Dr. Carlus Gupton - DISC Resources for

John Sample

Provided by:

Dr. Carlus Gupton, LifeandLeadership.com Professor, Coach, Consultant
DISC Resources - LifeandLeadership.com
http://www.lifeandleadership.com/contact
http://www.lifeandleadership.com/disc-personality-test

What You Will Learn

When you are able to ...

1) Understand yourself
2) Understand others
3) Adapt your style to theirs

then you can experience:

Better RESULTS and more success in what you do
More FUN in life and better friendships with people
More PEACE and harmony with those you care about
Better UNDERSTANDING and less frustration when working with people

The "DISC" Model of Human Behavior

John, we will be using a concept called the "DISC" Model of Human Behavior in this report. Each letter (D, I, S and C) represents a main personality style. The DISC model is based on the fact that most people have predictable patterns of behavior. The first pattern reflects whether a person is more OUTGOING or RESERVED. The second pattern reflects whether a person is more TASK-ORIENTED or PEOPLE-ORIENTED. The two patterns can be visualized in two circular diagrams with opposing traits and then combined into one diagram as shown below.

The circular diagram in Step 3 has four sections like a pie. Each section is a combination of two traits that can be described by the letters D, I, S and C. The main words that we use to describe each personality style are Dominant (D), Inspiring (I), Supportive (S) and Cautious (C) as shown below.

Each Person is a UNIQUE BLEND of ALL FOUR traits. Your assessment shows that your personality blend is: "D/IC." You will learn more about your "D/IC" blend in your Dr. Carlus Gupton - DISC Resources.

DISC is Easy to Remember

DISC is easy to remember using letters, colors and symbols.

Symbol	Behavior	Key Words	Color Meaning	Symbol Meaning
	OUTGOING and TASK-ORIENTED	Dominant Direct Demanding Decisive Determined Doer	GREEN means GO - like a green light in traffic! They are always looking for a TASK to GO DO. They were born ready!	The EXCLAMATION POINT represents being emphatic! They like to face everything head-on!
	OUTGOING and PEOPLE-ORIENTED	Inspiring Influencing Impressionable Interactive Impressive Involved	RED is highly VISIBLE and BRIGHT They are always easy to spot. The party begins when they show up!	The STAR symbol means they are the star of the show! They make life FUN and EXCITING!
	RESERVED and PEOPLE-ORIENTED	Supportive Stable Steady Sweet Status-quo Shy	BLUE is PEACEFUL like a clear blue sky They like things to be calm, relaxed and peaceful. They are so nice!	The PLUS and MINUS represents being accommodating. Plus or minus, either way is okay. They like to please others!
	RESERVED and TASK-ORIENTED	Cautious Calculating Competent Conscientious Contemplative Careful	YELLOW means CAUTION They like to approach TASKS CAREFULLY. They move through life one calculated step at a time.	The QUESTION MARK represents their inquisitive nature. They have lots of detailed questions, and they need to think things through!

Your Personality Style Blend

	Personality Chart for John
Very High High Avg. Above -- Mid-line -- Avg. Below Low Very Low
	Circle Graph for John

Congratulations, John! Your personality style blend is D/IC. By having a DOMINANT / INSPIRING / CAUTIOUS personality style, you are a person who naturally seeks to lead and be in charge and get results through information and people! You like producing results. Your strength is being a visionary and achieving. A graph of your personality style is shown to the right.

Note: This graph represents your D/IC Style Blend. Please look in the "Graphs" section of this report to see your detailed graphs along with an explanation on how to understand your graphs.

"D" is the highest on the chart. That means that you are task-oriented and outgoing. The Exclamation Mark is your symbol. You are extremely gifted at problem solving. You naturally develop strategies to achieve goals. Next, notice that in your graph, the I/C areas are above the midline. That means your I and C traits will support your primary type which is D. Your I or C traits are usually where you go under stress. Recognize that some people need time to process. Your graph for the S area is below the midline. S traits are blind spot areas with this personality type. By focusing on these traits, you will achieve greater success and gain respect.

Words that Best Describe John

Please keep in mind these words may describe you more or less depending on the situation. If you feel that some of the words above describe you very well, then circle them. If you feel like some of the words do not describe you well, simply cross them out. This information is usually 85-95% accurate, but you are welcome to mark it up to match your unique personality style.

