This presentation teaches how to understand people's thinking styles (visual, auditory, kinesthetic) through body language. By observing posture, eye contact, and word choice, one can tailor communication to build rapport and increase persuasiveness. The speaker emphasizes adapting language, not changing one's own thinking style, to connect effectively with diverse individuals. Here are the three ways people's brains process information, according to Lynne Franklin: People think and process information in three distinct ways . These primary styles can often be identified through a person's body language . The styles can also be recognized by the types of words people predominantly use, even in emails or phone calls . The three styles are: Visual ("Lookers"): They tend to use more visual language . Auditory ("Listeners"): They tend to use more words related to hearing . Kinesthetic ("Touchers"): They tend to use more words related to feeling and touch . Although individuals use all three modes, they usually have one dominant style, similar to having a dominant hand . (laughter) what that means is that James' brain thinks in pictures and images, in pictures and images. and here's how we can tell that James is a looker from his body language. first thing, he stands up tall. he has good posture. second, he's dressed well because appearance is important to lookers. the next thing you'll notice about James is that he holds a little stress in his shoulders -lift up your shoulders a bit -he holds his stress there. next thing, you'll notice he has wrinkles in his forehead because James looks up when he remembers something he has seen, and he looks up more often than most of us do.. Three Communication Styles: The video identifies three primary communication styles: Lookers (75% of people), Listeners (20%), and Touchers (5%). Lookers: These individuals process information visually. They benefit from visual aids and appreciate direct eye contact. Listeners: These individuals process information auditorily. They respond well to verbal descriptions and sound-based communication. Avoid overwhelming them with visuals. Touchers: These individuals process information through feelings and tactile sensations. They value physical closeness and respond to language emphasizing feelings and experiences. Adapting Communication: To effectively communicate, adapt your style to match the communication style of the person you're interacting with. Building Rapport: Building rapport involves using language and body language that resonates with the individual's communication style. For Lookers, use visual aids. For Listeners, use auditory language. For Touchers, use feeling-oriented language and allow for physical touch (if comfortable). Recognizing Communication Styles: Observe body language (eye contact, posture, physical touch) to identify communication styles. Practical Application: Practice recognizing and adapting to different communication styles in various settings (home, work). Persuasion: Understanding these styles enhances persuasive communication by tailoring your approach to resonate with your audience. reviewer: morgane quilfen hi, I'm Lynne Franklin. I have one question for you. how would you like to be a mind reader? (audience) yes. because part of me is thinking, "I bet your mind's thinking, 'that's not going to happen.'" here's the truth. people's brains process information -they think -in three different ways. and their body language will tell you all day long what their primary style is. you just need to know what to look for and what to do when you see it. and it's not one of those where she's leaning back, her arms are crossed, she's frowning, so she must be unhappy. it's actually understanding how their brains work and then presenting your information in a way that people can see it, hear it, and feel it, and increase the chances that they'll say yes to whatever you're proposing, and also decrease the chances that you'll do something stupid like this. back in my 20s, before I knew any of this stuff, I had a client who was a corporate controller, and he would sit across from me in meetings, and he was always looking down, with the occasional glance up. and I thought, "okay, well, he's a numbers guy. he just feels comfortable looking at the numbers." and then as time went on, I thought, "well, you know, he's just socially inept, and he doesn't know how to give me eye contact." and finally, because I was young and stupid, I thought, "every time he's looking up, he's looking at my chest, and I'm offended!" and there was one point -I, when in a meeting, went, "excuse me, I'm up here." ooh, yeah, talk about judgmental. here's the scoop. this guy's brain worked in a way that he was never going to give me eye contact. and no matter how many times I modeled the behavior I wanted him to use, all that did was make both of us feel uncomfortable. so, how can you tell? how can you read people's body language to read their minds? we are going to show you right now. and that means I'm going to bring out our first body language model, James. (applause) thank you, James. James represents 75% of the world. you didn't know this about James, but James is a looker. (laughter) what that means is that James' brain thinks in pictures and images, in pictures and images. and here's how we can tell that James is a looker from his body language. first thing, he stands up tall. he has good posture. second, he's dressed well because appearance is important to lookers. the next thing you'll notice about James is that he holds a little stress in his shoulders -lift up your shoulders a bit -he holds his stress there. next thing, you'll notice he has wrinkles in his forehead because James looks up when he remembers something he has seen, and he looks up more often than most of us do.. next thing you'll notice about James is that he has thin lips. suck them in. And this is a chicken-and-egg thing. we're not quite sure why lookers have thin lips, but most of them do. and the other thing about lookers is they give you lots of eye contact. look at them, look at them, look at them, all of them, look at all of them.. thanks, James. James: thank you. (applause.) Lynn Franklin: okay, now that you know that James is a looker, here are the two things you do to build rapport with him. the first is that you give him lots of eye contact because he literally believes if you do not look at him, you are not paying attention to him and you are ignoring him.. the second thing you do with lookers is you give them words that have a visual component to it: "I see what you mean" or, "look at this" or, "let's picture working together this way." so, you use the type of language that is going on in James' brain. those are lookers. seventy-five percent of people in the world. our next body language model is Marge, and Marge represents 20% of the people in the world.