Newsletter…__Communicating is the Key to Wealth

This Month’s Article- “Communicating is the Key to Wealth”

Research has consistently shown that behavioural characteristics can be grouped together into four different styles.  People with similar styles tend to exhibit specific types of behaviour common to that style.  A person’s behaviour is a necessary and integral part of who they are, how they perform, how they get along with others, how much people like and trust them.

The four types of behaviour are called the D.I.S.C. and they stand for:

1. The D-Driver

2. The I-Influencer

3. The S-Steady

4. The C-Compliant

Let’s review each of these:

D Driver Outgoing, task oriented, strong minded people who love a challenge, taking action and getting results

I Influencer Outgoing, people oriented, participate in teams, share ideas, energize and entertain others

S Steady Reserved, people oriented, very reliable, consistent and predictable and great listeners

C Compliant Reserved, task oriented, perfectionists, sticklers for the rules, plan ahead, systematic, for check accuracy

By reviewing the above you will quickly be able to generally work out where you and each of the people you employ or work with belong. You will also be able to characterise your clients and potential clients, providing you with valuable insights on how to best interact with them.  The majority of people have two behavioural strengths and two behavioural weaknesses.

Ask yourself some questions:

• Are you outgoing and task? (D-Driver)
• Are you reserved and people orientated? (S-Steady)
• Are you reserved and task orientated? (C-Compliant)
• Are you outgoing and people orientated? (I-Influencer)

By asking yourself these simple questions you can determine whether you are a Driver, Influencer, Steady type or Compliant. Being a highly visual person I find it easier to use the names of “animals and insects” to remember the profiles.

For example:

The D-Driver I associate with the Lion, very dominant and is focused on “what’s in it for me”

The I-Influencer I associate with the monkey, very chatty=2 0and friendly, likes to be the centre of attention and having a good time. They want to know “who else is doing it besides them”

The S-Steady I associate with the elephant, slow and steady, very reliable and doesn’t stray from the proven path to often. Good listener (big ears) and wants to be held by the hand and needs to know “How to do it”.

The C-Compliant I associate as the ant, very precise and accurate and if something is out of sequence they can stress out easily. They will do it correctly for you every time and need to know “why do they need anyone else” when they can do it themselves. Why? because they can!

What is the benefit of mastering and understanding your behaviour and the behaviour of others?

1. You could double, triple or increase your sales 10 or 20 fold by understanding what profiles make the best sales team…Do you know?

2. You can generate thousands of more leads by understanding your target markets profile and marketing to that profile by using the appropriate words that suit that profile

3. You can create a business that is profitable, systemized and harmonious without you by understanding what profile is suited to what position on the team

4. You will keep your clients for a lifetime when you understand their profiles and create your business and your communication to suit that profile

5. You will always hire the right person by using profiles rather than picking them because you like them. You will pick a team based on them being the appropriate behaviour for the position rather than a “gut feel”. Anyone can write a resume!

6. You will be a skilled manager when you master the behaviour of others and make great decisions that will in turn make the business money.

As a coach I have used these behavioural profiles for over 10 years and it has made clients hundreds of thousands of dollars just by changing people around to suit a particular position and the business has clicked!

TIPS

1. You need all 4 profiles in your business for it to be successful or you will always have a hole to fill

2. The best sales people in the world are Drivers & Influencers ( Lions and Monkeys)

3. The best on the telephone are Influencers &Steady (Monkeys and Elephants)

4. Finance departments  require Compliant ( Ants)

5. Creating systems needs Steady & Compliant ( Elephants, Ants)

6. Managers  are Drivers & Influencers ( Lions and Monkeys combined)

7. Influencers (Monkeys) build great rapport

8. Drivers  (Lions) close the sale

9. 9% of the population are Drivers (Lions)  (70% are in business)

10. 50% of the population are Steady (Elephants)

Bob Pritchard Special Offer!

Our Behavioural Profiles are $80 each and as a good will gesture Bob has asked us to supply the profiles to anyone who would like a 25 page detailed report on their behaviour and what their strengths and weaknesses are for only $50 until June 30 2009. All you need to do is email us at [email protected] and ask us for a Behavioural profile questionnaire from Bob Pritchard and we will send it to you.

As an added bonus, as well as the 25 page report we will also give you a short summary email from a business coaching perspective on what you should be focusing on and what to leave alone!