Are you a business leader, sales professional, or team manager looking to improve your communication and connection with others? Discover how understanding DISC personality types can transform your relationships—professionally and personally. Join us for a dynamic and entertaining session with Phil, a seasoned speaker and coach, as he breaks down the DISC model into its four core styles: Dominance, Influence, Steadiness, and Conscientiousness. Learn how to identify these types quickly, communicate more effectively, reduce friction, and build win-win outcomes in every interaction.
Packed with real-world examples, humor, and practical tips, this workshop will give you tools to recognize motivations, avoid misunderstandings, and tailor your communication to get results. Whether you’re leading a team, selling a product, or just trying to get along better with your family, this session is for you!
Show Notes
- 00:00:00 – Introduction: Understanding the Four DISC Personality Types
- 00:01:56 – Overview of the DISC Model: Outgoing vs. Reserved, Task vs. People-Oriented
- 00:03:44 – Introduction to the D Personality Type: Dominance and Drive
- 00:07:19 – Strengths and Challenges of the D Type
- 00:10:08 – How to Communicate with a D Personality
- 00:13:06 – Introduction to the I Personality Type: Influence and Enthusiasm
- 00:15:37 – Strengths and Communication Style of the I Personality
- 00:19:32 – How to Motivate and Connect with an I Personality
- 00:22:26 – Introduction to the S Personality Type: Steadiness and Support
- 00:24:58 – Core Needs of an S Personality
- 00:28:40 – S Personality in the Workplace
- 00:31:55 – Communication Preferences of an S Personality
- 00:34:44 – Introduction to the C Personality Type: Conscientiousness and Precision
- 00:37:07 – Strengths and Needs of the C Personality
- 00:40:12 – How to Approach and Communicate with a C Personality
- 00:42:48 – Quick Guide: Identifying Personalities by Body Language
- 00:45:00 – Selling to Different Personality Types
- 00:48:30 – Summary: Why DISC is Easy to Learn and Use
- 00:50:15 – Q&A: Cold Calling Tips Based on Personality Types
- 00:52:05 – Audience Feedback and Presenter Reflection
- 00:54:10 – Final Thoughts: Applying DISC for Better Relationships
- 00:55:18 – Rumi’s Influence and Closing Remarks
[00:00:00] Emanuel: I do wanna take the opportunity to talk a little bit about How About Some Marketing. How About Some Marketing is essentially a hub for everyone to get better at their marketing, but in all honesty, it’s more than marketing. It’s a place where people connect. It’s built initially for marketing savvy business owners, but it’s expanded tremendously to everybody involved in marketing, campaign managers in SEO, search engine optimization, paid advertising, social media, project management, and so forth.
[00:00:38] Emanuel: One thing that everybody has in common and beyond the marketing departments is communication. I strongly believe that after today’s session, you will be able to be a better communicator in your relationship at work, at home, friends, presentations, everything that’s communication related.
[00:01:02] Emanuel: Without further ado, I wanna. First, give a shout out to our partners before I’ll introduce the guest and our partners who have been around for a while. So it’s, Joachim Aspiration Marketing, Kevin Organic Growth, Toronto Marketing Hub, LVL Up Media Toronto B2B Marketing Community, and GCFI. Shout out to our sponsors and to everyone who’s watching us now.
[00:01:29] Emanuel: Today’s guest is Phil Tasci. Why don’t you take a couple of seconds to introduce yourself and to let our audience know who you are and what do you do?
[00:01:42] Phil: I would be very happy to do that. My name is Phil Tasci, and I do several things. So, I think I’ve probably already mentioned that I’m an author.
[00:01:51] Phil: I wrote a book called Speak Like a Pro. Everything you need. To survive your next speaking gig, which is essentially a compendium that has everything. Every trick, every lesson, everything that I’ve ever learned about speaking. I try to put it all into one book in a concise, easy to digest manner, in a way that you can really take the skills and apply them.
[00:02:12] Phil: Immediately so that’s one thing that I do and, and I train people on, facilitation on public speaking and whatnot. What I primarily do is I work in leadership development, and right now I’m working for a large national corporation that is developing a new foundation for leaders. It’s a very large organization, 16,000 people.
[00:02:31] Phil: We’ve got 5,000 managers and we’re developing this brand new way of developing leaders. One of the things that we do is we really talk about personality and we talk about DISC. And so that’s where this comes from and my real passion, I guess, is helping others. You know if I have a superpower, if I have a secret sauce it really is to shine a light in the dark depths of your inner caves to point out the gold, the diamonds, and the gems that you might not be aware of.
[00:03:05] Phil: So what I’m hoping that we’re. Get some of those insights, discover some of those gems, polish some of those goals, and have something that is for me, what is really, really important is something that is applicable immediately in all aspects of your life. And understanding personality will absolutely do that for you.
[00:03:26] Emanuel: there’s nothing to add to that, Phil really. So without further ado, the virtual stage is yours.
[00:03:34] Phil: Thank you so very much and thank you so much to all of you for joining in today. My sincere hope and expectation is that all of you, whether you’re familiar with this or not already, we’ll glean something.
[00:03:45] Phil: We’ll gain, something will come out of this with something that you’ll be able to use in your life. I’m obsessed with the idea of persona. One of the reasons for that is that I am the son of a man who was Greek, but born in the Ottoman Empire of Greek and Armenian ancestry. I myself was born in Belgium.
[00:04:05] Phil: My mother is Irish, my wife is Pakistani. I’ve lived in Quebec, I’ve spoken a lot of languages. And so when, when it comes to who am I? What is my identity? It is something that I’ve always found really interesting because you can, you can live in a country with a different language and you probably understand this, where you at a certain point start dreaming in that language, but the core identity of who you are doesn’t really change.
[00:04:30] Phil: Doesn’t matter the culture that you exist in. Who I am has a consistency. Now it’ll be molded, shaped, & influenced by the environment that I live in. But essentially, who I am is who I am, and I often think of this wonderful poem by the great poet, Rumi. Rumi was a 13th century Sufi mystic, brilliant person.
[00:04:51] Phil: You know, just a few years ago, he was the best selling poets in America 700 years after he passed away. So, kind of interesting, one of the reasons for it is because he’s so deep, and he has this poem and he basically says, I’m gonna paraphrase it. He says, who are you then? But who are you? If you’re not a man or a woman, if we take that label away, who are you?
