1. Secrets to Sustainable Success November 13, 2007 The Sixth Sense of Sales

4. Colors Exercise RED BLUE WHITE YELLOW GREEN PINK RED GREEN WHITE PURPLE RED GREEN PINK GREEN ORANGE RED BLUE RED YELLOW WHITE GREEN RED PINK

5. Quote “ Nobody can think and hit at the same time.” Yogi Berra Professional Baseball Player, Coach, and Manager

6. Three Parts of the Mind Cognitive Thinking IQ Skills Reason Knowledge Experience Education Affective Feeling Desires Motivation Attitudes Preferences Emotions Values Conative Doing Drive Instinct Necessity Mental Energy Innate Force Talents

7. Kolbe Action Modes Deals with risk and uncertainty Arranges and designs Gathers and shares information Handles space and tangibles Fact Finder: Follow Thru: Quick Start: Implementor:

8. How you take action in these four instinct-based Action Modes® defines your MO Your Kolbe result is so individualized, only 5% of the population is likely to have one just like it.

10. Insurance Industry Top Performers This analysis is based on a total of 1067 respondents

11. MO for Client Acquisition Explain Adapt Improvise Imagine

12. MO for Relationship Builder Specify Systematize Stabilize Restore

15. What’s My MO? Steve Pyke for TIME

16. Methods of Communication tangibles with props, models, demonstrations, texture, machinery, body language written words with data, citations, analogies, case studies, verifications visuals with graphs, charts, diagrams, posters, outlines, maps, similes, patterns spoken words with ad libs, improvised metaphors, visuals, bullet points, intense colors Fact Finder: Follow Thru: Quick Start: Implementor:

20. Kolbe Indexes Kolbe C™ Index external requirement (from anyone) Kolbe B™ Index self-expectation Kolbe A™ Index our reality (valid and reliable)

23. Kolbe A™ Indexes Synergy Report

26. Kolbe Commitment Clarifier ™ STEP 1 : Fill in the chart below with all of your commitments. Task Evaluation STEP 2 : Evaluate each task in the commitment level following the ranks below. Conative: 3 – Great Fit 2 – Okay 1 – Working Against Grain Affective: 3 – Enjoy It 2 – Okay 1 – Don’t Like It Cognitive: 3 – Expert 2 – Average Skill 1 – Don’t Have Needed Knowledge/Skill STEP 3 : Review the task list again. Assign each task a “Stress #” based on ranking below. Stress: 3 – Not Stressful 2 – Moderately Stressful 1 – Very Stressful Value Awareness Stress # Cognitive Affective Conative Commitments

27. Personal Applications Parenting Decisions (Kolbe Y™) Career Decisions (Kolbe B™) Relationship Decisions (Kolbe R™)

28. Recreation vs. Re-energizing How do you replace spent energy? Recreation : Using your instinctive energy in a rewarding way outside of your job. Re-energizing : Conative neutral; stop striving; eliminate all levels of effort; down time.

29. Kolbe Corp For more information: www.kolbe.com/callidus