25: Understanding How Personality Types Can Improve Sales, Team Dynamics, and Customer Relationships with Kelly Leightner

Summary

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.

Guest

Kelly Leightner is all about decoding, the secrets of effective communication and making your relationships both in business and life thrive. Her journey has been a wild ride from playing the roles of daughter, sister, wife, and mom, to diving into careers like nursing travel agency and becoming an NLP practitioner and coach. She is super passionate about helping small business owners, entrepreneurs and sales folks mastered the art of personality intelligence.

That’s right. She’s talking about understanding those different communication styles we all have. Her mission is to equip you with the tools to rock your business, bridge those communication gaps and connect on a deeper level. She’s seen firsthand how personality methodology and the B.A.N.K. System can work wonders in transforming businesses. Her goal is simple to empower you with the knowledge of the 12 core values of each business personality type, and the skills to connect with others on their terms. She brings a mix of compassionate than expertise to her coaching and training. She gets that effective communication isn’t just a skill. It’s the key to personal and professional growth. Her mission is to make navigating the world of him. Of human connection, easy and exciting.

So whether you’re a small business owner, an entrepreneur on the rise or just, someone who wants to up their people skills. She’s here to guide you.

Guest Contact

Superfans Success Tip

Bullet Points

  • Kelly Lightner discusses her experience with personality testing and its impact on sales and coaching.
  • Explains the B.A.N.K. methodology: Blueprint, Action, Nurturing, and Knowledge.
  • Understanding different personality types to improve sales, team dynamics, and customer relationships.
  • Application of personality testing in hiring new team members and communicating with customers.
  • Application of B.A.N.K. methodology in various communication channels.
  • Discussion on personal experiences and real-life examples of applying personality testing in sales and business environments.
  • Importance of understanding and adapting to different personality types in the workplace.
  • Examples of how personality testing can improve relationships, parenting, and overall communication.
  • The impact of personality testing on sales and business success.
  • The potential for creating more peace and understanding by teaching personality testing to the world.

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Best Quotes

Kelly Leightner, 00:01:15, “When I learned this, I went through, ‘This is why I suck at what I’m doing, and why nobody wants to join me.'”

Kelly Leightner, 00:16:12, “Depending on that personality type, those may be the same points, but I need to approach them differently.”

Kelly Leightner’, ’00:19:58′, “Sometimes the way I say things may just start off, and I’m not thinking anything of it, and there’s no emotion behind it for me, but it hits him wrong, it hurts his feelings, he’s wounded, and now he’s mad at me, and I’m like, ‘Oh, what just happened?'”

Kelly Leightner’, ’00:19:46′, “He definitely gets the ugly from me on a pretty regular basis, and one of the things I am working on is to make sure I’m not doing that. I try very hard to bring that nurturing to the forefront when we’re together because I know for him, that’s important.”

Kelly Leightner’, ’00:22:49′, “They can keep their employees longer because they keep them happier because they can understand each other in a different way than they ever did before.”

Episode Transcript

25: Understanding How Personality Types Can Improve Sales, Team Dynamics, and Customer Relationships with Kelly Leightner

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Freddy D (00:00:00) – Hello, Kelly Lightner, welcome to the Business Superfan podcast. How are you this morning?

Kelly Leightner (00:00:04) – I am fabulous, how about yourself?

Freddy D (00:00:07) – I am having a great day. Start out at 430 this morning and still going. So my batteries are going to probably run out a little bit later today.

Kelly Leightner (00:00:14) – But yeah, I’m about the same. I also usually am a 430. This morning I slept in because I had an event error that was up later than usual. But like you, yeah, by 2:00 I’m kinda done.

Freddy D (00:00:25) – Yeah, I usually get up at five, but I had a meeting earlier this morning and so I had to get ready for it and all that stuff. So let’s talk a little bit about. What you do and how you get started in doing what you do.

Kelly Leightner (00:00:37) – So I’ll start with how I got into it, because that’ll kind of lead into what it is. So I joined multiple different drug sales companies and couldn’t understand why nobody wanted my products, nobody wanted to join my team. And the most recent company that I was, well, I’m actually still with, but I just don’t talk about it as often, really spoke to me because they had research, they had quality testing, all things that made sense to me as a nurse and having worked at poison Control and understanding the types of tests that are out there, and we had our annual conference and there was a training about this personality to help me with your sales.

