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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Freddy D: 00:00:00

Kelly Leightner is all about decoding, the secrets

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of effective communication and

making your relationships both

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in business and life thrive.

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Her journey has been a wild ride

from playing the roles of daughter,

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sister, wife, and mom, to diving into

careers like nursing travel agency and

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becoming an NLP practitioner and coach.

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She is super passionate about helping

small business owners, entrepreneurs

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and sales folks mastered the

art of personality intelligence.

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That's right.

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She's talking about

understanding those different

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communication styles we all have.

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Her mission is to equip you with

the tools to rock your business,

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bridge those communication gaps

and connect on a deeper level.

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She's seen firsthand how personality

methodology and the B.A.N.K.

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System can work wonders in

transforming businesses.

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Her goal is simple to empower you with the

knowledge of the 12 core values of each

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business personality type, and the skills

to connect with others on their terms.

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She brings a mix of compassionate than

expertise to her coaching and training.

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She gets that effective

communication isn't just a skill.

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It's the key to personal

and professional growth.

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Her mission is to make

navigating the world of him.

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Of human connection, easy and exciting.

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So whether you're a small business

owner, an entrepreneur on the

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rise or just, someone who

wants to up their people skills.

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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

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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

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before, because now I understand they

are, they're just that high energy.

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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

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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?

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So, I can remember years ago I had

just gotten through the training myself

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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

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engineer and the engineering manager.

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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

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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

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asking him, is this really what he wanted

was a price, right and everything else.

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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.

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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.

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In customer retention, that can be huge.

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I'm assuming you're talking about

retaining versus getting new.

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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?

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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.

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Cause it's similar to what

I was thinking anyway.

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Cause I just did a presentation with a

group of women and because I'm a blueprint

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first, we very much think about, we need

to do this and we communicate that way.

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And so as a demo, I had talked to one

of the women I knew was nurturing first.

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I knew this person already.

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And so as a demonstration, I'm

like, okay, so I'm her manager.

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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.

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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?

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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?

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Cause I think in my original thing,

I said, I need it done by five.

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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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: 00:15:19

Nothing for the nurturing

personality type.

286

: 00:15:21

That doesn't feel good.

287

: 00:15:23

They like that person

to person connection.

288

: 00:15:26

When you've got a nurturing client,

you want to make sure that you are

289

: 00:15:29

spending time on a personal level,

because they don't like to feel sold to.

290

: 00:15:34

They don't like to feel like they're the.

291

: 00:15:36

That you're only interested in their money

or is in that leadership situation that

292

: 00:15:41

you're only interested in the task and

you don't care about them any other way.

293

: 00:15:45

Freddy D: Right.

294

: 00:15:45

Kelly Leightner: And so me coming

in and giving this list of demand,

295

: 00:15:48

that's how the nurturing takes it.

296

: 00:15:51

And so that can be huge in causing

somebody to not want to work with you

297

: 00:15:56

or not want to stay with your company

because each of the codes has a dark

298

: 00:15:59

side, you know, in the blueprint.

299

: 00:16:01

Bitchy or bossy.

300

: 00:16:03

That can be where they are when

they aren't emotionally intelligent

301

: 00:16:06

and not understanding how

they're coming across to others.

302

: 00:16:10

Freddy D: Right.

303

: 00:16:10

Kelly Leightner: Or what is

important to the other person.

304

: 00:16:13

Like the action personality type,

they don't necessarily mind so

305

: 00:16:16

much that you give them bump done

by, but you need to make it fun

306

: 00:16:19

when you talk to them about it.

307

: 00:16:20

You know, it doesn't need

to be drilled Sergeant.

308

: 00:16:22

They don't like to be told what to do.

309

: 00:16:25

Okay.

310

: 00:16:26

These things that need to be done.

311

: 00:16:27

What can we do to help you get it there?

312

: 00:16:29

You know, what kind of challenge can we

make or what kind of reward can we have?

