Discovery Report - Direct Selling Version

for

Carl Smith

 Personality Insights, Inc.

What You Will Learn

When you are able to ...

1) Understand yourself
2) Understand others
3) Adapt your style to theirs

then you can experience:

Better RESULTS and more success in what you do
More FUN in life and better friendships with people
More PEACE and harmony with those you care about
Better UNDERSTANDING and less frustration when working with people

The "DISC" Model of Human Behavior

Carl, we will be using a concept called the "DISC" Model of Human Behavior in this report. Each letter (D, I, S and C) represents a main personality style. The DISC model is based on the fact that most people have predictable patterns of behavior. The first pattern reflects whether a person is more OUTGOING or RESERVED. The second pattern reflects whether a person is more TASK-ORIENTED or PEOPLE-ORIENTED. The two patterns can be visualized in two circular diagrams with opposing traits and then combined into one diagram as shown below.

The circular diagram in Step 3 has four sections like a pie. Each section is a combination of two traits that can be described by the letters D, I, S and C. The main words that we use to describe each personality style are Dominant (D), Inspiring (I), Supportive (S) and Cautious (C) as shown below.

Each Person is a UNIQUE BLEND of ALL FOUR traits. Your assessment shows that your personality blend is: "S/IC." You will learn more about your "S/IC" blend in your Discovery Report - Direct Selling Version.

DISC is Easy to Remember

DISC is easy to remember using letters, colors and symbols.

Symbol	Behavior	Key Words	Color Meaning	Symbol Meaning
	OUTGOING and TASK-ORIENTED	Dominant Direct Demanding Decisive Determined Doer	GREEN means GO - like a green light in traffic! They are always looking for a TASK to GO DO. They were born ready!	The EXCLAMATION POINT represents being emphatic! They like to face everything head-on!
	OUTGOING and PEOPLE-ORIENTED	Inspiring Influencing Impressionable Interactive Impressive Involved	RED is highly VISIBLE and BRIGHT They are always easy to spot. The party begins when they show up!	The STAR symbol means they are the star of the show! They make life FUN and EXCITING!
	RESERVED and PEOPLE-ORIENTED	Supportive Stable Steady Sweet Status-quo Shy	BLUE is PEACEFUL like a clear blue sky They like things to be calm, relaxed and peaceful. They are so nice!	The PLUS and MINUS represents being accommodating. Plus or minus, either way is okay. They like to please others!
	RESERVED and TASK-ORIENTED	Cautious Calculating Competent Conscientious Contemplative Careful	YELLOW means CAUTION They like to approach TASKS CAREFULLY. They move through life one calculated step at a time.	The QUESTION MARK represents their inquisitive nature. They have lots of detailed questions, and they need to think things through!

Your Personality Style Blend

	Personality Chart for Carl
Very High High Avg. Above -- Mid-line -- Avg. Below Low Very Low
	Circle Graph for Carl

Congratulations, Carl! Your personality style blend is S/IC. By having a SUPPORTIVE / INSPIRING / CAUTIOUS personality style, you tend to naturally be positive and supportive to encourage and care for others well-being. Your strength is your ability to relate and understand the how and why of emotions. A graph of your personality style is shown to the right.

Note: This graph represents your S/IC Style Blend. Please look in the "Graphs" section of this report to see your detailed graphs along with an explanation on how to understand your graphs.

Notice that the "S" is the highest on the chart. That means that you are very people-oriented. The Plus and Minus Sign is your symbol. You are extremely good at being supportive, being a team player and relating to others. People enjoy you. Next, in your graph, the I/C areas are above the midline. That means your I and C traits will support your primary type which is S. I or C traits are usually where you go under stress. When under stress, confronting issues leads to peace. Also, note that in your graph, the D area is below the midline. That means these are blind spots in your life. Using I traits appropriately will bring greater stability and purpose in life.

Words that Best Describe Carl

Please keep in mind these words may describe you more or less depending on the situation. If you feel that some of the words above describe you very well, then circle them. If you feel like some of the words do not describe you well, simply cross them out. This information is usually 85-95% accurate, but you are welcome to mark it up to match your unique personality style.

This report is NOT meant to label you! It is designed to HELP you UNDERSTAND and DISCover yourself. You can enjoy your unique personality and your strengths!

Carl's Strengths

The following section describes Carl's strengths based on the S/IC personality blend. These strengths represent qualities resulting from blending the D, I, S and C personality traits. Remember, everyone is a unique blend of all four styles. In other words, everyone has some of each of the four major personality styles.

Supportive and Interactive

Carl is relationship-oriented and nurturing. Carl will usually express ideas with the mindset of suggesting or encouraging. Carl tends to be concerned about how others feel and the reasons for their feelings.