[00:05:16] Phil: If you’re not a son or a father, daughter or mother, who are you? Without your nationality? Who are you without your age? Who are you without your culture? Who are you without your religion? Who are you if you don’t exist in this space and time when all of the labels that have been put on you and that you have put on yourself are shed away from you?
[00:05:39] Phil: What remains of you? When I first heard that, it was very profound. It was really profound because I intuitively understood that we aren’t our roles, the roles that we occupy in our lives are the things that we do, but who we are is something deeper. More elemental, more foundational.
[00:06:01] Phil: What we’re going to do today is explore how we can discover that about ourselves and how we can discover that about others, right? Because it’s important to have self-knowledge and self-awareness, right? Growth comes from that, but we also need to be able to understand other people because 80% of all of the miscommunication that happens, whether in a business world, whether it is the employee or the executive level.
[00:06:25] Phil: It’s all miscommunication. And it’s all a misunderstanding because I don’t know what you really want and you don’t understand what I really want. And so there’s a simple tool that we can use, which is personality assessments that helps us discover that. So before I get started, you know a little bit about me.
[00:06:41] Phil: I wanna ask a question to you. What is one word that you would use to describe yourself to someone who doesn’t know you? Just one word, and I invite you to put that into chat. Now I know some of you’re gonna be like, “Hey, listen, one word is not enough. I got a lot of words. I wanna use them all”. So if you wanna use more than one, you can, but try to, just think of one word.
[00:07:02] Phil: You’re describing yourself to someone who doesn’t know you. How do you do that? Don’t use your name. A different word. Right? And what’s interesting about that is we have a sense of who we are already, right? And today what I’m gonna be able to do is help you confirm for yourself who you might be.
[00:07:22] Phil: The other thing that I want you to think about before we get started is I want you to think about intentions, right as you look at yourself, as you hold up a mirror to see yourself more clearly who you are. Your personality, and what your likes and desires are. What is an intention that you have for yourself?
[00:07:38] Phil: Because I think when we start with that, it helps guide us forward. So is it that you wanna communicate better? Are there difficulties that you are experiencing with certain individuals in your life? Do you wanna be more clear? Are you having a hard time holding onto employees? Whatever the issue that you might have, set that out as an intention right now that this is what I would like to have.
[00:07:58] Emanuel: And we have the words on the screen right now. What we have here. Dedicated. Dedicated, I love it.
[00:08:06] Phil: Nice. Wonderful, humble, nice. Cindy, persistent. Thank you, Delia. Curious. I like that, Kevin. Friendly. Sabrina. Wonderful, Thank you so much all of you, for sharing.
[00:08:21] Phil: And I invite you to continue sharing and, use emojis and reactions and all of that. Let me know that you’re out there and that you’re enjoying this and that you’re getting something from it. So I hope that you’ve set a bit of an intention for yourself. Now let’s get right into it. So if we go to the next slide we’ll have a little look at what our objective is for today.
[00:08:39] Phil: The objective is really simple. We don’t have an awful lot of time. So what I really wanna do is I wanna give you a broad description of what the four personality types are. So DISC is an acronym that stands for each of the four different personality types within this system. And it’s important to remember that, you know, this is a generalization, right?
[00:08:59] Phil: There is no intent here to pinpoint you and to say exactly this is all that you are. We are complex people. We have individual experiences, individual knowledge and perspectives and insights and all of that stuff. So what this is it’s giving you a general direction, right, so that you can kind of understand and maneuver through the world by understanding what the signs are.
[00:09:20] Phil: But it’s not a complete description. So I don’t want you to think that when we’re talking about personality assessments, that it is this exact precise thing that is gonna predict everything that you do in your life. Humans are way too complex for that to happen, right? So, really what this is it’s a tool that helps us navigate the world and all of the obstacles that we are facing on a day-to-day basis.
[00:09:39] Phil: So our objective is basically going to be to describe the four disc personality style, and then to think about how we can apply them to communication, to good communication. And that’s the applicability part that I was talking about and promising you that I would deliver. So that’s our objective for today.
[00:09:56] Phil: And let’s move on now to thinking about what is personality, right? What is personality? Personality encompasses an individual’s unique and enduring patterns of thinking, feeling. And here’s the big one, behaving. There’s a predictability in people’s behavior based on their personality type.
[00:10:17] Phil: This is how we are shaping our interaction with the world and also how others perceive us. Okay. Is everybody good with the definition? Is there anything in there that, that anybody feels is, is not included that you would like to alter that that doesn’t speak to you? If you do, you can put it into chat.
[00:10:38] Phil: If not, we’re gonna keep going. Looks good. Sabrina says, excellent. I like it too. It’s concise, it’s precise, and it tells us what we need to know because sometimes we think, okay, well we’re gonna talk about personality, but let’s define the term, what does it actually mean? Alright, let’s go on to our next slide, pursue our topic for today.
[00:10:55] Phil: So you think, okay, personality types, who came up with this? What’s really interesting is we have intuitively known for a very long time that there are certain personality types that are describable, that are perceivable in the world, in the people that we know. And one of the first people to write about that was Hippocrates, way back in the third century BC almost two and a half thousand years ago.
[00:11:19] Phil: Now, Hippocrates, you will probably know because he gave us the Hippocratic oath. This is the oath that doctors have to say before they start practicing medicine, right? I will do no harm. I will take care of you. All of this kind of stuff. He’s the one that came up with that. Not only did he come up with that, but he came up with the four humors.
[00:11:35] Phil: Four humors. Now they’ve changed a little bit. You know it was melancholic and what was the last one? If anybody can think of it, you can put it into chat. Having a little bit of a breakthrough. But what we realized is that it wasn’t quite precise, but we were starting to inch our way towards something.
[00:11:58] Phil: Lots of time goes by, lots of philosophers and thinkers have looked at this, but the next really big breakthrough happens in the middle of the or the very beginning of the 20th century, the very end of the 19th century, beginning of the 20th century, with guys like Freud. And so Freud in 1923, he proposed that the mind is actually shaped by these three areas, the id, the ego, and the superego.
[00:12:19] Phil: I’m not gonna go into Psych 101, ’cause all of you have probably learned a little bit about Freud, but at the same time, contemporaneous to Freud was this other guy, a professor at Harvard University called William. And he’s a fascinating guy. He really is. I mean, he’s so smart. Not only did he come up with the framework for disc, but he’s also the inventor of Wonder Woman.
