1. Welcome to DISC Certification Webinar #1 – DISC Background
Bonnie Burn
Slide 1
Welcome to Increasing Communication Success with DISC.
Our technical knowledge at work is of course critical, but its true value is when the technical knowledge is applied.
The same is true for accomplishing communication success.
We each know our own preferences for communicating with others.
However, if our plan is to accomplish optimum results, then we will need to understand, as well as to continue ….
to stretch to accommodate other’s communication preferences.
[CLICK]

2. How to Use the Webinar Control Panel
Slide

7. Meet DISCcert Team

8. DISC Tips – For Grads

9. DISC Tips – For Your Employees

11. Welcome to DISC Certification Webinar #1 – DISC Background
Bonnie Burn
Slide 1
Welcome to Increasing Communication Success with DISC.
Our technical knowledge at work is of course critical, but its true value is when the technical knowledge is applied.
The same is true for accomplishing communication success.
We each know our own preferences for communicating with others.
However, if our plan is to accomplish optimum results, then we will need to understand, as well as to continue ….
to stretch to accommodate other’s communication preferences.
[CLICK]

12. Webinar #1 - Agenda 1. Program Overview 2. Quick eDISC Bk “Check”
3. Background-
Model, History, DISCs???
Natural & Adapted Graphs
4. DISC Report
Organized, Support Info
Learning Activities
Slide 3
Our selected Plan is based on accomplishing the following milestones:
[CLICK] First we will discover what is meant by DISC and how it evolved.
[CLICK] Next we’ll identify the characteristics that create the Natural Style.
[CLICK] We’ll move onto defining the Adaptive Style and its importance.
[CLICK] Our final steps will lead us to useful applications of DISC.
As a result, you will then possess successful DISC strategies that you can use a.s.a.p.
[CLICK]

13. Program & Process Overview
Quick DISC Book Check…
Program Overview
#1 - DISC Background
#2 - DISC Training Resources; PPT, Leader's Guide, Lesson Plans
#3 - DISC Coaching Worksheet; Prep Steps, Scenario Scripts
#4 – Online Best Practices; Leadership,Team,Sales Reports, 200 Resources, Activities
Process Overview
--- Receive Weekly Follow-up Assignment after Each Webinar
--- Please Self-Score Your Assignments & Have Questions to Ask Me During Coaching
--- Use Scheduling Link to Schedule 1:1 with BB (for 15 to 30 Min) Th, Mon, Tues
--- During Coaching; Review Completed Assignment, Q & A, Next Session Outline
--- Exam
--- Admin Site Training; Review Tutorials & Do training with Rebecca ASAP
--- FYI...All Sessions Recorded & Sent within 24 hours (Thank You Rebecca!)
Program & Process Overview

14. Quick Book Check Quick DISC Book Check… Business Characteristics of a
Business Characteristics of a D? I? S? C?
Which style is most adaptable?
Can a person learn to adapt?
Quick Book Check

