THREE
The Class President
Character Code

Actions Speak Louder Than Words

I NAMED THIS FIRST Character Code the Class President to help you get a vision in your head of someone who is successful and who appears thoughtfully pulled together—perhaps even buttoned-down—always a professional, constantly driven. A leader.

All these characteristics suggest that Class Presidents have an inner desire to show up, to always strive to do things to the best of their ability. They want to do things “right.” This trait may have come from being taught as a child that there is a specific right way to perform a task. Speaking of which, Class Presidents are very task oriented. Their driving need is for certainty. They like being in control, knowing what is going to happen, and seeing it unfold along a predictable path.

You have already identified your own personal driving need. Are you a Class President? Do you know people who are Class Presidents? Now, using the three components of the first impression described in Chapter 1—appearance, presentation, and speaking style—here is how to read a Class President from across the room.

Appearance

As we discuss all six of the Character Codes, I’ll break down their appearance into sections so that you have a clear idea of how to identify them in a crowd. I consider this their “personal branding,” and it is a key component of the first impression. You can learn a lot about what people care about as reflected in their appearance, including how they want to be treated. You don’t need to check off every item to confirm you are a particular Character Code. Each chapter outlines the typical trends and traits that will help you to identify your Character Code and that of others.

Hair

The Class President woman often wears her hair in a tasteful bob, which I call newscaster’s hair. Regardless of its length or style, however, it is typically well styled, conservative, and tasteful. If her hair is long, it may be worn up or in a chic French twist for business. She may have a shorter cut, especially as she ages, that will always look polished and pulled together.

For male Class Presidents, the look is classic and short. Many choose a no-fuss cut that showcases their conservative style and keeps the attention on the business at hand.

Class President men are most often clean shaven. If they do wear facial hair, it will be neatly trimmed.

Makeup

The Class President woman will typically wear full makeup whenever she leaves the house, but it is not too heavy. She is stylish and fashionable. She will be more concerned with portraying a timeless, professional appearance than following the current hip trend. You will never see a Class President wear extreme colors on any part of her face—no big rosy cheeks for her. Her overall look is classic.

Jewelry

Here again, the Class President woman’s taste in jewelry is best described as classic, timeless, and tasteful. She prefers silver or gold and loves two-tone pieces in either lustrous or matte finishes. Her jewelry emphasizes clean, clear lines and is symmetrical. She loves David Yurman designs. A single strand of pearls is a trademark piece.

If she wears diamonds or crystals, the pieces are tasteful and classy, never so large as to be overwhelming. She occasionally wears romantic jewelry, but only if it looks luxurious and has a rich, classic look. She is unlikely to wear natural jewelry, such as stones bound with leather.

Class President men don’t wear decorative jewelry. The items they do wear will have a purpose or meaning behind them, such as a large class ring, a trophy ring, or a wedding band with clean, classic lines. If they wear a watch, it would be a powerful and expensive piece, such as a Rolex. They are the most likely of all the Character Codes to wear cuff links. Both the Class President woman and man are interested in conveying a sense of power and success rather than wearing what is regarded as trendy, pretty, or nonessential.

Clothing

Since it is the power color, Class Presidents are the most likely to wear black. Both men and women may elect to wear tailored suits. If not black, they prefer solid colors over patterns but will sometimes wear a pinstripe. Wearing a button-down oxford shirt or other tailored clothing is common for both men and women. In casual or outdoor settings, a Class President male can be easily spotted by his collared polo shirt.

Class President women avoid ruffles, as well as floral prints and anything overly flirty or revealing. She prefers classic lines and a crisp, conservative style in dresses, skirts, tops, and trousers. If there is a choice between dressing up or dressing down, she will always dress up. She’s the woman sporting a French manicure and wearing the matching jogging suit at the gym.

She is a fan of blazers and trench coats in cooler weather and will shy away from baggy sweaters or parkas. Typically, she will not wear a long skirt, preferring slacks instead. If she does wear a skirt, it will be tailored and more likely to fall right above the knee (but no shorter). She is not fond of dresses unless they are tailored and classic.

The Class President man is one of the sharpest-looking guys in the room. He is comfortable in a suit. His clothing style is polished, typically in a monotone color palette and with a power tie. He may wear a dress shirt with a white collar and white cuffs or a pinstripe shirt. On the rare occasions that he wears jeans, they are a designer brand and have a dark wash. A more typical casual look for the Class President man would be khaki slacks with a polo shirt and a blazer.

Accessories

The Class President woman carries a more traditional than fashionable purse, bag, or briefcase. Her purse has clean lines and is conservative in color. She may be a fan of Chanel or Louis Vuitton handbags. Her briefcase would also be classic, stylish, and efficient, including space for her laptop or iPad.