313

: 00:16:34

Cause the action personality loves to

win and they love to meet a challenge

314

: 00:16:39

head on, so with your action client,

you want to bring your energy up.

315

: 00:16:44

You don't have to be talking faster

and a lot more energy than what I'm

316

: 00:16:47

doing right now, because I would

currently be boring and action death.

317

: 00:16:51

Freddy D: Right

318

: 00:16:52

Kelly Leightner: When you're working

with a customer, you want to keep it fun.

319

: 00:16:54

You want to keep it light.

320

: 00:16:55

You want to keep it high energy because

that action person drinks a Red Bull

321

: 00:16:59

for breakfast, and if you don't,

they don't want to work with you.

322

: 00:17:02

Freddy D: Very true, it's

a hundred percent true.

323

: 00:17:05

Kelly Leightner: Yeah, so with the

clients getting their interest keeping

324

: 00:17:09

them interested is going to be different

for each one of those personality types.

325

: 00:17:13

Freddy D: It would be probably good

for companies to bring somebody like

326

: 00:17:17

yourself in to train their team about

the different personality types.

327

: 00:17:24

So, one, it creates a more harmonious

work environment, but more importantly,

328

: 00:17:29

when they're dealing with customers

or complementary businesses, they

329

: 00:17:34

can build better relationships with

those groups, which will In turn build

330

: 00:17:40

superfans that will be promoting that

company and helping grow that company.

331

: 00:17:45

Is that correct?

332

: 00:17:46

Kelly Leightner: Absolutely.

333

: 00:17:47

Thank you.

334

: 00:17:48

I forgot to equate that

back to the superfan side.

335

: 00:17:52

But yes, absolutely.

336

: 00:17:53

Absolutely.

337

: 00:17:54

And the one fun thing about this

is you can know who that other

338

: 00:17:59

person is in 90 seconds or less.

339

: 00:18:01

If you do it in person, we have four

cards and there's a script we teach people

340

: 00:18:06

to use to have them crack their codes.

341

: 00:18:08

You know who they are.

342

: 00:18:10

There's an online version for it as

well with a subscription that we have.

343

: 00:18:14

I work with people across the country,

we have a solution for that too.

344

: 00:18:19

.

Freddy D: Okay.

345

: 00:18:20

So that's interesting.

346

: 00:18:21

So people can go to a website and

answer questions and then in turn find

347

: 00:18:27

out what their personality type is.

348

: 00:18:30

Or a company could go to the website.

349

: 00:18:33

How does that work?

350

: 00:18:34

Kelly Leightner: So yeah, I have like

my own personal link and people all

351

: 00:18:37

the time come over there and crack

their code within 90 seconds or less.

352

: 00:18:41

They read the cards, they move them

in order of most important to least

353

: 00:18:44

important and then it shoots them a

report that tells them all about them.

354

: 00:18:49

Then the fun side of it is, I then

get a report that tells me how to

355

: 00:18:53

work with that personality type.

356

: 00:18:55

So if a company is interested in really

utilizing this in their business, they can

357

: 00:19:00

also get their own subscription so that

they then get that sales report to know

358

: 00:19:05

how to work with that personality type.

359

: 00:19:07

So if I'm meeting with a client if I know

they've already cracked their code, I

360

: 00:19:11

will pull up that report before I meet

with them, review it and make sure I've

361

: 00:19:15

got myself drilled in on how I want

to speak with them and what points I

362

: 00:19:21

want to hit and how I want to do that.

363

: 00:19:24

Because again, depending on that

personality type, those, they may

364

: 00:19:27

be the same points, but I need

to approach them differently.

365

: 00:19:31

Freddy D: Right.

366

: 00:19:31

Now, how does that transcend?

367

: 00:19:33

Okay.

368

: 00:19:33

We talked about it verbally, but how does

that transcend into email communication,

369

: 00:19:38

text messages and all that other stuff?

370

: 00:19:41

Because that comes into play just as well.

371

: 00:19:43

Kelly Leightner: So we have

an artificial intelligence.