Kelly Leightner (00:01:15) – When I learned this, I went through this is why I suck at what I’m doing and why nobody wants to join me.

Freddy D (00:01:20) – Yeah, you had an AHA moment.

Kelly Leightner (00:01:22) – What was that.

Freddy D (00:01:23) – An AHA moment.

Kelly Leightner (00:01:25) – I had a big moment. Absolutely. I quickly realized why people weren’t understanding what I was talking about, because it wasn’t of their values set. So, you know, it just completely went over their head and I don’t care about that. And off they went. Now that I understood that and started implementing the different personality types, I started making better connections and people started being more interested in what I was doing. I was able to bring on a new team member. My goal had been to then also help keep the team I was part of, trained up in it because most of them had also learned this at the com, and just trying to keep everybody moving. Well, I fell though in love with it that I decided I wanted to coach with it, and I’ve kind of just stayed over here with this personality testing versus the biggest.
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Kelly Leightner (00:02:08) – I had started with it. Not only is it helpful in sale, and it’s helpful in relationships, it’s helpful in parenting. There’s a big overreaching thing on this. If we could teach it to the entire world, we might see a little more peace. Maybe.

Freddy D (00:02:22) – Absolutely. Totally agree. I went through the training years ago and then I was involved in doing the training. So I understand exactly what you’re talking about. And so I’ll let you talk a little bit more about what it is that we’re talking about.

Kelly Leightner (00:02:34) – All right. So it’s a methodology called bang people. I’m actually think I’m in financial services. Not at all. It’s for personality type. It’s the acronym for it. You’ve got the blueprint, the action, the nurturing and the knowledge. And they all have 12. They each have 12 values for that personality type. And it was created by a woman who was in sales. And in her first year, the data, she only made like $700 that year. And so she did a lot of personal development and learning all these other personality assessments.

Kelly Leightner (00:03:06) – And she’s like, this is all great. These tests all tell me about me. My favorite subject, right. Most would like to learn about ourselves. That’s one of the fun things about these tests, but not one of these things. Or telling me about the other person how to sell to them. So she spent some time trying to figure that out and paying attention to what made people say yes, and what made them say no. And then she’d reverse engineered some of the tests and came up with this on her own, in which she started implementing it. She did see her sales increase significantly over a three year period. I want to say when she started implementing it, she was already making really good money at that point, like $500,000 a year. And after that three years, she was at over a million. She was like, cool. She started trading it to other people and people came back to her and go, they saved my marriage. She’s like, wait a minute. What? Tell me more.

Kelly Leightner (00:03:52) – This made me a better parent. Now I understand, my child, that I’ve been struggling with so much. And so it then started to evolve that way.

Freddy D (00:03:59) – I went through sales training years ago and same thing was we called a little bit different was four different quadrants, and it was what was called a driver, an expressive and amiable and an analytical and similar to what you do, just different terms. Again, it’s the same thing for quadrants. They’re named differently. And then there’s really four quadrants within those four quadrants. In your case you’ve got 12 within those. And yeah it makes a big difference understanding that different personality type and being able to adjust your personality towards their personality is what that knowledge gives you.

Kelly Leightner (00:04:36) – Absolutely, absolutely. And it’s not that you’re changing yourself. You’re just meeting that person where they are. Right? We like to kind of equate it as a language. If you think about it, we speak English and we speak to another English speaker and they understand what you’re saying. If you go and speak to somebody in Spanish, in English and they don’t know English, they may politely nod their head, but they’re not going to probably buy from you because they didn’t understand a word of what you just said.

Kelly Leightner (00:05:02) – And that can be true with the values of each person, too. Because what’s important to me in a sales process, based on what I remember about your code, is going to be totally different for you, because I remember perfectly our first ones are complete opposites of each other. I come to you and I’m talking about systems and structure and rule and being inside a box. You’re going, I’m out of here. And if I remember correctly, I think you were action first. And they like freedom, fun, flexibility and a box. They want nothing to do with that box. Rules are made to be broken and broken.

Freddy D (00:05:33) – One or 2 or 3.

Kelly Leightner (00:05:34) – Maybe the blueprint had broken rules here and there. But as a general rule of thumb, we’re pretty big rule followers. They’re meant to be followed.

Freddy D (00:05:43) – So, Kelly, how can that be applied when a business is hiring a new team member for their company?

