1. D - Dominant - Direct - Decisive want a challenge… need control… like choices I – Inspiring – Influential - Intelligent want recognition… love to have fun… need approval S - Supportive – Steady – Sensitive want to be appreciated… value security C – Cautious – Contemplative – Competent like definitive answers.. looks for excellence.. looks for value very loyal When you learn how to recognize the four primary personality styles you can develop the ability to connect with others so they are open and engaged.

2. O To Sponsor D’s Give short presentation Be an excellent listener Answer their questions Giver the facts

3. O To Sponsor I’s Build a rapport Get to know them Give a personable interview presentation Be a good listener (they love to talk) Bring & maintain high energy

4. To Sponsor S’s Bring them to a meeting as a guest Build the credibility of the company Emphasize being part of a family Let them know they have a support team May be an extended decision maker

5. O To Sponsor C’s Share facts, tools & give a process Emphasize professional development Build the credibility of the company Expect numerous questions Be precise about your follow up