How to determine your personal motivational style (DISC)
The answer lies in your personal DISC profile - Dominant (D), Influencing (I), Steadiness (S), and Compliance (C).
When paired with high levels of emotional intelligence, Salespeople experience rapid levels of personal and professional growth.
In this interview with Dave Nguyen and Phuong Phan on "3 Quirks & A Turk" radio, Nicole O'Sullivan shares how your DISC profile and Emotional Intelligence determine your level of success.
Nicole O'Sullivan: Hi, guys. How are we?
Dave Nguyen: Awesome, awesome. It's Friday. What can I say?
Nicole O'Sullivan: Happy Friday. Yoo-hoo!
Dave Nguyen: Yes, yes, it's a long weekend too. It's June.
Nicole O'Sullivan: Do you have a long weekend? Yeah, exactly.
Dave Nguyen: Exciting start. Are you in Sydney, Nicole?
Nicole O'Sullivan: I'm in Melbourne.
Dave Nguyen: For you know, we don't talk to a Melbourne people.
Phuong Phan: A big shout out to Daniel because it was Daniel Tolson who has been on our show. And he highly referred Nicole to us so.
Nicole O'Sullivan: Thanks, Daniel.
Dave Nguyen: Danielson, thank you, my man. Thank you. Daniel is a man of many talents.
Phuong Phan: Yeah.
Dave Nguyen: Especially in the marketing space. So what's happening in your world, Nicole? What's, a lot of things have been happening, what's Melbourne look like?
Nicole O'Sullivan: Lots of things have been happening. I feel like can we believe that we've been kind of locked down for a few months? It's kind of been a bit of a blur, hasn't it?
Dave Nguyen: Yeah.
Nicole O'Sullivan: But um, yeah, look, it's been good. I've just started my business venture. So it's almost been a year since I left the flights in the world or the travel world and went off and started my own business consulting business. So, I was in the USA when all this COVID happened to. So, I had to pack up quickly and come back before I got the door shut on me.
Phuong Phan: You stay there on holidays, Nicole, or you were working over there?
Nicole O'Sullivan: I was working over there, I had a client, I have some clients in the USA that I was helping with. And, yeah, I wake up one morning with all these messages saying you better book your flight back home or you're not gonna get home.
Dave Nguyen: Pack your bag and hit the road, Nicole.
Nicole O'Sullivan: Hit the road. So yeah, I guess everything pre-COVID was going smooth. And I was getting some traction with some clients, especially in the USA. And then now I'm sort of a little bit more focused on the person within teams like our business leaders, things like that, where they can start to help their emotional intelligence growing at the moment.
Dave Nguyen: Yeah.
Nicole O'Sullivan: So that they can, when they have their teams back up and running, that they can connect with their people and customers a lot more on a deeper level. So that's kind of what I'm focused on right now.
Dave Nguyen: Yeah.
Phuong Phan: We speak with, okay, we're going to have the markets come back. The market official will come back and we, I know we're being positive here but you, you know, when you haven't worked and you're demotivated, how do you get back on the wagon? Like, how do you get motivated again?
Nicole O'Sullivan: Oh, true? It's a good question because I guess right now we've all been sitting back and you know, Friday's, Friday because it feels like a blurred day. But I guess what happens is is that you know, leaders right now are having to be in tune with their people on a so much more of a deeper level. And what does motivate your people? What inspires them? And are we collaborating with them? To a point where you know, you don't just make the rules, all right, come back to work, it's about what's going to work for them. How they're going to get the best potential out of their people. And this is where this diving into that emotional intelligence if you can understand yourself, and then you can start to understand your people, and how you're going to combine that with you know, their DISC behavioral styles as well so that they can then come back to work and start to become productive people.
Dave Nguyen: Yeah.
Phuong Phan: You know yourself, though, that relies on doing this personality test. So you mentioned DISC?
Nicole O'Sullivan: Yes, a DISC is a behavioral style. So DISC is around, you know why, for example, why do I behave that way and why do I get cross when Jenny for down the road does that, you know, every morning. Why am I getting, why is it bothering me? So it's like that understanding yourself and your behavioral style and others around you, but then you combine that with your emotional intelligence where, you know, you can then start to understand why you are feeling that way.
Phuong Phan: Dave, have you done it first?
Dave Nguyen: So I've done it years ago, but before we go in, so the date is Friday, you know, me, I want to slowly get into the strategy side kind of things, you know, but let's just kind of like, tiptoe into a little bit. My thoughts it’s that you know, a lot of people are thinking, travel, travel. You've been in history for 13 years. What's your take on travel at the moment, do you think that we will get to travel soon, national, international? I mean, you've been in the industry for 13 years. What's your thoughts on that, Nicole?