[00:12:42] Phil: Yeah, that’s right. The comic book Hero Wonder Woman. So not only did he come up with Wonder Woman, but he also came up with the lie detector. And the lie detector initially was just this cord that would go around your chest.
[00:13:00] Phil: That would measure, your perspiration, your heart rate, all of these various different things. And they would look at that and say, you’re telling the truth. Now think of Wonder Woman. She’s got her truth and it’s a cord right? So there’s a connection already. But William Martin came up with this really wonderful way of looking at and analyzing personality based on these four types, which was kind of a reinvention of the four original personality types that Hippocrates.
[00:13:26] Phil: talked about two and a half thousand years ago. Alright, so there’s all, there’s all the boring science history stuff. For those of you that are not that interested, I find this stuff a little bit fascinating because I’m a little bit curious about it. That’s right. that’s a little bit of a backdrop on how we come to disc, right?
[00:13:40] Phil: Because sometimes you wanna know where this comes from? Now you know where it came from. Let’s go onto our next slide and start thinking about how we approach this. Now here’s the thing, two questions will allow you. To more or less understand what somebody else’s personality is, their main personality type.
[00:14:01] Phil: That’s powerful stuff. The first question that we’re going to ask is, are you a more outgoing person or a more reserved person? Do you consider yourself to be more extroverted or are you more introverted now? I know some it depends on the situation. Sometimes I’m extroverted, sometimes I am introverted.
[00:14:19] Phil: When do you feel the best? Like, you are in your skin, you’re in your body, and you know, this is me, right? You tend to be more outgoing or more reserved, and you will have one preference, extroverted in the morning. You’re, you’re an extroverted person. I think you know that about yourself. So this is the first question that we ask ourselves.
[00:14:41] Phil: Now you’re probably thinking, okay, well what exactly does that mean? Absolutely. So let’s go to our next slide and let’s look at the difference between an outgoing and a reserved person. Okay, so I’m talking pretty quick. I’m moving my hands. I’m leaning in, I’m an extroverted person, right?
[00:15:00] Phil: So when you’re an extroverted person, you’re outgoing and you’re active, which means that you like things at a fast pace. Here’s the thing, extroverted people talk and think at the same time. In fact, if you’re a really extroverted person, your best ideas, your most insightful things are always happening in a conversation, and sometimes you don’t even know where it comes from, but you, you are in your flow, right?
[00:15:25] Phil: Talking. You’re thinking it’s coming out. That’s the extroverted individuals, right? They tend to be pretty enthusiastic, pretty positive, pretty optimistic, right? They’re the ones that are looking at the glass half full. What more can I get? That’s now reserved. And, here’s an important thing. One is not better than the other, right?
[00:15:44] Phil: it takes both. It takes two to tango, right? So you need both in the world or the world would not be a good place. Now, the reserved people move at a slower pace. And you might ask yourself, well, why? Because for them, they want to think, they want to imagine what’s gonna happen before they go through.
[00:16:03] Phil: So for them, they don’t wanna just do something quickly and get it out. They wanna lean back a little bit and, and, and play it out. They want a gameplay in their head and go, okay, where is this going exactly? Should I say this? Is this the right thing to say? And so that slows things down, which is not a bad thing, right?
[00:16:21] Phil: They’re more cautious because they’re, they’re kind of concerned about what might happen. What, what are these unpredictable things? The outgoing people are like, something happens. I’ll figure it out. Reserved people are like, Hey, listen I wanna be prepared. If something goes wrong, what am I gonna do?
[00:16:37] Phil: What’s my my plan B to this? And so they tend to have more critical thinking because they’re doing more thinking before they speak. So the quiet ones, they’re the reserved ones, right? And it’s not because they don’t have anything to say, they’re saying it in their head, they’re just not ready to share it with you because they wanna test it out.
[00:16:54] Phil: They wanna make sure that it’s the right thing before they say it. So they’re more cautious and a little bit more discerning. Their focus is on thinking things through.
[00:17:22] Emanuel: We have some comments in the meantime.
[00:17:25] Phil: I had no idea there was a difference in the way we think a thousand percent has been confirmed. Yeah, exactly and so we’ve known this for a long time, right? That people react in different ways. If you’ve got siblings in your family, you’re not all thinking the same, right?
[00:17:39] Phil: You’ve got the one that’s always talking and active and animated and then you’ve got maybe the other ones who are very quiet, very reserved, very methodical. and yes, you can be both Jen. It is absolutely possible to be both because we are a complex assemblage of the four types. So you might have a propensity or a, you know, one that dominates.
[00:18:02] Phil: But you have all of it within you. Everything that every man or woman has, We all share the same stuff, but some of us have a preference as opposed to others. Outgoing mostly. Thank You, Delia. Let’s move on to the next slide. So that’s the first question.
[00:18:17] Phil: The first question is, are you more outgoing or are you more reserved? Second question, are you more task oriented or are you more people oriented? Right. And what is the difference between that, right? Like what, what is the difference between someone who’s task oriented and someone who is.
[00:18:37] Emanuel: We had a very interesting question that I would like to know your thoughts on.
[00:18:42] Emanuel: Phil. It’s on the screen right now. How
[00:18:45] Phil: about ADHD? Now, ADHD is a mental health condition, right? , it’s a wiring of the brain and that is a separate thing. Completely. So personality is personality. and then on top of that, we have things like ADHD or obsessive compulsive disorder or a whole bunch of different things.
[00:19:01] Phil: And that can affect anybody with any personality type. it’s a separate thing altogether. And I’m not a psychologist, I’m not a psychiatrist. I’m a guy who did shrink 101 way back in university, so I’m not gonna talk too much about ADHD, but in terms of personalities it’s a separate thing.
[00:19:21] Phil: Does that answer your question? Excellent. It’s as good as an answer as I can give, you know I’m not gonna pretend to know things that I don’t know. I don’t think that would be fair to you for me to do that. So I’ll limit myself to the knowledge that I do know what I do know about ADHD is that it can be very difficult to manage if that is something that you’ve got or you’re living with someone who has it.
