      ,*APT] ,SIX3 ,HI< ;,I ,BASIC
             ,BUILD+ ,/YLE

    ,! ,HI< ;,I ,Z ,9DEP5D5T ,BUSI;S
    ,[N]
  ,H[ DOES AN 9SPIR+1 9FLU5C+1
IMPRESSIVE1 IMAG9ATIVE ;,I SEE _!
BUSI;S8 ,! SAME WAY !Y SEE "EY?+ ELSE3 ?
IS _! MO/ EXCIT+ EXP]I;E6
  ,:AT CD WE GIVE ! HI< ;,I ,7GRAPHIC
OMITT$7' WD 2 BETT] ?AN A BIG R$ />8
,MAYBE TWO86 ,? SYMBOL RECOGNIZES _!
TYPE ) T R$ />6 ,LIFE = ? TYPE IS SIX
FUN ,SATUR"DS 9 A WEEK6 ,!Y ALW F9D WAYS
6MAKE "W 96PLAY4 ,WE C ADMIRE ? ABIL;Y
6B"R55 ALM ANY SITU,N4 ,!Y LIVE 0! ^WS (
-IC ,JOE ,E4 ,LEWIS3 8,Y ONLY LIVE ONCE
--B IF Y "W X "R1 ONCE IS 5\<60
  ,HI< ;,I EXP]I;ES "EY?+ & LOVES
6EXPRESS :AT !Y FEEL AB ! EXP]I;E6 ,!Y
>E C>EFREE & \TGO+ 2C !Y >E V TRU/+1 EV5
6! PO9T ( S9C]E GULLIBIL;Y4 ,! HI< ;,I
EXHIBIT M 3FID;E ?AN ABIL;Y 2C !Y T5D
6BE V OPTIMI/IC & 49T]E/$ 9 DETAILS4 ,!Y
>E 5GULF$ 0EA* EXP]I;E1 S !Y C EASILY
MAKE LIFE AN EMO;NAL ROLL] COA/] =
"EY"O4 ,!Y C FEEL HI<] ?AN A KITE "O
M9UTE & L[] ?AN A ,SKUNK ! NEXT4 ,!Y
MAKE FRS EASILY 2C !Y C]TA9LY FEEL T A
/RANG] IS J A FRI5D !Y H N MET6 ,M
RES]V$ TYPES MAY FEEL OV]P[]$ 0!M & %Y
AWAY F _! OP51 EMO;NAL ADV.E1 B WE ALL
LOVE ! FUN WE H ) !M6 ,_! FUN -ES "R 96!
BUSI;S ) !M6
  ,! ;,I'S SECRET TIP IS3 ,X'S ,,NICE
6BE IMPORTANT B X'S ,,IMPORTANT 6BE
NICE4
  ,)\T A DEF9ITE PLAN IS N A PRO#M = A
FRI5DLY1 FUN-LOV+1 & IMPRES.NA# ;,I :O
IS HAPPY J TALK+ ) P4 ,!Y W NE$ HELP
LE>N+ 6LI/5 2C EA* ?+ !Y HE> SEEMS
6REM9D !M ( "S?+ ELSE !Y NE$ 6SAY6 ,_!
ABIL;Y 6MEET & MAKE NEW FRS C BOO/ _!
BUSI;S1 B !Y W ALW NE$ 6REMEMB] 6TAKE "T
9 _! FUN 6GET D[N 6"S S]I\S BUSI;S4
  ,$UC,NAL TAPES LET !M FEEL L !Y "K !
BUSI;S L1D]S "? ! /ORIES T ! L1D]S %>E4
,!Y EXP]I;E ^! /ORIES AG Z !Y TELL !
/ORIES 6O!RS :5 !Y %[ ! PLAN1 FOLL[ UP1
TRA91 & COA*4 ,!Y MAY LE>N WELL F
9SPIR,NAL BOOKS :5 !Y C 5T] 96! EXP]I;E
EXPRESS$4 ,!Y 5JOY ! TRA9+ SES.NS &
FUNC;NS 2C !Y LOVE 69T]ACT ) O!R P 9 !
