Colin Blalock, a shareholder with Jones and Kolb, is a CPA with a very unique set of skills: Colin has developed a talent for understanding the nonverbal messages that people are saying. That's right – He has developed the ability to read body language, and he has delivered a number of conference presentations on this topic.

The importance of reading body language is underscored when you understand how people are interpreting your message: 7 percent is what you say, 38 percent is how you say it (the tone of your voice), and 55 percent is silent body language.

But a lot of us don't take the time to think about our own body language, and that limits how effectively we can communicate with others – or understand what they’re really communicating to us.

Colin’s Challenge & Body Language Cheat Sheet

For the next 30 days, when you get up in the morning, read this cheat sheet – the 13 keys of body language – and try to identify these things during your day. What you see, and learn, will absolutely blow you away.

Key #1  - Initial Meeting

• Plan
• Flash/return flash
• Eye contact
• Smile

Key #2  - Spacing

• Personal space
• Correct distance

Key #3 - Conflicts

• Unknown male/female (standing and sitting)
• Standing vs. sitting
• Avoid deep armchairs

Key #4 - The Handshake

• Pressure/length
• Limp wrist
• Dominate (counter)
• Get together
• Submissive
• Glove
• Double touch
• Shoulder grip

Key #5 - Appearance

• Glasses
• Best face forward

Key #6 - Cooperation/Acceptance

• Head tilt
• Eye contact
• Smile
• Speaking to a group – contact

Key #7 - Power Plays

• Control time/space
• The stare – counter
• Where you sit

Key #8 - Reading Others

• Watch for leakage
• Read my lips
• Furrowed forehead
• Buy signs
• Watch the feet
• True smile
• Copying stance/gestures

Key #9 - Common Lying Gestures

• No single sign
• The nose knows
• Gravity defying gestures and happy feet

Key #10 - Watch the Hands

• Touching objects
• Palms up/down

Key #11 - What about the Eyes?

• Audio (side to side)
• Calculating (down and left)
• Emotional (down and right)
• Deception (up and right)
• Recalling (up and left)

Key #12 - Common Barriers

• Arm fold
• One arm fold
• How to break the barrier

Key #13 - Practice!

Colin’s Favorite Body Language Books:

• Telling Lies, Paul Ekman
• • Extremely hard to read, but many books use his research.
  • Unless you really like Calculus I would pass.
• The Secret Language of Success, David Lewis
• • First book I read, 31 rules provides a good foundation;

• The book cost $0.01 and shipping is $4.24.  Accountants love rules and there are 31 Rules to follow.  Note: three books below cover many of the same points.

• The Definitive Book of Body Language, Allan and Barbara Pease
• • Excellent book and discusses issues up through former President Clinton;
  • Entertaining and useful.
• What Every BODY is Saying, Joe Navarro
• • Real life experiences working with soldiers captured in the Gulf Wars and how the same techniques are applied to interactions today;
  • Works with Fortune 500 companies now;
  • Addresses benchmarking.
• Let Me See Your Body Talk, Jan Hargrave
• • Very good book for singles;
  • Explains social interactions.
• The Silent Language of Leaders, Carol Kinsey Goman
• • Excellent book if preside over meetings or need to get a consensus from a group on issues;
  • Explains why some people “lead” and no one follows.

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