[00:19:43] Phil: All right, so let’s continue. The second question that we’re asking ourselves is, again, are you more task oriented or are you more people oriented? Let’s go to the next slide and look at what the difference between one and the other is. So here’s the thing, if you are a task oriented person, it doesn’t mean that you don’t like people.
[00:19:59] Phil: Of course, you like people, right. Without people, life would not be good. We all like people, but some of us prefer to spend our time doing things. And whether someone is there while we do it, whether we do it in a group or not is a secondary thing. It’s not the primary thing.
[00:20:13] Phil: The primary thing is that I’m doing something. And so if you’re a task oriented person, you like form, you like function, you like plans and projects, and you like the process, you like doing it, right? and some of you are going to feel that, that’s you. The people oriented individuals, they’re, they’re interested in relationships.
[00:20:35] Phil: they think in terms of feelings as opposed to thoughts, right? Like task oriented. if you’re talking to an employee who you think is more task oriented, you ask them, how are you thinking? Or what are you thinking? Whereas with the people oriented, you would maybe go, how are you feeling?
[00:20:54] Phil: Because they’re more grounded in, in their emotions. And so for them it’s about relationships, it’s about caring, sharing feelings and friendships. Now, that doesn’t mean that they don’t like to do stuff. They like doing stuff, but for them, they wanna do it with people and the relationships that they’re building as they do things, the people that they’re surrounded with, while they do things, that is as important as the task itself.
[00:21:17] Phil: So that’s the difference between the one and the other. And so I’m gonna ask you again, just like we did with the last one in chat. Which one are you? Do you see yourself more task oriented or more people oriented? And if you don’t, by typing, you can put to or.
[00:21:31] Emanuel: Until then, I’m gonna take the opportunity to put what Sabrina said in there.
[00:21:37] Emanuel: I use a word friendly to describe myself, but in my head, professional didn’t stand, did stand out more. I’m a reserved and task oriented person. Very much strongly for these two. Maybe. wanted to seem more friendly. Haha, I like it. Very nice task oriented, people oriented for the live. Kevin is 60%, 40% people.
[00:21:59] Phil: I like that. You’ve got it down to like, you know, like down to the percentage point. that’s good. Amazing. people oriented for Jen. Thanks for sharing. And you’re more people oriented. That’s, that comes across loud and clear, in the conversations and interactions that I’ve had with you.
[00:22:21] Phil: And Cindy is people oriented. Lovely. Thank you also very much for sharing how you see yourselves. So when we take both of these. Right? And so we’ve had two directions, right North, south, and east, west. That creates four points on a circle. So if we go to the next slide, we’ll see how it all comes together.
[00:22:43] Phil: Voila. That’s how DISC is essentially formed. So if you are someone who is very much task oriented, so you like the form, the process, and, and, and you’re an outgoing person, you think quickly, you are optimistic, you move quickly, you wanna get things done, you’re let’s get that done right now. Then you are d personality type primarily, right?
[00:23:05] Phil: If you’re a very outgoing and people oriented, you’re an i personality. So if you, if you love telling stories and getting involved in lots of things and, and getting to know everybody and everybody knows you. You’re an I personality, right? You’re, you’re people oriented, very outgoing, but now what if you’re people oriented and more reserved, right?
[00:23:26] Phil: You like having deep relationships, but you’re a little bit shy, right? You’re not, you’re not like, Hey, I wanna be friends. Like the I personality might be right. You’re a little bit more reserved, but you are all about relationships, your emotions, and connecting with people. And then the last is the C personality type, which are reserved and task oriented.
[00:23:48] Phil: I have a colleague who is a c personality type and he says, I’m the cactus. I’m a little prickly on the outside, but I’m also often negotiating on the inside, right? So he’s reserved and he’s task oriented and, and that is the C personality type. Alright. Shall we continue? We good to go?
[00:24:14] Phil: Let’s go.
[00:24:18] Phil: So let’s break each of the personality types down just a little bit to get a sense of who and what they are. Because there are, there are certain things that I think if we understand about each other’s personalities we can get so much more out of it. Now, the d personality type, what I, what I really think is so important is to understand what is the motivation.
[00:24:44] Phil: What is the motive to the action? And for a d personality type, someone who’s, who’s very outgoing and who’s very task oriented for them, it’s about challenges. It’s about having choices, and it’s about having a sense of control. Not necessarily control over the world or over a situation, but over themselves primarily.
[00:25:03] Phil: And then if they can over others too. So how does that manifest itself? Well, the big question that they’re asking is what? You know, what do you want from me? What should we do? What right? That’s the question that preoccupies the mind of somebody who is a primarily deep personality type, right?
[00:25:18] Phil: Because they wanna be seen and they wanna be heard, they wanna be seen as, as important and significant. And sometimes what that causes is, a sense of defiance. So when they’re not in their happy place, when they’re not balanced, right? And they want to have the control and the choice.
[00:25:39] Phil: They’ll be defiance and sometimes withdraw. And that is in a way gaining complete control over the entire situation. Right. I’m just defying every, I’m taking the entire thing and like nullifying it, my big move. Right? So that’s how the defiance sort of plays into this, but their, their strengths and versus their weaknesses.
[00:26:01] Phil: So for example. Deep personalities because again, they’re very outgoing and very, task oriented will often come across as being very, you know, courageous and goal oriented. Competitive, self-confidence and self-reliant. But again, like I was talking about the balance, right? Because we’re all looking for balance in our lives.
[00:26:20] Phil: If you’re courageous but you’re not balanced, right? You are gonna be one of two things. You are either going to be cowardly or the, the risk for the d personality type is reckless. Where courage is out of balance and now I’m endangering myself and the people around me, right? So being goal-oriented can be very aggressive and sometimes offensive or even maybe a little bit ruthless.
[00:26:44] Phil: So this is why self-knowledge and this process and understanding this is so important because we are able to then self-regulate, right? So for me, I’m a high D personality type and I always gotta I to take a step back constantly. I just wanna jump in, I wanna take control. I wanna take charge, make things happen, but I’m not giving other people opportunities, and sometimes I haven’t done enough of the thinking that I need to do for the action that I take to be the most effective, efficient, and precise.
[00:27:13] Phil: So having that self-awareness, taking a step back, not just reacting, but responding, allows me to have greater control over myself and the interactions that I have with others. so deep personality types. They like lots of activities. They like competitiveness and they like a challenge and they don’t really like when there’s a lot of talk that’s going nowhere or some activity that doesn’t have a clear goal.
