THE FACADE. People build walls around themselves. Walls serve as a protection, to
keep others out of what is considered personal territory. However, in building walls
around our personalities, we effectively cut off communications and keep others from
being able to get their ideas across to us.

The fact of the matter is that very few people are what they seem to be on the outside.
We all tend to put up facades to hide things from others we don't want them to see. Doing
so is human nature.

In addition, people have different PERSONALITIES. What makes perfect sense to one
person, may seem completely illogical to another. Let's illustrate this point:

Mr. Boss is a patient man. He is a successful businessman due to his ability to think
things through and plan his steps in great detail. His line of business requires careful
decisiveness, with all the facts considered.

One of his top salesmen, Mr. Gogetter, is an urgent person. He likes to get out early in the
day, work hard, and make sales. He doesn't like to put things off. This is the reason Mr.
Boss hired him as a salesman.

However, Gogetter is sometimes bothered by his employer's seeming lack of "gumption'.
He is frankly irritated when he feels a decision needs to be made and Mr. Boss seems to
put off making that decision for several days. He is so distraught by this that he is
considering taking a job with a competing firm.

Do you see the problem here? Both of these people are effective in what they do. But
their personalities are different, and often conflict. Rather than the salesman seeing Mr.
Boss as a capable businessman who takes the time required to make his decisions, he
perceives him as an indecisive, perhaps even lazy employer.

But one day Mr. Gogetter read his own PEP analysis as well as that of Mr. Boss... and it
became crystal clear what he was feeling and how that affected his job. Mr. Boss,
realizing Gogetter's core personality traits, having been informed by PEP that Gogetter
likes direct communications, sat down and explained why the slow, determined decision
process was necessary in their particular business. Gogetter comes to see his Boss with
newfound respect, comes to understand their work relationship, his value to the company...
and becomes more productive than ever before.

A fairy tale? No... this is a common scenario. This is what PEP is designed to do.

People get to know each other slowly. We are all cautious about letting others know
what we ourselves are TRULY like. When we meet others for the first time, we tend to put
up a facade, presenting a view that we feel others want to see, not what we truly are.
speeds up that process. It's that simple.

Before people can communicate, they have to have a mutual ground, a point of
reference. PEP helps achieve that mutual ground, quickly and easily.

When we first contact a business associate or employee, we look, estimate, judge and
take impressions from what we see and hear. We will talk with this person and hear what
this person says.

If everything is all right so far, we will then acknowledge this person. However, very often
(and unfortunately, more often than not) the process stops there. We deal with this person
in what is termed a "working basis" and never get to understand what really makes him

In the work environment, this can be fatal. You have undoubtedly seen many instances
where a company is literally falling apart and no one seems to understand why. Do the
following comments sound familiar to you?

My boss just doesn't care about his employees. His idea is to get the product out and
that's all.

My employees don't care about the business. They come in, do as little work as they can
get by on, then leave.

Production is way down and we can't understand why. We've even fired a few people, but
nothing seems to do any good,

I've been trying to get my partner to make this decision for months; I just can't seem to get
the idea across to him.

I don't understand people any more.

The last comment is probably of the greatest significance. As our society gets larger, as
life becomes more hectic and faster paced, we find ourselves suffering in the social
environment. We work in a mass-production society, eat in fast-food restaurants, watch
fantasy-laden television and movies and forget that people are still individuals with
individual needs, wants, and desires.

Is your business having problems with employee turnover? Perhaps you feel your benefits
are excellent. You feel you have bent over backwards to motivate your employees to
greater production. But still, people are quitting (or getting fired) all the time and there
seems to be no end of it in sight.

Is your hiring process inefficient? Do you seem to be hiring the wrong people? Do you
often hire people with the apparent background, education and skills required, only to find
later that in some way, they just don't seem qualified for the job?

Do you have difficulty motivating your employees?

Then the Personality Evaluation Program can help you.