Perceptive Towards Others

Carl has an ability to sense what people are feeling and understand their mindset.  Carl desires to be sensitive and appropriate dealing with others.  Carl enjoys providing a fun team-oriented environment where people get along without conflict.

Carl's Keys to Excellence

The following section describes Carl's keys to maintain balance and excellence in life based on the dynamics of the S/IC personality blend. These keys are important in adapting to the needs and perspective of others. Practicing these insights will cultivate teamwork, productivity, harmony and understanding with others.

Take Action When Appropriate

Balance your sensitivity towards others with the ability to take action when necessary.

Communicate Your Preferences

You have a generous nature that tends to be self-sacrificing. Share your preferences with others in order to build closeness and better understanding.

Express Your Needs

It is important to express your needs to others by letting them know how important they are to you. Otherwise, they may never know how you "truly" feel.

Make Decisions on Positive Possibilities

Focus on what is possible. This mindset will lead to stepping out more, facing decisions, and making choices which open up possibilities.

Carl as a Team Member

Main Motivation: Relationally supportive mixed with a commitment to quality

Individual Talents and Gifts: Working with people within a defined order or framework

Value as a Team Member: Getting positive results in spite of bad situations through being cool under fire; modeling respect for authority

Ideal Environment: Stable, predictable, sensible procedures; friendly coworkers

Key to Motivate: A leader who sets a good example; complete, clear direction for projects to be completed; to be persuaded by both logic and emotion; a team that understands their reasons for not wanting to argue (i.e. personality style); freedom from confrontation

Keys to Manage: While working with others: S/IC style blends need to be more objective and less subjective, more direct and less indirect; a quality product in which they can believe; simplified methods that will not affect the quality of their work

How You Act Best Under Pressure (your perception): Accepting; compassionate; considerate, likable; cooperative; modest

How Others May MISUNDERSTAND and MISREAD Your Actions Under Pressure (if they do not understand you): Hesitant; unsure; cautious; haphazard; fearful; stubborn

Things to be aware of (possible blind spots): Understanding that confrontation is sometimes a valuable option

Complementary Personality Styles: D, D/C, D/I, I/C

Suggestions for Working with Carl

Based on your S/IC personality blend, others can work more effectively with you by being aware of your basic style. This section is intended for others to be able to refer to in order to work more effectively with you.

The EASIEST way to work with Carl (or anyone with the S/IC blend) is to:

Use voice tones that show sincerity; present your case softly; take the time to be sure they are in agreement in order to have clear communication; expect them to have hurt feelings if you disagree.

The LEAST EFFECTIVE way to work with Carl (or anyone with the S/IC blend) is to:

Try to intimidate them by means of loud personal confrontation; threaten them with your position of power; be domineering or demanding; speak down to them in a condescending manner; make their decisions for them, or they will lose initiative.

Carl's Basic Motivational Style

The following section describes your "Basic Style" which is how you behave most naturally. Everyone has areas that he or she is strong in and areas where there could be personal growth. The following section contains insights into your basic motivation and behavior.

Your best response under pressure is to face the challenge calmly and look for ways to help the situation. As a person having an S/IC style blend, you naturally act patient, persuasive and contemplative while relating with others. The S/IC style blend wants peace, routine, approval and high standards from others. You are least comfortable when you perceive that you may face being in conflict, being wrong or rejection from others. Remember: The key to your success is to exercise being under-control by focusing on a solution versus just how you feel. 

Carl's Basic Style - Visual Chart

The following section shows your "Basic Style" in the form of a visual chart. The areas in BOLD show how you behave most naturally. The following section contains insights into your basic motivation and behavior.

Carl's Communication Style

The following section describes how you tend to communicate and interact with others. Naturally, you like to communicate in a way that is most comfortable to you. Others may or may not understand you or your motivation. This page is designed to shed light on how your personality influences the way you communicate with others. Please note that the following statements include areas for growth.

You typically are motivated by affirmation and positive feedback from others on an individual basis. Because you have an S/IC style blend, you naturally prefer an environment that is supportive and people-oriented. You like a climate that cares about others. Remember: The key to you sincerely being appreciated and admired is to have under-control actions. Convince yourself to ADDRESS CONFLICTING ISSUES which builds better relationships long-term. By having an S/IC style blend, you communicate naturally in a friendly, agreeable and informal manner. Others may perceive you as being weak or too agreeable, indecisive and sometimes talkative. 

Communication Tip: Communicate effectively and act intelligently by adapting your words and actions to the personality style of others.

Carl's Communication Style Chart

The following section shows your "Communication" in the form of a visual chart. The areas in BOLD show how you communicate most naturally.

