Page 5 - NBIZ Magazine April 2024

In exploring the verb definitions, For example, a high “D” (Problem recognize a high “P” (Pace) as the
there are only two “to estimate or Solver) truly doesn’t want to talk behaviors by this person are slow,
assign the monetary worth” and “to about the weather, but prefers deliberate while a low “P” is very fast.
rate or scale in usefulness, importance getting down to the “nitty gritty” These low “P” folks walk fast, drive
or general worth: estimate.” The while a high “I” (People Person) may fast, and talk fast. Finally, a high
second definition is “to consider or enjoy talking about the weather “C” is an individual who follows the
rate highly: prize.” before discussing the reason for rules, dots all the “i’s” and crosses
As the word value is closely the meeting. Many folks can easily all the “t’s”. Conversely, a low “C”
associated with the word “worth”
one must understand which form of
the word is being used. As a noun
the word returns to “(1) monetary
value; (2) the value of something
measured by its qualities or by the
esteem in which it is held; or (3)
moral or personal value.”
Reading the definition as a verb,
worth means “to become.” EMPLOYER
So how can one become of value BENEFIT SERVICES
or demonstrate value if he/she does
not know what the other person
they are working with values?
In sales, there are a plethora
of “experts,” “business coaches,”
and “gurus” who discuss how
salespeople can or should
demonstrate value. However, if one
returns to the definition of worth, PLAN PAYROLL BENEFIT
there is a reality that value is ADMINISTRATION MANAGEMENT PACKAGE
determined by the individual, and Assistance and research Get your employees MARKETING
in sales, this would be the customer, to keep you informed paid quickly so you Document
the client, or even the marketplace. and in compliance with can get back to doing administration of
what your company
state and federal laws.
401(k) and 403(b)
Yes, as a salesperson, one can does best. including employee
rate his or her usefulness. The enrollment assistance.
question that still remains is does
the customer or client use the same
criteria the salesperson did? This is
where understanding basic behaviors
helps those engaged in small
business activities be successful.
One tool that supports under-
standing basic human behaviors is
the DISC psychometric assessment.
HUMAN
CLAIMS
BENEFITS
Many are familiar with the standard MANAGEMENT RESOURCES EDUCATION AND
designations assigned to each letter: When a claim is CONSULTING CONSULTING
D=Dominant, I=Influence, S=Steadi- made, we assist in the Develop policies and Cra a competitive

ness, and C=Complaints. process, from the first procedures, address employee benefits plan
to recruit and retain
recruiting strategies,
Years ago, I learned four filing of the claim to its develop job descriptions. valuable employees.
resolution.
different designations, the 4-P’s,
and these 4-Ps for me provided
greater insight into the behaviors
of others. The 4-Ps are D=Problem PUTTING ALL THE HEALTHCARE
Solvers, I=People Person, S=Pace, BENEFIT PIECES TOGETHER
and C=Procedures. Using these 4-Ps OFFICE
www.corebenefits.net
helps me to recognize the behaviors 713-647-9700 ONLINE
of others and how to better
communicate one’s “personal value.”
NBIZ ■ APRIL 2024 5