BUSI;S6

    ,*>T3 ;,I ,TYPES ,>E
,FUN ,6,WAT*
,GRT ,/>T]S
,POOR ,F9I%]S
,LIKA#
,PR"O ,6,EXA7]ATE
,EASILY ,EXCITA#

  ,Z WE LE>N H[ 6 SPONSOR ) ,/YLE1 ,DR4
,ROHM %>ES ! MA9 TRAITS ( ;,I TYPES 9 !
BUSI;S4 ,? DETAIL$ DESCRIP;N ( EA* TRAIT
MAY 2 A GD MOTIVATOR = Y OR ANO!R HI<
;,I ,9DEP5D5T ,BUSI;S ,[N]4
  ,FUN ,6 ,WAT*3 ;,IS DON'T G 6! "PY1 !Y
TAKE ! "PY ) !M6 ,!Y W MAKE ANY MEET+
FUN & 9SPIR+1 : W ATTRACT P 6! BUSI;S4
,HOME MEET+S W 2 Z FUN Z MAJOR FUNC;NS4
  ,GRT ,/>T]S3 ,X IS V EASY = AN ;,I
6/>T _! BUSI;S2 & WRITE _! PROSPECT LI/4
,? EXCITE;T W C>RY !M = A:ILE1 B ) "T !Y
W GRADU,Y LOSE 9T]E/ & /OP "W+ ! BUSI;S
6/>T "W+ ON ANO!R EXCIT+ PROJECT4
,ATT5D+ FUNC;NS W GIVE !M FRE% 5?USIASM4
  ,POOR ,F9I%]S3 ,= HI< ;,IS1 />T+ A
PROJECT IS J M* M FUN ?AN "W+ "? 6F9I%
X6 ,!Y C MISS "S GRT RESULTS 9 ! BUSI;S
2C !Y J DON'T Q F9I%4 ,REMEMB]+ 6BR+ _!
3V]S,NS 6_! 3CLU.N C 2 A /RU7LE = !M 2C
!Y >E EASILY 4TRACT$ 0"S?+ T LOOKS L M
FUN4
  ,LIKA#3 ,"EY"O LIKES A HI< ;,I4 ,!Y
GET U EXCIT$ AB \R DR1MS & DRAW U 96!
BUSI;S4 ,WE 5JOY ! HI< ;,I 2C !Y 5JOY U1
TOO6
  ,PR"O ,6 ,EXA7]ATE3 ,! LA/ MOVIE A HI<
;,I SAW 0 ! FIR/ MOVIE !Y H "E SE56 ,!
LA/ RE/AURANT !Y ATE AT 0 ! BE/
RE/AURANT !Y H "E BE5 TO6 ,!Y MAKE U L;G
6TRY X1 TOO6 ,C E MOVIE 2 ! BE/8 ,?
T5D5CY 6EXA7]ATE C CAUSE ! ;,I CR$IBIL;Y
PRO#MS 9 ! BUSI;S4 ,"S P MAY 2LIEVE
"EY?+ ! ;,I SAYS & !N 2 V 4APPO9T$ :5
"S?+ DOES N TURN \ 6BE Z GR& Z ! ;,I
PRES5T$ X WD BE4 ;,DS & ;,CS MAY (T5
SMILE & IGNORE :AT ! HI< ;,I SAYS4 ,_!
BUSI;S W SU6] :5 _! S5S,NAL /ORIES 2COME
9CR$I#4
  ,EASILY ,EXCITA#3 ,! HI< ;,I IS EASILY
EXCITA# 6! EXTREME4 ,:5 !Y FEEL L BUSI;S
IS TOO SL[1 X IS T]RI#--!Y >E LOS+
"EY?+6 ,! HI< ;,I :O FEELS L ? MAY1 TALK
6"EY"O AB H[ BAD ?+S >E & 4C\RAGE "EY"O
>.D !M4 ,:5 BUSI;S IS GD X IS WOND];L--!
BE/ X HAS "E BE56 ,N[ !Y ATTRACT _M P 6!
