   ,*APT] ,SEV53 ,HI< ;,S ,BASIC
             ,BUILD+ ,/YLE

    ,! ,HI< ;,S ,Z ,AN ,9DEP5D5T ,BUSI;S
    ,[N]
  ,H[ DOES A /1DY1 /A#1 SUPPORTIVE1 S]V+
;,S SEE _! ,,IBO BUSI;S8 ,! SAME WAY !Y
SEE "EY?+ ELSE3 X IS A GR\P ( P !Y C
SUPPORT 6H A GRT BUSI;S 6%>E4
  ,? SYMBOL %[S A PLUS & M9US SIGN
6REPRES5T ! ABIL;Y (! HI< ;,S 6D M OR
LESS :AT !Y NE$ 6D 6GIVE _! SUPPORT =
3T9U$ H>MONY AM;G P4 ,! HI< ;,S IS P-
ORI5T$1 B RES]V$4 ,:ILE AN ;,I T5DS 6BE
A 8"H ,I AM60 K9D ( P]SON1 AN ;,S IS A
8"H WE >E60 TYPE4 ,!Y LOVE _! HOME &
FAMILY1 & SEEK A /1DY & /A# 5VIRON;T =
"EY"O 6%>E4
  ,!Y PRIM>ILY VIEW _! BUSI;S Z A GR\P (
P 5JOY+ CLOSE REL,N%IPS & %>+ WOND];L
"TS TGR4 ,X 0 PROBABLY A SU3ESS;L ;,S :O
F/ SD1 8,EV5 IF "! 7 NO M"OY 6BE MADE 9
? BUSI;S1 ,I WD / 2 9 X =! FRS40 ,A
SU3ESS;L PROBABLY RESPOND$1 8,EV5 IF "!
W]5'T ANY FRS1 ,I'D / 2 9 X =! M"OY60
,WE M/ ALL REMEMB] T BO? >E NE$$ =
SU3ESS 9 ? BUSI;S6
  ,NATURAL TIMID;Y C 2 A /RU7LE =! HI<
;,S 2C !Y D N WANT O!RS 6FEEL T !Y >E
PU%Y4 ,! HI< ;,S MAY NE$ 6REMEMB] H[ M*
!Y APPRECIAT$ ! P]SON :O %[$ !M !
BUSI;S1 S T !Y W FEEL -=TA# %>+ ! PLAN )
O!RS4
  ,Y MAY H HE>D SU3ESS;L BUSI;S C\PLES
SAY T "O SP\SE 8GETS P 9 ! BUSI;S0 &!
O!R SP\SE 8KEEPS !M IN4 ,(T5 !Y M1N T !
\TGO+ "O IS GD AT /IRR+ UP 5?USIASM 9
NEW ,9DEP5D5T ,BUSI;S ,[N]S1 :ILE ! O!R
IS GD AT L;G-T]M REL,N%IP ISSUES & C
SMOO? OV] (F5SES & 4APPO9T;TS AL;G !
WAY4 ,! LATT] IS ! /R5G? (! HI< ;,S 9 !
BUSI;S4 ,X IS EASY = "S 6OV]LOOK OR
"UVALUE ^! G5TLE SKILLS1 B "S"O )A W>M1
QUIET DEM1NOR 2COMES A TRU/$ FRI5D
"EY":4 ,:5 "S"O IS A FRI5D (! HI< ;S1 !Y
MAY NATUR,Y EXPECT TOO M* HELP F !M4 ,!
HI< ;,S C KEEP _! REL,N%IPS M BAL.ED :5
!Y RECITE _! SECRET ,TIP3 DON'T 2 AFRAID
6SAY 8,NO1 :AT DIDN'T Y "U/&804
  ,REL,N%IPS RE,Y C KEEP P 9 ! BUSI;S AT
"TS :5 _! DR1M IS D1D & _! VI.N IS HAZY4
,(T5 ! HI< ;,S C GIVE M OR LESS :AT X
TAKES 6KEEP !M 9 ! BUSI;S4 ,"! >E HI<
;,S ,9DEP5D5T ,BUSI;S ,[N]S :O SELDOM %[
! PLAN1 B FAI?;LLY ATT5D ALL ( _!