372

: 00:19:46

If you receive an email and you want to

know what code they're speaking from, you

373

: 00:19:49

can copy and paste it in there and it'll

crack that and tell you what that is.

374

: 00:19:53

And then it gives you hints

on how to speak to them.

375

: 00:19:57

Freddy D: Really?

376

: 00:19:58

Kelly Leightner: And then we've also,

if you want to respond back to it.

377

: 00:20:01

We've recently launched are what

we call Chi bots, and it's a

378

: 00:20:07

chat GPT with a bank overlay over

it, so it will create an email.

379

: 00:20:12

If that's what you're looking to do,, by

example, is cracking that first email.

380

: 00:20:15

Now I want to respond to that email.

381

: 00:20:18

So then I tell Chi, hey, I need an email,

I need it in this personality type.

382

: 00:20:24

And then I tell him what tone I wanted

in and then he'll create that for me

383

: 00:20:28

and then I make whatever tweaks, I

need to make to it before sending.

384

: 00:20:33

It's super cool.

385

: 00:20:34

The creation part is brand new.

386

: 00:20:36

We've launched that within just

like the last month, maybe just

387

: 00:20:39

a little more than a month.

388

: 00:20:42

We're all having fun

playing with this now.

389

: 00:20:44

And because it's the thing we've

been asking for a while, we've been

390

: 00:20:47

like, we need it to create for us.

391

: 00:20:48

It's yeah, great.

392

: 00:20:49

We can crack other things and

find out what they say, but

393

: 00:20:52

crafting is where one, I struggle.

394

: 00:20:54

I have a hard time getting out of my head.

395

: 00:20:57

What I want to say on the paper.

396

: 00:20:59

So now I have my nice little cheap

Kaibot that helps me with that.

397

: 00:21:05

Freddy D: Well, yeah, and so that in turn

improves the messaging to that individual.

398

: 00:21:11

Because it's speaking into their language.

399

: 00:21:13

So if you're in sales, that's going

to probably help convert to sale.

400

: 00:21:20

And if you're just maintaining

customer relationship, again, that's

401

: 00:21:24

going to be building that superfan

because they're going to say, wow,

402

: 00:21:28

this person is really communicating

into the way that resonates with me.

403

: 00:21:32

And I like this company.

404

: 00:21:34

I like this individual that I'm

working with at this company.

405

: 00:21:37

Kelly Leightner: Absolutely.

406

: 00:21:39

Freddy D: What else how

else can that be applied?

407

: 00:21:41

You mentioned, personally

with spouses and kids.

408

: 00:21:44

So let's expand about that a little bit.

409

: 00:21:47

Kelly Leightner: Okay.

410

: 00:21:47

Many of us.

411

: 00:21:49

Unintentionally date or marry

our opposite personality type.

412

: 00:21:54

Freddy D: Very true.

413

: 00:21:55

Kelly Leightner: Happens a lot, myself

included, my husband and I were not

414

: 00:21:59

exact opposites, but our first two codes

are opposites where I'm a blueprint

415

: 00:22:05

knowledge is a nurturing action, so the

blueprint action or the opposites and the

416

: 00:22:12

knowledge and the nurturing are opposites.

417

: 00:22:15

There's been lots of times

we've had many fights.

418

: 00:22:18

Freddy D: No fights they're debates.

419

: 00:22:20

I call them debates.

420

: 00:22:22

Kelly Leightner: They're

very loud debates sometimes.

421

: 00:22:24

Freddy D: Okay, there you go.

422

: 00:22:25

Kelly Leightner: Usually I'm

the one getting very loud.

423

: 00:22:29

Freddy D: Okay.

424

: 00:22:29

Kelly Leightner: The nurturing

doesn't usually allow him

425

: 00:22:31

to do that quite as much.

426

: 00:22:32

The blueprint and knowledge

are very much thinkers and they

427

: 00:22:36

make decisions from their heads.

