Understanding How Personality Types Can Improve Sales, Team Dynamics, and Customer Relationships with Kelly Leightner
Episode 25 Frederick Dudek (Freddy D)
Understanding How Personality Types Can Improve Sales, Team Dynamics, and Customer Relationships with Kelly Leightner
In this episode of the Business Superfan podcast, Kelly Leightner shares insights from her career in sales and coaching, focusing on the impact of personality testing. She introduces the B.A.N.K. methodology, which categorizes personalities into Blueprint, Action, Nurturing, and Knowledge types, and discusses its benefits in enhancing sales, team dynamics, and customer engagement. Kelly highlights the practical applications of this system in hiring and communication strategies, suggesting that a deeper understanding of personality types can foster better relationships and even contribute to world peace. The episode also explores adapting communication styles to match different personalities, which can prevent misunderstandings and conflicts in professional settings.
Discover more with our detailed show notes and exclusive content by visiting: https://bit.ly/3Uqsjdi
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Transcript
Kelly Leightner is all about decoding, the secrets
2
:of effective communication and
making your relationships both
3
:in business and life thrive.
4
:Her journey has been a wild ride
from playing the roles of daughter,
5
:sister, wife, and mom, to diving into
careers like nursing travel agency and
6
:becoming an NLP practitioner and coach.
7
:She is super passionate about helping
small business owners, entrepreneurs
8
:and sales folks mastered the
art of personality intelligence.
9
:That's right.
10
:She's talking about
understanding those different
11
:communication styles we all have.
12
:Her mission is to equip you with
the tools to rock your business,
13
:bridge those communication gaps
and connect on a deeper level.
14
:She's seen firsthand how personality
methodology and the B.A.N.K.
15
:System can work wonders in
transforming businesses.
16
:Her goal is simple to empower you with the
knowledge of the 12 core values of each
17
:business personality type, and the skills
to connect with others on their terms.
18
:She brings a mix of compassionate than
expertise to her coaching and training.
19
:She gets that effective
communication isn't just a skill.
20
:It's the key to personal
and professional growth.
21
:Her mission is to make
navigating the world of him.
22
:Of human connection, easy and exciting.
23
:So whether you're a small business
owner, an entrepreneur on the
24
:rise or just, someone who
wants to up their people skills.
25
:She's here to guide you.
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:Hello, Kelly Leightner.
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:Welcome to the business superfan podcast.
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:How are you this morning?
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:Kelly Leightner: I am fabulous.
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:How about yourself?
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:Freddy D: I am having a great day.
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:Start out at 4:30 this
morning and still going.
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:So my batteries are going to probably
run out a little bit later today.
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:Kelly Leightner: I'm about the same.
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:I also usually am a four 30 this morning.
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:I slept in because I
had a an event I was at.
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:I was up later than usual, but
with like you yeah by two o'clock.
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:I'm kind of done.
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:Freddy D: Yeah, I usually get up at five
But I had a meeting early this morning.
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:And so I had to get ready
for it and all that stuff.
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:So let's talk a little bit about
what you do and how you got
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:started in doing what you do.
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:Kelly Leightner: So, I'll start
with how I got into it because
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:it'll kind of lead into what it is.
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:So I had joined multiple different
drug sales companies and couldn't
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:understand why nobody wanted my products.
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:Nobody wanted to join my team and the
most recent company that I was, well,
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:I'm actually still with, but I just
don't talk about it as often, really
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:spoke to me because they had research.
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:They had quality testing, all things
that made sense to me as a nurse.
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:And having worked at poison control
and understanding the types of tests
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:that are out there and we had our
annual conference, and there was
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:a training about this personality
to help you with your sales.
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:When I learned this, I went, this
is why I suck at what I'm doing
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:and why nobody wants to join me.
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:Freddy D: You had an aha moment.
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:Kelly Leightner: What was that?
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:Freddy D: An aha moment.
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:Kelly Leightner: I had a big aha moment.
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:Absolutely.
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:I quickly realized why people weren't
understanding what I was talking about
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:because it wasn't of their value set.
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:So, it just completely went over their
head and, I don't care about that.
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:And off they went.
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:Now that I understood that and started
implementing the different personality
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:types, I started making better
connections and people started being
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:more interested in what I was doing.
