1 00:00:00,080 --> 00:00:03,656 Have you ever been in a situation with a family member where you keep running 2 00:00:03,688 --> 00:00:07,032 into the same types of conflicts, the same old song and 3 00:00:07,056 --> 00:00:10,840 dance? I certainly have. And one of those people is my 4 00:00:10,880 --> 00:00:14,696 mother. And I know she's probably listening, but 5 00:00:14,768 --> 00:00:17,528 my mother has a 6 00:00:17,584 --> 00:00:20,888 personality that I can forget. She has this 7 00:00:20,944 --> 00:00:24,760 personality where she's on the disc personality profile in 8 00:00:24,800 --> 00:00:28,210 S. She doesn't like change. She doesn't like 9 00:00:28,250 --> 00:00:31,970 surprises. She likes things to be orderly. And I can 10 00:00:32,010 --> 00:00:35,826 be an I a spontaneous type person. So I trigger 11 00:00:35,858 --> 00:00:39,202 a lot of fear and it's caused a lot of conflict over the years when 12 00:00:39,226 --> 00:00:42,610 I remember to accept her and to handle it the right 13 00:00:42,650 --> 00:00:45,510 way, which in this case ended up with a hug. 14 00:00:46,730 --> 00:00:48,110 I do much better. 15 00:00:59,990 --> 00:01:03,630 So this is the Decide youe Legacy podcast. Welcome. And 16 00:01:03,670 --> 00:01:07,486 today we're going to talk about using the DISC personality assessment to improve 17 00:01:07,558 --> 00:01:11,342 your relationships. Relationships are such 18 00:01:11,366 --> 00:01:14,862 a big part of happiness in life and you can do some things that will 19 00:01:14,886 --> 00:01:18,190 make a big difference. You're going to learn about this 20 00:01:18,310 --> 00:01:21,130 wonderful tool that I believe is 21 00:01:22,630 --> 00:01:26,356 sometimes misunderstood. We're going to give give you a lot of clarity 22 00:01:26,388 --> 00:01:30,196 on how to use this effectively. So if you haven't already, give me a 23 00:01:30,268 --> 00:01:33,748 rating and review on Apple or Spotify, subscribe, share it with your friends. That helps 24 00:01:33,764 --> 00:01:37,492 the Decide youe Legacy podcast grow organically to 25 00:01:37,516 --> 00:01:41,076 help more people. And that's what we do. And 26 00:01:41,148 --> 00:01:44,868 I'm your host, Adam Gragg. I have been an executive 27 00:01:45,004 --> 00:01:48,676 coach, legacy Coach for over 25 years, 28 00:01:48,748 --> 00:01:52,132 Family Therapist for over 25 years. I founded Decide youe Legacy in 29 00:01:52,156 --> 00:01:55,666 2012. We're a corporate development and executive 30 00:01:55,738 --> 00:01:59,314 coaching firm and work with people all over the US 31 00:01:59,402 --> 00:02:02,578 and sometimes in other countries as well. Our 32 00:02:02,634 --> 00:02:06,338 purpose as an organization is to empower every 33 00:02:06,394 --> 00:02:10,226 person and organization to live courageously. Let's 34 00:02:10,258 --> 00:02:14,002 start with some courage here. I'm going to challenge you to 35 00:02:14,026 --> 00:02:17,470 do courageous things during this episode and I'm going to share one 36 00:02:17,850 --> 00:02:21,670 a courageous action I took recently to give you some inspiration. 37 00:02:22,390 --> 00:02:25,950 So because nothing is more important to your mental health 38 00:02:26,070 --> 00:02:28,926 than living with courage. 39 00:02:29,118 --> 00:02:32,730 Okay, so I had 40 00:02:33,510 --> 00:02:37,262 a. Well, I'll just reference that situation with my mom. I had a situation with 41 00:02:37,286 --> 00:02:41,090 my mom and I wanted to have a conversation 42 00:02:41,750 --> 00:02:45,438 about an important topic that I've been putting off 43 00:02:45,574 --> 00:02:48,260 probably for couple months. 44 00:02:49,040 --> 00:02:52,712 And then I prepared some for it. It 45 00:02:52,736 --> 00:02:56,472 actually didn't go really well. It kind of blew up because I 46 00:02:56,496 --> 00:02:59,880 didn't obviously prepare as well as I could have, but it went a lot better 47 00:02:59,920 --> 00:03:03,272 than it would have. And it was a courageous. It's kind of the Kind of 48 00:03:03,296 --> 00:03:07,096 conversation. You're like, I could do anything else but have this talk 49 00:03:07,168 --> 00:03:10,856 right now. Like, I can wash dishes, I can go on your roof 50 00:03:10,888 --> 00:03:14,648 and replace shingles. I can do anything you guys want me to do, I'm 51 00:03:14,664 --> 00:03:16,984 willing to do, but I do not want to talk about this. You know, and 52 00:03:16,992 --> 00:03:19,052 they didn't even know what I was going to talk about, but I had the 53 00:03:19,136 --> 00:03:22,708 conversation, and it actually went a lot better the next day. 54 00:03:22,844 --> 00:03:26,084 That night it didn't go very well, but the next day it actually went better. 55 00:03:26,172 --> 00:03:29,940 So I'm glad I did it. So what is. You 56 00:03:29,980 --> 00:03:33,524 start with an action right now, yourself. So who is somebody that you work with 57 00:03:33,612 --> 00:03:37,220 or that you're related to or a friend or 58 00:03:37,260 --> 00:03:40,964 somebody in your life that you tend to clash with a bit? 59 00:03:41,052 --> 00:03:44,852 Okay, so you just have some trouble communicating with them. Think 60 00:03:44,876 --> 00:03:48,642 about them as you listen to this podcast. You're going to get some 61 00:03:48,666 --> 00:03:51,670 tools to make some progress. 62 00:03:52,970 --> 00:03:56,642 And at the end of this podcast, you're going to 63 00:03:56,666 --> 00:04:00,290 feel like, I have something I can do now with that 64 00:04:00,330 --> 00:04:03,618 person that is difficult. Okay? So you're going to go to work 65 00:04:03,674 --> 00:04:07,410 tomorrow or today, or you're going to see your buddy or 66 00:04:07,450 --> 00:04:11,270 talk to someone in your family and say, I now can handle this situation 67 00:04:11,860 --> 00:04:15,292 much better. So I'm a fan 68 00:04:15,356 --> 00:04:18,796 of the disc assessment. I have experience 69 00:04:18,868 --> 00:04:22,640 utilizing a lot of them. So the Myers Briggs 70 00:04:23,300 --> 00:04:26,844 Personality Type Indicator. I have experience using 71 00:04:27,012 --> 00:04:30,748 a number of others and training. And since I've 72 00:04:30,764 --> 00:04:33,880 been a licensed therapist for a long time, I've utilized them 73 00:04:34,260 --> 00:04:37,644 in many different settings. I mean, commonly with workplace 74 00:04:37,692 --> 00:04:41,380 teams, commonly with families, with married couples, 75 00:04:41,540 --> 00:04:45,284 so people can gain a better understanding of themselves. One of 76 00:04:45,292 --> 00:04:49,092 the reasons I love the disc so much is there's four different categories and then 77 00:04:49,116 --> 00:04:52,884 the history of the disc. So there's connection to Carl 78 00:04:52,932 --> 00:04:56,564 Hume, who is somebody that I've been inspired by, a famous 79 00:04:56,612 --> 00:05:00,452 psychiatrist, and there's even some connection to 80 00:05:00,476 --> 00:05:04,244 the four temperaments, Socrates. It goes way back. Okay. It 81 00:05:04,252 --> 00:05:07,992 was popularized more so in the early part of the 19th century, 82 00:05:08,116 --> 00:05:11,952 after World War II. But it goes in waves where 83 00:05:11,976 --> 00:05:15,472 it becomes more popular, and then people start forgetting about it. And then you see 84 00:05:15,496 --> 00:05:19,312 it utilized in corporate development again. And I tend to like to 85 00:05:19,336 --> 00:05:22,672 use this consistently. It becomes a language people can use, 86 00:05:22,856 --> 00:05:26,448 and you also don't want to take it too seriously. So 87 00:05:26,504 --> 00:05:29,376 if you do the assessment, which I'm going to give you a chance to take 88 00:05:29,448 --> 00:05:33,280 our free disc assessment in the show notes, but you 89 00:05:33,320 --> 00:05:36,890 want to look at your results and say, huh, okay, 90 00:05:37,710 --> 00:05:41,366 this does seem like me versus the other four styles. 