[00:27:36] Phil: They wanna know, how do I win this game? That’s their big thing, right? Gimme the rules, gimme the objective. How am I gonna win? Alright, let’s go. And they’re competitive, right? So that’s the personality side. Maybe that’s you, right? It’s somebody that you know, because as I describe all of these personality types, one thing that you’re going to start to do is you’re going to start recognizing people that you know, that are this way or that way, or this way, or that way, right?
[00:28:03] Phil: so deep personality types can, again, because we’re leaning out, they’re talking fast or talking quickly. They can be a little bit blunt. They’re not afraid to speak out in a situation, right? So if something’s not, for example, you’re at a restaurant, you get a burger, burger sucks.
[00:28:17] Phil: Some people are like. I’m not gonna say anything. I’m just gonna pay my bill and go out and not say anything. D personality type will probably go, excuse me, waiter, can you send this back to the kitchen? It’s not right. So they’re not afraid to speak up. Right. And again, doesn’t make ’em better, doesn’t make them worse.
[00:28:31] Phil: That’s just the way they are. Right. okay, that’s the d personality type. Let’s
[00:28:37] Emanuel: go to the next slide and look at a few more
[00:28:38] Phil: things
[00:28:39] Emanuel: before we move on. Phil, there’s an interesting conversation going and I wanna, wanna move on, before we, address some of the things that our guest has said. So it’s on the screen right now.
[00:28:51] Phil: I think throughout the years my personality has changed due to circumstances.
[00:29:01] Phil: They definitely can happen. I tend to adapt my personality and actions based on the situation. Alright, let me give you an analogy. I wish I was at in my office because I would have my little prop that I keep beside, but I don’t have it. So you’re going to use your imagination. In my hands, I’m holding an invisible elastic band.
[00:29:22] Phil: You know what an elastic band, sometimes you wrap your money, you wrap something around it. What does an elastic band do? It stretches and when you let go of the elastic band, what happens? It comes back to the shape that it was designed in. So what happens is there’s two aspects of us. There’s the internal aspect, it’s kinda like the difference between nature and nurture.
[00:29:45] Phil: Your nature, DNA bread in the bone from the moment you enter into the world. That’s nature. Nurture is what happens in the world and how it shapes you. So if you have a certain personality type, that is your comfort level, that is, that is you, right? But if you are, say, somebody who is not decisive. But you are in a leadership position, you’re going to learn how to be decisive.
[00:30:10] Phil: The thing is, when you’re, when you’re operating outside of your comfort zone, you’re expending a lot of energy, right? So if you’re a very introverted person and you have to perform, you can, right? I know lots of very introverted task oriented individuals who are facilitators or speakers. So for them, when they’re done.
[00:30:31] Phil: They’re exhausted. They need to go have a nap, lie down, go into a quiet room, turn off the lights, and recharge. For me, when I’m with people, when I’m interacting with people, it’s like I got both my fingers and I’m plugging into the wall and I’m just, and I’m getting charged up just from the interaction, right?
[00:30:48] Phil: So if I’m in a situation where I don’t have the ability to interact with people and I need to be more subdued, I can do that, but it takes energy. Takes a lot of energy and so your, your core personality, who you are as you know, kind of bred in the bone, that stays pretty consistent. And there are people who have tested all throughout their lives and they get the same results.
[00:31:09] Phil: But then if you’re in a situation that requires you to be different, to act a different way, to pull some different aspect of you. Then you are able to do that. And that’s what I mean by, you know, all four personality types. You will have one that is your, your, your main type, right? So it’s, it’s kind of like when, when the dust settles, it settles a certain way.
[00:31:26] Phil: That’s who you are at your core, right? But you blow it up and it all goes up, that dust, it’s the same dust, but now it’s occupying the entire space, right? So you have the ability to do that, and that’s why you will sometimes feel that your personality might change a little bit because of the demands of the circumstances that you find yourself in.
[00:31:45] Phil: Require you to find some other aspects of it. Some people have a very hard time doing that. Some people find it easier, right? That’s, that’s an individual thing. You are able to occupy whatever personality the situation requires for you to function and succeed within us. Does that answer your question?
[00:32:04] Phil: I hope it does.
[00:32:07] Emanuel: Sabina, I said, you described me perfectly, Phil.
[00:32:13] Phil: Because all of us, to a certain extent, are doing that. When you get a job, it might not be your ideal job. That is ideal for who you are, right? We gotta pay bills and we got the jobs that we get. And sometimes if we’re obliged for our jobs to live a different reality, to be a different type of person.
[00:32:29] Phil: And then when you go home and you’re with your buddies when you’re hanging out and it’s just you, you’re able to be yourself. I have twins, twin girls, 28 years old. And so I’ve seen personality and they’ve had a different personality from day one. And their personalities have stayed consistent. They’ve grow, mature, they have experience, they have all of these things are very complex women, but who they are at their core, again, as a generality, ’cause this is not like an exact picture that I’m painting, it’s, it’s more broad shaped.
[00:32:58] Phil: Those shapes have not changed in the 20 years that I’ve seen.
[00:33:03] Emanuel: I couldn’t say, have said it better than your amazing, Phil, thank you. As Ron said, and Jen says thank you as well, but this is not the end. Phil still has it. We’ll just get
[00:33:13] Phil: rolling here. Let’s move on to the next slide and look at the next part of our d personality types.
[00:33:19] Phil: So, you know, really when it comes to communication, because for me this is really where the rubber hits the road, how are you going to communicate and how do you recognize personality type and their preference in communication. You wanna get to the point, right? These are the guys and, and, and the women who, when, when you’re having water cooler talk or you’re telling a story, they’re like, yeah, yeah, yeah, yeah.
[00:33:43] Phil: Get to the point. What, what do you, what, what are you getting at? What are you trying to tell me here? You know, some people will, you know, they’ll go over here, over there and circumvent and this and, and then this, and then that, and then that. And the deep personality is like, oh my goodness, can you just get to the point?
[00:33:55] Phil: That’s their preference. So if you’re dealing with a d personality, what are you gonna do? Give ’em a lot of fluff. No. Right? Because now you’re, you’re creating friction. So knowing what they want and being able to reposition yourself to communicate in a way that addresses that, that is very helpful.