428

: 00:22:38

Where the nurturing and the

action make decisions from

429

: 00:22:41

their hearts and their guts.

430

: 00:22:43

Freddy D: Right.

431

: 00:22:44

Kelly Leightner: So I'm always thinking,

and I may just start spouting whatever's

432

: 00:22:48

running through my head and not thinking

how that's hitting him emotionally.

433

: 00:22:51

Because with our spouses, we're a

little more relaxed, where with a

434

: 00:22:55

customer, you're a little more aware.

435

: 00:22:57

I think we just get kind of relaxed

in our relationships when we've been,

436

: 00:23:01

but we've been married for 25 years.

437

: 00:23:03

Freddy D: So we've got a

right to be a little relaxed.

438

: 00:23:07

I mean, you know, the

good, the bad and the ugly

439

: 00:23:10

Kelly Leightner: Exactly

440

: 00:23:11

Freddy D: Where when you're dealing with

the customer, you want to be the good,

441

: 00:23:15

you don't want the ugly to pop up at all.

442

: 00:23:18

Kelly Leightner: Exactly.

443

: 00:23:19

Freddy D: So yeah totally understand that.

444

: 00:23:21

Kelly Leightner: He definitely gets the

ugly from me on a pretty regular basis

445

: 00:23:25

and I'm one of the things I am working

on to make sure I'm not doing that.

446

: 00:23:29

I try very hard to bring that nurturing

it to the forefront when we're together

447

: 00:23:33

because I know for him that's important.

448

: 00:23:35

So sometimes the way I say things.

449

: 00:23:37

I may, you know, just spout something off

and I'm not thinking anything of it and

450

: 00:23:40

there's no emotion behind it for me, but

it hits him wrong, it hurts his feelings,

451

: 00:23:45

he's wounded, and now he's mad at me,

and I'm like, oh, what just happened?

452

: 00:23:51

Freddy D: Right.

453

: 00:23:52

Well, it's, you know, it

gets down to tonality.

454

: 00:23:56

You know, tonality even though you may

think it was neutral, it may not have

455

: 00:24:01

come across neutral, or the fact that

it was neutral is taking as a tonality

456

: 00:24:07

that, okay, it's an indifferent statement.

457

: 00:24:09

And so that doesn't work.

458

: 00:24:11

Kelly Leightner: Right.

459

: 00:24:11

Freddy D: But again, it's

all it's all personalities.

460

: 00:24:14

, I've been with my fiance now for 11

years and, we've had a few debates.

461

: 00:24:21

Fortunately, our number is real low.

462

: 00:24:24

I'm a driver, I mean, I'm an action guy,

I get stuff done and, she likes to have

463

: 00:24:30

her own space and do her own thing and

I just keep my mouth shut because I

464

: 00:24:37

know that for her, that's important to

her and she's happy doing her thing.

465

: 00:24:42

So I got to respect that.

466

: 00:24:44

Kelly Leightner: Absolutely.

467

: 00:24:45

Definitely.

468

: 00:24:46

I didn't say it without you

being what we call the action.

469

: 00:24:51

It sounded like she may be a blueprint

or a knowledge because again, in their

470

: 00:24:56

head, they need to process and think.

471

: 00:24:58

So I can see some of that

because he had the action.

472

: 00:25:00

You want to do it now and

this is, I didn't realize it.

473

: 00:25:04

There's been time that my

husband will bring up an idea

474

: 00:25:08

and I'll be like, eh, whatever.

475

: 00:25:10

And then several weeks later, I'll

come back and say the exact same thing.

476

: 00:25:14

He was like, I already said that.

477

: 00:25:16

I'm like, no, you didn't.

478

: 00:25:17

Yes, I did.

479

: 00:25:18

I just need a time, I guess, to process

it and then it wound up being my idea

480

: 00:25:22

because enough time had passed, which

then of course hurts him because I

481

: 00:25:27

don't remember that he had brought

that up before and it may be that he

482

: 00:25:30

didn't present it to me in the blueprint

step by step and in a particular way.