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:I was able to bring on a new team member.
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:My goal had been to then also help
keep the team I was part of trained
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:up in it, because most of them had
also learned this at the conference.
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:And just trying to keep everybody moving.
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:Well, I felt so in love with it that
I decided I wanted to coach with it,
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:and I've kind of just stayed over here
with this personality testing versus
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:the business I had started with.
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:Cause not only is it helpful in sales
and it's helpful in relationships,
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:it's helpful in parenting.
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:There's a big overreaching thing on this.
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:If we could teach it to the entire
world, we might see a little more peace.
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:Maybe.
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:Freddy D: Absolutely., I totally agree.
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:I went through the training years ago and
then I was involved in doing the training.
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:So, I understand exactly what you're
talking about and so I'll let you
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:talk a little bit more about what
it is that we're talking about.
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:Kelly Leightner: All right.
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:So it's a methodology called B.A.N.K..
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:People automatically think
I'm in financial services.
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:Not at all.
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:It's four personality types.
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:It's the acronym for it.
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:You've got the blueprint,
the action, the nurturing.
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:And the knowledge, and they all have 12.
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:They each have 12 values
for that personality type.
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:And it was created by a woman who was in
sales and in her first year sucked at it.
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:She only made like 700 that year.
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:And so she did a lot of personal
development and learning all these
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:other personality assessments.
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:And she's like, this is all great.
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:These tests all tell me about
me, my favorite subject, right?
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:Most of us like to learn
all about ourselves.
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:It's one of the fun
things about these tests.
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:But not one of these things
are telling me about the other
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:person, how to spell to them.
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:So she spent some time trying to figure
that out and paying attention to what made
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:people say yes, and what made them say no.
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:And then she reverse engineered
some of the tests and came
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:up with this on her own.
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:And when she started implementing
it, she did see her sales increase
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:significantly over a three year period.
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:I want to say when she started
implementing it, she was already
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:making fairly good money at that
point, like $500, 000 a year.
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:And after that three years,
she was at over a million.
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:She's like, cool.
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:She started training it to other
people, and, people came back to
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:her and go, this saved my marriage.
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:She's like, wait a minute.
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:What?
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:Tell me more.
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:This made me a better parent.
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:Now I understand my child that
I've been struggling with so much.
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:And so it then started to evolve that way.
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:Freddy D: I went through
sales training years ago.
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:And same thing was we called
a little bit different.
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:It was Four different quadrants and it
was what was called a driver an expressive
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:an amiable and an analytical and similar
to what you do, just different terms.
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:Again, it's the same thing four quadrants.
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:They're named differently and
then there's really four quadrants
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:within those four quadrants.
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:In your case, you've got 12 within
those and yeah, makes a big difference
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:understanding that different personality
type and being able to adjust your
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:personality towards their personality
is what that knowledge gives you.
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:Kelly Leightner: Absolutely.
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:Absolutely.
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:And it's not that you're
changing yourself.
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:You're just meeting that
person where they are.
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:Freddy D: Right
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:Kelly Leightner: We like to
kind of equate it as a language.
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:If you think about it, we speak English
and we speak to another English speaker,
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:they understand what you're saying.
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:If you go and speak to somebody in
Spanish and English and they don't
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:know English, they may politely nod
their head, but they're not going to
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:probably buy from you because they didn't
understand a word of what you just said.
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:And that can be true with the values
of each person too, because what's
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:important to me in a sales process.
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:Based on what I remember about your code
is going to be totally different for you.
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:Cause I remember correctly.
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:Our first ones are complete
opposites of each other.
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:I come to you and I'm talking
about systems and structure and
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:rule and being inside a box.
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:You're going, I'm out of here.
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:And if I remember correctly, I think
you were action first and they like
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:freedom, fun, flexibility, and a box.
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:They want to do with that box
rules are made to be broken.
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:Freddy D: Broke one or
two or three, maybe.
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:Kelly Leightner: Even as a Blueprint,
I've broken rules here and there,
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:but as a general rule of thumb
we're pretty big rule followers.
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:They're meant to be followed.
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:Freddy D: So, Kelly, how can that be
applied when a business is hiring a
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:new team member for their company?
