This document provides an overview of a client's compliance, sales potential, business development, values and motives, work style, meta programs, and communication style. It indicates the client has average compliance and sales potential, operates as a single business unit, and values belonging, loyalty, security, and teamwork. The client's work style is described as a director who is goal-oriented, intolerant of problems, and makes decisions based on facts. Their communication style is described as auditory, reasoning-based, and careful with words.

2. Client at a Glance

3. Compliance
Low Average High Very High

4. Sales Potential
Average Above Average High Very HighLow

5. Business Development
Single Unit

6. Values/Motives

7. Value: Belonger
Belonger Achiever Societal Emulator

8. Value: Belonger
Belonger Achiever Societal Emulator
• ~ 38% of the population
• Fear: Separation from loved ones, irresponsible
• Motivations: Loyalty, security, family, integrity,
commitment, team player, dependability, pride
• Speed to decide: Slow

9. Value: Achiever
AchieverBelonger Societal EmulatorAchiever

10. Value: Achiever
AchieverBelonger Achiever Societal Emulator
• ~ 14% of the population
• Fear: Not being the best
• Motivations: Control, success, challenge, growth,
income, prestige, power, quality, results,
uniqueness
• Speed to decide: Fast

11. Value: Societal
Belonger Achiever Societal Emulator

12. Value: Societal
Belonger Achiever Societal Emulator
• ~ 24% of the population
• Fastest growing segment
• Fear: Being manipulated
• Motivations: Contribution, loyalty, knowledge,
creativity, freedom, expression, ecology,
• Speed to decide: Slow

13. Value: Emulator
Belonger Achiever Societal Emulator

14. Value: Emulator
Belonger Achiever Societal Emulator
• ~ 18% of the population
• Overextended
• Fear: Embarrassment, not being unique
• Motivations: Image, sex appeal, challenge,
leverage, prestige, instant gratification, recognition
• Speed to make decision: Fastest

15. Values/Motives
Belonger Achiever Societal Emulator

16. Work Style

17. Work Style
Promoter CollaboratorDirector Thinker

18. Work Style
Director Collaborator ThinkerPromoter

19. Work Style
Director Promoter Collaborator Thinker

20. Work Style
Director Promoter Collaborator Thinker

21. Work Styles at a Glance

22. Meta Programs

23. Meta Programs
[Filter]
[Filter]
[Filter]

24. Direction Sort
Away Toward
Pleasure
Enthusiastic
Rewards, benefits
Goals
Intolerant

25. Direction Sort
Away Toward
Pain
Cautious
Avoid loss or risk
Problems
Tolerant

26. Direction Sort
Away Toward
Balanced:
20%

27. Frame of Reference
External Internal

28. Frame of Reference
External Internal
• May appear unsure
• Welcomes critique
• Flexible, harmonizing
• Makes decisions
based on concrete
facts

29. Frame of Reference
External Internal
• Hates critique
• Inflexible, driven
• May appear arrogant
• Disregards evidence,
information and
advice

30. Task Attitude
1 2
?
??
Optional Procedural

31. Task Attitude
1 2 3
?
??
Optional
Procedural
• Likes many options
• Slow to decision
• Continues to look
• Is there a better one?
• End results most
important

32. Task Attitude
What if
…?
??
Optional
• One or two choices
• Quick to decision
• Process, criteria,
procedure
• Which one is best?
• Doing it right most
important
1 2
Procedural

33. Chunk Size
Specific Specific
Specific Specific
Global

34. Communication Style
Auditory
Visual
Kinesthetic

35. Communication Style
Auditory
Visual
Kinesthetic
Auditory
• Reasoning
• Speaks slower
• Tell me how
• Choose words
carefully
• Great listeners

36. Communication Style
Auditory
Visual
Kinesthetic
Visual
• Higher Pitched Voice
• Detailed
• Fast
• Writers
• Uses many words

37. Communication Style
Auditory
Visual
Kinesthetic
Kinesthetic
• Experience
• Listen to your “gut”
• Connected & grounded
• Empathetic

38. (Un)Common
Combos
&
FAQ’s