Understand Your Personality Type And Prosper

The 5 Keys to Success

When considering a career as a consultant, you need to determine your own strengths by assessing your personality type and its corresponding personality attributes.  This will help you define your area of expertise, the type of coach you want to be, the type of support you want to provide, and the type of clients you want to attract.

Key 1—What is your personality type?

The first step in determining the type of consulting that aligns with your personality type is to understand who you are. According to David Keirsey, an Educational Psychologist and the creator of the Keirsey Temperament Sorter, there are four ”temperament types.” These temperament types form a system of grouping personality types that have similar attributes. These are:

1. The Artisans
Artisans are concrete feelers that get their information from their senses and prefer solid information. They are also free spirits and prefer a flexible and adaptable lifestyle.

2. The Guardians
Guardians are concrete thinkers which means they get their information from their senses and prefer working with information that can be confirmed with what you can see, hear, touch or smell. They like a structured and planned lifestyle and their preference is for security and safety.

3. The Rationals
Rationals are the intuitive thinkers. This means they get their information from their intuition and they prefer looking at the big picture. They love the abstract. They see patterns and connections and they analyze and make decisions logically and objectively.

4. The Idealists
Idealists are intuitive feelers. They get their information from their intuition. They prefer looking at the big picture and love the abstract. They make decisions subjectively, based on their personal values and they care about people feelings.

Under each temperament, there are 4 personality types that create a total of 16 types. These 16 personality types correspond with those based on the works of Carl G. Young and the well-known Meyers-Briggs 16 Personality Types.

• Artisans: Entrepreneurs and Promotors (ESTP); Entertainers and Performers (ESFP); Master Craftsman (ISTP); Directors and Composers (ISFP)
• Guardians: Chief Executive Officers (ESTJ); Peacemakers (ESFJ); Results-Oriented Experts (ISTJ); Master-Servants (ISFJ)
• Rationals: Commanders in Chief (ENTJ); Master Innovators (ENTP); Chief Strategists (INTJ); Visionary Thinkers (INTP)
• Idealists: Inspiring Teachers (ENFJ); Champions and Causes (ENFP); Healing Counselors (INFJ); Mystic Heroes (INFP)

You can listen to an audio file that explains each of the personality types on my Products Page.

Key 2—What needs are you fulfilling that aligns with your personality?

The second key is to understand the need that you are fulfilling. Whether it is finding a job, loosing weight or buying the right equipment, clients will come to you to solve their problem. Your ability to clearly define their goals will enable you to decide if you can provide the consulting service they need.  If you think you can solve everyone’s problems there is a good chance you will solve no one’s problems. You have to be prepared to say “NO” to potential clients that are not in alignment with your expertise. Here are some examples of the types of consultants and coaches that fit each personality type.

Artisans:
1. Coach entrepreneurs
2. Acting coach
3. Fitness coach
4. Song writing coach

Guardians:
1. Business recruiting coach
2. Workplace teamwork coach creating peace and harmony
3. Technology expert coaching businesses on their computer needs
4. Accountability coach to keep people on track

Rationals:
1. Business coaching with Chief Executive Officers
2. Product development coach
3. Business strategy coach
4. Medical research coach

Idealists
1. Motivational speaker and coach
2. Work with underprivileged students
3. Counselor working with people emotional issues, weight loss coach
4. Spiritual coach

Key 3—What are the expectations of the client?

In my experience there are at least four types of expectations. Clients looking for education will come to you for your training and knowledge. If you have information they want based on your experience then they are looking for pure content. Accountability is about helping clients craft a plan to reach a goal and keeping them motivated and moving in the right direction. I have worked with this type of coach and they will draw the answers out of a client and say things like, “you have all the answers.”  They are not teachers—they encourage clients to look within.

Transformation is about results. These types of consultants are paid to deliver. A client that wants to make more money or get a better body is paying for results. The last type, the connector, is like a matchmaker. They have an inventory of people and resources to draw on. They find out what a client needs and meets that need by making the connection to the appropriate resource. Below are examples of the types of expectations and areas where the clients have these expectations:

1. Education: Fitness, business, nutrition, acting, sales

2. Accountability: Life coach, diet consultant, fitness trainer, business coach

3. Transformation/Results: Fear of public speaking, prepare your body for a contest, make a million dollars, manage your money to get out of debt, issues dealing with body-mind-soul, emotional healing

4. Connector: Headhunter, marketing, agent, social media consultant, matchmaker

Key 4—What is your method of delivery of your services?

The delivery of your services needs to fit with you personality attributes.  You will want to consider your comfort level with different coaching methods, such as speaking in front of large groups, one-on-one coaching, speaking over the phone, corresponding by email or some other platform. You must find the delivery platform that works best for you. Examples include:

1. Phone
2. Public Speaking
3. Mastermind calls
4. Explain what’s in a book you have written
5. Teleseminar
6. Teaching
7. Interview

Key 5—What is the price or value of your services?

You need to determine your price structure and the value of the service you are providing.  The type of coaching you provide, as well as the method of delivery may drive the pricing structure based expected standards.

1. Fixed price
2. Percent of change in income, investments (financial coach), salary (headhunter)
3. Monthly fee
4. Hourly rate
5. Group packages price various with number of sessions (1-3 sessions/4-7 sessions)

Conclusion

In pursuing a career in consulting or coaching, it is imperative for you to evaluate your own personality and the corresponding personality traits. The understanding of yourself and your strengths, as well as identifying your area of expertise, will help you to be an effective, successful, and sought-after consultant. Remember to:

Evaluate the 5 Keys: 1) Personality, 2) Problem, 3) Solution, 4) Process, and 5) Price.
People will pay for: Education, Accountability, Transformation and Connections.

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