1. DISC Introduction to the

2. OBJECTIVES The “what” and “why” of the DISC The DISC Graph Personal and professional uses for the DISC A tool you can use immediately INTRODUCTION TO THE DISC

3. WHAT WE’LL COVER Strengths and weaknesses Work characteristics Value to the team INTRODUCTION TO THE DISC

4. KEEP IN MIND… Everyone has a DISC It’s not right or wrong…it just is INTRODUCTION TO THE DISC

5. THE DISC IS NOT INTRODUCTION TO THE DISC

6. THE DISC IS Observable behavior How we act and communicate Universal: Regardless of age, gender, country, culture, industry, organization, or position INTRODUCTION TO THE DISC

7. USING THE DISC Hiring Job placement Job benchmarking Training Coaching Team building Increasing sales Improving relationships INTRODUCTION TO THE DISC

8. MINDSET FOR THE DISC It’s information for application It’s an explanation, not an excuse It’s a tool to be leveraged It’s a culture for success INTRODUCTION TO THE DISC

9. THE VALUE OF THE DISC Know your DISC Identify someone else’s DISC Adjust your style to their style INTRODUCTION TO THE DISC

10. THE DISC REPORT 23-24 pages General characteristics Value to organization Checklist for communicating Don’ts on communicating Communication tips Ideal environment Perceptions Descriptors Natural & adapted style Keys to motivating Keys to managing Areas for improvement Professional and personal action plan Graph Wheel INTRODUCTION TO THE DISC

11. Fast & Aggressive Relationships/People Oriented Thinking/Task Oriented Steady & Cautious INTRODUCTION TO THE DISC

12. Anger I can do it! Challenge/Bottom Line Their time wasted/being taken advantage of Direct, decisive, high ego strength, problem-solver, risk-taker, self-starter Bottom-line organizer, places high value on time, challenges the status quo, innovative Oversteps authority, argumentative attitude, dislikes routine, attempts too much at once Fast/Cold INTRODUCTION TO THE DISC

13. Optimism You can do it! Flattery and recognition Rejection Enthusiastic, trusting, optimistic, persuasive, talkative, impulsive, emotional Creative problem-solver, great encourager, motivates others to achieve, positive sense of humor, negotiates conflicts, peace maker More concerned with popularity than tangible results, inattentive to detail, overuses gestures and facial expressions, tends to listen only when it’s convenient Fast/Hot INTRODUCTION TO THE DISC

14. Hides emotions Now that I understand I will do it Benefits Change Good listener, team player, possessive, steady, predictable, understanding, friendly Reliable and dependable, loyal team worker, compliant towards authority, good listener, patient and empathetic, good at reconciling conflicts Resists change, takes a long time to adjust to change, holds a grudge, sensitive to criticism, difficulty establishing priorities Slow/Warm INTRODUCTION TO THE DISC

15. Fear/avoids risk I will do it right no matter how long it takes Getting it right - correctness Criticism Accurate, analytical, conscientious, careful, fact-finder, precise, high standards, systematic Perspective: “The anchor of reality”, conscientious and even tempered, thorough in all activities, defines situation: gathers, criticizes, and tests information Needs clear-cut boundaries for actions/relationships, bound by procedures and methods, gets bogged down in details, prefers not to verbalize feelings, will give in rather than argue Slow/Cool INTRODUCTION TO THE DISC

16. Approach to Team Direction of others through directness D Mark Cuban INTRODUCTION TO THE DISC

17. Value to the Team Interaction with others I Robin Williams INTRODUCTION TO THE DISC

18. Value to the Team Service to the goals of others S Mr. Rogers INTRODUCTION TO THE DISC

19. Value to the Team Self-direction through compliance C Spock INTRODUCTION TO THE DISC

20. Ideal Team Environment Freedom of controls, supervision, and details Evaluation based on results, not process or method An innovative and futuristic oriented environment A forum for them to express their ideas and view points D Mark Cuban INTRODUCTION TO THE DISC

21. Ideal Team Environment Assignments with a high degree of people contact Tasks involving motivating groups and establishing a network of contacts Democratic supervisor with whom they can associate Freedom of movement Multi-changing work tasks I Robin Williams INTRODUCTION TO THE DISC

22. Ideal Team Environment Jobs for which standards and methods are established Where long standing relationships can be or are developed Personal attention and recognition for tasks completed and well done Stable and predictable environment Allows time for change Where people can be dealt with on a personal, intimate basis S Mr. Rogers INTRODUCTION TO THE DISC

23. Ideal Team Environment Where critical thinking is needed and rewarded Assignments can be followed through to completion Technical, task-oriented work, specialized areas Noise and people are at a minimum Close relationships with small group of people Where quality and or standards are important C Spock INTRODUCTION TO THE DISC

24. Words that don’t work In my opinion Follow directions D Mark Cuban INTRODUCTION TO THE DISC

25. Words that don’t work Same for everyone Requires study Theoretically I Robin Williams INTRODUCTION TO THE DISC

26. Words that don’t work Substantial change Innovative Play to win S Mr. Rogers INTRODUCTION TO THE DISC

27. Words that don’t work Clever Educated guess Experimental C Spock INTRODUCTION TO THE DISC

28. Me-You Me-Job Me-Me (DS, and IC) 3 CONFLICTS WITH DISC INTRODUCTION TO THE DISC

29. THE DISC GRAPH Energy Line More Intense Less Intense Who you need to be at work Who you are INTRODUCTION TO THE DISC

30. THE DISC GRAPH Looking at this graph… What are the strengths and weaknesses? What role on the team would be best? What words won’t work? What else is important to know? INTRODUCTION TO THE DISC

31. THE DISC WHEEL INTRODUCTION TO THE DISC C Compliance Steadiness S Influencer I D Dominance Task Oriented Internal Focus External Focus People Oriented

32. REVIEW Everyone has a DISC It’s not right or wrong…it just is The value of the DISC as a tool is when: You know your style You can identify someone else’s style You can adjust your style to meet someone else’s style INTRODUCTION TO THE DISC

33. READING YOUR DISC REPORT Highlight what stands out to you Put a “T” next to the things you agree with Put a “F” next to the things you disagree with Put a line through the things you think are wrong Change a word if there’s a better one to describe you Write down examples, people, and experiences as they come to mind Let you spouse or a close friend read your edits and get their input INTRODUCTION TO THE DISC

34. Phone: 208-660-7727 Fax: 866-411-0701 Email: terry@influenceleadershipgroup.com Web: www.terrygurno.com www.artofleading.netwww.terrygurno.com www.artofleading.net Influence Speaking & Coaching 3857 W. Loxton Loop Coeur d’Alene, ID 83815 Facebook.com/terry.gurno Twitter.com/terrygurno Plus.google.com/terrygurno Terry Gurno