Welcome to Our BANC™

1. Welcome to Our BANC™

2. Our BANC™ Learning Program “To ensure that as a Business Leader, you receive the very best in support and opportunity”

3. Our BANC™ Learning • The Armchair Negotiator Program • Designed to take you to a place where – • You will learn to Sell More • You will learn to Buy Better • You will Grow • You will make better Connections

4. Accountability Partners • Time to share your partners successes and challenges • How did you find the process? • What worked well? • What would you • change?

5. Our BANC™ Learning Lets recap

6. You may not get Paid what you are worth Legendary story about automaker Henry Ford holds that he once had a problem with the generators in his factory. He hired electrical genius Charlie Steinmetz to figure out the problem, which he did, and Ford received a bill for $10,000. Steinmetz broke down the outrageous price: It cost $10 to tinker with the generators, but $9,990 for years of learning how to tinker. Ford paid the bill.

7. What Changes Have We Made? • How has it impacted my thinking? • How has it impacted my business? • What have I done differently? • What's my per hour rate and am I earning it ?

8. Remember this ? $1,000,000 per year 10 months per year = $100,000 per month 4 weeks per month =$25,000 per week 5 days per week = $5,000 per day 8 hours per day = $625 per hour

9. Next we looked at Purpose

10. Our BANC™ Learning

11. What have we done? • Have you defined or refined your purpose? • What difference has it made to what you do? • Have you used it to assist your decision making?

12. Then We Moved to Mission MISSION • A mission statement defines in a paragraph or so any entity’s reason for existence. It embodies its philosophies, goals, ambitions and mores. • Any entity that attempts to operate without a mission statement runs the risk of wandering through the world without having the ability to verify that it is on its intended course. • - MissionStatements.com

13. My Mission Statement • What is your Mission Statement?? • Is it achievable? • Does it excite my team and I? • How did you go about the process?

14. And then ... Vision

15. Definition of Vision A Vision statement by definition is something you want to become, to achieve, it is a wonderful image of an ideal future – whereas a Mission statement explains the purpose of the organization – why it exists – it captures the organization’s soul.

16. Vision • What did you do ? • What is your vision?

17. People! • Want to improve your ability to deal with customers, family , suppliers, in fact anyone?? • Then you need to understand how we are all different and to value that difference and work with it. • Here’s how – fill out your personality profile • You must pick a word from every row – even if you think now works pick the closest.

18. Understanding Personalities Four basic temperaments. • Sanguine/ Otter – fun, exude enthusiasm. • Melancholic/ Beaver- serious, strive for perfection • Choleric/ Loin- charge forth, born leaders. • Phlegmatic/ Golden Retriever – relaxed and happily reconciled to life. • Taken from ‘Personality Plus’ by Florence Littauer • 1971 Power Books and various websites

19. The Action While the sanguine is talking, the choleric is doing, the phlegmatic is watching and the melancholy is thinking, planning and creating

20. Gotta have fun! What ARE you doing !

21. There is only one you! • Individual and unique blend of the four basic temperaments. • Temperament traits are raw materials= ‘real me’. • Understanding ourselves: -know WHAT we're made of -know WHO we really are -know WHY we react as we do -know our strengths and how to amplify them -know our weaknesses and how to overcome them. • Understand other people, and realise that just because someone is different that doesn’t make them WRONG! • Understand the differences and value them. • Then you can understand your boss, customers, work colleagues and even maybe family!

22. Michelangelo Complex • Transform the shape of the raw material but not change it • Each of us is unique our own kind of rock granite , sandstone, shale, marble etc • Our rock type doesn’t change much but it can be shaped • We are sculpted by our circumstances, IQ, EQ, nationality, economics, environment , parents, etc but our basic rock doesn’t change

23. Michelangelo Complex • How many of us have looked at others as raw material just waiting to be carved by our willing helpful hands ? • How many can think of a least one person that would really shape up if they would just listen to your advice? • How anxious are they to hear from you? • How many relationships fall apart because we are trying to make us all the same?

24. The Sanguine • The lift of joy in times of trouble • The touch of innocence in a jaded era • The word of wit when we are weighed down • The lift of humour when we are heavy hearted • The ray of hope to blow away the black clouds • The enthusiasm and energy to start over and over again • The creativity and charm to colour a drab day • The simplicity of a child in complex situations

25. SanguineActors, salesmen, speakers, extrovert, talker, optimist Emotions • Appealing personality • Talkative, story teller • Good sense of humour • Memory for colour • Physically holds the listener • Emotional and demonstrative • Enthusiastic and expressive • Cheerful and bubbly • Curious • Generous • Good on stage • Wide eyed and innocent • Lives in the moment • Changeable disposition • Sincere at heart, compassionate • Always a child At Work • Volunteers for jobs • Thinks up new activities • Looks great on the surface • Creative and colourful • Energy and enthusiasm • Starts in a flashy way • Inspires others • Charms others at work • Turns disasters into humour As Friends • Makes friends easily • Loves people • Thrives on compliments • Seems exciting • Envied by others • Apologises quickly • Doesn’t hold grudges • Prevents dull moments • Spontaneous

