Justin Ayars Insights Profile - Motivating Director

Justin Ayars
03 June 2014
Foundation Chapter
Management Chapter

Justin Ayars
© The Insights Group Ltd, 1992-2014. All rights reserved. Page 2
Personal Details
Justin Ayars
Richmond Business Alliance
Date Completed: 03 June 2014
Date Printed: 04 June 2014

Justin Ayars
Insights Discovery and Insights Learning Systems were originated by Andi and Andy Lothian. Insights, Insights Discovery and the Insights Wheel are registered trademarks of The Insights Group Ltd.
Contents
Introduction............................................................................................................... 4
Overview .................................................................................................................. 5
Personal Style ................................................................................................................................ 5
Interacting with Others ................................................................................................................... 5
Decision Making ............................................................................................................................. 6
Key Strengths & Weaknesses.................................................................................. 7
Strengths ........................................................................................................................................ 7
Possible Weaknesses .................................................................................................................... 8
Value to the Team .................................................................................................... 9
Effective Communications...................................................................................... 10
Barriers to Effective Communication ...................................................................... 11
Possible Blind Spots............................................................................................... 12
Opposite Type ........................................................................................................ 13
Suggestions for Development ................................................................................ 15
Management .......................................................................................................... 16
Creating the Ideal Environment.................................................................................................... 16
Managing Justin ........................................................................................................................... 17
Motivating Justin........................................................................................................................... 18
Management Style ................................................................................................. 19
The Insights Discovery® 72 Type Wheel ............................................................... 20
The Insights Discovery® Colour Dynamics ............................................................ 21

Justin Ayars
Introduction
This Insights Discovery profile is based on Justin Ayars’s responses to the Insights Preference
Evaluator which was completed on 03 June 2014.
The origins of personality theory can be traced back to the fifth century BC, when Hippocrates
identified four distinct energies exhibited by different people. The Insights System is built around
the model of personality first identified by the Swiss psychologist Carl Gustav Jung. This model
was published in his 1921 work “Psychological Types” and developed in subsequent writings.
Jung’s work on personality and preferences has since been adopted as the seminal work in
understanding personality and has been the subject of study for thousands of researchers to the
present day.
Using Jung's typology, this Insights Discovery profile offers a framework for self-understanding
and development. Research suggests that a good understanding of self, both strengths and
weaknesses, enables individuals to develop effective strategies for interaction and can help them
to better respond to the demands of their environment.
Generated from several hundred thousand permutations of statements, this profile is unique. It
reports statements which your Evaluator responses indicate may apply to you. Modify or delete
any statement which does not apply, but only after checking with colleagues or friends to identify
whether the statement may be a “blind spot” for you.
Use this profile pro-actively. That is, identify the key areas in which you can develop and take
action. Share the important aspects with friends and colleagues. Ask for feedback from them on
areas which seem particularly relevant for you and develop an action plan for growth personally
and interpersonally.