Priorities and Decision Style for Carl

The following section describes your decision-making style and what tends to be important to you.  Your personality style influences how you make decisions based on your priorities.  These insights reflect your most natural behavior when faced with choices.

You typically will interact with other people to maintain peace while keeping events steady for safety. The S/IC style blend will seek facts and interact with others to have peace and fun in life. By having an S/IC style blend, your basic priorities in decision-making are peace, predictability and structure in life with people. When making a decision, the S/IC style blend tends to focus on the accepted or the rules and what is popular to address issues. This is so others will get along better and there is order. Remember that the key to your success is to have under-control actions. Focus on DOING WHAT IS RIGHT versus what is convenient to minimize future problems. Convince yourself that BEING HONEST BY SPEAKING UP is important to maintain peace. 

Understanding your decision-making style can help you become more successful in balancing the issues involved in a situation while interacting with the people who are affected by your decisions.

Carl's Priorities and Decision Style Chart

The following section shows your "Priorities and Decision-Making Style" in the form of a visual chart. The areas in BOLD show how you tend to process decisions most naturally.

Professional Growth Insights for Carl

The following section offers insights about how your personality style blend may influence your professional life. In order to be the best YOU possible, it is important to maximize your strengths while, at the same time, minimizing your weaknesses.

This feedback is primarily based on your strongest traits. Consider this section with a mindset of leveraging your strengths in order to bring about the best results possible.

• It is important to have boundaries and set limits. Be willing to say "no." Remember, saying "NO, I CANNOT COMMIT TO THAT" is often the best decision for everyone involved.
• Being focused and learning from the advice and direction from successful leaders are the keys to your development both personally and professionally.
• One of the strengths you possess is building relationships with sincerity. Life and work is about building relationships. Focus on being open and honest in relationships, so that each person can grow and become better.
• The key to a stable and effective career has to do with you learning and growing. You will develop more by committing to ongoing training and development and learning from others.
• Having a good career is about creating personal security for you and your loved ones and having your own structure. By growing professionally, it will give you a way to serve others more effectively and have fun too.
• By building relationships and setting boundaries, it allows you to have even closer relationships with others. Boundaries also provide safety for you and others.
• You tend to be a good encourager with your words. Let people know you appreciate them, and your enthusiasm will spread.
• Building a stable career is about working smarter not just harder. Make sure to focus on doing things that help you create stability and reach goals versus accommodating others and wasting your time.
• Pay close attention to financial matters. This will give you the ability to have even more freedom and will help you to manage resources better.
• In developing your career, you will experience others that are uncommitted to what you do and to other areas of life. Keep in mind not everyone has a desire to learn and grow. If they are not as committed as you are, do not take it as personal rejection.

Long-term Development Insights for Carl

The following section offers insights about how your personality style blend may influence your professional life in a long-term manner. The focus here is to provide input to you which will not only help you be more successful now, but may also help you to compensate in areas that might otherwise hold you back from achieving your full potential. This feedback is designed to make you more aware of areas that are related to your less-predominant traits. Consider this section with the mindset that learning to adapt your behavior in these areas will result in maximizing your success.

• It is important to live life based on doing what is right for you and others. Remember, you cannot make someone else feel good all the time.
• A secret key to your success is believing you can do it. Step out in faith versus not stepping out at all. With action comes results. Do it afraid if necessary.
• Life is about balance. Convince yourself that you will create balance in life by doing what is RIGHT versus what is convenient. It is a better way to live, and you are worth it!
• The way to have greater peace in life is to stretch yourself in addressing issues. When you stretch, you grow. You will be able to make a difference in your life and in others.
• Important: Most people buy into people rather than programs or systems or products. Stay focused on people, not just getting things done.
• Commit to spending quality time for yourself and not just for others. To build "true" relationships, it is important for your needs to be met too. This leads to greater fulfillment in life.
• Your kind-hearted nature is to be easy on others, yet you may be hard on yourself. Give the same amount of grace to yourself that you give to others.
• Begin working with leaders based on their personality style. Adapt your style. See things from their perspective.
• Remember to motivate and influence others based on their personality style. What appeals to you may not appeal to someone else.
• In developing by learning and growing, it is important to let your strengths carry you, and let your weaknesses concern you.

Carl's High and Low Traits

Communication and Presentation Tips

The Main Thing to Remember:

Carl, because your primary style is S
Please remember to:

relate to other people where THEY are.

Your Keys to Success:

Carl, when you are communicating with others, it is important to remember the other person may have a different personality style than you do. Consider your possible blind spots, and remember the following when you present:

1)  Remember challenges are good.

2)  Give realistic commitments.

3)  Reflect that FEAR is only False Evidence Appearing Real.

Next, let's see how to relate to the 4 basic personality styles ...

