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EQ and Leadership

Emotional Quotient:

The Measure of

Emotional Intelligence

Listening Exercise

How do your emotions affect your

performance?

Pair Up – 2 minutes each

How are you impacted by

negative situations?

How do you manage your

emotional stressors?

Take YOUR Emotional Temperature

Emotional Impact on Your

Effectiveness?

With your:

• Self

• Customers

• Vendors

• Team members

What we’ll cover today:

• Neuroscience and Physical Response

• The Emotional Intelligence Model

• The Emotional Quotient Assessment

• How this leads to making Better Decisions

Today’s Take-aways…….

1. To enhance our ability to manage our

emotions

2. To be able to manage the emotions of

others and

3. To manage the emotions of groups

A paradigm shift . . .

To shift from a task-oriented to a

collaborative environment

Moving from technician to advisor

Understanding neuroscience is the bridge

The New Business Environment

• Demand for more services – Advisory

• Speed of Change

• Increasing Uncertainty

EI skills yield a high probability of

success.

Traditional Focus

EQ Defined

EQ = Core Competency

Emotional Intelligence is the ability to sense, understand, and effectively apply the power and acumen of emotions to facilitate high levels of collaboration and productivity. (Cooper)

The Effects on Everyday Life

• Sports

• Change

• Business

EQ Defined - EQ Value Chain

●●●●●●●●●●●●●●●●●●●●●●●●●●

At L’Oreal, employees selected on the basis of certain emotional competencies performed better than employees selected with old

selection procedures:

sold $91,370 more net revenue increase of $2,558,360

63% less turnover

●●●●●●●●●●●●●●●●●●●●●●●●●●●

EQ Value and ROI

Experienced partners in a multinational consulting firm:

competency

Increase in

profit

Incremental

Regulation$1.46 million

390% per

partner

Social Skills $931,000110% per

partner

Overall EQ $1.2 million139% per

partner

Dr. Richard Boyatzis, Linkage Conference on Emotional Intelligence

EQ Value and ROI

EQ Stats & Facts

Seven Basic Emotions

• Love

• Fear

• Hate

• Anger

• Joy

• Sadness

• Envy

“Anyone can become Angry- that is easy.

But to be Angry with the right person, to the

right degree, at the right time, for the right

purpose, and in the right way – that is not

easy.”

Aristotle

IQ vs. EQ

• IQ is fixed – What you see is what you get

• EQ can be developed

• We can learn to manage our Emotions

Intelligently

The Neuroscience

How does EI work in our brain

and our body?

Physiological Response &

The Decision-Making Process

Emotional Intelligence is the ability to sense, understand, and effectively apply the power and

acumen of emotions to facilitate high levels of collaboration and productivity. (Cooper)

Your Brain Under Stress

Primitive emotional zone is close to spinal cord

Your Brain Under Stress

Emotions Impact Our Physiology

Q: How much of our body is water?

A: 50-75%, depending on age, activity, etc.

How clear is your glass?

Negative Events

and Interactions

Stress Response

Emotionally Charged

Emotionally Cleared

Positive Events

and Interactions

Relaxation Response

YOUR Emotional Temperature

• Take your

emotional

temperature

throughout the

EQ Model

Five Dimensions of EQ

1. Self-Awareness

2. Self-Regulation

3. Motivation

4. Empathy

5. Social Skills

Self-Awareness

• The ability to recognize and

understand your moods, emotions and

drives, as well as their effect on others

– Knowing how you’re feeling and why

– Knowing your personal strengths and

limits

– Having a sense of your self-worth and

capabilities

Self-Regulation• The ability to control or redirect disruptive impulses

and moods, and the propensity to suspend

judgment and think before acting

– Keeping disruptive emotions and impulses in

– Maintaining standards of honesty and integrity

– Taking responsibility for personal performance

– Flexibility and handling change

– Being comfortable with novel ideas,

approaches, and new information

Motivation• A passion to work for reasons that go

beyond money or status, and a propensity to

pursue goals with energy and persistence

– Striving to improve or meet a standard

of excellence

– Aligning with the goals of a group or

organization

– Readiness to act on opportunities

– Persistence in pursuing goals despite

obstacles and setbacks

Empathy• The ability to understand the emotional makeup of other

people

– Sensing others’ feelings and perspectives and

taking an active interest in their concerns

– Sensing others’ development needs and bolstering

their abilities

– Anticipating, recognizing and meeting the needs of

others

– Cultivating opportunities through different kinds of

people

– Reading a group’s emotional currents and power

relationships

Social Skills

• A proficiency in managing relationships and building

networks

– Wielding effective tactics for persuasion

– Listening openly and sending convincing messages

– Negotiating and dissolving disagreements

– Inspiring and guiding individuals and groups

– Initiating and/or managing change

– Nurturing instrumental relationships for building bonds

– Working with others toward shared goals

– Creating group synergy in pursuing collective goals

Listening Exercise

What did you learn about your emotional

make-up from your assessment?

Pair Up - 3 minutes each

The Emotional Quotient

Report

0 1 2 3 4 5 6 7 8 9 10

SOCIAL SKILLS

EMPATHY

MOTIVATION

SELF-REGULATION

SELF-AWARENESS

Emotional Quotient Results

* 68% of the population falls within the shaded area

0 1 2 3 4 5 6 7 8 9 10

INTERPERSONAL

INTRAPERSONAL 7.2

Emotional Quotient Results* 68% of the population falls within the shaded area

Moving Forward……

• Change Management

• Transformational Triangle

• Service Value Chain

What Changes are we facing as

Advisors?

• Relationship Vs. Transactional

• Continuous Vs. Seasonal

• Business Advisor Vs. Financial Advisor

• Coach Vs. Doing It!

Transformational Triangle

Awareness

EmpathySelf-

Regulation

Service Value Chain

Greater Profit

Loyal Customers

Happy Customers

Happy Employees

Enlightened Leadership (EQ Skills)

Listening Exercise

What are you going to do moving forward

with the information you learned about

yourself

Pair Up – 2 minutes each

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