This report is NOT meant to label you! It is designed to HELP you UNDERSTAND and DISCover yourself. You can enjoy your unique personality and your strengths!

John's Strengths

The following section describes John's strengths based on the D/IC personality blend. These strengths represent qualities resulting from blending the D, I, S and C personality traits. Remember, everyone is a unique blend of all four styles. In other words, everyone has some of each of the four major personality styles.

Determined, Interactive and Detailed

John thrives on taking the initiative and has an innovative spirit. John is passionate and focused when solving problems. John enjoys working with people who share the same vision and purpose.

Resourceful Leader

John enjoys leading others and creating innovative solutions.  John is able to encourage others to participate in reaching goals.  John works well under pressure by creating ways to move ahead.

John's Keys to Excellence

The following section describes John's keys to maintain balance and excellence in life based on the dynamics of the D/IC personality blend. These keys are important in adapting to the needs and perspective of others. Practicing these insights will cultivate teamwork, productivity, harmony and understanding with others.

Ask People How They Feel

The way people feel inevitably influences their productivity and sense of value. Asking people how they feel creates an opportunity to communicate and work more effectively with others.

Ask People for Their Suggestions - Then Listen!

Some of the best solutions will come from those who do not like to speak up. When you work with such people, take the initiative to ask for their input. Take time to listen, and seriously consider what they have to say.

Initiate Change with Patience

You are energized in spontaneous, creative environments. You like change and variety. Not everyone has your pioneering spirit, so be patient in suggesting extensive changes to other team members.

Be Personal and Unhurried

People respond best when they feel important and valued. Take the time to listen to team members in order to build trust and rapport.

John as a Team Member

Main Motivation: Intense, cognitive interaction for creative solutions

Individual Talents and Gifts: Quickness in response, risk-taker

Value as a Team Member: Spontaneity, challenging the status-quo

Ideal Environment: Meeting with open discussions that are fast-paced and bottom line

Key to Motivate: New challenges to resolve; more efficient use of time; other outside involvements; wide scope of activity; opportunity to demonstrate skills

Keys to Manage: While working with others: D/IC style blends need project deadlines; a better appreciation for slower-paced people; honest feedback about priorities; not to take on too many challenges at once; caution with "off-the-cuff" remarks that are too personal

How You Act Best Under Pressure (your perception): Flexible; determined and resolute; alert; energetic; smart; quick

How Others May MISUNDERSTAND and MISREAD Your Actions Under Pressure (if they do not understand you): Restless; hasty and impatient; unapproachable; impulsive; intense; detached

Things to be aware of (possible blind spots): Understanding that slower paced styles need time to process information

Complementary Personality Styles: S, I/SC, S/D, I/S

Suggestions for Working with John

Based on your D/IC personality blend, others can work more effectively with you by being aware of your basic style. This section is intended for others to be able to refer to in order to work more effectively with you.

The EASIEST way to work with John (or anyone with the D/IC blend) is to:

Stick to business; give strokes for their commitment and involvement; be open and honest; allow opportunity to "double check" detailed work; support an efficiency-based environment; leave nothing to chance.

The LEAST EFFECTIVE way to work with John (or anyone with the D/IC blend) is to:

Expect them to "baby-sit" anyone; think their outgoing nature means they are your best friends; be shocked if they change plans or allegiances halfway into a project; ask useless or rhetorical questions; make recommendations without asking for their input.

John's Basic Motivational Style

The following section describes your "Basic Style" which is how you behave most naturally. Everyone has areas that he or she is strong in and areas where there could be personal growth. The following section contains insights into your basic motivation and behavior.

Remember: The key to your success and being respected by others is your ability to exercise being under-control. Focus on ADAPTING TO OTHERS by being COOPERATIVE and less critical. Your best response under pressure is to remain calm and be patient with others. As a person having a D/IC style blend, you naturally act assertive, persuasive and procedural, yet responsive with others, because you want control, approval and variety. You are least comfortable when you perceive that you may lose, be wrong or have to do repetitive tasks. 

John's Basic Style - Visual Chart

The following section shows your "Basic Style" in the form of a visual chart. The areas in BOLD show how you behave most naturally. The following section contains insights into your basic motivation and behavior.

John's Communication Style

The following section describes how you tend to communicate and interact with others. Naturally, you like to communicate in a way that is most comfortable to you. Others may or may not understand you or your motivation. This page is designed to shed light on how your personality influences the way you communicate with others. Please note that the following statements include areas for growth.