Communication with a D-Style Person
with someone who is primarily D (dominant)

Carl, because your primary style is S,

Please remember the following when communicating with a D-Style person:

1) Emphasize what he or she can do and the importance of his or her role.

2) Look at your role as providing solutions.

3) Be encouraged when he or she challenges you. Remember, a challenge is a sign that he or she is interested.

INSIGHT: Be confident and sure of yourself. He or she may be forceful. Show strength. Be direct. Emphasize results. Remember to help this D-Style person feel that he or she is not being taken advantage of.

Communication with an I-Style Person
with someone who is primarily I (inspirational)

Carl, because your primary style is S,

Please remember the following when communicating with an I-Style person:

1) Compliment his or her outgoing nature and energy.

2) Refer to successful people using your service.

3) Be very enthusiastic.

INSIGHT: Be enthusiastic and complimentary. He or she may talk and exaggerate a lot. Listen and don't try to control the conversation or prove your point. Remember to help this I-Style person feel accepted, not rejected.

Communication with an S-Style Person
with someone who is primarily S (supportive)

Carl, because your primary style is S,

Please remember the following when communicating with an S-Style person:

1) Compliment family and personal relationships.

2) Refer to long-term success and a relationship with your client.

3) Be yourself.

INSIGHT: Be sensitive. Let him or her share feelings. Don't interrupt. Let him or her finish talking before you talk. Remember to help this S-Style person feel secure.

Communication with a C-Style Person
with someone who is primarily C (cautious)

Carl, because your primary style is S,

Please remember the following when communicating with a C-Style person:

1) Emphasize the effective system and structure of your information.

2) Remember to validate materials to prove success.

3) Be consistent and logical.

INSIGHT: Be factual and make sure of your facts. Ask for suggestions. Be open and respectful. Give details concerning problems. Be precise and methodical. Remember to not criticize or appear to criticize this C-Style person.

Leadership Insights to the D-Style

How to relate best to someone who is primarily Dominant:

They want to be in control, and they will only decide about a matter if they can see how it relates to their goals. Their main motivation will probably be to solve some sort of problem or achieve something.  Leadership with this personality style is primarily about presenting solutions that are relevant to them.

Phrases to use: (encourage their eagerness to lead)

You are in charge.
I have confidence in you.
You have complete authority to make it happen.
I'll give you whatever resources you need to meet the goal.
I know that, if anyone can handle this situation, it's you.
What do you need to move ahead?
What would you like to do next?
Your leadership in this matter is critical.
See what solutions you can come up with, and go with whatever you think is best.

In Summary:
Their issue is POWER. They will DECIDE in order to SOLVE PROBLEMS, because their focus is THE GOAL.

Note:  Review the page on Communication with a D-Style to know how to say things in a way that they will be receptive to.  Adapt your style to their personality needs.

Leadership Insights to the I-Style

How to relate best to someone who is primarily Inspirational:

Their priority of people means that they want to feel good about you and the people you are associated with.  Be excited with them.  Talk energetically with them about other people, interesting stories and fun things to do.  Leadership of this personality style is primarily about moving enthusiastically with them toward short-term goals that involve dynamic interaction with people.

Phrases to use:  (encourage their energy with people)

Who can we get together to work on this project?
Who would you like to have on your team?
We are looking for someone with energy and enthusiasm like you!
How soon can you pull together a meeting with everyone?
Can you help me with some ideas to get this started?
I'm so excited that we get to work together!
You add so much fun to everything!
What would be a good way to reward ourselves when we reach our first goal?
Thank you for your positive attitude and outlook!

In Summary:
Their issue is PEOPLE. They will INTERACT in order to PERSUADE OTHERS, because their focus is THE POPULAR.

Note:  Review the page on Communication with an I-Style to know how to say things in a way that they will be receptive to.  Adapt your style to their personality needs.

Leadership Insights to the S-Style

How to relate best to someone who is primarily Supportive:

They want predictability, and they will need a friendly, comfortable environment to be in. Give them reassurance that what you are suggesting will be a good experience for them and others. They do not want to venture out of their comfort zone, so don't push or force anything. Leadership of this style is about being sincere and giving gentle encouragement to take small steps in a safe direction. 

Phrases to use:  (remember to be sincere, patient and supportive)

Thank you so much for helping me on this. 
How about if we just take a small step and try this approach to see how it works?
Your contribution is so important.  Everyone appreciates your input.
It's ok to make a choice; we can always change our approach later on if we need to.
Let's work on this together, and we can help each other. 
Someone will be there to personally guide you through the process.
You can handle this - I have confidence in you. You can do it.
That seems to be a very safe and sensible approach.
Do you mind if we try it out? 