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:Kelly Leightner: So if you already know
who all you already have there and what
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:their personality types are, if you bring
in somebody who is totally different
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:than the rest of them, there's going
to be maybe some disruption if they
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:don't understand the personality types.
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:It may take a little time for everybody
to kind of settle in, but you still
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:may have some kind of struggles
amongst certain people if you know
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:what you have, and you know what you
need and everybody there knows this
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:and understands the personality types.
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:This is why I love systemic implementation
in a company, because if everybody there
168
:is already trained in it, and they bring
in a new person who is going to likely
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:have a different personality because
they're looking for a specific trait.
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:There's going to be less stress and
strife because the people there are
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:already going to know it's not personal.
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:It's personality.
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:You know, this person is bugging
me, but it's not because they're
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:intentionally trying to bug me.
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:It's who they are.
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:It's what their value sets are.
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:Freddy D: Correct.
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:Kelly Leightner: So for myself, the action
personality type for me for a long time,
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:and it was before I knew this, a lot of
times if they were really high action,
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:I would think they're a manic bipolar.
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:So, you know, they're in
the manic phase of bipolar.
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:And it was just that kind of energy.
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:And I'm just like, Whoa, way
too much and I wouldn't want
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:anything to do with that person.
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:But now that I've learned this, when
I get that feeling from somebody,
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:I sit back and I watch a little
bit and I'm like, oh, okay, they're
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:not manic they're a high action.
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:This is just their energy level.
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:And I can then sit back and appreciate
it, and some of those people
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:become my best friends since then.
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:So I interact much better with that
personality type than I ever did
192
:before, because now I understand they
are, they're just that high energy.
193
:And where mine is more
of an even keel energy.
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:And sometimes I may need an
additional break and step back
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:to regroup and then come back in
at their energy level with them.
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:Freddy D: Yeah, so that's really
important that you bring up because,
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:sometimes the workplace environment
can get combobulated with unnecessary
198
:conflict because people take it
personally, they don't realize that
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:it's just a different personality type.
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:And it creates animosity and I've
seen it,, firsthand where, an office
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:environment becomes just completely
dysfunctional, because they don't
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:understand what they've got in their team.
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:Kelly Leightner: Absolutely.
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:My husband works for GoDaddy and
he's used it within his team as well.
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:He's coded all the people
that he supervises.
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:And so he understands that he
works with them where they are.
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:And then if there is ever a
personality mismatch, he works with
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:them to try and make them understand.
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:Take the word make out of
assist them in understanding why
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:they're struggling a little bit,
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:Freddy D: Right?
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:It's not them.
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:It's just that they're they're
communicating Their way and that
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:person's not resonating because they're
a completely different personality
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:type and so You're running into a
wall versus a communication, right?
216
:So, I can remember years ago I had
just gotten through the training myself
217
:before I got to the point where I could
train other people, and I was making
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:a sale to a railroad car manufacturing
company in Chicago and I dealt with the
219
:engineer and the engineering manager.
220
:Now we were going up to the CEO's office
to give a presentation and basically tell
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:him that he wanted to buy our technology.
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:Walk in huge monster office,, and
he's got a glass wall and on the
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:outside of glass walls, a helo pad.
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:So it was just immediately intimidating.
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:The guy looks up at us.
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:I remember, I mean, it's burned into
my brain forever, looks up at us and
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:I get introduced and he goes, you
got five minutes and that was it.
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:That was was it.
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:You got five minutes.
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:And so I looked at my watch and I gave
my presentation and I remember, I looked
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:back and said, sir, my five minutes are up
and I stopped at the five minute mark and
232
:it was silent for a moment and he smiled
and stood up because before he, didn't
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:even get up out of his chair, stood up
and, started talking to the manager and
234
:asking him, is this really what he wanted
was a price, right and everything else.
235
:And manager said, yeah, this is
what we want and all that stuff.
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:Picks up a phone, says, please prepare Mr.
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:Dudak a purchase order,
and for blah, blah, blah.
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:Closed the phone, came all
around, shook my hand, said,
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:okay guys, thank you very much.
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:It was over.
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:But it was the fact that I recognized
that he was a high end driver, in a
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:far top right corner, and the fact
that I recognized that, and I dealt
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:with it appropriately, I got the sale.
