     ,*APT] ,FIVE3 ,HI< ;,D ,BASIC
             ,BUILD+ ,/YLES

    ,! ,HI< ;,D ,Z ,9DEP5D5T ,BUSI;S
    ,[N]
  ,H[ DOES A HI< ;,D APPROA* ! BUSI;S8
,L ANY?+ ELSE1 X IS ANO!R _W 63QU]6 ,"!
IS A LL BIT ( ,ALEX&] ! ,GRT 9 E HI<
;,D4 ,A HI< ;,D IS DOM9ANT2 !Y W N 2
OV]LOOK$4
  ,! EXCLAM,N PO9T REPRES5TS ! P[] ( ?
/YLE6 ,!Y >E DEM&+1 F/ ( !MVS1 & !N AL (
O!RS4 ,WE C ADMIRE _! BOLD;S & WILL+;S
6TACKLE DI6ICULT TASKS4 ;,DS >E DIRECT1
SAY+ :AT !Y M1N & M1N+ :AT !Y SAY4 ,!Y
E*O ! ^WS ( ,NAPOLEON1 8,CIRCUM/.ES8 ,I
MAKE CIRCUM/.ES60 ;,DS >E DET]M9$ 6MAKE
?+S HAPP56 ,!Y BR+ ? /R5G? 6! BUSI;S1 ":
!Y N ONLY DRIVE !MVS1 B C AL MOTIVATE
O!RS 6A*IEVE4
  ;,DS >E DECISIVE & DIRECTIVE1 S !Y MAY
SEE !MVS L ! L1D] (A GRT >MY1 -M&+
REGI;TS ( FOOT SOLDI]S & EQUIP;T4 ,H["E1
? BUSI;S IS M L A VOLUNTE] >MY1 ":
L1D]%IP -ES 6^? :O A*IEVE 0DO+ & S]V+
O!RS4 ,A ;,D TYPE W NE$ 6LE>N T S]V+ IS
"P (! DR1M S T HE OR %E C 2 A DO] 9
S]V+1 TOO4 ,!Y NE$ 6REMEMB] _! SECRET
TIP3 2F Y C 2 ,,9 AU?OR;Y1 Y M/ 2 ,,"U
AU?OR;Y4
  ,WE SAY T ;,DS >E DOGMATIC1 2C !Y >E S
3FID5T4 ,!Y 2LIEVE T IF ! DR1M IS BIG
5\<1 ! FACTS DON'T C.T6 ,!Y MAY N
RECOGNIZE T !Y NE$ HELP MISS+ ! PITFALLS
T >E SURE 6-E Z !Y D1L ) P1 B !Y >E
DILIG5T1 H>D "W]S4 ,_! DYNAMIC P]SONAL;Y
/YLE C 2 ! DRIV+ =CE 2H A GRT ORGANIZ,N6
  ,Z WE LE>N H[ 6,SPONSOR ,) ,/YLE1 ,DR4
,ROHM %>ES ! MA9 TRAITS ( ;,D TYPES 9 !
BUSI;S4 ,? DETAIL$ DESCRIP;N ( EA* TRAIT
MAY 2 A GD MOTIVATOR = Y OR ANO!R HI<
;,D ,9DEP5D5T ,BUSI;S ,[N]4
    ,*>T3 ;,DS ,>E
,GOAL-ORI5T$
,P]=M.E ,,3SCI\S
,H>D ,,6,,PL1SE
,SELF-3FID5T
,9DU/RI\S
,FIRM

  ,GOAL-ORI5T$3 ;,DS W QKLY & EASILY
WRITE D[N AMBITI\S GOALS : MO/ P WD F9D
NE>LY IMPOSSI#4 ,!Y WANT SPECIFIC GOALS1
CLE>LY CATEGORIZ$ 0NUMB] ( 3TACTS P] "D1
CLOS+ RATIOS1 NUMB] ( PH"O CALLS1 "T
ALLOCAT$ P] CALL1 ,,PV/,,BV LEVEL
6A*IEVE1 ETC4 ,!Y W JUMP "R 9 6R1* =!