Because you have a D/IC style blend, you naturally prefer an environment that is results, people and detail-oriented. You typically are motivated by challenges, positive feedback and structure with the ability to be action-oriented. Because you have a D/IC style blend, you communicate directly and tend to intensely engage others. Others may perceive you as being pushy, impatient and even critical. Remember: The key to your success is to have under-control actions. Get the results you desire by taking time to UNDERSTAND HOW OTHERS MAY FEEL. 

Communication Tip: Communicate effectively and act intelligently by adapting your words and actions to the personality style of others.

John's Communication Style Chart

The following section shows your "Communication" in the form of a visual chart. The areas in BOLD show how you communicate most naturally.

Priorities and Decision Style for John

The following section describes your decision-making style and what tends to be important to you.  Your personality style influences how you make decisions based on your priorities.  These insights reflect your most natural behavior when faced with choices.

In making decisions, your focus tends to be on the goal and solving problems based on information. Decisions many times are made based on accomplishing goals and understanding the purpose behind it. You will usually make a decision based on accomplishing a task while analyzing information and interacting with others. Because you have a D/IC style blend, your basic priorities in decision-making are power, control and people issues with rules, procedures and information to back up your decision. Remember: The key to you accomplishing your goals and being respected is to practice being sensitive to other people and how they may feel in a specific situation. 

Understanding your decision-making style can help you become more successful in balancing the issues involved in a situation while interacting with the people who are affected by your decisions.

John's Priorities and Decision Style Chart

The following section shows your "Priorities and Decision-Making Style" in the form of a visual chart. The areas in BOLD show how you tend to process decisions most naturally.

Professional Growth Insights for John

The following section offers insights about how your personality style blend may influence your professional life. In order to be the best YOU possible, it is important to maximize your strengths while, at the same time, minimizing your weaknesses.

This feedback is primarily based on your strongest traits. Consider this section with a mindset of leveraging your strengths in order to bring about the best results possible.

• As a recommendation, focus on relationship-building books to enhance people skills. Remember that 85% of success is based on effective people skills.
• Encourage, don't intimidate others as you lead people.
• Provide an emotionally safe environment for others as you work. Help people feel comfortable in making important decisions.
• Your strength is naturally assessing your progress along the way and how your goals line up with your accomplishments. Continue to stay focused on your goals.
• Learn from the example of other leaders.
• Remember to follow the system in place. Evaluate the system carefully before proposing changes.
• Remember to stay committed to reading books and learning from others to improve productivity and success in your profession and life.
• Understand that successful leaders recognize the fact that any organization is focused around people.
• By building relationships and focusing on helping others, success with your own goals is fueled.
• Remember to respect your professional coaches and listen to their advice on how to be more effective and successful.

Long-term Development Insights for John

The following section offers insights about how your personality style blend may influence your professional life in a long-term manner. The focus here is to provide input to you which will not only help you be more successful now, but may also help you to compensate in areas that might otherwise hold you back from achieving your full potential. This feedback is designed to make you more aware of areas that are related to your less-predominant traits. Consider this section with the mindset that learning to adapt your behavior in these areas will result in maximizing your success.

• Individuals with a D/IC style blend can be misunderstood or perceived as being angry versus passionate about what they believe in.
• Let your strengths carry you in getting things done. Know how to adapt your expectations realistically to the situation.
• Realize that your natural tendency is to have an agenda. At times, it is important to focus on the needs of others, versus just getting things done.
• Your weaknesses should concern you. Develop stronger people skills by focusing on the needs of others. You will be more successful because of your people mind-set.
• Limit the amount of information you provide to others. If they want it, usually they will ask for it.
• Recognize that your passion can be perceived as conflict or confrontation. Remember to watch the reactions of others and adapt your tone of voice accordingly to get the desired results.
• The key to your success is understanding and relating to others by showing you care. By developing a greater level of empathy for others, others will respect you and work hard for you.
• Under pressure, people can perceive the D/IC style blend as impatient and intense. Remember to slow down your pace and lower your voice tones while interacting with others.
• It is important to pace yourself. Take time to slow down, reflect and plan ahead.
• Remember, it is important to accomplish a task; however, the most important aspect of any profession is people.

