Posts Tagged ‘magic’

Business leaders: secrets of personality profiling

Business Leaders: Secrets of Personality Profiling!

Have you ever had a discussion with a client, employee or vendor that just didn’t click? Would you like to know how to communicate with people in business and in your personal life, regardless of how different their personality is?

A few years ago, I was introduced to the subject of personality profiling. By understanding the four different personality types, you can significantly increase understanding of board members, employees, and even your family. You will
experience amazing results. The personality profiling system is called DISC testing.

The letters DISC stand for the four prominent personality types. All people fit into this scheme in one way or another, and are usually a combination of a least two of these types. These types are as follows:

High D stands for dominating.
High I stands for influencer.
High S stands for steadiness.
High C stands for compliance.

Let’s first take a look at how to use DISC testing to develop a team, and then study how to use this system to communicate more effectively with prospects and clients to really enhance your abilities in any endeavor.

Most property managers and some company or board presidents will find that they fit into the High D category. If you are a High D, you’ll be the driving force in your company. You are the leader. You are the quarterback of the team. You are innovative and organized. You want quick results. You want everything abbreviated, because you have the ability to quickly assess a situation and make a rapid decision.

Although all these are outstanding qualities, you, (High D’s) have to remember that Rome wasn’t built in a day. Just because something has been discussed, it doesn’t mean that the task is immediately accomplished by waving a magic wand. You need to learn to be more patient and to listen more often. Most importantly, you need to realize that the rest of the people in your world are trying frantically to keep up the rapid pace you have set for yourself.

If you are just a bit friendlier, and make an effort to compliment your staff on a job well done, it will go a long way in gaining their trust. They will then feel more comfortable in approaching you with new ideas, or with problems they may have

Let’s take a look at high I. The high I personality, or the influencer, is a very social person. I find that many great sales people fall into this category. They are the master net-workers. They are charming and upbeat, with loads of team spirit, and are instinctively great communicators. This is the type of person who is motivated by popularity and acceptance.

Give the high I on your team lots of interaction with clients and prospects in order to fulfill their social needs. They need to be able to interact and socialize—this is very important to them.
The High I typically lacks organizational skills, and will need help from the high D on your team in this area. They will also motivate others towards the common goal.

They are the cheerleaders on the team. They are the people who work the room at a cocktail party, and often walk out with fifteen to twenty business cards. These are the people who are at various events at CAI, MHA, Twin West, etc.

Let’s examine the high S. The high S person is noted for loyalty. These are the team players. These are the people who have an amazing ability to add a personal touch that sets the team apart from their competition.

As long as the High S has a clear understanding of the business model, they will carry it out with extreme devotion, because they crave a stable environment to work in.
They are characterized by their ability to maintain deeply loyal relationships, because they are motivated by safety, security, and recognition of that loyalty

However, if the high S has a disagreement with others on the team, watch out! They will be inclined to hold it inside, since they don’t like conflict or sudden change.

To complete our tour of the four personality types, let’s look at the high C. High C personalities are the analytical problem solvers of the world. They border on being compulsively meticulous. I’m sure you have most likely had clients along these lines.

High C’s have the ability to offer creative solutions to complex problems, because they deal well with facts and calculations. This is your classic engineer. At the same time, they are inclined to focus so much on the hard data that they omit the human factor. They can over think the situation, and quite literally make a mountain out of a molehill. When you need a solution that requires close attention to detail, the high C will strive for perfection, and will set an excellent example for the team to follow.

You may find that their attention to detail slows things down too much. This is especially true if you are a high D. The high C likes to work at a snail’s pace, while the high D is running 100 miles per hour. C’s are the folks you dread in the homeowner association; because they are nit-picking every single detail and they cause you lots of headaches.

By testing yourself and your team members, you can gain insight into why certain people click, and how to approach each other with the most favorable outcome in mind.

