Market Force - October 2013 Cayman Workshop

Market Force

Possible Agenda

3: Styles: Inter-Relationships

1: Introduction 2: Styles: Fundamentals

5: Workshop 4: How to Identify

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for ProsperityTM

What is

Prosperity?

Wealth and Wisdom

PRIORIinternational

Your Chief of Staff Use my experience as a 3-time business owner, 10+ years as business coach, along with my law and business degrees, to help individuals and companies solve their most pressing business issues.

!

Who Am I? PRIORIinternational

Market Force is a business execution system that has been used for over 35 years by businesses in numerous industries and around the globe. The Market Force system is both scientifically-based and practical. Its methodology focuses on the mechanics of communication, coordination of action, and interpersonal dynamics – the key components necessary to help people inside of businesses thrive.

Market Force

The beauty of the system is its simplicity: 1.  Easy to learn and use

Provides guidance for dealing with almost any situation.

2.  Rapid adoption Spreads virally creating a common language and common approach to execution.

3. High �stickiness� factor

Users find application day one as well as years later.

Installation

1. Reduce friction and improve team performance

2. Improve accountability and follow through

3. Make more money

Results

Specific Example

108% Higher Average annual increase in revenue for producers who use Market Force vs. those who do not.*

43% Higher Average performance rating (NPS score) for support professionals who use Market Force vs. those who do not.*

*Colliers University 2011 Course Catalog, with data from five previous years.

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Possible Agenda




You$�lose�$your$mind$

PRIORIinternationalConsider

Human

Actual Perceived

Habits

! Stress ! Threat

!  Identity !  Life/Death

!  Unconscious !  Repetitive

When Your Body Takes Over Your

Mind

PRIORIinternationalRelevance?

Your$Survival$Strategy$is$What$You$Use$

When$You$Lose$Your$Mind$

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Prediction

Hibernate

Tolerate

Dictate

Migrate

Under Pressure

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PRIORIinternationalStyles

Control

Power

Influence Authority

Maps are topographical

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PRIORIinternationalNicknames

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PRIORIinternationalTime

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PRIORIinternationalSpeaking

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Trust

Competence Sincerity

Trust? Equal Parts…

Ability to perform

Authenticity of speaking

Trust: Concern Rank Order

1. Competence

2. Sincerity

1. Sincerity

2. Competence

Control and Authority Influence and Power

Golen Rule? What about the Platinum Rule?

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Trust

PRIORIinternationalLiabilities

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Best Spot on the Field? PRIORIinternational

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The Indicator

23 Total Questions •  20 Core Questions •  3 Questions for Tiebreakers

Methodology •  1 Style v. 1 Style per Question •  Limits Pattern Thinking

Request •  Please copy down your raw score.

Possible Agenda




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Creational (Offense)

Control

Influence

Power

Authority

Control

Influence

Power

Authority

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Preservational (Defense)

Offense PRIORIinternational

Defense PRIORIinternational



Are you a Starter or Finisher?

Controls & Influences: Start more projects, generate more leads, than they finish or follow up on. Powers & Authorities:

Won’t start something “unless I know I can and will finish it.”

Control

Influence

Power

Authority

Control

Influence

Power

Authority

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Control

Influence

Power

Authority

Control

Influence

Power

Authority

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Thought

Action

Thought v. Action PRIORIinternational



Control

Influence

Power

Authority

Control

Influence

Power

Authority

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Are you a Thinker or an Actor?

Controls & Authorities: Think first… then act. Influences & Powers:

Act first… then think.

Thought

Action

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Control

Influence

Power

Authority

Control

Influence

Power

Authority

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What does it all mean??

Thought

Action

Offensive Thought-Oriented Control Vision



Control

Influence

Power

Authority

Control

Influence

Power

Authority

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Thought

Action

Offensive Action-Oriented Influence Velocity



Control

Influence

Power

Authority

Control

Influence

Power

Authority

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Thought

Action

Defensive Action-Oriented Power Structure



Control

Influence

Power

Authority

Control

Influence

Power

Authority

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Thought

Action

Defensive Thought-Oriented Authority Quality

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Thought

Action



Offensive Thought-Oriented Control

Offensive Action-Oriented Influence

Defensive Action-Oriented Power

Defensive Thought-Oriented Authority

Vision

Velocity

Value

Quality

Control

Influence

Power

Authority

Control

Influence

Power

Authority

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Control

Influence

Power

Authority

Thought

Action



Control

Influence

Power

Authority

Control

Influence

Power

Authority

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Natural Complements

Opposites attract!

Control

Influence

Power

Authority

Thought

Action



Control

Influence

Power

Authority

Control

Influence

Power

Authority

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Natural Complements

Cross Axis PRIORIinternational

Typically more difficult to create.

