ImmunoBAR COLORS: La magia de hablar el idioma de cada persona. Por Marta Herce. 26 noviembre 2025.

for inviting me. Thank you, thank you for all

the help in the preparation, because the

truth is that with you this is

super easy, so I thank you a

lot from the bottom of my heart and well, thank you to

Julieta for suggesting me and for

always accompanying me with so much affection and

love. I really learn a lot

from her, so thank you so much and I'm

happy to be here and share with

everyone, right? With the Immunotec family

that I love. Very good. Well

, I've come to talk to you, as

Carmen said, I've come to talk to you about the power of

adapting. We're going

to focus a lot on the power of adaptation in relation to

our prospects, right? Hey, because it doesn't matter how

well we explain Immunocal,

how prepared we are, or how clear our

message is. If the

person in front of us doesn't receive it

as they need, there won't be a

connection, and connection is fundamental, is

n't it? In order to continue moving forward.

So this model, our Immunobar

Colors, will give us the guidelines, it will

be a compass that tells us about those

behavior patterns of each one and

how we can adapt to each one of

them. And that's where the magic begins, is

n't it? Speaking the other

person's language. I'm going to share a

presentation with you, just

a moment.

Okay, let's see if it lets me put it here

. Oh,

wait, let me put it in, it's

stuck there.

Okay,

wait a minute. I'll do it again. It's stayed

there and won't let me. Do

n't worry, there's no rush. It's done

now

. Okay, so it happens to you with

some people. Wait, I'm going to get

started,

wait while I get started here, please

excuse the technical issues. Well, it happens to you

with some people that you

connect right away,

that you fit in really well, and yet with

others things don't flow, they don't flow

sometimes, uh, well, it's hard to

connect, and with others you say the

same thing, but they don't receive it in the same

way. In other words, the impact

they have is very different. Some

prospects ask for a lot of

information, while others want to

take direct action. So, that

's what we see, right? Each person

has their own pace, their own way of

deciding, their own way of trusting, and our

Immunobar Colors model is a compass,

right?, that will help us create that

real connection with each prospect. A

few months ago, Julieta invited me to the

leadership academy and well, as

Carmen has said, I have used

the whole color pattern a lot with a

similar model called Insight and that's what I

talked about at the

leadership academy, but very focused on what

were teams. Of course, when Paco

started telling us about Inmunobar and I suddenly

saw the colors and patterns and that it

was also our own Inmunobar

Colos, I loved it. I said, "Well,

wonderful." So, that's what I'm going to

share today, our Immunobar

Colors model, okay? The Immunobar

Colors is a compass that helps us

understand the behavioral patterns of

both ourselves and others, and it is

based on two axes. A vertical axis that is

extroversion and

introversion and a horizontal axis that is

thinking, feeling. And as you can

see, that gives you four

quadrants. a quadrant that is

extroversion thinking, which is the

color red, a quadrant that is

extroversion feeling, which is blue,

introversion thinking which is

green, and then introversion feeling

which is yellow. And each of them

moves very, very different energies,

okay? In the case of red energy, they are

very direct, decisive,

results-oriented people with a lot of focus. They

also need, I mean, they like the

activity and are very focused on the

facts, right? In the case of

blue energy, feeling and introversion.

Excuse me, but I need to move this. Let's

see how I can do it.

Well, so that I can see more of the

screen, but I can't manage it. There. Okay.

Uh, in the case of blue energy,

uh, which is feeling and extroversion, it

is an enthusiastic, communicative,

creative, very sociable energy. They love it,

but don't they enjoy working with

other people? Uh, they need that

very relational part. OK? Then, in

the case of introversion and thinking,

the green energy, uh, these are very

precise, analytical, structured people, uh,

who need a lot of method, a lot of

system and who also have a lot of

calm in situations of pressure, which is

also very necessary, right? And always

maintaining that objectivity. And

finally, introversion and

feeling is the yellow energy. They are

empathetic, very cooperative,

very collaborative people who seek harmony

in teams and groups, and who

also focus on

reflection. They need their time, okay?,

to make the decisions. Hey, and I

ask you, in which quadrant do you see

yourselves with this information? Where do you see each other

more often? Extroversion, thinking,

extroversion, feeling, introversion,

thinking or feeling. Where do you see

more? Do you see yourselves more in one quadrant than

another?

Yes.

Very good,

very good.

Well, we'll see. Um,

it's important to keep in mind that there aren't any

better or worse profiles, okay? All

profiles are good. Yes, we do

have them in all colors, okay?

We have all four colors.