91 00:05:41,478 --> 00:05:45,302 And you're gonna know as you talk to friends and family and you get 92 00:05:45,326 --> 00:05:48,370 their opinion on it, as you get more experience 93 00:05:49,150 --> 00:05:52,902 grasping the tool as well as you're gonna do as 94 00:05:52,926 --> 00:05:56,486 you, as you will during this podcast, you're gonna start to say, yeah, 95 00:05:56,518 --> 00:06:00,118 that's me. And then maybe you take some kind of assessment on the disc, 96 00:06:00,174 --> 00:06:03,078 which, by the way, there's a lot of them out there. Cause it is public 97 00:06:03,134 --> 00:06:06,722 domain, I believe. No, it is actually. So. 98 00:06:06,826 --> 00:06:10,110 And you're going to look and say that, that as you get. 99 00:06:10,490 --> 00:06:13,954 That doesn't resonate with me, you know, that that really isn't me right there. But 100 00:06:13,962 --> 00:06:17,442 this disc style is, is, is me, you know. So I want you to get 101 00:06:17,466 --> 00:06:21,234 a sense of, and I challenge most of my clients to get a 102 00:06:21,242 --> 00:06:24,946 sense of what's their highest disc style and then what's their lowest. Because the lowest 103 00:06:24,978 --> 00:06:28,818 is going to show some weaknesses, that they have some gaps, especially when they relate 104 00:06:28,834 --> 00:06:32,524 to other people. So I'm a fan. That's some of the 105 00:06:32,532 --> 00:06:35,964 history, briefly. And I am going to reference a book 106 00:06:36,132 --> 00:06:39,932 called. Well, I actually forget the name of the book, 107 00:06:39,956 --> 00:06:43,720 but I am going to reference a book. So keep listening and 108 00:06:44,260 --> 00:06:48,044 you'll get the recommendation of a book that's really good on this topic for you 109 00:06:48,052 --> 00:06:51,724 to read, to go deeper as well. And this is going to benefit 110 00:06:51,772 --> 00:06:55,548 you in pretty much all of your relationships, your family, 111 00:06:55,604 --> 00:06:58,700 your co workers. It's going to benefit you dealing with neighbors, people you don't know, 112 00:06:58,740 --> 00:07:01,940 people you're just getting to know, people you're wanting to sell to, 113 00:07:02,320 --> 00:07:05,912 new people that are customers that you're just getting to relate to. 114 00:07:06,016 --> 00:07:09,560 And it's going to show you that you can tweak some aspects, like I 115 00:07:09,600 --> 00:07:13,192 did with my mom, by laying out a plan and not 116 00:07:13,296 --> 00:07:16,824 proposing too much change, but just a small change 117 00:07:16,992 --> 00:07:20,780 rather than a big change, which helps her to decrease her anxiety, 118 00:07:21,680 --> 00:07:25,512 not to go down the different path, which is the I path, which is 119 00:07:25,536 --> 00:07:29,000 that enthusiasm and passion and some perceive as even 120 00:07:29,040 --> 00:07:32,674 manipulation. But manipulation is not always bad. It can be a positive 121 00:07:32,722 --> 00:07:35,906 thing to help some do things that are positive for them. You know, like encouraging 122 00:07:35,938 --> 00:07:39,394 your child to exercise or eat healthy. You know, that can be 123 00:07:39,402 --> 00:07:43,122 manipulating, encouraging them to go to their. Go to bed at 8:00 and 124 00:07:43,146 --> 00:07:46,882 not 11:00 when they're in fourth grade. That can be, you know, that's a form 125 00:07:46,906 --> 00:07:50,034 of manipulation. It's a good, healthy one. In fact, if you don't 126 00:07:50,162 --> 00:07:53,970 manipulate people you care about and lead and are parents to 127 00:07:54,090 --> 00:07:57,538 at times Then you're really not doing your job. So let me just go 128 00:07:57,594 --> 00:08:00,952 over the four different styles of the 129 00:08:00,976 --> 00:08:04,712 disc. So the D style, that is 130 00:08:04,736 --> 00:08:08,056 a dominant driver type person. They're 131 00:08:08,088 --> 00:08:11,608 decisive, they're tough, they're impatient, 132 00:08:11,784 --> 00:08:15,336 they're strong willed, they're goal oriented, they're often 133 00:08:15,408 --> 00:08:19,000 competitive, they are frequently come 134 00:08:19,040 --> 00:08:21,816 across as being demanding and they're pretty 135 00:08:21,848 --> 00:08:24,740 independent. A lot of your 136 00:08:25,440 --> 00:08:29,032 typical quote unquote leadership CEO 137 00:08:29,096 --> 00:08:32,700 type people can fit into this category. They're comfortable, 138 00:08:33,040 --> 00:08:36,856 more comfortable than the average, than the other styles, with people 139 00:08:36,928 --> 00:08:40,600 not liking them or resisting them because they are 140 00:08:40,640 --> 00:08:44,328 very visionary. Often they have a big goal in mind, even 141 00:08:44,384 --> 00:08:48,120 to the detriment of other people around them sometimes because it 142 00:08:48,160 --> 00:08:51,790 can be too pushy, it can be too driven for other people around 143 00:08:51,830 --> 00:08:55,582 them. So if you think of an animal that represents a D, I like 144 00:08:55,606 --> 00:08:58,770 to think of a lion. You know, they're the king of the jungle. 145 00:08:59,270 --> 00:09:03,070 They are at the top of the pecking order. They 146 00:09:03,110 --> 00:09:06,846 tend to be, well, I mean, 147 00:09:06,998 --> 00:09:10,030 they lie around all day, do nothing while other people serve them kind of thing. 148 00:09:10,070 --> 00:09:13,130 You know, not that the D's do that. Come on. But 149 00:09:13,990 --> 00:09:17,234 a D style, they, they don't 150 00:09:17,282 --> 00:09:20,930 necessarily listen well. They're very direct. 151 00:09:21,050 --> 00:09:23,070 Sometimes they're so direct it can be, 152 00:09:24,890 --> 00:09:28,610 it can rub people the wrong way at times. But then there's the 153 00:09:28,650 --> 00:09:31,954 I style, and this is my 154 00:09:32,042 --> 00:09:35,474 style right here. So think an influencing type person, 155 00:09:35,562 --> 00:09:39,122 extroverted and inspiring person. All right, 156 00:09:39,226 --> 00:09:42,498 so an I style, they are social, they're often 157 00:09:42,554 --> 00:09:46,292 talkative, they're open, they're more prone to gossip. 158 00:09:46,356 --> 00:09:50,132 In fact. In fact, if you have some kind of gossipy person around you, 159 00:09:50,156 --> 00:09:53,908 they may be an I style that just. They talk things 160 00:09:53,964 --> 00:09:57,412 through their external processors. They like to 161 00:09:57,436 --> 00:10:01,172 just hear their own voice and they become more comfortable. Not necessarily in a 162 00:10:01,196 --> 00:10:04,276 bad way. I mean, that's just their comfort area. They're 163 00:10:04,308 --> 00:10:07,780 persuasive, they're often more spontaneous than the other 164 00:10:07,820 --> 00:10:11,522 styles. They're impulsive, can be impulsive, 165 00:10:11,586 --> 00:10:15,030 it can struggle with time management. They can be emotional, 166 00:10:15,770 --> 00:10:19,538 overly emotional at times, have trouble controlling their emotions, and 167 00:10:19,594 --> 00:10:22,670 they can talk more than listen. So they're not always the best 168 00:10:23,690 --> 00:10:27,330 question askers. That's probably why I try to 169 00:10:27,370 --> 00:10:31,074 remember consistently to be curious, because I can tend to want to 170 00:10:31,082 --> 00:10:34,914 make my point clear rather than understand other people's 171 00:10:34,962 --> 00:10:38,684 perspective. So when you think of an animal that represents the eye style, 172 00:10:38,732 --> 00:10:42,444 think of an otter. You know, that's really one of my favorite animals 173 00:10:42,492 --> 00:10:46,252 as well. Just because of how playful they are. And you 174 00:10:46,276 --> 00:10:49,880 know, they are very Social, Very good. 175 00:10:50,900 --> 00:10:54,252 They just are fun. I wish I could have a pet otter. I mean, I 176 00:10:54,276 --> 00:10:58,044 don't have someone probably does have a pet otter somewhere, but I don't have a 177 00:10:58,052 --> 00:11:01,756 pet otter. But otter is the I style. So then there's the S 178 00:11:01,828 --> 00:11:04,972 style, which is the style that I would say my mom would fall into the 179 00:11:04,996 --> 00:11:08,300 category mom would fall into. And they're the steady, stable 180 00:11:09,520 --> 00:11:13,336 people in your life. You know, they're calm, often, they're pretty 181 00:11:13,368 --> 00:11:17,128 laid back. They are often 182 00:11:17,184 --> 00:11:20,456 the glue in a family. You know, they may do all the cooking or the 183 00:11:20,608 --> 00:11:23,928 planning. They are good at organizing 184 00:11:24,024 --> 00:11:27,832 often. They can often come 185 00:11:27,856 --> 00:11:31,672 across as pretty caring and patient and amiable, you 186 00:11:31,696 --> 00:11:35,284 know, flexible. Although they're really the least flexible of the four styles. 187 00:11:35,432 --> 00:11:37,640 They have the biggest challenge with change. 188 00:11:38,900 --> 00:11:42,252 They're often modest, not flashy. They can be 189 00:11:42,276 --> 00:11:45,788 indecisive, a very high level of trust, 190 00:11:45,884 --> 00:11:49,420 and they're sensitive to a lack of trust in other 191 00:11:49,460 --> 00:11:53,180 people. So they can be cautious with other people and often be 192 00:11:53,220 --> 00:11:56,840 so cautious that they misread. So there are weaknesses to all of these. 193 00:11:57,860 --> 00:12:01,590 And if you think of an animal that represents a. An 194 00:12:01,630 --> 00:12:05,126 S, you know, which is probably my lowest area is a golden 195 00:12:05,158 --> 00:12:08,822 retriever. I think a dog in general. I just love dogs 196 00:12:08,886 --> 00:12:12,010 in general. So they're loyal, 197 00:12:13,310 --> 00:12:17,110 you know, I mean, a puppy golden retriever would be more 198 00:12:17,150 --> 00:12:20,806 like an eye, probably, but, you know, a golden retriever, over time, a mature 199 00:12:20,838 --> 00:12:24,614 adult golden retriever. So. And because it's my lowest area, I can be kind 200 00:12:24,622 --> 00:12:27,690 of negative towards S's. I kind of think of them as sloths. 201 00:12:28,550 --> 00:12:32,142 They're so slow and, you know, because they are generally can be 202 00:12:32,166 --> 00:12:35,518 slower on things because of that resistance to 203 00:12:35,574 --> 00:12:39,390 change. But they're also very methodical about their change, you know, and 204 00:12:39,430 --> 00:12:43,230 strategic about change. So then there's the final style of the disc, the 205 00:12:43,270 --> 00:12:46,930 D, I, S, the C. Think of them as the correct, 206 00:12:47,270 --> 00:12:49,850 compliant, careful person. 