BUSI;S4 ,C.T ON ! HI< ;,I 6BUILD
EXCITE;T6
  ,N[ D Y H A FEEL =! /R5G?S (! HI< ;,I
P]SONAL;Y8 ,!Y >E TRULY EXCIT+ P 9 !
BUSI;S6
    ,*>T3 ,:AT ;,IS ,DON'T ,L
,2+ ,IGNOR$
,2+ ,ISOLAT$
,2+ ,RIDICUL$
,REPETITIVE ,TASKS
,DETAILS ,( ,"W
,L;G-T]M ,PROJECTS

  ,"U/&+ :AT ;,IS DON'T L W %[ U TRAITS
T C MAKE ! BUSI;S A R1L FRUGAL = !M4
,LET'S REVIEW :AT HI< IS DON'T L & H[ X
RELATES 6! BUSI;S3
  ,2+ ,IGNOR$3 ,Y J H 6NOTICE ! HI< ;,I6
,!Y WANT 6BE LIK$ & LOVE 6BE ! C5T] (
ATT5;N4 ,IF !Y FEEL IGNOR$1 !Y MAY GRAB
! *.E 6TALK EV5 :5 Y >E 9 ! MI4LE (A
3V]S,N4
  ,2+ ,ISOLAT$3 ,PUT AN ;,I 96A ROOM
0!MVS & !Y F9D A WAY 6GET \ ( "!6 ,IF !Y
>E 9 YR ORGANIZ,N1 MAKE SURE 69CLUDE !M
S !Y W N"E FEEL ISOLAT$4 ,X IS V
IMPORTANT 6KEEP AN ;,I PLU7$ 9 6SPR1D
EXCITE;T4
  ,2+ ,RIDICUL$3 ,:AT P ?9K ( !M IS V
IMPORTANT1 S !Y W TAKE 2+ RIDICUL$ V
P]SON,Y4 ,!Y WANT "EY"O 9 _! ORGANIZ,N
6L !M & C QKLY 2 HURT IF A ;,D OR ;,C
CRITICIZES OR LAU<S AT !M4
  ,REPETITIVE ,TASKS3 ,DO+ "S?+ OV] &
OV] AG IS SOOOO BOR+6 ,!Y MAY TALK "S"O
ELSE 96DO+ X1 B *.ES >E GD T !Y W F9D
"S?+ M EXCIT+ 6D4
  ,DETAILS ,( ,"W3 ,! DETAILS (! BUSI;S
W (T5 FRU/RATE HI< ;,IS4 ,!Y W TRY
6R,NALIZE T ! DETAIL ISN'T IMPORTANT & T
HAV+ FUN & GETT+ P EXCIT$ IS M
IMPORTANT4 ,!Y MAY NE$ 6REMEMB] T M"OY
IS A DETAIL (! BUSI;S T C MAKE ! O!R
DETAILS IMPORTANT 6!M4
  ,L;G-T]M ,PROJECTS3 ,X IS H>D = AN ;,I
6/AY FOCUS$ ON A L;G-T]M PROJECT4 ,!
RECOGNI;N F A L;G-T]M PROJECT W SEEM TOO
F> AWAY 6EXCITE !M4 ,!Y NE$ 6H %ORT-T]M
GOALS = _! BUSI;S ) IMM REW>DS T W HELP
KEEP _! 9T]E/4 ,9VOLV+ _M P 9 _!
PROJECTS W HELP !M /AY 9VOLV$1 TOO4

    ,*>T3 ;,IS ,"U ,3TROL ,& ,\ ,(
    ,3TROL
,OPTIMI/ """"""""""""""""""" ,UNR1LI/IC
,P]SUASIVE,MANIPULATIVE
,9JECTS ,EXCITE;T """"""""""""" ,EMO;NAL
,-MUNICATIVE """"""""""""""""""" ,GOSIPY
,SPONTANE\S """""""""""""""""" ,9E6ICI5T
,\TGO+ """"""""""""""""""""""" ,UNFOCUS$
,F]V5T """""""""""""""""""""""" ,UNCR$I#
,9VOLV$ """"""""""""""""""""" ,DIREC;N.S

,IMAG9ATIVE """"""""""""""""""" ,"DDR1M+
,W>M ,& ,FRLY """"""""" ,LOOSES ,PURPOSE
                99 99 99
  ,"U 3TROL ! HI< ;,I IS 9FLU5TIAL 9 !