John's High and Low Traits

Communication and Presentation Tips

The Main Thing to Remember:

John, because your primary style is D
Please remember to:

pace your presentation to their style.

Your Keys to Success:

John, when you are communicating with others, it is important to remember the other person may have a different personality style than you do. Consider your possible blind spots, and remember the following when you present:

1)  Don't push.

2)  Give him or her time to process and think.

3)  Use softer tones.

Next, let's see how to relate to the 4 basic personality styles ...

Communication with a D-Style Person
with someone who is primarily D (dominant)

John, because your primary style is D,

Please remember the following when communicating with a D-Style person:

1) Emphasize opportunities, results or solutions.

2) Look at the bottom line.

3) Be businesslike and direct.

INSIGHT: Be confident and sure of yourself. He or she may be forceful. Show strength. Be direct. Emphasize results. Remember to help this D-Style person feel that he or she is not being taken advantage of.

Communication with an I-Style Person
with someone who is primarily I (inspirational)

John, because your primary style is D,

Please remember the following when communicating with an I-Style person:

1) Emphasize enjoyment and people's success with your service.

2) Look at the recognition that he or she can receive with your information.

3) Be more friendly and upbeat.

INSIGHT: Be enthusiastic and complimentary. He or she may talk and exaggerate a lot. Listen and don't try to control the conversation or prove your point. Remember to help this I-Style person feel accepted, not rejected.

Communication with an S-Style Person
with someone who is primarily S (supportive)

John, because your primary style is D,

Please remember the following when communicating with an S-Style person:

1) Emphasize team support.

2) Look at reliability and minimize challenges.

3) Be personable.

INSIGHT: Be sensitive. Let him or her share feelings. Don't interrupt. Let him or her finish talking before you talk. Remember to help this S-Style person feel secure.

Communication with a C-Style Person
with someone who is primarily C (cautious)

John, because your primary style is D,

Please remember the following when communicating with a C-Style person:

1) Emphasize validating materials.

2) Look at and give time to analyze hard data.

3) Be patient and logical.

INSIGHT: Be factual and make sure of your facts. Ask for suggestions. Be open and respectful. Give details concerning problems. Be precise and methodical. Remember to not criticize or appear to criticize this C-Style person.

Leadership Insights to the D-Style

How to relate best to someone who is primarily Dominant:

They want to be in control, and they will only decide about a matter if they can see how it relates to their goals. Their main motivation will probably be to solve some sort of problem or achieve something.  Leadership with this personality style is primarily about presenting solutions that are relevant to them.

Phrases to use: (encourage their eagerness to lead)

You are in charge.
I have confidence in you.
You have complete authority to make it happen.
I'll give you whatever resources you need to meet the goal.
I know that, if anyone can handle this situation, it's you.
What do you need to move ahead?
What would you like to do next?
Your leadership in this matter is critical.
See what solutions you can come up with, and go with whatever you think is best.

In Summary:
Their issue is POWER. They will DECIDE in order to SOLVE PROBLEMS, because their focus is THE GOAL.

Note:  Review the page on Communication with a D-Style to know how to say things in a way that they will be receptive to.  Adapt your style to their personality needs.

Leadership Insights to the I-Style

How to relate best to someone who is primarily Inspirational:

Their priority of people means that they want to feel good about you and the people you are associated with.  Be excited with them.  Talk energetically with them about other people, interesting stories and fun things to do.  Leadership of this personality style is primarily about moving enthusiastically with them toward short-term goals that involve dynamic interaction with people.

Phrases to use:  (encourage their energy with people)

Who can we get together to work on this project?
Who would you like to have on your team?
We are looking for someone with energy and enthusiasm like you!
How soon can you pull together a meeting with everyone?
Can you help me with some ideas to get this started?
I'm so excited that we get to work together!
You add so much fun to everything!
What would be a good way to reward ourselves when we reach our first goal?
Thank you for your positive attitude and outlook!

In Summary:
Their issue is PEOPLE. They will INTERACT in order to PERSUADE OTHERS, because their focus is THE POPULAR.

Note:  Review the page on Communication with an I-Style to know how to say things in a way that they will be receptive to.  Adapt your style to their personality needs.