Kelly Leightner (00:05:52) – So if you already know who all you already have there and what their personality types are.

Kelly Leightner (00:05:58) – If you bring in somebody who is totally different than the rest of them, there’s going to be maybe some disruption. If they don’t understand the personality types, it may take a little time for a body to kind of settle in, but you still may have some kind of struggles amongst certain people. If you know what you have and you know what you need. And everybody there knows this and understands the personality type. This is why I love systemic implementation in a company, because if everybody there is already trained in it and they bring in a new person who is going to likely have a different personality because they’re looking for a specific trait, there’s me less stress and strife because the people there are already going to know. It’s not personal. It’s personality. You know, this person is bugging me, but it’s not because they’re intentionally trying to bug me. That’s who they are. It’s what their value sets are. Correct. So for myself, the action personality type for me for a long time, and it was before I knew that a lot of times if they were really high action, I would think they’re a manic bipolar.

Kelly Leightner (00:06:53) – You know, they’re in the manic phase of bipolar. And it was just that kind of energy. And I’m just like, whoa. Way too much. And I wouldn’t want anything to do with that person. But now that I’ve learned this, when I get that feeling from somebody, I sit back and I watch a little bit and I’m like, oh, okay, they’re not manic. There are high action. This is just their energy level. And I can then sit back and appreciate it. And some of those people will become my best friends then, then. So I interact much better with that personality type than I ever did before, because now I understand they are. They’re just that high energy and where mine is more of an even keel energy. And sometimes I may need an additional break and step back to regroup myself and then come back in at their energy level with them. Yeah.

Freddy D (00:07:37) – So that’s really important that you bring up, because sometimes the workplace environment can get kabobs plated with unnecessary conflict.

Freddy D (00:07:47) – Because people take it personally. They don’t realize that it’s just a different personality type, and it creates animosity. And I’ve seen it firsthand where an office environment becomes this completely dysfunctional because they don’t understand what they’ve got in their team.

Kelly Leightner (00:08:11) – Absolutely. My husband works for GoDaddy and he’s used it within his team as well. He’s coded all the people that he supervises, and so he understands that he works with them where they are. And then if there is ever a personality mismatch, he works with them to try and make them understand. Take the word, make it, assist them in understanding why they’re struggling a little bit. Right. And it’s.

Freddy D (00:08:34) – Not them. It’s just that they’re they’re communicating their way and that person’s not resonating because they’re a completely different personality type. And so you’re running into a wall versus a communication. Right. So I can remember years ago I had just gotten through the training myself before I got to the point where I could train other people. And I was making a sale to a railroad car manufacturing company in Chicago, and I dealt with the engineer and the engineering manager.

Freddy D (00:09:08) – Now, we were going up to the CEO’s office to give a presentation and basically tell him that he wanted to buy our technology, walk in huge monster office, and he’s got a glass wall. And on the outside of the glass wall is a yellow pad. So it was just immediately intimidating. The guy looks up at us, I remember, I mean, it’s burned into my brain forever, looks up at us and I get introduced and he goes, you got five minutes. And I was it, I was was it. You got five minutes. And so I looked at my watch and I gave my presentation. And I remember I looked back and said, sir, my five minutes are up. And I stopped at the five minute mark and it was silent for a moment, and he smiled and stood up, because before he didn’t even get up out of his chair, stood up and started talking to the manager and asking him, was this really what he wanted? Was a price, right? And everything else? And manager said, yeah, this is what we want and all that stuff picks up a phone, says, please prepare Mr. Dudek a purchase order and for blah blah blah.

Freddy D (00:10:16) – Close the phone came around, shook my hand, said, okay guys, thank you very much. It was over, but it was the fact that I recognized that he was a hi and driver thing in a far top right corner. And the fact that I recognized that and I dealt with. That appropriately. I got to sell, and I walked out of a $50,000 sale in a five minute meeting.

Kelly Leightner (00:10:39) – Nice.

Freddy D (00:10:41) – So it’s very important what you you do and the things that you teach. So let’s talk a little bit more about that and how that affects employees communicating with customers to create superfans.

Kelly Leightner (00:10:53) – So yeah absolutely. In customer retention that can be huge. I’m assuming you’re talking about retaining versus getting new or we wanted to touch on both.

Freddy D (00:11:02) – Doesn’t matter. It’s really all the above because that person has got to connect with the customer.

Kelly Leightner (00:11:08) – Right? Right.