The male Class President does not have a man bag but instead will carry a traditional briefcase with black leather. He will consider a briefcase required gear for work, and it will add to his overall professional image.

Nails

The Class President woman prefers a French manicure. Her nails are just slightly longer than her fingertips. Her pedicures are often French style as well. Unlike other Character Codes, she typically avoids having her nails painted in patterns or designs. Class President women will often consider getting a manicure or pedicure as another item to check off their to-do list and will want to make it as efficient as possible.

Class President men are unlikely to want to spend time in a spa, preferring to perform their own personal care. They wear their nails neatly trimmed and avoid having them buffed or painted.

Shoes

The Class President woman regularly wears a black pump, sometimes with a higher heel. This is the classic look for her. Other possibilities would be neutral colors or two-tones, but typically solids and without embellishments. Boots are a possibility as long as they are sleek and not bulky or cumbersome.

Class President men wear classic black or brown dress shoes that coordinate with their clothing.

Bear in mind, Class Presidents do not overdo anything when it comes to their appearance. Their appearance choices are dictated by their desire to project their professionalism.

Presentation

The Class President’s presentation style reflects this Code’s desire for certainty and stability. Class President men and women love to project their power, always communicating the message that they are in control of the situation. They typically stand erect and have good posture, demonstrating their alertness and mental activity. Their presentation will project confidence, without being overbearing or loud.

Class Presidents are more likely to make eye contact when engaged in individual conversation, unlike other, shyer Character Codes. To demonstrate that they have it together and controlled, they typically will not use a lot of hand gestures when they speak. They often appear serious because they are “in their heads” and thinking of the next task at hand.

From across the room, the Class President is not the one who is going to casually smile and glance your way. Why? Because he or she is busy either assessing the interpersonal dynamics in the room or thinking about some idea or problem—contemplating a new opportunity, working out a strategy, determining how to deal with an employee. Class Presidents are strategic thinkers, and they are always “on.” They are typically competitive, alert, and innovative.

Class Presidents might seem rushed or preoccupied at times; this is because they are the quintessential multitaskers. Yet their focus is keen as a laser. If they decide to talk with someone at a meeting or cocktail party, they move very quickly, heading in a beeline toward that individual, intent on fulfilling their objective as quickly and efficiently as possible.

Speaking

Class Presidents prefer to converse and work with people who get to the point. They want to know the bottom line, now. When they speak, it is frank and direct; they frequently come across as demanding. They are often idea people and innovators. They are detail oriented and cerebral; theirs is the language of “I think” or “I see” more often than “I feel.”

Class Presidents are problem solvers and troubleshooters. Ask them to take a look at something, and they’ll rapidly fire off several possible solutions. You can tell when a Class President is on the other end of a phone call, because a Class President tends to end his or her sentences (and conversations) firmly and abruptly—unlike Cheerleaders, who tend to end sentences in a lilting, questioning manner.

Conducting business with Class Presidents means you need to be on your toes. If they are making an important decision, for example, deciding to purchase your product or contract for your services, they usually come to a quick and definitive decision, providing you know how to present your information in a clear, concise manner and meet their driving need for certainty. If you don’t have their attention, you may find them multitasking or checking their appointment book, all the while murmuring “Uh-huh, uh-huh” toward you. Ask them if they understood your point, and they will promptly repeat back the last two sentences you spoke, verbatim. On the other hand, if you hesitate when asked a question, the Class President assumes you are unprepared or don’t know what you are talking about.

Psyche

The four driving needs that influence the majority of our decisions include certainty, variety, significance, and connection. When your client’s driving need is met—for example, through your selling or marketing—you can expect a positive outcome.

Driving Need

Class Presidents have a driving need for certainty. These individuals want to be in control, or at least have the sense of being in control. As they are obviously task-oriented people, they are very good at getting things done. They can see the beginning, middle, and end of a project and want to know that it will be carried out correctly. Class Presidents are concerned with doing things right. As noted earlier, this can come from having been taught as a child that there is a specific or right way to approach a task. Whenever you are presenting to an audience of Class Presidents, make certain you are speaking directly and decisively to their driving need for certainty.

Character Traits

Class Presidents are goal oriented, and they are competitive and like to win. They may move quickly from one accomplishment to another without stopping to reflect on their achievements—or yours. They rarely celebrate their progress or list their victories. Instead, they constantly focus on the task ahead and the next goal to reach. They want to keep the ball rolling.

It goes without saying that Class Presidents are great managers. They can handle an ER trauma unit, conduct high-pressure legal negotiations, or sustain the multitasking required to launch a start-up or run a growing business.

