X-Ray VisionX-Ray Vision

X-Ray Vision : Copyright Myprofile 2005

How to size people up and build yourself a MILLION dollar business

AssociateProfile is a unique system of decoding people that gives you a powerful advantage in communicating more successfully to

accelerate your Mannatech business.

Network marketing Network marketing

is a is a people businesspeople business

and the and the better your better your

people skillspeople skills the more the more successful you will be!successful you will be!

How to build a million dollar How to build a million dollar business by being able to “size business by being able to “size people up and speak their people up and speak their language”.language”.

X-Ray Vision skills

►Sponsor smarterSponsor smarter►Sell products with greater Sell products with greater

successsuccess►Retain associates longerRetain associates longer►Motivate & inspire more peopleMotivate & inspire more people► Improve your leadership skillsImprove your leadership skills►Qualify to your next level fasterQualify to your next level faster

Use AssociateProfile.com toUse AssociateProfile.com to,,

TEAM work

makes the

DREAM work

D

A

Four Primary Behavioural Styles

P

S

►There are four behavioural stylesThere are four behavioural styles

►Each style has characteristic strengths Each style has characteristic strengths and and weaknesses not shared by other weaknesses not shared by other styles.styles.

►Each person has a dominant style that Each person has a dominant style that influences the way they behave.influences the way they behave.

►People of every style can be People of every style can be successful successful Associates.Associates.

At least At least threethree of every of every fourfour people people

you meet are going to be different you meet are going to be different

than you.than you.

You need to know how to You need to know how to

communicatecommunicate with people who are with people who are

different to you.different to you.

D

A

Closer look at each Style

P

S

D Drivers Want to get it done now

Time sensitive

Goal oriented & fast paced

Assertive & competitive

Like to win

Task & results oriented

Decisive & want control

Like freedom to manage

Good administrative skills

PPromoters Want to get noticed

People oriented

Direct & open

Animated & emotional

Fast paced spontaneous decisions

Enthusiastic, creative, active

Prefer to work with others

Good persuasive skills

SSupporters

Want to get along

People oriented team player

Want to help others & solve conflicts

Relaxed & friendly

Slower pace, cautious & modest

Good counselling skills

A Analysers

Want to get it right

Accurate & meticulous

Logical task focused

Slower pace & deliberate

Detail oriented & cautious

Good problem solving skills

ASPIRERS

D P

SENQUIRERS ADMIRERS

INSPIRERS

A

DP DS DA

Secondary Styles

PD PS PA

SD SP SA AD AP AS

Driver“director”new opportunities

Driver Promoter“adventurer”dominance & independence

Driver Analyser“pioneer”direct tasks

Driver Supporter“producer”bigger & better

Analyser Driver“master-mind”personal accomplishment

Analyser“thinker”desire to be correct

AnalyserPromoter“assessor”accomplishing goals with excellence

AnalyserSupporter“perfector”predicable results

PromoterDriver“enthusiast”Influencing people

Promoter“socialiser”social approval

PromoterAnalyser“impresser”win with flair

PromoterSupporter“helper”friendship

SupporterAnalyser“specialist”to specialise

SupporterDriver“go-getter”steady flow of moreaccomplishments

SupporterPromoter“harmoniser” approval from helping others

Supporter“relater”personal stability

D P

A S

Identifying Styles

DFaster pace & directAction oriented & exert more pressureMore assertive, decide quicker“Tell” rather than “ask”Less patient & more confrontationalMore competitiveExpress opinions readilyMore risk orientedSpeak louder, more often, more rapidlyUnstructured

Above the line•more assertive•more open

P

ASlower paceAsk more than directLess assertive & less confrontationalMore patient & cooperativeReserved & privateMore formal & properSpeak slower, less often and softerLess risk orientedDecide slowerStructured

below the line•less assertive•guarded S

D

A

Task & information oriented

Less emotional

Less responsive

More disciplined & controlled

Prefer things in writing

Use facts more

Prefer working alone

Don’t disclose feelings

Thinkers

left of line•less responsive•indirect

P

S

People related

More emotive & responsive

More intuitive

Talkative

Express feelings

More friendly

Concerned for others

Prefer working with people

Use stories & anecdotes

Action

right of line•more responsive•direct

D P

A S

Each style can be successful

25,000 profiles in Australia have resulted these percentages for each style.

