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Harnessing the Power of DISC: An Introduction

By Brian Pauley

The Stepping Stone, May 2025

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People are different. Predictably different!

Knowing how we and those around us are wired is very important for having successful relationships, whether it be family, a work team or any interaction that can be built upon for the future (e.g., a potential client). There are several models of human behavior in existence. Like any model, none are perfect. However, having one that can generally guide us the majority of the time with simplicity, practicality and success is of great benefit.

One such model is the Maxwell Method of DISC. This leadership development adaption of the classic DISC was created by Deb Ingino of the Maxwell Leadership Certified Team. DISC was originally developed in 1928 by William Marston in his book called Emotions of Normal People. His DISC theory identified that human personality styles emerge in varying degrees in these four areas: dominant, influencing, steady, and compliant (hence, “DISC”).

  • Have you ever known someone who is direct? If they drive projects forward, and are bold, decisive, and comfortable being in control, they are likely D-wired!
  • Who do you know who is fun, the life of the party, great at telling a
    story, and very popular? They just might be I-wired!
  • Have you ever known someone who is loyal, dedicated, doesn’t seek
    attention, and is the backbone of your family or team? Someone who can always be counted on to support people and projects? They are probably S-wired!
  • Have you ever recognized someone who is organized, and structured? They do not seek crowds and are quiet and very focused on precision and details. Does this sound like any actuaries you know? Sounds like someone who is C-wired!

This framework of D, I, S, and C is not meant to label us or place us in a box. In fact, each of us is actually a combination of all four of the DISC styles. We each have either one natural style, or sometimes a combination of two or three styles, that dominate. By recognizing the patterns that illustrate a person’s behavioral preferences and how, we can bring our best into our work and relationships. And, when we become aware of the pattern of how others communicate, we not only know what kind of communication to expect from them; we also know how to best prepare for, interact with, and respond to them in order to have a successful connection!

Here are key characteristics of each DISC type and how to connect with them.

“Everyone communicates, but few connect”
-John C. Maxwell

D – Dominant

Those with significant characteristics of a D-wired style make up 3% of the population. (Since my audience is mainly actuaries, I thought statistics may resonate! And, yes, the percentages add up to 100%!)

Key Characteristics:

  • Enjoy control and having things done their way.
  • Multi-taskers.
  • Tend to be all-business and get bored easily.
  • Have a “get things done” mentality and prioritize results.
  • Up for challenges.
  • Love competition.

How to Connect:

  • They have a low tolerance for repetition so don’t ask the same thing twice. If you do, you didn’t listen (in their mind)!
  • Get to the bottom line with them and quickly.
  • Ask “what are you doing?” not “how are you doing?” to make small talk.
  • Be concise and efficient in your communication.
  • Give them choices and let them make the decision.

Well-known D-style public figure: Donald Trump

I – Influencing

Those with significant characteristics of an I-wired style make up 11% of the population.

Key Characteristics:

  • Talkative—and often loud too!
  • Motivated by and love being around people.
  • Like to be the life of the party.
  • Sense of humor— this is the person who makes jokes at the meeting.
  • Great at persuading and motivating.
  • Have a tough time sitting still.

How to Connect:

  • Give them recognition.
  • Make meetings/activities/encounters/projects fun—I’s do not take things too seriously!
  • Ask “how are you doing?” not “what are you doing?” to make small talk (opposite of the D).
  • Have flexibility—rigidity is a turn off for them.
  • Allow time for sociability. Yes, allow the business part of the meeting to start a little late.

Well-known I-style public figure: Bill Clinton

S – Steady

Those with significant characteristics of an S-wired style make up 69% of the population. It is by far the most common DISC type and explains why most people are likeable and prefer a secure environment.

Key Characteristics:

  • Easy-going and well-mannered.
  • Good mediators in conflict (but not attracted to conflict!).
  • Steady, low-key and don’t understand why others get so upset about things.
  • Not going to outwardly let people know how they feel.
  • Sentimental.
  • Team-players.

How to Connect:

  • Keep the environment (work and home) warm and friendly.
  • They like stability so don’t drop the problem on them without a solution too. The solution should also have a proven track-record.
  • Be relaxed and casual with them.
  • Show support for their decisions and feelings.
  • Have an expectation of risk-adverse—they’ll put a $1, not a $100 bet, on the game…if anything at all!

Well-known S-style public figure: Fred “Mr.” Rogers

C – Compliant

Those with significant characteristics of a C-wired style make up 17% of the population.

Key Characteristics:

  • Prefers to work alone (loathes the “group project”!)
  • Quiet and thoughtful.
  • Detailed and analytical.
  • Plans and prepares.
  • Needs ample data to make decisions.
  • Skeptical and needs convincing.

How to Connect:

  • Provide them with all the detail and data. You can’t give them too much, trust me! This includes emails.
  • Be logical with them. Emotion will not persuade.
  • Give them time to complete tasks. Preferably quiet time.
  • Deliver on what you promise. Actions go much further than words with a C.
  • State your assumptions and methodologies and allow them to do the same. The C wants to get it right, not necessarily be right (you hear that D’s?).

Well-known C-style public figure: Bill Gates

You might have noticed above that each style tends toward either being task (D’s and C’s) or relationship (I’s and S’s) oriented. This can be a useful indicator of someone’s personality type and tendencies.

For example, I’m very much an I-style and often joke that that I have 100 projects 10% complete rather than 10 projects 100% complete! I’m not lazy, I just love variety and want to please everyone by saying “yes” to everything…to the irritation of D’s and C’s! This can hurt us when someone with an opposing style doesn’t already know and recognize our tendencies.

D's and C’s need to make relationships a task. I’s and S’s need to make tasks a relationship.

A final word of caution when utilizing this information. No one style is better than another. No style is good or bad. I once was having a conversation with a person about DISC and concluded she was a D-style. Her response was, “Is that bad?” Of course not! The intent of having knowledge of DISC is not to judge others, but to understand how we are wired and how those around us are wired. Armed with that knowledge, we can all work most effectively together. Go from team stressed, to team best! Go from family stressed, to family best!

Statements of fact and opinions expressed herein are those of the individual authors and are not necessarily those of the Society of Actuaries, the newsletter editors, or the respective authors’ employers.

Brian Pauley FSA, MAAA, is vice president, marketing at Canada Life Reinsurance, is a certified leadership speaker, coach and DISC behavioral consultant with the Maxwell Leadership Certified Team, and is on the SOA Leadership and Develop Section Council. He can be reached at brian.pauley@canadalifere.com or via LinkedIn.