DISC Results in Community Banks:
We have completed and reviewed DISC assessments on several hundred community bankers and here are the results for the retail employees:
D = 30%; I = 15%; S = 24%; C = 31%
The national average for bank customers is:
D = 18%; I = 29%; S = 45%; C= 8%
Since the D and C behavioral types represent a systematic/price-based business attitude and the I and S types are relational and service-based, no wonder most community banks just don’t get it. Seventy-four percent (74%) of our customers will choose service over price if the service is remarkable. Over sixty percent (60%) of our employees probably put price before relationships in business. This is certainly one of the primary reasons most community banks can’t shake the price-based mass marketing approach to business development and move to the much more profitable relationship-based approach.