DR1M & MAKE X HAPP56
  ,P]=M.E 3SCI\S3 ,R1*+ ! GOAL IS V
IMPORTANT =! ;,D4 ,!Y "W H>D6 ,? IS GRT
9 ! BUSI;S 2C !Y W MAKE ?+S HAPP5 & GET
RESULTS4
  ,H>D 6PL1SE3 ,2C !Y ALW /RIVE = HI<]
RESULTS1 !Y >E N EASILY SATISFI$ ) _! [N
A*IEVE;TS4 ,! HI< ;,D UPL9E M/ AL LE>N
6VALUE ! EF=T ( _! D[NL9E1 OR !Y MAY
SEEM TOO H>D 6PL1SE & CAUSE 4C\RAGE;T
)\T R1LIZ+ :AT !Y H D"O4
  ,SELF-3FID5T3 ;,DS >E NATUR,Y SELF-
3FID5T & W ATTEMPT ! IMPOSSI#--!Y C *>GE
HELL )A WAT] GUN6 ,!Y W NE$ 6LE>N EQUAL
3FID;E 9 ! SY/EM1 S T !Y C USE X 6_!
B5EFIT1 9/1D ( TRY+ 6IMPROVE ^U X ! FIR/
"D6 ,LE>N+ 6LI/5 6O!RS :O >E N Z =CE;L
OR ^: ID1S DI6] F _!S IS A *ALL5GE =!
HI< ;,D4 ,_! NATURAL 3FID;E W BRE$
3FID;E 9 !M &! BUSI;S4
  ,9DU/RI\S3 ;,DS DON'T J TALK AB X1 !Y
D X4 ,!Y >E TASK-ORI5T$1 N P-ORI5T$1 S
!Y W MAKE SURE ! "W GETS D"O4 ,! HI< ;,D
NE$S 6"W )! P 9 _! BUSI;S1 N 9 SPITE (
^? P4
  ,FIRM3 ,ONCE A ;,D DECIDES1 ALM NO?+ C
*ANGE _! DIREC;N4 ,? FIRM;S IS GRT 9 !
BUSI;S IF :AT !Y 2LIEVE 9 IS CORRECT1 B
IF X ISN'T !Y C CAUSE PRO#MS4 ,A HI< ;,D
M/ REMEMB] T O!R P MAY SEE IMPORTANT
FACTORS ( : !Y 7 N AW>E1 FACTORS T MAY
A6ECT _! DIREC;N4 ,_! FIRM;S C 2 A
PROTECTIVE ASSET 6AN ORGANIZ,N :5
DI6ICULT L1D]%IP IS REQUIR$4
  ,N[ D Y H A FEEL =! /R5G?S (! HI< ;,D
P]SONAL;Y TYPE8 ,!Y >E TRULY DYNAMIC P 9
! BUSI;S6
  ,"U/&+ :AT ;,DS DON'T L W %[ U TRAITS
T C MAKE ! BUSI;S A R1L /RU7LE = !M4

    ,*>T3 ,:AT ;,DS ,DON'T ,L
,9DECI.N
,SL[ ,P
,TALK]S ,:O ,DON'T ,PRODUCE
,LAZY ,P
,DETAIL$ ,ACTIVITIES
,TAK+ ,ORD]S

  ,LET'S REVIEW :AT HI< ;,DS DON'T L &
H[ X RELATES 6! BUSI;S4
  ,9DECI.N3 ,? RE,Y DRIVES A ;,D CRAZY6
,A ;,D WANTS 6MAKE ! DECI.N & MOVE ON4
,IF "S"O ELSE IS RESPONSI# =! DECI.N1 !
;,D W NE$ 6HELP !M R1* _! DECI.N 0F9D+ !
