DISC PERSONALITY STYLES
D I
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FOR BUSHARI
AGENTS ONLY

13. AMIABLE PERSONALITY STYLE - TIPS
• PROFESSION: TEACHERS, NURSES, ADMINS
• DRESS: COMFORT VS BRANDS
• HOME: MESSY AND COMFY, OFFER HOME
MADE FOOD
• LIFE: HIGH MAINTENANCE, HAND
HOLDING, NEED ATTENTION, LOVE DRAMA
DISC PERSONALITY STYLES
D I
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FOR BUSHARI
AGENTS ONLY

14. THE ANALYTICAL

15. DISC PERSONALITY STYLES
ANALYTICAL PERSONALITY STYLE - CHARACTERISTICS
• SUPPORTIVE, INDIRECT & INTRAVERT
• PERFECTIONIST AND TIMELINESS
• LOW EMOTIONS AND FACT BASED
• MOTIVATED BY FACTS AND ACCURACY
• NEED TO BE RIGHT & TAKE THEIR TIME
• WILL NEVER MAKE A DECISION IN FRONT
OF YOU
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16. DISC PERSONALITY STYLES
ANALYTICAL OR AMIABLE?
• SHARES STORIES OR FACTS?
• MESSY OR ORGINIZED?
• LISTEN TO VOICE MAIL, DOES IT HAVE A LOT
OF FAMILY DETAILS OR DETAILS DETAILS?
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17. DISC PERSONALITY STYLES
ANALYTICAL PERSONALITY STYLE - QUEUES AND TIPS
“HOW DO I KNOW THAT I’M
MAKING THE RIGHT DECISION?”
“CAN YOU BACK THAT UP WITH
FACTS AND DATA?”
“I NEED TO LOOK AT THE
NUMBERS, AND THEN I’LL GET
BACK TO YOU”
“I THINK THAT…”
“SHOW ME THE NUMBERS…”
“MY RESEARCH SHOWS THAT…”
FOR BUSHARI
AGENTS ONLY

18. ANALYTICAL PERSONALITY STYLE - HOW TO WIN?
• UNDER PROMISE, OVER DELIVER
• DO YOUR RESEARCH
• GIVE THEM A REASON TO DO SOMETHING
• SHOW UP ON TIME
• TAKE YOUR TIME
• DON’T POWER CLOSE
DISC PERSONALITY STYLES
D I
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FOR BUSHARI
AGENTS ONLY

19. ANALYTICAL PERSONALITY STYLE - SCRIPTS
DISC PERSONALITY STYLES
“IS THERE ANY OTHER
SUPPORTING DATA I CAN
PROVIDE TO YOU TODAY?”
“MS. SELLER, THANK YOU FOR
ALLOWING ME TO PRESENT MY
STRATEGY AND DATA TO YOU; I
REALLY APPRECIATE YOU TAKING
THE TIME TO GO OVER IT. WHEN
SHOULD I CONTACT YOU TO HEAR
YOUR DECISION?”
“WHAT DO YOU THINK?”
“HERE ARE THE FACTS…”
“THIS IS WHY IT’S IMPORTANT
FOR YOU TO ACCEPT THIS
OFFER…”
FOR BUSHARI
AGENTS ONLY

20. ANALYTICAL PERSONALITY STYLE - HOW TO LOSE?
• IGNORE THEIR NEEDS FOR FACTS
• TRY TO POWER CLOSE THEM
• INSIST ON AN IMMEDIATE ANSWER
• SEND THEM ONE LINE EMAILS
• SAY “TRUST ME” OR “I GUARANTEE”
• BE LATE
DISC PERSONALITY STYLES
D I
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FOR BUSHARI
AGENTS ONLY

21. ANALYTICAL PERSONALITY STYLE - TIPS
• PROFESSION: ENGINEER, FINANCE,
SCIENTISTS
• DRESS: METICULOUS,
• HOME: LABEL MAKERS, NEAT, COLOR
CODED CLOSET, ALPHBETICAL PANTRY
• LIFE: PARTICULAR HOBBY, PRATICAL CAR,
ORGANIZED CLUTTER
DISC PERSONALITY STYLES
D I
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FOR BUSHARI
AGENTS ONLY

