A. Extrinsic Characteristics (Stress or Fear Related)

Classifying extrinsic factors as “fear related” means that they are common stress sources.

1. Honesty.  Honesty is founded on trust and fairness. It is the interrelationship or bond between people.  Take the example of a person who finds a diamond ring in the street, picks it up, and takes it to the police station.  There is no interrelationship or bond between people in that action.  Returning the ring would describe a noble act, by a conscientious person, but it does little to highlight the interrelationship between people. 

A better example would be two girls remaining friends during good and bad times.  One friend announces that she is going to get married. But the other friend saw her fiancé making out with someone else.  An honest friend would tell her what she saw (trust), withhold making any judgment (fairness), and then stay beside her for comfort. 

Another example would be where one person asks another to hold an heirloom ring while he/she leaves the state on a business trip.  The person accepts the task.  A few days later, that person loses the ring. They end up finding another that looks exactly like the one lost.  It is possible that it is the same ring.  When the owner returns, the person holding the ring tells the owner what had happened. 

Both of these examples have interrelationships, and both have elements of trust and fairness.  In the second example, life-long friends could easily be established simply on the basis of honesty. 

Honesty is so important that it forms a dominate Type B personality trait.    

2. Control/Power.  All personality types use power and control to accomplish a result.  But B-types use and enjoy different aspects.  For example, most Type B personalities receives more satisfaction out of the interrelations (aka the “chase”) rather than from acquiring something (aka the “win”).  The win is important, but mostly as a means to acquire more chases. 

A race horse runs down the track determined to beat the other horses.  The horse does not realize when they cross the finish line, so the win is not important.  The thrill is beating the brown and white filly next to her.

In this sense, the Type B person can be extremely competitive while still enjoying the interactions.

Rapport Power.  The Type B personalities are exceptional salespersons.  The power comes from a desire to influence the buyers to “like them,” as opposed to the selling of a product.  Creating this type of bond encourages repeat business.  This is much more profitable to the company than a single sale. Hence, companies seek out salespeople having this B-type trait. 

A person may initially acquire insurance based on the price, but they renew with the company because of a friendship with the insurance agent.  If an insurance company requires their agents to take a personality test, you now know why.

Sexual power.  Type B salespeople use sexual prowess in almost every initial meeting.  It is used to keep the buyer from running away.  It is the old “foot-in-the-door” maneuver.  A friendship cannot begin without getting a chance to give your name.  Training seminars teach that the average salesperson has less than ten seconds to establish rapport.

Communication power should be renamed “Type B” power.  They observe nuances that are invisible to most people.  The eye contact, muscle tension, a glance, arm position, how far the lips are parted, along with a long list of other manifestations.  They observe all of these features and tailor their words and content to play into or sway the direction of the conversation.  A memorized script would be spotted in less than a few seconds, so the salesperson must be flexible with the responses.  Flexibility is very difficult for most people, but it’s child’s play to the Type B personalities.  This is one of the reasons they are successful attorneys.  They know how to ask questions to nudge witnesses in a certain direction.  

3. Easy Going.  As used here, easygoing means not easily stressed by what others say or do. Some say it means laid back.  That’s misleading.  It is more accurate to say that they have mastered the ability to manage stress during conversations.  These skills require training, experience, and intelligence.  

High energy and easy going are not inconsistent expressions.   

The highest energy person known in the entertainment world was Robin Williams.  Yet he was also easy going.  Rather than getting stressed when a restaurant had no available seating, he would insist on waiting his turn like everyone else.  Sometimes he would grab a white napkin and roam around the restaurant taking orders to the delight of the patrons and owners.  

Most Type B people are not overwhelmed by life’s everyday problems.  This makes them among the most heart healthy of all personality types.  Being healthy in turn reduces stress creating a fitness circle.

4. Enthusiasm.  Type B personalities are highly enthusiastic in activities that involve other people. There are many words that define enthusiasm, and each one provides a slightly different flavor.  Can you imagine a musician without passion, a leader without charisma, or an artist without creativity?  This is why most musicians, leaders and artists are B-types. 

When invited to a party a Type B person enjoys meeting new people.  Many strive to become the “life of the party,” as it results in invitations to an expanding list of more parties.  To avoid the impression that B-types are only party animals, look a little deeper and think about how many business contacts are made at a party. 

Garth Brooks went to Nashville to be discovered.  He was one of thousands of very talented artist trying to be discovered.  He lasted one day before returning home.  But when he was performing at a party, he bumped into a record producer.  He went on to become one of the largest money making artists of all time.  This is the value of a chance meeting. 

This example illustrates why enthusiasm has been classified as an extrinsic trait.  Sometimes there is a little stress that tags along. 

5.  Humor.  Humor from others is used to reduce stress in all personality types.  But what about the personality type that produces humor?  When viewed in that direction, Type B individuals dominate the area.  Every school, business, geographic region, etc. has people who enjoy making other people laugh. 

Will Rogers was a Cherokee Indian from Oklahoma. He was an actor, vaudeville performer, cowboy, newspaper columnist and politician as well as being the most admired and quoted humorist in America.  In 1928, he ran for president on the “Anti-Bunk” party.  He pledged that, if elected, he would resign the next day.  Herbert Hoover won and the next day this Oklahoma man resigned.  This was during tough times when the nation really needed some humor.  He is discussed in one of the inspiring stories of Oklahoma. 

6. Spontaneous.  This is the inclination to do things without premeditation in an open, natural, or uninhibited manner. People living in a regimented, safe bubble are both repulsed by and enticed by such actions.  The repulsion occurs when the spontaneous event is occurring, fed by the terror of not knowing what may come next.  The enticement comes from the feeling of exhilaration after the event is over. 

As an example, the flat part of a roller coaster is not as enjoyable as the free-fall drop, as evidenced by photos of the faces of riders at the two locations.

Life would be on the dull side without a generous sprinkling of B-types throughout the populous. 

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