Normally we have one of them that is

above average, with more, that is, with

more dominance, that is, more

marked, then a second one and then there may be

a third one that we develop

above average, but in any case

what we can be are versatile

in any of the four

colors, which is what it's about. In

other words, being aware of which

colors I am most comfortable with and from there being

able to be versatile in the rest.

It is a tool to understand both

how we act and how others see us.

And it measures, it doesn't measure at any time,

neither skills nor abilities. What it

measures are preferences and it is based on

two axes: extroversion,

introversion, where you put your energy,

and thinking and feeling, right?

How do you decide? For those

therapists and psychologists, the foundation is very

solid, okay? Because the base is the

same base as Inside and

other models, and it's based on Yun,

right? So, it really does have a

pretty solid foundation. And let's see a

little more.

Let's get to the colors. The color

red, okay? the color red. People

with this energy are competitive,

demanding, assertive, and, as we've

said, very action-oriented,

results-oriented, and very direct. If

you have a prospect who is more attuned to

this energy, they will immediately

ask you how much they earn, what

the compensation plan is, but not

in detail, rather to fully understand

how the compensation system works,

what the next steps are, in other words,

they want to get straight to the point, okay? And that's what needs to be

done, not to beat around the bush because they

need to get straight to the point. In the

case of blue energy they are sociable,

dynamic, enthusiastic, and they have

a very persuasive communication style.

Blue energy really likes everything that

is novel,

revolutionary, and new. That's why

, for example, they're going to be able to

hook a prospect very well from

there, right? which is something very

revolutionary, something new, and since they are

relational,

that part of work will matter a lot to them,

but also that part, so to speak

, with fun, right?

How you work with others, for

example, talking to them about events,

talking to them about trips, are things that

will hook them into that

blue energy and all that part of

connecting, right? Hey, you shouldn't

bore them with too many details because otherwise they'll

tune out, okay? In other words, they don't

need as much detail as

other energy sources might. We're going

green energy, okay? People

with this energy are more analytical,

precise, they question things, they love to

understand the world around them.

So, that's why they need a lot of

information and they question it and they're going to

ask for a lot of facts, right? When

we are making those discoveries in that

relationship with them, they are going to ask, uh,

what is the composition of Immunocal, what

studies it has. So, it's

important to give them that information,

okay? Because that's what will

give them that stability. Okay, having all

that data is what

will make them believe in the

project. And also something very important, they

cannot be pressured to decide

quickly, just as for example people

with red energy or with blue energy are

those who in a discovery may

even sign up, especially the

red energy if they see it very clearly. Uh,

green energy and now we're seeing

yellow energy too, right? They will

always need to, normally, in 99.9%

of cases,

think about it, analyze it, in this case,

analyze it very well and then do, and of

course follow up with them,

right? And then finally,

yellow allergy. They are very empathetic and patient people;

values ​​and

caring for others are very important to them, and they are very

cooperative. So, uh, what's going to

interest him? Well, he'll be interested,

for example, in how the project has helped you,

how it has helped others,

how Immunocal has helped others, if it

's a company with values ​​very focused

on people. That kind of information is going to resonate with

someone with a

yellow energy; it's something that will

hook them. You can't pressure them; they need to

feel accompanied and at

a calm pace. In other words, you can't

rush them, and they need to

feel something for themselves. And I'll say it

several times: the connection is paramount, the

relational connection, before

the business. In other words, we have to start there

so that they become interested in the

business later, like with

red energy, right? In the case of

yellow energy, yes. In other words, we need to move more

from that connection. And then something

interesting, uh, if you've already placed yourselves

in one quadrant or another, you can

think of people with whom you find it

harder to connect, right? Normally opposite,

red and yellow have more difficulty

connecting, as does blue and green.

Hm. In the case of red, for example,

it may perceive yellow as lacking

rhythm, as overthinking

things, it even sees it as soft, right? It's

like he's lacking focus, you

can perceive him that way. And yellow, for

example, can be

perceived as invasive, as very

direct, compared to red energy, okay? It's like it doesn't take into

account, it doesn't feel, it doesn't take into

account that more, well, connection

or relational part, but they are perceptions of

how we perceive each

other's energies. So, it's good to keep in

mind what energy I'm coming from in order to see

how the other person, the one in

front of me, my prospect, perceives it, right? The

same applies to blue-green.

Blue energy, compared to green, can be

perceived as more rigid,

very serious, and not

very detailed, okay? And

yet, green, on the contrary, can

perceive blue as too effusive,

or that it is a little disorganized, or a

little scattered, or that it lacks detail,

okay? But these are perceptions of each

of the colors that are important to

keep in mind, right? From what color do I

move and what color do I have in front of me to be

able to make that adaptation better.