BUSI;S4 ,T /R5G? PU%$ 6AN EXTREME GOES \
( 3TROL & C D 9CR$I# DAMAGE 9 YR BUSI;S4
,EA* P]SONAL;Y /YLE HAS /R5G?S T C S]VE
!M WELL2 B ^? SAME TRAITS \ ( 3TROL C 2
V H>M;L4
  ,LET U SEE H[ ! ,"U ,3TROL/\ ( ,3TROL
HI< ;,I RELATES 6! BUSI;S3
  ,OPTIMI/IC3 ,!Y >E *E]L1D]S = _! GR\P1
ALW LOOK+ = "S"O 6*E] ON 6VICTORY 9 !
BUSI;S6 ,!Y C RE,Y 5C\RAGE ! GR\P "? "S
DI6ICULT "TS4 ,PU%$ 6AN EXTREME1 !Y C
,,UNR1LI/IC Z _! OPTIMISM LOSES
CR$IBIL;Y :5 !Y OV]LOOK FACTS ESS5TIAL
6POT5TIAL RESULTS & B5EFITS1 OR !
-PLEX;Y (A PRO#M !Y M/ FACE4
  ,P]SUASIVE3 ,!Y >E 5GAG+ TALK]S & 5JOY
TELL+ /ORIES AB IMPORTANT P !Y MAY H
MET4 ,X IS SIMPLY AMAZ+ H[ _M P !Y "K6
,!Y AL H A TAL5T = W1V+ Y>NS1 DRAW+ F _M
EXAMPLES !Y H HE>D F _M S\RCES 96_!
4CUS.NS AB ! BUSI;S4 ,!Y C DRAW _M P 96!
BUSI;S 9 ? WAY1 B IF _! /ORIES B5D !
FACTS TOO F>1 O!RS W FEEL !Y >E
,,MANIPULATIVE1 SIMPLY TRY+ 6GET P 6D
:AT B5EFITS ! HI< ;,I4 ,? MANIPUL,N C
CAUSE HUGE RES5T;T & S]I\SLY DAMAGE AN
ORGANIZ,N4
  ,EXCITE;T3 ,!Y >E S EXCIT$1 & _!
EXCITE;T IS 9FECTI\S6 ,_! ORGANIZ,N W
ATTRACT & 5]GIZE P :5 A HI< ;,I IS ON
/AGE6 ,!Y MAKE "W S M* FUN T A*IEV+ GRT
GOALS SEEMS POSSI#1 EV5 WOR? TRY+ 6R1*6
,IF !Y FACE 4APPROVAL OR PUBLIC
EMB>RASS;T 2C 9 _! EXCITE;T !Y PROMISE
:AT !Y W N DELIV]1 !Y C 2COME ,,EMO;NAL
& EXPLODE ) AN UNEXPECT$ ATTACK4 ,!Y C
2COME M 3SI/5T 7& "!=E M CR$I#7 9 !