Nicole O'Sullivan: Well, look, you know, I mean, this is probably the biggest extreme of any change in the travel industry that I've ever seen or experienced. I mean, I've been through 9/11. I've been through SARS, I've been through all these different things that have happened in the, you know, Zika virus when I lived in America and all these things, and, and I think that this one is the biggest impact because it's impacted the world and it's a global pandemic, you know, but I guess travel is not going to be extinct. It's always going to be there. And I think right now, especially from Australia's perspective, I think they'll be very cautious about what they do now. First things first, is they'll be domestic travel like that.
Dave Nguyen: Yeah.
Nicole O'Sullivan: They're going to open the borders up, they're going to start slowly. And as, Australia, I mean, I'm one of those people, I have been very fortunate of the places I've been able to travel to but the thing that I did before I started traveling internationally would see my own country.
Dave Nguyen: Yeah.
Nicole O'Sullivan: and with the most stunning country. And this is going to be an opportunity where tourism in Australia is going to boom because we've got to have the opportunity to be, we all want to travel the world itching to get on a plane.
Dave Nguyen: Yeah.
Nicole O'Sullivan: I know, I'm personally itching, like I just cannot wait.
Dave Nguyen: Yeah.
Nicole O'Sullivan: That's gonna be, that's gonna be exciting for Australia and tourism because you know, we mostly rely heavily on international.
Dave Nguyen: All right.
Nicole O'Sullivan: But I think if we do think about it. How many of us have actually can hand on heart say, I've been to all parts of Australia?
Dave Nguyen: Yeah.
Nicole O'Sullivan: And to travel the world. So this is gonna be exciting for all these, I think.
Dave Nguyen: It's exciting, though, isn't that like you've been involved in the travel industry, you've probably been around the world and back so many times. Phuong and I will probably be so jealous of some of your stories that you can share with us as well you know, and now and now you're focused on the more the serious side of the business, consulting, and strategy. And Phuong mentioned before DISC, a lot of people think have I broken my DISC, my DISC what kind of my DISC? What does this stand for? Yeah, so far the consulting side of it?
Nicole O'Sullivan: Absolutely. So if you can think of a quadrant, it's four boxes and DISC stands for, D, is for dominant, our dominant traits, so how we're bold and determined and driven. The I is for influencing. So it's how we're outgoing, enthusiastic, and inspiring. S is steadiness. So, how we are tactful, even-tempered, supportive, you know, that sort of thing, very accommodating, and C, is conscientious. So it's that attention to detail, the analytical side of things. So, just to give you an idea, generally, we are 1, 2, 3. We are all styles, but we're dominant in certain quadrants.
Dave Nguyen: Okay.
Nicole O'Sullivan: So, um, you know, well, understanding what where you fall is then understanding then how you behave, but then how you can react to others and understand and identify, oh, well, they're in that quadrant potentially. That's their dominant style and so now I can understand that that's just how they communicate and that's just how they behave. It's not personal, it's just something that I can do to now be aware that that's how they are and we all, we all have that, that style so,
Dave Nguyen: So, is that something that you use a lot with your clients before you go into the consulting side of things?
Nicole O'Sullivan: Hundred percent. Like I know when I was an agent as well like, I got taught DISC a lot like probably in the first stages of my career and I still remember it like it was yesterday and, and it helped me a lot. And I guess I just focused on it so much because I was so intrigued about it. But you know, for example, like I'm a steadiness person, that's my dominant trait. And so when I have a dominant trait come in, for example, let me give you an example of a customer with the dominant trait.
Dave Nguyen: Yeah.
Nicole O'Sullivan: Come in and I'd say, go, I need these slots. And I'd go, okay, okay, like me being your steadiness and I'm like. And I'd say, I need this by five o'clock and I, you know, anytime past five o'clock, I need this process. And you can go okay. So once I was able to understand myself and know that they weren't attacking me, it's just how they communicated. Then I could just respond and mimic that way that they could feel that I was being attentive to their style.
Dave Nguyen: Okay.
Nicole O'Sullivan: So it helps in sales dramatically when you can identify you, but then identify your customer or identify people on your team so that you can communicate effectively.
Dave Nguyen: So, so, how would you apply the, let's say that Phuong and I, we're gonna walk into your consultancy business right now, what this number you think Phuong and I would be?
Nicole O'Sullivan: Well, inspiring, influential people. I mean, you know.
Dave Nguyen: Oh, please. You're embarrassed now.
Phuong Phan: Where is the peacock by the way?