483

: 00:25:35

Freddy D: Right.

484

: 00:25:35

So it didn't register.

485

: 00:25:37

Kelly Leightner: Exactly.

486

: 00:25:37

It didn't register.

487

: 00:25:39

But subconsciously I heard it

because it came back out later.

488

: 00:25:43

Freddy D: Right.

489

: 00:25:44

Kelly Leightner: In a different,

slightly different format.

490

: 00:25:47

Freddy D: Yeah.

491

: 00:25:47

Totally.

492

: 00:25:48

No.

493

: 00:25:48

Totally agree.

494

: 00:25:49

So for businesses to really thrive,

this really becomes important.

495

: 00:25:55

And I think it's,

overlooked by businesses.

496

: 00:25:58

I don't think they take the time to

really analyze their team and how

497

: 00:26:05

their teams are playing together.

498

: 00:26:08

Would you agree?

499

: 00:26:09

Kelly Leightner: I think

that happens a lot?

500

: 00:26:11

yeah, and I think it's completely

unintentional because Many people and

501

: 00:26:17

I'll put myself in this category

and it's after being married.

502

: 00:26:21

I've learned that not

everybody thinks like I do.

503

: 00:26:24

What do you mean you don't have the

same holiday traditions that I have?

504

: 00:26:28

Freddy D: Right.

505

: 00:26:29

Kelly Leightner: We do

that in business too.

506

: 00:26:30

We assume everybody's

experiences are similar to ours.

507

: 00:26:33

They may not be exactly the same, but

that we would respond the same way.

508

: 00:26:37

So many companies don't think

they need to focus on culture or

509

: 00:26:41

those different personality types.

510

: 00:26:42

Everybody will figure

it out in the long run.

511

: 00:26:45

They can keep their employees longer

because they keep them happier because

512

: 00:26:49

they can understand each other in a

different way than they ever did before.

513

: 00:26:53

Freddy D: Sure.

514

: 00:26:53

And that affects turnover and it affects

culture, and culture today is everything.

515

: 00:26:59

If you're in a negative work environment,

not only does it affect the business's

516

: 00:27:05

productivity and profitability, but

then that carried back over home

517

: 00:27:10

because you're miserable at the office.

518

: 00:27:13

So you can be miserable at

home because you can't shake it

519

: 00:27:17

off just like a light switch.

520

: 00:27:19

And so that creates a whole spiral

of things that don't necessarily

521

: 00:27:26

go in the right direction.

522

: 00:27:28

The company's losing productivity,

losing employees, and there's

523

: 00:27:32

a monster cost to that from re-

onboarding, retraining, and everything

524

: 00:27:38

else that affects profitability.

525

: 00:27:42

This is a very simple thing that

they can implement, realistically

526

: 00:27:46

very cost effective, and can in turn

change the dynamics of a business.

527

: 00:27:52

Kelly Leightner: Yep.

528

: 00:27:53

As you were talking about the unhappiness

amongst and turnover, you've also got,

529

: 00:27:58

when there's unhappiness on that, you

may have people taking additional sick

530

: 00:28:01

days because they don't want to be

there because the people they're working

531

: 00:28:04

with, or because the stress of the

environment may actually be taxing their

532

: 00:28:09

immune system and they may feel sick.

533

: 00:28:11

They actually be dealing

with stress illnesses because

534

: 00:28:14

those do exist out there.

535

: 00:28:16

Then you've got the cost of

lost productivity because people

536

: 00:28:20

don't want to come to work.

537

: 00:28:22

And if they feel slightly sick, they're

going to use it as a sick day or take

538

: 00:28:24

mental health days that if they can

all get along much better productivity

539

: 00:28:29

is going to come up because one,

they're working together and they're

540

: 00:28:33

balancing those codes for productivity.

541

: 00:28:37

If you're doing it right, You know, the

action, the blueprint, their opposite

542

: 00:28:41

personality types, and they may make

each other crazy at times, but you need

543

: 00:28:45

both of them because that blueprint

will put a whole structure together.

