market force - october 2013 cayman workshop
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Market Force
Possible Agenda
3: Styles: Inter-Relationships
1: Introduction 2: Styles: Fundamentals
5: Workshop 4: How to Identify
Get Wired
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
Tools
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.
Get Wired
for ProsperityTM
Possible Agenda
3: Styles: Inter-Relationships
1: Introduction 2: Styles: Fundamentals
5: Workshop 4: How to Identify
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
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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
3: Styles: Inter-Relationships
1: Introduction 2: Styles: Fundamentals
5: Workshop 4: How to Identify
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Creational (Offense)
Control
Influence
Power
Authority
Control
Influence
Power
Authority
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Preservational (Defense)
Offense PRIORIinternational
Defense PRIORIinternational
Creational (Offense)
Preservational (Defense)
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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Creational (Offense)
Preservational (Defense)
Control
Influence
Power
Authority
Control
Influence
Power
Authority
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Thought
Action
Thought v. Action PRIORIinternational
Creational (Offense)
Preservational (Defense)
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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Creational (Offense)
Preservational (Defense)
Control
Influence
Power
Authority
Control
Influence
Power
Authority
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What does it all mean??
Thought
Action
Offensive Thought-Oriented Control Vision
Creational (Offense)
Preservational (Defense)
Control
Influence
Power
Authority
Control
Influence
Power
Authority
PRIORIinternational
What does it all mean??
Thought
Action
Offensive Action-Oriented Influence Velocity
Creational (Offense)
Preservational (Defense)
Control
Influence
Power
Authority
Control
Influence
Power
Authority
PRIORIinternational
What does it all mean??
Thought
Action
Defensive Action-Oriented Power Structure
Creational (Offense)
Preservational (Defense)
Control
Influence
Power
Authority
Control
Influence
Power
Authority
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What does it all mean??
Thought
Action
Defensive Thought-Oriented Authority Quality
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Thought
Action
Creational (Offense)
Preservational (Defense)
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
Creational (Offense)
Preservational (Defense)
Control
Influence
Power
Authority
Control
Influence
Power
Authority
PRIORIinternational
Natural Complements
Opposites attract!
Control
Influence
Power
Authority
Thought
Action
Creational (Offense)
Preservational (Defense)
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
Cross Axis Downside:
• 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
Cross Axis Downside:
• 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
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
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
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
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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Like? Done? Same Styles
Control Control
Influence Influence
Power Power
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Like? Done? Same Styles
Authority Authority
Control Control
Influence Influence
Power Power
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Like? Done? Same Styles
Authority Authority
Control Control
Influence Influence
Power Power
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Like? Done? Same Styles
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
3: Styles: Inter-Relationships
1: Introduction 2: Styles: Fundamentals
5: Workshop 4: How to Identify
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
Step 2 PRIORIinternational
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 2 PRIORIinternational
Competence Sincerity
Step 3 Look and Listen for Primary Trust Concern
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Competence Sincerity
Step 3 Look and Listen for Primary Trust Concern
NOTE: You won’t observe any of this IF you are listening to yourself
(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
NOTE: You won’t observe any of this IF you are listening to yourself
(See Step 1)
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How are they positioning themselves? Observe
Step 5 PRIORIinternational
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
NOTE: You won’t observe any of this IF you are listening to yourself
(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???
PRIORIinternational
Make an Educated Guess and Go! Initiate and Adapt
5-Steps
Which Trust Concern?
What’s Missing?
Their Positioning?
Open Ended 1st Question
Go!
Stop listening to yourself and talking out loud!
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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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Who Sends This Email?
Direct!
Control !
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Who Sends This Email?
Inclusive!
Power !
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Who Sends This Email?
Detailed!
Authority !
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Focus? PRIORIinternational
Possible Agenda
3: Styles: Inter-Relationships
1: Introduction 2: Styles: Fundamentals
5: Workshop 4: How to Identify
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?
$!
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$!
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5-Steps
Which Trust Concern?
What�s Missing?
Their Positioning?
Open Ended 1st Question
Go!
Stop listening to yourself and talking out loud!
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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
Authority PRIORIinternational
Influence
Influence PRIORIinternational
Influence PRIORIinternational
Power
Power PRIORIinternational
Power PRIORIinternational
Control
Control PRIORIinternational
Control PRIORIinternational
We�re Done!
Possible Agenda
3: Styles: Inter-Relationships
1: Introduction 2: Styles: Fundamentals
5: Workshop 4: How to Identify
Wealth and Wisdom
PRIORIinternational
Compass Setting
More Powerful Relationships
Overcoming Adversity Quicker
More Effective Coordination of Action
PRIORIinternational
Three Goals PRIORIinternational
Thank you!
Get Wired
for ProsperityTM
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