In Summary:
Their issue is PREDICTABILITY. They will SEEK A STABLE ROUTINE in order to MAINTAIN STATUS QUO, because their focus is THE ACCEPTED.

Note:  Review the page on Communication with an S-Style to know how to say things in a way that they will be receptive to.  Adapt your style to their personality needs.

Leadership Insights to the C-Style

How to relate best to someone who is primarily Cautious:

Their priority for procedure and logic means that they will need good reasons why going in a particular direction makes sense. This personality style naturally asks questions as a way of thinking things through. Their areas of interest or focus may be very specific, so be patient as you answer questions. Leadership of this personality style is about being logical and providing enough time and information for them to think through options.

Phrases to use: (provide information, build credibility, be patient)

Our research shows that this is a good option.
What is the best option in your opinion?
What other information can I provide to help you?
What factors are most important to you right now?
You have done excellent work so far. 
How can we apply what you have learned?
What do you see as the next step that needs to be taken?
How much time do you think you will need to think this over?
What are you most concerned about at this point?

In Summary:
Their issue is PROCEDURE. They will SEEK FACTS in order to UPHOLD PRINCIPLES, because their focus is THE RULES.

Note:  Review the page on Communication with a C-Style to know how to say things in a way that they will be receptive to.  Adapt your style to their personality needs.

What to Emphasize with Each Style

3 Special Tips to Remember

If Your Style is	Remember
	Don't push Give people time to process and think Use softer tones
	Be organized Stay focused Be credible
	Be confident Remember that challenges are okay Don't be controlled by FEAR (False Evidence Appearing Real)
	Don't overdo details Remember the person, not the task Smile more and lighten up a little

Contacting a Dominant D-Style Person

Remember that their basic motivations are:

• Challenge
• Choices
• Control

They respond best when your approach provides them an environment where they can have:

• Freedom
• Authority
• Varied activities
• Difficult assignments
• Opportunity for advancement

They will respond best to your leadership when you:

• Provide direct answers
• Stick to business
• Stress goals
• Provide pressure (have confidence, but do not overdo it)
• Emphasize freedom and personal accomplishment

Remember, the D-Style person is still learning that:

• People are important. Do not be offended if they are abrasive.
• Relaxation is not a crime. Know that they may be intense.
• Some procedures are necessary. Be clear on what action you want them to take and do not be afraid to lead them to the next step.
• Everyone can benefit from other successful people. Do not let their strong, self-assured manor fool you.
• Verbalizing conclusions helps others understand them better - they may not give you much feedback, but do not take that as a lack of interest.

Contacting Success Keys with D-Styles:

Expect challenge and debate - that is how they show interest. Remain calm, and be direct and to the point. Emphasize a goal to be achieved or a problem that can be solved.

Contacting an Inspiring I-Style Person

Remember that their basic motivations are:

• Recognition
• Approval
• Popularity

They respond best when your approach provides them an environment where they can have:

• Prestige
• Friendly relationships
• Opportunities to influence others
• Opportunities to inspire others
• Chances to verbalize ideas

They will respond best to your leadership when you:

• Are a democratic leader and friend
• Provide social involvement outside of business
• Provide recognition of abilities
• Offer incentives for risk-taking
• Create an atmosphere of excitement

Remember, the I-Style person is still learning that:

• Time must be managed - transfer your discussion into an action plan that has a deadline. Help them think this through.
• Too much optimism can be harmful - be enthusiastic, but keep things realistic.
• Listening is important - do not expect them to listen very well or very long, so be brief and upbeat without extensive details.
• Tasks must be completed - clarify what needs to be done with a limit of 1 or 2 tasks.
• Accountability is imperative - let them know in a friendly way that you will follow up with them. Do not use pressure, just be friendly and helpful.

Contacting Success Keys with I-Styles:

Emphasize fun and the new people they will meet. Let them know that there are other people involved who are successful and important. They will respond mainly to your excitement and tone more than anything else, so be excited!

Contacting a Supportive S-Style Person

Remember that their basic motivations are:

• Security
• Appreciation
• Assurance

They respond best when your approach provides them an environment where they can have:

• An area of specialization
• Identification with a group
• An established work pattern
• Stability within a given situation
• A consistent, familiar environment

They will respond best to your leadership when you:

• Are relaxed and amiable
• Allow them to have time to adjust to changes or new ideas
• Serve them as a friend
• Allow them to move at their own pace
• Clearly define goals and the means of reaching them

Remember, the S-Style person is still learning that:

• Change provides opportunity - do not let their lack of enthusiasm be interpreted as not being interested.
• Friendship is not everything - do not make them feel obligated to you just because you are friends.
• Discipline is good - help them to get started by suggesting a specific action for them to take, even if it is a small step.
• It is all right to say, "no." Realize that they will avoid conflict at all costs, even if it means speaking as a "yes" and acting as a "no."
• Being a servant does not mean being a sucker. Do not ask too much of this person too soon, as they may over-extend themselves for you, not wanting to disappoint you.