I have provided you with a cursory DISC test. This test will enable you to assess someone in an initial conversation. This is not a supplement to a DISC test—the full test is in excess of 100 questions. However, there is a way to be relatively sure of someone’s personality profile by just asking yourself a couple of questions:

Question #1: Is this person more assertive, or more reserved?

Question #2: Is the person more logical, or more emotional? This question may take a few more seconds of conversation for you to answer, since it is a bit more difficult to determine the answer.

Let’s imagine that a new prospect named “Tom” calls to talk with you about the possibility of hiring your property management company. During the conversation, you ask yourself the first question about Tom, “Is he assertive or reserved?”

You notice that he asks lots of questions, and is very forthcoming with information about what his wants, needs, and concerns are. You don’t have to draw information out of him because he is telling you what he wants. You notice that he’s taken control of the situation, and you are having a tough time getting a word in. This means he is assertive.

Since a D and an I are assertive, you’ve determined that Tom is either a high D or a high I, and you are now working within the top half of the quadrant only. An S or a C would be much more reserved.

You then ask yourself, “Is Tom more emotional or more logical?”

He often uses the phrase, “I think.” (instead of “I feel”) He takes time to evaluate his options and to crunch numbers. This leads you to believe that Tom is a logical thinker. The two logical thinkers are high D and high C. However, since you’ve already eliminated high C by asking the first question, we’ve identified Tom as a high D.

Once you’ve established a prospect’s personality type, you have a better understanding of how they process information. This understanding is key to communications.
Let’s continue with Tom. You’ve figured out that he is a high D. You can know put to use your knowledge of the high D personality type. You know they don’t want to take too much time out of their busy day to speak with you. They want things to happen quickly, and they are fast decision-makers. You need to be brief, to the point, and as efficient as possible.

On the contrary, if you have a high I, things are different. On the grid, we have an assertive person who is emotional. With a high I, you want to take some time to ask about their personal interests. You want to ask what they did last weekend, and about their family. Get social, because they relate to that. When you have future appointments with them, be sure to schedule extra time to accommodate their need to chitchat for an extra ten minutes. These touches aren’t to manipulate a person, but to honor them by communicating in their preferred fashion, even if they aren’t aware of what that is.

Let’s say you’ve determined that this person is a high S. Now we are looking at the bottom-right corner of the grid, which represents reserved and emotional. You need to win the trust of a high S. They are loyal team players. If you can make them feel a part of the team, they will champion your cause to the degree that they will be an additional sales rep out in the field.

Don’t be too aggressive when you speak with a high S, because they need to absorb information at their own pace. You must provide them with solutions that speak to their needs of security and stability. They are very family-oriented.

The final personality type you might run into is the high C. Quite frankly. C’s can be the most difficult people to work with. (Except my wife, who is perfect in every way.) They are very logical and very reserved. They are going to be low-key, and have a long thought process. A high C doesn’t want to listen to a fast-talking person. Deliver information at a slow pace, and deliver facts only. They don’t operate on emotion. These people do very well with spreadsheets.

When receiving a referral from someone familiar with DISC, I might hear: “This person is a high C.” I immediately know that this person will need time to determine whether to work with me, and that they will want to see the numbers in detail. They will also ask lots of specific and detailed questions that I’ll need to be prepared to answer.

In conclusion, working with members of your extended team in utilizing this process is very helpful. The best part about this is that the client wins. They are being treated in the way that works best for them.

Publisher’s Directions: This article may be freely distributed so long as the copyright, author’s information, disclaimer, and an active link (where possible) are included. Disclaimer: Statements and opinions expressed in the articles, reviews and other materials herein are those of the authors. While every care has been taken in the compilation of this information and every attempt made to present up-to-date and accurate information, we cannot guarantee that inaccuracies will not occur. Steve Hoogenakker will not be held responsible for any claim, loss, damage or inconvenience caused as a result of any information within these pages or any information accessed through this site. Steve loves his wife Teri Hoogenakker and their kids, Paul Hoogenakker, Kirsten Hoogenakker and Gerrit Hoogenakker very much.