26. Melancholic • The depth to see into the heart and soul of life • The artistic nature to appreciate beauty • The talent to create a masterpiece where nothing existed before • The ability to analyse and arrive at a proper solution • The eye for detail while others do shoddy work • The aim to finish what they start • The pledge ‘if its worth doing its worth doing right’ • The desire to do all things decently and in order

27. MelancholyIntrovert, thinker, pessimist, artist, musicians, inventors, philosophers, doctors Emotions • Deep, thoughtful • Analytical • Serious and purposeful • Genius prone • Talented and creative • Artistic and Musical • Philosophical and poetic • Appreciative of beauty • Sensitive to others • Self- sacrificing • Conscientious • Idealistic • Perfectionist   • Loyal  At Work • Schedule oriented • Perfectionist, high standards • Details • Persistent and thorough • Orderly and organised • Neat and tidy • Economical • Sees problems • Finds creative solutions • Needs to finish what he starts • Like charts, figures, lists etc As a Friend • Makes friend cautiously • Content to stay in background • Avoids causing attention • Faithful and devoted • Will listen to complaints • Can solve others problems • Deep concern for people • Moved to tears with compassion • Seeks ideal mate

28. Choleric • The firm control when others are losing theirs • The cut of decisions for foggy minds • The grip of leadership to us to the good • The willingness to take chances in a doubtful situation • The confidence to hold true in the face of ridicule • The independence to stand alone and be counted • The roadmap to life when we have gone astray • The urge to ‘ take arms against a sea of troubles and, by opposing them, end them’

29. CholericExtrovert, doer, optimist, leaders, producers, builders Emotions • Born leader • Dynamic and active • Compulsive need for change • Must correct wrongs • Strong willed and self decisive • Unemotional • Not easily discouraged • Independent and self sufficient • Exudes confidence • Can run anything • Productive and practical • Visionary • Courageous At Work • Goal oriented • Sees whole picture • Organises well • Seeks practical solutions • Moves quickly to action • Delegates work • Insists on production • Makes the goal • Stimulates activity • Thrives on opposition As a Friend • Has little need for friends • Will work for group activities • Will lead and organise • Is usually right • Excels in emergencies

30. Phlegmatic • The stability to stay straight on course • The patience to put up with provokers • The ability to listen while others have their say • The gift of mediation , uniting opposing forces • The purpose of peace at almost any price • The compassion to comfort those hurting • The determination to keep your head , while those around are loosing theirs • The will to live in such a way that even your enemies cant find anything bad to say

31. PhlegmaticIntrovert, watcher, pessimist ,diplomats, accountants, teachers, technicians Emotions • Low key personality • Easygoing and relaxed • Patient and well balanced • Consistent life • Quite but witty • Sympathetic and kind • Keeps emotions hidden • Happily reconciled to life • All-purpose person • Conservative • Practical • Reluctant leader At Work • Competent and steady • Peaceful and agreeable • Has administrative ability • Mediates problems • Avoids conflicts • Good under pressure • Finds the easy way As a Friend • Easy to get along with • Pleasant and enjoyable • Good listener • Inoffensive • Dry sense of humour • Enjoys watching people • Has many friends • Has compassion and concern

32. Positives Carried to Extremes become Weaknesses • The sanguine’s great ability to talk is envied by others until carried to extremes they become monopolising and constantly interrupt • The choleric’s gift for leadership is desperately needed but carried to extremes they become bossy controlling and manipulative • The melancholic's deeps analytical thinking is a genius but carried to extremes becomes depresses and brooding • The phlegmatic’s easy going nature makes him the favourite in any group but taken to extremes they don’t care about anything and are indifferent and indecisive

33. SanguineActors, salesmen, speakers, extrovert, talker, optimist Emotions • Compulsive talker • Exaggerates and elaborates • Dwells on trivia • Can’t remember names • Scares others off • Too happy for some • Has restless energy • Egotistical • Blusters and complains • Naïve, gets taken in • Has loud voice and laugh • Controlled by circumstances • Gets angry easily • Never grows up At Work • Would rather talk • Forgets obligations • Doesn’t follow through • Confidence fades fast • Undisciplined • Priorities out of order • Decides by feelings • Easily distracted • Wastes time talking As a Friend • Hates to be alone • Needs to be centre stage • Wants to be popular • Looks for credit • Dominated conversation • Interrupts and doesn’t listen • Answers for others • Fickle and forgetful • Makes excuses • Repeats stories