Justin Ayars
Overview
These statements provide a broad understanding of Justin’s work style. Use this section to gain a
better understanding of his approaches to his activities, relationships and decisions.
Personal Style
Justin enjoys work that involves moving projects forward. Both for himself and others, fun,
relaxation and free time are scheduled and prioritised events. He can be quite inventive and
somewhat ruthless when something or someone is obstructing him. He is seen as a powerful
leader as he is able to think on his feet. To manage his tensions, he needs to be constantly in
control and get things done without wasting time. People with whom Justin works are aware of
his excellent organisational qualities and commercial aptitude.
Both alert and outspoken, Justin can see the fatal flaw in a proposal or position but will often
argue (and often enjoys arguing) on either side of an issue from a position of “devils advocate”.
He is usually less interested in new principles and theories than new projects and processes. At
his best, he is responsible, industrious, decisive and energetic. He likes to have control of most
situations and can speak out clearly and forcibly when he sees the need to do so. Gifted with
clarity of thought and articulation, Justin is an excellent communicator and presenter.
Justin is seen by others as pragmatic, dependable and able to get things done. He is aggressive,
competitive, ambitious and seeks to win. He feels more secure when he can control a situation
by ensuring other people conform to his thinking. In developing the success of his “vision” he
may unconsciously tend to compare himself with the success of others, disassociating himself
from the envy that this process may generate. At work he often makes significantly more starts
than finishes and he may need someone else to follow through with the details.
Hard work, busy schedules and merit-based remuneration are hallmarks of the way Justin
prefers to work. When he allows feelings to go ignored or unexpressed, he can eventually
overreact emotionally to difficult interpersonal challenges. With his keen analytical abilities and
good strategic thinking, Justin can almost always find the rationale for the things that he wants to
do. Justin is a pragmatic individual who can be as tough as the situation warrants. Details and
the deeper interpersonal skills are not his strong points as he is mainly interested in seeing the
possibilities beyond the present.
Tasks that involve practical day-to-day maintenance tend to frustrate him. He resists being
labelled by others and is engaged in a never-ending search for self-knowledge and self-identity.
Sociability, combined with a solid work ethic can result in the setting of high performance
standards in both himself and the others who work or interact with him. He focuses on truth,
accuracy and productivity, but this can be seen by others as a rather one-sided commitment to
his work. Justin likes working where he can achieve immediate, visible and tangible results.
Interacting with Others
Justin likes to be valued for his directness and strength in relationships. As he takes a rational
approach to life, he may be seen as tough, blunt, impatient and insensitive to the needs and
feelings of others. He may need to work at taking the feelings of others into account and to learn
to express his appreciation of others more readily. Justin is alert to changing situations and will

Justin Ayars
act quickly to get results, giving direction or instructions to others as he thinks is necessary.
Justin can turn his talents to many jobs, but finds more satisfaction from work that allows him to
use his creativity and interpersonal skills.
His communication style is honest, direct and to the point and he prefers others to be similarly
candid with him. He may sometimes present himself as an “expert”, fully knowledgeable on a
subject and eager to educate others about it. This can sometimes prove embarrassing when
challenged by a more qualified expert. Bringing enthusiasm and energy to most activities, he can
turn a dull managerial task into a game by using his persuasiveness and creativity to maintain
the interest and commitment of others. He might confess to being puzzled by others' perception
of him as rigid and intractable. This perception may result from his tendency to express his
independent views rather directly. Although Justin may protest about the pressure of attending
family events, it would seldom occur to him not to be present, as these occasions are important
to him.
Justin's work style is down-to-earth, assertive and persuasive. Being respected by his peers is of
greater importance to Justin than being liked. Very much a positive team player, he enjoys the
support of most people, although he may become too optimistic about what others will produce
and is let down occasionally as a consequence. His outgoing nature may lead him to misinterpret
the significance of some issues. Sometimes seen as blunt and forthright, he may tread on other
people's toes without knowing it.
Decision Making
Justin tends to be seen as strong, analytical and impersonal. Good at organising, decisive, quick,
logical and strong in reasoning power, he values truth in the form of fact, formula, method and
judgement. He enjoys the executive role and usually rises to challenges although he needs
someone around with enough common sense to bring up overlooked facts and take care of
important details. Owing to his desire to move on to the next challenge or toward the larger goal,
he often makes decisions too hastily. Impatient with what he may see as inefficiency and
incompetence, he can take tough decisions when the situation calls for it. He is a good, practical
judge of character, and tends to use intuition where both people and decisions are concerned.
Justin is seen by many as a natural leader and decision maker. Justin enjoys making decisions.
He likes to be in control of things and values efficient and effective decision making. He prefers
action to conversation and enjoys dealing with difficult situations the moment they arise. Justin's
many accomplishments are achieved mainly through determination and perseverance in
reaching or exceeding his high standards. With his enthusiasm and spontaneity, Justin brings a
refreshing approach to decision making.
He is more interested in the future consequences of his actions than in the present condition of
people or projects. Justin's tendency to think “out loud” enables others to follow his line of
thinking. In practising active and long-range thinking and planning, he is logical, analytical,
objectively critical and prefers to be convinced by reason. He likes to convert everything into
possibilities, ideas, plans and schemes and his initiative and imagination leads him to start many
new projects which he may not always complete. Justin is self-reliant and is not frightened to
take “the path of maximum resistance” in his efforts to produce the best results.
Personal Notes

