This presentation goes along with the 5th mentoring call held on May 12, 2010

1. TAPPING INTO THETAPPING INTO THE
HIDDEN POWER OFHIDDEN POWER OF
YOUR DPMYOUR DPM
A CONNELLY/YEATTS COACHING FORA CONNELLY/YEATTS COACHING FOR
PERFORMANCE PROGRAMPERFORMANCE PROGRAM

2. In this session we will:In this session we will:
Discuss one of theDiscuss one of the GREAT SECRETSGREAT SECRETS toto
CREATINGCREATING andand SUSTAININGSUSTAINING personal andpersonal and
professionalprofessional SUCCESSSUCCESS

3. Meet Susie.Meet Susie.
Susie is a salesperson.Susie is a salesperson.

4. One day, Susie discovered thatOne day, Susie discovered that
is ais a MEANSMEANSMONEYMONEY

5. And being a is anAnd being a is an
END!END!
SUPERMOMSUPERMOM

6. In other wordsIn other words
she discovered hershe discovered her
DPMDPM

7. DPMDPM
==
DOMINANTDOMINANT
PERFORMANCEPERFORMANCE
MOTIVEMOTIVE

8. DPM is theDPM is the
for our actionsfor our actions
EMOTIONAL REASONEMOTIONAL REASON

9. One of the greatest challenges inOne of the greatest challenges in
the workplace today:the workplace today:
Employees’ motivations are shifting,Employees’ motivations are shifting,
and employers must figure out:and employers must figure out:
WHAT MAKES PEOPLE WANT TO WORK?WHAT MAKES PEOPLE WANT TO WORK?

10. Many people like Susie are struggling toMany people like Susie are struggling to
define what they want out of life…define what they want out of life…
And WHY.And WHY.

12.  It means to theIt means to the
emotional reason you want toemotional reason you want to
perform or succeed.perform or succeed.
RECOGNIZRECOGNIZE

13. EXAMPLEEXAMPLE
 People commonly make buyingPeople commonly make buying
decisions based on the followingdecisions based on the following
motivations:motivations:
• SECURITYSECURITY
• PRESTIGEPRESTIGE
• SIGNIFICANCESIGNIFICANCE
• HEALTHHEALTH

14. Tapping into your DPM meansTapping into your DPM means
that 3rd-level desire tothat 3rd-level desire to
inspire yourself to take action.inspire yourself to take action.
USINGUSING
We refer to DPM as a 3We refer to DPM as a 3rdrd
-level-level
reason we do something.reason we do something.

15. RECOMMENDATIONRECOMMENDATION
Surround yourself with reminders ofSurround yourself with reminders of
what you really desire. Let yourwhat you really desire. Let your
environment reflect your DPM.environment reflect your DPM.
Example: VISION BOARDExample: VISION BOARD

16. HOW DO YOU DISCOVERHOW DO YOU DISCOVER
YOUR DPM?YOUR DPM?
YOU HAVE TO ASK THE RIGHTYOU HAVE TO ASK THE RIGHT
QUESTIONS:QUESTIONS:
 11stst
-Level Questions:-Level Questions:
 22ndnd
-Level Questions:-Level Questions:
 33rdrd
-Level Questions:-Level Questions:
FACTS
FACTS +
FEELINGS
EMOTIONAL
DESIRE
(DPM)

17. WHAT IS THE GREATESTWHAT IS THE GREATEST
BENEFIT OF TAPPING INTOBENEFIT OF TAPPING INTO
YOUR DPM?YOUR DPM?
EngagementEngagement
EnergyEnergy
SatisfactionSatisfaction

18. CONNELLY/YEATTSCONNELLY/YEATTS
COACHING FORCOACHING FOR
PERFORMANCEPERFORMANCE
20102010