207 00:12:50,790 --> 00:12:54,510 They are precise. They're exact. You know, they're very 208 00:12:54,550 --> 00:12:58,326 analytical. They are logical and 209 00:12:58,398 --> 00:13:02,150 systematic in their approach, often quiet. They 210 00:13:02,190 --> 00:13:05,210 don't express a whole lot of emotions, strong emotions. 211 00:13:05,950 --> 00:13:09,542 They're careful and formal. They don't have 212 00:13:09,566 --> 00:13:13,398 trouble with being very formal in their approach. So they give 213 00:13:13,454 --> 00:13:16,774 things presented in a logical order, in a systematic order. They do a lot of 214 00:13:16,782 --> 00:13:19,926 research and they're good at doing research. They're 215 00:13:19,958 --> 00:13:23,804 disciplined people. And hopefully, 216 00:13:23,852 --> 00:13:27,532 as I share these different four styles, you're kind of resonating with one of them. 217 00:13:27,556 --> 00:13:31,052 The D, the I, the S, or the C, and the 218 00:13:31,156 --> 00:13:34,828 C. An animal that represent the sea would Be a beaver. You think 219 00:13:34,964 --> 00:13:38,732 of what goes into building to 220 00:13:38,756 --> 00:13:42,060 doing what beavers do. I mean, they're planning things 221 00:13:42,100 --> 00:13:45,628 out. They're collecting all the resources to build the beaver 222 00:13:45,644 --> 00:13:48,700 dam. And they're, 223 00:13:50,480 --> 00:13:54,020 They're. I mean, as I view them, they would have a lot of. 224 00:13:54,480 --> 00:13:58,040 I mean, I know a lot of it's. Is probably 225 00:13:58,120 --> 00:14:01,380 instinctual, but they have a lot of thought put into what they do. 226 00:14:01,760 --> 00:14:05,560 That's a beaver. So data. The C is 227 00:14:05,600 --> 00:14:09,128 data driven. The D is 228 00:14:09,184 --> 00:14:12,488 very decisive and direct. The eye is very 229 00:14:12,544 --> 00:14:16,348 playful and outgoing. And the 230 00:14:16,404 --> 00:14:20,156 S. We don't even want to talk about S's, but I guess 231 00:14:20,188 --> 00:14:23,468 I have to. No, the. The S is going to be very steady, you know, 232 00:14:23,524 --> 00:14:27,356 and stable. They're, they're, like I said, they're the glue. They're 233 00:14:27,388 --> 00:14:31,116 very good at keeping things going. It's 234 00:14:31,148 --> 00:14:34,252 just never at the pace that an I or a D wants it. I mean, 235 00:14:34,276 --> 00:14:37,772 a C and you can think too like a C and an S. I find 236 00:14:37,796 --> 00:14:41,558 them getting along pretty well. A D and, And A, and an I. 237 00:14:41,614 --> 00:14:45,210 I find them getting along pretty well because they move at a faster pace. 238 00:14:45,550 --> 00:14:48,930 Now, there's some clashes between an I 239 00:14:49,390 --> 00:14:52,998 person and a C person because they're wanting to move more, 240 00:14:53,054 --> 00:14:56,822 way faster than a. Than a C who's ca. Who's more cautious. You 241 00:14:56,846 --> 00:15:00,678 know, there's clashes between a D and an S because a D 242 00:15:00,734 --> 00:15:04,518 is Make a decision and an S is like decisions 243 00:15:04,534 --> 00:15:08,342 are hard. You know, change is really hard. When a D can 244 00:15:08,366 --> 00:15:11,614 be. Make two changes too fast, that actually causes a lot of 245 00:15:11,622 --> 00:15:15,198 problems. So here's. Here's three major 246 00:15:15,254 --> 00:15:18,366 benefits that will motivate you. By the end of this episode, you're gonna be motivated 247 00:15:18,398 --> 00:15:22,174 to use these tools, to use this tool. So one of the major benefits is 248 00:15:22,182 --> 00:15:25,838 that it's gonna help you understand yourself. And in the last 249 00:15:25,894 --> 00:15:29,662 podcast episode called the Courage to be yourself, episode 143, which 250 00:15:29,686 --> 00:15:32,846 we'll link to in the show notes, I go into this topic in more depth 251 00:15:32,958 --> 00:15:36,802 and I reference actually the disc assessment in that podcast as well. So. And 252 00:15:36,826 --> 00:15:39,870 I know understanding myself, if I remember that I am, and I 253 00:15:40,410 --> 00:15:44,066 can identify that. Why I'm not dealing with stress 254 00:15:44,098 --> 00:15:47,474 well right now or why I feel off today is because I am lacking 255 00:15:47,522 --> 00:15:51,362 socialization. I haven't talked to people. And, you know, I 256 00:15:51,386 --> 00:15:55,106 have a daughter and me and a dog, you know, so I am alone sometimes, 257 00:15:55,218 --> 00:15:58,722 you know, but I have to go out and study in coffee shops. Even just 258 00:15:58,746 --> 00:16:01,466 seeing people around me who I can talk to when I take a break or 259 00:16:01,578 --> 00:16:04,442 when I'm working outside of the office, I have to go and work around other 260 00:16:04,466 --> 00:16:08,266 people. So I'll go and work in a social setting like a Starbucks 261 00:16:08,298 --> 00:16:11,562 or a, or a Barnes and Noble and get stuff done. And I just find 262 00:16:11,586 --> 00:16:15,354 it triggers something in me to help me to actually be more productive 263 00:16:15,402 --> 00:16:18,058 because I'm around other people and I know I can take a break and I'm 264 00:16:18,074 --> 00:16:21,882 not alone. So I need to have spontaneity in my 265 00:16:21,906 --> 00:16:25,034 life in order to actually be happy. If I don't go out and do some 266 00:16:25,042 --> 00:16:28,736 stuff that I'm kind of listening to, anxiety, it's 267 00:16:28,768 --> 00:16:32,240 telling me not to do and I go do it anyway, then I'm gonna fall 268 00:16:32,280 --> 00:16:35,744 into this trap that can be a downward spiral for me. So it helps me 269 00:16:35,752 --> 00:16:39,200 to understand myself when I know and I accept the fact that that is me. 270 00:16:39,240 --> 00:16:43,088 I'm an I. I was working with a 271 00:16:43,224 --> 00:16:46,976 team recently and there's some conflict between 272 00:16:47,128 --> 00:16:50,464 a number of team members and another leader. 273 00:16:50,632 --> 00:16:54,290 So, and all of them, except one were, were women are 274 00:16:54,330 --> 00:16:57,906 women on this team. And I had them 275 00:16:58,058 --> 00:17:01,410 actually at the beginning of my coaching with them and I've been meeting with 276 00:17:01,450 --> 00:17:04,898 them on a consistent basis and having follow up 277 00:17:05,034 --> 00:17:08,882 meetings, usually meet for like three or four hours. They 278 00:17:08,906 --> 00:17:11,394 did this assessment on their own and they brought their results and had did a 279 00:17:11,402 --> 00:17:14,990 little research and everything. And she came out as a very high D 280 00:17:16,170 --> 00:17:19,522 and she was working with a whole bunch of 281 00:17:19,546 --> 00:17:23,343 S's which that was a bad mix. 282 00:17:23,391 --> 00:17:26,959 I mean you need all the styles on a good healthy team. 283 00:17:27,079 --> 00:17:30,847 So you think of on a good healthy workplace team you're going to have 284 00:17:30,903 --> 00:17:34,527 I style people who are the ones who go out and meet people 285 00:17:34,583 --> 00:17:38,319 at social events and make connections that you wouldn't make through 286 00:17:38,359 --> 00:17:41,967 any other means because they're the ones talking and bantering and 287 00:17:42,023 --> 00:17:45,471 just understanding somebody at a way in a way where they're starting to 288 00:17:45,495 --> 00:17:48,790 build a little level of trust. Now 289 00:17:49,650 --> 00:17:52,410 you need D's on your team because you have to have people that are good 290 00:17:52,450 --> 00:17:56,042 finishers and that push things forward and that are 291 00:17:56,066 --> 00:17:59,706 focused and keeping their eye on the ball clearly so that things aren't 292 00:17:59,738 --> 00:18:03,390 dropping off and they're even pushing and helping other people push through their fears 293 00:18:03,810 --> 00:18:07,162 as well. You need C's on your team because you need people to process the 294 00:18:07,186 --> 00:18:10,650 data and see where you might be going off track based 295 00:18:10,690 --> 00:18:14,282 on metrics and the details. So they're doing the 296 00:18:14,306 --> 00:18:17,956 research on where you should have your new office space or what kind of equipment 297 00:18:17,988 --> 00:18:21,204 you should buy or what they're. The opportunities are in the marketplace or what's going 298 00:18:21,212 --> 00:18:24,516 to work. And then you need S styles to be glue because they're the ones 299 00:18:24,548 --> 00:18:27,444 that are planning the events and 300 00:18:27,612 --> 00:18:31,348 recognizing, you know, where they're missing the mark with customers. 