Contacting Success Keys with S-Styles:

Emphasize people and security with them. Give them time to absorb your message. Be patient and non-threatening in your approach, including using a softer, gentler tone. They respond best to a warm, genuine, friendly approach.

Contacting a Cautious C-Style Person

Remember that their basic motivations are:

• Quality answers
• Excellence
• Value

They respond best when your approach provides them an environment where they can have:

• Clearly-defined tasks and explanations
• Sufficient time and resources to accomplish tasks
• Team participation
• Limited risks
• Assignments that require planning and precision

They will respond best to your leadership when you:

• Provide reassurance
• Maintain a supportive atmosphere
• Provide an open-door policy
• Define concise operating patterns
• Are detail-oriented

Remember, the C-Style person is still learning that:

• Total agreement is not always necessary. Help them understand that everyone will see the opportunity like they do.
• Thorough explanation is not always possible. Be willing to say you do not know the answer to one of their questions.
• Progress is important. Giving them reasonable steps to help them not get lost in over-analyzing.
• Calculated risks can be profitable. Emphasize the benefits and results they can achieve.
• There are varying degrees of excellence. Do not be overwhelmed by their strong desire for information.

Contacting Success Keys with C-Styles:

They will respond best to a rational, specific and calm approach. Emphasize the quality and value of the business opportunity in a logical manner. Give reassurance that there is no risk involved in evaluating your material. Give them time to think things through and process information.

D Styles: How Others Can Perceive Them

Insights into the "D" Personality Style:

"High D" personality styles are often misunderstood. A high D who is able to adapt to the pace of others and communicate on a personal level is much more likely to maintain good relationships (which ultimately leads to more productivity). They can be intense. They tend to know 2 speeds in life - zero and full throttle. Those who work with the high D can remember not to take everything personally. While high D personality styles can be seen as being all about "getting-it-done," it is important to remember that they also have feelings and personal needs. They can be very caring, but the way they express their feelings tends to be by doing something for the ones they care for. Show the high D some respect, pick up the pace a little, and you'll make a hard-working, loyal friend!

I Styles: How Others Can Perceive Them

Insights into the "I" Personality Style:

"High I" personality styles are the easiest to spot. They are expressive, interactive and engaging. They feel and outwardly express a wide range of emotions. Be open to "experience" being with them. Their world is more dramatic, their colors more intense, and they look at life through "positively enhanced" glasses. A high I who is able to adapt their behavior to be more serious when necessary will be well received and well liked. Give the high I the freedom to express themselves and try things out. They do life interactively, so engage with them, lighten up and enjoy the ride!

S Styles: How Others Can Perceive Them

Insights into the "S" Personality Style:

"High S" personality styles tend to be very quiet, softspoken and non-assuming. Their more gentle approach can be soothing. The high S who can look at challenges in life objectively and make difficult decisions will be more able to adapt to the inevitable challenges that occur in life. S personality styles can be easy to overlook. You can hurt their feelings and never know it. They add a measure of harmony that helps to maintain a peaceful environment. Turn your intensity level down a notch when you are around a high S. Relax, have a seat and visit with them to see how they are doing.

C Styles: How Others Can Perceive Them

Insights into the "C" Personality Style:

"High C" personality styles tend to be more solitary. While high C's are reserved, they tend to act with purpose and focus when they reach a decision. In that way, a high C can come across as a high D (dominant, determined, doer) at times. A high C who can adapt their approach to life by seeing it through the eyes of other people can experience much more connection with others. Feelings are shared by high Cs only after trust is established, and that tends to take a long time. Be consistent with a high C. Getting into their personal space takes time. High C's have feelings like anyone else, but it tends to be harder to express them.

Graphs for Carl Smith

Environment Graph (How People See You)		Basic Graph ( The Real You)	Circle Graph (Basic at-a-glance)
	Very High High Avg. Above - Midline - Avg. Below Low Very Low
3     64     87     33		3     89     100     82	Blend = S/IC

Overview of Your Graphs

The bar graphs above show levels for your D, I, S and C personality traits. The higher the level of the trait, the stronger it is. The graph on the left is called Your Environment Graph which shows how people see you. It shows how you tend to act with other people in your environment. The graph in the center is called Your Basic Graph. This graph reflects how you see yourself. It shows how you are most comfortable acting (the real you). Your Basic Graph in the center was used to determine your personality blend as being S/IC. The graph on the right is called your Circle Graph and is an at-a-glance view of your Basic Graph. Keep in mind that behavior in your environment is often different than your real personality preferences. This report can give you insights into the dynamics of your personality style. You may exhibit very different personality traits in different situations. That is normal. As you learn to see the patterns in your behavior, you will be able to interact more effectively with others.