15. Background – Model? … Use Elevator Scenario
GETS ON & PUSHES “CLOSE DOOR” Button = Dominant
Keeps doors open & says,
“We’ll wait for you!” = Influence
Let’s others in first, then moves towards corner = Steady
Slide 5
(Trainer: Elevator Scenario. See additional activity option below.)
[CLICK] Before we charge ahead with our plan, let’s start with a question that appears to require in-depth research to answer… “What is DISC?” Good news, one useful way to answer this question is by simply recalling what you observed when you watched others get on an elevator in a non-crisis scenario.
Please keep in mind, we are not judging how these 4 individuals got on the elevator, but rather just collecting observations to increase our knowledge as to what the four typical DISC behaviors look like.
[CLICK] For example, have you ever seen someone who gets on the elevator quickly and immediately upon entering, pushes the button “Close Door?” That type of behavior is typically described as someone who prefers to be Dominant, and has a priority of getting their goal accomplished NOW.
[CLICK] You may recall another individual who upon entering the elevator, thinks they saw someone down the hallway racing to get on the elevator. So this individual may use their body to keep the doors open & enthusiastically proclaims to the co-worker or stranger, “We’ll wait for you!” Their preference is to Influence a situation so everyone can be successful. They often receive a very appreciative “Thank you,” from the new boarder, which makes them smile all the more.
[CLICK] At other times you may see someone who lets everyone else get on the elevator first and then steps through the doors in a very Steady, calm demeanor. Once in the elevator, they often move thoughtfully towards one of the corners, hoping to achieve their own personal space, as well as providing it for others.
[CLICK] And you have probably witnessed others who seem to be studying the elevator itself, being very thorough and Conscientious in their decision to select this particular elevator. Upon crossing the elevator threshold, you might very well see them reading the posted statement regarding the maximum weight that can be safely transported in this elevator. This individual may turn to ascertain if the sum total of all the occupants exceeds the
weight criteria. If it does, then they step out of the elevator and take the stairs.
Which of the four sets of behavior preferences sounds most like you when you are entering an elevator? Keep in mind again, no judgment is to be made, you are just recalling your own self- observation.
(Trainer: quick exercise)
Please turn to someone seated near you and describe how you usually approach entering an elevator. As you exchange examples, you may find your approaches are similar or you may find their way of getting on an elevator is quite different than yours. Either option is fine.
The important point is that by simply observing other’s behaviors we can gain valuable insight that can help us in becoming even better communicators.
(Trainer: optional activity: “YOU WON the $250,000,000 Lottery Contest!”)
Ask them to discuss with another co-worker what would be their first actions after winning. Have them stand while doing this fast-paced activity, and jot down people’s names & what their responses were. Rotate them a number of times. Bring them all back together & ask if there were any differences in responses. And, that as more is revealed they will receive insight as to why such differences exist.
[CLICK]
Posted maximum weight?
If over, steps off & takes stairs = Conscientious

16. DISC History Background - History Dr. Marston Book - 1928 Lie Detector
(Page 3 of Report)
Dr. Marston
Book
Lie Detector
DISC History
Pace Priority
Slide 6 (Page 3 of Report)
[CLICK] Dr. Marston, a high-profile lawyer and psychologist created the DISC Model for emotions and behavior of normal people. His prominent career, evolved into the unconventional research on how the will of a “normal” person can affect their behavior. [CLICK] In the process, he invented the first prototype of the lie detector, measuring changes in a person’s blood pressure while being questioned, as shown in this photo. [CLICK] In 1928, he published “Emotions of Normal People” based on his DISC Model and Theory that there were 4 core communication behavior styles.
[CLICK] The 4 styles are what we know today as Dominant, Influence, Steady and Conscientious.
He discovered that each style possessed a pace; fast or deliberate, as well as a priority of a focus; task or people.
Dr. Marston was one of the first in his field to step out of academia and consult with business world on how to use his research findings in a practical manner.  He also believed that the knowledge of emotions of normal people also belonged to the general population. In fact, he was the pioneer in authoring self-help books.
[CLICK]
Dominant Fast & Task
Influence Fast & People
Steady Deliberate & People
Conscientious Deliberate & Task

17. Background - DISC History
William Moulton Marston Ph.D. Model 1928
Dr. Clarke
1940 1st DISC Assessment
“Activity Vector Analysis”
Took Assessment twice
(1st – Most, 2nd – Least)
WHAT IS DISC? IN 1920 (CLICK ON HIS PICTURE) WILLIAM MARSTON DID EXTENSIVE RESEARCH ON HOW TO EXPLAIN PEOPLE’S EMOTIONAL RESPONSES AND EXAMINE BEHAVIOR OF INDIVIDUALS IN THEIR ENVIRONMENT OR WITHIN A SPECIFIC SITUATION. DISC LOOKS AT BEHAVORIAL STYLES AND BEHAVIORAL PREFERENCES. MARSTON, THE FATHER OF THE DISC, WAS A HARVARD GRADUATE, A CONSULTING PSYCHOLOGIST, RESEARCHER AND AUTHOR OF FIVE BOOKS. (CLICK ON BOOK) IN 1928 MARSTON’S BOOK “EMOTIONS OF NORMAL PEOPLE” INTRODUCED DISC THEORY TO THE PUBLIC. HE DEFINED FOUR BEHAVIORAL STYLES OR TEMPERAMENTS—D FOR DOMINANCE, DRIVER, I FOR INFLUENCE, S FOR STEADINESS OR STABILITY, AND C FOR COMPLIANT, CONSCIENTIOUS OR CAUTIOUS. INTERESTINGLY, MARSTON DEVELOPED THE DISC MODEL AND CREATED THE ASSESSMENT HE NEVER COPYRIGHTED HIS WORK. . HOWEVER HE DID INVENT THE STYSTOLIC BLOOD PRESSURE TEST WHICH WAS INSTRUMENTAL IN THE INVENTION OF THE POLYGRAPH OR LIE DETECTOR. IN ADDITION, MARSTON WAS A CHAMPION OF WOMEN’S RIGHTS AND CREATED AND PRODUCED THE COMIC BOOK CHARACTER “WONDER WOMAN” (CLICK ON WW). IN 1958, SCHOLAR, RESEARCHER AND BUSINESS EXECUTIVE Dr. John Geier OBTAINED THE COPYRIGHT OF MARSTON’S WORKS AND HAS CONTINUES HIS RESEARCH TODAY IN VALIDATION AND APPLICATION OF THE DISC ASSESSMENT. OVER THE PAST 40 YEARS OVER 50 MILLION PEOPLE AROUND THE WORLD HAVE BENEFITED FROM THE DISC ASSESSMENT.
John Geier PhD
1970 Forced Choice Assessment

