Bull Behaviors
What’s the Bull’s typical stress reaction phrase?
“I don’t have time for this.”
What’s the Tiger’s DISC style?
Influence.
What’s the Lamb’s DISC style?
Steady.
What DISC style does the Owl represent?
Conscientious.
What’s the biggest mistake in follow-up strategy?
Using the wrong strategy for the wrong personality.
What’s one thing you should never do with a Bull?
Call them back-to-back or chase them aggressively.
What kind of follow-up works best with Tigers?
Fast, energetic follow-up with emotional anchoring.
What does a Lamb often say when stressed?
“I need to think about it.”
What triggers stress in an Owl?
Uncertainty and rushed communication.
How should you follow up with Bulls and Owls?
Give space between contacts.
What type of communication tone should you use with a Bull?
Direct but respectful.
What’s a great way to refocus a Tiger’s scattered attention?
Tell them a relatable story.
What’s one way to help guide a Lamb to a decision?
Break things into simple, clear steps.
What should your communication style be with an Owl?
Detailed, structured, and data-driven.
What does the DISC acronym help with?
Identifying seller personalities and tailoring communication.
What does a Bull need to feel in control of during the sales process?
The timeline and decision-making process.
What’s the biggest risk with a Tiger if you delay?
They sign with whoever follows up first.
What tone should you always use with a Lamb?
Warm, patient, and reassuring.
What is a mistake that immediately turns off an Owl?
Rapid texting or double-dialing.
What should you do when a seller no-shows?
Use empathy-based re-entry like “Did I miss the mark somewhere?”
How do you identify if a Bull is in real mode vs. stress mode?
They’ll eventually re-engage on their own once given space.
How should you create urgency without pressure for a Tiger?
Remind them of their stated urgency: “You said this was urgent—let’s handle it now.”
Why are Lambs considered "highly closable"?
If they feel safe and supported, they are likely to proceed.
What should you expect an Owl to do before making a decision?
Compare offers and verify facts independently.
Why should DISC tags be used in CRM?
To ensure consistent, personalized follow-up strategies.