UPL9E'S EV5TS 2C !Y 5JOY ! GD FEEL+ (
GETT+ TGR ) POSITIVE P4 ,/R;G PRESSURE
6PRODUCE RESULTS MI<T PU% !M AWAY4 ,B :5
!Y >E WELCOM$ & 5C\RAG$ 6GR[ AT _! [N
PACE1 !Y C A3OMPLI%1 TOO4 ,!Y MAY A*IEVE
= A6IRM,N F _! UPL9E1 R ?AN =! M"OY
E>N$4 ,= ^! SL[]-PAC$ P1 ? AXIOM IS
ESS5TIAL3 ,GIVE YRF "T 6SU3E$4 ,"! >E _M
HI<LY SU3ESS;L ,9DEP5D5T ,BUSI;S ,[N]S
:O H A HI< ;,S P]SONAL;Y /YLE1 PROV+ T
8IF Y C BUILD A REL,N%IP1 Y C BUILD A
BUSI;S40

    ,*>T3 ;,S ,TYPES ,>E
,SWEETE/ ,P ,9 ,! ,_W
,EASILY ,MANIPLAT$
,LOYAL ,FRS
,T1M ,PLAY]S
,POOR ,/>T]S
,GRT ,F9I%]S
                               BE
  ,Z WE LE>N H[ 6 SPONSOR ) ,/YLE1 ,DR4
,ROHM %>ES ! MA9 TRAITS ( HI< ;,S TYPES
9 ! BUSI;S4 ,? DETAIL$ DESCRIP;N ( EA*
TRAIT MAY 2 A GD MOTIVATOR = Y OR ANO!R
HI< ;,S ,9DEP5D5T ,BUSI;S ,[N]4
  ,SWEETE/ ,P ,9 ,! ,_W3 ,LOOK+ 96! EYES
(A HI< ;,S W %[ Y :AT SWEET RE,Y M1NS4
,! HI< ;,S NE$S ! A6IRM,N ( O!RS & SEEKS
X 02+ SUPPORTIVE4 ,I _! BUSI;S !Y W
SUPPORT & C>E = EA* ( _! ,9DEP5D5T
,BUSI;S ,[N]S4 ,EA* "O 9 _! ORGANIZ,N W
FEEL T !Y >E S* NICE P4
  ,EASILY ,MANIPULAT$3 ,"O (! BI7E/
/RU7LES =! HI< ;,S ! BUSI;S1 Z 9 LIFE1
IS T !Y >E EASILY MANIPULAT$4 ,!Y >E
P]SUAD$ 6D ?+S 6KEEP H>MONY :5 !Y RE,Y D
N WANT 6D !M4 ,H>M;L RESULTS 6_! BUSI;S
OR O!R P UPSET !M M ?AN ! 4H>MONY (
REFUSAL 9 ! 2G9N+4
  ,LOYAL ,FRS3 ,IF Y "E WANT$ A GD FR1 Y
W F9D "O 9 A HI< ;,S4 ,!Y W 2 V LOYAL 6P
9 ! BUSI;S & 6US+ ! PRODUCTS4
  ,T1M ,PLAY]S3 ,!Y W SEE ! BUSI;S Z A
HUGE T1M ( P ": !Y >E S HAPPY 6BE
9CLUD$4 ,Z !Y SPONSOR 9DIVIDUALS1 !Y W
G5TLY DRAW !M 96! T1M &! B5EFITS ( 2+
9CLUD$4
  ,POOR ,/>T]S3 ,! HI< ;,S W HESITATE
6/>T ANY?+ NEW1 ESPECI,Y 9 BUSI;S1 UNTIL
!Y FEEL -=TA# T GD RESULTS >E PREDICTA#4
,!Y W 2 3C]N$ AB 2+ REJECT$ OR =FEIT+ A
FR4
  ,GRT ,F9I%]S3 ,EV5 ?\< !Y >E POOR
/>T]S1 !Y >E GRT F9I%]S4 ,X MAKES !M
FEEL UNEASY :5 "! >E _M UN=FILL$
PROMIESE4 ,!Y VALUE _! R\T9E1 & :5 !Y
-MIT 6! BUSI;S1 !Y W 3T9UE :5 O!RS GIVE
UP4
  ,D Y H A FEEL =! /R5G?S (! HI< ;,S
P]SONAL;Y8 ,!Y >E TRULY /1DY P 9 !
BUSI;S6 ,"U/&+ :AT ;,S DON'T L W %[ U
TRAITS T C MAKE ! BUSI;S A R1L /RU7LE =
!M4

    ,*>T3 ,:AT ;,S ,TYPES ,DON'T ,L
,9S5SITIV;Y
,6 ,BE ,YELL$ ,AT
,MIS"U/&+S
,S>CASM
,SURPRISES
,2+ ,PU%$

  ,LET'S REVIEW EA* >EA & H[ X RELATES
6! BUSI;S3
  ,9S5SITIV;Y3 ,O!R M TASK-ORI5T$ /YLES
MAY N R1LIZE T _! AC;NS H HURT O!R P4 ,?