301 00:18:31,524 --> 00:18:34,772 And they're recognizing where there's a lack in the 302 00:18:34,796 --> 00:18:38,452 culture when it comes to building a solid team, the 303 00:18:38,476 --> 00:18:41,268 soft skill stuff, because they're going to be very good one on one with people, 304 00:18:41,324 --> 00:18:45,050 very good with building that trust as well, but in a different way 305 00:18:45,990 --> 00:18:49,198 than an I style. They're a little deeper than an I style. And I style 306 00:18:49,214 --> 00:18:52,062 is pretty good on the surface, Much better on the surface, and not necessarily when 307 00:18:52,086 --> 00:18:55,742 you go deeper as well. So you have all these things you can 308 00:18:55,766 --> 00:18:59,278 recognize as you, as you think about this for yourself 309 00:18:59,374 --> 00:19:02,990 now. It's so fun to actually help 310 00:19:03,030 --> 00:19:06,430 people understand on a team, a family, a 311 00:19:06,470 --> 00:19:10,238 workplace team, a church team, a small group, whatever. It's so fun to understand 312 00:19:10,294 --> 00:19:13,930 the different styles. And you start having these aha moments like, I know 313 00:19:14,340 --> 00:19:18,172 now why we clash. You know, I know now why this is a difficult 314 00:19:18,236 --> 00:19:22,076 relationship. And I can tweak some things here to make this better. And that's 315 00:19:22,108 --> 00:19:25,820 taken your power back because you now know that, wow, this could really work. And 316 00:19:25,860 --> 00:19:29,308 why not try it? Because a lot of the tweaks that you make are not 317 00:19:29,364 --> 00:19:33,196 really costly. They're going to be awkward for you 318 00:19:33,268 --> 00:19:36,492 because they're not your natural style. They're going to 319 00:19:36,516 --> 00:19:39,932 potentially, at least if you're like me, you're going to feel like that's not really 320 00:19:39,956 --> 00:19:43,780 going to help because I might be explaining their reactions to me based on 321 00:19:43,820 --> 00:19:47,364 some kind of character issue when it's just a personality issue. And you know the 322 00:19:47,372 --> 00:19:50,836 difference because there's no malice involved. There's 323 00:19:50,868 --> 00:19:54,196 no, you know, it's a personality issue because they're not 324 00:19:54,348 --> 00:19:57,988 intentionally trying to do something to get at you. They're just 325 00:19:58,044 --> 00:20:01,604 going at a slower pace. Maybe they're not a C, where the C is going 326 00:20:01,612 --> 00:20:04,852 to be on top of the details. When an eye like me, I may think 327 00:20:04,876 --> 00:20:07,732 I'm a detailed person, which I have for years, but I know I'm not because 328 00:20:07,756 --> 00:20:11,160 I missed the mark. And when I'm around detailed people like, who are 329 00:20:11,200 --> 00:20:14,824 good at that and they are high Cs and I realized like my accountant and 330 00:20:14,832 --> 00:20:18,504 my bookkeeper and even their graphic 331 00:20:18,552 --> 00:20:22,120 designer, and I realize how little I know about 332 00:20:22,160 --> 00:20:25,848 those things and how, how much they know and how much better they are 333 00:20:25,904 --> 00:20:29,752 at that aspect of their profession than I am. So 334 00:20:29,776 --> 00:20:32,200 I'm kind of dangerous. So if I know that's a weakness. And I can be 335 00:20:32,240 --> 00:20:36,040 honest with myself and say that is not a strength. I should not go 336 00:20:36,080 --> 00:20:38,898 there. I need people around me who can help me with that. That's why we 337 00:20:38,954 --> 00:20:42,770 pay attorneys and graphic designers and 338 00:20:42,810 --> 00:20:45,790 employees and contractors because of that. 339 00:20:46,890 --> 00:20:50,610 So I like this activity is a fun 340 00:20:50,650 --> 00:20:54,098 one where I take people through designing their 341 00:20:54,154 --> 00:20:57,890 ideal space in their house or their dream vacation home. 342 00:20:57,930 --> 00:21:00,642 It's one room that they get to set up just the way they want it. 343 00:21:00,666 --> 00:21:04,396 And they have an unlimited budget. And the square footage 344 00:21:04,428 --> 00:21:07,708 of the room is fairly unlimited as well. They can make it massive, the whole 345 00:21:07,724 --> 00:21:11,548 basement or whatever. I guess it's not going to be like a warehouse or 346 00:21:11,604 --> 00:21:14,892 anything like that. But then they get to design it according to their personality style. 347 00:21:14,956 --> 00:21:18,520 So as I've done this with teams over the years, I find, like, 348 00:21:18,980 --> 00:21:22,732 they come up with really creative ideas on what 349 00:21:22,756 --> 00:21:26,080 that room would look like. You know, bookshelves, desks, gar lounge, 350 00:21:27,060 --> 00:21:30,732 pool tables, hot tub, whatever. But then as they 351 00:21:30,756 --> 00:21:34,444 describe it to the rest of the group, you really get to see how 352 00:21:34,452 --> 00:21:38,124 their personality is reflected. And it's confirming because 353 00:21:38,292 --> 00:21:41,372 it's confirming in how they describe it because a lot of times they've only just 354 00:21:41,396 --> 00:21:44,812 recently been exposed to the disc. And they get to design this ideal room. Like, 355 00:21:44,836 --> 00:21:48,540 oh, wow, this really aligns with that personality style. And then we get to 356 00:21:48,580 --> 00:21:52,412 laugh and everything. So one guy recently, a couple weeks ago, he. We did this 357 00:21:52,436 --> 00:21:56,262 activity with this. This group, it was a legacy group, actually, which we 358 00:21:56,286 --> 00:22:00,130 have meet quarterly for a whole quarter. And his room was 359 00:22:00,590 --> 00:22:04,214 massive and had a golf simulator in it. In fact, the 360 00:22:04,222 --> 00:22:07,942 crazy part about it, he actually has this in his business. He actually has 361 00:22:07,966 --> 00:22:11,654 it because he has this area which he's recently designed in 362 00:22:11,742 --> 00:22:15,340 his office space. Multiple couches. You can fit like 15, 363 00:22:15,400 --> 00:22:19,142 20 people in this thing. He's got, oh, I think 364 00:22:19,166 --> 00:22:23,008 he has a bar in there with like his favorite 365 00:22:23,104 --> 00:22:26,832 beers and all that. And he's got TVs up 366 00:22:26,856 --> 00:22:30,624 in it and a poker table and. Pretty cool place. I have to 367 00:22:30,632 --> 00:22:33,504 go check this thing out. It's actually in my local hometown, so I'm gonna go 368 00:22:33,512 --> 00:22:36,336 check this thing out. But it was so cool to see. Like, that is exactly 369 00:22:36,368 --> 00:22:38,672 what I would have, you know, the type of office I would have put as 370 00:22:38,696 --> 00:22:41,392 an I style. And sure enough, he is a high I, you know, and this 371 00:22:41,416 --> 00:22:44,544 guy does some crazy stuff like. And I've done this kind of thing too, but 372 00:22:44,632 --> 00:22:47,910 this guy actually went to a. 373 00:22:48,290 --> 00:22:51,430 We went to a Super bowl once and 374 00:22:51,890 --> 00:22:55,722 somehow got special tickets to go to the after party with the 375 00:22:55,746 --> 00:22:59,466 team that had actually won. And he got to meet all these cool people 376 00:22:59,538 --> 00:23:03,210 at the super bowl and a number of other people in that 377 00:23:03,250 --> 00:23:06,362 same legacy group. They were looking at him and I could just tell by the 378 00:23:06,386 --> 00:23:09,866 reaction, saying, dude, I would never have done that because he, he said he hung 379 00:23:09,898 --> 00:23:13,630 out there for like three or four hours, just meet, but he was by himself 380 00:23:14,270 --> 00:23:18,102 meeting all these famous people that he 381 00:23:18,126 --> 00:23:21,014 wasn't intimidated by it. He's like, yeah, dude, I got to have a beer with 382 00:23:21,022 --> 00:23:24,822 the owner. And it was just so cool. And, and I'm like, and I can 383 00:23:24,846 --> 00:23:27,974 just tell that some of the S's in this group, which there are a couple 384 00:23:28,022 --> 00:23:31,142 were like, there's no way I would do that, you know, or I mean, I 385 00:23:31,166 --> 00:23:34,902 would only do that with other people, first of all. And I would not do 386 00:23:34,926 --> 00:23:38,582 that, you know, without just, I 387 00:23:38,606 --> 00:23:42,144 mean, having a few beers at least, or, you know, like, it's like, 388 00:23:42,232 --> 00:23:45,920 okay, they just wouldn't do that. So that's what you do. That's how you 389 00:23:45,960 --> 00:23:49,632 kind of figure out, well, people are different. That's why this 390 00:23:49,656 --> 00:23:53,344 book, like, I think it's a great title, Surrounded by Idiots, which I'm going to 391 00:23:53,352 --> 00:23:57,072 reference in the show notes, it's by Thomas Erickson. And you get to learn all 392 00:23:57,096 --> 00:24:00,608 about the disc styles here and you'll find that really helpful. It's 393 00:24:00,784 --> 00:24:04,528 very, it's kind of, it's kind of, I don't 394 00:24:04,544 --> 00:24:08,336 know, pretty detail oriented and stories and illustrations 395 00:24:08,368 --> 00:24:12,202 too. So I think it really hits on all the different personality styles in this 396 00:24:12,226 --> 00:24:15,850 actual book. So I'm sure the author probably tried to 397 00:24:15,890 --> 00:24:19,562 gear his communication to all the different styles as well. So. 398 00:24:19,586 --> 00:24:23,354 And that really, really brings me 399 00:24:23,442 --> 00:24:27,130 to my next point here. And this is one of the other 400 00:24:27,170 --> 00:24:30,938 benefits is when