Practical EQ for Speakers

Practical Emotional Intelligence
for Professional Speakers
Chris Golis MA MBA FAICD FIML
PSA (NSW) Meeting 18 October 2018
Australia’s practical emotional intelligence expert
cgolis@emotionalintelligencecourse.com

cgolisau@gmail.com
Self-controlled, rational, follows rules,
steady

Materialistic, shrewd, financially astute,
hard-headed realist
2
PEQAS instructions:
1. For each pair quickly select one group or the
other best describes your personal style.
PEQAS
Practical EQ Assessment Questionnaire
2. Count the number of ‘1’s, ‘2’s, etc and then
plot the graph. (Total should = 21)

cgolisau@gmail.com
Humm Profile Toby
0
1
2
3
4
5
6
7
1 2 3 4 5 6 7
Component
Level
Two peaks
Two troughs

cgolis@emotionalintelligencecourse.com 0418-222219
4
Agenda
 Define EQ
 The 7MTF/Humm technology
 The Big 5
 Empathy
 My EQ & Speaker Journey
 Practical EQ for Speakers

What is Emotional Intelligence?
 1990 Peter Salovey and
John D. Mayer proposed EQ
is like IQ
 The ability to Recognise,
Understand, Label, Express
and Regulate Emotions
 RULER
 Inborn talent vs learned
skill?
5

6
Goleman publishes EQ in 1995
1. Self Awareness
2. Self Management
3. Social Awareness or
Empathy
4. Social Skills or Relationship
management
No model of core emotions!?

7
cgolisau@gmail.com
What is Emotional Intelligence?
Self
Understanding
Ψ test
Self
Influencing
Mindfulness
Others
Understanding
Empathy
Others
Influencing
Social Skills
Self
Others
Understanding Influencing

8
Why is EQ important?
 Walter Mischel
 Bing Nursery School @ Stanford
 653 four-year olds
 10% could hold back
 Later in life these 10% were significantly more
successful
New Yorker 18 May 2009 Don’t: The secret of self control

Theory of Basic Emotions
 Triune Brain: Reptile, Limbic and Mammalian Cortex
 Paul Ekman: Microexpressions – Lie to Me
 7 Core Emotions
9+Contempt & Surprise

Theory of Constructed Emotions
 Basic Emotion model is rubbish
 Lisa Feldman Barrett
 2017 How Emotions are Made:
The Secret Life of the Brain
 We are not born with basic
emotion fingerprints
 Brain is a statistical analyser
and constructs concepts
 Emotions are constructed
concepts
 200 papers; $20m+ grant
funding cgolisau@gmail.com 0418-222219
10

Goleman’s Emotional Intelligence
P290: Appendix A Final Paragraph
11

People drive performance,
emotions drive people,
temperament drives emotions
 Luck & memory very important
 Kings College, London study of 11,117
twins
 58% of exam success due to genes
 29% due to teachers & schools
 Nature 2x nurture
 Temperament = genetic emotional bias
12

cgolisau@gmail.com 0418-222219
13
The 7 core emotions
 1920 Rosanoff: What drives our core emotions?
 “We are all slightly mad”
 There are only 4 mental illnesses
 1935 Humm & Wadsworth 7 components
 1993 Empathy Selling: The new names
 2016 7MTF: More new names & mental illnesses

#1414
Mover/Socialiser
 Desire to communicate
 Mania
 Extrovert
 Active and dynamic
 Cheerful and enthusiastic
 Either black or white
 Fluctuations in mood
 Multi-taskers
M = introverted, self-sufficient & independent

15
Doublechecker
 Desire for security
 Depression
 Agreeable
 Cautious, double checkers
 Apprehensive and nervous
 Compassionate and
sympathetic
 Pessimistic and critical
 Low energy output but can
show D drive
D = High resilience, calm, composed, impulsive

16
Artists
 Desire to create
 Autism
 Sensitive & inquisitive
 Inarticulate, aloof and reserved
 Stubborn and single-minded
 Good visual imaginations
 Individualistic: beat to a
different drum
 A = down-to-earth, reliable, frank & outspoken

17
Politicians
 Desire to win
 Paranoia
 Drivers & strivers
 Competitive and assertive
 Persistant & tenacious
 Defend fixed ideas skillfully
 Suspicious
 P = likable, relaxed, balanced

18
Engineer
 Desire to complete projects
 Obsessive Compulsive Disorder
 Conscientious
 Painstaking planners, read everything
 Practical and objective
 Dedicated enthusiasm
 Hands-on operators
E = Jump in, erratic, slipshod

19
Hustler/GoGetter
 Desire for material success
 Psychopathy
 Empathetic & Charming
 Astute, good financial acumen
 Love of gambling and excitement
 Winners and losers
 Opportunistic
 Self-interest: WIIFM
 Egocentric
H humble, honest, naive, gullible