D = 22%

P = 17%

S = 31%

A = 30%

D & P = 39%

A & S = 61%

D

P

A

S

D P

A S

Executive Director’s Profiles

26%

46%

14%

14%

72%

28%

D P

A S

Four - a magic number

4 seasonsSummer, Spring, Autumn, Winter

4 points of a compassNorth, South, East, West

4 major blood groupsA, B, O, AB

4 elementsFire, Water, Earth, Air

D P

A LukeJesus Son of ManGenealogy back to AdamMan of prayerLord’s humilityFull account of virgin birth

MatthewJesus Son of DavidKing of the JewsSermon on the mountWise men narrativeRoyal genealogy back to David

MarkJesus servant of GodNo genealogyAccounts of miraclesDeeds of service

JohnJesus Son of GodDivine relationshipLifts us above the earthHigh spirituality

Four Gospels – a complete picture

S

TomorrowlandBrave new world of science

Technological wonders

Star ships

Monorails

Interactive automobiles

Hi tech water shows

Futuristic displays

D

A

AdventurelandFun

Excitement

Exploration

Pirate dens

Haunted houses

FantasylandWorld of dreams & make believe

Snow White

Cinderella

King Arthur

Disney cartoon characters

Wish upon a star - idealists

Main StreetNostalgic look at home town

Spirit of USA a century ago

Horseless carriages

Family restaurants

Gift shops

Old fire & police stations

Old fashioned ice cream parlour

Disneyland Magic Kingdom

P

S

DRIVER PROMOTER

SUPPORTER ADMINISTRATOR

"Here you are in Slytherin where you'll make your real friends, Those cunning folk use any means to achieve their ends."

"You belong in Gryffindor, where dwell the brave at heart,Their daring, nerve and chivalry set Gryffindors apart."

"Here in wise old Ravenclaw,if you've a ready mind,Those of wit and learning will always find their kind."

"You belong in Hufflepuff, where they are just and loyal, Those patient Hufflepuffs are true and unafraid to toil."

Harry Potter – School of Witchcraft

D P

A S

D P

A S

The Simpsons

Bart Homer

LisaMarge

D P

A S

Recognising Styles

When prospecting there are ways you can identify a persons style in advance of them doing their profile online.

Guessing their style will allow you to present your opportunity in a way that will be more receptive to that person and will increase your sponsoring effectiveness.

Identifiers are;

1. Verbal2. Vocal3. Visual4. The job they have 5. Their office or working area

D Drivers

Tells more than asksTalks more than listensBlunt to the point

More forceful toneCommunicates readilyHigh volume faster speech

Firm hand shakeSteady eye contactDisplays impatienceFast Moving

verbal

vocal

visual

PPromoters

verbal

vocal

visual

Tells stories and anecdotesShares personal feelingsInformal speechExpresses opinionsFlexible time perspectiveDigresses from conversation

Lots of inflection and pitchDramaticHigh volumeFast speech

Animated facial expressionsHand & body movementContact orientedSpontaneous actions

SSupporters

Ask more than tellsListens more than talksReserves opinions

Steady, warm deliveryLess forceful toneLower volumeSlower speech

Intermittent eye contactGentle handshakeExhibits patienceSlower moving

verbal

vocal

visual

A Analysers

Fact and task orientedLimited sharing of feelingsMore formal and properFocused conversation

Little inflection with few pitch variationsSteady, monotoneLow volume, slow speech

Few facial expressionsNon eye contactFew gestures

verbal

vocal

visual

D SWALLS •Achievement awards•No posters or slogans•Charts

DESK•Work related•Cluttered

CONTACT•Brisk

WALLS•Motivation posters •Slogans

DESK•Cluttered•Disorganised

CONTACT•Open•Friendly

WALLS•Posters•Family photos•Personal items

DESK•Neat•Functional

CONTACT•Open, •Friendly

AWALLS•Diplomas•Achievement awards

DESK•Organised•Work oriented

CONTACT•Business like

Styles at work

P

Drivers Promoters

ActorAdvertising ExecutiveArt DirectorAthleteAuctioneerBarristerBuilding InspectorBusiness ConsultantsBuyerChefChoreographerCity ManagerComposerConsultantsEntrepreneurFashion DesignerFilm Director

ParamedicPilotsPolice OfficerProduction CoordinatorRadio AnnouncerReal EstateRestaurateurSales ConsultantSculptorSecurity GuardSelf EmployedShow BusinessSolicitorSports AnnouncerStockbrokerSurgeonTravel Agent

ActorsAdvertisingBeauty TherapistCanvassingCareer CounsellorChild CareCivil RightsCoachConference OrganiserConsumer ProtectionCreative WritingDancersDieticianDirectorDrama CoachEditorEnvironmentalistExhibition OrganiserFinanceHospitalityHuman Resources

Journalist LawyerLecturerLife CoachLiteratureManagementMarketingMentorsMinister of religionMotivational SpeakerMotivatorsNursingPersonal AssistantPhilosophyPoliticianProject EngineerPromotingPsychiatristPsychologistPublic RelationsPublican

Fire-fighterFund ManagerGeneral ManagerGraphic DesignerIndustrial DesignerInterior DecoratorLawyerMarketingMechanicMedical AdministratorMortgage BrokersMusicianNegotiatorsNews BroadcasterNovelistPainter

Drivers tend to do well in subjects that don’t bore them. They hate sitting still and subjects such as science don’t hold their attention. They are doers so activity where they can express their freedom and individuality are best. They are make great tacticians and are always on the look for a good ideas. Not surprising that most entrepreneurs are Drivers. They are also artistic creators and developers excelling at jobs that require creativity.