They cut through red tape, office politics, or other peoples’ issues to clarify problems and quickly resolve them. They prefer working under pressure and with tight deadlines. Class Presidents have a reputation for quickly finding solutions to any problem, but they may have trouble taking the time to praise coworkers and celebrate the victories along the way.

The Inner Meanie

The inner meanie is that negative voice in our head we all have. What it tells us depends on our Character Code. The Class President’s inner meanie is constantly critical of him or her. In fact, this is the most judgmental of all the Character Codes because of this critical nature. Some have evolved past criticizing subordinates or situations, either verbally or mentally, but remain very critical of themselves.

In a healthy state, Class Presidents can be highly motivating. They can inspire others to action with the mantra “You can be anyone and do anything you set your mind to.” Others may draw from the Class Presidents’ power and strength. In an unhealthy state, their inner meanie comes from the feeling they are not right, not whole, not worthy, not good enough. Again, as noted previously, this can come from being constantly corrected as a child and taught that there was one specific way to approach each task.

We do not know which aspects of human behavior are genetic and which are formed from experience. However, it is clear that when discussing nature versus nurture, both play an important role. Regardless of how the driving need for certainty originated for the Class President, you will want to recognize the importance it plays in dictating the person’s daily behavior.

Access the resource “Taming the Class President Meanie” for tips and insight (and a little humor) at http://charactercode.com/classpresidentmeanie.

Conflict, Stress, and Emotions

Class Presidents may experience feelings of jealousy or inadequacy regarding people and situations, although they rarely show those feelings. They are often too competitive, and they make the quickest judgment call of all the Character Codes. In healthy situations, they can be very reasonable and logical about letting go of an assumption once it has been proved wrong. However, in unhealthy situations, they may hold grudges and cling to their original assumptions. Forgiveness isn’t their strong suit; how can they forgive others if they cannot forgive themselves? They usually give themselves or others too little wiggle room.

Class Presidents may be unaware of other people’s Character Codes and expect others to be just like them. When they are aware of others’ feelings, however, they are able to moderate their behavior appropriately. When frustrated, the Class President is typically impatient, even rude. Class Presidents often struggle with their sense of urgency and complain when others are, in their eyes, inept or slow.

Health and Wellness

Class Presidents push through life, including the aches, pains, and illnesses that come their way. As a result, they may experience health issues particularly later in life. Many of these issues are related to stress, because of the tough demands and high expectations they place upon themselves. This results from the disconnect between their bodies and their active minds. Often, the Class President body has to “scream out” in order to get any attention.

Of all the Character Codes, the Class President is the least likely to be a hypochondriac and is often too impatient to tolerate therapy or alternative health practices. Class Presidents may handle their car the same way they handle their body: they expect it to keep going with very little TLC.

If you work in healthcare and want to focus on Class Presidents as clients, be aware that many will want you to just fix the immediate problem and will want to forgo committing to a process of healing themselves. In that case, you need to explain that working at such a high mental level is consuming physical resources at an equally high level. They must understand that only by committing to a health-centered regimen will they be able to sustain their work level and lifestyle. Without tying your health recommendations to their productivity, the Class President patient will just have an attitude of “get in and get out”—often waiting too long to seek treatment.

Jobs and Careers

Class Presidents gravitate to demanding jobs, which explains why many business owners and world leaders are Class Presidents. Class Presidents are generally successful due to their drive, determination, self-motivation, ability to multitask, and time management skills. They have financially rewarding jobs or careers, often at the executive level, in such fields as finance, real estate, banking, upper-level healthcare, medicine, and consulting. Many successful entrepreneurs are Class Presidents as well, because they crave the demands and satisfactions of being their own boss.

Class Presidents must take care to strike a balance between the need to succeed and time spent with their family. These high-powered, highly focused businesspeople are often unaware of how quickly time passes and may look back with regret in later years when thinking of their 14- to 18-hour workdays.

Marketing and Sales

When marketing to a Class President, be sure your look is clean and corporate and that your message conveys competence, trust, and success. Pay careful consideration to your personal appearance, presentation, and speaking style, as well as your online presence: headshot, website, colors, and titles. Colors that appeal to the Class President include blue, black, gray, brown, white, and sometimes a jewel color (although it is not preferred). Avoid pastels, as well as anything too flamboyant or busy.

If you want to market and sell to Class Presidents, consider what problems you can help them to solve. Don’t spend time creating a product, service, or program for a Class President that focuses on a skill they already have mastered. Use what you’ve learned in this chapter to focus on the skills they lack if you want to serve them. The Class President will appreciate the fact that you’re well prepared and haven’t wasted his or her time, and will respond in kind with a quick, definitive decision. Tailor your presentation to appeal to the Class President’s Character Code, as discussed in the next section.