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:And I walked out of a $50, 000
sale in a five minute meeting.
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:Kelly Leightner: Nice.
246
:Freddy D: So, it's very important what
you do and the things that you teach.
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:So let's talk a little bit more
about that and how that affects
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:employees communicating with
customers to create superfans.
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:Kelly Leightner: So yeah, absolutely.
250
:In customer retention, that can be huge.
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:I'm assuming you're talking about
retaining versus getting new.
252
:Are we wanting to touch on both?
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:Freddy D: Doesn't matter.
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:It's really all the above
because that person, has got to
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:connect with the customer, right?
256
:Kelly Leightner: Right.
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:Freddy D: And so for them to really
connect, they really need to understand
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:their personality type to make that
connection versus, being soft when
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:you're dealing with someone that's,,
hard, and I'm just using simple
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:words, but two different approaches,
two different personality types.
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:So what I mean by soft is someone
that's more friendly and wants to make
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:sure that everybody's okay, where the
hard person is, okay, let's get this
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:stuff done, get to point and move on.
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:Kelly Leightner: And it's funny,
you put the two situations together.
265
:Cause it's similar to what
I was thinking anyway.
266
:Cause I just did a presentation with a
group of women and because I'm a blueprint
267
:first, we very much think about, we need
to do this and we communicate that way.
268
:And so as a demo, I had talked to one
of the women I knew was nurturing first.
269
:I knew this person already.
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:And so as a demonstration, I'm
like, okay, so I'm her manager.
271
:I come to her.
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:It's taking away from the customer, but it
can still be if you think about this way.
273
:And I said to her, I need
you to do this and this.
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:And she looks at me and I'm
like, how does that feel?
275
:She's like, I'm like, so if
I came into you and said,
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:Hey, Tina, how's your family?
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:And then she tells me all the stuff
going on and I'm like, okay, so great.
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:I'm glad things are going well.
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:We need to accomplish this, and this.
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:Do you think you're gonna
be able to get this done?
281
:Cause I think in my original thing,
I said, I need it done by five.
282
:You know, I gave her all a
list and when I needed it done.
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:No question.
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:No comments.
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:Nothing for the nurturing
personality type.
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:That doesn't feel good.
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:They like that person
to person connection.
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:When you've got a nurturing client,
you want to make sure that you are
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:spending time on a personal level,
because they don't like to feel sold to.
290
:They don't like to feel like they're the.
291
:That you're only interested in their money
or is in that leadership situation that
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:you're only interested in the task and
you don't care about them any other way.
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:Freddy D: Right.
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:Kelly Leightner: And so me coming
in and giving this list of demand,
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:that's how the nurturing takes it.
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:And so that can be huge in causing
somebody to not want to work with you
297
:or not want to stay with your company
because each of the codes has a dark
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:side, you know, in the blueprint.
299
:Bitchy or bossy.
300
:That can be where they are when
they aren't emotionally intelligent
301
:and not understanding how
they're coming across to others.
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:Freddy D: Right.
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:Kelly Leightner: Or what is
important to the other person.
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:Like the action personality type,
they don't necessarily mind so
305
:much that you give them bump done
by, but you need to make it fun
306
:when you talk to them about it.
307
:You know, it doesn't need
to be drilled Sergeant.
308
:They don't like to be told what to do.
309
:Okay.
310
:These things that need to be done.
311
:What can we do to help you get it there?
312
:You know, what kind of challenge can we
make or what kind of reward can we have?
313
:Cause the action personality loves to
win and they love to meet a challenge
314
:head on, so with your action client,
you want to bring your energy up.
315
:You don't have to be talking faster
and a lot more energy than what I'm
316
:doing right now, because I would
currently be boring and action death.
317
:Freddy D: Right
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:Kelly Leightner: When you're working
with a customer, you want to keep it fun.
319
:You want to keep it light.
320
:You want to keep it high energy because
that action person drinks a Red Bull
321
:for breakfast, and if you don't,
they don't want to work with you.
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:Freddy D: Very true, it's
a hundred percent true.
323
:Kelly Leightner: Yeah, so with the
clients getting their interest keeping
324
:them interested is going to be different
for each one of those personality types.