34. CholericExtrovert, doer, optimist, leaders, producers, builders Emotion • Bossy • Impatient • Quick-tempered • Too impetuous • Enjoys controversy and arguments • Won’t give up when losing • Inflexible • Not complimentary • Unsympathetic • Cruel , sarcastic • Opinionated and proud • Crafty • Prejudiced At work • No tolerance for mistakes • Doesn’t analyse detail • Bored by trivia • May make rash decisions • May be rude and tactless • Manipulates people • Ends justifies the means • Work may become his god • Demands loyalty in the ranks As a Friend • Tends to use people • Dominates others • Decides for others • Can do everything better • Is too independent • Possessive of friends • Cant say ‘I’m sorry’ • May be right but unpopular

35. MelancholyIntrovert, thinker, pessimist, artist, musicians, inventors, philosophers, doctors Emotion • Remembers the negatives • Moody and depressed • Enjoys being hurt • Has false humility • Off in another world • Low self image • Has selective hearing • Self-centred • Too introspective • Guilt feelings • Persecution complex • Tends to hypochondria • Rigid and legalistic • Revengeful • Touchy • Persecution prone • Theoretical and impractical • Critical • Negative At Work • Not people oriented • Depressed over imperfections • Chooses difficult work • Hesitant to start projects • Spends too much time planning • Prefers analysis to work • Self–depreciating • Hard to please • Standards often too high • Deep need for approval As a friend • Lives through others • Insecure socially • Withdrawn and remote • Critical of others • Holds back affection • Dislikes those in opposition • Suspicious of people • Unforgiving • Full of contradictions • Sceptical of compliments

36. PhlegmaticIntrovert, watcher, pessimist ,diplomats, accountants, teachers, technicians Emotion • Unenthusiastic • Fearful and worried • Indecisive • Avoids responsibility • Quiet will of iron • Selfish • Too shy and reticent • Too compromising • Self-righteous • Blasé • Stingy • Selfish At Work • Not goal oriented • Lacks self-motivation • Hard to get moving • Resents being pushed • Lazy and careless • Discourages others • Would rather watch As a Friend • Dampens enthusiasm • Stays uninvolved • Is not exciting • Indifferent to plans • Judges others • Sarcastic and teasing • Resists change

37. From ‘Personality Plus’ By Florence Littauer

38. Use what we learn Sanguine's are best: • In dealing with people enthusiastically • In expressing thoughts and excitement • In up-front positions of attention Melancholic’s are best: • In attending to details and deep thinking • In keeping records, charts and graphs • In analysing problems too difficult for others Choleric’s are best • In jobs that require quick decisions • In spots that need instant action and accomplishments • In areas that demand strong control and authority Phlegmatic's are best: • In positions of mediation and unity • In storms that need a calming hand • In routines that might seem dull to others

39. Don’t fence me in • Understanding our basic temperaments doesn’t fence us in ! • It opens a gate in our protective wall and causes us to accept ourselves and others realistically. • It shows us how to anticipate problems and handle them before they happen. • We can anticipate our own and others reactions to different situations and be prepared before it happens.

40. How do we get along? Sanguines • Recognise their difficulty in accomplishing tasks- make instructions clear and follow up • Don’t expect them to deal with split second timing and details • Realise they like flexibility and variety • Help them to keep from accepting more than they can do • Praise them for their accomplishments • Remember they are circumstantial and tend to be controlled by the circumstances of the moment • Bring them presents; they love new toys it doesn’t have to be spectacular they will still get excited • Realise they mean well

41. How do we get along? Melancholies • Know that they are very sensitive and get hurt easily • Realise they are programmed with a pessimistic attitude- this is positive because they can look ahead and see problems the rest miss • Learn to deal with a depressed mood or depression • Compliment them sincerely • Accept that they like it quite and need time to think • Try to keep a reasonable schedule • Help them not to become slaves – it is difficult for them to accept work not up to their standards

42. How do we get along? Cholerics • Recognise they are born leaders- they are strong and don’t mean to force their way you need to counter with similar strength and they will respect you for your stand • Insist on two way communication- you do need to discuss sometimes and not just get answers. Ask for a time to be heard. • Know they don’t mean to hurt- sometimes they speak first think later • Realise they are not compassionate- realistic and practical they just don't have the aptitude to love the unlovely, or look after the weak or sick.

43. How do we get along? Phelgmatics • Realise they need direct motivation- positive motivation! Help them set goals and celebrate success. • Don’t expect enthusiasm. • Force them to make decisions , they can do it but prefer to take the path of least resistance by letting others choose. • Don’t blame them- because they are so quite and accepting others may defer blame. • Encourage them to accept responsibility – because of their gifts of conciliatory leadership. Don’t accept their first no.

44. REMEMBER • We are not these temperaments but we all have some of these traits • This information is to help us understand ourselves and others to provide more positive interaction and communication • To realise we need to be different and to value those differences

45. Our BANC™ Learning Accountability Partners • Helps you stay on target • Provides incentive • You are NOT alone • Grows your connections

47. Two lessons from this month......

48. Our BANC™ Learning

50. Our BANC™ Learning The journey continues.... Enjoy the Ride!