Using The Kolbe™ System PRESENTED BY: Peter Vessenes CEO, Vestment Advisors Inc. ©Vestment Advisors Inc. 2005-2014 all rights reserved

Part I The Secrets of Conative Behavior ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved Background Each of us was created with our own Method of Operation Our MO controls: How we solve problems How we approach work ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved How The Brain Works COGNITIVE AFFECTIVE CONATIVE ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved How the Brain Works Cognitive Skills Education Knowledge Expertise Reasoning IQ ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved How the Brain Works Affective Personality Values Beliefs Attitudes Emotions ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved How the Brain Works Conative Instinct Mental Energy Talents Drive Necessity ©Vestment Advisors Inc. 2005-2014 all rights reserved

Conative Energy Controls Your actions, reactions and interactions Your form of creativity How you solve problems How you approach work ©Vestment Advisors Inc. 2005-2014 all rights reserved

Your instincts do not change over time! Conative Energy Your instincts do not change over time! ©Vestment Advisors Inc. 2005-2014 all rights reserved

Continually working against your instincts is BAD!! Conative Energy Continually working against your instincts is BAD!! ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved Conative Energy Working against your instincts High levels of stress You feel drained of energy Leads to strain and burnout ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The Four Batteries Fact Finder: How much energy do I have for gathering information? ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The Four Batteries Follow Thru: how much energy do I have for organizing information? ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The Four Batteries Quick Start: How much energy do I have for improvising the information? ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The Four Batteries Implementor: How much energy do I have for using tools to construct based on the information? ©Vestment Advisors Inc. 2005-2014 all rights reserved

There are 4 “Action Modes”® I Won’t I Might I Will ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Fact Finder Instinct How we evaluate and deliberate: Is it…. Practical? Realistic? Specific? Objective? Detailed? ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Fact Finder Instinct “I Will” Fact Finders have a need to: Research Probe Outline Investigate Set Objectives Evaluate ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Fact Finder Instinct “I Won’t” Fact Finders: Avoid getting bogged down in details Resist working within priorities Avoid researching what already has been done Avoid proving they’re right Resist analysis by paralysis Are practical ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Fact Finder Instinct “I Will” Fact Finders: Tend to get bogged down in details Like working within priorities Tend to research what already has been done Tend to prove they’re right Fall into analysis by paralysis ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Fact Finder Instinct “I Will” Fact Finders should avoid acting: From guess work Without specific goals From incomplete information “I Will” Fact Finders reference the past ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Follow-Thru Instinct How we coordinate, plan and schedule: Is it… Methodical? Systematic? Efficient? Meticulous? ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Follow-Thru Instinct “I Will” Follow-Thrus will: Structure Systemize Plan Coordinate Budget Integrate Chart Prepare Provide service ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Follow-Thru Instinct “I Won’t” Follow-Thrus: Avoid finishing everything they start Go with the flow Don’t follow a routine Resist staying within a structure Can’t work within the lines ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Follow-Thru Instinct “I Will” Follow Thrus tend to: Finish everything they start Stick to a rigid timeline Like following a routine Stay within a structure Work on one thing at a time They integrate the past, present and future ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Quick Start Instinct How we originate, experiment and improvise. Is it… Spontaneous? Intuitive? Flexible? Open ended? Risk taking? ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Quick Start Instinct “I Will” Quick Starts will: Invent Brainstorm Improvise Ad-lib Play Hunches Act Spontaneously ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Quick Start Instinct “I Won’t” Quick Starts: Resist acting at the last moment Avoid flying by the seat of their pants Like stability Avoid chaos Avoid adlibbing Resist constant change ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Quick Start Instinct “I Will” Quick Starts: Act at the last moment Fly by the seat of their pants Tend to create instability Work in chaos Like ad-libbing Are comfortable with constant change “I Will” Quick Starts focus on the future ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Implementor Instinct How we construct, repair and craft is it… Tangible? Craftsman-like? Skill oriented? Tactile? ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Implementor Instinct “I Will” Implementors have a need to: Craft Shape Fix Demonstrate Display Build Construct ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Implementor Instinct “I Won’t” Implementors: Avoid concrete examples Avoid hands-on solutions Avoid operating mechanical equipment Think abstractly ©Vestment Advisors Inc. 2005-2014 all rights reserved

Our Implementor Instinct “I Will” Implementors: Like concrete examples Work hands-on solutions Use mechanical equipment Think concretely “I Will” Implementors think in the present ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved Action Modes When an “I Will” has to work with an “I Won’t” A difference of 4 units or more in the same mode will: Create stress Provide conflict Generate frustration Result in a lack of mutual understanding ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved Action Modes When an “I Will” has to work with an “I Won’t” To fix the conflict you can: Understand each other’s makeup Recognize what will be happening and why Get two “I Mights” to join you Work with someone else ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved Action Modes When an “I Will” has to work with an “I Won’t” Why might it happen in the office Group projects Teams Conative differences between people Cloning around your own Modes You are favorable to particular Modes ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved Action Modes When an “I Will” has to work with an “I Will” Good is a wrong assumption: Fact Finders never get out of study and research Follow Thrus bog down in processes Quick Starts talk endlessly Perfect is the enemy of Great for Implementors ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved Action Modes When your”I Will” is the same as a team member’s “I Will” Impacts in office relationships Those within 4 units manage Those with 4 or more units struggle I Will FF have challenges in topics they don’t like ©Vestment Advisors Inc. 2005-2014 all rights reserved

