This is a conglomeration of various personality profiling tests into one easy to understand presentation.

1. Personality Response Instructions Next to each answer, there is a number where you put either 0, 1, 3 or 6. Take the number you put beside the answer and re-write it on the scoring sheet. Do it by rows on the scoring sheet to make it easy. For instance, your top row may look like this: 2= 3 3= 0 1= 6 4= 1 Total each column at the bottom.

2. There are 4 Basic Personality Types. D Dominance I Influence S Steadiness C Conscientious

4. Genetics

5. Education

6. Upbringing

7. Religion

8. Political Views

9. Mental Health

10. Environment

11. Drugs

12. Culture

14. Dominance Jack Caddyshack Decisive Independent Results-oriented Straightforward Emphasizes: Shapes environment by overcoming challenges Tendencies: Taking action, getting immediate results, accepting challenges, making quick decisions Motivated By: Challenge, power and authority, freedom from direct control, opportunities for individual accomplishments Personal Qualities: Self-confidence, decisiveness, risk-taking Weaknesses: Intolerant, overly aggressive, demanding, insensitive, lack of empathy, little social interaction

16. Respect their need for autonomy

17. Be clear about rules and expectations

18. Let them initiate

19. Show your competence

20. Stick to the topic

21. Show independence

22. Eliminate time-wasters3% WHAT These individuals have a deep appreciation for challenge. They enjoy being in control and having specific and clear objectives as well as a method for completing the task. They do not like being manipulated or forced to do anything. They do not want decisions make for them and have a hard time when not in control.

23. Dominance Aggressive Director Businesslike and power oriented Disciplined and fast paced Your qualifications, records and value Documented evidence stressing results WHAT your service can do Support their ideas and conclusions Provide options, probabilities and challenge Attitude: Use of Time: Requirements: Weakness: How to Present: Problem Solving: Facilitate Decision:

24. Influence Spicoli Enthusiastic Talkative Spontaneous Demonstrative Emphasizes: Shapes environment by persuading and influencing others Tendencies: Involvement with people, making good impressions, enthusiasm, entertaining, group participation Motivated By: Social recognition, group activities, relationships, freedom of expression, freedom from control and detail Personal Qualities: Enthusiasm, charm, sociability, persuasiveness, expression of emotion Weaknesses: Insincere, unreliable, unbelievable, need for limelight, over selling ideas, easily hurt, vindictive

26. Provide clear expectations

27. Be relaxed and sociable

28. Let them verbalize thoughts and feelings

29. Keep the conversation light

30. Provide written details

31. Give public recognition for individual accomplishments

32. Use humor11% WHY These individuals appreciate the personal touch. They like nice, non-threatening and friendly people. They like having fun and enjoying the company of fun-loving, exciting people. They hate dealing with impersonal details and cold hard facts. They do not like feeling alone, ignored or unappreciated. Amiable people do not like doing things unless they are fun and exciting.

33. Influence Socializer Amiable Personal, open, honest and sincere Undisciplined and deliberate Evidence that you are trustworthy, friendly and non-threatening Show personal attention and interest WHY your product is best to solve the problem Support their feelings, interests and relationship Provide guarantees and assurances, opinions rather than options. Attitude: Use of Time: Requirements: Weakness: How to Present: Problem Solving: Facilitate Decision:

34. Steadiness Warm/Friendly Supportive Cooperative Agreeable Hangover Clarence Emphasizes: Works to achieve stability, accomplishing tasks by cooperating with others Tendencies: Calm, patient, loyal, good listeners Motivated By: Infrequent change, stability, sincere appreciation, cooperation, using traditional methods Personal Qualities: Patience, a team player, stability, methodical approach, calm, easy-going nature, concern for the group Weaknesses: Non-competitive, resists change, difficulty in identifying priorities, difficulty with deadlines, resists conflict, may be indirect

36. Provide a consistent and secure environment

37. Let them know how things will be done

38. Use sincere appreciation

39. Show their importance to the organization

40. Let them adapt slowly to change

41. Respect their space and personal property

42. Soften your approach to conflict69% WHO These individuals are very creative and entertaining. They enjoy helping others and are particularly fond of socializing. They enjoy knowing that your intentions are for the betterment of humanity. These individuals do not like being forced or pushed to make decisions. They do not appreciate hard facts or aggressive people.

43. Steadiness Relater Artistic Unreserved, open, friendly and enthusiastic Undisciplined, but fast paced Who you are, what you think and who you know Give recognition and approval WHO has used your product to solve problems Support their ideas, intuitions and your relationship Offer testimony and incentives Attitude: Use of Time: Requirements: Weakness: How to Present: Problem Solving: Facilitate Decision:

44. Conscientious Orderly Persistent Detailed Serious Winston Wolf Forrest Gump Emphasizes: Works within circumstances to ensure quality and accuracy Tendencies: Attention to standards and details, analytical thinking, accuracy and diplomacy, and indirect approaches to conflict Motivated By: Clearly defined expectations and standards, quality and accuracy valued, reserved and professional atmosphere Personal Qualities: Behavior that is cautious, precise, diplomatic, restrained, perfectionist, factual Weaknesses: Overly concerned with perfection, hampers creativity with rules, resists change, hard to please, limits social interaction

46. Show dependability

47. Demonstrate loyalty

48. Be tactful and emotionally reserved

49. Allow precedent to be a guide

50. Be precise and focused

51. Value high standards17% HOW This personality type appreciates facts and information presented in a logical manner as documentation of truth. They enjoy organization and completion of detailed tasks. Analytical people do not appreciate the “personal approach”. They abhor tardiness or wasting time on small talk and relationship building. They do not appreciate disorganization nor do they tolerate theoretical responses.

52. Conscientious Thinker Analytical Businesslike, activity oriented Dispelling and deliberate, but thorough and accurate Evidence of your experience in analyzing and solving problems Documented evidence that what you say is true and that you are prepared HOW your service can solve the problem Support their principles and rational approach Provide evidence and service Attitude: Use of Time: Requirements: Weakness: How to Present: Problem Solving: Facilitate Decision:

53. Become a Chameleon Build Rapport D Dominance I Influence C Conscientious S Steadiness

54. Identifying Styles Clothing Manner Speaking Pace Tell vs. Ask Toilet Paper Restaurant Etiquette Car commercials Line-up for items Occupations Historical Figures – Einstein, Mother Theresa, Clinton, Hitler, Mo Anderson Gary Keller Castling Golden Rule treat how you want to be treated Platinum Rule treat how they want to be treated Mirroring & Matching