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© Mentor Plus 2016 All Rights Reserved.
EQ and Leadership
Emotional Quotient:
The Measure of
Emotional Intelligence
© Mentor Plus 2016. All Rights Reserved.
Listening Exercise
How do your emotions affect your
performance?
Pair Up – 2 minutes each
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How are you impacted by
negative situations?
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How do you manage your
emotional stressors?
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Take YOUR Emotional Temperature
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Emotional Impact on Your
Effectiveness?
With your:
• Self
• Customers
• Vendors
• Team members
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What we’ll cover today:
• Neuroscience and Physical Response
• The Emotional Intelligence Model
• The Emotional Quotient Assessment
• How this leads to making Better Decisions
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Today’s Take-aways…….
1. To enhance our ability to manage our
emotions
2. To be able to manage the emotions of
others and
3. To manage the emotions of groups
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A paradigm shift . . .
To shift from a task-oriented to a
collaborative environment
Moving from technician to advisor
Understanding neuroscience is the bridge
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The New Business Environment
• Demand for more services – Advisory
• Speed of Change
• Increasing Uncertainty
EI skills yield a high probability of
success.
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Traditional Focus
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EQ Defined
EQ = Core Competency
Emotional Intelligence is the ability to sense, understand, and effectively apply the power and acumen of emotions to facilitate high levels of collaboration and productivity. (Cooper)
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The Effects on Everyday Life
• Sports
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The Effects on Everyday Life
• Change
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The Effects on Everyday Life
• Business
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EQ Defined - EQ Value Chain
© EQmentor 2009
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●●●●●●●●●●●●●●●●●●●●●●●●●●
At L’Oreal, employees selected on the basis of certain emotional competencies performed better than employees selected with old
selection procedures:
sold $91,370 more net revenue increase of $2,558,360
63% less turnover
●●●●●●●●●●●●●●●●●●●●●●●●●●●
EQ Value and ROI
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Experienced partners in a multinational consulting firm:
EQ
competency
Increase in
profit
Incremental
gain
Self-
Regulation$1.46 million
390% per
partner
Social Skills $931,000110% per
partner
Overall EQ $1.2 million139% per
partner
Dr. Richard Boyatzis, Linkage Conference on Emotional Intelligence
EQ Value and ROI
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EQ Stats & Facts
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Seven Basic Emotions
• Love
• Fear
• Hate
• Anger
• Joy
• Sadness
• Envy
Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
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“Anyone can become Angry- that is easy.
But to be Angry with the right person, to the
right degree, at the right time, for the right
purpose, and in the right way – that is not
easy.”
Aristotle
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IQ vs. EQ
• IQ is fixed – What you see is what you get
• EQ can be developed
• We can learn to manage our Emotions
Intelligently
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The Neuroscience
How does EI work in our brain
and our body?
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Physiological Response &
The Decision-Making Process
Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
Emotional Intelligence is the ability to sense, understand, and effectively apply the power and
acumen of emotions to facilitate high levels of collaboration and productivity. (Cooper)
© Mentor Plus 2016. All Rights Reserved.Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
Your Brain Under Stress
Primitive emotional zone is close to spinal cord
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Your Brain Under Stress
Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
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Emotions Impact Our Physiology
Q: How much of our body is water?
A: 50-75%, depending on age, activity, etc.
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How clear is your glass?
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Negative Events
and Interactions
Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
© Mentor Plus 2016. All Rights Reserved.Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
© Mentor Plus 2016. All Rights Reserved.Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
© Mentor Plus 2016. All Rights Reserved.Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
© Mentor Plus 2016. All Rights Reserved.Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
Stress Response
© Mentor Plus 2016. All Rights Reserved.Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
Emotionally Charged
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Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
Emotionally Cleared
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Positive Events
and Interactions
Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
© Mentor Plus 2016. All Rights Reserved.Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
© Mentor Plus 2016. All Rights Reserved.Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
© Mentor Plus 2016. All Rights Reserved.Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
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Relaxation Response
Copyright © 2013. Target Training International, Ltd. under Licensing Agreement with Dr. Izzy Justice
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YOUR Emotional Temperature
• Take your
emotional
temperature
throughout the
day.
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EQ Model
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Five Dimensions of EQ
1. Self-Awareness
2. Self-Regulation
3. Motivation
4. Empathy
5. Social Skills
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Self-Awareness
• The ability to recognize and
understand your moods, emotions and
drives, as well as their effect on others
– Knowing how you’re feeling and why
– Knowing your personal strengths and
limits
– Having a sense of your self-worth and
capabilities
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Self-Regulation• The ability to control or redirect disruptive impulses
and moods, and the propensity to suspend
judgment and think before acting
– Keeping disruptive emotions and impulses in
check
– Maintaining standards of honesty and integrity
– Taking responsibility for personal performance
– Flexibility and handling change
– Being comfortable with novel ideas,
approaches, and new information
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Motivation• A passion to work for reasons that go
beyond money or status, and a propensity to
pursue goals with energy and persistence
– Striving to improve or meet a standard
of excellence
– Aligning with the goals of a group or
organization
– Readiness to act on opportunities
– Persistence in pursuing goals despite
obstacles and setbacks
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Empathy• The ability to understand the emotional makeup of other
people
– Sensing others’ feelings and perspectives and
taking an active interest in their concerns
– Sensing others’ development needs and bolstering
their abilities
– Anticipating, recognizing and meeting the needs of
others
– Cultivating opportunities through different kinds of
people
– Reading a group’s emotional currents and power
relationships
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Social Skills
• A proficiency in managing relationships and building
networks
– Wielding effective tactics for persuasion
– Listening openly and sending convincing messages
– Negotiating and dissolving disagreements
– Inspiring and guiding individuals and groups
– Initiating and/or managing change
– Nurturing instrumental relationships for building bonds
– Working with others toward shared goals
– Creating group synergy in pursuing collective goals
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Listening Exercise
What did you learn about your emotional
make-up from your assessment?
Pair Up - 3 minutes each
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The Emotional Quotient
Report
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0 1 2 3 4 5 6 7 8 9 10
SOCIAL SKILLS
EMPATHY
MOTIVATION
SELF-REGULATION
SELF-AWARENESS
7.6*
7.4*
7.2*
7.9*
7.5*
7.5
6.9
7.3
7.0
6.7
Emotional Quotient Results
* 68% of the population falls within the shaded area
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0 1 2 3 4 5 6 7 8 9 10
TOTAL
INTERPERSONAL
INTRAPERSONAL 7.2
6.8
7.0
7.4*
7.6*
7.5*
Emotional Quotient Results* 68% of the population falls within the shaded area
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Moving Forward……
• Change Management
• Transformational Triangle
• Service Value Chain
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What Changes are we facing as
Advisors?
• Relationship Vs. Transactional
• Continuous Vs. Seasonal
• Business Advisor Vs. Financial Advisor
• Coach Vs. Doing It!
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Transformational Triangle
Self-
Awareness
EmpathySelf-
Regulation
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Service Value Chain
Greater Profit
Loyal Customers
Happy Customers
Happy Employees
Enlightened Leadership (EQ Skills)
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Listening Exercise
What are you going to do moving forward
with the information you learned about
yourself
?
Pair Up – 2 minutes each