Dave Nguyen: I'm a peacock. Yeah.
Phuong Phan: Dave has the eagle, did you have the eagle eye, Dave?
Dave Nguyen: Yeah.
Nicole O'Sullivan: Yep, absolutely. And that's why and that's the name of my business. That's why I call it Bird's Eye View because it was gonna have the eagle, the peacock, the dove, and the owl. So that's why I love that theory.
Dave Nguyen: Did you say there's an owl in your animal kingdom, is there an owl? So, what an owl looks like because I would assume owl would be someone who’ll be very making more and always sleeping on a job would that be right?
Nicole O'Sullivan: No, owls are so. If you think of them as an animal, they're like super focused and they're like attentive to detail you know before they're gonna take off a flight and get that mouse they're gonna like analyze the situation and make sure that you know. Owls are very spreadsheet people you know, love a spreadsheet, love to be very organized you know.
Phuong Phan: You can be, you can be a bit of dominant, a bit of I, a bit of S, a bit of I of the areas right?
Nicole O'Sullivan: Yeah, you sure can.
Phuong Phan: You should be more dominant in one area.
Nicole O'Sullivan: Exactly. And we normally have like what we call our natural style. So that's who we are in our homes and normally, and then you have your adaptive style. So whatever environment that you're in, sometimes you have to adjust your style depending on what business you are in. So I remember when I first did my DISC, I was very high I. And so you know, I'd be very loud and I'd walk into a room of like, hey, you know. But then when I became a leader, I, that switch so it, depending on the job, it lowered my I, and pushed on my S, right? So because I became more of a leader that was very much about the team and about, you know, thinking about others, and put everyone before myself like, that's how I was as a leader.
Dave Nguyen: Okay.
Nicole O'Sullivan: And I think that that did change in the job type, the job style that I was doing, so it was cool to know that that was why I was doing those things. And then I guess, over my 13 years and more, it's been about identifying my strengths and that is that human connection. I'm great at like, loving to hear people's stories and I love to listen and connect with them. And I guess what that's been able to do for me is helped me to regulate my emotions and also be able to respond in ways it's going to influence and inspire others to do the right thing for themselves as well.
Phuong Phan: Wow. Now with that, you, I think you've just answered my question where if you do change position in your company, in your organization from a team player, to a leader, to overlooking the whole team, your DISC changes.
Nicole O'Sullivan: Potentially, it does. Yeah, I mean, and sometimes it might just be slightly. You know, it might just slightly change but the thing is, is like, you know, for example, I was listening when I was in California working with with the company that I was with, when I first went over there, I, they were struggling in this style. So they were about like 3% conversion and they are all online travel. So they all just operate from websites. So, you know, these consultants were like struggling but once I got, got out there, they wanted me to do the sales training with them. And that's all fine to do that. But it was about connecting to the people and understanding their motivators. And then as soon as I got there, I realized there was a girl that was running the business. Oh, she was the team, the team manager, I guess. And just like she was pretending to be someone that she wasn't, like so when we do that, when she did a DISC profile, and her motivators and emotional intelligence, I, like her natural style was high I, but she was her adaptive style was high D. I asked her, are you exhausted when you go home at night. She goes, Oh my god, I'm so exhausted and I was like, I can see why because you are not being your natural style. You are potentially somebody that you're not but you don't need to be that person. Just be you and your people will respond to that?
Dave Nguyen: Yeah, that's true. I mean, people just need to be themselves and I guess you're right. Because if people caused to put on its facade, it's like a full-time job trying to keep up with the Josie kind of thing, right? Yeah, it is. Yeah. And now another, someone reached out to me Nat because we're talking to you that would be said, give us some tips to get cheap flights. So to that, to listeners out there pay attention now because we've got Nicole O'Sullivan, director of Bird's Eye View. She's been in the industry for 13 years, and she's going to give us some tips on how to get some cheap flights. So maybe, fly away, let us know.
Nicole O'Sullivan: Okay, well, first things first, is that you know, travel agents at the moment are your best avenue, they are in the node. They know when things are going to be released. They have been all over all platforms when it comes to what's being released. And all the changes and things about you know, the refunds and all that’s been happening in the travel industry, they are all over it. So they are in the know constantly, what's going to happen, in my opinion, is that flights are going to go back up. And I don't know if you can remember maybe 5, 6, 7 years ago, it was costing us nearly $3,000 to fly to New York, that's going to come back again, that's going to happen again. So if you can get on to websites or your, and link or connect with an expert in that field, you're going to be able to be in the know so that they can call you and you know, you're ready to travel and give them the places that you want to travel to. And they can keep the hotspot on and they can contact you when it's a release because they're going to be good for a quick while just to get people back traveling again.