22. THE DRIVER

23. DISC PERSONALITY STYLES
DRIVER PERSONALITY STYLE - CHARACTERISTICS
• FAST, DIRECT & INTRAVERT
• USES FEW WORDS & KEEP TO THEMSELVES
• QUICK DECISION MAKERS
• ACTION MOTIVATED & RESULTS ORIENTED
• LOW PATIENCE
• LIKES TO ALWAYS MOVE FORWARD
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24. DISC PERSONALITY STYLES
DRIVER OR …?
• YOU’LL KNOW ONE WHEN YOU SEE ONE
• SHORT OR NO VOICE MESSAGE
• IMPATIENT
• HOLDS EVRYONE ACCOUNTABLE
• TENDS TO MICRO MANAGE
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25. DISC PERSONALITY STYLES
DRIVER PERSONALITY STYLE - QUEUES AND TIPS
“I DON’T NEED TO KNOW THE
STEPS, JUST GET IT DONE?”
“OKAY, YOU’VE GOT 5 MINUTES”
“WHAT’S THE BOTTOM LINE?”
“WHAT’S NEXT?”
“GET TO THE POINT…”
“…OKAY, MOVING ALONG”
FOR BUSHARI
AGENTS ONLY

26. DRIVER PERSONALITY STYLE - HOW TO WIN?
• UNDER PROMISE, OVER DELIVER
• BE DIRECT
• BE ACCOUNTABLE
• BE ONE STEP AHEAD
• SHORT VM, SHORT EMAILS, BULLET POINTS
• KEEP THEM UPDATED
DISC PERSONALITY STYLES
D I
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FOR BUSHARI
AGENTS ONLY

27. DRIVER PERSONALITY STYLE - SCRIPTS
DISC PERSONALITY STYLES
“THIS IS WHAT NEEDS TO GET
DONE”
“MR. SELLER, INSTEAD OF GOING
THROUGH EVERY DETAIL IN MY
PRESENTATION, WHY WON’T YOU
TELL ME WHAT’S IMPORTANT
FOR YOU.”
“WHAT OTHER QUESTIONS DO
YOU HAVE BEFORE WE GET
STARTED?”
“WHAT ELSE SHOULD I HAVE
COVERED?”
“I’M CALLING TO UPDATE YOU ON
THE PROGRESS: MLS IS UP AND
IN YOUR INBOX. OPEN HOUSE IS
SCHEDULED FOR SUNDAY.”
FOR BUSHARI
AGENTS ONLY

28. DRIVER PERSONALITY STYLE - HOW TO LOSE?
• TELL STORIES
• TRY TO BUILD RAPPORT
• TRY TO BE TOO FRIENDLY
• DON’T DO WHAT YOU’VE PROMISED
• DROP THE BALL
DISC PERSONALITY STYLES
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FOR BUSHARI
AGENTS ONLY

29. DRIVER PERSONALITY STYLE - TIPS
• PROFESSION: C-LEVEL EXECUTIVE
• DRESS: NOT SO FLASHY, DARK COLORS,
HIGH QUALITY
• HOME: CLEAN, MINIMALIST
• LIFE: EXPENSIVE HOBBY, BMW TYPE CAR,
ORGANIZED
DISC PERSONALITY STYLES
D I
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FOR BUSHARI
AGENTS ONLY

30. THE EXPRESSIVE

31. DISC PERSONALITY STYLES
EXPRESSIVE PERSONALITY STYLE - CHARACTERISTICS
• DIRECT & EXROTOVERT
• USES A LOT OF WORDS & EMOTIONS
• QUICK DECISION MAKERS
• FUN MOTIVATED
• ALL ABOUT THEM
• CENTER OF THE PARTY
• FLASHY
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32. DISC PERSONALITY STYLES
EXPRESSIVE OR DRIVER?
• SHOWING A LOT MORE EMOTIONS
• SMILE A LOT
• MORE FUN TO BE AROUND THEM
• MORE COLORS
• SPEND MORE MONEY ON THINGS
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33. DISC PERSONALITY STYLES
EXPRESSIVE PERSONALITY STYLE - QUEUES AND TIPS
“I NEED TO SHOW IT TO MY
FRIEND BEFORE WE CAN WRITE
THE CONTRACT”
“WHO ELSE LISTED / PURCHASED
WITH YOU?”
“OMG!”
“LET’S GET THE OFFER SIGNED
SO WE CAN GO FOR DRINKS!”
“I LOVE IT! THIS IS GOING TO BE
SO COOL…”
“I SEE A LOT OF PARTIES
HAPPENING ON THIS ROOF DECK
IN THE FUTURE…”
FOR BUSHARI
AGENTS ONLY

