OK, now we get to one of the most fun parts of the day. Now, we're going to learn how to communicate by email. Usually, when we do this at the conference, it's at the very end of the day. Most of our attendees are pretty tired.

We've discovered it's helpful for us to embody the role of D, I, S, and C, when we present each person's approach to email. What I'm going to do is I'm going to pretend to be a high D, in full high D mode, and I, and S, and C mode.

I'm going to walk you through the things to look for, that will clue you in that somebody is a D, I, S, or C when it comes to email. Yes, email is communication, just like face-to-face, and there are telltale signs when people send email that they're a D, I, S or C.

In fact, you can use the email treasure trove you already have on your hard drive right now to supplement the paying attention to people when you're in meetings with them. If you know somebody's DiSC profile, because they've taken the DiSC, this is easy enough.

Obviously our techniques today are about learning about other people that you don't necessarily know what their DiSC profile is. You can do the same thing with email. If you're studying somebody who's a peer of yours, or a boss of yours.

Or a direct of yours, or somebody else within the organization with whom you need to have a good relationship, you can say, "OK, when I go to meetings, I'm going to pay attention to their behavior, but in addition, I'm going to take a look at all the emails they've sent me in the last six months."

You probably only need 50 to 100 emails, which for most of us shouldn't take that long to find them. What you do is go through your email, copy 50 to 100 emails, put it in a special folder, name it for that person, and then just go quickly through and read those emails.

Very quickly, you'll start getting a sense of the thematic, the tone, and the behaviors in those emails very, very quickly. Each style, D, I, S, and C, has a different way of doing email. It's not perfect, but it's very helpful.

If you're getting a bit of a clue face-to-face, and then you start reading email and you see the same clue, that's again where your analysis and your gut are coming together, and you can take action based on that. What I'm going to do is I'm going to go through each of the four styles.

When I'm done going through each of the four styles, I'm going to give you a series of emails that you're going to have to read, and then you're going to have to send us an email in response, and you're going to have to tell us, "I believe this email was from a D, I, S, or C."

What specifically you read in the email that caused you to think that, and then at the bottom, your reply to the email in the tone of voice of D, I, S, or C for the recipient that you're responding to.

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