325
:Freddy D: It would be probably good
for companies to bring somebody like
326
:yourself in to train their team about
the different personality types.
327
:So, one, it creates a more harmonious
work environment, but more importantly,
328
:when they're dealing with customers
or complementary businesses, they
329
:can build better relationships with
those groups, which will In turn build
330
:superfans that will be promoting that
company and helping grow that company.
331
:Is that correct?
332
:Kelly Leightner: Absolutely.
333
:Thank you.
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:I forgot to equate that
back to the superfan side.
335
:But yes, absolutely.
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:Absolutely.
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:And the one fun thing about this
is you can know who that other
338
:person is in 90 seconds or less.
339
:If you do it in person, we have four
cards and there's a script we teach people
340
:to use to have them crack their codes.
341
:You know who they are.
342
:There's an online version for it as
well with a subscription that we have.
343
:I work with people across the country,
we have a solution for that too.
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:.
Freddy D: Okay.
345
:So that's interesting.
346
:So people can go to a website and
answer questions and then in turn find
347
:out what their personality type is.
348
:Or a company could go to the website.
349
:How does that work?
350
:Kelly Leightner: So yeah, I have like
my own personal link and people all
351
:the time come over there and crack
their code within 90 seconds or less.
352
:They read the cards, they move them
in order of most important to least
353
:important and then it shoots them a
report that tells them all about them.
354
:Then the fun side of it is, I then
get a report that tells me how to
355
:work with that personality type.
356
:So if a company is interested in really
utilizing this in their business, they can
357
:also get their own subscription so that
they then get that sales report to know
358
:how to work with that personality type.
359
:So if I'm meeting with a client if I know
they've already cracked their code, I
360
:will pull up that report before I meet
with them, review it and make sure I've
361
:got myself drilled in on how I want
to speak with them and what points I
362
:want to hit and how I want to do that.
363
:Because again, depending on that
personality type, those, they may
364
:be the same points, but I need
to approach them differently.
365
:Freddy D: Right.
366
:Now, how does that transcend?
367
:Okay.
368
:We talked about it verbally, but how does
that transcend into email communication,
369
:text messages and all that other stuff?
370
:Because that comes into play just as well.
371
:Kelly Leightner: So we have
an artificial intelligence.
372
:If you receive an email and you want to
know what code they're speaking from, you
373
:can copy and paste it in there and it'll
crack that and tell you what that is.
374
:And then it gives you hints
on how to speak to them.
375
:Freddy D: Really?
376
:Kelly Leightner: And then we've also,
if you want to respond back to it.
377
:We've recently launched are what
we call Chi bots, and it's a
378
:chat GPT with a bank overlay over
it, so it will create an email.
379
:If that's what you're looking to do,, by
example, is cracking that first email.
380
:Now I want to respond to that email.
381
:So then I tell Chi, hey, I need an email,
I need it in this personality type.
382
:And then I tell him what tone I wanted
in and then he'll create that for me
383
:and then I make whatever tweaks, I
need to make to it before sending.
384
:It's super cool.
385
:The creation part is brand new.
386
:We've launched that within just
like the last month, maybe just
387
:a little more than a month.
388
:We're all having fun
playing with this now.
389
:And because it's the thing we've
been asking for a while, we've been
390
:like, we need it to create for us.
391
:It's yeah, great.
392
:We can crack other things and
find out what they say, but
393
:crafting is where one, I struggle.
394
:I have a hard time getting out of my head.
395
:What I want to say on the paper.
396
:So now I have my nice little cheap
Kaibot that helps me with that.
397
:Freddy D: Well, yeah, and so that in turn
improves the messaging to that individual.
398
:Because it's speaking into their language.
399
:So if you're in sales, that's going
to probably help convert to sale.
400
:And if you're just maintaining
customer relationship, again, that's
401
:going to be building that superfan
because they're going to say, wow,
402
:this person is really communicating
into the way that resonates with me.
403
:And I like this company.
404
:I like this individual that I'm
working with at this company.
405
:Kelly Leightner: Absolutely.
406
:Freddy D: What else how
else can that be applied?
407
:You mentioned, personally
with spouses and kids.
408
:So let's expand about that a little bit.
409
:Kelly Leightner: Okay.
410
:Many of us.