Understanding Your Environment Graph

Your Environment Graph (How People See You)
	Very High High Avg. Above Midline Avg. Below Low Very Low
3    64    87    33

Your Environment Graph shows the way you have learned to function in your environment in order to achieve success. Your environment's requirements and expectations influence why you choose to act the way you do. The way you adapt to your environment can change depending on what you are going through in your life, changing role requirements, or major life-changing events. So, depending on the situation, you may respond with different personality traits to a greater or lesser extent. Therefore, your Environment Graph can vary some over time (months or years).

Your Environment Graph is based on answers you selected in the MOST category in the assessment (characteristics MOST like you). Your MOST choices are influenced by your environment. A simple illustration will explain why the Environment Graph comes from your MOST choices. What do you MOST want for dinner tonight? Pizza? Steak? A seafood salad? Your MOST choice for dinner is influenced by your environment. You might order pizza if you are in a hurry. You might choose steak to celebrate a special event. You might choose the seafood salad if you are on a diet. You make similar decisions in your behavior. You may need to be very decisive at work, so your Dominant (D) traits may score higher than they otherwise might in a more relaxed situation. Likewise, if your work requires you to be very exact and careful every day, then you would expect your Cautious (C) traits to score a little higher than they might otherwise. The more "MOST" choices you made for a given DISC type in your assessment, the higher your plotting point for that given DISC type would be in the graph.

Understanding Your Real Personality Graph

Your Basic Graph ( The Real You)
	Very High High Avg. Above Midline Avg. Below Low Very Low
3    89    100    82
Your Circle Graph ( At-a-glance view of your Basic Graph)

Your Basic Graph shows your natural behavior. It shows how you are "wired" to behave when you are totally at ease. It is also the behavior you will gravitate to when you are under pressure, because it is the response that comes easiest to you. Your personality is built into who you are. You were designed a certain way from birth, before any outside influences occurred. Your natural personality traits vary less over time, because they are not significantly influenced by your environment.

Your Basic Graph is based on the choices you made in the LEAST category in the assessment (characteristics that were LEAST like you). Each time you made a LEAST choice for a given DISC type in your assessment, you indicated that you were least like that trait and the lower your plotting point for that trait would be. Do you remember our dinner illustration from the previous page? What if you were given the dinner choices of pizza, steak, or a seafood salad, but you hated seafood? Chances are good that you would choose seafood as your LEAST desirable choice. You probably would not change that choice, no matter where you were. You are usually very consistent in the things you do not like. Likewise, you are usually consistent in staying away from behaviors that are LEAST comfortable to you when you have a choice.

How many different graphs are there?

Some people associate DISC with only 4 personality styles. However, you are a BLEND of ALL 4 personality traits that each have their own levels. The personality assessment can yield over 39,000 graph combinations. The statistical validity of these reports is about eighty five to ninety percent accurate. For a more in-depth discussion of DISC, or to understand your graphs more completely, please refer to the books Positive Personality Profiles and Who Do You Think You Are, Anyway? by Robert A. Rohm, Ph.D.

Stress Potential Analysis for Carl

Environment Graph		Basic Graph
	Very High High Avg. Above -- midline -- Avg. Below Low Very Low

The two graphs shown on the right show levels for your D, I, S and C personality traits in your Environment Graph and your Basic Graph. Different levels for the same trait in each of the two graphs shown can indicate that the way you behave in your environment is different than your natural behavioral preferences. If the differences are great, then your environment may be "out of your comfort zone" and create a level of stress. You may not perceive your environment as stressful, but you may find that you are drained of energy when you adapt to your environment. For example a very task-oriented person may feel quite challenged speaking with people all day long. Likewise, a very people-oriented person may feel drained after working alone all day on something tedious.

Carl's Stress Potential Levels:

Area	Stress Potential	Stress Category	Observation
D Traits		very low	You tend to maintain your D-style personality traits in your environment, which indicates that you are very comfortable with the demands of your environment with regard to being outgoing and task-oriented.
I Traits		medium low	You tend to lower your I-style personality traits in your environment. You are comfortable in your I-traits in your environment.
S Traits		low	You tend to slightly lower your S-style personality traits in your environment. You are very comfortable in your S-traits in your environment.
C Traits		medium-high	You tend to lower your C-style personality traits in your environment quite a bit. Your environment does not require you to exhibit as much of your natural C-traits, therefore you relax some of your cautious tendencies.

Reading Others - What to Observe

Use the chart below to help you quickly identify a person's primary personality style.