Freddy D (00:11:09) – And so for them they’re really connect. They really need to understand their personality type to make that connection versus being soft. When you’re dealing with someone.

Freddy D (00:11:19) – That’s part I’m just using simple words. But yeah, two different approaches to different personality types. So what I mean by soft, for someone who’s more friendly and wants to make sure that everybody’s okay where the hard person is, okay, let’s get this stuff done. Get to the point and move on.

Kelly Leightner (00:11:34) – It’s funny you put the two situations together because it’s similar to what I was thinking anyway, because I just did a presentation with a group of women and because I’m a blueprint first, we very much think about we need to do this and we communicate that way. And so the demo I had talked to, one of the women I knew was nurturing first and knew this person already. And so the demonstration of like, okay, so I’m her manager, I come to her and it’s taking away from the customer, but it can still be if you think about it this way. And I said to her, I need you to do this and this. And she looks at me and I’m like, how did that feel? And she’s like, I’m like, so if I came into you and said, hey, Tina, how is your family? And then she tells me all stuff going on and I might.

Kelly Leightner (00:12:18) – Okay, so great. I’m glad things are going well. We need to accomplish this in this. Do you think you’re gonna be able to get this done? Because I think in my original thing, I think that I need it done by five. You know, I gave her all a list and when I needed it done. No question, no comments, nothing for the nurturing personality type that doesn’t feel good. They like that person in person. Connection, right? When you get a nurturing client, you want to make sure that you are spending time on a personal level because they don’t like to feel sold to. They don’t like to feel like they’re the that you’re only interested in their money or in that leadership situation, that you’re only interested in the task and you don’t care about them any other way. Right. And so me coming in and giving this list of demand, that’s how the nurturing takes it. And so that can be huge in causing somebody to not want to work with you or not want to stay with your company, because each of the codes has a dark side, you know, in the blueprint, bitchy or bossy, that can be where they are when they are emotionally intelligent and not understanding how they’re coming across to others.

Kelly Leightner (00:13:18) – Right? Or what is important to that other person, like the action personality type, they don’t necessarily mind so much that you give them done by, but you need to make it fun when you talk to them about it. You know it doesn’t need to be drilled far down. They don’t like to be told what to do. Okay, these things that need to be done, what can we do to help you get it there? You know, what kind of challenge can we view later? What kind of reward can we have? Because the action personality loves to win and they love to meet a challenge head on. Go with your action client. You want to bring your energy up. You have to be talking faster and a lot more energy than what I’m doing right now, because I would currently be boring and action death, right? When you’re working with the cuts where you want to keep it fun, you want to keep it light, you want to keep it high energy because that action and drink Red bull for breakfast.

Kelly Leightner (00:14:02) – And if you don’t, they don’t want to work with you.

Freddy D (00:14:05) – Very true. It’s 100% true. Yeah.

Kelly Leightner (00:14:08) – So with the clients getting their interest, keeping them interested is going to be different for each one of those personality types would be.

Freddy D (00:14:15) – Probably good for companies to bring somebody like yourself and to train their team about the different personality types or one it creates a more harmonious work environment, but more importantly, when they’re dealing with customers or complementary businesses, they can build better relationships with those groups, which will in turn build superfans that will be promoting that company and helping grow that company. Is that correct?

Kelly Leightner (00:14:45) – Absolutely. Thank you. I equate that back to the superfan side, but yet the lutely. Absolutely. And the one fun thing about this is you can know who that other person is in 90s or less if you do it in person. We have four cards and there’s a script we teach people to use to have them crack their codes. You know who they are. There’s an online version for it as well with a subscription that we have.

Kelly Leightner (00:15:09) – I work with people across the country. We have a solution for that too.

Freddy D (00:15:14) – Okay. So that’s interesting. So people can go to a website and answer questions and then in turn find out what their personality type is. Or a company could go to the website. How does that work?

Kelly Leightner (00:15:28) – Yeah, I have like my own personal link and people all the time come over there and crack their code like the 90s. Unless they read the cards, they move them in order of most important to least important, and then it shoots them a report that tells them all about them. Then the fun side of it is I then get a report that tells me how to work with that personality type. So if a company is interested in really utilizing this in their business, they can also get their own subscription so that they then get that sales report to know how to work with that personality type. So I’m meeting with a client. If I know they’ve already cracked the code, I will pull up that report before I meet with them, review it, and make sure I’ve got myself drilled in on how I want to speak with them and what points I want to hit and how I want to do that.