411
:Unintentionally date or marry
our opposite personality type.
412
:Freddy D: Very true.
413
:Kelly Leightner: Happens a lot, myself
included, my husband and I were not
414
:exact opposites, but our first two codes
are opposites where I'm a blueprint
415
:knowledge is a nurturing action, so the
blueprint action or the opposites and the
416
:knowledge and the nurturing are opposites.
417
:There's been lots of times
we've had many fights.
418
:Freddy D: No fights they're debates.
419
:I call them debates.
420
:Kelly Leightner: They're
very loud debates sometimes.
421
:Freddy D: Okay, there you go.
422
:Kelly Leightner: Usually I'm
the one getting very loud.
423
:Freddy D: Okay.
424
:Kelly Leightner: The nurturing
doesn't usually allow him
425
:to do that quite as much.
426
:The blueprint and knowledge
are very much thinkers and they
427
:make decisions from their heads.
428
:Where the nurturing and the
action make decisions from
429
:their hearts and their guts.
430
:Freddy D: Right.
431
:Kelly Leightner: So I'm always thinking,
and I may just start spouting whatever's
432
:running through my head and not thinking
how that's hitting him emotionally.
433
:Because with our spouses, we're a
little more relaxed, where with a
434
:customer, you're a little more aware.
435
:I think we just get kind of relaxed
in our relationships when we've been,
436
:but we've been married for 25 years.
437
:Freddy D: So we've got a
right to be a little relaxed.
438
:I mean, you know, the
good, the bad and the ugly
439
:Kelly Leightner: Exactly
440
:Freddy D: Where when you're dealing with
the customer, you want to be the good,
441
:you don't want the ugly to pop up at all.
442
:Kelly Leightner: Exactly.
443
:Freddy D: So yeah totally understand that.
444
:Kelly Leightner: He definitely gets the
ugly from me on a pretty regular basis
445
:and I'm one of the things I am working
on to make sure I'm not doing that.
446
:I try very hard to bring that nurturing
it to the forefront when we're together
447
:because I know for him that's important.
448
:So sometimes the way I say things.
449
:I may, you know, just spout something off
and I'm not thinking anything of it and
450
:there's no emotion behind it for me, but
it hits him wrong, it hurts his feelings,
451
:he's wounded, and now he's mad at me,
and I'm like, oh, what just happened?
452
:Freddy D: Right.
453
:Well, it's, you know, it
gets down to tonality.
454
:You know, tonality even though you may
think it was neutral, it may not have
455
:come across neutral, or the fact that
it was neutral is taking as a tonality
456
:that, okay, it's an indifferent statement.
457
:And so that doesn't work.
458
:Kelly Leightner: Right.
459
:Freddy D: But again, it's
all it's all personalities.
460
:, I've been with my fiance now for 11
years and, we've had a few debates.
461
:Fortunately, our number is real low.
462
:I'm a driver, I mean, I'm an action guy,
I get stuff done and, she likes to have
463
:her own space and do her own thing and
I just keep my mouth shut because I
464
:know that for her, that's important to
her and she's happy doing her thing.
465
:So I got to respect that.
466
:Kelly Leightner: Absolutely.
467
:Definitely.
468
:I didn't say it without you
being what we call the action.
469
:It sounded like she may be a blueprint
or a knowledge because again, in their
470
:head, they need to process and think.
471
:So I can see some of that
because he had the action.
472
:You want to do it now and
this is, I didn't realize it.
473
:There's been time that my
husband will bring up an idea
474
:and I'll be like, eh, whatever.
475
:And then several weeks later, I'll
come back and say the exact same thing.
476
:He was like, I already said that.
477
:I'm like, no, you didn't.
478
:Yes, I did.
479
:I just need a time, I guess, to process
it and then it wound up being my idea
480
:because enough time had passed, which
then of course hurts him because I
481
:don't remember that he had brought
that up before and it may be that he
482
:didn't present it to me in the blueprint
step by step and in a particular way.
483
:Freddy D: Right.
484
:So it didn't register.
485
:Kelly Leightner: Exactly.
486
:It didn't register.
487
:But subconsciously I heard it
because it came back out later.
488
:Freddy D: Right.
489
:Kelly Leightner: In a different,
slightly different format.