18. Background - DISC Comparisons - Similarities
DISC Model - Basically the same definitions of D,I,S,C
DISC Data - Basically same results generated – Algorithm ... Public
Approval - APA (American Psychological Association )
Meets Standards of Reliability - AERA (American Educational Research Association)
(By the way … What is Reliability? Validity?)
DISC Measures Observable Behaviors

19. Background - DISC Comparisons - Differences
DISC - Dominant or Driver - Steady
- Influence or Interact - Conscientious, Compliant,Cautious
Assessment - Slight variations of word choices
- e.g. happy vs cheerful
Graphics - Display of Assessment Scores
- e.g. Scales, Bars, Circles
Interpretations - Short or more comprehensive
Report Focus – Just DISC Model with Scores & Explanation
- Adds Application & Learning Activities

20. Style Descriptions

21. Explanations… Natural eGraph II
(Page 6 of Report)
Please underline
Each Style has an
Orientation
Energy Line is used to describe your
preferences with each style.
Slide 9 (Page 6 of Report)
Please turn to page 6, your “DISCcert Natural eGraph II “ in your DISC Report.
I am going to initially cover a few key points on this page and then we’ll dive deeper into what each style means in more detail and then you will be looking at your own Natural Graph II with some additional word descriptions.
[CLICK] Please underline “Style Assessment.” DISC measures behavior, preference, style… not skill or performance.
In addition, Natural Graph II also represents both your work and home. This is important to remember. It does not just represent home, but work and home. And, underline next to “Graph II based on” – underline the “Nature (your DNA) & Nurture (your society and family influencers.)”.
[CLICK] The Energy Line is used to explain what our communication preferences are when communicating. It is not good or bad to have points above or below the Energy Line.
[CLICK] However, it is our strongest behavior preferences, that are above the Energy Line, that actually determines what is known as our DISC Natural Pattern.
Please keep in mind, no style is better than another style.
[CLICK] We all have varying degrees of the D,I,S,C characteristics in our behavior patterns.
You might be wondering how your Graph II was determined.
Actually, researchers discovered that people have more clarity around what they DON’T like.
For example, if you asked me what my least favorite food is, I would say Liver.
It doesn’t matter where or when you ask me, that will always be my answer… I don’t like liver.
So it was your DISC Assessment responses to the “Least” questions that determined your Natural Graph II.
We will talk about the Adaptive Graph I a little later in the program.
Let’s move onto exploring each of the styles in more detail and then you will return to your Graph II with additional word descriptions.
(Trainer: optional insert slides “How graph # is determined”)
[CLICK]
Our Natural Style is based on all points above Energy Line.
We all have some D,I,S,C in our style.