Kelly Leightner (00:16:12) – Because again, depending on that personality type, those, they may be the same points, but I need to approach them differently.

Freddy D (00:16:18) – Right now, how does that transcend? Okay. We talked about it verbally, but how does that transcend into email communication, text messages and all that other stuff? Because that comes into play just as well.

Kelly Leightner (00:16:30) – So we have an artificial intelligence. If you receive an email and you want to know what code they’re speaking from, you can copy and paste it in there and it’ll crack that and tell you what that is. And then it gives you hints on how to speak to them. Really. And then we’ve also if you want to respond back to it, we’ve recently launched our what we call Chi bot. And it’s a ChatGPT with a bank overlay over it. So it will create an email if that’s what you’re looking to do. For example, is cracking that first email. Now I want to respond to that email. So then I tell Chi, hey, I need an email.

Kelly Leightner (00:17:04) – I need it in this personality type. And then I tell them what tone I want it in, and then I’ll create that for me. And then I make whatever tweaks I need to make to it before sending. It’s super cool. The creation part is brand new. We’ve launched that within, just like the last month, maybe just a little more than a month. Well we’re all having fun playing with this now. And because it’s the thing we’ve been asking for a while, I mean like we need it to create for us, it’s yeah, great. We can crack other things and find out what they save. But crafting is where one I struggle. I have a hard time getting out of my head what I want to say onto paper. So now I have my nice little cheat chi bot that helps me with that.

Freddy D (00:17:43) – Well, yeah. And so that in turn improves the messaging to that individual as it’s speaking into their language. So if you’re in sales, that’s going to probably help convert the sale.

Freddy D (00:17:57) – And if you’re just maintaining customer relationship again that’s going to be building that super fan because they’re going to say, wow, this person is really communicating into the way that resonates with me. And I like this company. I like this individual that I’m working with at this company.

Kelly Leightner (00:18:12) – Absolutely.

Freddy D (00:18:14) – What else? How else can that be applied? You mentioned personally with spouses and kids. So let’s expand about that a little bit.

Kelly Leightner (00:18:21) – Well, not many of us unintentionally date or marry our opposite personality type.

Freddy D (00:18:27) – Very true.

Kelly Leightner (00:18:28) – Happens a lot about myself included. My husband and I were not exact opposites, but our first two codes are opposites. Where I’m a blueprint knowledge. He’s a nurturing action. So the blueprint action, or the opposite in the knowledge and the nurturing or opposites. There’s been lots of times we’ve had many fights.

Freddy D (00:18:49) – Little fights or debates. I call them debates.

Kelly Leightner (00:18:52) – They’re very loud debates sometimes, okay.

Freddy D (00:18:55) – They’re usually I’m.

Kelly Leightner (00:18:56) – The one getting very loud. The nurturing doesn’t usually allow him to do that quite as much.

Kelly Leightner (00:19:02) – The blueprint and knowledge are very much thinkers, and they make decisions from their heads where the nurturing and the action make decisions from their hearts and their gut. Right. So I’m always thinking, and I may just start spouting whatever’s running through my head and not thinking how that’s hitting him emotionally. With our spouses, we’re a little more relaxed. Where were the customer? You’re a little more aware. I think we just get kind of relaxed in our relationships when we’ve been married for 25 years, so.

Freddy D (00:19:31) – We have a right to be a little relaxed. I mean, you know, the good, the bad and the ugly. Exactly where when you’re dealing with the customer you want to be the good. You don’t want the ugly to pop up at all. Exactly, exactly. Oh. So yeah, totally understand that.

Kelly Leightner (00:19:46) – He definitely gets the ugly for me on a pretty regular basis. And I one of the things I am working on to make sure I’m not doing that, I try very hard to bring that nurturing to the forefront when we’re together, because I know for him that’s important.

Kelly Leightner (00:19:58) – So sometimes the way I say thing, I may, you know, just start something off and I’m not thinking anything of it and there’s no emotion behind it for me. But it hits him wrong. It hurts his feelings. He’s wounded and now he’s mad at me and I’m like, oh, what just happened?

