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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.
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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!
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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
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►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,,
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TEAM work
makes the
DREAM work
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D
A
Four Primary Behavioural Styles
P
S
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►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.
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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.
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D
A
Closer look at each Style
P
S
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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
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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
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SSupporters
Want to get along
People oriented team player
Want to help others & solve conflicts
Relaxed & friendly
Slower pace, cautious & modest
Good counselling skills
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A Analysers
Want to get it right
Accurate & meticulous
Logical task focused
Slower pace & deliberate
Detail oriented & cautious
Good problem solving skills
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ASPIRERS
D P
SENQUIRERS ADMIRERS
INSPIRERS
A
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DP DS DA
Secondary Styles
PD PS PA
SD SP SA AD AP AS
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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
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D P
A S
Identifying Styles
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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
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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
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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
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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
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D P
A S
Each style can be successful
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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%
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D
P
A
S
D P
A S
Executive Director’s Profiles
26%
46%
14%
14%
72%
28%
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D P
A S
Four - a magic number
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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
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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
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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
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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
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D P
A S
The Simpsons
Bart Homer
LisaMarge
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D P
A S
Recognising Styles
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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
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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
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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
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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
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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
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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
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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
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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.
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D P
A S
How to Sponsor each Style
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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
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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
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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
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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
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D P
A S
Motivating your Associates
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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
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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
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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
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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
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