Fixing the Conative Quandary Fixing it for everyone: Understanding the Learning Styles Complementary not Contradictory No “Wrong” Profile Capturing each Profile’s “Advantage” ©Vestment Advisors Inc. 2005-2014 all rights reserved

Creating Teams That Work! A Team of 12 25% 3 3 3 3 50% 6 6 6 6 3 3 3 3 25% ©Vestment Advisors Inc. 2005-2014 all rights reserved

Creating Teams that Work A group with the right mix of MOs allows functioning with a great deal of synergy, profitability and efficiency A group with poor mix of MOs can become polarized, ineffective, unprofitable, or stymied by inertia The stronger the conative differences, the more important are Facilitators to fill the gap ©Vestment Advisors Inc. 2005-2014 all rights reserved

Fixing the Conative Quandary You can use Kolbe™ to: Assign projects by instinctive strengths Improve morale by asking the team questions in the context of their strengths Build effective teams Broaden their relationship “style” ©Vestment Advisors Inc. 2005-2014 all rights reserved

Fixing the Conative Quandary Bottom line: Allowing your team to work with their natural advantage will profoundly improve their efficiency, problems solving, the company’s production, and everyone’s experience in life! ©Vestment Advisors Inc. 2005-2014 all rights reserved

Part II Using Kolbe™ and Conative Instincts to Work With Your Team ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved Understanding Kolbe™ Understanding Kolbe™ to Work With Your Team How to address Styles The Quick Start The Fact Finder The Follow-Thru The Implementor ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The “Quick Start” Fact Finder Follow-Thru Quick Start Implementor 3 3 9 3 ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The “Quick Start” Bullets Learning Summary Cut to the chase Go with the flow ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The “Fact Finder” Implementor Quick Start Follow-Thru Fact Finder 8 5 3 3 ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The “Fact Finder” Lots Of Detail Supporting Information Good Reports ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The “Follow-Thru” Fact Finder Follow-Thru Quick Start Implementor 4 8 4 6 ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The “Follow-Thru” Organized Fit with Past, Present and Future Boxes, Matrixes ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The “Implementor” Fact Finder Follow-Thru Quick Start Implementor 4 6 3 8 ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved The “Implementor” How does it look? Use graphs, binders Perfection in the delivery: visual inspection How was it crafted? ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved Reaching Them All Conative Energy Styles Greatly Impact Actions and Results Addressing These Styles Improves Results and Effectiveness ©Vestment Advisors Inc. 2005-2014 all rights reserved

Implications: Making It Work Is There A Way? First Impressions OK, I Get The Picture… Why Is That True? How Am I Going To Do It? ©Vestment Advisors Inc. 2005-2014 all rights reserved

Making It Work For Everyone Managing Your Communications Implementor First Quick Start Second Fact Finder Next Follow-Thru Finally ©Vestment Advisors Inc. 2005-2014 all rights reserved

Kolbe™ Concepts, Simply! ©Vestment Advisors Inc. 2005-2014 all rights reserved

Putting It All Together! The Dynamynd® ©Vestment Advisors Inc. 2005-2014 all rights reserved

Putting It All Together! The Dynamynd® PurposeMotivationWillCognitiveConativeResults ©Vestment Advisors Inc. 2005-2014 all rights reserved

Putting It All Together! The Dynamynd® Purpose Narrow Purposes have a ripple effect The Best Laid Plans… Broadening The Purpose Believing In The Purpose ©Vestment Advisors Inc. 2005-2014 all rights reserved

Putting It All Together! The Dynamynd® Motivation Why? The World Is Not A Safe Place Moving From Getting To Giving The Reward Is In The Giving ©Vestment Advisors Inc. 2005-2014 all rights reserved

Putting It All Together! The Dynamynd® Will, Drive Maslow’s Theory: Survival, Provision, Purpose… Not Praise For Being: Praise For How They Are Being Moving From Getting To Giving The Reward Is In The Giving ©Vestment Advisors Inc. 2005-2014 all rights reserved

Putting It All Together! The Dynamynd® Cognitive Not How Much You Know How Fast Do Those Neurons Fire? The Bell Curve Of Age And Brains What Do I Like, Anyway? ©Vestment Advisors Inc. 2005-2014 all rights reserved

Putting It All Together! The Dynamynd® Conative How We Make It Happen Everyone is “Normal” There Is NO ONE RIGHT WAY There Are MANY Wrong Ways ©Vestment Advisors Inc. 2005-2014 all rights reserved

Putting It All Together! The Dynamynd® Results Clearly Defined Objectives Allowing Your Team To Work In Their Strongest Batteries Helping Them Understand Each Other Results Are More Than The Practice’s Production Results Are Life Results ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved IN CONCLUSION You Can’t Fight Instincts! Everyone Is Normal There Is A “Secret” To Reaching Them All Your “Smart” Efforts Make Synergy and Efficiency Happen Life Happens By The Dynamynd® ©Vestment Advisors Inc. 2005-2014 all rights reserved

©Vestment Advisors Inc. 2005-2014 all rights reserved Q & A ©Vestment Advisors Inc. 2005-2014 all rights reserved