you understand the disc 401 00:24:30,994 --> 00:24:34,810 styles, you're going to know what to do in your 402 00:24:34,850 --> 00:24:37,670 communication with other people. So you're going to know how to 403 00:24:38,090 --> 00:24:41,890 target the different personality styles as you pick up on that 404 00:24:41,930 --> 00:24:45,586 in other people. And over time, I will guarantee 405 00:24:45,618 --> 00:24:49,362 you if you make this a priority, you'll start to identify these fairly quickly and 406 00:24:49,386 --> 00:24:52,466 other people as you get to know them. Because you're going to ask the types 407 00:24:52,498 --> 00:24:56,114 of questions that reveal that you're going to see how they dress, you're going to 408 00:24:56,122 --> 00:24:59,586 see how their office looks if you're doing business with them or how their business 409 00:24:59,658 --> 00:25:03,362 looks. You're going to understand how they communicate and get a sense as to 410 00:25:03,386 --> 00:25:05,922 whether they're a D style or an I style or an S style or a 411 00:25:05,946 --> 00:25:09,514 C style based on how much detail they give you or how direct and firm 412 00:25:09,562 --> 00:25:13,242 they are, or how decisive they are, or how impatient they are, which could 413 00:25:13,266 --> 00:25:16,842 indicate that they're a D style. So you'll understand like I can interact with this 414 00:25:16,866 --> 00:25:20,122 person differently and that's going to really help me to make progress in this 415 00:25:20,146 --> 00:25:23,802 interaction. So you'll figure out what to 416 00:25:23,826 --> 00:25:26,762 do and then you're going to figure out what not to do and so what 417 00:25:26,786 --> 00:25:30,458 to do. You know why you'll figure out what you can do in this 418 00:25:30,514 --> 00:25:34,110 situation. It's indicate it's probably making communication an issue. 419 00:25:34,410 --> 00:25:37,650 And communication is key because it's going to make you 420 00:25:37,690 --> 00:25:41,458 money. It's going to close sales as you communicate, it's 421 00:25:41,474 --> 00:25:45,250 going to, you're going to sell differently to others. It's a brilliant thing. 422 00:25:45,290 --> 00:25:49,010 I was just talking to someone at a real estate company about doing 423 00:25:49,050 --> 00:25:52,866 some training, encouraging them to get some training on understanding the style 424 00:25:52,898 --> 00:25:55,710 so that their agents can sell better 425 00:25:56,490 --> 00:25:59,842 because they're going to pick up on how to interact with that specific type of 426 00:25:59,866 --> 00:26:03,330 client. So a lot of people in real estate, they might need a lot more 427 00:26:03,370 --> 00:26:06,994 detail and emails with metrics and sales information. 428 00:26:07,082 --> 00:26:10,626 And someone else might need a lot of stories about the neighborhood and the schools. 429 00:26:10,738 --> 00:26:14,002 And so that would be your I style. And someone else might need a lot 430 00:26:14,026 --> 00:26:17,634 of, a lot of discussion 431 00:26:17,682 --> 00:26:20,870 about the positive relationships they can make at the pool 432 00:26:21,210 --> 00:26:25,010 and how social and networked this 433 00:26:25,050 --> 00:26:28,898 community is and how friendly they are and how people have made best friends 434 00:26:28,954 --> 00:26:32,706 for a lifetime in this neighborhood and they've made friends with other homeowners 435 00:26:32,738 --> 00:26:36,322 in this neighborhood. That's the S style. It's going to really going to resonate with 436 00:26:36,346 --> 00:26:39,922 that, that one on one connection. Or you may get a sense that they're a 437 00:26:39,946 --> 00:26:43,042 real D style. So they just want to get to the point like what's the 438 00:26:43,066 --> 00:26:46,674 price? What are the other hidden costs? How much am I going to pay a 439 00:26:46,682 --> 00:26:49,602 month? What's the interest rate going to be? Let's just get them talking to their 440 00:26:49,626 --> 00:26:53,474 mortgage broker, mortgage agent right away because they're a D style. Let's get it 441 00:26:53,482 --> 00:26:56,720 done. Get her done. So the D, 442 00:26:57,020 --> 00:27:00,804 it's like immediate feedback as well. 443 00:27:00,892 --> 00:27:04,612 You concentrate with that person on the subject on the issue at 444 00:27:04,636 --> 00:27:07,812 hand. They don't care about the soft stuff and the relationships. They just want a 445 00:27:07,836 --> 00:27:11,396 deal or they just want to get the thing closed because they like this stinking 446 00:27:11,428 --> 00:27:14,260 house. The results 447 00:27:14,380 --> 00:27:17,680 oriented process right there. 448 00:27:18,780 --> 00:27:22,604 So you know and think about these different styles. 449 00:27:22,652 --> 00:27:25,324 Let me just give you what you want to do with the D Style, I 450 00:27:25,332 --> 00:27:27,372 mean I KV already talked, I already talked about this a little bit, but give 451 00:27:27,396 --> 00:27:31,068 immediate feedback. With the D style, that's what you want to do. Be quick with 452 00:27:31,124 --> 00:27:34,924 them, concentrate on the subject at hand, that's what you 453 00:27:34,932 --> 00:27:38,572 want to do. With the D style. Focus on the task, identify opportunities 454 00:27:38,716 --> 00:27:42,364 and challenges quickly and help them 455 00:27:42,532 --> 00:27:46,182 come up with solutions to those 456 00:27:46,366 --> 00:27:49,446 you know that's crucial. Offer solutions, offer 457 00:27:49,518 --> 00:27:52,902 alternatives, get to the point and then keep your 458 00:27:52,926 --> 00:27:56,770 emotions out of it. With a D style they're not going to be 459 00:27:57,070 --> 00:28:00,822 as moved by the emotional aspect, you know, 460 00:28:00,846 --> 00:28:04,342 whether it's your boss and you want to share with them how you 461 00:28:04,366 --> 00:28:07,878 know how stressed out you are with your job. 462 00:28:08,014 --> 00:28:10,806 A D style is not going to be the right person. That's why D styles 463 00:28:10,838 --> 00:28:14,402 are often not the best in my opinion. HR people, you know, 464 00:28:14,426 --> 00:28:18,002 they're not the ones who show the most empathy at a lot of 465 00:28:18,026 --> 00:28:21,650 times. So you want to, with a D 466 00:28:21,690 --> 00:28:25,330 style, be fast, let them win or perceive that 467 00:28:25,370 --> 00:28:28,962 they are winning. So you're not validating their opinions, you're not 468 00:28:28,986 --> 00:28:32,642 invalidating, not with anybody, you don't want to do that. But especially with the D 469 00:28:32,666 --> 00:28:35,682 style. With the D style you want to be, you want to move swiftly, get 470 00:28:35,706 --> 00:28:39,282 to the point. So you come in with some bullet point highlights of 471 00:28:39,306 --> 00:28:42,674 information that is going to get them seeing, understanding 472 00:28:42,722 --> 00:28:46,532 that you have done the research and that you know what the results are going 473 00:28:46,556 --> 00:28:50,340 to be and so they can take that and be more, even more decisive 474 00:28:50,420 --> 00:28:53,892 and utilize that information to make a 475 00:28:53,916 --> 00:28:57,748 good, better informed decision. That's how you're going to win them over. You know, it's 476 00:28:57,764 --> 00:29:01,460 not that they won't listen. They have trouble listening because they've already in their 477 00:29:01,500 --> 00:29:04,804 mind been so far down the path. They see the vision, they see where you 478 00:29:04,812 --> 00:29:08,340 can go. But they need people like you, S styles and C styles and I 479 00:29:08,380 --> 00:29:12,122 styles to actually help them to see a different perspective than 480 00:29:12,146 --> 00:29:15,914 their own goal oriented one. What else is involved? What are the other benefits 481 00:29:15,962 --> 00:29:19,258 involved? You want to communicate that to them. So now the I 482 00:29:19,314 --> 00:29:23,130 style, that otter moving on from the D style, the I 483 00:29:23,170 --> 00:29:26,410 style the otter be in. Show enthusiasm, that's something you want to do. Show 484 00:29:26,450 --> 00:29:29,670 enthusiasm, smile, chat with them, 485 00:29:29,970 --> 00:29:33,818 have that light hearted conversation, get to know them, have 486 00:29:33,874 --> 00:29:37,522 fun, focus on the positive, make 487 00:29:37,546 --> 00:29:41,218 it creative, let them talk and 488 00:29:41,274 --> 00:29:45,058 listen and elicit more communication. So I'm 489 00:29:45,074 --> 00:29:48,354 a fan of Southwest Airlines probably because I'm an I style and they're very eye 490 00:29:48,402 --> 00:29:51,470 oriented. And on this last flight, the flight from 491 00:29:52,330 --> 00:29:56,114 Las Vegas back to Wichita, one of the Flight attendants said, 492 00:29:56,202 --> 00:29:59,234 hey, I want to just point out to you that there is a 97 year 493 00:29:59,242 --> 00:30:03,010 old man on this flight. It's his very first flight in his life and 494 00:30:03,050 --> 00:30:06,818 he's never flown before. And I just want us all to give a round 495 00:30:06,874 --> 00:30:10,722 of applause to the captain of our 496 00:30:10,746 --> 00:30:13,670 plane and then everybody. I thought that was really funny. 