PublishingReal Estate AgentRecruitment ConsultantRetail AssistantSales & MarketingSchool CounsellorSelf EmployedSocial CounsellorSociologySolicitorTeacherTeam LeaderTechnical WritingTheatrical AgentTheologyTherapistTour GuideTrainerTV Documentary ProducerVeterinarianWelfare Workers

Promoters have a gift for working with people and forming positive working relationships. They are optimistic and have excellent communication skills. They are influential, highly intuitive and sensitive to others. Any subject that allows them to express themselves in words is a natural fit. Having strong people skills Promoters often become leaders in their career fields where they manage people in their special way.

Styles by Career

Supporters Analysers

Styles by Career

AdministratorAir Traffic ControlBusiness ManagerCharitable OrganizationsChild CareCompany SecretaryCounselingCredit ControllerCustomer ServiceCustoms OfficerDatabase AdministratorDentistDistribution ManagerDoctorDraughtsmanEngineering ManagerFire ChiefFlight AttendantFloristFuneral DirectorHealth Inspector

Hospital AdministratorHospitalityHotel ManagerJudgeLandscape GardenerLecturerLibrarianLife Style CoachMuseum CuratorNurseOffice ManagerOptometristPainterPharmacistPhotographerPhysiotherapistPlumberPolice ChiefPrivate InvestigatorProduction SupervisorProject Engineer

AccountantAdministrationAgricultureAnalystArchitectAstronomerAutomotiveBankingBiologistCarpenterChemistComputersConstructionDentistDesignDoctorEconomistElectrician

EngineerFinancial plannerFloristGraphic artistHealth & safetyLibrarianMarine biologistMathematicianMedical technologistMining engineerOpticianPhotographerPhysicistPilotPlannerPsychologistQuality controller

Property ManagerPsychologistPurchasingQuality ControllerReal EstateReceptionistResearch and DevelopmentRetailerSchool PrincipalSchool TeacherSecretarySecurity AgentShippingSocial WorkerStatisticianStudent ServicesTelemarketingTherapistTransport SupervisorTravel AgentVocational EducationWarehouse Manager

Supporters have a great talent for logistics, that is supplies, schedules, distribution and similar tasks. They keep the world running. They have a keen eye for everything in its place and accept rules and procedures. They are practical and enjoy business and commerce. Supporters enjoy working with people and managing operations. They have a talent for quality control and regulatory compliance. They excel at providing their company with goods and services and seeing to the health and welfare of employees and family. Supporters are interested in protecting people.

ResearchScientistService technicianSociologistSoftware designSpecialist salesStatisticsSurgeonTechnical writerTechnologistTherapistTraffic controlTrainerTypist

Analysers tend to do well in subjects that are related to math's, engineering, science, computers and philosophy. They are best suited for positions of detailed information, maintaining high standards, accuracy and order. Careers that involve the collection of data, administration or figuring out the best way to make it work.

D P

A S

How to Sponsor each Style

D Drivers

•Results•Winning•Achievement•Competitive•Aggressive

Show them how they can be successful

Give them the big picture

Achieving goals & financial success

Independence very important

Don’t over load with details stick to facts

Tell them what they need to at each

milestone

PPromoters

•Recognition•Status•Money•Ideas•Incentives

Dream of financial success

Attracted by showing off people

skills

Make great sponsors

Ideas people

Show them how to get started

quickly

Give them fast training

Tell of others who have succeeded

Tell them of rewards and

recognition

SSupporters

•Relationships•Supportive•Helpful•Personal•Seeks security

Want to be part of organisation

Want recognition for contribution

Family oriented values

Caring & support, helping others

Want friendly fun team

environment

A Analysers

•Technical•Planned•Accurate•Structured•Risk averse

Have all the facts on hand

Slow down

Be prepared for lots of training

Answer lots of questions

Don’t give them the big picture

Be realistic and conservative

Don’t over estimate earning

potential

D P

A S

Motivating your Associates

D Drivers1.Support their goals and objectives

2.Keep your relationship business like

3.If you disagree argue facts not personal

feelings

4.Recognise their ideas not them personally

5.To influence decisions, provide alternative

actions

6.Be precise, efficient and well organised

• Be clear efficient and brief

• Have supporting data

• Present logically

PPromoters

1.Support their ideas, opinions and

dreams

2.Don’t hurry the discussion

3.Try not to argue – you’ll seldom win

4.Agree on the specifics of any

agreement

5.Summarise in writing who will do what

6.Be entertaining and fast moving

7.Use testimonials and incentives

• Be interesting• Be fun to be with • Be social• Ask questions

SSupporters

1.Support their feelings by showing personal interest

2.Assume they’ll take everything personally

3.When you disagree, discuss personal feelings4.Allow them time to trust you5.Move along in an informal slow

manner6.Minimise risk and change7.Provide personal assurances

• Be warm • Be sincere • Provide specific

solutions

A Analysers

1.Support their organised and thoughtful approach

2.Demonstrate through actions rather than words

3.Be systematic, exact, organised and prepared

4.List pros and cons of any plan or proposal

5.Provide solid, tangible, factual evidence

• Be thorough • Be well prepared • Avoid personal

questions

Thank youThank you

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