Dave Nguyen: Yeah.
Nicole O'Sullivan: But they're gonna go up. So you know, if you're going to looking at travel in the next 12 months, then I would be booking like as soon as we're allowed to, and then yeah, that that would be my hot tip is as soon as we're allowed to get on it and then you can, you know, beat that, that yield price it's gonna be skyrocketed.
Dave Nguyen: Amazing.
Phuong Phan: Okay, Nicole, I just want another. We're gonna sidetrack a little bit where your business your coaching business you've, we're focusing on leadership retreats and workshops, you're doing sales skills training workshops. Now, team sales skills training. Now, how do you help a team to achieve their sales target, I mean, you know, motivation, inspiration during the DISC, like what other ways to help motivate your team to achieve that goal?
Nicole O'Sullivan: Oh, I guess the thing that I love about what I do is that it's not a blanket approach. It's always about understanding the business model. It's understanding the systems and processes that they're going through. Because sometimes it could be a little roadblock in the glitch or way that they're doing things that it’s blocking this sales process, you know, I always stick to that, that sales, you know, the seven steps in the sales process. And you know, they all work if you just, you know, follow that process. But sometimes it's just about seeking to understand and not just going straight in and going right. We're doing this session today, I normally try and go in a day or two before my training session and sit with all the people, have one to ones, sit with the managers and the directors and all that sort of thing and understand where their roadblocks are. So that then I can customize an actual training session specifically for their business that's going to hit home as to how they can overcome those roadblocks together. And, and that's what’s been working for me and, you know, going back to that USA team, you know, in six months, I got that team to change our conversion from 3% to over 23% in less than a month.
So, you know, it was a quick win, but it was the reason why we got the wins was because it was understanding the motivators of people and I'm saying their styles of how we communicate effectively to them as well.
Dave Nguyen: Because every business has a different business development strategy and that's what you're focusing on. And I do know that every business, every team, have their pros and have their cons. So it will be very challenging for you to be able to go into a corporation and then, because it takes a while for you to work out to DISC work out, the intelligence, emotional intelligence of the people in a team. So how would it or how long will it take for you to determine what will be the right strategy to apply to that particular team or to that particular corporation?
Nicole O'Sullivan: Oh, that's a great question. I can, if someone has done that assessment, I can instantly get the result. So I can do it instantaneously. And I can pretty much be able to figure out on the spot exactly what that person or team is, where the gaps are, and then I can then use those assessments to then show us evidence to say this is exactly where your gaps are. Let's work on some strategies together and how we're gonna turn this around.
Dave Nguyen: Okay. Okay. Because each roadmap to success looks different, right? So one of your taglines, is you want to help your clients to build a roadmap to success, or be at a future, give us maybe two strategies where our clients or our listeners can take away from this conversation today.
Nicole O'Sullivan: Yeah, great. Well, I guess the thing is, is that these two assessments what they do is they help you to be able to effectively communicate, they're able to help you influence and motivate your team to the direction that you're wanting to go. So I guess the biggest tip I've got is that you know, everybody needs something to strive for. So you know, what results is it that you all want as a team and what is it specifically that they want individually I'm on or even be something to do with your job, but what is their personal goal? What gets them out of bed every single day? My tip is if you're a leader watching this right now, you need to understand that about your people, that's the first thing. Then you want to work on some action plan. So what is the behaviors or actions that we need to be doing on a day to day basis not only as an individual but as a team as well so that we're going to be able to strive to get towards those results. And then it's just about that, you know, breaking it down, communicating effectively, you know, having regular meetings, I mean, this isolation has been a real challenge for a lot of people because we're doing a lot of group zooms. So, I don't know about you, but we've been on a lot of group Zoom call.
Dave Nguyen: I love, I love groupie but not Zoom.
Nicole O'Sullivan: Yes. And I guess what that's doing is detaching that one to one valuing of one another, because you're in a group setting and there's going to be people that are on mute and they're like, oh, god.
Dave Nguyen: You can see their faces, they look bored.
Nicole O'Sullivan: I know, but how were you able to connect with them like and so you know, what we're missing is those, one on one conversations and people are not feeling valued by their organizations or their companies because they're just like, oh, I'm just part of the mixer, I'm just, you know, I'm just one of the people that they have to tick a box, you know, and you don't want your people to feel like that and especially coming back into the industry like you want to make sure that people are feeling the love. So, you know, make sure you don't just send a text message, you know, you've got to be that, you got to clue into the verbal cues and the, and face to face and body language. So you know, spend time getting back in touch with your people and back in touch with your customers. Oh my god, your customers, you need to keep in touch with them.