Leadership Insights to the S-Style

How to relate best to someone who is primarily Supportive:

They want predictability, and they will need a friendly, comfortable environment to be in. Give them reassurance that what you are suggesting will be a good experience for them and others. They do not want to venture out of their comfort zone, so don't push or force anything. Leadership of this style is about being sincere and giving gentle encouragement to take small steps in a safe direction. 

Phrases to use:  (remember to be sincere, patient and supportive)

Thank you so much for helping me on this. 
How about if we just take a small step and try this approach to see how it works?
Your contribution is so important.  Everyone appreciates your input.
It's ok to make a choice; we can always change our approach later on if we need to.
Let's work on this together, and we can help each other. 
Someone will be there to personally guide you through the process.
You can handle this - I have confidence in you. You can do it.
That seems to be a very safe and sensible approach.
Do you mind if we try it out? 

In Summary:
Their issue is PREDICTABILITY. They will SEEK A STABLE ROUTINE in order to MAINTAIN STATUS QUO, because their focus is THE ACCEPTED.

Note:  Review the page on Communication with an S-Style to know how to say things in a way that they will be receptive to.  Adapt your style to their personality needs.

Leadership Insights to the C-Style

How to relate best to someone who is primarily Cautious:

Their priority for procedure and logic means that they will need good reasons why going in a particular direction makes sense. This personality style naturally asks questions as a way of thinking things through. Their areas of interest or focus may be very specific, so be patient as you answer questions. Leadership of this personality style is about being logical and providing enough time and information for them to think through options.

Phrases to use: (provide information, build credibility, be patient)

Our research shows that this is a good option.
What is the best option in your opinion?
What other information can I provide to help you?
What factors are most important to you right now?
You have done excellent work so far. 
How can we apply what you have learned?
What do you see as the next step that needs to be taken?
How much time do you think you will need to think this over?
What are you most concerned about at this point?

In Summary:
Their issue is PROCEDURE. They will SEEK FACTS in order to UPHOLD PRINCIPLES, because their focus is THE RULES.

Note:  Review the page on Communication with a C-Style to know how to say things in a way that they will be receptive to.  Adapt your style to their personality needs.

What to Emphasize with Each Style

3 Special Tips to Remember

If Your Style is	Remember
	Don't push Give people time to process and think Use softer tones
	Be organized Stay focused Be credible
	Be confident Remember that challenges are okay Don't be controlled by FEAR (False Evidence Appearing Real)
	Don't overdo details Remember the person, not the task Smile more and lighten up a little

Relationship Insights for the Dominant D-Style

Because your primary style is D ...

Remember the following when working with a Dominant D-Style person:

STRENGTHS you share:

Your mutual goals, admiration, and the desire to get results can be very positive and affirming.

STRUGGLES you may face:

Power struggles are the most challenging. Neither of you want to back down or give up or compromise.

STRATEGIES for relating and conflict resolution:

Don't forces issues. Allow this person to have some choices, control and authority. Don't argue or give ultimatums. Be direct and stick to business.

Relationship Insights for the Inspiring I-Style

Because your primary style is D ...

Remember the following when working with an Inspiring I-Style person:

STRENGTHS you share:

Both of you are fast paced. This person may desire to please you and follow your leadership.

STRUGGLES you may face:

Your focus on getting things done can clash with this person's desire to have fun and "take-life-as-it-comes." This person does not share your drive to complete tasks. This person's focus is on people rather than on tasks.

STRATEGIES for relating and conflict resolution:

Realize that this person does not usually focus on one thing; rather he or she focuses on many things. Help Inspiring (I) types finish tasks by working WITH them. Make things FUN! Allow them to talk and socialize. Be positive and willing to express approval to them. Be accepting of their expressions of emotion and feelings.

Relationship Insights for the Supportive S-Style

Because your primary style is D ...

Remember the following when working with a Supportive S-Style person:

STRENGTHS you share:

You like to lead, and this personality type likes to follow and help. A supportive person will feel secure as long as you show controlled, stable behavior.

STRUGGLES you may face:

If you come on too strong, this person can feel intimidated and will take it personally. You may misunderstand this person's softhearted, easygoing nature as being "weak." That may bring hurt or rejection. Remember that this person's focus is on people, and he or she tends to be slower paced.

STRATEGIES for relating and conflict resolution:

Be patient and willing to spell things out, step-by step when working on tasks. Communicate in a calmer, softer manner. Relax, and do not push. Express appreciation often. Be sincere.