22. Explanations…Dominant above the Energy ne
Orientation -
Problem Solve
Preference -
Expedient
Overuse -
Demanding
Slide 10 (Page 6 of Report)
Someone’s Dominant Style may be above the energy line.
[CLICK] Since the D communication orientation is on Problem Solving, they typically prefer to [CLICK] handle situations with great expediency.
They are often referred to as result driven, bottom line, and can be quite competitive… like to win!
Challenges and conquering them give them energy.
[CLICK] High D’s typically need to beware that others may perceive their assertiveness as quite demanding.
And if such behavior persists, that can generate some “withdraws” in their Emotional Bank Account.
How many of you have heard of that concept? It’s like your Bank Account…
You make deposits, and to pay your bills you make withdrawals.
But if someone makes withdrawals consistently, that can contribute to what is referred to as “Emotional Bankruptcy.”
(Trainer: have participants remain on page 6 for slides 10-21)
[CLICK]

23. Explanations…Dominant below the Energy Line
Orientation -
Problem Solve
Preference -
Contemplative
Can Develop Skill -
To Be Expedient
Slide 11 (Page 6 of Report)
Another person may have a Dominant Style that is below the energy line.
[CLICK] Their preference when it comes to problem solving [CLICK] is to be more on the prudent, contemplative, reflective.
Gathering information first, processing it, and then deciding which is the approach they are most comfortable with.
Of course, sometimes one can study a situation at great length & still an “elephant” might show up!
And most assuredly, even though their comfort zone may be collecting data before offering an option,
[CLICK] They can certainly make a conscious effort to learn to develop the skill to be quick and expedient to problem solve, if needed.[CLICK]

24. Explanations…Dominant near the Energy Line
Orientation -
Problem Solve
Preference -
Calculated Risks
Moderate Effort to Stretch/Flex/Adapt
Slide 12 (Page 6 of Report)
[CLICK] If someone has a D style that is near the energy line and they are problem solving, [CLICK] they are more apt to be calculated in their risk taking.
Their preference would to approach decision making with a rational strategy.
[CLICK] The fact that their style is near the energy line means it is easier for them to speed-up or slow down when needed.
In “DISC” terms, that means it requires a more moderate effort to stretch, flex or adapt when communicating with others that have a different problem solving preference.
[CLICK]

25. Explanations… Influence above Energy Line
Orientation -
People Connection
Preference -
Demonstrative
Overuse -
Overpowering
Enthusiasm
Slide 13 (Page 6 of Report)
[CLICK] Someone’s Influence Style may be above the energy line.
Since the I Style is focused on how one goes about influencing others, the high I prefers actively interacting with people and is energized by frequent connections with others.
[CLICK] They are known for expressing themselves quite openly and enjoy inspiring others.
Vocations they are often drawn to are related to customer service, sales and marketing.
[CLICK] However, their enthusiasm is not always appreciated and they need to be aware that that it may be a bit on the overpowering side for others.
If this is done too frequently then Emotional Withdrawals can occur.[CLICK]

26. Explanations…Influence below Energy Line
Orientation -
People Connection
Preference -
Understated
Can Develop Skill -
To Be Persuade
Slide 14 (Page 6 of Report)
[CLICK] Another person may have an I Style that is below the energy line.
[CLICK] Their preference when it comes to connecting with others is a more reserved, understated, behind the scenes approach.
Being center stage would not be their first or even second choice for interacting with others.
If they were to attend a network event, they would typically look for someone they already knew and continue that conversation for the balance of the event.
[CLICK] However ,they can certainly make a conscious effort to learn to develop the skill to speak in front of groups, lead meetings and be persuasive if necessary.
[CLICK]

27. Explanations…Influence near Energy Line
Orientation -
People Connection
Preference -
Friendly/Reserved
Moderate Effort to Stretch/Flex/Adapt
Slide 15 (Page 6 of Report)
[CLICK] If someone has an I style that is [CLICK] near the energy line they are usually friendly, poised, and modest.
They are usually comfortable being with others and do want their opinion known, but do not want to overshadow others.
The fact that their style is near the energy line means it is easier for them to speak-up if needed or to wait to express their ideas.
They can actively engage others, but that is not a role of choice to be maintained.
[CLICK] In “DISC” terms, that means it requires a more moderate effort to stretch, flex or adapt when communicating with others that have a different preference for interacting.[CLICK]

28. Explanations…S above Energy Line
Orientation -
Planning
Preference -
Systematic
Overuse -
Keep Status Quo
Slide 16 (Page 6 of Report)
[CLICK] Someone’s Steady Style may be above the energy line.
The “S” Style is focused on how one goes about planning, having systems and methods.
[CLICK] The high S prefers a stable, consistent environment with a predictable pace.
Prefers to be a team player rather than a team leader. The “S” is the most accommodating style.
[CLICK] However, their preference for stability can be observed as wanting to maintain status quo.
And, yes, you’re right… they certainly can commit to putting effort towards exploring new options.[CLICK]

