CLIENT CHARACTERISTICS

CULTIVATING INTENT
LEARNING OBJECTIVES

! Discuss different persona profiles that exist within groupings of clients.

! Contrast different personal preferences as highlighted by the Myers

Briggs Type Indicator.

! Examine the different styles clients communicate through the use of

DiSC profiles.

! Discuss various preferred learning mechanisms, categorized within the

VARK Inventory.

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Client Characteristics
! Persona profiles
! Personal preferences
! Communication styles
! Learning mechanisms
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01 PERSONA PROFILES
!
!
!
!
Population
Outcomes & benefits
Client constraints
Personal context
POPULATION

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PAINS, GAINS, AND MOTIVATIONS

! Gains: The client’s goals (mental, physical, or emotional)

! Pains: The obstacles or limitations that may inhibit the gains
! Motivations: That which inspires to overcome pains to achieve gains
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PERSONA PROFILES | WORKING PROFESSIONALS

WORKING PROFESSIONALS
GAINS PAINS MOTIVATIONS
Productive Time Improve performance
Goal oriented Failure Feel proud
Successful Responsibilities Gain autonomy
Confident Support Advance in careers
Exhaustion Strengthen relationships
Health issues

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PERSONA PROFILES | WORKING PROFESSIONALS

AWARENESS TIPS
Working Professional
! Empower their curiosity
! Connect them with support systems
! Provide clear, achievable goals

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PERSONA PROFILES | PARENTS

PARENTS
GAINS PAINS MOTIVATIONS
Giving Guilt Opportunities for family
Provides structure Judgment Earn a living
Facilitates activities Sacrifice Value health and vitality
Responsibility Want to be active
Exhaustion
Financial strain

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PERSONA PROFILES | PARENTS

AWARENESS TIPS
Parents
! Family involvement
! Empower their control
! Provide structure

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PERSONA PROFILES | STUDENTS

HIGH SCHOOL/COLLEGE STUDENT

GAINS PAINS MOTIVATIONS
Curious Academic schedules Seeking advice/direction
Motivated Overwhelmed Belonging, connection
Open to change Hormonal shifts Feel confident and proud
Seeking structure Awkwardness

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PERSONA PROFILES | STUDENTS

AWARENESS TIPS
Students
! Coach requests
! Filter information provided
! Set them on their path

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PERSONA PROFILES | ACTIVE AGING

ACTIVE AGING
GAINS PAINS MOTIVATIONS
Want to be seen as vibrant Aches and pains Seek relief from pain
Enjoy hobbies In a transition Quality of life
Wise Accepting cycle of life Fun and freedom
Dedicated Time with significant
Others

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PERSONA PROFILES | ACTIVE AGING

AWARENESS TIPS
Active Aging
! Aware of medical conditions
! Revitalize their spirit with fun
activities
! Provide new skills

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OUTCOMES AND BENEFITS

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PERSONA PROFILES | OUTCOMES AND BENEFITS

! Physical performance
! Pain management
! Appearance
! Health and vitality
! Emotional wellbeing
! Work performance

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CLIENT CONSTRAINTS

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PERSONA PROFILES | CLIENT CONSTRAINTS

! Location
! Activity
! Schedule
! Technology

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PERSONAL CONTEXT

Hewitt, A. Consulting Services retrieved from: http://www.aon.com/human-capital-consulting/

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THE LEADER

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THE ACTIVE ENTHUSIAST

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THE SELF GOVERNOR

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THE ATTENTION SEEKER

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THE PRIORITIZER

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THE UNDERDOG

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CHECK FOR LEARNING

! Think of someone you know

that resembles each persona
and write them down.

! Jot down one to two

awareness tips you would
provide for that person.

! Consider which population

you belong to and consider
your own outcome benefits
and constraints.