Downside: •  Control does not trust Influence. •  Influence feels as though Control is

always telling them what to do. Upside:

•  Control sets a direction and gives Influence latitude to run.

•  Influence learns to run with some direction and input so that their action is targeted.

•  Working together = great offense.

Cross Axis

Ct

In

Pw

Au

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Cross Axis Downside:

•  Influence looks at Power and wants nothing to do with their structure (loss of freedom).

•  Power feels as though Influence is too chaotic for their process.

Upside: •  Influence gets relationships started. •  Power takes the relationship and turns it

into a long-term alliance.

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Ct

In

Pw

Au


•  Power wants to “crank out” a large volume of work (quantity).

•  Authority wants everything perfect (quality). •  Therefore, Powers avoid Authorities.

Upside: •  Powers look for some assistance on editing

and prioritization. •  Authorities back off a bit and give Powers

some latitude to work away. •  Functioning properly = great defense.

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Ct

In

Pw

Au

Defense


•  Control is certain they are right about the future.

•  Authorities are confident they can prove Control wrong with evidence from the past.

Upside: •  Authorities deliver options to Control. •  Controls pull the trigger with some

grounding from the past.

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Ct

In

Pw

Au

Cross Axis PRIORIinternational

Typically more difficult to create.

3

Prosperity Producing Principles

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“Struggle” Principle

Struggle Principle

Each Style tends to struggle the most with

what the next Style clockwise does naturally.

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“Second Most” Principle

Second Most Principle

The Style counter clockwise

is typically each Style�s second most comfortable

Style to their own.

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Control

Power

Influence Authority

The Director 5 Years/Future

Should Ideas

Competency

The Builder Next 90 Days

Have To Replication Sincerity

The Analyzer The Past Ought to Reflection

Competency

The Facilitator Right Now

Could Relationships

Sincerity

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Hibernate

Tolerate

Dictate

Migrate

Ultimate Strategy

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Control

Power

Influence Authority


Should Ideas

Competency




Competency


Could Relationships

Sincerity

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Hibernate

Tolerate

Dictate

Migrate

Ultimate Strategy

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Control

Power

Influence Authority


Should Ideas

Competency




Competency


Could Relationships

Sincerity

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Hibernate

Tolerate

Dictate

Migrate

Ultimate Strategy

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Control

Power

Influence Authority


Should Ideas

Competency




Competency


Could Relationships

Sincerity

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Hibernate

Tolerate

Dictate

Migrate

Ultimate Strategy

apriori Principle

The Style counter clockwise

is typically each Style�s second most comfortable

Style to their own.

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Control

Power

Influence Authority

Dictate The Director

5 Years/Future Should Ideas

Tolerate The Builder

Next 90 Days Have To

The Work

Hibernate The Analyzer

The Past Ought To

Efficiencies

Migrate The Facilitator

Right Now Could

Relationships

Prosperity Principle

Prosperity Principle

Moving clockwise is counter-intuitive and

produces prosperity.

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Control

Power

Influence Authority

Dictate The Director

5 Years/Future Should Ideas

Tolerate The Builder

Next 90 Days Have To

The Work

Hibernate The Analyzer

The Past Ought To

Efficiencies

Migrate The Facilitator

Right Now Could

Relationships

With Like Style PRIORIinternational

Control Control

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Like? Done? Same Styles

Control Control

Influence Influence

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Control Control

Influence Influence

Power Power

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Authority Authority

Control Control

Influence Influence

Power Power

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Pop Quiz!

Authority? Influence? Power? Control? PRIORIinternational

I know!

I object!

What do we have to do?

Let’s go!

Authority? Influence? Power? Control? PRIORIinternational

PRIORIinternationalAuthority? Influence? Power? Control?

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Possible Agenda




What will be your “methodology” for identifying Styles?

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Practice, Practice, Practice

Practice, Practice, Practice If you stop, it all goes away.

Most Critical

5-Step Methodology PRIORIinternational

Stop talking out loud and listening to yourself!

Observe

Step 1 PRIORIinternational

Ask Open Ended First Question Observe and Listen


Calculated (pensive)

Restless (can�t sit still)

Affable (gregarious)

Withdrawn (arms crossed)

Big picture and ideas

The present and relationships

The work that needs to be done

A historical perspective

CONTROL

INFLUENCE

POWER

AUTHORITY

Body Language Their Focus

NOTE: You won’t observe any of this IF you are listening to yourself

(See Step 1)

Style



Step 3 Look and Listen for Primary Trust Concern

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Step 3 Look and Listen for Primary Trust Concern


(See Step 1)

