The Course in Mastery Day 13: How to Read People

Day 13 of a 30 day challenge designed to help you gain balance in your life. Tom Wood and Dr. Tony Alessandra teach you skills for reading people so you'll know how to best communicate.

Tom Wood

1. Eyes
1.1 Visual
- looking up
1.2 Auditory
- looking side to side
1.3 Kinesthetic (Touch or emotion)
- looking down is emotional
2. Hips
2.1 Confidence when hips rolled forward
3. Skin
3.1 Indicates boundaries
4. Make more rapport, make them comfortable before taking next step

Dr. Tony Alessandra



Dr. Tony Alessandra has a street-wise, college-smart perspective on business, having been raised in the housing projects of NYC to eventually realizing success as a graduate professor of marketing, entrepreneur, business author, and hall-of-fame keynote speaker. He earned a BBA from the University of Notre Dame, an MBA from the University of Connecticut and his PhD in marketing from Georgia State University.

In addition to being president of Assessment Business Center, a company that offers online, 360º assessments, Tony is also a founding partner in The Cyrano Group and Platinum Rule Group--companies which have successfully combined cutting-edge technology and proven psychology to give salespeople the ability to build and maintain positive relationships with hundreds of clients and prospects.


1. Platinum Rule: Treat others in the way they like to be treated
2. People may not tell you how to treat them but they will show you
3. Channels of Communication when people talk face to face
3.1 Verbal Channel
- Words
3.2 Vocal Channel
- Inflection
- Intonation
- Volume
- Speed
- Pitch
- Resonance
3.3 Visual Channel
- Body language
- Facial Expressions
4. Listen to what people say and they will tell you how to treat them
5. 2 decisions about people
5.1 Open or Self-contained People
Self-contained: Guarded, do not share their feelings or thoughts readily or willingly, steady or monotone voice, based on facts, task oriented, not like chit-chat
Open: Showing feelings, relationship-oriented, digrest a lot, based on emotions/ feelings/ intuition,
5.2 Direct or Indirect People
Direct: faster pace, more assertive, impatient, tell, desicive, good enough,
Indirect: slower pace, less assertive, more patient, asks, not to be wrong,


OJ Lopez

1. Practice the platinum rule
2. Study body language of people
3. There is no such thing as a good or bad personality
4. I am a self-contained person when it comes to people I'm not aquianted to and my parents
5. I am very open person to my friends
6. I am a direct person, so in business I would need an indirect person to balance out equations