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Introvert Ambivert Extrovert

Are Your LawyersIntroverts or Extraverts?

Marketing Successwith Both Types

Barbara S. Kaplan Jason P. Lisi

Delaware Valley Law Firm Marketing Group

Barbara S. Kaplan | BSK Strategies | December 12, 2017©BSK Strategies, 2017

©BSK Strategies, 2017

Goals for Today

q Give you actionable insights into recognizing and dealing with different personality types

q Give you strategies and tools to work effectively with lawyers who are introverts and extraverts

q Give you strategies and tools to help your lawyers recognize these traits in their clients to have more successful and productive relationships.

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Susan Cain

q Recognized authority on introversionq Harvard-trained lawyerq Former associate at Cleary Gottliebq Author of NYT bestseller – “Quiet: The Power of

Introverts in A World That Can’t Stop Talking”q TED Talker - 18,000,000+ viewsq Creator of Steelcase Quiet Spaces

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Susan Cain – TED Talk

“Be Me” Space

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It’s Not About . . .

q Value judgments

q Right and wrong

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It Is About . . .

q How you are hard-wired

q How you play to your strengths

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True/False?

q Introverts don’t like people

q Introverts can’t build business

q Introverts are shy

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True/False?

q Extraverts are great business builders

q Extraverts leave people wanting more

q Extraverts build rapport better

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Exercise

q Using the cards at your table, sort the attributes of Introverts and Extraverts

q You have three minutes!

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Types and Attributes

Introverts¤ Inner directed¤ Think to talk¤ Energize alone¤ Enjoy few stimuli¤ Need concentration¤ Focus on thoughts & ideas¤ Prefer 1-on-1 discussion¤ Value privacy

Extraverts¤ Outer directed¤ Talk to think¤ Energize with others¤ Enjoy simultaneous stimuli¤ Need diversions¤ Focus on people and events¤ Prefer group discussion¤ Value public sharing

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Introverts in an Extraverts’ World

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Did you know?

q 60% of lawyers are Introverts – they value:q Having their own officeq Shutting the door anytime they wantq Having stabilityq Doing research/writing/problem-solvingq Avoiding a lot of interaction

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Did you know?

q 40% of lawyers are Extraverts – their attributes:q Go-gettersq Think on their feetq Comfortable with conflictq Love hallway conversationsq Work with doors openq Enjoy relating to others

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Holding Meetings with an Introvert

q Considerations:q Advance workq Keep it smallq Keep it linearq Create contextq Quiet decision-making

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Holding Meetings with an Extravert

q Considerations:q Unannounced is OKq Little advance work necessaryq Distractions and interruptions are OKq Larger settings work wellq On-the-spot decision making

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Yes, Introverts Can Be Great Networkers!

q Strategies for success:q Alone timeq Do your homeworkq Open-ended questionsq Arrive earlyq Small groupsq Engage with two peopleq Reward yourself. Go home.

q Consistent follow up

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Extraverts and Networking

q They:q Jump right inq Draw energy from more and more peopleq Collect business cardsq Stay late (typically)q Enjoy large groupsq Engage with many

q Inconsistent follow up

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Mannerisms Matter

q Principles:q Eye contact shows confidenceq Good posture shows you’re openq Folding your arms makes you unapproachableq Glancing upwards looks untrustworthyq Leaning forward shows you’re listeningq Matching and mirroring flatters

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Body language is language, too

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What is he saying?

What is she saying?

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What are they saying?

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What are they saying?25

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Amy Cuddy

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Amy Cuddy

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THANK YOU!

Barbara S. Kaplan | BSK Strategies | December 12, 2017©BSK Strategies, 2017