I recently received an email from a lawyer who participated in the 7 Weeks Video Coaching Program. She wrote:

Hi Cordell,

I just wanted to share with you that I utilized your lesson from Module 6 in my interactions today with a client who seems to be a hard-charging, DRIVER personality type. I paused before I sent my message and, long story short, completely changed my email. Rather than starting with the usual friendly chitchat, I got straight to business answering one of his questions regarding a referral. It seemed to connect us in a way we never have before and I have you to thank!

Thanks again for offering this great on-line coaching course! I’m working on getting approval and funding from my firm to offer to all our associates.

Once I had a meeting with the my largest client’s CEO and several company engineers. As we discussed the matter I was working on, I noticed the CEO wasn’t interested in the details, but I wasn’t sure why.

Later, I learned that the many executives for whom I did work were not exactly like me. Knowing that made my communication with my clients ever so much easier.

In May 2002 Gary A. Williams and Robert B. Miller wrote a Harvard Business Review article titled: Change the Way You Persuade. Take a look at their article.

There are many ways to describe personality types. One divides personality types into:

  • Driver
  • Expressive
  • Analytical
  • Amiable

Personality Types.png

  • People who are Drivers are extroverts and typically talk about things and want their lawyers to get right to the point.
  • Expressive people are extroverts and typically talk about people (many times themselves.)
  • Analytical people are introverts who focus on things, and want their lawyers to prove every point.
  • Amiable people are introverts who focus on people. They generally want their lawyers to also be their friends.

Here’s a short quiz:

What personality type is most likely to be the CEO? The CFO? Engineers? The HR professional? The Sales Manager?

Think about the last person with whom you met who was deciding whether to hire you.

Was she charismatic, a thinker, a skeptic, a follower or a controller?

How did you try to persuade her to hire you?

How would you do it now?