Key To Building Rapport Youve Got To Know Personality Types

Developing the Next Generation of Rainmakers Key to Building Rapport: You’ve Got to Know Personality Types I recently received an email from a lawyer who participated in the 7 Weeks Video Coaching Program. She wrote: Hi Cordell, I just wanted to share with you that I utilized your lesson from Module 6 in my interactions today with a client who seems to be a hard-charging, DRIVER personality type. I paused before I sent my message and, long story short, completely changed my email. Rather than starting with the usual friendly chitchat, I got straight to business answering one of his questions regarding a referral. It seemed to connect us in a way we never have before and I have you to thank! Thanks again for offering this great on-line coaching course! I’m working on getting approval and funding from my firm to offer to all our associates. Once I had a meeting with the my largest client’s CEO and several company engineers. As we discussed the matter I was working on, I noticed the CEO  wasn’t interested in the details, but I wasn’t sure why. Later,  I learned that the many executives for whom I did work were not exactly like me. Knowing that made my communication with my clients ever so much easier. In May 2002 Gary A. Williams and Robert B. Miller wrote a Harvard Business Review article titled: Change the Way You Persuade. Take a look at their article. There are many ways to describe personality types. One divides personality types into: Here’s a short quiz: What personality type is most likely to be the CEO? The CFO? Engineers? The HR professional? The Sales Manager? Think about the last person with whom you met who was deciding whether to hire you. Was she charismatic, a thinker, a skeptic, a follower or a controller? How did you try to persuade her to hire you? How would you do it now? I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.