34. EXPRESSIVE PERSONALITY STYLE - HOW TO WIN?
• MAKE SURE THEY ARE THE CENTER OF
ATTENTION
• SAY “YOU” A LOT, AND AVOID THE WORD “I”
• MAKE SURE THE PROCESS IS FUN
• LET THEM SIT AT THE HEAD OF THE TABLE
DISC PERSONALITY STYLES
D I
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FOR BUSHARI
AGENTS ONLY

35. EXPRESSIVE PERSONALITY STYLE - SCRIPTS
DISC PERSONALITY STYLES
“HOW DO YOU FEEL ABOUT THIS
HOME?”
“MS. SELLER, YOU’VE DONE
SUCH A GREAT JOB WITH THIS
HOUSE! LET’S GET THE
AGREEMENT APPROVED SO WE
CAN POP THE CHAMPAGNE!”
“ISN’T THIS A GREAT PLACE FOR
ENTERTAINMENT?”
“THE GARAGE PARKING IS JUST
PERFECT FOR YOUR NICE CAR”
“THE FEEDBACK THAT WE’RE
GETTING FORM THE MARKET IS
THAT THE HOUSE’S COLORS NEED
TO BE MORE NEUTRAL”
FOR BUSHARI
AGENTS ONLY

36. EXPRESSIVE PERSONALITY STYLE - HOW TO LOSE?
• BE STIFF
• CONCENTRATE ON YOURSELF
• BE DRY AND BORING
• BE SLOW
• BE NON-RESPONSIVE
DISC PERSONALITY STYLES
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FOR BUSHARI
AGENTS ONLY

37. EXPRESSIVE PERSONALITY STYLE - TIPS
• PROFESSION: REAL ESTATE AGENTS, RETAIL,
SALES
• DRESS: METICULOUS, BRANDS, COLORFUL
• HOME: CLEAN, COLORFUL, AMAZING
• LIFE: FLASHY CAR, BOAT
DISC PERSONALITY STYLES
D I
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FOR BUSHARI
AGENTS ONLY

38. FORD SCRIPT
BUSHARI GROUP REAL ESTATE

39. FORD SCRIPTS
THE COI DATABASE
• EXPECTED RESULTS: 10% PER YEAR
• COI = PEOPLE WHO KNOW YOU, AND PEOPLE YOU KNOW.
• THESE ARE THE BEST TYPE OF REFERRALS
• THESE MAKE UP MORE THAN 55% OF MOST REALTORS’
BUSINESS
• GOAL: 500-1000
• 5 CALLS PER DAY

40. FORD SCRIPTS
BUILDING AND EXPANDING THE COI DATABASE
• IF YOU ALREADY HAVE A DATABASE, PURIFY IT
A. PAST CLIENTS
B. ADOPTED PAST CLIENTS
C. REAL ESTATE AFFILIATES
D. SERVICE PEOPLE
E. PERSONAL FRIENDS

41. FORD SCRIPTS
BUILDING AND EXPANDING THE COI DATABASE
F. KIDS OR RELATIVES’ FRIENDS
G. ASSOCIATES THROUGH YOUR HOBBY
H. VOLUNTEERING FRIENDS
I. PEOPLE YOU WENT TO SCHOOL WITH
J. NEIGHBORS / CONDO ASSOCIATION
K. PAST NEIGHBORS
L. OTHER SALES PEOPLE YOU KNOW
FOR BUSHARI
AGENTS ONLY

42. FORD SCRIPTS
BUILDING AND EXPANDING THE COI DATABASE
M. MEDICAL ASSOCIATES
N. FAMILY
O. SOCIAL NETWORKING
P. AGENTS IN OTHER MARKETS
Q. BUILDERS, CONTRACTORS & INVESTORS
FOR BUSHARI
AGENTS ONLY

43. LAME EXCUSES I
CAN NO LONGER
USE

44. FORD SCRIPTS
MY PAST CLIENTS AND
PEOPLE I KNOW CAN’T WAIT
TO HEAR FROM ME. THEY
KNOW I’M HERE TO HELP AND
APPRECIATE MY EXPERTISE.
FOR BUSHARI
AGENTS ONLY

