|
|||||||
|
|||||||
|
Finding Gold
Who Are the Creative Professionals?
By Michael Lovas
February 1, 2002
The woman on the right derives great joy from her mental and
physical activities. She is a Red. She's also known as Creator,
Artisan, Expressive, Influencing, Strategizer, Artist, Sanguine,
Artisan, Aesthetic.
The Red has several horizontal or parallel lines across her forehead from raising her eyebrows in excitement and saying, "Wow!" She is expressing interest and excitement. I call them the "Roy Rogers lines." The actor/comedian, Chris Rock, has this face.
Look at these faces. Is there any question that these people will deliver something unexpected? In a meeting, they surely gesture boldly and expressively with their hands and use their many voices like musical instruments.
She values creative solutions and craves attention. She has a
short attention span and tends to act impulsively. Show her a
spreadsheet and her eyes will probably glaze over. She'll be easy
to motivate; just compliment her creativity and make her feel as
though she's the center of attention. And she'll follow you
anywhere if you laugh at her jokes.
That's a two-way street. Typically, when a Red makes a presentation to you, it will be one you won't soon forget. Here's an example: two years ago, I delivered a one-hour presentation to the Central California Association of Health Underwriters. A few months ago, they called me and invited me to deliver the main keynote at their annual conference. The person calling said that the board of directors is still talking about how much fun the first presentation was, and they want me to come back and do it again!
Walking into a Red's office will show you one of the most
disorganized environments on the planet. That's because
to a Red, organization is a need, not a want, and the Red is driven by wants. She is also probably a visually oriented person. That means she has to see what she's working on. Files can't be in a drawer in a cabinet because they're not in
sight. For Reds this is true: out of sight, out of mind. If you're making a presentation to
her, keep everything in plain view.
On the practical side, this person will look for creative ways to use established procedures. This sometimes upsets traditionalists. If she finds a difficult procedure, she'll likely invent an easier way to do it. She'll invent new procedures to improve every system, but she won't want to follow them. Reds reject ideas that most people would pay a fortune for. She'll simply see the flaws in them and quickly see the solutions. These people display these values:
- Freedom
- Physical Movement
- Connection
- Self-Expression
- Courage and Boldness
- Variety
- Creativity
Relevance in sales
Reds are superb communicators. Because most sales and marketing literature is written in "fluff-talk," Reds will be disgusted and begin to edit your brochures as they read them. Making a presentation to them requires you to hold their attention. That's often a daunting task, as Reds will automatically begin to think of ways to improve on your performance. Use visuals and keep it lively. Continue to remind them how your product is relevant to them.
Relevance in management
Reds tend to be proactive. They don't like to waste time
and they are uncomfortable when forced into a passive role.
So, give them something interesting or challenging to do.
Whether they're trouble-shooting, inventing solutions, or
creating new alternatives to business situations, the Red
will always add a different twist. If your firm requires
employees to follow specific procedures to the letter - don't
hire Reds; you may get more than you bargained for. If
you look for better ways to do things, more effective
procedures - hire Reds and give them the freedom to do
what they do best. Chances are, no one else in your
company will be able to do that kind of job.
Reds possess some or all of these characteristics:
- Bold and imaginative
- Positive attitude
- Kinesthetic
- Visual
- Creative
- Excellent communicator
- Needs variety
- Introspective & reflective
- Improvisational
- Spontaneous
- Fun loving
- Non-judgmental & open-minded
- Focuses more on broad concepts than on specific facts
- Adventuresome
- Risk taking
- Resilient; great endurance
- Seeks purpose in their lives
- Flexible & adaptable
- Inspiring
Combinations
If he has the Roy Rogers lines on his forehead, but his eyes show control instead of passion, then you're looking at someone who enjoys power and wears it naturally. The combination of control and creativity is often found in entrepreneurs, as well as the upper ranks of the military or law enforcement.
If he has compassion lines around his eyes, then you'll be looking at one of the most amiable people you'll ever meet. This is likely to be a self-development coach or consultant. If he has a vertical line between her eyebrows, then you'll be looking at one of the deepest creative thinkers alive. He is probably a writer, keynote speaker and maybe an author.
MICHAEL LOVAS is the author of ten books, three columns, and a thousand articles on Professional Credibility and the Psychology of Communication in the financial industry. He's the co-founder of AboutPeople and the founder of Credibility Marketing.
Michael speaks at conferences and seminars in Canada and the US. He is an inspiring trainer and coach who helps advisors improve their businesses. He holds three prestigious certifications: Licensed Master Practitioner of Neuro-linguistic Programming (NLP), Licensed Trainer of NLP; and Clinical Hypnotherapist. They make Michael an expert at helping financial professionals succeed at a higher level by building more meaningful business relationships.
AboutPeople Books:
- (NEW) Questions Are the Answer! - A guide for using questions effectively in sales conversations
- (NEW) Axis of Influence! - How credibility & likeability intersect to drive success!
- (NEW) Words that Sell - The language of psychological marketing & selling
- Face Values - How to read people and connect with them in less than 3 minutes!
- The Boomer Report - The financial advisor's guide to understanding the boomer mind
- Presentation Magic - How to gain a psychological advantage in your seminars and sales presentations
- The 5 Levels of Rapport - How to create a meaningful connection with people who are important to you
- Magnetic Connections - Consultative selling for financial professionals
- IDENTITY - How to create and deliver the most important statement of your business life
- Inside the Mind of the Senior Market
- Beyond Wave Marketing - How to add credibility to your relationship marketing
Find AboutPeople books at: www.aboutpeople.com
Michael Lovas, C.Ht.
AboutPeople
(509) 465-5599
1503 E. Riverview Dr.
Colbert, WA 99005
www.aboutpeople.com