C (F5D ! HI< ;,S1 :O W ALW 2 S5SITIVE
6H[ ,,IBOS1 PROSPECTS1 & FAMILIES >E 2+
TR1T$4 ,2C !Y HATE 3FRONT,N1 ! HI< ;,S
MAY N"E SAY ANY?+ 6! (F5D]1 B MAY TRY
6-=T ! O!R P]SON4 ,Z A GR\P GR[S1 !Y W
3TRIBUTE A K9D;S T W KEEP P 9 ! BUSI;S4
  ,6 ,BE ,YELL$ ,AT3 ,O!RS MAY 2
FRU/RAT$ 0! SL[1 /1DY1 PACE (! HI< ;,S4
,I _! FRU/R,N1 O!R TYPES MAY TRY 6PU%1 !
HI< ;,S 0YELL+ AT !M4 ,3FLICT &
4AGREE;TS CAUSE ! ;,S 6%UT D[N & W N"E
MOTIVATE !M4 ,:5 O!RS 9 ! BUSI;S MAY 2
QK 63FLICT1 ! HI< ;,S C HELP O!RS F9D
H>MONY ) _! SUPPORT & CALM ATTITUDE4
  ,MIS"U/&+S3 ,!Y HATE MIS"U/&+S 2C !Y
NE$ "EY"O 9 ! BUSI;S 6"U/& EA* O!R & "W
9 H>MONY4 ,!Y W 3T9UE EF=TS 6MA9TA9
H>MONY "? "U/&+4
  ,S>CASM3 ,S9CE !Y WANT "EY"O 6L EA*
O!R1 !Y W N WANT S>CASM 6HURT _! FRS1 :O
>E ALL ! MEMB]S ( _! ORGANIZ,N4
  ,SURPRISES3 ,DON'T ?9K T SURPRISES W
EXCITE ! HI< ;,S4 ,!Y W N A3EPT *ANGES
QKLY OR )\T "S PA9 ( ADJU/;T4 ,*ANGES 9
! CORPORATE APPROA*1 OR %[+ ! PLAN
DI6]5TLY1 W CAUSE /RESS 9 _! LIVES UNTIL
!Y FEEL T ! NEW WAY IS FRI5DLY & C 2
TRU/$4
  ,6B PU%$3 ,2C !Y >E EASILY MANIPULAT$1
Y MAY ?9K T ! HI< ;,S CD 2 EASILY PU%$
>.D4 ,!Y MAY 2 MANIPULAT$ EASILY 6KEEP
H>MONY OR HELP "S"O1 B IF Y TRY 6*ANGE
_! R\T9E QKLY1 !Y C 2COME V QUIETLY
/U2ORN & RESI/ YR SPE$ OR ANY *ANGE AT
ALL4
  "U 3TROL ! HI< ;,S IS /1DY 9 ! BUSI;S4
,T /R5G? PU%$ 6AN EXTREME GOES \ (
,3TROL & C D F.D,NAL DAMAGE 9 BUSI;S4
,EA* P]SONAL;Y /YLE HAS /R5G?S T C S]VE
!M B ^? SAME TRAITS \ ( 3TROL C 2 V
H>M;L4 ,LET U SEE H[ ! "U 3TROL & \ (
3TROL HI< ;,S RELATES 6! BUSI;S4
    ,*>T3 ;,SS ,"U ,3TROL ,& ,\ ,(
    ,3TROL
,RELAX$ """"""""""""""""""""""" ,HESIT,N
,RELIA# """""""""""""""""""""" ,DEP5D5CY
,COOP]ATIVE """""""""""""""" ,MANIPULAT$
,/A# """""""""""""""""""""""" ,9DECISIVE
,GD ,LI/5] """""""""""""" ,UNCOMMUNATIVE
,S+LE-M9D$ """""""""""""""""""" ,9FLEXI#
,/1DFA/ """""""""""""""""""""" ,RESI/ANT
,S(THE>T$ """""""""""""""""" ,MANIPULAT$
,SY/EMATIC """""""""""""""""""""""" ,SL[
,AMIA# """"""""""""""""""""" ,MANIPULAT$
                99 99 99
  ,RELAX$3 ,_! RELAX$ & EASYGO+ /YLE W
BR+ /ABIL;Y & =T 6! ORGANIZ,N4 ,I _!