29. Explanations…S below Energy Line
Orientation -
Planning
Preference -
Be Spontaneous
Can Develop Skill -
To Be Organized
Slide 17 (Page 6 of Report)
[CLICK] Another person may have an S Style that is below the energy line.
[CLICK] Their preference when it comes to being organized is more accurately as someone who loves to be spontaneous and brainstorm.
May have a plan and then quickly changes to a whole new approach.
Loves to help get projects started.
[CLICK] And yes, they can develop the skills and abilities to be organized and follow timelines, if they commit to it.
[CLICK]

30. Explanations…S near Energy Line
Orientation -
Planning
Preference -
Composed
Moderate Effort to Stretch/Flex/Adapt
Slide 18 (Page 6 of Report)
[CLICK] If someone has a S style that is near the energy, above or below, [CLICK] they are more apt to be relaxed, composed and calm.
They are comfortable checking on the progress of their projects and providing support to others.
[CLICK] The fact that their style is near the energy line means it is easier for them to help organize a project and are more apt to also be open to new ideas.
[CLICK]  

31. Explanations…C above Energy Line
Orientation -
Procedures
Preference -
Analyze
Overuse -
Stuck in Details
Slide 19 (Page 6 of the Report)
Someone’s Conscientious Style may be above the energy line.
[CLICK] The high C Style is focused on making sure procedures are followed and are accurate. Quality, high standards, correctness are extremely important to them.
[CLICK] They expect to get time to assess and analyze situations or issues. The higher the point is for the C Style, the more logic and facts they expect. Vocations they are often drawn to are related to engineering, science and music ( music has a high mathematical component for many musicians.)
[CLICK] However, their drive to have exacting figures may lead them to getting stuck in details. And, they can most assuredly commit effort & develop skill towards determining what must have extensive documentation vs priorities that don’t require that level of detailed intensity.[CLICK]

32. Explanations…C below Energy Line
Orientation -
Procedures
Preference –
Conceptual
Can Develop Skill -
To Be Detailed
Slide 20 (Page 6 of the Report)
Another person may have a Conscientious Style that is below the energy line.
[CLICK] Their preference when it comes to working with details and procedures [CLICK] is a much more conceptual, big picture viewpoint.
And if the rules do not seem to fit the situation, they are willing to change the rules.
They have quite the “Can Do” attitude. (Does not mean they know how to do something, but, they figure they’ll get it done one way or another.)
Based on their orientation, accurate paperwork is usually not of the highest priority.
[CLICK] Of course, once they commit effort & develop ability, they too can produce correct paperwork.[CLICK]

33. Explanations…C near Energy Line
Orientation -
Procedures
Preference –
Pragmatic, Focused
Moderate Effort to Stretch/Flex/Adapt
Slide 21 (Page 6 of the Report)
[CLICK] If someone has a C style that is near the energy line and they are working with procedures, [CLICK] they are more apt to be pragmatic and focused.
They often work independently and prefer time to take care of details.
Their preference would to approach decision making with a rational strategy.
The fact that their style is near the energy line means it is easier for them to become more analytical if need be or stretch to be more experimental.
[CLICK] In “DISC” terms, that means it requires a more moderate effort flexing or adapting when working with procedures.
[CLICK]

34. Reading Graphs

35. Natural Graph - Environment
What environment does Natural Graph represent?
Home?
Work?
Home and Work?
Slide 63

36. Natural Graph - Environment
What environment does Natural Graph represent?
Home and Work
Combination of Nature & Nurture
Real You, 24-7
No need to change Natural. Just is!
(Similar – Native Language)
Slide 64

37. What determines Natural Graph results?
Is it the selection of “Most” or “Least”
when completing your DISC Assessment?
Slide 65

38. What determines Natural Graph results?
Least!
Research shows people have more
clarity around what they least like.
Example
“What is your least favorite food?” I will say:
Does not matter when or where you ask me. My answer will always be:
Slide 66

