Eric Vickery, President of Coaching at All-Star Dental Academy, continues his discussion on the DISC personality model, focusing on the “I” type – Influencers.
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About Eric Vickery
Eric holds a degree in business administration and brings a strong business and systems approach to his consulting. His initiation into the field of dentistry was in the area of office management. He managed dental practices for over ten years and has been consulting over 250 offices nationwide since 2001.
Episode Transcript
Transcript performed by A.I. Please excuse the typos.
00:02
This is Dental All-Stars, where we bring you the best in dentistry on marketing, management, and training. Hello friends, welcome to your weekly Motivational Moments with Eric Vickery, president of coaching at All-Star Dental Academy. We are in the third phase of talking about disc here. And today, this week, we’re gonna talk about eyes, influencers, I want you to imagine that four square grid, this is the Tiggers in the room, Will Ferrell type people.
00:30
These are real, and those are the extreme examples. These are external processors, people who all their thoughts are out there. They have a hard time keeping their mouth closed, okay? And they’re external, they’re extroverts, they’re tellers, they’re expressive, and yet they’re people-oriented. They wanna be connected with people. They wanna communicate with people. Maybe not telling them what to do like the Ds, but they wanna talk, they wanna be engaged. So if you’re a high I, I wanna point out some things. Your goal,
01:00
is recognition. Your goal is to be acknowledged, to be remembered, to be understood and known. And you’re okay with the attention. You like the attention. Your fear is to be ignored or to have for people to be indifferent towards you. And think about Tigger. He just wants someone to bounce with him. He wants people in that with him. Sometimes he can come across as arrogance
01:30
That’s not really where you’re trying to come from, but it’s how you can be perceived. Now imagine you’re opposite the C, who’s introverted, quiet, really not flashy, functionality, a car is just something to get you from point A to point B. A car for you might be something to express your personality. So when you think in terms of, now think about D, dominant styles, we just talked about how they can come across. So now eyes coming across as maybe too much, maybe over the top.
01:59
So be conscious of that, be aware of that. Self-awareness, self-management, adapt into it, recognize, read the room, and then adapt. And then adapt to relationship management. Be what’s effective in that moment. The eyes typically gonna struggle with reading the room. Oftentimes, eyes are talking to you from the other room, and they’re starting the conversation before they even get in there, and they don’t even know what’s going on as they approach. So eyes.
02:29
As I speak to you, remember, I want you to…
02:34
Take a moment, take a breath, slow it down, change your pace a bit, and remember, be interested, not interesting. My wife will always give me that elbow as we’re walking in somewhere, just a nice little nudge. Be interested, not interesting. And it’s a good reminder for us. This week, as an I, I want you thinking about, do I know what this person does for hobbies? Do I know what they enjoy? Ask some questions, be interested in who they are, what they’re doing.
03:02
Shift your perspective, grow your EQ to say, okay, let me read the room, let me understand who people are, self-manage, calm things down a bit for this person, and then engage where they are, relationship management. Now, with your eyes, be who you are, have fun with them, high-five them, have a great time. But with everybody else, S, Cs, and Ds, I want you to be interested, not interesting. This will give you some great flexibility in who you’re being.
03:32
I think it’ll get you better results on who you’re being. I think from a case acceptance standpoint, ask the patient, what’s important to them? What are they looking for? How can we best serve them? What do they need from me? We’ll even have hygienists say things like, hey, you’re sitting down now and just curious, are you the type of person that likes to have a lot of conversation during your appointment or are you the type of person that likes to relax and maybe even zone out a bit? What would work better for you?
03:59
This would be really important if you’re an I personality style because you’re talking at talking at talking at and you don’t know this but they might be going oh my gosh I just want to rest and relax. Let my ears relax a bit let me just calm down a little bit stress. Let me relax in this. So seek to be interested this week. All right you guys make it a great one.
04:22
We hope you enjoyed this episode of Dental All-Stars. Visit us online at allstardentalacademy.com