Justin Ayars
Key Strengths & Weaknesses
Strengths
This section identifies the key strengths which Justin brings to the organisation. Justin has
abilities, skills and attributes in other areas, but the statements below are likely to be some of the
fundamental gifts he has to offer.
Justin’s key strengths:
● Has a well developed sense of urgency.
● Sees innovation as a necessity.
● Enjoys a challenge.
● Assertive, strong communicator who thinks on his feet.
● Will look for the good in people and events.
● Ability to communicate his vision to others.
● Dynamic negotiator.
● Outgoing and direct.
● Resourceful.
● Boundless energy, capable of adopting a number of roles simultaneously.
Personal Notes

Justin Ayars
Key Strengths & Weaknesses
Possible Weaknesses
Jung said “wisdom accepts that all things have two sides”. It has also been said that a weakness
is simply an overused strength. Justin's responses to the Evaluator have suggested these areas
as possible weaknesses.
Justin’s possible weaknesses:
● Should avoid china shops.
● May not dot all the “i”s and cross all the “t”s.
● Dislikes and avoids routine tasks.
● “Tells” rather than “asks”.
● Dislikes and rebuts personal criticism.
● Doesn't always consider the fuller implications of his actions.
● May ignore the practicalities.
● Gets so involved may ignore his own and others needs.
● His need for variety may leave some tasks incomplete.
● Fears dropping his guard.
Personal Notes

Justin Ayars
Value to the Team
Each person brings a unique set of gifts, attributes and expectations to the environment in which
they operate. Add to this list any other experiences, skills or other attributes which Justin brings,
and make the most important items on the list available to other team members.
As a team member, Justin:
● Keeps others on track.
● Is opportunistic, original, spontaneous and versatile.
● Breaks down barriers to completion.
● Will show loyalty and directness to other team members.
● Contributes vigorously and enthusiastically.
● Can perform several roles at once.
● Encourages others to compete.
● Demonstrates leadership and involvement.
● Is a creative problem-solver.
● Can focus equally upon “task” and “process”.
Personal Notes

Justin Ayars
Communication
Effective Communications
Communication can only be effective if it is received and understood by the recipient. For each
person certain communication strategies are more effective than others. This section identifies
some of the key strategies which will lead to effective communication with Justin. Identify the
most important statements and make them available to colleagues.
Strategies for communicating with Justin:
● Be sure he sees evidence of your support.
● Present an overview of the essence of the important facts.
● Keep up with his pace.
● Seek his opinions and ideas before imposing yours.
● Allow him time to consider all the information.
● Provide incentives and encouragement.
● Be realistic while offering possibilities and solutions.
● Match his pace in presenting to him.
● Be straightforward, fast, efficient and to the point.
● Bring proof and evidence of performance.
● Let him decide on the way forward.
● Allow him to review the agenda.
Personal Notes

Justin Ayars
Communication
Barriers to Effective Communication
Certain strategies will be less effective when communicating with Justin. Some of the things to be
avoided are listed below. This information can be used to develop powerful, effective and
mutually acceptable communication strategies.
When communicating with Justin, DO NOT:
● Show disagreement with or disrespect for his principles.
● Be vague or imprecise.
● Speak too slowly or hesitantly.
● Try to hoodwink or mislead.
● Bore him with the routine or details.
● Underestimate his abilities to decide for himself.
● Tell him what to do or how to do it.
● Undermine his authority.
● Be dull, dour or redundant.
● Procrastinate, prevaricate or interrupt him.
● Try to manipulate him towards your viewpoint.
● Appear timid or ineffective.
Personal Notes