HESIT,N1 !Y C 2-E ,9ITIATIVE & LET _M
OPPORTUNITIES PASS BY4
  ,RELIAA#3 ,AT E FUNC;N & MEET+1 !Y >E
RELIA# 6BE = Y4 ,!Y W ALW D :AT !Y SAY
!Y W D = Y4 ,2C !Y NE$ YR A6IRM,N1 !Y
MAY 2COME ,,DEP5D5T Y & O!RS & SL[ !
GR\P D[N4
  ,COOP]ATIVE3 ,:5 ! HI< ;,S C>ES = Y1
!Y >E V COOP]ATIVE 6HELP ANY": Y NE$ _!
HELP4 ,6HELP Y1 !Y MAY SACRIFICE _! [N
NE$S & C 2 ,A 8,,SUCK]0 & LET O!RS TAKE
ADVANTAGE ( _! GD NATURE4
  ,/A#3 ,! HI< ;,S BR+S /ABIL;Y 6!
ORGANIZ,N 2C !Y APPRECIATE ! SU3ESS (A
PROV5 R\T9E4 ,!Y >E -=TA# ) ?+S T /AY !
SAME 9 ! BUSI;S & W REM9D ! O!R /YLES
6?9K AG 2F MAK+ A *ANGE4 ,!Y C 2
,,9DECISIVE AB *OOS+ *ANGE EV5 :5 X W
MAKE ! BUSI;S GR[4
  ,GD ,LI/5]3 ,EA* "O 9 _! GR\P W
APPRECIATE :AT A GRT LI/5] ! HI< ;,S IS4
,!Y W GIVE _M H\RS SUPPORT+ & C>+ =
O!RS4 ,EV5 ?\< !Y D S M* LI/5+ !Y C 2
,,UNCOMMUNICATIVE AB H[ !Y FEEL1 ?9K+ T
_! SITU,NS >E N Z BAD Z O!RS S "! IS NO
NE$ 6TALK AB !MVS4 ,!Y C 2 LEFT C>RY+ _!
[N BURD5S &! BURD5S (! RE/ (! _W4
  ,S+LE-M9D$3 ,ONCE A BUSI;S SY/EM OR
ME?OD HAS BE5 A3EPT$ 0! GR\P1 !Y W 2 V
TRUE & FAI?;L 6! SY/EM2 O!R ID1S OR
ME?ODS MAY 2 PRES5T$ B !Y W REJECT !M4
,!Y C 2 ,,9FLEXI# AB TRY+ NEW 3CEPTS T
CD RE,Y B5EFIT !M4
  ,/1DFA/3 ,Y MAY 2 R1DY 6SKIP 6! NEXT
*APT] ( ? BOOK1 B ! /1DFA/ ;,S IS -=TA#
AT ? PO9T & W F9D 9SI<TS T Y MAY MISS6
,!Y W 2 FIRM 9 US+ TRI$ & PROV5 ME?ODS 9
! BUSI;S2 EV5 ?\< "TS MAY *ANGE1 !Y MAY
2 ,,RESI/ANT 6*ANGE T M/ O3UR = FUR!R
BUSI;S GR[?4
  ,S(THE>T$3 ,9 A COLD-HE>T$ _W1 ! HI<
;,S W BR+ A T5D];S & C>E T W RE,Y HELP
O!RS 9 ! BUSI;S4 ,UN=TUNATELY1 "? ?
K9D;S !Y C 2 EASILY ,,MANIPULAT$ 6S]VE !
SELFI% 9T5;NS ( O!RS4
  ,SY/EMATIC3 ,! HI< ;,S W D PAP] "W &
%[ ! PLAN ! SAME WAY OV] & OV] AG4 ,:ILE
2+ SY/EMATIC 5SURES T !Y W GET PREDICTA#
RESULTS1 O!RS C 2 FRU/RAT$ :5 ! ;,S IS S
3C]N$ AB FOLL[+ ! SY/EM T !Y >E TOO ,SL[
9 GETT+ ?+S D"O4
  ,AMIA#3 ,! HI< ;,S IS S FRLY & K9D1 T
AMIA# RE,Y DESCRIBES !M6 ,IF "S"O 9 !
ORGANIZ,N NE$S _! HELP !Y W HAPPILY HELP
!M4 ,EV5 IF !Y 3T9UE 6HELP1 !Y MAY FEEL
!Y >E 2+ TAK5 ADVANTAGE (& MAY 9W>DLY
2COME ,,RES5T;L & GRADU,Y )DRAW _!