CAUSE = ! 9DECI.N4 ,A HI< ;,S /RU7LES )
9DECI.N & MAY SIMPLY NE$ HELP DECID+
6DECIDE4 ,A HI< ;,C C 2 9DECISIVE IF HE
OR %E ?9KS T M 9=M,N IS NE$$4 ,! ;,D MAY
2 A# 6SUPPLY M 9=M,N1 OR %[ H[ ! DECI.N
C 2 MADE )! AVAILA# 9=M,N4
  ,SL[ ,P3 8,EI L1D1 FOLL[1 OR GET \ (!
WAY60 ;,DS RE,Y D FEEL ? WAY6 ,! HI< ;,S
W MO/ (T5 FEEL SL[ 6!M4 ,!Y MAY 2 M>RI$
6A HI< ;,S ^: /R5G?S !Y C LE>N
6APPRECIATE 9 O!R SL[ P4 ;,DS W NE$
6LE>N N TO 8WRITE (F0 P :O MAY 2 ! V "OS
!Y NE$ 6F9I% :AT !Y />T$4
  ,TALK]S ,:O ,DON'T ,PRODUCE3 ;,DS RE,Y
4LIKE P :O TALK & TALK & TALK AB BUILD+
_! BUSI;S1 B DON'T GET \ "! & D X4 ,P )A
HI< ;,I /YLE MAY SEEM L EMPTY TALK]S
6!M4 ,IF !Y C LE>N 6APPRECIATE FUN )!
HI< ;,I /YLE 2C X G5]ATES 3TACTS1 !Y MAY
2 A# 6HELP T TALK] PRODUCE1 TOO4
  ,LAZY ,P3 ,9 E ORGANIZ,N "! W 2
9DIVIDUALS :O RE,Y J SEEM LAZY & W N
-MIT ! "T & EF=T 6BUILD A BUSI;S4 ,! ;,D
TYPE W (T5 S5SE A P]SON'S S]I\S -MIT;T
6BUILD+ ! BUSI;S & RECOGNIZE POT5TIAL
A*IEV]S4 ,! ;,DS /&>D ( -MIT;T MAY 2 TOO
HI< = P-ORI5T$ HI< ;,IS & ;,SS1 S ;,DS
MAY NE$ 64T+UI% 2T LAZI;S & P-ORI5T,N4
  ,DETAIL$ ,ACTIVITIES3 ,PUTT+ X MILDLY1
! BOTTOM L9E IS ALM "EY?+ 6! HI< ;,D4
,DETAIL$ ACTIVITIES C SEEM L A B>RI]
6-PLE;N = !M1 S !Y W (T5 DECIDE T !Y "K
5 FACTS & />T "W 2F !Y RE,Y %D4 ,"U/&+ T
! HI< ;,C'S DETAILS C (T5 HELP !M A*IEVE
! GOAL M EASILY OR QKLY MAY MOTIVATE !M
6DELEGATE ^! DETAILS & WAIT = _! 9PUT4
,REMEMB] ? F ! /ORY AT ! 2G9N+ ( ? *APT]
AB ,/EW>T & 8 BRO!R8
  ,TAK+ ,ORD]S3 ;,DS LOVE 6GIVE ORD]S B
F9D TAK+ ORD]S M DI6ICULT4 ,! /RUCTURE (
! BUSI;S REQUIRES ! HI< ;,D 6TAKE ORD]S
& "S"TS 6PASS ON _! UPL9E'S DIREC;NS4 ,!
HI< ;,D W WANT 6IMPROVE ^? DIREC;NS1 B
_! UPL9E MAY FEEL !Y >E TRY+ 6TAKE
3TROL4 ,LE>N+ F ! HI< ;,S TRAIT ( TAK+
ORD]S & REMEMB]+ _! SECRET ,TIP W HELP !
