Gold Rush Team Personality Profiles Part 2 – Dakota Fred Hurt

Yesterday I started a series looking at the Personality Profiles of the men in the Gold Rush TV series on the Discovery Channel. The purpose of this is to gain experience in creating a customer profile so that you can be more efficient in selling.

What I want to get across is that you watch the TV show, are you noticing any traits in the cast members that are similar to those of your customers?

For example, in our last post, we looked at the Personality Profiles of Jack Hoffman, and his son Todd Hoffman. They were both of the Warrior personality types. Do you see these same Warrior traits in your customers that visit your establishment? If so, what changes can you make to your marketing efforts to attract more of them to visit your business?

The next group of people have the same basic personality type. Can you guess which one of the four it is?

All these men are what I call “Strategists of the Human Army,” or Strategists for short.

What is common among Strategists is that their Myers Briggs Personality Profile contains the letters “N” and “T”. If you recall, the N is shorthand for the trait of “intuition”. This means they a take in information in a “big picture” way. They see a forest, not the trees. The T stands for “Thinking.” This means they base their decisions on logic, not an emotional gut-feeling.

Strategists are needed in any battle-planning effort. The hunt for gold is a battle, and therefore they are needed there too. It is these guys that give direction to the operation. They see the pitfalls long before they happen, because they are always thinking “what if” type questions.

“What if the wires on the excavator come apart again in the future?” Let’s solder them together now so that won’t happen.

As it shows in the video below called “Gold Rush 2: The Off Season – Part 2,” James weighs the pros and the cons of going back to Alaska. It isn’t a gut feeling that he bases his decision on. It is the cold hard facts.

Basing decisions on cold-hard-facts, can give others the impression that Strategists are unemotional. Just listen to Dave Turin as he describes his occupation. He doesn’t talk about the romance of what he does, nor how cool his job is. He just lays out the facts. He even uses a qualifying statement, so that others can judge for themselves if they would like to go into his profession. This is quite typical of the words that Strategists use in their daily conversations: “If you’re looking for….”

Dakota Fred – Telling it like it is.

In this next video clip, you’ll see another trait of the Strategists. They don’t hold anything back, and will tell you exactly what is on their mind. Here we see Dakota Fred telling the rest of the crew that it is his desire to take over the Porcupine Creek claim.

From a salesman’s point of view, I find this trait to be quite profitable. These type of customers will tell you exactly what they want, and you don’t have to waste a lot of time trying to figure out their motives. It is all there on the table. Just don’t ignore it.

This trait of telling-it-like-it-is, probably isn’t a good poker-player move. So why would a Strategist lay it all out there for people to see?

The reason is that they are highly confident in their capabilities. If they say that they can do something, they’ve already believe that they’ve passed the previous test and this next one is a piece of cake. And besides, they will put all their effort into achieving this goal. In fact, of the four personality types, the Strategist is the one that is the most “goal oriented.”

You want this trait in a person that is developing a battle plan, right? You want them to focus solely on achieving a winning objective? Of course.

And out of this comes another trait that Strategists have: they always have a back-up plan in case the primary plan falls through.

In this final video clip, we see what happens when Fred takes over the claim. At the end, he says:

“You always have to have a plan B. I’ve got a Plan B. Always had one. This just happens to be plan A.” – Fred Hurt

A lot of viewers that posted comments on the Discovery site felt that Fred was a back-stabber. But that is just because they ignored his previous goal statements. They were surprised that Fred came through on his goal, probably because they never reach their own goals.

Areas of Competency

The question that you might have is why would the Gold Rush team fail at preventing Fred from taking over the claim? After all, they had two Strategists on their team compared to the lone Strategist of Dakota Fred.

The reason is that each Strategist has their own area of expertise where they feel competent. The two Strategists on the Gold Rush team were concentrating on their own technical areas. It was like they had blinders on to everything else going on around them. And that is a common complaint that other people have about the Strategists in their own lives. They can seem like the absent-minded professor that is so engrossed in their own goals that they forget about everyone else around them.

What the Gold Rush team lacks, that would have helped them retain the Porcupine Claim, is a person with the “Logistics” personality type. They would have made sure all the ducks-were-lined-up, before they made the trip north.

Frustrated by Incompetence

What frustrates and makes a Strategist angry is incompetence in others when they are operating in an area where they themselves have some competence.

For example, Dakota Fred feels that he has some competence in fixing equipment, which is also an area where James Harness believes is his area of competence. So when James was trying to fix the excavator by pounding out a stuck bolt as shown above in the video “Gold Rush 2: The Off Season – Part 2,” Dakota Fred got in his face and said “You’re sitting there beating in the threads!” At that point, James felt his own competency was being challenged, and was ready to go to war with Fred.

The lesson you should learn from this is to never challenge a Strategist‘s competency in his area of expertise. Never say to them: “That method isn’t going to work…” If you do, you will lose the sale, because you’ve just hit a nerve. He will do anything to prove you wrong.

A better way to win the sale is to use reverse psychology on them. If you want to sell him your widget, you might say: “I don’t see our widget working for you. You need to find a different solution.” Now to prove that you are wrong, they will prove that your product will actually work for them – and you’ve made the sale!

If you enjoyed reading this customer profile, and can see how it could help you with your own customers, then you might want to consider looking further into the Personality Marketing Manual. It shows you how to get into the minds of your prospects so that you can put the odds into your favor when in a sales situation.

Until next time, “Be Fruitful.”

 

 

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