497 00:30:14,490 --> 00:30:18,190 So if you're going to think of just two things 498 00:30:18,490 --> 00:30:22,242 with an I style, you know, have fun, be fun 499 00:30:22,346 --> 00:30:25,714 and be enthusiastic. You know, even if you're not 500 00:30:25,802 --> 00:30:29,634 enthusiastic about their opportunity, show, try to manufacture 501 00:30:29,682 --> 00:30:33,184 some level of enthusiasm that that is going to show them 502 00:30:33,352 --> 00:30:37,152 that, that you care and that life can be fun 503 00:30:37,176 --> 00:30:40,736 and lighthearted and that you don't have to take everything so seriously. They don't want. 504 00:30:40,808 --> 00:30:44,420 They're the people that try to bring lightness to situations 505 00:30:45,400 --> 00:30:49,120 and you can do that. I mean, they often need a lot of encouragement 506 00:30:49,280 --> 00:30:53,040 as well because they can't get down on themselves pretty easily. They often need to 507 00:30:53,080 --> 00:30:56,464 know that they have fuel behind them like their posse and to be reminded that 508 00:30:56,472 --> 00:31:00,096 they have people behind them because they are social and that can 509 00:31:00,168 --> 00:31:03,968 really help in those relationships. Now the S style with that person, 510 00:31:04,024 --> 00:31:07,760 you want to slow down. And again, this is my mom. You want to take 511 00:31:07,800 --> 00:31:11,472 your time, provide assurance along the 512 00:31:11,496 --> 00:31:15,072 way. You're doing a great job. I really appreciate it. It is moving. We are 513 00:31:15,096 --> 00:31:18,736 making progress. Provide them support. You know, what help do you need? 514 00:31:18,888 --> 00:31:22,560 What would make your job easier so that they see that 515 00:31:22,600 --> 00:31:26,432 you care? Because they are good at details. I find that S's are better at 516 00:31:26,456 --> 00:31:29,600 details than the, than the D's and the I's 517 00:31:29,760 --> 00:31:33,260 and, and almost as good as C's in many cases. 518 00:31:34,040 --> 00:31:37,520 You want to involve them in the planning and relax around them. 519 00:31:37,640 --> 00:31:41,456 So they like that one on one communication, not the ten on one communication 520 00:31:41,488 --> 00:31:45,152 that an I may want. You want to secure their commitment step 521 00:31:45,176 --> 00:31:48,880 by step, incrementally. They're planners, they 522 00:31:48,920 --> 00:31:52,672 like to think things through. So if I'm thinking of two major things as 523 00:31:52,696 --> 00:31:56,450 I communicate with the S style, the golden retriever, you 524 00:31:56,490 --> 00:32:00,050 want to pet them. You want to just pet them and then comb their 525 00:32:00,090 --> 00:32:03,458 hair. Just kidding. You want to be patient with 526 00:32:03,514 --> 00:32:07,010 them. You really want to take the time to build trust 527 00:32:07,090 --> 00:32:10,834 over time. Because a D style you 528 00:32:10,842 --> 00:32:13,970 can build, I find you build trust with quicker 529 00:32:14,130 --> 00:32:17,826 than with an S or a C style. 530 00:32:17,938 --> 00:32:21,138 I find that they're more cautious because that 531 00:32:21,194 --> 00:32:24,674 relationship could indicate change. So if they make a decision though, they're going to be 532 00:32:24,682 --> 00:32:28,408 committed to it. So if that person in a sales setting makes a Decision 533 00:32:28,464 --> 00:32:31,912 to buy a house. They've probably thought it through a lot. They probably done some 534 00:32:31,936 --> 00:32:35,224 research on it. They've at least consulted with their C style 535 00:32:35,272 --> 00:32:38,440 friends. They've looked at a lot of the 536 00:32:38,560 --> 00:32:42,408 cultural or surrounding stuff related to that issue or that decision 537 00:32:42,464 --> 00:32:46,264 they're going to make. And then when they make the decision, 538 00:32:46,352 --> 00:32:49,544 it's like they're on board, they're on the team, they're going to go for it 539 00:32:49,712 --> 00:32:53,480 at that point and then the C style for that 540 00:32:53,520 --> 00:32:57,232 person want to give a lot of details. Okay, so that's something 541 00:32:57,256 --> 00:33:00,320 you want to do. You want to give answers to questions, Answer their 542 00:33:00,360 --> 00:33:04,140 questions patiently. And 543 00:33:04,680 --> 00:33:08,320 you let them answer questions patiently because 544 00:33:08,360 --> 00:33:11,792 they're thinking. So if you ask them a good question, give them time to think 545 00:33:11,816 --> 00:33:15,264 it through. D styles, especially as you communicate with C styles, because you're not going 546 00:33:15,272 --> 00:33:18,944 to want that. So a D style, it's really wonderful with an S or a 547 00:33:18,952 --> 00:33:22,174 C when you communicate and say, hey, hey, will you research 548 00:33:22,262 --> 00:33:26,094 this and then get back to me in a few days? And they're going to 549 00:33:26,102 --> 00:33:29,822 have done it because that's just exactly the way they 550 00:33:29,846 --> 00:33:33,614 function. Don't rush them, but delegate to them and then trust 551 00:33:33,662 --> 00:33:37,230 them and they won't let you down because they 552 00:33:37,270 --> 00:33:41,022 pride themselves on being thorough. Both of them, the C and the 553 00:33:41,046 --> 00:33:44,686 S style, give them time to think and to decide, respect 554 00:33:44,838 --> 00:33:48,430 their personal space. So I do find that they like to 555 00:33:48,470 --> 00:33:52,254 have personal space that is well suited 556 00:33:52,302 --> 00:33:56,094 to them. And you may have to even think about that as you set up 557 00:33:56,102 --> 00:33:59,870 your offices. When you have C styles and S styles that, hey, they 558 00:33:59,910 --> 00:34:03,262 are the ones who are going to value this at a higher level than other 559 00:34:03,286 --> 00:34:06,750 people and be irritated by it at a higher level than others. When a D 560 00:34:06,790 --> 00:34:09,630 style is like, just get her done, you know, I mean, I find some D 561 00:34:09,670 --> 00:34:12,734 styles, although they may get the rap that it's like we got to have a 562 00:34:12,742 --> 00:34:15,582 fancy office or whatever, they don't really care. I mean, they want to move the 563 00:34:15,606 --> 00:34:19,432 ball forward. Maybe they do, but I mean that's not a lot of their 564 00:34:19,536 --> 00:34:23,368 style. Sometimes they have more of a goal oriented approach and make it work. 565 00:34:23,424 --> 00:34:25,992 Let's figure out how to make it work. So we have to work together on 566 00:34:26,016 --> 00:34:29,352 that. So with the C style, respect their space. 567 00:34:29,456 --> 00:34:32,552 Explain things carefully as well. 568 00:34:32,736 --> 00:34:36,060 Examine things from all sides. 569 00:34:37,120 --> 00:34:40,632 With a C style, try to look at it from 570 00:34:40,656 --> 00:34:44,020 multiple perspectives, which can be hard if you're an I or a D. 571 00:34:44,460 --> 00:34:48,164 Use proven ideas. So that's why the data comes into play. So if 572 00:34:48,172 --> 00:34:51,844 they're buying a new car then they're going to resonate with like the mileage and 573 00:34:51,852 --> 00:34:55,172 the repair record and they're going to look at whether it's been an accident and 574 00:34:55,196 --> 00:34:58,964 what the car facts say when other people may not do that. In fact I 575 00:34:58,972 --> 00:35:02,500 would think most people wouldn't care as much about that as a C 576 00:35:02,540 --> 00:35:05,520 style or an S style, S styles will look at that too. 577 00:35:06,220 --> 00:35:09,940 So if I think of two just major things or actually more than that. But 578 00:35:09,980 --> 00:35:13,364 if you with a C style keep on task as well. But 579 00:35:13,532 --> 00:35:17,312 two things would be be logical and use in your communication with them. So 580 00:35:17,336 --> 00:35:20,880 in a sales call with supervising an employee, use data, be 581 00:35:20,920 --> 00:35:24,480 logical makes a big, big 582 00:35:24,600 --> 00:35:28,176 difference. So. So if you found this helpful, I would just highly 583 00:35:28,208 --> 00:35:31,376 encourage you to hit the link to take our free 584 00:35:31,448 --> 00:35:35,024 personality assessment and you're going to get a report, a brief one pager 585 00:35:35,152 --> 00:35:38,944 on your results. You can read through and see how it resonates and that's going 586 00:35:38,952 --> 00:35:42,688 to be really helpful to you and you can use it with your team. It's 587 00:35:42,704 --> 00:35:46,352 all free, it's all simple. It takes you about five or 10 minutes to 588 00:35:46,376 --> 00:35:50,060 complete, maybe five minutes to. But hit the link. You can get 589 00:35:50,100 --> 00:35:53,820 that here and also on a link to a blog post as 590 00:35:53,860 --> 00:35:57,660 well where I talk about these concepts. Working 591 00:35:57,700 --> 00:36:01,132 with your workplace team. So it's ways to motivate your team 592 00:36:01,236 --> 00:36:04,332 and one of those is the disc assessments. You can get some more details there 593 00:36:04,356 --> 00:36:08,172 as well. So the third reason that I really encourage you to 594 00:36:08,196 --> 00:36:11,916 get to utilize and understand this tool is because it's going to show you what 595 00:36:11,988 --> 00:36:15,772 not to do with people. So your weakness in your low area is 596 00:36:15,796 --> 00:36:19,402 a blind spot and it's going to indicate to you what not to do with 597 00:36:19,426 --> 00:36:23,162 people based on their tendencies. It's going to show you some 598 00:36:23,186 --> 00:36:26,870 very fundamental things that you might be doing that you got to stop doing. 