Michael Carlo

Questioner
DISC Type : c

Division President at Taylor Morrison

Sarasota, Florida, United States

Overview

Michael has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to analyze every situation thoroughly.
 It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

2-2026
Division President at Taylor Morrison
3-2025 - 2-2026
Senior Division President, Jacksonville | Orlando at Richmond American Homes
5-2017 - 3-2025
Division President at Richmond American Homes
8-2013 - 5-2017
President at CenterPoint Properties, LLC
5-2007 - 9-2013
Vice President of Sales Operations & Land at Lennar Corp.

Education

1992 - 1995
Doctor of Law (J.D.) from American University Washington College of Law
1988 - 1992
B.S. in Finance from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : 19 Location : Sarasota, Florida, United States Job Level : N/A Designation : Division President at Taylor Morrison
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Michael

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Michael take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Michael

Personality Compatibility


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