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C

I

P

A

C

I

P

A

C

I

P

A

C

I

P

A

Step 4

Look for What’s Missing Remember: Struggle = Next Move

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C

I

P

A

C

I

P

A

C

I

P

A

C

I

P

A

Step 4


(See Step 1)

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How are they positioning themselves? Observe


Step 5

You should

We could

We have to

They should have

In charge (director)

Relationship person (facilitator)

Go-to person (builder)

Protector of quality (analyzer)

CONTROL

INFLUENCE

POWER

AUTHORITY

Speaking From Their Position Style

How are they positioning themselves? Observe

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Step 5

You should do this

We could

We have to

They should have

In charge (a director)

Relationship person facilitating success

Go-to person getting it all done

Behind the scenes protecting quality

CONTROL

INFLUENCE

POWER

AUTHORITY

Speaking From Their Position Style


(See Step 1)

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5-Steps

Which Trust Concern?

What’s Missing?

Their Positioning?

Open Ended 1st Question

Stop listening to yourself and talking out loud!

What’s missing???

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Make an Educated Guess and Go! Initiate and Adapt

5-Steps


What’s Missing?

Their Positioning?


Go!


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Sometimes…

you must look for signs.

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Signs Include Dress

Job Title

Writing

Body Language

Speaking

Perspective

Office

Car

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The Advantage

of Observation Practice, Practice,

Practice

Office?

Inclusive Busy

!Personal, Fun

!

Stylish Driven

!

Functional Impersonal!

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Body Language? Affable,

Gregarious !

Calculated, Pensive!

Withdrawn, Arms

Crossed!

Restless, Can�t Sit

Still !

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Job?

Operations

Analytics

Creativity

Strategy

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Positioning?

In charge!

Go-to Relationship Person

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Adjectives?

Skeptical Conventional Organized!

Adventuresome Impulsive Intuitive

Practical Loyal Dependable

Rational Determined Systematic!

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Car?

�Busy, busy!�!

�Look at me�!

�A penny saved…�! �I feel a need…�!

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Pace?

Demanding!

Deliberate!

Fast!

Harried!

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Decisions? Methodical, careful (process of elimination)

!Decisive and adamant (�this is the way�)

!Impulsive and spontaneous (changes daily)

!Accommodating (�let me talk to my team�)

!

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Who Sends This Email? Scattered

!

Inclusive !

Direct !

Detailed !

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Who Sends This Email?

Scattered!

Influence !

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Direct!

Control !

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Inclusive!

Power !

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Detailed!

Authority !

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Focus? PRIORIinternational

Possible Agenda




Story Time

Mindset:

Not just understanding Styles, but learning

how to think in regard to Styles

�Attack Sheet�

4 Steps

Step 1

CONTROL

INFLUENCE

POWER

AUTHORITY

What Style? PRIORIinternational

Step 1

CONTROL

INFLUENCE

POWER

AUTHORITY

What Style?

$!

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5-Steps


What�s Missing?

Their Positioning?


Go!


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Step 2

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Step 2

What is the Situation?

POWER

CONTROL

INFLUENCE

POWER

AUTHORITY

CONTROL

Style

First meeting

Breakdown

Deal is over

Trying to close

Presenting to

How to work with

Situation STEP 2 STEP 1

The Situation? PRIORIinternational

Step 3

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Step 2

What is my Goal? PRIORIinternational

Strong first impression

Get back on track

Set up for next deal

Close

Best setting

Address their concerns

POWER

CONTROL

INFLUENCE

POWER

AUTHORITY

CONTROL

Goal/Concern Style

First meeting

Breakdown

Deal is over

Trying to close

Presenting to

How to work with

Situation STEP 2 STEP 1

The Goal?

WHY?

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STEP 3

Prediction

Step 4

Engage! PRIORIinternational

What are my Tactics?

Focus on their big picture

Ask them questions

Create a menu of options

1. Sincerity 2. Competence

First Impression

Principle: Come along side, then

focus on making their hard work pay off.

CONTROL

POWER

Style

Breakdown/ Back on Track

First meeting

Situation STEPS 2/3 STEP 1

The Situation?

Tactics STEP 4

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Go!

What Style am I dealing with?

What is my Style?

The Situation?

Select Don�t Know

Short �Test�

Tactics for that Style in that situation.

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Application Exercise

Authority

Authority PRIORIinternational

Influence

Influence PRIORIinternational

Power PRIORIinternational

Control

Control PRIORIinternational

We�re Done!

Possible Agenda




Wealth and Wisdom

PRIORIinternational

Compass Setting

More Powerful Relationships

Overcoming Adversity Quicker

More Effective Coordination of Action

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Three Goals PRIORIinternational

Thank you!

Get Wired

for ProsperityTM

Market Force - October 2013 Cayman Workshop

Business

Transcript of Market Force - October 2013 Cayman Workshop