1. How to Master the Art of Reading People Michael Lovas, C.Ht.

2. Nurse Ratchet Gastro- Intestinal Man Mr. Nice Guy Giggles

3. GOLD – The Commander Facial Characteristics 1.No lines 2.Judging lines around eyes 3.Focused, piercing gaze 4.Horizontal “focus” lines across forehead

4. GOLD The Commander Communication Strategies 1.Respect their time and position 2.Get to the bottom line quickly 3.Deliver data in bullet points 4.Deliver on your promises 5.Allow them to be in control

6. GREEN – The Thinker Facial Characteristics 1.Short, vertical lines between the eyebrows 2.Distant, “brooding” gaze 3.Thinker’s brow above eyebrows

7. GREEN The Thinker Communication Strategies 1.Provide information and cite your sources 2.Give them time to “process” the information 3.Prove your personal expertise, competence 4.Do NOT waste their time with trivialities or small talk

9. RED – The Expressive Facial Characteristics 1.Horizontal lines across the forehead 2.Wide open playful eyes 3.Both eyebrows raised 4.Changes in facial expression

10. RED The Expressive Communication Strategies 1.Let them talk! 2.Share their excitement 3.Show how your product or service is relevant to their values 4.Do not limit their options or tell them what to do

12. BLUE – The Nurturer Facial Characteristics 1.Smile lines around the eyes 2.Warm and friendly eyes 3.Head tilted

13. BLUE The Nurturer Communication Strategies 1.Be personable, build rapport 2.Talk about people, connections, relationships 3.Don’t ask them to step outside their comfort zone 4.Don’t ask them to make decisions quickly

15. Can you name them now?

16. What Color?

34. ID Card Blue: Slow to decide; deliberate To Do: Match his speed. Give him time. Values: Family, relationships, loyalty To Do: Tie recommendations and conversation back to his values

35. Thank You! Michael Lovas, C.Ht. Dallas, Texas