1. Personality and Philanthropy Pence Consulting Carole J. Pence, President 102 W. Washington, Suite 232 Marquette MI 49855 906-228-2972 cpence@aol.com www.penceconsulting.com cpence@aol.com www.penceconsulting.com Facebook – Carole J Pence

2. Workshop Goals To explore one aspect of how personality and behavior affects philanthropy using the DiSC Behavioral Profile; To understand how one’s behavior and presentation affects philanthropic giving; And develop insight into how you can adjust your behavior to be more effective when raising money. OH-1

3. Successful People Understand themselves and how their behavior affects others. Understand their reactions to other people. Know how to maximize what they do well. Have a positive attitude about themselves, which causes others to have confidence in them. Know how to adapt their behavior to meet the needs of other people and situations.

4. Behavior is… Observable Situation-based Flexible Dynamic Based on thoughts and beliefs OH-3

5. High D Dimension of Behavior Sees an unfavorable environment that they want to overcome Tries to change, fix, or control things OH-16

6. D-Dominance Emphasis is on shaping the environment by overcoming opposition to accomplish results. This person’s tendencies include: Getting immediate results Causing action Accepting challenges Questioning the status quo Taking authority Managing trouble Solving Problems OH-8

7. D-Dominance Emphasis is on shaping the environment by overcoming opposition to accomplish results This person desires an environment that includes: Power and authority Prestige and challenge Opportunities for individual accomplishments A wide scope of operations Direct answers Opportunities for advancement Freedom from controls and supervision Many new and varied activities OH-8

10. High i Dimension of Behavior Sees a favorable environment in which they can influence others Tries to persuade, promote, or influence others OH-17

11. i-influence This person’s tendencies include: Emphasis is on shaping the environment by influencing or persuading others. Contacting people Making a favorable impression Being articulate Creating a motivational environment Generating enthusiasm Entertaining people Viewing people and situations with optimism Participating in a group

12. i-influence This person desires an environment that includes: Emphasis is on shaping the environment by influencing or persuading others. Popularity, social recognition, public recognition Freedom of expression Group activities outside of job Democratic relationships Freedom from control and detail Opportunities to verbalize proposals Coaching and counseling Favorable working conditions

15. High S Dimension of Behavior Sees a favorable environment that they want to maintain Tries to be cooperative, supportive, agreeable while keeping things stable OH-18

16. Emphasis is on cooperating with others within existing circumstances to carry out tasks. This person’s tendencies include: Performing in a consistent, predictable manner Demonstrating patience Developing specialized skills Helping others Showing loyalty Being a good listener Handling excited people Creating a stable, harmonious work environment OH-9 S-Steadiness

17. Emphasis is on cooperating with others within existing circumstances to carry out tasks. This person desires an environment that includes: Maintenance of status quo Predictable routines Credit for work accomplished Minimal work infringement on home life Sincere appreciation Identification with a group Standard operating procedures Minimal conflict OH-9 S-Steadiness

20. C-Conscientiousness Emphasis is on working conscientiously within existing circumstances to ensure quality and accuracy. This person’s tendencies include: Adhering to key directives and standards Concentrating on key details Thinking analytically, weighing pros and cons Being diplomatic with people Using subtle or indirect approaches to conflict Checking for accuracy Analyzing performance critically Using a systematic approach to situations or activities OH-10

21. C-Conscientiousness Emphasis is on working conscientiously within existing circumstances to ensure quality and accuracy. This person desires environment that includes: Clearly defined performance expectations Values on quality and accuracy A reserved, business-like atmosphere Opportunities to demonstrate expertise Control over those factors that affect their performance Opportunities to ask “why” questions Recognition for specific skills and accomplishments OH-10

22. Quick DiSC Profile Attendees will be given a quick DiSC profile to use to learn more about their style. Distributed at the workshop. People often ask why the i in DiSC is not in capital letters. The reason is that is how it was copyrighted.

25. Marston’s Model: Self D S i C More Powerful Less Powerful OH-13

26. Communication Style S i C Tell Ask Ask OH-14 People Task Task D

27. Research Study Conducted in Glasglow You Had Me At Hello-www.npr.org, click on podcasts

28. Study indicates you have one second to make a first impression 302 participants listened to 64 saying the word hello. Participants largely agreed on which voice matched the following traits. Trustworthiness Aggressiveness Confidence Dominance Warmth