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02 PERSONAL PREFERENCES
Myers Briggs Type Indicator
CLIENT CHARACTERISTICS | PERSONAL PREFERENCES

! Extrovert vs Introvert
! Sensing vs Intuition
! Thinking vs Feeling
! Judging vs Perceiving

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CLIENT CHARACTERISTICS | PERSONAL PREFERENCES

INTROVERT

VS

EXTROVERT
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PERSONA PROFILES | EXTROVERT VS INTROVERT

AWARENESS TIPS

Extrovert Introvert
! Repeat ! Accountability
! Hone in ! Sensitivity
! Stay on track ! Minimize stimulation

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CLIENT CHARACTERISTICS | PERSONAL PREFERENCES

INTUITION

VS

SENSING
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PERSONA PROFILES | SENSING VS INTUITION

AWARENESS TIPS

Sensing Intuition
! Show them what is possible ! Hold them accountable
! Use evidence ! Contextualize goals
! Map out details ! Allow for innovation

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CLIENT CHARACTERISTICS | PERSONAL PREFERENCES

FEELING

VS

THINKING
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PERSONA PROFILES | THINKING VS FEELING

AWARENESS TIPS

Thinking Feeling
! Provide facts ! Listen well
! Rationalize goal setting ! Show you are interested
! Avoid facts/aggression

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CLIENT CHARACTERISTICS | PERSONAL PREFERENCES

PERCEIVING

VS

JUDGING
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PERSONA PROFILES | JUDGING VS PERCEIVING

AWARENESS TIPS

Judging Perceiving
! Map out their program ! Provide organizational support
! Set clear goals ! Spontaneity
! Be on time ! Accountability

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PERSONAL PREFERENCES | TAKEAWAYS

MYERS BRIGGS TYPE INDICATOR

ENFJ INFJ INTJ ENTJ

ENFP INFP INTP ENTP

ESFP ISFP ISTP ESTP

ESFJ ISFJ ISTJ ESTJ

[Online]. Retrieved from: www.myersbriggs.com Accessed: Jan – 2016]

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CHECK FOR LEARNING

! Consider one person you

know that represents each
preference trait and write
them down.

! Jot down one to two

awareness tips you would
provide for that person.

! Consider completing a MBTI

for yourself.

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03 COMMUNICATION STYLES
DiSC
CLIENT CHARACTERISTICS | COMMUNICATION STYLES

! Dominance
! Influence
! Steadiness
! Conscientiousness
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COMMUNICATION STYLES | DOMINANCE

Characteristics Motivations
! Demanding ! Winning
! Driven ! Competition
! Determined ! Success

Values Limitations
! Competency ! Lack of concern
! Action for others
! Personal ! Skepticism
freedom ! Patience
! Challenges ! Details

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COMMUNICATION STYLES | AWARENESS TIPS

AWARENESS TIPS

! Give the bottom line

! Be brief
! Focus on solutions
! Refrain from repeating
yourself
! Training challenges

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COMMUNICATION STYLES | INFLUENCE

Characteristics Motivations
! Convincing ! Social
! Magnetic recognition
! Warm ! Relationships
! Trusting ! Group activities

Values Limitations
! Coaching ! Impulsivity
! Freedom of ! Disorganization
expression ! Follow-through
! Happiness ! Research
! Focus

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COMMUNICATION STYLES | AWARENESS TIPS

AWARENESS TIPS

! Share your experiences

! Focus on the positive
! Allow them to talk
! Avoid overloading with
details
! Group settings

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COMMUNICATION STYLES | STEADINESS

Characteristics Motivations
! Calm ! Cooperation
! Patient ! Leadership
! Deliberate ! Sincere
! Consistent ! Appreciation

Values Limitations
! Loyalty ! Indecisive
! Helping others ! Overly
! Accomplishment accommodating
! Security ! Tends to avoid
change

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COMMUNICATION STYLES | AWARENESS TIPS

AWARENESS TIPS
! Be personal and
amiable
! Express your interest
in them
! Be polite
! Stay consistent
! Avoid changing
program too often

