The document provides tips and information for effective communication and building rapport. It discusses listening actively, understanding different communication styles, matching another's communication style, finding others' values, and caring for others to distinguish yourself. The key is to communicate effectively by understanding different styles and finding what is important to others.

1. What’s Love got to do with it? Maximizing your communications with clients

2. Harvard Retention Study Listening Actively participate Take notes Ask questions Have FUN! “ Learning is remembering” -Socrates- 10%- 20 % 20%-80% 100%

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4. What’s Love got to do with it? Maximizing your communications with clients You have to love yourself Care Deeply for others Communicate Effectively

5. Commitments for Tonight Have fun Stretch yourself Play full-out Respect each other Play team

6. How’s Your Energy Level? -Exercise- Around the room

7. What is Communication? How do we Communicate initially? How do you impart your thoughts on others? The imparting or interchange of thoughts, opinions or information by speech, writing or signs (5. Feelings)

8. Face-to-Face Communications Words Voice qualities Physiology-Body Language 7% 38% 55%

9. WORDS Little or no meaning Need help

10. WORDS “You look nice, Erika” “Erika, you’re so incredibly gorgeous. Your hair is fabulous and the color of your dress makes your eyes stand out like blue sapphires!”

11. Voice Qualities Intonation Inflection

12. INTONATION & INFLECTION You just won an all-expenses-paid trip to Hawaii for two.

13. Be Congruent What you Say Matches how you feel and what you are saying on the inside People BELIEVE You The perception is that you are HONEST

14. BODY LANGUAGE Facial expression Posture Gesticulation

15. Different Personalities Types Communicate Differently Psychologically speaking There are four groups Carl Jung’s Type Theory

16. I-Speak Your Language Assessment by Thompson/DBM

17. SENSOR FEELER THINKER INTUITOR

18. Four Dimensions of Observable Behavior Assertiveness Responsiveness People Tasks

19. “ Tendency to express Convictions with Confidence or Force” Assertiveness

20. Responsiveness “ Tendency to show emotions” R e s p o n s i v e n e s s

21. The “I-Speak” Model By Combining Scales produces 4 Behavior Style Patterns

22. Behavior Styles Under Favorable Conditions People in In Their “ Comfort Zone ” It also shows the shift

23. “ Social” specialists Strategist Uninhibited Future oriented “ INTUITORS” R e s p o n s i v e n e s s High (Direct) High (Open) Assertiveness

24. “ SENSERS” “Control” specialists All about action Now - oriented R e s p o n s i v e n e s s Assertiveness High Forcefulness Low (emotion )

25. “ Thinkers” “ Fact” specialists Very curious & cautious Present,Past and Future Analyze Everything R e s p o n s i v e n e s s Assertiveness Low (Indirect) (emotional) Low

26. Feelers “ People” Specialists Relationship & Security Conscious “ You” Oriented R e s p o n s i v e n e s s Assertiveness Low ( Indirect ) High (emotion)

27. (Closed) Low R e s p o n s i v e n e s s Assertiveness Low (Indirect) High (Direct) High (Open)

28. We Are All of These We have preferences People like to be with others like themselves

29. What is your Preference? -Exercise- I-Speak Your Language

30. Rapport Building How Important Is It To:

31. How important is Rapport To: Influencing decision makers? Managing people/teams? Leading/motivating workers? Getting an interview? Getting your clients to do as you say?

32. Ways to Build Rapport With People 1. Bring up mutual interest. (weather) 2. Give a gift. 3. Give a referral. 4. Tell them a story. 5. Insult them! 6. Give them a sample of what’s coming. 7. Give them a compliment. 8. Make a startling statement. 9. Be of service. 10. Listen.

33. Using Modalities to Build Rapport

34. Using Modalities to Build Rapport Visual Auditory Kinesthetic

35. Using Modalities to Build Rapport Visual Can you Picture this? Let’s take a closer Look. I See what you mean. That gives me a good Preview. Can you Clarify that?

36. Using Modalities to Build Rapport Auditory I Hear You! Sounds Good to me. Let’s Talk more about that. I’m in tune with that. That speaks to me.

37. Using Modalities to Build Rapport Kinesthetic That feels good to me. I cant’ get a handle on that. This is weighing on me heavily. I have got to get better grasp on this. This speech is making me uncomfortable.

38. Other Components of Rapport Voice Pitch Pace Tonality Accents Volume Vocabulary

39. Other Components of Rapport Physiology Posture Hand gestures Proximity Touch Eye contact Breathing

40. Matching and Mirroring When people are like each other, they tend to like each other. When people are not like each other, they tend not to like each other.

41. Matching and Mirroring -Exercise-

42. Pick A Partner 3 questions: use matching and mirroring Where did you grow up? What do you love about your job? Something shocking about yourself?

43. “ Before We Can Influence, We Must First Be Influenced”

44. What Are You Passionate About? -Exercise- Eyes/tension/stance/tone/sounds/gestures

45. Values Are “Emotional States” We Believe Are the Most Important for Us to Experience or Avoid!

46. Knowing Their Values How do you find peoples values? Ask 2 questions

47. How Do You Find Peoples Values 1. What’s most important to you in________? Business Life A relationships Your job

48. How Do You Know When Those Values Are Being Met? 2. What has to happen in order for you to feel_______?

49. Example What’s most important to you in this position? Ans .: Finding someone with the right skills. What has to happen in order for you to feel you are hiring someone with the “right skills”? Ans .: They have to be a good fit . I’m curious, what has to happen in order for you to know that they are a “good fit”? Ans .: They must be able to work autonomously with very little structure and meet the milestones as outlined in our strategic plan.

50. What does love have to do with it? Love Thyself/focus on Others Communicate Using Their Style Care Deeply for others-You will distinguish yourself from the pack

51. Parting words Life is a journey Don’t achieve to be happy Life is short Practice continuous learning Practice what you preach Give more than you receive

52. Shifting Your results from Good to Great. Because even Michael Jordan gets distinctions from his coach