Observation		D	I	S	C
	Likes to do things	The FAST way	The FUN way	The TRADITIONAL way	The PROPER way
	Personal Decor	Large desk, awards, useful accessories	Flashy, trendy, with fun pictures	Family pictures, personal mementos	Aesthetically pleasing, unique, functional
	Body Language	Big gestures, leans forward, advancing	Expressive, friendly posture, amusing	Gentle gestures, reassuring	Unemotional, controlled gestures, assessing
	Speech Pattern	Directive tones, abrupt, interrupting, intentional	Talkative, varied tones, personal, easily distracted	Conversational, warm tones, friendly, prefers listening	Clarifying, monotone, logical, focused, questioning
	Processes by asking	What?	Who?	How?	Why?
	Personal Strength	Firm	Fun	Friendly	Factual

Success in Direct Sales

Appendix

Review of DISC Traits

Outgoing
Style: DOMINANT, Determined	Style: INSPIRING, Influencing
Main Features: Good problem solver; risk taker; strong ego; self-starter; goal oriented	Main Features: Outgoing; talkative; enthusiastic; impulsive; persuasive; optimistic
Value to Group: Good motivator; good at organizing events; high value on time; results-oriented	Value to Group: Good encourager; good sense of humor; peacemaker; creative problem solver
Danger Zones: Argumentative; does not like routine; oversteps authority at times; can be pushy	Danger Zones: Inattentive to detail; prefers popularity to doing right;"convenient" listener; disorganized
Greatest Fear: Someone taking advantage of them	Greatest Fear: Rejection; loss of social approval
Task-Oriented	People-Oriented
Style: CAUTIOUS, Correct	Style: SUPPORTIVE, Steady
Main Features: Thinks things through; accurate; high standards; careful; systematic; precise	Main Features: Warm; friendly; understanding; patient; easygoing; good follow-through
Value to Group: Good organizer; follows directions; even-tempered; clarifies situation well	Value to Group: Good listener; team player; loyal; reliable; dependable; works well under authority
Danger Zones: Finds fault easily; so focused on detail may miss big picture; too critical	Danger Zones: Resistant to change;"stuffs it" inside; difficult establishing priorities; sometimes oversensitive
Greatest Fear: Criticism of their work and effort	Greatest Fear: Loss of security and stability
Reserved

Personal Review for Carl Smith

Date: ______________________

Review your Discovery Report - Direct Selling Version and write the answers in the following worksheet in your own words.

My Personality Blend is:  (page 6) __________

My Strengths are: (page 8)

One Key to Balance and Excellence that will help me is: (page 9)

Something important that I learned about how I work on a team is: (page 10)

Something important that I learned about my communication style is: (pages 14-15)

Something important that I learned about my priorities and decision style is: (pages 16-17)

Something I can remember when communicating with others is: (page 21)

Something important that I need to remember daily: (page 31)

Terms for 'Guard Against' Responses

(Refer to the Basic Style Chart in this report)

The following words are used to describe behaviors that all personality styles should guard against (see the Basic Style Chart on page 20). Brief periods of quick reactions or out-of-control behavior are normal when a person is in a fearful situation; however, it is important to RESPOND instead of REACTING to situations. Responding allows a person to be in-control (exercise self-control). Fears may be a cause for concern, but they should not control a person.

Anger - A secondary response when you have experienced hurt or fear. Rather than getting angry, ask yourself who hurt you or what are you fearful of at the present moment. Dealing with your hurt or fear can help calm your anger.

Blame - Avoiding taking responsibility; a person can blame people or circumstances.

Nonparticipation - Not engaging, no response, minimal interaction.

Criticism - Not understanding the need to set realistic expectations of themselves and others.

Indifference - No emotion, a person just doesn't care; no importance or value one way or the other; disinterested; unconcerned.

Suspicion - Thinking that the other person has an ulterior motive or is not sincere.

Impatience - Feeling a strong need for some type of action or result.

Emotion - Personal feelings. High C styles (cautious, calculating) may allow reason (intellect, logic) to so rule over emotion that emotion is given no value at all. Low C styles may allow emotion to rule over reason so much that they are not rational.

More Resources Available

Dear Carl,

We hope that you have enjoyed reading your Discovery Report - Direct Selling Version.

Please contact us if we can be of any assistance.

Thank you.

DISCLAIMER: This report is for educational and self-awareness purposes only. The content herein is based on general trait tendencies of the S/IC personality style. This report is NOT intended to provide data, advice or guidance for diagnostic, health, legal, financial, or psychological purposes. If such advice or data is required, then a qualified professional should be sought. All parties associated with this report are to be held harmless from any and all liabilities, demands, claims, actions or suits that may be asserted related to the use of information contained herein.