The Ideal Client

If the Class President is your ideal client, it is essential that you make an absolutely fabulous first impression that inspires trustworthiness and success. You must offer assurances that you are highly competent and organized, you are totally committed to your Class President client’s success, and your product or service will meet and exceed all expectations. Although everyone values a first impression, it is always a make-or-break situation with the Class President.

It is useful to know that Class Presidents prefer to be around other Class Presidents more than any other Character Code. If you are not a Class President by nature, you need to be aware of how Class Presidents think if they’re your ideal client. Always remember, if you hesitate, seem unsure, or waver at all in discussing your work or solution with a Class President, he or she will assume you do not know what you are talking about.

Summarizing the Class President

If you are a Class President, or it is one of your top two Character Codes, then you can start by being more tolerant toward yourself. When you notice the inner meanie criticizing how you look, what you did, or where your path is headed, remind yourself this is just a part of being a Class President. Tell the inner meanie to take the night off. Of course you are headed in the right direction. You are fine just the way you are.

Advice for the Class President

If you are a Class President and feel impatient or frustrated with others, remind yourself that this is just a feeling and a part of being a Class President. Every Character Code is different, but each has just as much inherent value as any other. You, as a leader, must learn to appreciate the differences and use them to good advantage. This is why I like teaching the Character Code System: it helps Character Codes become a more brilliant version of themselves and more tolerant of everyone else.

As a Class President you are inherently very quick. Once you know and understand all the Character Codes, you will be able to apply your newfound understanding and begin treating people in a gentler, more respectful manner. This will only increase the number of clients who will want to benefit from your powerful leadership skills and help them drive toward success. You’ll see ever-better results interacting with the public at large, and in a word, you’ll become unstoppable.

Advice for Interacting with Class Presidents

If you aren’t a Class President but your ideal client is, you need to consider the visual and verbal messages you send for effectively communicating with him or her. Class Presidents want to know you are trustworthy and will get the job done. For example, if they have outsourced a job to you, they trust that you know your process and can complete the task, but they don’t need to know every minute detail of your progress. What they care about the most is that you get it done.

Review the earlier “Appearance,” “Presentation,” and “Speaking” sections. How can you apply some of those attributes to yourself in order to more effectively connect with the Class President? I’m not talking about an extreme makeover; rather, subtle things that tell the Class President you are his or her type of colleague. Class Presidents make the quickest assumptions. They prefer being around people of their own Character Code; however, they will respect the “shiny” or professional version of you as your own Character Code. Always honor who you are and make the effort to make sure your message connects with your audience.

Think through if the Class President is the ideal client for you. If yes, you’ll need to make sure your competence is clearly known. Can you accept someone who is direct, and can you take orders? If you are looking for a warm and fuzzy client, then the Class President might not be the right fit. You always get to decide which ideal client you most desire to work with. You don’t need to be the same Character Code or have the same driving need, but if you do select a different Character Code as your ideal client, you will want to make sure you understand how to serve that client.

First Impressions with the Class President

When meeting a Class President for the first time, be sure you look pulled together and appear confident. Move in a quick, decisive manner. Shake hands firmly, with one pump, and make eye contact. Class Presidents prefer business language to emotional or spiritual language. Use concrete, businesslike language—for example, target market instead of dream customer.

Here are some things you can do to enhance your first impression that broadcasts trustworthy to a Class President:

Wear a strand of pearls or moderate, classic jewelry.

Make sure your hair is neat.

Choose classic lines in clothing, not too dramatic or natural in color or style.

Radiate an overall polished and professional look.

Keep your eyes alert, paying attention to details in the environment.

Use direct language with tangible details of what you offer and can accomplish.

Here are some aspects that send a warning or spell out danger to a Class President and should be avoided:

You’re not wearing any jewelry or just very little, indicating you didn’t put any effort into your look.

Your hair or clothing looks disheveled or too casual.

You’re juggling too much stuff, or papers are strewn everywhere.

You appear sloppy or disorganized.

You don’t make direct eye contact or are timidly looking down all the time.

You seem hesitant, take too long to answer, appear vague or nervous.

People respond differently to someone who is obviously nervous. An Activist Character Code would nurture you through it. A Cheerleader Character Code would tell you not to worry or tell you a joke to put you at ease. Class Presidents will likely assume you have a reason to be nervous and are not prepared. In other words, they will believe you and take at face value what they see before them.

One of the Class President’s greatest strengths is being able to handle nearly any situation. That’s why Class Presidents make great managers and leaders. You can count on them to do what they say they will do. They will take exceptional care of a project assignment from beginning to end. They follow up and follow through. They are very strategically minded and superbly visionary, capable of seeing the big picture and realizing grand dreams.