HI< ;,D /AY "U 3TROL & E>N A PLACE (
L1D]%IP4

    ,*>T3 ;,DS ,"U ,3TROL ,& ,\ ,(
    ,3TROL
,C\RAGE\S """"""""""""""""""""""" ,REC.S
,6,! ,PO9T """"""""""""""""""""""" ,RUDE
,GOAL-ORI5T$ """"""""""""""""" ,IMPATI5T
,RESULT-ORI5T$ """"""""""""""""""" ,PU%Y
,DELIB]ATE """""""""""""""" ,DICTATORIAL
,SELF-3FID5T,3CEIT$
,DIRECT """"""""""""""""""""""" ,(F5SIVE
,SELF-RELIANT """"""""""""""""" ,>ROGANT
,/RAI<T=W>D """""""""""""""""" ,ABRASIVE
,-PETITIVE """""""""""""""""""""" ,RU?.S
                99 99 99
  ,"U 3TROL ! HI< ;,D IS P[];L 9 !
BUSI;S4 ,T /R5G? PU%$ 6AN EXTREME GOES \
( 3TROL & C D P[];L 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<
;,D RELATES 6! BUSI;S4
  ,C\RAGE\S3 ,! ;,D W GLADLY TAKE ON !
BUSI;S *ALL5GE ( MAK+ ! CALLS1 DRIV+ !
MILES & MEET+ ! OB/ACLES1 NO MATT] :AT
!Y MI<T BE4 ,PU%$ \ ( 3TROL1 !Y C 2COME
,,RECK.S 0DO+ OR SAY+ ?+S 6A3OMPLI% _!
GOALS T MAY HURT ! P 9VOLV$4
  ,QK ,6,RESPOND3 ,ASK A ;,D A "Q & !Y
MAY ANSW] Y 2F Y F9I% ! "Q4 ,!Y >E QK
6RESPOND DIRECTLY & 6! PO9T4 ,\ ( 3TROL1
!Y MAY -E ACR Z ,,RUDE4 ,2C A HI< ;,D IS
DET]M9$ 6GET RESULTS1 SMALL TALK SEEMS
PO9T.S1 & !Y MAY (T5 MISS ! S5SITIV;Y 6P
X C AF=D4 ,O!RS MAY F9D _! QK;S 6RESPOND
OV]BE>+ & RUDE :5 !Y N"E M1N 6GIVE T
IMPRES.N4
  ,GOAL-ORI5T$3 ,!Y N ONLY SET GOALS--!Y
A*IEVE !M6 ,9 E BUSI;S1 ONCE A ;,D MAKES
UP _! M9D 6D "S?+1 !Y DRIVE =! GOAL4 ,IF
! GOAL SEEMS M DI6ICULT ?AN !Y EXPECT$
OR ?AN !Y DEEM WOR?Y1 !Y C 2COME
,,IMPATI5T4 ,L1D]%IP IS A NATURAL "P (
_! /YLE & BUSI;S GOALS1 S !Y MAY 2COME
IMPATI5T 6ASSUME L1D]%IP ROLES 2F !Y >E
(F]$ OR E>N$4
  ,RESULT-ORI5T$3 ,! TASK ORI5T,N (A ;,D
W KEEP !M V FOCUS$ ON GETT+ ! RESULTS !Y
DESIRE4 ,& RESULTS >E IMPORTANT6 ,X IS
DI6ICULT 6M1SURE 9T5T1 DESIRE1 OR
EXCITE;T1 B ANY"O C PL1SURE RESULTS6 ,A
HI< ;,D NE$S 6REMEMB] T O!RS MAY N %>E ?
DRIVE1 & IF !Y 2COME PU%$1 !Y W N L !
RESULTS4 ,!Y M/ "U/& T 8W9N+ AT ANY
PRICE0 MAY CO/ !M ) P 9 WAYS !Y W LAT]
REGRET4
  ,DELIB]ATE3 ;,DS D ?+S V DELIB]ATELY &
M/ H A PURPOSE = DO+ ANY?+4 ,!Y 5JOY
/RATEGY & PLANN+ E /EP !Y W TAKE 9
BUILD+ ! BUSI;S4 ,!Y >E SURE T _! PLAN W
"W4 ,9 _! DET]M9,N1 !Y C QKLY 2COME
,,DICTATORIAL IF !Y =CE P 6FIT 96_!
