Time Frame: Present Just Do It!

 Action oriented  Works with hands or body  Remember : They are devoted to getting things done and believe that others are a little too casual about work and deadlines

 Is hard working and committed to the job or task at hand  Likes to be in charge and takes initiative easily  Is quick to move in and seize an opportunity (or create one)  Enjoys a challenge

Time Frame: Present More Love, Less Attitude!

 Relationship oriented  Works out of the heart  Remember : They are devoted to people and to creating harmony. They see that as their life’s calling. They get frustrated (and saddened) by the impersonal behavior of others

 Uses personal charm to win people over  Is genuinely interested in the welfare of others  Is quick to adapt to new ideas and ways  Is empathetic and a good listener  Is able to interact easily and fit in with all kinds of people  Is sensitive and aware of other’s feelings and needs

Time Frame: Future Question Authority!

 Intuition oriented  Works from solar plexus  Remember : They are devoted to the “big picture,” to creating a better world for everyone. They believe they have the moral imperative to heal the world’s ills. They are disturbed when other people don’t understand their dreams

 Has a warm personality and loves to talk  Makes an effort to get other people to express their opinions and feelings  Keeps people thinking about goals, purposes-the “big picture”  Works until mutually satisfying solutions are found  Is straightforward about his/her ideas and feelings; expresses them openly

Time Frame: Historical

 Thinking/fact oriented  Works out of the brain  Remember : They are devoted to doing the right thing and believe that others pay too little attention to details and accuracy

 Thoroughly examines and studies situations  Is methodical and consistently follows procedures and policies  Likes to work with the “tried and true” and enjoys getting the most out of what already exists  Outlines alternatives and examines the pros/cons of each  Is good with detail and is persistent with follow through

 Be straightforward  Get their attention by being direct; express purpose of your conversation at the beginning  Ask them very specifically for help, data needed, or behavior they need to change continued…

 Back your request or criticisms with tangible evidence or proof  Involve them in your planning or strategy when their personal ability to control outcomes is affected  Validate their ability to strategize or solve problems

You must be sensitive to their internal need of long range planning and cooperation  Plan the setting of your conversations as well as the content  Remain calm  Before making a change, express your intent—let them get used to the idea continued…

 Be specific about priorities, deadlines, expectations, and what is to be done  Monitor progress by “dropping by” to chat, and then ease into the business  Validate them for their stability in maintaining and developing relationships

You must be sensitive to people issues  Begin conversations with personal interest topics  Ease into the “meat” of your discussion continued…

 Express your feelings about the objective information, criticisms, and actions you must convey  Validate them for their people skills or ability to relate to others

You must be sincere, specific, and fair  Begin conversations more formally, using an approach that is appropriate to the content, environment, and level of familiarity you have with the person continued…

 Layout the details carefully, taking time to be sure they understand thoroughly what is to be accomplished or what the outcome is  Give plenty of feedback during the beginning stages of their learning curve when doing a new task  Liberally validate their contributions to the team and the quality of work produced

 Drivers: need to learn to listen  Amiables: need to learn to initiate  Expressives: need to check  Analyticals: need to declare

 Discover their objectives  Ask questions about specifics to get the job done  Move directly and quickly  Be business-like

 Support their feelings and desire for personal friendships  Show a personal interest  Be cooperative and patient

 Support their dreams and ideas  Plan to ask questions to help them reach their goals  Find some agreement with their opinions  Express mutually stimulating ideas and possible solutions

 Show understanding  Take initiative and demonstrate through actions  Prepare written presentations and recommendations