599 00:36:27,250 --> 00:36:31,030 And that's going to be really crucial. So let me go over all these 600 00:36:31,570 --> 00:36:35,306 what not to do for each of these personality styles. For a D style relating 601 00:36:35,338 --> 00:36:38,250 to a D style, what not to do is to 602 00:36:38,290 --> 00:36:42,074 frustrate him or her their desire 603 00:36:42,122 --> 00:36:45,866 to take action. So you can validate it. Like I want to move fast 604 00:36:45,898 --> 00:36:49,706 on this as well or I can tell it seems 605 00:36:49,738 --> 00:36:53,386 to me that you are ready to make a decision 606 00:36:53,458 --> 00:36:57,162 quickly here or you want to make a decision quickly that's validating them and 607 00:36:57,186 --> 00:37:00,906 their desire to move forward. You don't want to restrict 608 00:37:01,098 --> 00:37:04,538 or hush their power, 609 00:37:04,674 --> 00:37:08,442 his or her power. I mean plead and utilize the 610 00:37:08,466 --> 00:37:11,706 fact that they have authority to help you. I know this is A big decision. 611 00:37:11,778 --> 00:37:15,572 And I can tell you've made a lot of good decisions like this and I 612 00:37:15,596 --> 00:37:19,300 want to help you make it a great decision here, you know, and so give 613 00:37:19,340 --> 00:37:22,740 them that kind of respect and they'll, they'll thank you for that. They'll like that 614 00:37:22,860 --> 00:37:26,468 in your life as, as you interact with them. So spend time, 615 00:37:26,604 --> 00:37:30,404 do not spend time on non essential tasks like fluff stories 616 00:37:30,452 --> 00:37:34,196 about this and stories about that. Like that's not how you sell a D. 617 00:37:34,348 --> 00:37:38,164 Because they want to look at, they want to get factual information. They want to 618 00:37:38,172 --> 00:37:41,604 keep the ball but moving. They don't want more information. This is kind of strange, 619 00:37:41,652 --> 00:37:43,780 but they don't want information that's going to lead to them having to do more 620 00:37:43,820 --> 00:37:47,204 research. You know, they may be, you may want to leave them with some of 621 00:37:47,212 --> 00:37:50,948 that information. But as you're interacting with them, let's, let's stay on 622 00:37:51,004 --> 00:37:54,772 track, let's be blunt, let's stay the 623 00:37:54,796 --> 00:37:57,840 course. So one 624 00:37:58,300 --> 00:38:01,796 major thing I would think of as I interact with the D's is do not 625 00:38:01,948 --> 00:38:05,732 get distracted. You don't be distracted because they're going to pick 626 00:38:05,756 --> 00:38:09,284 up on that. And do not be lazy, like push 627 00:38:09,332 --> 00:38:12,692 through because they're gonna pick up on that too. And I'm not saying you are 628 00:38:12,716 --> 00:38:15,860 lazy if you're an S or an I or a C, I'm not saying you 629 00:38:15,900 --> 00:38:19,508 are, but a D is gonna pick up. I find, have more sensitivity to over 630 00:38:19,564 --> 00:38:23,412 researching and overdoing things, to hesitating because of your 631 00:38:23,436 --> 00:38:27,252 fear and not doing something that you 632 00:38:27,276 --> 00:38:30,964 could be doing because you're overdoing it, you know. So 633 00:38:31,052 --> 00:38:34,316 a great example of this is I played golf with my dad on last Wednesday 634 00:38:34,508 --> 00:38:38,204 and at the turn at nine holes, I decided to use the bathroom. And it 635 00:38:38,212 --> 00:38:41,932 was pretty crowded, not as crowded as you thought it was, but. And I 636 00:38:41,956 --> 00:38:45,052 could, I went and I got a drink. And there was a window out of 637 00:38:45,076 --> 00:38:48,812 the clubhouse area that showed where my dad was parked by 638 00:38:48,836 --> 00:38:52,652 the 10th hole. And I could tell how irritated he was because there were other 639 00:38:52,676 --> 00:38:55,884 people in line and I was just getting a snack at the turn and I 640 00:38:55,892 --> 00:38:59,532 could just see his irritation growing. And my dad is a high D 641 00:38:59,716 --> 00:39:02,044 person. And so I get out and I already knew what I was going to 642 00:39:02,052 --> 00:39:05,580 get. He was going to give me a lecture about slowing other people down 643 00:39:05,700 --> 00:39:08,700 and about slowing the other two people ahead of us down. And I was there 644 00:39:08,740 --> 00:39:12,284 for like three or four minutes. I mean, I had to use the bathroom too. 645 00:39:12,372 --> 00:39:16,028 And so I got out and I talked to my dad. He said, yeah, you're 646 00:39:16,044 --> 00:39:19,516 holding everybody up. They might as well just go ahead of us and 647 00:39:19,668 --> 00:39:22,920 our two playing partners, they've already gone. And I looked around and I said, 648 00:39:23,940 --> 00:39:27,660 which I shouldn't have done because this has triggered them even more. I said, 649 00:39:27,700 --> 00:39:31,388 you know, they're actually waiting to tee off, dad. And the people behind 650 00:39:31,444 --> 00:39:35,010 us, they're actually in the clubhouse as well. But that 651 00:39:35,050 --> 00:39:38,482 wasn't the right thing to do. It just irritated him more because, for one, I 652 00:39:38,506 --> 00:39:42,226 was competing with him at that point on something that really wasn't 653 00:39:42,258 --> 00:39:45,970 that important. And I was invalidating his 654 00:39:46,010 --> 00:39:49,442 concern as well, when I could have easily said, yeah, I wanted to get a 655 00:39:49,466 --> 00:39:53,042 snack, sorry for keeping you waiting, and then just moved on because I would have 656 00:39:53,066 --> 00:39:56,898 owned it. And I would have said, no excuses. That's fine. 657 00:39:56,994 --> 00:40:00,708 Not that big of a deal. And we move on and play golf. And he. 658 00:40:00,834 --> 00:40:04,672 After a couple holes, he relaxed and let me off the hook. But it took 659 00:40:04,696 --> 00:40:08,128 a while. He's a high D, so you don't want to do that. Don't put 660 00:40:08,184 --> 00:40:11,792 down for an eye like me, their enthusiasm. 661 00:40:11,856 --> 00:40:15,632 Like, if. If I'm really super excited about something, and 662 00:40:15,656 --> 00:40:18,992 it may be a really bad idea because I have, like, 10 bad ideas to 663 00:40:19,016 --> 00:40:22,800 every one decent idea, the best thing to do with me is 664 00:40:22,840 --> 00:40:26,260 to say, like, somehow 665 00:40:26,620 --> 00:40:30,132 show some enthusiasm. Like, that's good. That could be great in that 666 00:40:30,156 --> 00:40:33,892 situation. That's really. I can tell you're excited about it. I can tell you're really 667 00:40:33,916 --> 00:40:36,820 excited about it. Like, that. That, to me, is very helpful because it keeps the 668 00:40:36,860 --> 00:40:40,532 fun alive in the situation. Like, I may say, like, this is the best book 669 00:40:40,556 --> 00:40:43,780 ever. Everyone should read this book. And if you say, well, I don't think everyone 670 00:40:43,820 --> 00:40:47,428 should read this book, that's putting down my enthusiasm. Now, if someone 671 00:40:47,484 --> 00:40:50,340 says, well, Adam, there's a lot of good books there. That's a great book. And 672 00:40:50,380 --> 00:40:54,026 maybe. And I can tell you're really excited about it. Maybe I should even. Maybe 673 00:40:54,058 --> 00:40:57,834 I should even consider reading it myself. You're actually. You're validating 674 00:40:57,882 --> 00:41:01,674 me in that interaction, which I need, because I'm 675 00:41:01,722 --> 00:41:04,970 sensitive to that. So that's it. I mean, like, for an 676 00:41:05,010 --> 00:41:08,858 eye, you. The big things with an eye is don't 677 00:41:08,874 --> 00:41:12,682 be negative. And then do not. And 678 00:41:12,706 --> 00:41:16,282 then do not. With an. With an eye. Don't be unemotional. Like. 679 00:41:16,386 --> 00:41:19,940 Like, eyes will often read a lack of emotion as indifference or 680 00:41:19,980 --> 00:41:23,828 invalidation. And that's so hard for a C and an S to know 681 00:41:23,884 --> 00:41:27,460 how important that is. Just like it's so hard for an I oftentimes or a 682 00:41:27,500 --> 00:41:31,220 D to know how important details can be and slowing down can be. 683 00:41:31,340 --> 00:41:34,804 That's. I find this a real major blind spot. So don't be negative, don't be 684 00:41:34,812 --> 00:41:38,180 unemotional. For an S. You want to 685 00:41:38,220 --> 00:41:42,020 be some things that you, you 686 00:41:42,060 --> 00:41:45,732 don't want to do is be restless. You're like we got to go now, we 687 00:41:45,756 --> 00:41:49,544 got to make decision. We don't want to, we don't want to be pressured. Pressuring 688 00:41:49,592 --> 00:41:52,552 them for action, to make sudden changes, to be 689 00:41:52,576 --> 00:41:56,216 spontaneous. You don't want to fail to deliver 690 00:41:56,288 --> 00:41:59,992 on your promises with an S because they remember what those promises 691 00:42:00,056 --> 00:42:03,720 are more than a D and an I. And you can be 692 00:42:03,760 --> 00:42:07,592 shocked sometimes at how much detail they will remember about something. So be very 693 00:42:07,616 --> 00:42:10,472 careful because I's can make promises out of 694 00:42:10,496 --> 00:42:14,264 enthusiasm that they don't deliver on or they 695 00:42:14,272 --> 00:42:17,912 can speak so excitedly about a prospect or an opportunity that 696 00:42:17,936 --> 00:42:21,192 they're convincing an S that they're much further down the road than they really are. 697 00:42:21,296 --> 00:42:24,360 They're not doing that intentionally. But that's what you want to make sure you do 698 00:42:24,400 --> 00:42:28,024 as an I or an S or a C is to make sure you are 699 00:42:28,192 --> 00:42:30,392 communicating in a way where you're going to be able to follow through on that. 700 00:42:30,416 --> 00:42:34,104 So just wait to communicate your enthusiasm or to make a promise. Unless you're going 701 00:42:34,112 --> 00:42:37,656 to absolutely be able to carry out on it to the best of your ability. 