On March 18, I did something that I absolutely love doing. I delivered a 90-minute presentation to the top 300 annuity producers for American Express Financial Advisors. My topic was one you already know about, “How to Master the Art of Reading People.” Essentially, I taught the AmEx advisors how to read their prospects. To prove how well this works, I had several people stand up and I simply read them for the audience.

One of my favorite things to teach is how to recognize internal conflict in a person. It’s easy to see. Just look into the face and find evidence of personality types that are “natural adversaries.” They can really clash. It works like this: you look into a person’s face. When you see evidence of either pair, you know the person has experienced a lifetime of internal conflict.

First example, the Driver is the adversary of the Expressive. A person who is both Driver and Expressive tears himself in half as he fights to do conflicting things simultaneously: live free while demanding control. Now, that’s a drive-by waiting to happen!

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