This article written by Steve Hoogenakker of Taylor Made Landscape. Steve has 20 years in leadership and management. He can be reached at Steve@Landscape.Pro.

We all know someone whom people naturally tend to follow

We all know someone whom people naturally tend to follow. Called natural born leaders, these individuals, through some innate intangible character traits have the magic ability to get people to follow their vision and direction. Can leadership be learned? What is leadership exactly?

Define Leadership

While there are numerous definitions of leadership what it boils down to is a leader effects directed change through a group of people that have given that person their complete trust. The leader earns the trust of his followers based on several character traits that foster the trust. So to answer the question, what is leadership is a bit more complicated than a simple single sentence definition.  

Leadership vs. Management

Are a leader and a manager synonymous?  Not necessarily. While a manager can be a leader, not all leaders are managers. And the definition of a manager is quite different from our working definition of a leader. A manager tends to work to preserve the status quo. Think of your manager at work. She usually is there to make sure the assigned work gets done. She does not foster change and can sometimes work to prevent change so as not to upset routine. A leader promotes change and moves his followers in a distinct direction. A true leader listens to the ideas and opinions of his followers and happily embraces them. Managers are rarely pleased to listen to underlings’ ideas. Instead a manger is focused on production and not imagination.

Can You Learn Leadership

Sure there are people out there with natural leadership abilities. But now that you have an idea of what is leadership you also know that leadership can be learned.  You can be a top-notch leader by gaining both knowledge and experience in the field you wish to lead. And by maintaining your integrity and working to be open and fair minded to your followers you will find leadership is not such a difficult trait to acquire after all.

The Followers

Do not fail to forget that leadership is a group effort. A leader cannot lead without followers. So followers must be included in your definition of leadership.  Becoming a good leader is not a personal effort. You cannot become an effective leader on your own. Remember an effective leader garners the trust of his followers and to earn that trust you must behave with openness, fairness and be an inspiration to those around you. A great way to answer that question, what is leadership is to look at one of the world’s greatest leaders. Martin Luther King Jr. using examples of non-violence and inspiring words of equality changed the segregation laws of the United States and changed the future of black people in America. He was not a manager or anyone’s boss.  He was a simple man with a vision who possesses integrity, honesty and the ability to inspire people.

Leadership is the ability to inspire and move a group of people towards a unified goal. Leadership is the ability to garner trust and faith from a group of people through acts of integrity, honesty and fair-mindedness. Leadership can be innate or learned. Anyone can become an effective leader with a little hard work.

Since the beginning of time starting with adam and eve in the garden of eden, humanity has known conflict

Since the beginning of time starting with Adam and Eve in the Garden of Eden, humanity has known conflict. Most people, especially the male species of which the author is a member; attempts to avoid, accommodate, compete, collaborate, or compromise conflict. Many sincere well intentional people such as coworkers, friends, family members, and spouses often disagree; this is normal, and helpful. Often conflict is attributed to one of the main reasons why most managers fail and my personal belief to be the pivotal cause of most societal problems. Remember, conflict of an in itself is never the problem; that would be too easy. People are always the problem.

The main benefit of healthy conflict is the exchanging of differing viewpoints and ideas. Healthy conflict can help to solidify a particular point or expose potential weakness in its rationale. If everyone agreed on every item without conflict, mankind still would be writing with a chisel and stone tablet. Let’s not confuse conflict with combat. Combat occurs when one or more individuals take a stand on a particular subject regardless of the validity concerning the subject and without the possibility of compromise.

I will be the first to state that the subject of managing conflict is much easier to write and speak about than to implement; with that said, realizing that one has a problem in that area is the first step in managing conflict. For this reason, everyone should understand that managing conflict must be an ongoing learning experience for each of us.