SUPPORT (! BUSI;S4 ,RAIS+ _! ,PQ 6D :AT
IS BE/ = !M1 TOO1 W HELP !M PREV5T ?
RES5T;T4
  ,A 3V]S,NS T5D 6BE FILL$ ) REQUE/S =
A6IRM,N S* Z1 8,H[ D Y WANT ME 6D ?8 ,AM
,I DO+ X "R80 ,:AT !Y NE$ 6HE> F _!
SPONSOR IS1 8Y'RE DO+ F9E1 & ,I
APPRECIATE YR 3C]N '''604 ,9 _! RELUCT.E
6BE SE5 Z PU%Y OR ASS]TIVE1 !Y (T5 KEEP
_! OP9IONS & FEEL+S 6!MVS UN.S !Y >E
ASK$ OR RE,Y FEEL HURT & ANGRY4 ,D N
ASSUME T IF !Y H AN ISSUE ) Y1 !Y W
3FRONT X4 ,G5],Y1 !Y 8/UFF0 _! FEEL+S 2C
!Y WANT 6AVOID 3FLICT4 ,:5 Y DIRECTLY
ASK !M AB _! FEEL+S1 !Y (T5 DIM9I% !
9T5S;Y ( _! RESPONSE 2C !Y C FEEL
9TIMIDAT$ EASILY4 ,R ?AN 3FRONT+ Y OR
A4RESS+ _! FEEL+S1 !Y MAY QUIETLY 3T9UE
DO+ ?+S _! [N WAY4 ,IF Y C "U/& T ? IS
AN ISSUE ( /YLE1 Y C M EASILY A3EPT &
=GIVE :AT"E ! HI< ;,S DOES T GOES AG/ YR
/YLE4
  ,!Y NE$ 6F9D A FR 9 _! UPL9E :O C HELP
!M LE>N 6C>E = !MVS ! SAME WAY T !Y >E S
QK 6C>E = O!RS4 ,HAV+ ? K9D ( FR Z A
COA* 9 TD'S BUSI;S _W IS IMPORTANT1 IF N
CRITICAL1 6_! SU3ESS4
  ,"EY"O NE$S A FR 9 ! BUSI;S1 &! ;,S IS
NO EXCEP;N4 ,EV5 ?\< ! ;,S HAS _M1 !Y
NE$ A SPECIAL FR :O W HELP 3FRONT !
DI6ICULT ISSUES T !Y NE$ 63FRONT4
  ,WE WANT 65C\RAGE Y IF Y H A HI< ;,S
/YLE1 & AL 5C\RAGE ^? :O H SPONSOR$ ;,SS
9 ! BUSI;S4 ;,SS H "S ( ^! GRT /R5G?S T
W HELP !M BUILD _! ORGANIZ,NS3

,%[+ S9C];Y
,9CLUD+ O!RS
,2+ EV5-TEMP]$
,EMPHASIZ+ & DEMON/RAT+ LOYALTY
,BUILD+ /A# REL,N%IPS
,US+ AN EASI] WAY 6D ?+S
,PROVID+ DEP5DABIL;Y
,F9I%+ JOBS T MAY H BE5 />T$ 0O!RS
,2+ A T1M PLAY]
,HELP+ O!RS 9 DI6ICULT "TS
,%>+ HOSPITAL;Y
,(F]+ O!RS A6IRM,N

    ,*APT] ,SEV5 ,P]SONAL ,,AC;N ,PLAN
  ,"Q ,I3 ,9 ! *>T 7PAGE #IH7 8,;S
,TYPES ,>E01 IF Y H A HI< ;,S /YLE1
EXPLA9 ! TRAIT T IS YR GRTE/ /R5G?4
  ,"Q #B3 ,IF Y D N H A HI< ;,S /YLE1
EXPLA9 ! TRAIT ;T Y MO/ ADMIRE 9 "S"O )
? /YLE4
  ,"Q #C3 ,9 ! *>T 7PAGE #AJJ7 8,;S
,TYPES ,DON'T ,L01 EXPLA9 ! TRAIT T IS
H>DE/ = Y 6D1L )4
  ,"Q #D3 ,9 ! ,*>T 7PAGE #AJA7 8;,SS
,"U ,3TROL ,& ,\ ( 3TROL01 EXPLA9 !
TRAIT ) : Y /RU7LE MO/ & :Y4
  ,"Q #E3 SELECT TWO HI< ;,S TRAITS T CD
HELP Y BETT] BUILD YR ORGANIZ,N4