BUSI;S :5 !Y >E A3.TA# 6"S"O 6HELP !M
REMEMB] 6D :AT !Y SD !Y WD D :5 !Y 7
EXCIT$ 5 6MAKE A -MIT;T4
  ,-MUNICATIVE3 ,!Y D N HESITATE 6SAY
ALM ANY?+ 6ANY"O6 ,H[ EASILY ! HI< ;,I C
/>T A 3V]S,N OR EXPLA9 _! PO9T ( VIEW6
,%[+ ! PLAN IS EASY = !M4 ,MO/ P F9D X
EASY 6LI/5 6!M & 5JOY 2+ >.D !M4 ,P >E
ATTRACT$ 6!M = 5C\RAGE;T & COA*+2 2C !Y
L 6TALK & %>E :AT !Y "K & :OM !Y "K1 !Y
C 2 ,,GOSSIPY1 %>+ PRIVATE 9=M,N )\T
M1N+ 6HURT4 ,? HURT MAY EASILY DIVIDE &
DAMAGE P 9 AN ORGANIZ,N4 ,A HI< ;,I C
LE>N 6RECOGNIZE PRIVILEG$ 9=M,N 6PROTECT
! PRIVILEGE ( "K+ T P]SON4
  ,SPONTANE\S3 ,LIFE WD 2 M* LESS FUN
)\T ! SPONTANE;Y (! HI< ;,I4 ,!Y >E ALW
R1DY 65T] A DOOR ( OPPORTUN;Y T C L1D
6UNEXPECT$ RESULTS 9 ! BUSI;S4 ,\ (
3TROL1 _! SPONTANE\S NATURE C 2COME
,,IMPULSIVE & BURN UP _! 5]GY )\T
PRODUC+ BUSI;S RESULTS4
  ,\TGO+3 ,! \TGO+ ;,I W G 6A "PY & "K
"EY"O "! 2F !Y L1VE4 ,? IS GRT 9
PROSPECT+ = BUILD+ ! BUSI;S6 ,TRY+ 6BE
9VOLV$ 9 TOO _M OPPORTUNITIES C MAKE !M
,UNFOCUS$2 !Y MAY NE$ 6FOCUS ON ! MO/
PROMIS+ OPPORTUNITIES 6PROMOTE ! BUSI;S4
  ,F]V5T3 ,:5 !Y 2LIEVE 9 ! BUSI;S !Y
RE,Y 2LIEVE6 ,!Y W 2 S 3V9C$ T !Y >E
F]V5T AB GETT+ ! ^W \ & GETT+ O!RS
9VOLV$4 ,"S"TS !Y C SEEM S EXCITA# T P
WON'T 2LIEVE ! OPPORTUN;Y !Y DESCRIBE IS
R1L OR ATTA9A#4 ,!Y MAY 2LIEVE T E ,,IBO
W SPONSOR SIX NEW ,DIRECTS _! F/ MON?6
  ,9VOLV$3 ,! HI< ;,I LOVES 6BE 9 !
MI4LE ( :AT"E IS HAPP5+6 ,2C !Y S 5JOY
ACTIV;Y1 !Y MAYBE ,,DIREC;NAL 9 _!
"PICIP,N & MISS OPPORTUNITIES 6PROMOTE
_! BUSI;S4
  ,IMAG9ATIVE3 ,:AT ID1S ? ;,I TYPE C
CR1TE6 ,_! IMAG9,N C 3CV :AT MO/ ( U WD
N D>E 6DR1M4 ,S* DR1MS C 2 A WOND];L
MOTIVATOR 9 ? BUSI;S4 ,H["E1 IMAG9,N C
REPLACE R1L;Y :5 ,,"DDR1M+ TAKES OV] )
ID1S T H NO PURPOSE OR USE 9 A*IEV+ !
DR1M4
  ,W>M & ,FRLY3 ,"EY"O FEELS T ! HI< ;,I
IS _! FR 2C (! W>M1 FRLY FEEL+ !Y RCV F
! ;,I4 ,2C ! BUSI;S IS BUILT ON
REL,N%IPS1 _! BUSI;S W PROSP]4
,UN=TUNATELY1 ! HI< ;,I C 2 SUP]FICI,Y
FRLY & 2COME ,,PURPOSE.S 9 GETT+ !
RESULTS = BUSI;S SU3ESS4
  ,3V]S,NS ) ;,I TYPES C 2 L5G?Y & FREE
RANG+1 2C "O ?+ J L1DS 6ANO!R6 ,!Y T5D
6MAKE EMO;NAL R ?AN R,NAL /ATE;TS & (T5
W ?9K \ L\D4 ,!Y C JUMP QKLY F "O IDEA
6ANO!R & L1VE O!RS "Q+ _! 3CLU.NS4 ,!Y
T5D 6TALK ?+S \ R ?AN ?9K ?+S "?4 ,O!R
/YLES M/ RECOGNIZE T :5 ! HI< ;,I MAKES
A PRON\NCE;T1 !Y >E V]B,Y TE/+ ID1S4 ,!N
O!R /YLES C GIVE !M ROOM 6ALT] _!