Dave Nguyen: That's right. Are you feeling love, Phuong? Are you feeling in love at the moment?
Phuong Phan: Always, always. I'm feeling it from Nicole more than I'm fully feeling it from you. But Nicole, you know what? Right now, even though the industry might be down, businesses who are still running, they still need to look after their sales team, and now more than ever the sales team needs to be more motivated, right? They need the actual care, they need somebody like you to right now go in and go, what can we refresh and what can we do? What can we change? And I've looked at your Bird's Eye View website, at BirdsEyeViewConsulting.com you had a cool practical self-care strategy, which, and this strategy, the 12 strategies can be applied to any industry.
Nicole O'Sullivan: Anything. Yeah, definitely.
Phuong Phan: Can you share about three or four of your strategies so that our listeners can know?
Nicole O'Sullivan: I mean, the thing is, it’s about looking after yourself so you got to put yourself first it's about that, things that you do to keep yourself focused and grounded and moving forward. I mean, I think there have been many times where we've probably felt that just sitting on the couch and watching Netflix with a bag of popcorn is the comfort thing to do. But, you know, if you keep in your mind and doing that, it's going to be hard to get yourself back up and get the momentum happening. So you know, I mean, things about, like, go out for a walk every day, even if it's 10, 15, 20 minutes, just get that oxygen flowing through your body. It does honestly help with the clarity of your thinking. It's about connecting with people as well. So, you know, small little goals that you can do. But yeah, absolutely jump on my website, have a look at some of those tips because, yeah, it, I feel like it will help sort of guide you into, how to sort of navigate yourself through this turbulent time we're all going through at the moment.
Dave Nguyen: What's your website, by the way, Nicole? What's your website? There, you plug it, give us a plug. What's your website and your contact details?
Nicole O'Sullivan: It's BirdsEyeViewConsulting.com. So jump on and have a look and you can schedule a call with me even for 10 to 15 minutes. If you're feeling like whatever we've talked about today is sparked your interest. Yeah, I'd love to be able to help anybody that's on a team, individual, it doesn't matter. But you know, at the end of the day, it is about how we can move out of this time and when we are back into a little bit more of a flowing way of or getting a little bit more certain about what's happening. They gonna need some tuning of ourselves, you know that self-regulation and understand.
Dave Nguyen: Self-love,
Nicole O'Sullivan: Self-love.
Dave Nguyen: Self-recognition.
Nicole O'Sullivan: You can't love anyone unless you love yourself, right?
Dave Nguyen: That's correct. So what's the weekend look like for you this long weekend for June?
Nicole O'Sullivan: My long weekend is going to be catching up with friends because now we're allowed to go to a pub. So it's going to be, I'm excited to get dressed up. Go out and yeah, have a nice meal and a nice glass of wine that's not in the comfort of my couch. So yeah, I'm looking forward to that.
Dave Nguyen: Amazing. Amazing. Cool, our time is nearly running up anything else, Phuong?
Phuong Phan: No, well, that was fun. I mean, going back to the self-care. What self-care work are you doing for yourself during this COVID-19, apart from the popcorns and Netflix?
Nicole O'Sullivan: I've watched as much Netflix as I think I can. I've gone through a few series now but I am. I've got to say one thing that I have done that I, you know if you had asked me this before when I got back from America, I wouldn't have believed you. But I've been going for walks every day. I've like been the healthiest I've felt, my mind's been super clear, I do not watch the TV or the news, and that has helped me. And so I'm feeling great, I'm feeling fit, my jeans fit amazingly. It's nice to eat popcorns but it's yeah, I'm loving it. So that would be my self-care tip at the moment I shared my mind.
Dave Nguyen: Amazing. Nicole O'Sullivan, director of Bird's Eye View Consulting. Thank you so much for being with 3 Quirks and a Turk today.
Nicole O'Sullivan: Thank you. Thank you for having me.
Dave Nguyen: Thank you so much, and to our listeners out there you can reach out to Nicole. Please reach out to on our website but also will give her information and this conversation will also be on a 3 Quirks and a Turk at Facebook, please reach and support Nicole, on behalf of us. Thank you for being with us today. Have a great weekend. And we look forward to bring you back for the 3 Quirks and a Turk.
Nicole O'Sullivan: I love it. Thanks, guys, have some of the amazing ones, okay?
Dave Nguyen: Thank you.
Nicole O'Sullivan: Awesome.
Dave Nguyen: Sayonara. Bye.
Nicole O'Sullivan: Bye.