[00:34:11] Phil: And like I said, we’re not afraid to speak out. They tend to be very declarative. So one of the things that I need to do is remind myself to ask questions because it gives the other person an opportunity to speak and thenthere’s a dialogue as opposed to sometimes a monologue.
[00:34:28] Phil: So d personality types can sometimes get a little bit of monologue. I accuse myself and I’m guilty as charged because they’re outgoing, they tend to move their hands, they tend to lean in. They speak a little bit more loudly and a bit more declaratively because of that, sometimes you come across as being a little bit insistent.
[00:34:49] Phil: The D personality type is of the four personality types of rarest, there’s only about 10 to 15% of the general population that are considered D personality types. So if that’s you, that’s you. And if not, you know someone, maybe it’s a boss you have, maybe it’s someone in your family, a neighbor, a friend, you know, the D personality type and I’ve just described them to, and you’re like, oh my God, I know this guy.
[00:35:08] Phil: So let’s move on and have a look at our next personality type, the outgoing individuals, right? So we have the outgoing d personality type. Now we’re looking at the outgoing people, centered individuals. And these are the people who love to tell stories, right?
[00:35:29] Phil: They’re inspiring to listen to. They’re influencing all the time because they’re right in the thick of the people. They’re imaginative and impulsive. And one of the things with the I personality types is that sometimes they come across as being a little bit illogical, right?
[00:35:46] Phil: Because, if they see a shiny object, they’re on that shiny object. They can easily be distracted, right? And they have their hands in a million different things. That’s really cool, right? Because they’re really entertaining. If you think of most of the comedians, a lot of the actors, a lot of the people who work on stage comics, a lot of them will be the I personality type, the very extroverted, they wanna talk, they wanna share, they’ll tell you everything, right?
[00:36:11] Phil: And they wanna know all of the people that you know.
[00:36:16] Phil: Alright, some of their strengths and weaknesses. So the strength of an I personality type is that they’re really carefree, they’re outgoing, they’re talkative, personable, fun, spontaneous, oh my goodness. They’ll think of something, let’s do it right now. You know, that’s the kind of person, but because of that, sometimes they’re a little unfocused.
[00:36:34] Phil: So when we’re working with them, we need to sort of check in and nudge them back onto the path. Every now and then they see the shiny object and they.
[00:36:47] Phil: One of the things is because they’re so interested in people, because again, look at, look at what the primary motivation is. What are they looking to get done? They wanna be recognized. They want, hello? Can you see me? Can you let me know that you see me? I need to know that you see me. I need to, to have the approval of the group to feel like I’m part of it, right?
[00:37:05] Phil: And I need that sense of popularity. So when you know that this is the motivation of an individual, you’re able to present things in a way that is interesting to them, right? In a way that they wanted to receive things. So their weaknesses, again, they can be a little bit undisciplined sometimes.
[00:37:21] Phil: Sometimes they’re a little egocentric. you know, it’s all about me. A little frivolous, a little impulsive, right? But all of us, all of us have the positive and negative aspects of our personalities. We just try to find balance, right? It’s about trying to find that balance in your life. Okay, so let’s move on to the next slide and look at the next aspect of the i personality.
[00:37:42] Phil: So in terms of communication, again, because when we’re talking to someone who we’ve kind of, because we’ve asked the two questions, right? What are the first question? Outgoing reserve. People oriented. Task oriented. So once we ask that about the person that we’re dealing with, we can see them in their communication, right?
[00:37:55] Phil: So what is it that they want in terms of the best type of, they won’t have lots of time so that they can just speak freely. Right? So their perspective of time when they’re speaking is a little bit all over the place, right? They speak in a high volume, fast-paced, lots of gestures and their emotions.
[00:38:14] Phil: When they’re happy, you know, they’re happy. And when they’re sad, you know, they’re sad. So, you know, they’re really very expressive. But for them, they need to be recognized, seen, and felt to be popular. So when you’re, when you’re dealing with someone like that, this is where flattery works. Oh my God, that’s a great outfit.
[00:38:31] Phil: That’s really interesting. Those kinds of compliments go a long way with an I personality because it makes them feel that they’re recognized, that they’re being appreciated, that there’s some approval. And that’s important for them because again, this is how we manifest ourselves in the world.
[00:38:44] Phil: We need others to see us, for us to feel like we were seeing. Alright. That is the I personality. Let’s keep things moving so that we can get through everybody. the next one that we’re looking now is at the S personality side. Now we’ve done the outgoing, now we’re doing the reserved. And the S personality type is reserved, people oriented.
[00:39:04] Phil: So for them, they are all about creating a supportive environment for others, right? They like things to be steady and predictable. These are the people who don’t want any change, and when change comes, it’s like, oh my God, why did you have to change that? It was my favorite thing. They like the predictability of waking up in the morning and knowing how today’s roll out when there’s change to that.
[00:39:24] Phil: It’s discombobulating for them. They’re not in their best position. They’re, they’re a little shaken by that. And again, because they’re introverted and people oriented, they tend to be a little bit shy, right? They’ll share with you, but they’re not gonna be as outgoing because again, they’re reserved, right?
[00:39:40] Phil: So you could see how they’re interested in people because they’re interested in people and they are reserved, they’re cautious about how they come across. So they’re not gonna be explosive. They’re gonna be a little bit more shy. So let’s think about the true sort of motivation for them.
[00:39:59] Phil: My wife is a high s and I’m telling you the big one is appreciation. Remembering to not just feel it, but to actually say it, right. So for them, they need appreciation and they need security, and the stability that comes with that and the assurance that it’s going to continue. So status quo is really important.
[00:40:21] Phil: These are the people who are always asking you to, if they can help, when there are problems, they’re the peacekeeper that wants to come in the middle and look, okay, let’s, let’s calm down. Let’s listen to both sides. If they’re on a team, they wanna make sure that there’s an equal distribution, that everybody is seeing that everybody has been included, right?
[00:40:40] Phil: They’re kind of like the glue. They’re almost like the mommies and daddies of the group. They wanna take care of everybody. They’re supportive. That is their superpower. And, it’s absolutely wonderful. You see so many people that are high s’s that are, that are things like nurses, right?