Anyway, I repeat, we all

have all four colors, which

is very important. The thing is, we

have them at different levels, and it's about

being versatile at each one

. Hm. Well, let's continue. Let's

see from where, uh, how

each of the energies moves, right? In the case of

red energy, it

moves to the point where, well, before a

project, let's do it now. In other words, if you've

convinced him, let's do it now. In other words, it

needs to get to the point, speed, and

decisions. In the case of

blue energy, what it needs is to do it

together, the connection, the

conversation, that is, that more

relational part. Hm. In the case of

green energy, let's do it right. For

them, quality,

high standards, and everything being correct are very important.

And so they prefer to

take it longer, but do it with

the right process, okay? To do it

correctly, which is one of

the main focuses where they put it,

right? And in the case of

yellow energy, let's do it in harmony, shall we?

Let's do it from that

pleasant, pressure-free environment of connection, of

helping others, that is, from there. And

then what each color prioritizes.

Red will prioritize objectives,

blue will prioritize the vision, a vision

of where the dream can lead you in the

future. In the case of green, the

focus will be on tasks, and in

the case of yellow, on values. That's why I was saying

that when you have a

prospect who is more into this

yellow energy, it's important that the

values ​​are aligned and that they see that they are

aligned, right? that our Kimunotec is

real, that is, the values ​​are very much

oriented towards caring for people,

helping, and that is our purpose, right?

And that's going to resonate with them a lot

from there.

Okay, so let's talk about a good day and a

not-so-good day, right? Because

all colors have their

bright moments when, well, we're

at our best, and then days when,

well, they're a

little more stormy, right? In which

we are more in our own shadow and it

will also help us to identify both

where we are and where

our persona, our client

whom we are prospecting, is, right?

So, to identify if you're having a

bad day, and then we'll talk a little bit

later about how to manage

this, right? Anyway, on bad

days, as I say, you have to

work hard, you have to work on yourself so that

each time those moments when we

are in the shadows are at

least what we are supposed to do

, right? Let there be fewer of them, and let us

also be aware when we are

there, so that we can manage and

channel it as soon as possible. So,

we'll see red energy on a good day

. On a good day, well, as we've been

talking about, she is objective,

direct, competitive, very determined, very

focused, very results-oriented, very

efficient. What happens to him on a bad day

when he goes too far? Well, he can be

aggressive, controlling, dominant,

intolerant, with a certain

irascible arrogance, okay? There are also prospects

who start to challenge themselves, and it's

because they're in this moment, okay? So

, it comes from there, and we'll talk

later about how you can

manage it, right? As far as

possible, okay? And then in the case of

blue energy, uh, on a good day, well,

blue energy, as we were talking about,

is sociable, enthusiastic, uh, very

positive, dynamic, with

persuasive communication, very

relational, very motivating, right? And

when they're having a bad day, well, in that

dark moment or in that

stormy moment, they become excitable,

disorganized, impulsive. They can become

scattered because they are people who have

a lot of ideas, a lot of things in

their head, and so, well, they can

tend towards that scattered, capricious behavior

and they can have their sensitivity more on the

surface, okay? On a bad

day, blue energy. In the case of

green energy, well

, as we have discussed, it is

analytical, questioning, it goes, it needs

all the information, it has a lot of

technical rigor, objective, very

detailed and analytical. So what happens to him

when he goes on a shady day?

Well, he can become blocked and

more closed off, more indecisive, because

he feels he doesn't have all the

necessary information to make decisions and

so he prefers not to make them and

becomes quite indecisive, distrustful of

what he is being told, reserved and

rigid and with a certain coldness. Furthermore, there's something else

going on, uh, they're

not going to tell you about green energy, and we'll talk about yellow energy now too. Just

as people who are more active in the

red or blue energy,

especially the red ones, will tell you

if there has been something that

has bothered them or that they disagree with, they

will tell you very directly.

In the case of green energy, he won't

say. What he's going to do is

put some distance between himself and the other person. He's going to be colder,

he's going to stall and act

that way, but he won't tell you. The

good thing is to identify those signals

so that you can

manage it, right? And in the case of

yellow energy, well, it

's empathy, right? Reassuring,

cooperative, very faithful to values, as we

have discussed, patient, thoughtful.

What happens to them in those

dark moments? Well, they avoid conflict,

they find it hard to say things very

directly when they don't

like something, they can become

slow because they think a lot about the

impact decisions can have

and then they find it hard to make them. Not very

assertive, resentful, okay? Because

even if they don't say it, they're going to be left with

that discomfort. They're going to tell their

inner circle, okay? But they won't

tell you, or they won't tell

you directly, even though they seem submissive, they are

not. They can become

quite stubborn, it's just that

apparently, since they don't say it, they might

seem indecisive, right? In the

sense that they find it difficult to make those

decisions, okay? May those be good and

bad days, and may you be able to identify

both in yourselves and in the people you

are prospecting so that you can see

the signs and where they are moving.