Freddy D (00:20:13) – Right. Well, it’s you know, it gets down to tonality. You know, tonality. Even though you may think it was neutral, it may not have come across neutral or the fact that it was neutral is taking as a tonality. That’s okay. It’s an indifferent statement. And so that doesn’t work. Right. But again, it’s all it’s all personal. Nowadays. I’ve been with my fiancé now for 11 years and we’ve had a few debates. Unfortunately, our numbers real low. I’m a driver. I mean, I’m an action guy. I get stuff done and she likes to have her own space and do her own thing, and I just keep my mouth shut because I know that for her, that’s important to her and she’s happy doing her thing.

Freddy D (00:20:59) – So I’ve got to respect that.

Kelly Leightner (00:21:01) – Absolutely, definitely. I didn’t say it without you being what we call the action. It’s definitely like she may be a blueprint or a knowledge because again, in their head, they need to process and think. So I can see some of that because you have the action, you want to do it now. And this is I didn’t realise that there’s been time that my husband will bring up an idea. And I was like, you know, whatever. And then several weeks later I’ll come back and say the exact same thing. He’s like, I already said that. I’m like, no you didn’t. Yes, I did. I just need a time, I guess, to process it. And then it wound up being my idea because enough time had passed, which then, of course, hurt him because I don’t remember that he had brought that up before. And it may be that he didn’t present it to me in the blueprint, step by step and in a particular.

Freddy D (00:21:47) – So it didn’t register exactly.

Kelly Leightner (00:21:49) – It didn’t register. But the consciously I heard it because it came back out later. Right, right. A different, slightly different format.

Freddy D (00:21:57) – Yeah. No. Totally agree. So for businesses to really thrive, this really becomes important. And I think it’s so overlooked by businesses, I don’t think they take the time to really analyse their team and how their teams are playing together. Would you agree?

Kelly Leightner (00:22:17) – I think that happens a lot. Yeah, I think it’s completely unintentional because many people and I’ll put myself in this category. And after being married, I’ve learned that not everybody thinks like I do. What do you mean? You don’t have the same holiday traditions that I have, right? We do that in business, too. We assume everybody’s experiences are similar to ours. They may not be exactly the same, but we respond the same way. So many companies don’t think they need to focus on culture or those different personality types. Everybody will figure it out in the long run.

Kelly Leightner (00:22:49) – They can keep their employees longer because they keep them happier, because they can understand each other in a different way than they ever did before.

Freddy D (00:22:56) – Sure. And that affects turnover and it affects culture and culture. Today is everything. If you’re in a negative work environment, not only does it affect the business’s productivity and profitability, but the net carried back over home because you’re miserable at the office, so you’re going to be miserable at home because you can’t shake it off just like a light switch. And so that creates a whole spiral of things that don’t necessarily go in the right direction. The company is losing productivity, losing employees. And there’s a monster cost to that from re onboarding, retraining and everything else. Absolutely. That affects profitability. This is a very simple thing that they can implement realistically, very cost effective and can in turn change the dynamics of a business.

Kelly Leightner (00:23:51) – Because you’re attacking about the unhappiness amongst in turnover. You’ve also got when there’s unhappiness on that, you may have people taking additional sick days because they don’t want to be there, because they don’t like people they’re working with, or because the stress of the environment may actually be taxing their immune system, and they may feel sick.

Kelly Leightner (00:24:07) – They actually be dealing with stress illnesses because those do exist out there. Then you’ve got the cost of lost productivity because people don’t want to come to work, and if they feel slightly sick, they’re going to use it as a sick day or take mental health days that if they can all get along much better, productivity is going to come up because one, they’re working together and they’re balancing those codes for productivity. If you’re doing it right, you know the action, the blueprint they’re offered, the personality type. And they may make each other crazy at time, but you need both of them because that blueprint will put a whole structure together. The action will go out and implement it. The nurturing can make the team work well because they love teamwork and they love the personal relationships you’re in. The knowledge have got their own little setup in there as well. Having a well-balanced team can also help.

Freddy D (00:24:54) – Oh, absolutely. I’ve seen where people that let’s the real world is. Some people have depression and there are medications for depression.