Justin Ayars
Possible Blind Spots
Our perceptions of self may be different to the perceptions others have of us. We project who we
are onto the outside world through our “persona” and are not always aware of the effect our less
conscious behaviours have on others. These less conscious behaviours are termed “Blind
Spots”. Highlight the important statements in this section of which you are unaware and test them
for validity by asking for feedback from friends or colleagues.
Justin’s possible Blind Spots:
Justin needs to work toward making commitments to fewer projects so he completes more of the
ones he begins. As a logical and impersonal analyst, he doesn't always consider the impact of
his decisions on others. As a forthright, results oriented individual, he will challenge authority,
take risks, overstep boundaries and act without reference.
He may exert pressure on others to do the “right thing” from a moral standpoint - but the “right
thing” comes from his perception. He may appear aggressive and too strong willed at times. He
has a short fuse and when pushed may become loud, rigid and domineering, bringing a high
level of stress to the team or his peers. He may rely on personal forcefulness and, if necessary,
intimidation to achieve his aims. He may not wish to hear the objections of others because, to
him, his own position usually seems unquestionable.
He may have to give up some of the control he constantly seeks and, rather than seeing things
only in black and white, learn to see the grey areas in life and become more adaptable. He tends
to dismiss views of others which differ widely from his own. Attempting to be more flexible and
open-minded will help prevent Justin from becoming too rigid. While appreciative of good work,
critical glances may reveal Justin's impatience with errors or poorer quality output. His preference
for living in the moment and adopting an “emergency” style of responding to crises can generate
a rather chaotic environment for others around him.
Personal Notes

Justin Ayars
Opposite Type
The description in this section is based on Justin's opposite type on the Insights Wheel. Often,
we have most difficulty understanding and interacting with those whose preferences are different
to our own. Recognising these characteristics can help in developing strategies for personal
growth and enhanced interpersonal effectiveness.
Recognising your Opposite Type:
Justin’s opposite Insights type is the Supporter, Jung’s “Introverted Feeling” type.
Supporters are affable, amiable, steady, loyal individuals who get on well with others. They build
a close relationship with a small group of associates in the work environment. Justin will see the
Supporter’s efforts being directed at retaining the familiar and predictable. Supporters look for
constant appreciation from others and may be slow to adapt to change. They will often go the
“extra mile” to help someone they consider as a friend.
Justin may suspect the Supporter requires assistance in eliminating the old and embracing the
new. Supporters are cautious, conventional, diplomatic and sincere and may avoid decision
making until many of the facts and details are available to them. The Supporter is intent on
maintaining a low profile. In order to perform well, the Supporter needs specific and detailed
instructions before starting a job.
Justin will experience frustration when the Supporter, if challenged, becomes stubborn and
defiant. Supporters are easy going and low key people and like to feel needed and significant in
other peoples’ lives. Even if a mistake has been made by someone else the Supporter may
spend a lot of time sympathising and attempting to diffuse responsibility. Disagreements or
opposing views can be stressful to Supporters. If the conflict in the workplace becomes too great
they may become restless and uneasy, often withdrawing to avoid further conflict.
Personal Notes

Justin Ayars
Opposite Type
Communication with Justin's Opposite Type
Written specifically for Justin, this section suggests some strategies he could use for effective
interaction with someone who is his opposite type on the Insights Wheel.
Justin Ayars: How you can meet the needs of your Opposite Type:
● Praise his contribution before finding fault.
● Appreciate his ability to amass a wide range of information.
● Deal with “here and now” projects.
● Take the time to get to know him well.
● Allow him to explain the logic behind his views.
● Deal with him privately and on a one-to-one basis when appropriate.
Justin Ayars: When dealing with your opposite type DO NOT:
● Assume that because you have “told it like it is”, this will make the slightest difference to the
way that he does things.
● Implement change for change's sake.
● Substitute rhetoric for accuracy.
● Delegate tasks without reasonable and sufficient explanation.
● Assume his pauses imply lack of interest.
● Question his loyalties or genuine interest.
Personal Notes