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COMMUNICATION STYLES | CONSCIENTIOUSNESS

Characteristics Motivations
! Cautious ! Gaining
! Systematic knowledge
! Accurate ! Showing their
! Tactful expertise
! Quality work

Values Limitations
! Personal growth ! Overcritical
! Quality ! Overanalyzing
! Accuracy and isolation
! Delegating
! Compromising

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COMMUNICATION STYLES | AWARENESS TIPS

AWARENESS TIPS
! Focus on the facts and
details
! Minimize emotion
! Be diplomatic
! Explain its relativity

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PERSONAL PREFERENCES | TAKEAWAYS

DiSC ASSESSMENT

DOMINANCE INFLUENCE
D i

CONSCIENTIOUSNESS C S STEADINESS

[Online]. Retrieved from: www.discprofile.com [Accessed: Jan – 2016]

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CHECK FOR LEARNING

! Consider one person you

know that communicates
through each style and write
them down.

! Jot down one to two

awareness tips you would
provide for that person.

! Consider taking a DiSC

assessment for yourself.

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04 LEARNING MECHANISMS
VARK INVENTORY
CLIENT CHARACTERISTICS | LEARNING MECHANISMS

Visual Auditory Reading/Writing Kinesthetic

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LEARNING MECHANISMS | CHARACTERISTICS

Visual
! Prefer to see and visualize
! Fast talkers
! Impatient
! Use words and phrases that
evoke visual images

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LEARNING MECHANISMS | AWARENESS TIPS

AWARENESS TIPS

! Use charts, graphs, and images

VISUAL !
to convey information
Provide demonstrations or
visual references

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LEARNING MECHANISMS | CHARACTERISTICS

Auditory
! Prefer to listen and verbalize
! Slow speakers
! Natural listeners
! Linear thinkers
! Prefer explanation over text

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LEARNING MECHANISMS | AWARENESS TIPS

AWARENESS TIPS

! Verbalize information
AUDITORY ! Explain activity and provide
consistent cues

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LEARNING MECHANISMS | CHARACTERISTICS

Reading/Writing
! Prefer written text
! Text-base input and output
! Enjoy reading and writing

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LEARNING MECHANISMS | AWARENESS TIPS

AWARENESS TIPS

! Display information with

READ/WRITE written words
! Use a whiteboard or provide
a handout

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LEARNING MECHANISMS | CHARACTERISTICS

Kinesthetic
! Prefer to learn through trial/error
! Slowest talkers
! Slow to decide
! User all senses to learn
! Do and solve
! Hands-on

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LEARNING MECHANISMS | AWARENESS TIPS

AWARENESS TIPS

! Demonstrate the information

! Give them time to feel and
KINESTHETIC self-correct
! Use tactile cues

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LEARNING MECHANISMS | TAKEAWAYS

VARK INVENTORY
VISUAL

KINESTHETIC AUDITORY

READ/WRITE

[Online].Retrieved from: www.vark-learn.com. [Accessed: Jan – 2016]

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CHECK FOR LEARNING

! Consider one person you

know that learns through
each individual mechanism
and write them down.

! Jot down one to two

awareness tips you would
provide for that person.

! Consider completing a VARK

Inventory for yourself.

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05 CONCLUSION
Client Characteristics
! Persona profiles
! Personal preferences – MBTI
! Communication styles – DiSC
! Learning mechanisms – VARK
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REFERENCES

! Briggs, K.C., & Myers, I.B. (1956) [Online]. Retrieved from: www.myersbriggs.com [Accessed: Jan – 2016]

! Fleming, N.D. (1987) [Online].Retrieved from: www.vark-learn.com. [Accessed: Jan – 2016]

! Hewitt, A. Consulting Services retrieved from: http://www.aon.com/human-capital-consulting/

! Journal of Psychological Type

! Jung, C.G. (2006) The Undiscovered Self.

! Marston, W. (1928) [Online]. Retrieved from: www.discprofile.com. [Accessed: Jan – 2016]

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