490
:Freddy D: Yeah.
491
:Totally.
492
:No.
493
:Totally agree.
494
:So for businesses to really thrive,
this really becomes important.
495
:And I think it's,
overlooked by businesses.
496
:I don't think they take the time to
really analyze their team and how
497
:their teams are playing together.
498
:Would you agree?
499
:Kelly Leightner: I think
that happens a lot?
500
:yeah, and I think it's completely
unintentional because Many people and
501
:I'll put myself in this category
and it's after being married.
502
:I've learned that not
everybody thinks like I do.
503
:What do you mean you don't have the
same holiday traditions that I have?
504
:Freddy D: Right.
505
:Kelly Leightner: We do
that in business too.
506
:We assume everybody's
experiences are similar to ours.
507
:They may not be exactly the same, but
that we would respond the same way.
508
:So many companies don't think
they need to focus on culture or
509
:those different personality types.
510
:Everybody will figure
it out in the long run.
511
:They can keep their employees longer
because they keep them happier because
512
:they can understand each other in a
different way than they ever did before.
513
:Freddy D: Sure.
514
:And that affects turnover and it affects
culture, and culture today is everything.
515
:If you're in a negative work environment,
not only does it affect the business's
516
:productivity and profitability, but
then that carried back over home
517
:because you're miserable at the office.
518
:So you can be miserable at
home because you can't shake it
519
:off just like a light switch.
520
:And so that creates a whole spiral
of things that don't necessarily
521
:go in the right direction.
522
:The company's losing productivity,
losing employees, and there's
523
:a monster cost to that from re-
onboarding, retraining, and everything
524
:else that affects profitability.
525
:This is a very simple thing that
they can implement, realistically
526
:very cost effective, and can in turn
change the dynamics of a business.
527
:Kelly Leightner: Yep.
528
:As you were talking about the unhappiness
amongst and turnover, you've also got,
529
:when there's unhappiness on that, you
may have people taking additional sick
530
:days because they don't want to be
there because the people they're working
531
:with, or because the stress of the
environment may actually be taxing their
532
:immune system and they may feel sick.
533
:They actually be dealing
with stress illnesses because
534
:those do exist out there.
535
:Then you've got the cost of
lost productivity because people
536
:don't want to come to work.
537
:And if they feel slightly sick, they're
going to use it as a sick day or take
538
:mental health days that if they can
all get along much better productivity
539
:is going to come up because one,
they're working together and they're
540
:balancing those codes for productivity.
541
:If you're doing it right, You know, the
action, the blueprint, their opposite
542
:personality types, and they may make
each other crazy at times, but you need
543
:both of them because that blueprint
will put a whole structure together.
544
:The action will go out and implement it.
545
:The nurturing can make the team work
well because they love teamwork and
546
:they love the personal relationships
here, and the knowledge has got their
547
:own little setup in there as well.
548
:So, having a well balanced
team can also help.
549
:Freddy D: Oh, absolutely.
550
:I've seen where, people that let's,
the real world is, people, some
551
:people have depression and, they're
on medications for depression.
552
:they're good team members, they're
productive and stuff, but that
553
:negative environment because of
miscommunication, because of personality
554
:types can trigger a depression state.
555
:For somebody and I've seen this
firsthand, this is why I'm bringing it
556
:up and so now you've got that person
losing productivity because they can't
557
:function and it's not their fault.
558
:They have an illness but that could have
all been alleviated had the company taking
559
:time to educate everybody on how everybody
operates and learn what trigger points are
560
:for people and avoid those trigger points.
561
:Because you understand how they
think and how they operate.
562
:And once you have that and you have that
culture where, okay we're all different.
563
:We're all in this together , because the
team is only as good as the individuals
564
:in the team and the individuals is only
as good as the team that they're in.
565
:Michael Jordan by himself couldn't
win games unless he had a team.
566
:And a team couldn't win if they didn't
have a rock star like Michael Jordan.
567
:So the bottom line is, once you have
that environment and it's a happy
568
:culture at that company, you're going
to create superfans of the employees
569
:because they're going to go, man, what
a great company I work at, they take
570
:time to help us understand each other.
571
:They do activities to build our team and
do better understanding everybody else.