[00:40:53] Phil: Because nurses need to have that caring, that support, for others. So you will often see that kind of person becoming that kind of doing that kind of work. So what are their strengths? The big thing is super dependable. I mean, you can depend on an s personality type. If they give you their word, they’re gonna see you.
[00:41:13] Phil: They’re gonna see it through, they’re very dependable. They’re efficient, they’re very diplomatic. Like when I said they don’t like disharmony, they don’t like confrontation. They’re always going to be looking to be the diplomat that soothes things out, that makes things, you know, good for, for everyone.
[00:41:28] Phil: they’re stable. You know, they’re, they’re stable and predictable as a person, you know where they stand and they’re always going to be there. And that is a wonderful quality to have. You know it’s so powerful to have that as a person. What are their likes and dislikes?
[00:41:46] Phil: Well for them again, they love peace, stability, teamwork, right? Being part of a collective, they don’t like surprises because again, they like the status quo. They don’t like misunderstandings because that leads to confrontation. So whenever there’s something that goes wrong and somebody steps in to wanna fix it, chances are they’re probably an S personality type.
[00:42:06] Phil: Alright, let’s go on to our next slide and see how they like to communicate.
[00:42:15] Phil: Alright, so in terms of their communication, they are the listeners. My wife is a listener, which is a good thing because I’m a heck of a talker. Gimme a microphone. I’ll never put it down and so you get that balance. But they’re great listeners. They talk softly.
[00:42:29] Phil: They’re a little bit more reserved, and it’s like, is everything okay? You know they tend to lean back more than leaning forward. They’re just, they’re patient and peaceful, right? And so they come across as being very reassuring. And that, again, is a really powerful thing to have.
[00:42:48] Phil: Alright, let’s round it up to our last of the contestants, which is our C personality type. Okay, so now the C personality type, what is it that is motivating them? What’s the driving force? What do they need to have satisfied in their lives so that they’re satisfied people? For them, it’s about quality, answers, value and excellence.
[00:43:07] Phil: They don’t want bs. They don’t want you to tell ’em, Hey man, everything’s okay. It’s like, no, no, no. Show me the proof. Their motto is Measure twice, cut once. Make sure, make sure, because they’re all task oriented and all preserved, so they’re analyzing everything all the time. These are the people who are often accountants, you know, or editors or people who have to really look at details and do that kind of analysis, right?
[00:43:32] Phil: Because they like working by themselves, following strict form and function and getting the most that they can out of that, so they’re really cautious, right? They’re thinking, they’re calculating. they’re critical thinking, but because they’re very un-emotive, right?
[00:43:52] Phil: You don’t see a lot of smiles, you don’t see any emotion. And sometimes they come across as being cold. And it’s not that they don’t have emotions. Of course, they’re humans. They keep them inside. They’re reserved and so don’t think of them as being cold ’cause we’re not. It’s just how you see them and how you’re perceiving them.
[00:44:13] Phil: So again, they’re super cautious they are always looking for, for the best way to do things for data to support the position they’re very sensitive. They’re very thorough. They’re very orderly. They’re curious. Somebody said that they were curious. I’d be, I wouldn’t be surprised if you’re a c personality type.
[00:44:34] Phil: And, and they’re always questioning, right? And they want things to be precise. Again, don’t give you the bs, gimme the data. Alright, let’s move on to the next slide and have a look at the way that they like to communicate. So, when it comes to communicating, their big question in life is, why, why is it like this?
[00:44:50] Phil: Why are we doing it this way? Is this the best way possible? Have we considered all of the options? Because again, they wanna make sure that they’re doing it right. Right? They wanna make sure that they’re doing it the way that it’s supposed to do, the way the rules say you should be doing it.
[00:45:05] Phil: So they tend to be less verbal. These are the people who prefer to write, communicate by email, by chat, rather than picking up the phone or talking in person. They tend to be much more formal. They use thinking words as opposed to feeling words.
[00:45:23] Phil: And they ask lots of questions. They’re the opposite of me. I do a lot of talking. I have to remind myself to ask questions. They need to remind themselves to stop asking questions. And one of the problems that they can struggle with is indecisiveness. you constantly wanna do an analysis.
[00:45:38] Phil: Is it, you know, like, okay, well wait, wait, before I make the decision, let me get some more data. Let me get some other things. Let me ask this person. Lemme ask that person. And, and so that can sometimes, create this, this molasses. Of movement when it comes to actually making decisions. So that’s an area they need to work on to be their best selves.
[00:45:58] Phil: How are we doing for time
[00:46:01] Emanuel: We are kind of like at time, unfortunately, or fortunately.
[00:46:05] Phil: Not at all. Not at all. So let’s go to the next slide and we’re gonna end it there. So the next slide is, is go a
[00:46:11] Emanuel: bit over.
[00:46:11] Phil: Alright. It’s coming full circle. Right? And, and the full circle really is that those are the four personality ties.
[00:46:20] Phil: when you think of the two different questions that we’re asking, right? Outgoing versus reserved, task oriented versus people oriented. Now it’s not an exact thing, right? it’s just this guide that helps you understand how you should approach things. And let me give you a little scenario.
[00:46:36] Phil: Say I’m a sales person in a store, right? And I’ve got a client that comes in now, the personality type doesn’t want the fluff, doesn’t want the fluff. It’s gimme show me, show me what you got. Let me make a decision. Right. And, and they’re gonna decide quickly on what they want. The I personality type.
[00:46:57] Phil: If you start telling them about, you know, what the cell phone does and all of its features, they’re like, okay, do you not see me? Hello, my name’s Phil. You wanna acknowledge me? You didn’t say anything about this, my shirt that I’m wearing or how pretty I am can we acknowledge me before we get to that?
[00:47:16] Phil: The C personality type is the opposite, right? It’s like, listen, don’t ask me about my family. It’s none of your business. That’s personal stuff, and I’m not really prepared to share that. Can you tell me about the phone, like what does it actually do? What are the features? How much memory does it have? How many pictures can I take with this?
[00:47:31] Phil: They want the details. They want the data, and the s what are they looking for? Is it reliable? Is it dependable? They wanna keep working. Can I trust this thing? Or am I gonna have to keep updating? Is this going to make me change things every two minutes? So now, if you’re a salesperson and you look at someone the way they move, right?
