Episode 14: Read The Room: Customizing Your Communication with 3 P's | 12MinuteLeadership

Communication is the golden thread that weaves together trust, clarity, collaboration and results in leadership. I share how customizing your communication to match your audience's core motivation can transform your effectiveness and help your ideas gain traction.

• The Three Ps framework identifies core motivations: People (relational, story-driven), Performance (results-oriented, big picture), and Process (detail-oriented, structured)
• Real-life example of John, a creative director who transformed his presentations by speaking to his executives' performance motivation
• To communicate effectively, identify your audience's primary motive and adapt your message accordingly
• With people-motivated individuals, connect personally before diving into work
• For performance-motivated people, skip the fluff and lead with results
• When addressing process-oriented individuals, provide structure, detail and data
• Your ability to communicate differently with different people builds influence, trust and buy-in

Go to eliseboggs.com/core-strengths to learn more about how the three Ps can help your leaders and teams be more effective.

Follow on Instagram: @12minuteleadership

Order my book, Lead Anyone!

Episode Transcript

Elise (00:03):
Welcome to the 12-Minute Leadership Podcast where, in 12
minutes or less, I'll sharesmall things that you can put
into immediate practice thatwill make a big difference in
your leadership effectiveness.
I'm your host, eliseBoggs-Morales leadership
professor, consultant and coach.
For the last 17 years, I havehelped thousands of leaders

(00:25):
level up their influence andachieve remarkable results.
If you want to trade compliancefor true commitment and create
your dream team, you are in theright place.
Get ready for a quick hit ofpractical wisdom to increase
your team's engagement, inspiretop performance and retain your
best talent.
Ready to level up yourinfluence and get better results

(00:47):
.
12 Minutes starts now.
Hi everyone, elise here,welcome to episode 14.
Over the last two episodes,we've been exploring the three
Ps people, performance andprocess and how understanding
these core motives can help youread the room, prevent conflict

(01:09):
before it starts and strengthenyour relationships as a leader.
If you haven't listened toepisodes 11 and 12, I suggest
listening to those first andthen circling back to today's
episode, because today we'regoing to apply the three Ps to a
real life situation takenstraight out of my new book Lead
Anyone.
I'll share the magic of howkeeping these three motives

(01:33):
front of mind can completelychange how you communicate and
have a noticeable impact on theresults you're getting.
But first I want to share thisquote by Simon Sinek, author and
speaker, who says Communicationis not about saying what we
think.
Communication is about ensuringothers hear what we mean.
I learned this lesson early.

(01:56):
When I was in college, Ichanged my major 10 times yes,
10.
Eventually, I landed incommunications, not just because
I had some natural ability, butbecause I was fascinated by it.
I love that two people couldstart with the same exact idea
but get completely differentoutcomes just based on how they

(02:17):
communicated it.
Later, in my consulting work, Istarted to see this truth
everywhere.
Leaders, teams and entireorganizations rise and fall on
the quality of theircommunication, and that's why,
in both the professional andpersonal sphere, I consider
communication the golden thread.
It weaves together trust,clarity, collaboration and,

(02:42):
ultimately, results.
If you tend to speak off thecuff, without much forethought,
your intended message often getsmisunderstood or you struggle
to get people on board with yourideas.
This episode is for you.
Let me introduce you to John, acreative director at a
marketing and branding agency Iworked with.

(03:03):
John came to me for coachingbecause he felt like he wasn't
being heard in meetings when hepresented ideas, people tuned
out.
He had a tendency to get overlydetailed and wordy, losing
people in the weeds.
His natural instinct was togive every detail up front, but
the executives he was pitchingto, they wanted big picture, not

(03:26):
the 40-slide breakdown.
I explained to John thatcommunication isn't a
one-size-fits-all.
The key is to customize yourcommunication to your audience.
And here's where the three Pscome in.
So if you've been listening tothe last episode, you know these
well now.
The first motive is people.
Those with the people motiveare relational, story-driven and

(03:48):
connection-focused.
The second is performance.
Those with the performancemotive are results-oriented, big
picture and action-driven.
And finally, process.
Those with the process motiveare detail-oriented, structured
and accuracy-driven.
If you want your communicationto land, you need to identify

(04:11):
which motive is most importantto your audience and speak in
that language.
So, with John, I asked him tothink about the decision makers
he was presenting to.
He realized they wereperformance oriented.
They valued speed, results anda clear bottom line.
So we restructured hispresentation to start with a
high-level overview, use bulletpoints for major components

(04:36):
focused on results and impact,and only dive into details if
they asked the result.
The shift was immediate.
At his next meeting.
People stayed engaged.
They asked questions.
They complimented the clarityof his presentation.
He hadn't changed his ideas,just the way he delivered them.
Over time.
John applied this approach inclient meetings too.

(04:58):
Eventually, his presentationsbecame one of his biggest
strengths.
If you want to get results likeJohn, here's your communication
game plan.
Pick one person you need tocommunicate with more
effectively.
It could be a colleague, aclient or a team member.
Identify their primary motive.

(05:19):
Is it people, performance orprocess?
Remember, if they have thepeople motive, they want to
connect personally before divinginto the work.
Show them appreciation and linkideas to human benefits.
If they're performancemotivated, skip the fluff, keep
it concise and lead with results.

(05:39):
And finally, if they're processoriented, remember to go
straight to structure and detail.
Back your points with data andgive them time to consider.
Then plan your next interactionaround their motive and then
deliver and observe.
Did they engage more?
Were they quicker to align withyour ideas?
Here's the bottom line.

(06:00):
One of your greatestsuperpowers as a leader is your
ability to communicate in a waythat resonates with different
kinds of people.
Is your ability to communicatein a way that resonates with
different kinds of people, andwhen you align your
communication style to theirmotive.
The three Ps you don't just getyour point across, you build
influence, trust and buy-in.

(06:20):
I hope you enjoyed today'sepisode.
If you found this episodehelpful, share it with someone
on your team, or even listentogether and discuss where you
can apply the three Ps in yourown meetings this week.
And if you want to learn moreabout how the three Ps can help
your leaders and teams be moreeffective, go to my website,
wwweliseboggscom.

(06:41):
Slash core strengths to learnmore.
I'll see you next time to learnmore.
I'll see you next time.
Like what you heard on today'sepisode and want to go deeper?
Subscribe to this podcast soyou never miss an episode.
You can also pick up my bookLead Anyone on Amazon.

(07:06):
Then go to my website to checkout ways that we can support
your leadership goals.
From executive retreats tocustomized training and coaching
, my team of experts will helpyou level up your leadership and
accelerate your results.
Go to wwweliseboggscom for moreinfo.