Based on the answers to the previous questions, your “core” or “basic” behavioral style is what we call a High I or High Influencer. Below are several descriptors of a High I:

The High I

Famous High I's

Remember, the DISC language is based on “observable” behavior. Here are some famous high I's:

Robin Williams

An expressive, outgoing, incredibly funny man with a thousand faces and voices, Robin Williams delights audiences all over the world. His portrayal of Genie in Disney’s “Aladdin” lets us see his incredible verbal ability. Outgoing and social, Robin Williams has no trouble blending in with any crowd. An expert at improvising, many of his roles are loosely defined allowing him the opportunity to ad-lib, which he does very well – as do all High I's.

Arnold Palmer

Arnold Palmer is a people person. He values not only the recognition and friendship of other performers but the adulation of an adoring public. His goal is not only to win games but to win and maintain friendships. Palmer is a charger who can come from behind to win a tournament with several spectacular holes or who can “stink up the course” if his game is off and his gambles don’t pay off. Arnold Palmer’s ability to inspire others and win them to his cause is the stuff of great legend.

Bill Clinton

Could anyone watch President Clinton and NOT see that he is clearly a High I, behaviorally? Throughout the campaign in 1992, reporters continually commented on the way people energize then Governor Clinton. Verbally persuasive, optimistic, friendly, and trusting, President Clinton, as leader of the United States, attempted to be very persuasive in his efforts to direct the country. President Clinton is clearly an extrovert who unafraid to show his emotions or express his concerns. Even his foes state that he clearly cares about people, even if they disagree with his agenda.

Emotion of the High I: Optimism

The higher the I plotting point on Graph II, the more optimistic the person will be. High I's believe the impossible can be done and will hold incredible optimism as to the future. This extreme optimism may not be grounded totally in data and facts. Conversely, a person with a low I in their profile will tend to be pessimistic and more skeptical, requiring proof. Example statement made to a High I and a Low I:

“If you invest with us, we can return 15% on your investment.”
High I: Really? That’s a fantastic return.
Low I: Yeah, Right! Prove it!

Value of the High I: Trust

The DISC language does not measure a person’s values. However, an interesting value is integrated into the I profile. Research has shown that the higher the I plotting point, the greater tendency the person has to “trust” others. Conversely, the lower the I, the greater the tendency for distrust. When you meet optimistic people who seem to trust others, be assured they have a High I in their profile.

Note: TTI, under the direction of Bill Bonnstetter, is in the process of researching further correlations between behavioral style and values.

Outstanding Characteristics of the High I

Need to Interact

The High I has an inherent need to interact. They love opportunities to verbalize. The High I has a tendency to talk smoothly, readily, and at length, using friendly contact and verbal persuasion as a way of promoting a team effort. They will consistently try to inspire you to their point of view.

Need to be Liked

Fundamentally, the High I wants to be liked and usually likes others . . . sometimes indiscriminately. Preferring not to be alone, the High I has a need for social affiliation and acceptance. They possess a high level of trust in others and may be taken advantage of by people.

Involvement

Expect the High I to be involved in just about everything. At their best High I's promote trust and confidence and feel they can persuade people to the kind of behavior they desire. Usually, they perform very well in situations where poise and smoothness are essential factors.

Emotional

Emotion is very difficult for High I's to contain. They do wear their “heart on their sleeve” and their face is very expressive of the emotions they are experiencing. This positive enthusiasm of the High I is very contagious and causes others to jump on whatever bandwagon the I is on.

After seeing the famous examples and the outstanding characteristics, the High I behavioral style should be beginning to develop clearly in your mind, The DISC language is based on observable behavior. By Opening your “behavioral eyes”, you will begin to notice the High I's around you.

Recognizing the High I

Understanding that the DISC language interprets HOW we act, behavioral observation has proven that the following attributes usually apply to the High I behavioral style. Employ these cues to assist in quick recognition of the High I.

Quick High I Observable Indicators

Observable Behavior: "How the High I's Act"

Other Important Behavioral Clues

Refer often to these cues until you have a clear picture of the pure High I style. Any one of these observable cues can instantly tell you that you are relating to a High I. You must invest time in learning the language in order to use it effectively.

Pure styles are being described in this section! The High I style is definitely affected by the intensity of the D, S, and C response. Effective language learning will give you the skill to recognize the effect of the other factors and adapt accordingly.

Value of the High I to the Team

1. Optimism and enthusiasm

The High I is a people person. They possess a great ability to motivate and get the team excited. When the going gets tough, the optimism and enthusiasm of the High I will keep the team together.