[00:47:51] Phil: They’re not using any hands. They’re speaking softly. It’s smiling, they’re little shy. So, you know, they’re an s right? Just from their body language and the way that they act. How are you gonna sell? It’s not the same way as you’re going to sell to someone who’s a c personality type who wants all of the details, because they don’t want the details.
[00:48:11] Phil: They wanna know that you’re giving them something really good that’s dependable, and that is people to force a lot of change in their lives. So having this information is really vital and you can get a sense of who someone is by asking two very simple questions. This is why I love disc.
[00:48:30] Phil: It is easy to understand. It is easy to relate, and most importantly, it’s easy to apply. It’s easy to apply in your relationships with your significant other, with your children, with your colleagues, with your neighbors. In your social network, you look at people’s behavior and you ask, are they outgoing or reserved?
[00:48:50] Phil: Are they all about, are they surrounded by people or are they by themselves doing stuff? Now I know generally which personality type. I know what your motivation is, and I can address that. So for the D, what did the D want? You want challenges. You want a choice and you want control. Whatever choices you have, what do you think?
[00:49:10] Phil: Right? I’m giving you control. You make your choice, right? So I want you to think of how you can use this in your communication, in your actions, whether it is within your own business, with whether it is within your circle of influence, your friends, family, whatever it is. Including and importantly with yourself.
[00:49:30] Phil: and my sincere hope is that the tools that you’ve gleaned from this webinar today will help you alleviate some of the misunderstandings, some of the miscommunications that proliferate our world that are these friction points that we have with people in situations.
[00:49:52] Phil: Ask those two key questions by observing the person that we’re dealing with, and then ask, how can I pivot to create a win-win situation? So it’s not everything that I want, and it’s not everything that they want. I’m now moving. I’m bending the lights in this direction so that they get what they need and I can get what I need.
[00:50:13] Phil: So with that I want to thank you so very much for joining in today, and I want to thank Emanuel and Sabrina for, for being, such fabulous hosts and giving me this opportunity to share something that I’m really passionate about that I think is so vitally important that all of us should know and understand because I know for me, it has made my life better.
[00:50:34] Emanuel: Phil, with your permission, I do wanna take a couple of more minutes if you have the time. First, I got to address people, to get the opportunity to ask live questions if they want here. And, I’ll let Sabrina put on the screen some of the comments that some of the people have made already.
[00:50:50] Emanuel: I’ll let you read them, so I haven’t, that’s why I am. Alright, I’ll read them out loud.
[00:50:54] Phil: “I enjoyed learning more about these personality types. Feedback for future managed time to ensure that each personality type gets equal amounts of time. There was a lot of dialogue during type D”. I appreciate your feedback and, and it’s well taken.
[00:51:10] Phil: “The rest of the presentation felt rushed. It would’ve been nice to spend more time learning how to improve communication with different personality types”. I’ll tell you what, you can contact me by going to my website. I do these presentations and my presentations that address all of your concerns are much longer.
[00:51:27] Phil: So what this was, ammo bush, a little wetting of the appetite, a little understanding of what lies behind that curtain. If you want to know how to use it, if you want to have the opportunity to practice this in breakout rooms, sessions and things like that, then that is the best way for you to go forward.
[00:51:44] Phil: But I take your feedback and your growth point very well, and I appreciate it because honestly, one of the things that we sometimes have when it comes to feedback is our backs against the wall. But again, like my example about the burger, right? If I’m making a burger and the burger sucks and nobody ever tells me that the burger sucks, I think I’m killing it every time, but I’m not.
[00:52:07] Phil: And until somebody tells me that I can do better, I’m not gonna do better. ’cause I have no reason to. So I’m always open to feedback and thank you so much for giving me your insights.
[00:52:20] Emanuel: Another comment from Sabrina.
[00:52:26] Phil: “Thank you for the presentation. Very eye opening. I have a question. I do a lot of cold calling to leaders. People are usually quick to get to the question, D personality types usually in leadership” Yes, they are right. They seek leadership out because they like to have challenge control
[00:52:44] Phil: Choices. So it’s when you get into high levels, high levels of leadership, like executive level, mid-management to executive level leadership where it’s not someone who was doing the job who has been promoted to a team leader or an entry level manager, they tend to be depersonalized because what, what is leadership really, right?
[00:53:01] Phil: it’s about making decisions. The higher up the echelons you go the bigger the decisions and the more that you have to make. So it’s a quick analysis. So they don’t need any of the BS, right? They want the facts straight and then make a decision. So, absolutely. “Is the situation of being on the phone making people less patient?”
[00:53:20] Phil: “I’m thinking I should tailor my talk tracks based on personality types, maybe based on how they answer the first question”. Absolutely. What I would do is I would craft a few questions for yourself that allow you to sort of get a sense of that. One question that is centered around trying to discern whether they’re outgoing. You can find within your industry, within what it’s that you’re doing, a phrase, a question that would be appropriate that wouldn’t seem so out of place.
[00:53:48] Phil: The second question for people oriented versus task oriented, if you have four separate scripts, one for each of the personality types and if you’re able to do quick analysis, and it doesn’t mean that you’re the whole thing. It’s the focus, right?
[00:54:03] Phil: Because what’s, what is it that I want, right? If my personality type is, you know, D or C, I have different wants. So tailored to that.
[00:54:14] Emanuel: Okay. Thank you so much, Phil. Thank you again, Jen. Thank you. Everyone who attended, the feedback was positive, was very engaging. Thank you so much, Phil. Before we go, absolutely. Where do people get a hold of you again and get this book as well, www.philtasci.com part of being the host and being the owner is that I can go a little bit over time at the end of the day and I want
[00:54:41] Emanuel: Two minutes to discuss two things. One, because you mentioned Rumi, I wanna bring Rumi as well into this conversation. I actually, heard about it, I didn’t realize who Rumi was because back in Romania, we learned about it a little bit, when I visited Kaia, in Conia, it’s his tomb.
[00:54:58] Emanuel: So I felt a certain vibration and I learned more about him probably 12 or 15 years ago. And, I’ve discovered how influential he was. In Western societies as well, because right now it’s very accessible to everyone. But that wasn’t the case. So only certain people, certain scholars that shaped the society that we live in today had access to him.
[00:55:18] Emanuel: So he’s more present than one might think about Rumi soul. Absolutely. If you don’t know, now, you know, go learn about Rumi. And thank you so much for introducing me, starting the presentation with Rumi. What could have been better?