PLAN4 ,P MAY )DRAW F "W+ ) !M &! HI< ;,D
W N "U/& :Y4
  ,SELF-3FID5T3 ,! HI< ;,D 2LIEVES !Y C
OV]COME ANY B>RI] OR SOLVE ANY PRO#M4 ,?
3FID;E SU/A9S !M Z !Y BUILD ! BUSI;S4
,TOO EASY OR QK A SU3ESS MAY LET ! HI<
;,D 2COME ,,3CEIT$ & P W QUIETLY WALK
AWAY 2C !Y FEEL ! HI< ;,D C>ES ONLY =
!MVS4
  ,DIRECT3 ,Y W ALW "K EXACTLY ": Y /& )
A ;,D6 ,!Y SAY :AT !Y M1N1 & M1N :AT !Y
SAY4 ,!Y W ASK =! ORD] DIRECTLY1 SAY+1
8WD Y L 6TAKE ! ,,IBO OPPORTUN;Y & />T
YR [N BUSI;S80 ,Z !Y D1L ) P1 !Y W 2
DIRECT 6A4RESS A PRO#M 9/1D ( HOLD+ A
GRUDGE4 ,:5 A DI6ICULT OR -PLICAT$
SITU,N NE$S 6BE H&L$ ) S5SITIV;Y1 _!
DIRECT;S C FEEL ,,(F5SIVE & MAY ALI5ATE
! P 9VOLV$4
  ,SELF-RELIANT3 ;,DS TAKE C>E ( !MVS &
W RELY F/ ON !MVS 6GET ! RESULTS !Y
WANT4 ,!Y 5C\RAGE O!RS 0_! EXAMPLE1 & 9
^WS1 62LIEVE T !Y C AL BUILD ! BUSI;S4
,\ ( 3TROL1 !Y 2COME ,,>ROGANT1 ?9K+ T
!Y C A3OMPLI% _! DR1MS AL"O4 ,!Y MAY
=GET T !Y NE$ _M DI6]5T P 6BUILD AN
ORGANIZ,N4
  ,/RAI<T=W>D3 ,:AT Y SEE IS :AT Y GET )
A HI< ;,D4 ,!Y CLE>LY TELL Y AB ! SITU,N
& :AT !Y WANT 6A3OMPLI%4 ,2C ! GOAL IS S
IMPORTANT 6!M1 !Y 4C.T _! [N FEEL+S 9 A
SITU,N & C EASILY 2COME ,,ABRASIVE 6P :5
!Y J Z EASILY 4C.T ! FEEL+S ( O!RS4 ,!Y
EXPECT P 6*OOSE 6FEEL H[ !Y H *OS5
6FEEL4 ,!Y NE$ 6LE>N 6BE 3SID]ATE (
O!RS1 R1LIZE T O!RS FEEL DI6]5TLY1 &
RESPECT ^? FEEL+S4 ,! HI< ;,D W B5EFIT F
! BETT] REL,N%IPS T ? RESPECT W BUILD =
!M4
  ,-PETITIVE3 ,A ;,D LOVES 6MAKE ANY?+ A
GAME T !Y C W96 ,!Y SEE -PETI;N Z A
NATURAL MOTIV,N 6D BETT]4 ,9 ? BUSI;S1
_! -PETITIVE _S W SPUR !M ON4 ,IF !Y
2COME ,,RU?.S 9 ORD] 6W91 !Y W HURT _M
P1 9CLUD+ !MVS4 ,!Y M/ LE>N ! TRU? T ALL
( U >E BETT] ?AN J "O ( U6
           99 99 99            ,! 3V]S,N
(A HI< ;,D T5DS 6BE BOTTOML9E & 6! PO9T4
,!Y MAKE FLAT /ATE;TS & *ALL5GE ! -;TS (
O!RS4 ,!Y RE,Y D N NE$ ! FACTS "S"O USES
6SUPPORT _! -;TS--!Y WANT 6"K 9/1D T !