2. Creative problem solving

High I's possess a very creative mind and will, if allowed, be ingenious in their ability to come up with new, creative ideas and solutions to problems.

3. Motivates others towards goals

Leadership is the ability to move people toward a common goal. Although all four styles can do this, the High I motivates people through positive interaction and persuasion. The High I's ability causes others to want to work together as a team.

4. Positive sense of humor

The High I adds fun to the team and to the task. Studies have proven that productivity is increased as the team begins to have fun. The High I adds that natural fun, humorous element to the team.

5. Team player

Needing much person-to-person interaction, the High I is a very good team player. Working together means having fun while getting the job done.

6. Negotiates conflict

A natural mediator (not liking conflict), the High I can verbally persuade both sides to come to an agreement. Part of this is due to their ability to focus on the bright side of the issues. Also, if both factions know the High I mediator, both probably like him/her; people buy from people they like.

7. Verbalizes articulately

If there is a presentation to be made, an argument to be won, someone who needs to be persuaded into something that is good for all, send in the High I's. In these situations, they will paint an optimistic picture of the possibilities and have a greater chance of achieving the desired results, not to mention the fact that they will enjoy the opportunity of being energized by the chance to verbalize. However, make sure they have the necessary data.

The High I is a tremendous asset. Their warm, friendly, fun demeanor adds an optimistic hope to the team. When the hard times hit, as they always do, the High I can bring light to the dark night.

Based on the verbiage and descriptors given to this point, make a list of your associates who have a High I in their profile.

Ideal Environment for the High I

• Assignments with a high degree of contact with other people
• Tasks involving motivating groups and establishing a network of contacts
• Democratic supervisor with whom they can associate
• Freedom from control and detail
• Freedom of movement
• Multi-changing work tasks

Communicating with the High I

• Plan interaction that supports their dreams and intentions
  Don’t legislate or muffle
  
  
• Allow time for relating and socializing
  Don’t be curt, cold, or light-lipped
  
  
• Talk about people and their goals
  Don’t drive to facts, figures, and alternatives
  
  
• Focus on people and action items, put details in writing
  Don’t leave decisions up in the air
  
  
• Ask for their opinion
  Don’t be impersonal or task-oriented
  
  
• Provide ideas for implementing action
  Don’t waste time “dreaming”
  
  
• Use enough time to be stimulating, fun, and fast moving
  Don’t cut the meeting short or be too businesslike
  
  
• Provide testimonials from people they see as important or prominent
  Don’t talk down to them
  
  
• Offer special, immediate, and extra incentives for their willingness to take risks
  Don’t take too much time, get to action items
  

Motivation of the High I

• An environment free from control and data
• Popularity and social recognition
• Freedom of speech, people to talk to
• Favorable working conditions
• Group activities outside the job
• Identification with the team
• Public recognition of their ability
• Monetary rewards

Managing the High I

• Assist in setting realistic goals
• Work with on-time management
• Develop a friendship and make time for interaction daily
• Open door policy for High I to discuss any issues
• Train on Behavioral Styles to increase effectiveness of people interactions
• Station them in a people area where they can interact and get the job done
• Allow them freedom of movement, without control
• Set clear objectives of task to be accomplished
• Look for opportunities for them to utilize their verbal skills

Possible Limitations of the High I

The limitations listed for the High I are tendencies for the pure High I, which represents a very small percentage of the population. Each of these tendencies may be negated by the position of the D, S, and C factors and/or the beliefs of the individual. DISC is a NEUTRAL language.

• Oversell
• Act impulsively, heart over mind
• Trust people indiscriminately
• Be inattentive to detail
• Have difficulty planning and controlling time
• Overestimate their ability to motivate others or change behavior
• Under-instruct and over-delegate
• Tend to listen only situationally
• Overuse hand motions and facial expressions when talking
• Rely too heavily on verbal ability

The possible limitations of the High I are opportunities for training and growth. Managing is getting things done through people. The task, then, is to make the High I aware of his/her strengths and weaknesses and train him/her to cognitively make the correct value choices needed for everyone to win.

It is very important to note that the questions and results were provided by our partners at Target Training International, LTD (T.T.I.) and excerpts from the Universal Language Book DISC (authored by Bell J. Bonnstetter, Judy I. Suiter, & Randy J. Widrick).

As certified trainers for DISC, we must remind you that the information in this assessment, while most likely accurate, is not defining.

The value of understanding one’s self is just the beginning. Imagine being able to spot behavioral styles in others and know how to generate the best results. What a difference that could make in your annual sales!

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