[adsense float=’right’]This will be fun. I’m going to do some personality profiles on the team that is featured in the Discovery Channels “Gold Rush” TV show. I really like watching this show, because it has a lot of elements of real-life struggles – only intensified greatly because of the time crunch that these men are working under. They only have a few months of good weather in Alaska to get things done, and that puts them under a lot of stress. So their unique personalty traits are a lot easier to see.
The purpose of doing a personality profile is to be able to anticipate what that person would be most likely to do in a future situation. As a salesman, couldn’t you see how this would give you a big advantage? It allows you to set up situations that you know that there is a better-than-average chance that you’ll get the sale.
You may not be working at a gold mine, but the same factors you see on the show are what you’ll see in your own daily life with the people and customers that you come into contact with.
Lets start today by looking at the top two key players. Without them, the show doesn’t exist.
Todd Hoffman – The Boss (see his bio here)
Jack Hoffman – I affectionately call him pappy. He’s Todd’s father. (see his bio here)
Both Todd and his father are what I categorize as “Warrior” personality types. I don’t talk about this category enough here on this web site, and I really should. They make up about 38 percent of the human population.
The Warriors are those people that have the letters “S” and “P” in their Myers Briggs Personality Profile. The “S” stands for “sensation” and the “P” stands for “perceiving.” When combined together, they create a unique individual that is easy to distinguish from the rest of the Human Army.
Warriors, as the name implies, are optimally designed to go into battle and come out alive. I hope you can see this in both Todd and his father, Jack. They had hardly any trepidation about going on the excursion to Alaska. It almost seemed like they went “on the drop of a hat.” The motto of the Warrior seems to be: “don’t think, just act!”
I admire this quality in Warriors a lot, as I wish I had more of it myself. They are the people that are extreme risk-takers, often going into unknown situations.
Warriors are the people that have no hesitation about starting a new business with nothing but lint in their pockets.
The downside of this trait is that it can’t be turned off. They start a new project, and after a little while, they drop it and take up yet another new project. You saw this on the Gold Rush show where Todd wanted to have two mining operations going at the same time, even though the old one at Porcupine Creek hadn’t yet paid off.
See, I told you so… The trait cannot be turned off. The image below I just saw on Facebook, as posted by Todd.
To other personality types, when looking at this situation, they see the Warriors as jumping from one source of amusement to another. “Where’s today’s shiny new object?”
This is why the TV show does so well. There is always something new and exciting happening when following around a couple of Warrior personality types. This impulsiveness is the key ingredient that makes a lot of shows on the Discovery Channel ‘interesting’ watching, (also like American Chopper).
I know a lot of salesmen that get wide-open pupils when they see a Warrior walking into their establishments. They are some of the most impulsive buyers on the planet. All those impulse items you see surrounding the cash register are put there for the Warriors to buy at the last second.
More Quirks of Warriors
But wait, there’s more. From a salesman’s point of view, there are a couple other traits that Warriors have that you can use to your advantage and make a sale.
First, they are always looking for a “once-in-a-lifetime-deal.”
You can see this in Todd, especially after the first episode in season two. In this clip below, Todd seems to take a lot of pride sensing that he can come up with a new deal to get the Klondike mine going. The chaos of the unknown doesn’t deter him. Its the next deal that seems to count most.
The partner-trait that often goes hand-in-hand with this “let’s-make-a-deal-mentality” is that Warriors are often excellent scroungers. They have a knack of taking a tool that was designed for one purpose, and using it a completely different way. I vaguely recall that their wash-plant was originally designed to be use for something else. But they got such a good deal on it, and they were able to re-purpose it for a completely different task.
My own father was a Warrior personality type, and he also exhibited this scrounging trait. He always seemed to be finding the best deal on a new piece of equipment.
Second, the Warriors are slaves to their tools.
They seem to know that if they have a weapon (a tool) in their hand, then they have a chance to come out of the battle alive. Not only that, but they want the “biggest” weapon available.
[adsense float=’left’]As a salesmen, what this means to you is that they always want the “overkill” solution when they are in the buying frame of mind.
You saw this in the clip above, where Pappy says he’s not giving up the big “400 excavator” machine.
Until he has some even bigger, that is…
When something newer and shinier comes along, the Warrior is quick to drop the current weapon and pick up the bigger one.
Now this trait is disconcerting to me, since I’m a “Logistical” personality type. For me, every resource is important, and you don’t just drop it when something new comes along.
The Burdens Of Life…
But the Warrior personality types, like Todd, they are not married to any specific tool. Once it becomes a burden, they will quickly drop it. It is like a gun that is tossed aside during a battle just because it ran out of bullets. It weighs you down, and limits your freedom of movement.
Warriors must be fleet-of-foot, able to move quickly to exploit the next opportunity.
You saw this in the show when he sold off his entire operation for $80,000. The old equipment had quickly turned into a burden as soon as he lost the lease on the mining claim. The burden was that it was going to take a lot of effort to pack up that old equipment and move it to the new mining claim.
I bet you that will come back to haunt him in a future episode. He’s going to wish that he had “such-and-such” piece of equipment. The Warrior’s only regret later in life is “jumping off the horse too soon.” That is the whole reason Pappy is back up in Alaska. He feels the regret of getting out of gold mining when he was younger, and now wants to get back on that horse.
This same trait explains why they have — and will continue to have — a lot of equipment break-downs. A Warrior will keep their current weapon (tool) operational, but the accessory tools (the ones stored in the back-room) are left to deteriorate. And then when they really need them, they are always surprised to find that they don’t work. The result is they then lose time trying to get those necessary items back into working order.
This trait is the reason that Todd lost the claim at Porcupine Creek. Paying the lease during the winter months, wasn’t a priority to him. He was distracted by his new project of finding a claim to run in the Klondike. Since he didn’t pay the lease, Fred Hurt (a.k.a. “Dakota Fred”) was able to step in and take over the entire operation.
When doing business with Warriors, and you’re on the ‘buying’ side of the equation, you can use this sense of “being burdened down” as leverage. They will often accept the low-ball offer, just to get rid of the burden of having it around. I’m sure Dakota Fred was giddy with excitement to take all the operational equipment for the paltry sum of $80K. He had a good poker face saying it was more than he wanted to pay, but on the inside he was no-doubt, jumping for joy.
If you’d like to learn more about the Warrior personality types, like Todd and Jack Hoffman, check out the Personality Marketing Manual. It shows you how to create situations that will lead into more sales, not only with the Warriors, but with all of the different personality types. And also be certain to bookmark this web site so that you’ll get the latest tips on how to increase your sales and become successful.
Now go out and “be Fruitful.”
For more information about Warriors, like Todd and Jack Hoffman, see: Selling and Respect