And once we've seen,

well, how to identify the different

colors, uh, then

comes the part about

how to adapt your communication,

right? In order to have influence, right?

So, we don't decide the same way, as we've

discussed, we don't trust the same way, we each

have different needs and it's about

speaking their emotional language, which is what we're going to be

seeing now in

each of the heats. We need to adapt

the pace, even the tone of our

conversation, right? Because it's very

important, and then the connection

appears and the objections start to decrease.

So it's like that magic is created, as

we said at the beginning, right?,

in the communication and in

the relationship.

First, I'm going to give you some clues so

you can identify potential candidates in the

work environment. I know that

most of the discoveries we

make are via Zoom, right? Or in

meetings that we've arranged more as in-

person group meetings, but sometimes we do

make visits, right?, to

our prospects. It could be to a

clinic, or it could be to, well, a

doctor, or it could be to a physiotherapist, or to a

beauty salon. And the

work environment they have will give us clues

about the energy they operate at. For

example, in the case of red energy

it's very practical, okay? Their

work environment is very practical. Uh, everything they

need, they have to have it bad,

very efficient, and without embellishment. In other words,

to put it simply, they have no

decoration whatsoever. It's effective, isn't it?

Uh, with easy access to what they

need. In the case of blue energy,

they have the space they like most

free, right? With less structure. They can

have several themes at once and can

have photos of friends. Since they are very

relational, they also love

memories, right? Of those moments they

have experienced at work,

with friends, and so they have

those memories, they may have trophies,

photos. And I'll give you an example from the

last company I worked for, where I

worked, well, as a

human resources manager, I had a person on

my team who had a very, very

blue energy, and so in her workplace,

everything that when we go to conventions

that they give us, well, the little card

that we hang up and such, she had all

the cards from all the conventions

that we had been to, right? It was

like a way for him to remind her, well, of

those moments at the

convention we had, and it's an

example, right? So, he's going to

give you data, right? All this kind of stuff.

Then, in the case of green energy,

they are very methodical, systematic,

so they also need their environment to be

orderly, well-maintained, clean, with

books and information and

reference books at hand, right? And

finally, in the case of

yellow energy, they seek warmth.

They are very much into those kinds of relationships,

more from those relationships

of connection, of authenticity, and they

also seek to feel

that warmth, right? So they're going to put, well,

for example, they can put a

plant, family photos, but not too

visible, so they remind you of

your surroundings, right? And

personal and very warm details, that is, things that

remind them of that, that make them feel

comfortable. That's going to be their

work environment. So, when you have to pay

a visit, this information can help you

, right? He's going to give you

clues, and we're also going to talk about how

his non-verbal language can give you clues

, right? Um, nonverbal language

is very important, I mean, its weight

is extremely high, I mean, uh, in fact,

the word only has 7% of its weight

, in the rest, everything that is

paraverbal. Uh, or our

body language is a... well, it's the

rest, right? A 93. So, if I

tell you now I'm super sad, it's because I'm extremely

sad. I'm telling you,

but as you can see, I mean, he's not with her.

So it's very important that the

word is important, but we have to

pay attention to all of the

non-verbal language. So, what does the

nonverbal language of each of the

colors tell us? For example, in the case of

the red energy,

excuse me, they lean forward, for example, they have a

very active posture, high energy,

so they lean forward. Their

handshake, if it's a handshake, if you

're doing it in person, is usually a

firm handshake, the gestures are

firm, okay? In other words, it's a

very active stance. Hm. In the case of

blue energy, since they are very relational,

they love eye contact and will

seek it out, they gesture quite a bit, their

pace is fast and they can

also show impatience in their

movements. In the case of

green energy, they need quite a bit of

physical space, that is, when you are with

them in person, they need

their prosemia, which is what it's called,

a little more than in

other colors, right? They need, and they don't

like to be touched or hugged, unless

you have

a lot of trust with them, that is, they

are not like other colors that love

physical contact, green energy does not like it, it does

not like it that much. They are

more rigid, more formal postures,

more calculated movements,

right? They may even seem somewhat

distant. And in the case of

yellow energy, their attitude is reserved with

little eye contact initially because

they find it difficult, that is, they have that point more

like shyness, their handshake is

softer and little gesticulation. He

gestures a little. Normally

when we have Zoom meetings, you

discover the people you're in when there are quite a few of you

, not just one or two people,

right? But when they're with more people,

they're usually the kind of

people who don't wear a

camera, okay? The

yellow or green energy tends to move more, those who

usually use the camera less than

the red or

blue energy. That can also give you

some data. Okay?

