and he or she is using his or her top strengths, that’s a lot easier than going uphill. RM: I noticed you use what you call mindmaps, which look at an individual’s unique behavior and charts out their motivations. Can you talk a little bit about that process? LF: When we can see each other’s mindmaps, it’s open playbook time. Then we have the ability to communicate and understand each other, and we can finish each other’s sentences. That is what happens. And their engagement level really increases. Managers can look at people’s maps before talking to them or coaching them. A lot of people are in a position where either the job requires too much specific talent, or the manager who’s managing them or coaching them has no idea how they’re wired. And they keep saying, “What’s up with this guy? Maybe he has a low tolerance for collecting data.” And then there are activators. They don’t have a deep strategy, but they depend on their instinct and rapid trial and error to see what works. A lot of entrepreneurial types have high activator levels because they’re so action-oriented. They get impatient. They just don’t have the eye for continuous focus at a very, very high rate for more than three or five ideas at a time. Does that mean they are stupid? No. These are high-performing people. But if you don’t know their ticket, and you come from the old school, you’re over that person. Game over. “He’s too wordy. He doesn’t get to the point.” Now, imagine if Lon comes in and says, “Hey, this is his map.” When he does this, he’s not trying to annoy you. That’s just the expression of their own creative energy. You can see how wonderful, powerful and energetic someone can become when you engage, when you give them full respect. This is diversity in the most fundamental and deep sense of the word. It has nothing to do with race or religion or age. This has to do with “I understand his approach.” RM: It sounds almost like emotional intelligence—or emotional quotient (EQ)—that’s based on deep study and fact-finding about someone. LF: Yeah, that’s a good point. It’s like I give you a cheat sheet for someone. Some people have low levels of EQ, and usually, those people have empathy in the bottom range. I can tell when a person has low EQ—where the cumulative patterns are inside the map—so in essence, I’m not only a radiologist, I’m also a cartographer of people’s actions and behavior. RM: Talk a little bit more about training and sales call reluctance. LF: The middle 60 percent, that’s where you apply the training for sales call reluctance. There are certain things that are sales call reluctance, but they’re easy Nurturing Your Talents continued on page 30 Simplify your rate sheet process RMI Pricing Platform RMINSIGHT.NET/LP/PRICING-PLATFORM CALL FOR DEMO: 682-651-5632 SALES@RMINSIGHT.NET REVERSE MORTGAGE / MARCH–APRIL 2023 29
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