Justin Ayars
Suggestions for Development
Insights Discovery does not offer direct measures of skill, intelligence, education or training.
However, listed below are some suggestions for Justin’s development. Identify the most
important areas which have not yet been addressed. These can then be incorporated into a
personal development plan.
Justin may benefit from:
● Making a special effort to show appreciation and to acknowledge others contributions.
● Reflecting on just how considerate some others think he is.
● Appearing more sensitive to others feelings.
● Accepting rather than rejecting negative feedback.
● Reducing the level of activities in his life.
● Trying to finish one thing completely before moving to the next.
● Controlling his occasional moments of anger.
● Experiencing from the past and focusing on the present.
● Avoiding driving others as hard as he drives himself.
● Reflecting for a moment before responding.
Personal Notes

Justin Ayars
Management
Creating the Ideal Environment
People are generally most effective when provided with an environment which suits their
preferences and style. It can be uncomfortable to work in an environment which does not. This
section should be used to ensure a close match between Justin’s ideal environment and his
current one and to identify any possible frustrations.
Justin’s Ideal Environment is one in which:
● There is ample opportunity to express ideas.
● Ideas can be practically applied.
● There is little “traffic” or social interaction.
● There are clearly defined objectives.
● No one stands on ceremony.
● His organisational skills are used to the full.
● He is able to constantly develop and extend his skills.
● Direct and forthright communication is welcomed.
● Rules and regulations have not yet been invented!
● Activities, variety and change are constantly taking place.
Personal Notes

Justin Ayars
Management
Managing Justin
This section identifies some of the most important strategies in managing Justin. Some of these
needs can be met by Justin himself and some may be met by his colleagues or management. Go
through this list to identify the most important current needs, and use it to build a personal
management plan.
Justin needs:
● People he can call on for support where necessary.
● Several projects on the go simultaneously.
● Objective, direct and honest feedback - stand well back!
● The ability to define at least some of the rules.
● To control the pace and deadlines.
● To be noticed.
● To be reminded of what he has not yet done.
● To be allowed to set limits to aid self protection.
● Compliments on his appearance, grooming and “style”.
● To be brought down to earth every now and again.
Personal Notes

Justin Ayars
Management
Motivating Justin
It has often been said that it is not possible to motivate anyone - only to provide the environment
in which they will motivate themselves. Here are some suggestions which can help to provide
motivation for Justin. With his agreement, build the most important ones into his Performance
Management System and Key Result Areas for maximum motivation.
Justin is motivated by:
● Setting stretching goals for himself and others to achieve.
● Flattery, praise, popularity and visibility.
● Merit based remuneration - reward through success.
● Regular breaks from routine.
● Participation in lively arguments, debate and discussions.
● Being consulted, and having his views implemented.
● The possibility of winning against the odds.
● A relentless drive to competency and effectiveness.
● Seeing the results of his efforts.
● Status, influence and prestige.
Personal Notes

Justin Ayars
Management Style
There are many different approaches to management, most of which have different situational
applications. This section identifies Justin’s natural management approach and offers clues to his
management style, highlighting both gifts and possible hindrances that can be further explored.
In managing others, Justin may tend to:
● Appear to project the blame onto others when things go wrong.
● Prompt people who naturally work at a slower pace.
● Place responsibility elsewhere if failure occurs.
● Confront people who are not pulling their weight.
● Become very defensive if his competence is questioned.
● Expect others to work as hard as he does.
● Take on too much and over extend himself.
● Get frustrated with those who do not share or cannot see his vision.
● Delegate administration and concentrate on outcomes.
● Seek to boost team performance through exceptional personal input.
Personal Notes

Justin Ayars
The Insights Discovery® 72 Type Wheel
Conscious Wheel Position
43: Motivating Director (Accommodating)
Less Conscious Wheel Position
3: Motivating Director (Focused)

Justin Ayars
The Insights Discovery® Colour Dynamics
Persona (Conscious) Preference Flow Persona (Less Conscious)
6
3
0
BLUE GREEN YELLOW RED
3.20 2.00 4.60 4.64
53% 33% 77% 77%
100
50
0
50
100
51.0%
6
3
0
BLUE GREEN YELLOW RED
1.40 1.36 2.80 4.00
23% 23% 47% 67%
Conscious
Less Conscious

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Justin Ayars Insights Profile - Motivating Director

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