544

: 00:28:49

The action will go out and implement it.

545

: 00:28:52

The nurturing can make the team work

well because they love teamwork and

546

: 00:28:55

they love the personal relationships

here, and the knowledge has got their

547

: 00:28:59

own little setup in there as well.

548

: 00:29:01

So, having a well balanced

team can also help.

549

: 00:29:04

Freddy D: Oh, absolutely.

550

: 00:29:05

I've seen where, people that let's,

the real world is, people, some

551

: 00:29:09

people have depression and, they're

on medications for depression.

552

: 00:29:14

they're good team members, they're

productive and stuff, but that

553

: 00:29:19

negative environment because of

miscommunication, because of personality

554

: 00:29:25

types can trigger a depression state.

555

: 00:29:28

For somebody and I've seen this

firsthand, this is why I'm bringing it

556

: 00:29:32

up and so now you've got that person

losing productivity because they can't

557

: 00:29:38

function and it's not their fault.

558

: 00:29:40

They have an illness but that could have

all been alleviated had the company taking

559

: 00:29:49

time to educate everybody on how everybody

operates and learn what trigger points are

560

: 00:29:56

for people and avoid those trigger points.

561

: 00:29:59

Because you understand how they

think and how they operate.

562

: 00:30:03

And once you have that and you have that

culture where, okay we're all different.

563

: 00:30:10

We're all in this together , because the

team is only as good as the individuals

564

: 00:30:16

in the team and the individuals is only

as good as the team that they're in.

565

: 00:30:22

Michael Jordan by himself couldn't

win games unless he had a team.

566

: 00:30:27

And a team couldn't win if they didn't

have a rock star like Michael Jordan.

567

: 00:30:32

So the bottom line is, once you have

that environment and it's a happy

568

: 00:30:38

culture at that company, you're going

to create superfans of the employees

569

: 00:30:43

because they're going to go, man, what

a great company I work at, they take

570

: 00:30:46

time to help us understand each other.

571

: 00:30:49

They do activities to build our team and

do better understanding everybody else.

572

: 00:30:55

So now people don't take things as

personal and there are promoting

573

: 00:31:03

the company to their friends because

it's like I said, it's a great

574

: 00:31:06

company, but that comes across when

you're communicating with customers

575

: 00:31:11

and complimentary businesses.

576

: 00:31:13

So that energy carries over and

that's going to transcend into more

577

: 00:31:17

sales, more customer retention,

better business partnerships, and that

578

: 00:31:24

business in turn thrives in growth.

579

: 00:31:27

Kelly Leightner: Absolutely.

580

: 00:31:28

I think pretty much all of it

comes down to happy, I'll take the

581

: 00:31:32

expression happy wife, happy life.

582

: 00:31:34

Same thing in the business.

583

: 00:31:35

Happy employees.

584

: 00:31:36

I don't know where to end that one, but

I don't have a good run for that one.

585

: 00:31:40

Freddy D: I'll help you there.

586

: 00:31:41

It's Sir Richard Branson says it the best.

587

: 00:31:45

You take care of your employees

and you don't have to worry about

588

: 00:31:48

your customers because they'll

take care of your customers.

589

: 00:31:53

And that's the reality of it.

590

: 00:31:55

I think a, great place to start

was with what tools that you've

591

: 00:31:59

got is learning about your team and

how they can play better together

592

: 00:32:06

through what you offer as a service.

593

: 00:32:10

And that leads me into how

does people find you and

594

: 00:32:14

learn more about your service?

595

: 00:32:16

Kelly Leightner: So I'm still working

on my own personal website, but you

596

: 00:32:19

can find me on Facebook, on LinkedIn.

597

: 00:32:22

You can also go crack your own code,

find out how you're showing up in the

598

: 00:32:27

world, because then it'll collect your

information, because then I love to

599

: 00:32:31

follow up, make sure, one, you got

your report, because sometimes they

600

: 00:32:34

get hung up in spam filters to get

your opinion on how you feel it fits.