Relationship Insights for the Cautious C-Style

Because your primary style is D ...

Remember the following when working with a Cautious C-Style person:

STRENGTHS you share:

Both of you focus on tasks and enjoy working independently. With this person's attention to detail, you can accomplish a lot together.

STRUGGLES you may face:

You tend to move quickly, whereas this person likes to think things through. Your focus is to get things done now, and his or her focus is to get things done right. Your desire to control things may discourage a cautious person, because this person does not like to feel pressured.

STRATEGIES for relating and conflict resolution:

Do not rush or push this person. Do not criticize a cautious person. Be patient, and give him or her time to make decisions. Be willing to answer this person's questions and provide information in a polite manner. Do not expect this person to be a risk-taker like you.

D Styles: How Others Can Perceive Them

Insights into the "D" Personality Style:

"High D" personality styles are often misunderstood. A high D who is able to adapt to the pace of others and communicate on a personal level is much more likely to maintain good relationships (which ultimately leads to more productivity). They can be intense. They tend to know 2 speeds in life - zero and full throttle. Those who work with the high D can remember not to take everything personally. While high D personality styles can be seen as being all about "getting-it-done," it is important to remember that they also have feelings and personal needs. They can be very caring, but the way they express their feelings tends to be by doing something for the ones they care for. Show the high D some respect, pick up the pace a little, and you'll make a hard-working, loyal friend!

I Styles: How Others Can Perceive Them

Insights into the "I" Personality Style:

"High I" personality styles are the easiest to spot. They are expressive, interactive and engaging. They feel and outwardly express a wide range of emotions. Be open to "experience" being with them. Their world is more dramatic, their colors more intense, and they look at life through "positively enhanced" glasses. A high I who is able to adapt their behavior to be more serious when necessary will be well received and well liked. Give the high I the freedom to express themselves and try things out. They do life interactively, so engage with them, lighten up and enjoy the ride!

S Styles: How Others Can Perceive Them

Insights into the "S" Personality Style:

"High S" personality styles tend to be very quiet, softspoken and non-assuming. Their more gentle approach can be soothing. The high S who can look at challenges in life objectively and make difficult decisions will be more able to adapt to the inevitable challenges that occur in life. S personality styles can be easy to overlook. You can hurt their feelings and never know it. They add a measure of harmony that helps to maintain a peaceful environment. Turn your intensity level down a notch when you are around a high S. Relax, have a seat and visit with them to see how they are doing.

C Styles: How Others Can Perceive Them

Insights into the "C" Personality Style:

"High C" personality styles tend to be more solitary. While high C's are reserved, they tend to act with purpose and focus when they reach a decision. In that way, a high C can come across as a high D (dominant, determined, doer) at times. A high C who can adapt their approach to life by seeing it through the eyes of other people can experience much more connection with others. Feelings are shared by high Cs only after trust is established, and that tends to take a long time. Be consistent with a high C. Getting into their personal space takes time. High C's have feelings like anyone else, but it tends to be harder to express them.

Graphs for John Sample

Environment Graph (How People See You)		Basic Graph ( The Real You)	Circle Graph (Basic at-a-glance)
	Very High High Avg. Above - Midline - Avg. Below Low Very Low
85     75     3     17		100     100     3     82	Blend = D/IC

Overview of Your Graphs

The bar graphs above show levels for your D, I, S and C personality traits. The higher the level of the trait, the stronger it is. The graph on the left is called Your Environment Graph which shows how people see you. It shows how you tend to act with other people in your environment. The graph in the center is called Your Basic Graph. This graph reflects how you see yourself. It shows how you are most comfortable acting (the real you). Your Basic Graph in the center was used to determine your personality blend as being D/IC. The graph on the right is called your Circle Graph and is an at-a-glance view of your Basic Graph. Keep in mind that behavior in your environment is often different than your real personality preferences. This report can give you insights into the dynamics of your personality style. You may exhibit very different personality traits in different situations. That is normal. As you learn to see the patterns in your behavior, you will be able to interact more effectively with others.

Understanding Your Environment Graph

Your Environment Graph (How People See You)
	Very High High Avg. Above Midline Avg. Below Low Very Low
85    75    3    17

Your Environment Graph shows the way you have learned to function in your environment in order to achieve success. Your environment's requirements and expectations influence why you choose to act the way you do. The way you adapt to your environment can change depending on what you are going through in your life, changing role requirements, or major life-changing events. So, depending on the situation, you may respond with different personality traits to a greater or lesser extent. Therefore, your Environment Graph can vary some over time (months or years).