20
Normal/Regulator
 Desire for order
 1/Neuroticism
 Co-operative and law abiding
 Mature and self-controlled
 Consistent and rational (boring?)
 Self reliant and confident
 Unemotional (cold fish?)
N = Adaptable, rule breaker, carpe diem, over-emotional

21
Normal/Regulator
 Normal is comparable to
Freud’s superego:
conscience, rules & standards
 As your age increases, your
Normal increases
 The Normal is soluble;
In vino veritas

22
Humm Distribution
40%
14%
56%
52%
44%
39%
57%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
N H M D A P E
%ofpopulationhavingdominantcomponent
Component
Dominant Humm Component Distribution
Sample size = 65,508 people

23
The Big 5
 O = Openness to creativity
 C = Conscientiousness
 E = Extraversion
 A = Agreeableness
 N = Neuroticism (lack self-control)
Where is the dark triad? Corporate
psychopath
Where is the Type ‘A’? Corporate bully
23

24
The Big 5 & The Humm
 O = Artist
 C = Engineer
 E = Mover
 A = Doublechecker
 N =  Normal
Corporate psychopath = Hustler & N
Corporate bully = Politician & N
24

Social Awareness/Empathy
 Cognitive empathy (conscious)
 Emotional empathy (unconscious)
 Empathic concern
25

26
Social Awareness -
TOPDOG
 Talk
 Organisation
 Position
 Dress
 Office (or Home or Car)
 Gambit

27
Mover/Socialiser
• Talk - Friendly, jokey
• Organisation - Retailers
• Position - Front counter
• Dress - Casual, bright colours
• Office - Messy
• Gambit - late but friendly

28
Doublechecker
• Talk - hypochondriacs
• Organisation - Public service
• Position - Administrator
• Dress - Conservative, brown
cardigans
• Office - Magpies, photos of
family or company
• Gambit - Punctual and friendly

29
Artist
• Talk - Inarticulate
• Organisation - Creative
• Position - Design
• Dress - Oddball
• Office - Tasteful
• Gambit - Punctual but formal

30
Politician
• Talk - I-I-I
• Organisation - Big
• Position - Manager
• Dress - Power
• Office - Big, degrees on wall
• Gambit - Late but formal

31
Engineer
• Talk - Monotonic
• Organisation - Builders and
developers
• Position - Consultants
• Dress - Pens in pocket
• Office - Whiteboard, full
bookshelves
• Gambit - Punctual (?) and
friendly

32
Hustler/GoGetter
• Talk - Money, name dropper
• Organisation - Wholesalers
• Position - Brokers and agents
• Dress - Flashy
• Office – Showy and glitszy
• Gambit - Punctual and friendly

33
Normal/Regulator
 Talk - Logical, rational
 Organisation - Professional
 Position - Accountant/CoSec
 Dress - Conservative pinstripes
 Office - Neat and tidy
 Gambit - Punctual and formal

My EQ Journey: 1973
Defining moment:
Charles Handy with
the key to business
success
Turned down job offer
from McKinsey
Became a salesman
after emigrating to
Australia
35

1989:
The First Book Sale
cgolisau@gmail.com

1991: 2nd Book Sale
37

1995 The $ or The Book
38
$20 million

June 2007: 3rd Career
 Decide not to be an NED
 Join NSAA (Yvonne Adele)
 3 blogs a month
 Tweet/LinkedIn
 Website (free white papers)
 Squarespace -> Wordpress
 Mailchimp newsletter every month
cgolis@emotionalintelliegencecourse.com
39

Leanne Christie
 2014
 Amcham Breakfast
 Gross $750K
 U keep 80%
 200 gigs/year
 175 outside Sydney
40

Successful Speakers
Sam Cawthorn
56 gigs in 1 month
Ian Stephens
167 gigs/year for 21yrs

Successful Speakers #2
42
Jenny Cartwright Dr Neryl East CSP

Professional Speaker Profile
43

cgolisau@emotionalintelligencecourse.com 0418-222219
44
Ipsative vs. Normative
Ipsative vs. Normative
0
1
2
3
4
5
6
7
N H M D A P E

cgolisau@emotionalintelligencecourse.com 0418-222219
45
You can’t change your personality but you can
change your behaviour
Align your work with your temperament
Source: Me, Myself, and Us: The Science of Personality
and the Art of Well-Being by Brian R. Little

Summing Up
 Defined EQ
 Temperament > Emotions
 Practical & Scientifically Valid Methodology
 Introduced 7MTF/Humm Wadsworth
 Identified the ideal EQ for a Pro. Speaker
 My journey from failed speaker to coach
 Thank you & any ?
cgolis@emotionalintelliegencecourse.com
46

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