45. FORD SCRIPTS
I’M FOCUSED ON
HOW I CAN HELP
THE PEOPLE I KNOW
FOR BUSHARI
AGENTS ONLY

46. FORD SCRIPTS
I’M CONTRIBUTING TO MY
FUTURE BY FOCUSING ON
HELPING PEOPLE WHO
KNOW AND TRUST ME
FOR BUSHARI
AGENTS ONLY

47. FORD SCRIPTS
I’M THE BEST PERSON TO
HELP PEOPLE WHO KNOW AND
TRUST ME, THEIR FRIENDS
AND FAMILY NEED SOME HELP
AS WELL.
FOR BUSHARI
AGENTS ONLY

48. FORD SCRIPTS
FORD
FAMILY OCCUPATION RECREATIOIN DREAMS

49. FORD SCRIPTS
TIP1: THE LAW OF RECIPROCITY
HOW ARE YOU?
GOOD, HOW ARE YOU?
HOW IS WORK?
HOW IS YOURS?

50. PEOPLE WILL FORGET WHAT YOU SAID.
PEOPLE WILL FORGET WHAT YOU DID.
BUT, PEOPLE WILL NEVER FORGET
HOW YOU MADE THEM FEEL.
Maya Angelou
FORD SCRIPTS
TIP 2: THEY WON’T REMEMBER WHAT YOU SAID

51. ROCK BOTTON BECAME THE
SOLID FOUNDATION ON WHICH
I REBUILT MY LIFE
J.K. Rowling
FORD SCRIPTS
TIP 3: GIVE THEM HOPE

52. FORD SCRIPTS
SCRIPTS
WHO DO YOU KNOW WHO COULD USE MY HELP TO BUY
OR SELL REAL ESTATE?
I’VE SET A GOAL FOR MYSELF HELPING 2 MORE FAMILIES
THIS MONTH BUYING OR SELLING REAL ESTATE; WHO DO
YOU KNOW…
WHO DO YOU KNOW WHO NEEDS TO SELL THIS YEAR?
WHO DO YOU KNOW WHO IS FRUSTRATED WITH TODAY’S
MARKET AND NEEDS MY HELP?
FOR BUSHARI
AGENTS ONLY

53. FORD SCRIPTS
HI BOB, I WAS JUST THINKING OF YOU AND
I CAN’T BELIEVE I HAVEN’T CALLED YOU IN
A WHILE… I WANTED TO APOLOGIZE.
HI, NO WORRIES. GOOD TO HEAR FROM
YOU…
BOB, I’VE BEEN GETTING A LOT OF CALLS
FROM FRIENDS AND PAST CLIENTS ASKING
ME ABOUT THE REAL ESTATE MARKET…
EVERYBODY SEEMS TO BE FRUSTRATED
WITH THE LACK OF INVENTORY AND
BIDDING WARS - THEY SEEM TO THINK THE
MAKET HAS GONE CRAZY!
AS A CURTESY TO EVERYONE, I’M NOW
CALLING MONTHLY WITH A MARKET
UPDATE AND A LIST OF PRE-MLS
PROPERTIES. THAT WAY, YOU’RE 100% ON
TOP OF THE MARKET.
WILL YOU BE INTERESTED IN HEARING
FROM ME PERIODICALLY WITH SOME
MARKET UPDATES?
SURE, WHY NOT…
FOR BUSHARI
AGENTS ONLY

54. FORD SCRIPTS
HERE’S THE MARKET UPDATE FOR YOU… AT
TODAY’S OFFICE MEETING I LEARNED
ABOUT 2 NEW OPPORTUNITIES IN YOUR
NEIGHBORHOOD….
THAT’S INTERESTING….
NO ONE AT THE MOMENT
WHO DO YOU KNOW WHO MIGHT BE
INTERESTED IN PURCHASING IN YOUR
NEIGHBORHOOD?
OKAY, THANKS FOR TAKING THE TIME TO
THINK ABOUT IT… I WANT YOU TO KNOW
THAT I’M NEVER TOO BUSY FOR YOUR
REFERRALS!
FOR BUSHARI
AGENTS ONLY

55. THANK YOU