I attended Room Full of Referrals training with some of my BNI Chapter members the first time around.  That day, I realized how I could better communicate with several Chapter members because I learned what their styles were.  I immediately was able to connect with Georgana Collins when I realized that she needed a softer and more caring approach – she had turned out to be a Nurturer.
As I thought about that first session, I also thought how powerful it would be if I was able to identify with each of my employees they way I had identified with my BNI Chapter members.  Even better, what if my employees learned now to better communicate with me.  So I signed up my entire staff and we attended the Room Full of Referrals training as a team.
What I realized as a result of attending the training with my staff was that I had a lot of Nurturers on my staff.  This told me that my approach needed to be much slower and softer than my Go Getter tendencies would dictate.  I also had a huge AHA moment when one of my employees who handles our CPA Secure Aging (senior bill paying business) was identified as an Examiner.  As a Go Getter, I was going into her office with a list of things I wanted her to do.  Because she was always so busy, I wanted to give her the list of items very quickly and then move on so that she could get back to her workload.  Her reaction was the “deer in the headlights” look.  I now know that she could not process what I was saying because I was rushing through the instructions and she did not have time to think about what I was saying.
I now go into her office much more quietly and let her know that I am going to be giving her a few ideas to think about and get back to me.  This gives her time to absorb my requests and process the information that I am providing.  What a difference that has made in our relationship and her ability to perform at a much higher level.
Finally, having the language of the Room Full of Referrals helps me to relate and coach my employees better.  I can talk to the Promoter who is having trouble with the Examiner in ways that she now understands.  Things make sense when we are using a common language, and they can appreciate their differences and respond better to one another.