702 00:42:37,848 --> 00:42:41,560 Not perfectly, I'm not saying so. You don't want to go fast, 703 00:42:41,640 --> 00:42:44,982 you don't want to be illogical with an S, you don't want to neglect the 704 00:42:45,006 --> 00:42:48,390 relationship, the one on one aspect of the relationship. So things going on in their 705 00:42:48,430 --> 00:42:52,150 life, things going on in their family's life, things going on in their personal life 706 00:42:52,190 --> 00:42:56,022 that they reference because they're one on one relational. So a couple things, if 707 00:42:56,046 --> 00:42:59,558 I was going to discount everything else, remember two things. It's with an S, 708 00:42:59,694 --> 00:43:02,690 do not be controlling with them. 709 00:43:03,550 --> 00:43:07,382 Now you have to have structure and everything. But to come across as 710 00:43:07,406 --> 00:43:11,030 being controlling my way or the highway, that doesn't go well with an S. 711 00:43:11,150 --> 00:43:14,934 And don't withhold information from them, like give them a lot of information because 712 00:43:15,022 --> 00:43:18,662 they are slow and steady and they can take more of the 713 00:43:18,686 --> 00:43:22,390 detail information like about the. I mean the soft skill, the soft information like the 714 00:43:22,430 --> 00:43:26,262 cultural benefits, non data stuff. But communicate a lot 715 00:43:26,286 --> 00:43:29,462 with them which actually works really good for an eye because they're pretty good at 716 00:43:29,486 --> 00:43:32,610 communicating and they can over communicate way too much. So with a C, 717 00:43:34,030 --> 00:43:37,752 things you do not want to do is keep information to yourself. You know, 718 00:43:37,776 --> 00:43:41,304 be guarded in your information and your data and withhold. They'll perceive 719 00:43:41,352 --> 00:43:44,872 that often as deception. And you may have to 720 00:43:44,896 --> 00:43:48,712 manufacture some of that if you're a D or an I because you may feel 721 00:43:48,736 --> 00:43:52,088 it's not necessary to share that information. So you over 722 00:43:52,144 --> 00:43:55,624 communicate really over. Communicating with an S and a C can be very important for 723 00:43:55,632 --> 00:43:59,336 an I or D. You don't want to for a C. Pressure for immediate 724 00:43:59,368 --> 00:44:02,862 decisions. You can see similarities here with an S. Be too chatty. 725 00:44:02,976 --> 00:44:06,610 They'll get annoyed. They'll get kind of restless with that talking 726 00:44:06,690 --> 00:44:10,034 stuff. So there you can see the clash between an I and a C. 727 00:44:10,202 --> 00:44:14,002 Don't be illogical. With a C they don't care 728 00:44:14,026 --> 00:44:16,882 about the emotional part. They're not going to resonate with the stories, they're going to 729 00:44:16,906 --> 00:44:20,514 resonate with the details and the factual information, the numbers. 730 00:44:20,642 --> 00:44:24,110 Don't forget the quality of something 731 00:44:24,810 --> 00:44:28,658 with a C as well because they are quality oriented. That's 732 00:44:28,674 --> 00:44:32,162 why your Cs can become quality control people in their jobs. Your 733 00:44:32,186 --> 00:44:35,914 Cs can become your accountants and your some types of attorneys 734 00:44:36,042 --> 00:44:39,834 as well, your engineers, your architects and by 735 00:44:39,842 --> 00:44:43,226 the way, an S often make. They often make very good therapists 736 00:44:43,338 --> 00:44:47,034 and coaches and very good team player type 737 00:44:47,082 --> 00:44:50,842 people. They're very good HR professionals because they can balance the relational 738 00:44:50,906 --> 00:44:54,730 aspect with the rules as well. So 739 00:44:54,770 --> 00:44:58,310 you don't want to bring up personal issues much with a C as well. 740 00:44:59,010 --> 00:45:02,850 So two major things. Do not be vague with a C and 741 00:45:03,010 --> 00:45:06,690 do not lack detail. Don't go 742 00:45:06,730 --> 00:45:10,562 in lacking the details of that situation or 743 00:45:10,586 --> 00:45:13,890 whatever you're trying to discuss. So let's go ahead and recap three major reasons why 744 00:45:13,930 --> 00:45:17,714 you should grasp and understand the DISC Personality assessment. So 745 00:45:17,722 --> 00:45:21,058 for one, it's going to help you understand yourself better, which helps you to relate 746 00:45:21,074 --> 00:45:24,450 to people and be yourself and deal with stress and let go and relax. And 747 00:45:24,490 --> 00:45:27,602 if you'll be able to be able to identify why you're stressed, if you're an 748 00:45:27,626 --> 00:45:30,334 S, it's going to be change. If you're D, it's going to be that slow 749 00:45:30,382 --> 00:45:33,422 processing stuff. If it's a C, it's because you don't have enough information. You know, 750 00:45:33,446 --> 00:45:37,230 if it's an eye, it's, it's generally often when you're stressed it's it's because 751 00:45:37,270 --> 00:45:41,054 things aren't moving, they're not social enough for you. So 752 00:45:41,062 --> 00:45:44,878 you're gonna get those things and let them stick. So what 753 00:45:44,934 --> 00:45:48,370 insight did you gain today by listening to this podcast? 754 00:45:48,710 --> 00:45:52,382 What from today was most inspiring to you, by the end of the 755 00:45:52,406 --> 00:45:55,610 day, act on that insight, talk to somebody about it, 756 00:45:56,110 --> 00:45:59,330 process it with somebody, teach it to your kids. They will understand 757 00:45:59,710 --> 00:46:03,398 even if they're six years old. When you 758 00:46:03,454 --> 00:46:07,030 decide to do something, you're eliminating other options. You have all these different 759 00:46:07,070 --> 00:46:10,822 options. And when you are focusing on your legacy, it's the impact that 760 00:46:10,846 --> 00:46:14,582 your life has on other people. You decide your legacy. Nobody else gets to 761 00:46:14,606 --> 00:46:18,370 decide that. I want you to remember that action 762 00:46:18,750 --> 00:46:22,512 is 80% of change. Insight, which you're gaining today, 763 00:46:22,536 --> 00:46:25,984 is only 20% or less. You have to take action to make it stick. A 764 00:46:25,992 --> 00:46:29,504 good plan that you act on is a hundred times 765 00:46:29,672 --> 00:46:33,424 better than a perfect plan that you do nothing with. Do me 766 00:46:33,432 --> 00:46:37,152 a favor and share this episode with a friend. Share 767 00:46:37,176 --> 00:46:39,472 it saying, you know, hey, it really helped me. This could help you and your 768 00:46:39,496 --> 00:46:43,312 team or your family. And hit the link to shatterproof yourself. You know, this 769 00:46:43,336 --> 00:46:46,624 is a course that you can go through and it's gonna have all kinds of 770 00:46:46,632 --> 00:46:50,112 great information and worksheets and whiteboards that I've used with clients for 25 771 00:46:50,136 --> 00:46:53,050 years. You can go through that at your own. Self paced, 772 00:46:54,750 --> 00:46:58,550 your own. It's a self paced course and you get to let them 773 00:46:58,590 --> 00:47:01,334 stick. You know, you do things, you write it down. It resonates with all the 774 00:47:01,342 --> 00:47:05,190 personality styles to make the stuff stick. Hit the link. You can buy 775 00:47:05,230 --> 00:47:08,774 that here. Share it with people. You know, I want to close today the way 776 00:47:08,782 --> 00:47:12,582 I always do. Live the life today that you want to be 777 00:47:12,606 --> 00:47:16,342 remembered for 10 years after you're gone. You decide your 778 00:47:16,366 --> 00:47:19,920 legacy, nobody else. Here's the thing. Either you will 779 00:47:19,960 --> 00:47:23,440 decide your legacy or by default, fear 780 00:47:23,600 --> 00:47:27,392 will decide it for you. I appreciate you greatly and I'll see 781 00:47:27,416 --> 00:47:27,800 you next time.