572
:So now people don't take things as
personal and there are promoting
573
:the company to their friends because
it's like I said, it's a great
574
:company, but that comes across when
you're communicating with customers
575
:and complimentary businesses.
576
:So that energy carries over and
that's going to transcend into more
577
:sales, more customer retention,
better business partnerships, and that
578
:business in turn thrives in growth.
579
:Kelly Leightner: Absolutely.
580
:I think pretty much all of it
comes down to happy, I'll take the
581
:expression happy wife, happy life.
582
:Same thing in the business.
583
:Happy employees.
584
:I don't know where to end that one, but
I don't have a good run for that one.
585
:Freddy D: I'll help you there.
586
:It's Sir Richard Branson says it the best.
587
:You take care of your employees
and you don't have to worry about
588
:your customers because they'll
take care of your customers.
589
:And that's the reality of it.
590
:I think a, great place to start
was with what tools that you've
591
:got is learning about your team and
how they can play better together
592
:through what you offer as a service.
593
:And that leads me into how
does people find you and
594
:learn more about your service?
595
:Kelly Leightner: So I'm still working
on my own personal website, but you
596
:can find me on Facebook, on LinkedIn.
597
:You can also go crack your own code,
find out how you're showing up in the
598
:world, because then it'll collect your
information, because then I love to
599
:follow up, make sure, one, you got
your report, because sometimes they
600
:get hung up in spam filters to get
your opinion on how you feel it fits.
601
:Freddy D: You have your own link
602
:Kelly Leightner: I do,
it is crack my code.
603
:com slash Kelly and the slash
Kelly part has to be on there.
604
:Otherwise, you wind up with a corporate
team and I'll never know you did it.
605
:Freddy D: We'll include
that in the show notes.
606
:So, all right, anything else that
you want to share with our audience?
607
:Kelly Leightner: If it sounds like
something you want to know more about.
608
:Definitely reach out to me.
609
:My email is Kelly at Kelly lightner.
610
:com.
611
:We do have a training on zoom,
where we talk about one day of sales.
612
:One day is relationship.
613
:And the third day is our fun day.
614
:It's speed coding and that's
learning how to one assess the
615
:way somebody's appearance is.
616
:Cause that can give you clues.
617
:It's not 100%.
618
:We're not making judgments on people.
619
:But what they're wearing, what they're
saying, of how they're showing up to
620
:get an idea of what their code may
be by visual clues and word clues.
621
:Then we put people in breakout rooms on
zoom and have them practice that and see
622
:if they can't guess that person's code.
623
:Freddy D: Is there a cost for that?
624
:There is.
625
:For the, I can't remember what the
full three days are, but basically
626
:it's 350 per day for the classes.
627
:Cause not a rate at all three,
but to do that last one, you
628
:have to do the first one.
629
:Okay.
630
:Is it an all day or is
it part of the day or?
631
:Kelly Leightner: They are all day.
632
:Freddy D: Wow.
633
:Okay.
634
:Kelly Leightner: Think eight, I
think it's eight to six Arizona time.
635
:Freddy D: Okay.
636
:Well, if you can give me that information
I'll include that into the show notes.
637
:Kelly Leightner: Awesome.
638
:Freddy D: Is that done on a regular
basis or is that done just periodically?
639
:Kelly Leightner: We try to
do it like every other month.
640
:If I remember correctly on that
through the corporate team.
641
:Now there's a group that I work with
that we try and do them as well.
642
:Then every other week we also do, if
you're not quite ready to jump fully
643
:in and you want to know a little
more about it and see our technology
644
:tools, cause those are really cool.
645
:We do a free workshop every
other Tuesday and again, that
646
:one's a free one that's on zoom.
647
:It's usually about an hour,
but I say allow 90 minutes.
648
:Cause if we have a bigger
group, that's very active.
649
:Sometimes we can take up that full 90
minutes, come check it out and see if it's
650
:something you want to dive deeper into.
651
:Freddy D: Okay, sure.
652
:So send me that and
we'll incorporate that.
653
:Awesome.
654
:All right, Kelly, thank you very much for
being on a business super fan podcast.
655
:It was a pleasure having you as
a guest and we'll look to have
656
:you on a show down the road.
657
:Kelly Leightner: Awesome.
658
:Thank you so much.