To begin managing conflict, managers and leaders must know what results they are looking for. The results and the ideal situation is where effective conflict management begins. The first question asked should always be, what can I do to resolve this situation that may be favorable to all parties? Remembering that we must always attack the problem and never the person we should always avoid using the word “you”.

Finding commonality with other individuals works magic; people feel comfortable with people that they feel they are just like them or that sees the world from their perspective. Rarely, will a conflict allow such an easy way out. Using previous relationships that was established with past successes is also a good method of finding commonality.

Make sure the conflicting parties explain to you what the issues are from their perspective. The best way to ensure that both parties are speaking the same language is to ask the exact same questions to each party independently. Having each party to explain what the issues are and what they feel the best solution is, helps you make sure that you are dealing with the exact same perceived issues. Many times, the conflict is simply miscommunications of two parties talking at each other in lieu of communicating with each other.

Sometimes reminding all parties of organizational policies and procedures as well as the acceptable norm in the corporate culture; works wonders and helps all parties bring their conflict into a proper perspective. Developing a reputation of being a good listener, peacemaker, fair-minded, and results oriented, helps to enter into a conflict with credibility and a edge over most managers. Constantly go to work on developing the pseudo-psychology skills that all managers desperately need.

I feel that i’ve truly found my calling as an internet marketing coach

I feel that I’ve truly found my calling as an Internet marketing coach. Every day, I get to participate in assisting people to reach levels of financial freedom that they didn’t think were possible.

As a marketing coach, I get to follow my passion. I also get to follow my own schedule!

While the perks are tangible and definite for me, there are moments as a coach that are challenging.

Today I’d like to discuss the top 2 common challenges that I face as a marketing coach in the hopes that it can provide some insights for you and your Internet business.

Fear of Success

The idea of the fear of success may sound a little odd to you. The commonly held view is that an Internet business is all about the determined search for success.

However, it has been my experience that sometimes people are afraid to reach for those new heights in their Internet business. Every day they’re getting pounded with negative talk about the economy and the overall state of the world in general.

I’m not saying that the recession isn’t real. I know that many people are suffering right now due to the downturn in the economy. But what I am saying is to not let that scare you off from pursuing your financial freedom.

We receive so many message over the course of our lives that we’re not good enough, that we don’t deserve to be happy. We’re often told that our lot in life is to suffer, particularly in the financial arena. It may look like no amount of marketing can break through those emotions.

These feelings that we have are only too human! However, if and when they do happen to you, take note of them. And then bid them a sweet adieu! There quite frankly isn’t any space for fear of success with your Internet business.

You want to take advantage of your coach during those moments of doubt. I’ve certainly learned techniques to help push through my fear of success. The techniques that I’ve learned are probably some of the most important tools that I can give you as you build your own Internet business.

Unrealistic Expectations

Unrealistic expectations is another common challenge that I handle as a marketing coach.

I understand that people are chomping at the bit to change their financial destiny. I respect those feelings. I truly want to offer marketing support that allows people to have thriving Internet businesses.

Yet, there’s a certain type of person who wants all of their financial triumphs to happen in the blink of an eye. It’s difficult for them to truly accept that there aren’t any shortcuts. I don’t have any magical tricks up my coaching sleeve. Internet-marketing support isn’t a spell that I can cast at will.

No matter what kind of coaching and experience that I offer to this type of person, it is never fast enough. However, that same person is often not willing to put in the serious time and effort required to lift and sustain the business. I’ve learned from my mistakes, and I always want to coach my clients to avoid my pitfalls.

One of my goals is that while my clients have a burning desire to succeed at their Internet business, I also need to coach them to be patient and to be able to see the big picture.

Take Note and Make Changes

You may have seen elements of yourself in these 2 challenges that I have discussed. That’s fine. Identifying the challenges is the first step. What’s key is that you make the necessary changes so that you’re not a long-term example of these challenges. By making adjustments, you’ll be able to benefit a great deal more from your work with your Internet marketing coach.

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