OP9IONS4 ,IF Y C "U/& T ? IS AN ISSUE (
/YLE1 Y C M EASILY A3EPT & =GIVE :AT"E !
HI< ;,I DOES T GOES AG/ YR /YLE4
  ,Y MAY H HE>D BUSI;S L1D]S SAY T _!
BUSI;S RE,Y GOT GO+ :5 X MOV$ F _! H1D
6_! HE>T4 ,HI< ;,I /YLE ,9DEP5D5T
,BUSI;S ,[N]S USU,Y />T 9 _! HE>T6 ,!Y
MAY /RU7LE GETT+ ! BUSI;S \ ( _! HE>T &
96_! H&S & EV5TU,Y 6_! FEET6 ,_! TALK &
_! FEEL+S AB ! BUSI;S MAY 2 G5U9E1 B
TRANSLAT+ _! FEEL+S 96APPROPRIATE AC;N
MAY 2 M DI6ICULT = !M4 ,"U/&+ ! NE$
6MAKE _! -MIT;T MAT* _! 9SPIR,N IS KEY
6_! SU3ESS 9 ! BUSI;S4 ,!Y NE$ 6F9D "S"O
9 _! UPL9E ) :OM !Y FEEL RAPPORT1 6COA*
!M & 6:OM !Y C 2 A3.TA#4 ,HAV+ A COA* 9
TD'S BUSI;S _W IS IMPORTANT1 IF N
CRITICAL 6SU3ESS4
  ,WE WANT 65C\RAGE Y IF Y H A HI< ;,I
/YLE1 & AL 5C\RAGE ^? :O H SPONSOR$ ;,IS
9 ! BUSI;S4 ;,IS >E "S (! HAPPIE/ P 9 !
_W4 ,IF !Y C J LE>N 6FOCUS & /AY ON
TRACK1 "! IS NO 5D 6_! POT5TIAL4 ,_!
MOTTO = SU3ESS IS1 89*-BY-9*1 "EY?+ IS A
C9*2 B 0! Y>D X IS ALL H>D60 ;,IS H "S (
^! GRT /R5G?S T W HELP !M BUILD _!
ORGANIZ,NS3

,SP1K+ P]SUASIVELY
,RESPOND+ WELL 6SURPRISES OR UNPLANN$
  *ANGES
,EXPRESS+ ID1S
,A3EPT+ NEW P
,CR1T+ 5?USIASM & EXCITE;T
,"W+ WELL ) O!RS
,HAV+ A S5SE ( HUMOR
,KEEP+ A POSITIVE ATTITUDE
,F9D+ ! 8TOPSIDE0 6D[NTURNS
,PUTT+ O!RS AT EASE
,2+ S5SITIVE 6! FEEL+S & EMO;NS ( O!RS
,5C\RAG+ ! 4C\RAG$

    ,*APT] ,SIX ,P]SONAL ,AC;N ,PLAN
  ,"Q ,I3 ,9 ! *>T 7PAGE #HI7 8;,I
,TYPES ,>E01 IF Y H A HI< ;,I /YLE1
EXPLA9 ! TRAIT T IS YR GRTE/ /R5G?4
  ,"Q #B3 IF Y D N H A HI< ;,I /YLE1
EXPLA9 ! TRAIT T Y MO/ ADMIRE 9 "S"O ) ?
/YLE4
  ,"Q #C3 9 ! *>T 7PAGE #IJ7 8;,I ,TYPES
,DON'T ,L0 EXPLA9 ! TRAIT T IS H>DE/ = Y
6D1L )4
  ,"Q #D3 ,9 ! *>T 7PAGE #IA7 8;,IS ,"U
,3TROL/,\ ( ,3TROL10 EXPLA9 ! TRAIT ) :
Y /RU7LE MO/1 & :Y43
  ,"Q #E3 SELECT TWO HI< ;,I TRAITS T CD
HELP Y BETT] BUILD YR ORGANIZ,N43