Your Environment Graph is based on answers you selected in the MOST category in the assessment (characteristics MOST like you). Your MOST choices are influenced by your environment. A simple illustration will explain why the Environment Graph comes from your MOST choices. What do you MOST want for dinner tonight? Pizza? Steak? A seafood salad? Your MOST choice for dinner is influenced by your environment. You might order pizza if you are in a hurry. You might choose steak to celebrate a special event. You might choose the seafood salad if you are on a diet. You make similar decisions in your behavior. You may need to be very decisive at work, so your Dominant (D) traits may score higher than they otherwise might in a more relaxed situation. Likewise, if your work requires you to be very exact and careful every day, then you would expect your Cautious (C) traits to score a little higher than they might otherwise. The more "MOST" choices you made for a given DISC type in your assessment, the higher your plotting point for that given DISC type would be in the graph.

Understanding Your Real Personality Graph

Your Basic Graph ( The Real You)
	Very High High Avg. Above Midline Avg. Below Low Very Low
100    100    3    82
Your Circle Graph ( At-a-glance view of your Basic Graph)

Your Basic Graph shows your natural behavior. It shows how you are "wired" to behave when you are totally at ease. It is also the behavior you will gravitate to when you are under pressure, because it is the response that comes easiest to you. Your personality is built into who you are. You were designed a certain way from birth, before any outside influences occurred. Your natural personality traits vary less over time, because they are not significantly influenced by your environment.

Your Basic Graph is based on the choices you made in the LEAST category in the assessment (characteristics that were LEAST like you). Each time you made a LEAST choice for a given DISC type in your assessment, you indicated that you were least like that trait and the lower your plotting point for that trait would be. Do you remember our dinner illustration from the previous page? What if you were given the dinner choices of pizza, steak, or a seafood salad, but you hated seafood? Chances are good that you would choose seafood as your LEAST desirable choice. You probably would not change that choice, no matter where you were. You are usually very consistent in the things you do not like. Likewise, you are usually consistent in staying away from behaviors that are LEAST comfortable to you when you have a choice.

How many different graphs are there?

Some people associate DISC with only 4 personality styles. However, you are a BLEND of ALL 4 personality traits that each have their own levels. The personality assessment can yield over 39,000 graph combinations. The statistical validity of these reports is about eighty five to ninety percent accurate. For a more in-depth discussion of DISC, or to understand your graphs more completely, please refer to the books Positive Personality Profiles and Who Do You Think You Are, Anyway? by Robert A. Rohm, Ph.D.

Stress Potential Analysis for John

Environment Graph		Basic Graph
	Very High High Avg. Above -- midline -- Avg. Below Low Very Low

The two graphs shown on the right show levels for your D, I, S and C personality traits in your Environment Graph and your Basic Graph. Different levels for the same trait in each of the two graphs shown can indicate that the way you behave in your environment is different than your natural behavioral preferences. If the differences are great, then your environment may be "out of your comfort zone" and create a level of stress. You may not perceive your environment as stressful, but you may find that you are drained of energy when you adapt to your environment. For example a very task-oriented person may feel quite challenged speaking with people all day long. Likewise, a very people-oriented person may feel drained after working alone all day on something tedious.

John's Stress Potential Levels:

Area	Stress Potential	Stress Category	Observation
D Traits		low	You tend to slightly lower your D-style personality traits in your environment. You are very comfortable in your D-traits in your environment.
I Traits		medium low	You tend to lower your I-style personality traits in your environment. You are comfortable in your I-traits in your environment.
S Traits		very low	You tend to maintain your S-style personality traits in your environment, which indicates that you are very comfortable with the demands of your environment with regard to being reserved and people-oriented.
C Traits		very high	You tend to greatly lower your C-style personality traits in your environment. Your environment requires very little of your natural C-traits, therefore you relax most of your cautious tendencies.

Reading Others - What to Observe

Use the chart below to help you quickly identify a person's primary personality style.