Freddy D (00:25:03) – They’re good team members, they’re productive and stuff. But that negative environment, because of miscommunication, because of personality types, can trigger a depression state where somebody and I’ve seen this firsthand and this is why I’m bringing it up. And so now you’ve got that person losing productivity because they can’t function. And it’s not their fault they have an illness. But that could have all been alleviated had the company taken time to educate everybody on how everybody operates and learn what trigger points are for people, and avoid those trigger points because you understand how they think and how they operate. And once you have that and you have that culture where, okay, we’re all different, we’re all in this together because the team is only as good as the individuals in the team and the individuals as only as good as the team that they’re in. Michael Jordan, by himself, couldn’t win games unless he had a team. And a team couldn’t win if they didn’t have a rock star like Michael Jordan. So the bottom line is, once you have that environment and it’s a happy culture at that company, you’re going to create superfans of the employees because they’re going to go, man, what a great company I work at.

Freddy D (00:26:26) – They take time to help us understand each other. They do activities to build our team and do better understanding everybody else. So now people don’t take things as personal and they’re are promoting the company to their friends because it’s like I said, great company. But that comes across from there communicating with customers and complementary businesses. So that energy carries over. And that’s going to translate into more sales, more customer retention, better business partnerships. And that business, in turn, drives and growth.

Kelly Leightner (00:27:03) – Absolutely. Pretty much all of it comes down to happy. I’ll take the expression happy wife, happy life. Same thing in the business. Happy employees. I don’t know where to in that one, but I don’t have a lot.

Freddy D (00:27:15) – But I’ll help you there. It’s Sir Richard Branson says it the best. You take care of your employees, and you don’t have to worry about your customers because they’ll take care of your customers. And that’s the reality of it. I think a great place to start was with what tools that you’ve got is learning about your team and how they can play better together through what you offer as a service.

Freddy D (00:27:42) – And that leads me into how does people find you and learn more about your service.

Kelly Leightner (00:27:47) – So I’m still working on my own personal website, but you can find me on Facebook, on LinkedIn, but you can also go crack your own code, find out how you’re showing up in the world, because then it’ll collect your information. Because then I love to follow up. Make sure when you got your report, because sometimes they get hung up in spam filters to get your opinion on how you feel it fit.

Freddy D (00:28:08) – Do you have your own link?

Kelly Leightner (00:28:09) – I do, it is crack my code.com/kelly and the slash Kelly part has to be on there. Otherwise you wind up with a corporate team and I’ll never know you did it.

Freddy D (00:28:20) – So we will include that in the show notes. So all right anything else that you want to share with our audience?

Kelly Leightner (00:28:27) – If it sounds like something you want to know more about, definitely reach out to me. My email at Kelly at Kelly lightener.com. We do have a training on zoom where we talk about one day sales, one day is relationship and the third day is our fun day.

Kelly Leightner (00:28:43) – It’s bead coding and that’s learning how to one assess the way somebody’s appearance is, because that can give you clues if. Not 100%. We’re not making judgments on people, but what they’re wearing, what they’re saying, how they’re showing up to get an idea of what their code may be by visual clues and word clues. So we put people in breakout rooms on zoom and have them practice that and see if they can’t get that person’s code. Is there a.

Freddy D (00:29:10) – Cost for that?

Kelly Leightner (00:29:11) – They’re in for the camera with the full three days out, but basically it’s 350 per day for the classes because not afraid at all. Three. But to do that last one, you have to do the first one. Okay.

Freddy D (00:29:23) – Is it an all day or is it part of the day or they.

Kelly Leightner (00:29:26) – Are all day?

Freddy D (00:29:27) – Wow. Okay.

Kelly Leightner (00:29:28) – I think eight 8 to 6 Arizona time.

Freddy D (00:29:31) – Okay, well, if you can give me that information, I’ll include that into the show notes. Awesome. Is that done on a regular basis or is that done just.

Kelly Leightner (00:29:39) – Periodically, like every other month, if I remember correctly on that through the corporate team. Now there’s a group that I work with that we try and do it well. Then every other week we also do if you’re not quite ready to jump fully in and you want to know a little more about it and see our technology tools, because those are really cool. We do a free workshop every other Tuesday, and again, that one’s a free one that’s on zoom. It’s usually about an hour, but I say allowed 90 minutes because we have a bigger group that’s very active. Sometimes we can take up that full 90 minutes. Come check it out and see if it’s something you want to dive deeper into, okay.

Freddy D (00:30:14) – So submit that and we’ll incorporate that. Awesome. All right Kelly, thank you very much for being on a Business Super Fan podcast. It was a pleasure having you as a guest. And we’ll look to have you on a show down the road.

Kelly Leightner (00:30:27) – Awesome. Thank you so much.
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