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Note: Take the simple survey at the end of this article and see how much Decision-Maker you have in your mind.  See the woman on the left? Would you walk into her office
and start chatting about the traffic or the weather? Would you try to engage her
in chit-chat in an attempt to build trust? No. She'd call security to escort you
out of the building. She is a Gold. The various other Personality Type programs call
her a Decision-maker Guardian, Driver, Dominant, Organizer, Leader, Choleric, or
Economic. As you can tell from the names, these people have no time for idle chit
chat. I use the term "Decision Maker" simply to give you an idea of how these people filter information and make decisions. But, such terms carry a value judgment, so let's avoid that and use the color Gold. You can remember the color more easily and it circumvents the prejudice. I've met many advisors who fall into the Gold category. They are amazing people. Let's talk about how to spot them. The Gold probably has no lines on his forehead. That's because he is a walking, talking evaluation machine. The actors Keaneau Reeves and Uma Thurman fit this profile. There's plenty going on in their heads, but their faces don't show much (if any) emotion. They have the look of always being calm, cool and collected. Many of Hollywood's other stars also have this profile. Interestingly, many of the character actors don't fit this profile. Picture Jack Nicholson and Gene Hackman. Notice the lines? Some Golds show their judging capability in their eyebrows. A person who raises a single eyebrow is a person who probably assesses people, things and situations on a regular basis. That would cause the muscles that raise that eyebrow to become stronger and more dominant. Notice the folds of skin above this eyebrow. That's a Gold, a Decision-maker. A Gold is a person who loves comparing value and then making a decision based on it. If you can draw a straight line from initial fact to ultimate decision, you can understand how the Gold focuses his energy. If you can then draw a few lines shooting off to the side, that's where the Gold files anything that's not directly related to the decision making activity. He is very conservative and never takes any more than the tiniest of calculated risks. If you say, "New concept in financial products" or "developing markets," you'll upset his sensibilities. That's also a quick way to break any rapport you might have developed. There are people who have goals - and then there are the Decision makers. They live and breathe goals, deadlines, benchmarks, ROI, supply-chain efficiency and the bottom line. If you can't deliver or operate effectively under that kind of scrutiny, don't try to work with or sell to these people. As you look at the photos of Gold, think of these people doing all of their expressing inside their heads. They are like machines that have been designed, built and programmed to take in essential information and make quick, calculated decisions based on that information. What you won't find them doing is taking a chance. They're great "in the box" thinkers, so they follow the established ways, adhere to the company model and won't usually "wing it," or improvise. These people display these values:
Relevance to sales
and management
Combinations. Michael
Lovas Face Values Instructions:
Michael Lovas is the president of AboutPeople - a firm that uses Psychological Language Patterns to develop marketing programs. He also teaches advisors how to use common-sense psychology to help them build trust with A-level target markets. He works with professionals in the US, Canada, England, Australia, Holland and Belgium. Michael is a Master Practitioner of Neuro-linguistic Programming. He is well known to insurance and financial professionals for his lively keynotes and seminars. He is also the author of two books on using psychology in marketing and sales: Beyond Wave Marketing and the new workbook/disk set Face Values - how to read people and motivate them in 3 minutes. |
If there are asymmetrical lines in his forehead, they represent the
"V" of disapproval. The person on the right has the horizontal lines of
a Red, but the inverted "V" between his eyebrows shows worry, probably
from being a perfectionist. Since nothing is ever perfect, he feels displeasure and
expresses it on his face.