Observation		D	I	S	C
	Likes to do things	The FAST way	The FUN way	The TRADITIONAL way	The PROPER way
	Personal Decor	Large desk, awards, useful accessories	Flashy, trendy, with fun pictures	Family pictures, personal mementos	Aesthetically pleasing, unique, functional
	Body Language	Big gestures, leans forward, advancing	Expressive, friendly posture, amusing	Gentle gestures, reassuring	Unemotional, controlled gestures, assessing
	Speech Pattern	Directive tones, abrupt, interrupting, intentional	Talkative, varied tones, personal, easily distracted	Conversational, warm tones, friendly, prefers listening	Clarifying, monotone, logical, focused, questioning
	Processes by asking	What?	Who?	How?	Why?
	Personal Strength	Firm	Fun	Friendly	Factual

Success in Sales

Appendix

Review of DISC Traits

Outgoing
Style: DOMINANT, Determined	Style: INSPIRING, Influencing
Main Features: Good problem solver; risk taker; strong ego; self-starter; goal oriented	Main Features: Outgoing; talkative; enthusiastic; impulsive; persuasive; optimistic
Value to Group: Good motivator; good at organizing events; high value on time; results-oriented	Value to Group: Good encourager; good sense of humor; peacemaker; creative problem solver
Danger Zones: Argumentative; does not like routine; oversteps authority at times; can be pushy	Danger Zones: Inattentive to detail; prefers popularity to doing right;"convenient" listener; disorganized
Greatest Fear: Someone taking advantage of them	Greatest Fear: Rejection; loss of social approval
Task-Oriented	People-Oriented
Style: CAUTIOUS, Correct	Style: SUPPORTIVE, Steady
Main Features: Thinks things through; accurate; high standards; careful; systematic; precise	Main Features: Warm; friendly; understanding; patient; easygoing; good follow-through
Value to Group: Good organizer; follows directions; even-tempered; clarifies situation well	Value to Group: Good listener; team player; loyal; reliable; dependable; works well under authority
Danger Zones: Finds fault easily; so focused on detail may miss big picture; too critical	Danger Zones: Resistant to change;"stuffs it" inside; difficult establishing priorities; sometimes oversensitive
Greatest Fear: Criticism of their work and effort	Greatest Fear: Loss of security and stability
Reserved

Personal Review for John Sample

Date: ______________________

Review your Dr. Carlus Gupton - DISC Resources and write the answers in the following worksheet in your own words.

My Personality Blend is:  (page 6) __________

My Strengths are: (page 8)

One Key to Balance and Excellence that will help me is: (page 9)

Something important that I learned about how I work on a team is: (page 10)

Something important that I learned about my communication style is: (pages 14-15)

Something important that I learned about my priorities and decision style is: (pages 16-17)

Something I can remember when communicating with others is: (page 21)

Something important that I need to remember daily: (page 31)

Terms for 'Guard Against' Responses

(Refer to the Basic Style Chart in this report)

The following words are used to describe behaviors that all personality styles should guard against (see the Basic Style Chart on page 20). Brief periods of quick reactions or out-of-control behavior are normal when a person is in a fearful situation; however, it is important to RESPOND instead of REACTING to situations. Responding allows a person to be in-control (exercise self-control). Fears may be a cause for concern, but they should not control a person.

Anger - A secondary response when you have experienced hurt or fear. Rather than getting angry, ask yourself who hurt you or what are you fearful of at the present moment. Dealing with your hurt or fear can help calm your anger.

Blame - Avoiding taking responsibility; a person can blame people or circumstances.

Nonparticipation - Not engaging, no response, minimal interaction.

Criticism - Not understanding the need to set realistic expectations of themselves and others.

Indifference - No emotion, a person just doesn't care; no importance or value one way or the other; disinterested; unconcerned.

Suspicion - Thinking that the other person has an ulterior motive or is not sincere.

Impatience - Feeling a strong need for some type of action or result.

Emotion - Personal feelings. High C styles (cautious, calculating) may allow reason (intellect, logic) to so rule over emotion that emotion is given no value at all. Low C styles may allow emotion to rule over reason so much that they are not rational.

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DISCLAIMER: This report is for educational and self-awareness purposes only. The content herein is based on general trait tendencies of the D/IC personality style. This report is NOT intended to provide data, advice or guidance for diagnostic, health, legal, financial, or psychological purposes. If such advice or data is required, then a qualified professional should be sought. All parties associated with this report are to be held harmless from any and all liabilities, demands, claims, actions or suits that may be asserted related to the use of information contained herein.