601

: 00:32:39

Freddy D: You have your own link

602

: 00:32:40

Kelly Leightner: I do,

it is crack my code.

603

: 00:32:43

com slash Kelly and the slash

Kelly part has to be on there.

604

: 00:32:47

Otherwise, you wind up with a corporate

team and I'll never know you did it.

605

: 00:32:53

Freddy D: We'll include

that in the show notes.

606

: 00:32:55

So, all right, anything else that

you want to share with our audience?

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: 00:33:00

Kelly Leightner: If it sounds like

something you want to know more about.

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: 00:33:04

Definitely reach out to me.

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: 00:33:06

My email is Kelly at Kelly lightner.

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: 00:33:08

com.

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: 00:33:09

We do have a training on zoom,

where we talk about one day of sales.

612

: 00:33:14

One day is relationship.

613

: 00:33:16

And the third day is our fun day.

614

: 00:33:18

It's speed coding and that's

learning how to one assess the

615

: 00:33:23

way somebody's appearance is.

616

: 00:33:25

Cause that can give you clues.

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: 00:33:26

It's not 100%.

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: 00:33:27

We're not making judgments on people.

619

: 00:33:30

But what they're wearing, what they're

saying, of how they're showing up to

620

: 00:33:34

get an idea of what their code may

be by visual clues and word clues.

621

: 00:33:40

Then we put people in breakout rooms on

zoom and have them practice that and see

622

: 00:33:45

if they can't guess that person's code.

623

: 00:33:48

Freddy D: Is there a cost for that?

624

: 00:33:49

There is.

625

: 00:33:50

For the, I can't remember what the

full three days are, but basically

626

: 00:33:53

it's 350 per day for the classes.

627

: 00:33:56

Cause not a rate at all three,

but to do that last one, you

628

: 00:33:59

have to do the first one.

629

: 00:34:01

Okay.

630

: 00:34:02

Is it an all day or is

it part of the day or?

631

: 00:34:06

Kelly Leightner: They are all day.

632

: 00:34:07

Freddy D: Wow.

633

: 00:34:07

Okay.

634

: 00:34:07

Kelly Leightner: Think eight, I

think it's eight to six Arizona time.

635

: 00:34:11

Freddy D: Okay.

636

: 00:34:12

Well, if you can give me that information

I'll include that into the show notes.

637

: 00:34:16

Kelly Leightner: Awesome.

638

: 00:34:16

Freddy D: Is that done on a regular

basis or is that done just periodically?

639

: 00:34:19

Kelly Leightner: We try to

do it like every other month.

640

: 00:34:22

If I remember correctly on that

through the corporate team.

641

: 00:34:25

Now there's a group that I work with

that we try and do them as well.

642

: 00:34:31

Then every other week we also do, if

you're not quite ready to jump fully

643

: 00:34:35

in and you want to know a little

more about it and see our technology

644

: 00:34:38

tools, cause those are really cool.

645

: 00:34:40

We do a free workshop every

other Tuesday and again, that

646

: 00:34:44

one's a free one that's on zoom.

647

: 00:34:46

It's usually about an hour,

but I say allow 90 minutes.

648

: 00:34:49

Cause if we have a bigger

group, that's very active.

649

: 00:34:51

Sometimes we can take up that full 90

minutes, come check it out and see if it's

650

: 00:34:56

something you want to dive deeper into.

651

: 00:34:59

Freddy D: Okay, sure.

652

: 00:34:59

So send me that and

we'll incorporate that.

653

: 00:35:02

Awesome.

654

: 00:35:04

All right, Kelly, thank you very much for

being on a business super fan podcast.

655

: 00:35:07

It was a pleasure having you as

a guest and we'll look to have

656

: 00:35:12

you on a show down the road.

657

: 00:35:14

Kelly Leightner: Awesome.

658

: 00:35:14

Thank you so much.