SP1K] RE,Y 2LIEVES :AT HE OR %E SAYS & W
/& 2H ^? ^WS & AC;NS4 ,!Y D N M1N 6(F5D
O!RS & >E SURPRIS$ IF "S"O FEELS A6RONT$
0_! /RAI<T=W>D APPROA*4 ,IF Y C "U/& T ?
IS AN ISSUE ( /YLE1 Y C M EASILY A3EPT &
=GIVE :AT"E ! HI< ;,D DOES T GOES AG/ YR
/YLE4 ,9 BUSI;S1 :5 Y WANT "S?+ D"O GIVE
X 6A HI< ;,D4 ,Y C ANTICIPATE T !Y MAY H
_! F/ L1DS LI/ MADE 2F Y ASK = X4 ,!Y W
2 %[+ ! PLAN 2F !Y >E RE,Y R1DY4 ,Y W 2
M SU3ESS;L 9 T1*+ !M 0GIV+ !M A3EPTA#
*OICES = _! BUSI;S4 ,!Y W NATUR,Y RESI/
IF !Y FEEL T !Y H DIM9I%$ 3TROL OR
AU?OR;Y4 ,? TYPE W (T5 *OOSE 6D "S?+ _!
WAY1 !N ASK =GIVE;S R !N ASK P]MIS.N4
,!Y NE$ 6F9D "S"O 9 _! UPL9E :O !Y
RESPECT 6COA* !M & 6:OM !Y C 2 A3.TA#4
,2+ A COA* 9 TD'S BUSI;S _W IS
IMPORTANT1 IF N CRITICAL 6SU3ESS4
  ,WE WANT 65C\RAGE Y IF Y H A HI< ;,D
/YLE1 & AL 5C\RAGE ^? :O H SPONSOR$ ;,DS
9 ! BUSI;S4 ;,DS H "S ( ^! GRT /R5G?S T
W HELP !M BUILD _! ORGANIZ,NS3

,OV]COM+ OB/ACLES
,SEE+ ! BIG PICTURE
,GETT+ />T$
,DRIV+ ! GR\P 6PROGRESS
,A3EPT+ *ALL5GES )\T FE>
,MA9TA9+ FOCUS ON GOALS
,GETT+ RESULTS
,H&L+ PRESSURE
,2+ A SELF-/>T]
,DELEGAT+ TASKS
,PROJECT+ SELF-ASSUR.E
,PROVID+ L1D]%IP
,H&L+ S"EAL TASKS AT ! SAME "T

    ,*APT] ,FIVE ,P]SONAL ,AC;N ,PLAN
  ,"Q #A3 ,9 ! *>T 7PAGE #GH7 8;,DS ,>E
'''0 IF Y H A HI< ;,D /YLE1 EXPLA9 !
TRAIT T IS YR GRTE/ /R5G?4
  ,"Q #B3 ,IF Y D N H A HI< ;,D /YLE1
EXPLA9 ! TRAIT T Y MO/ ADMIRE 9 "S"O ) ?
/YLE4
  ,"Q #C3 ,9 ! *>T 7PAGE #GI7 :AT ;,D
,DON'T ,L0 EXPLA9 ! TRAIT T IS H>DE/ = Y
6D1L )4
  ,"Q #D3 ,9 ! *>T 7PAGE #HA7 8,;,DS ,"U
,3TROL/,\ ( ,3TROL10 EXPLA9 ! TRAIT ) :
Y /RU7LE MO/1 & :Y3
  ,"Q #E3 SELECT TWO HI< ;,D TRAITS T CD
HELP Y BETT] BUILD YR ORGANIZ,N4