39. Natural Style – Above the Energy Line
True or False?
Natural Style
can have 1, 2 or 3 points above Energy Line.
True and….
Must have at least 1 Style above or below in order to be valid.
Slide 63

40. What determines which styles are capitalized?
Start with the Highest Point.
That is always 1st in sequence & is capitalized.
For 2nd or 3rd point above the Energy Line -
Determined by an aggregate.
Calculated by combination of the placement of all 4 styles.
Typically, if 2nd or 3rd point is close
To the Highest Point,
they will also be capitalized. (SIc)
Slide 63
Typically, if a point is above Energy Line,
but significantly lower than high point(s), then Style will be lower case. (SIc)

41. What results does Adapted Graph represent?
One day at work?
One week at work?
Six months at work?
Slide 67

42. Adapted Graph represent?
What results does
Adapted Graph represent?
One day at work
May also represent …
One week at work
Six months at work
Slide 68

43. What determines Adapted Graph results?
Most!
Research shows our most selections vary – influenced by present circumstance.
“What is your most favorite food?”
Answer influenced by what? who? where?
Slide 69
Adapted Graph is influenced on the day you took the assessment
by the 3 R’s: Role? Relating? Responsibilities?

44. What does it mean Adaptive Graph is similar to Natural?
If Natural & Adpated Graphs are similar?
The day the person
took the assessment
they were able to use …
their same natural style preferences.
Important:
Be open to stretching when needed.
Slide 70

45. What if Adaptive Graph is different than Natural?
Adpated Graph
reflects how one needed to
communicate the day they took assessment.
If …
Role, Responsibilities or who they were Relating to
requires stretching outside of their natural comfort zone,
then their Adapted Graph
will be different than their Natural.
Common occurrence,
because situations at work may change
from day to day.
Slide 70

46. Is it better to have different or similar Graphs?
Both options are fine.
Similar Natural & Adapted
(Stretching not needed the day you took the assessment at work.)
Different Natural & Adapted
(Stretching needed the day you took the assessment at work)
If different, helpful to check out…
“Does this stretch occur occasionally
or does it represent a longer period of time?”
Longer period of time requires more effort.
Slide 71

47. Simple way to explain... Value of Stretching One’s Style

48. Going to Italy? Wise to try to speak?
(Page 20 of Report)
Actions?
Italian!
Because we don’t want to be viewed
as the ugly American!
Slide 39 (Page 20 of the Report)
(Trainer …. Here’s a suggestion so the PPT becomes more of your “own.”: Think of a country you have visited (or share a friend’s story.) Trip preparation? What resources you packed? Context of the conversation you had in the other country. How you stretched? (even though it was awkward. Gets easier.) Receptivity of other person. Level of their appreciation. How native language remains primary language. Be sure to customize this slide appropriately, based on your own example, e.g., change picture, etc.)
(Trainer …. Here is my story.)
[CLICK] I purchased “Learn Italian in One Week” CD’s from Costco. (e.g.) [CLICK] After cramming for 3 weeks prior to trip, my retention wasn’t going so well, so I packed a small American-Italian Translation Book. Yes, I stumbled when trying to converse with the Italians, but my Translation Book saved the day!
My conversations basically were greetings: “Salve” Hello.“Buon giorno”– Good morning. “Ciao”– Bye-bye.“Buona sera”– Good evening.“Come sta?– How are you?
(Trainer …Emphasize)
Importance of showing respect when in another’s country… so stretch! Critical point… [CLICK] [CLICK] You didn’t want to be the UGLY American! “Do They?”
(You’ll see “aha’s” happen!)
[CLICK]

49. Prep for the Trip Actions? Benefits! Italian!
(Page 20 of Report)
Italian!
Actions?
Stretch, Flex to Learn Additional Language
Benefits!
Keep Native Language!
Plus Ability to Speak Another Language
Slide 40 (Page 20 of the Report)
[CLICK] To avoid such a reputation, today we’re going to be [CLICK] touring more in depth the D,I,S,C countries [CLICK] so we can speak their language well enough to understand one another.
[CLICK] We will always have our native first language (style of preference.) - that does not change. [CLICK] We are simply learning an additional language.
[CLICK] If we are willing to learn about other languages, we will help guarantee our own success at ending up at the communication destination of our choice!
[CLICK]
Increase Communication Successes

50. DISC Report