Very good. And now let's talk about verbal style.

The verbal style of the

red energy one is to have made it clear what it means:

short, clear phrases, without beating around the bush.

That's how they talk, isn't it? And

they also like

professional language and a brisk pace. They are

also very quick to respond and they

are direct, aren't they? And assertive. They're going

to ask you directly what you have

doubts about, what concerns you have, and

in that sense, no, for them it's not a

problem at all. In the case of

blue energy, let's talk with energy, with

enthusiasm, with passion. Uh, their

communication is more dynamic, expressive,

very spontaneous. Sometimes they respond, and they

respond quickly, sometimes even

too quickly, right? That blue energy

sometimes has a little trouble listening. And

in the case of green energy, let's be

precise, its tone

of voice is more stable, meaning it has

fewer variations than,

for example, blue energy or

red energy. Well, questions predominate

because of what I was saying, right? I mean,

because they need to

understand the project, they

analyze what is presented to them. So, in

that sense, they ask questions, and they also

need instructions, like having

the process very clear. Hm. They are

thoughtful, considerate, quite

respectful, and quiet; that is, they

are not like, for example, the energy of

the others, the blue energy that

speaks much more, right? And in the case

of yellow energy, let's talk

calmly. The tone of voice is soft, the rhythm

is slow, uh they are

very diplomatic, very

respectful. Hey, they also need calm

in our communication. They

appreciate that our communication

with them is also calm,

gentle, and very friendly. It's

important because it's their preferred type of

communication and the one they receive

best. Hm.

Very good. So let's move on now to

verbal style. Okay, let's do a

little activity. Carmen, I don't have

WhatsApp, I mean, the chat is open.

You tell me, okay? I'll start posting.

Perfect.

Okay, I'm going to put you... we're going to do

a written verbal style exercise,

for example, a WhatsApp message. So, I'm

going to share a WhatsApp message with you, and I'd

like you to tell me what kind of energy you feel

in that message, okay? Well,

hello, I am developing an

international health business with a

Canadian biotechnology company with

real and rapid economic results. I'm

looking for people, I'm looking for

ambitious people who want to generate income,

and tell me if you're interested, uh, tell me and I'll

tell you without taking up too much of your time.

Thank you. What kind of energy do you see there?

Red, red, red, red, red, red,

red,

red, right?

Red.

The response was unanimous.

Unanimous, right? In other words, you can see the

eye, red.

Okay, let's move on to another one.

That's that direct, fast energy,

right? Very results-oriented, is

n't it? No beating around the bush, no embellishments. Let's go

. Without an emoji, which is also

important, right?

Let's go with the yellow one. Hi, I'm working on a

very innovative international health project that I'm super

excited about at a

Canadian biotechnology company and it's going

great. I'd love to

tell you because I think you might find it really

interesting. Would you like to

talk this week? Tell me what

day works for you and I'll let you know.

Thank you so much. What's your energy level?

Blue. Blue, blue, blue, blue, blue,

blue, blue. Well, there are some yellow ones,

huh? Some have said yellow,

but well, most are blue. Now,

now let's look at yellow. Okay, very

good. Phenomenal. Uh, now, uh, hello,

how are you? I would love to share

with you a project that is helping

many people improve their health,

well-being, and finances,

allowing them to gradually increase their income

without pressure. If you feel

interested, if you're in a good place, let me know

and we can talk calmly. Thank you for your

time.

Yellow, yellow, yellow,

yellow, right? Very yellow,

yellow, very yellow, very

yellow. Exactly. All that

part: careful, empathetic, collaborative,

respectful. You ask him how he is.

Thank you for your time, I mean, from

there. And now for the last one. Hey, look,

I'm collaborating on an

international health project backed by

a Canadian biotechnology company.

It is a serious initiative, with a lot of

scientific evidence. I don't know why this is

happening and why there's a solid business plan. If

you're interested in knowing how it might fit

with you, let me know and I'll give you more details.

Thank you for your time. I'll be waiting

and thank you very much. I'll stay, I'll stay, thank you

for your time. I'll leave it pending. That's it.

It's easy, isn't it?

Yes, it's already been ruled out.

Green energy is the only option by process of elimination. But I would like to

. You can see

the difference simply by sending a

WhatsApp message. Not only what you send

, but also what is sent to

you. See? From what source, from what

energy are they speaking to you? Because you'll

see very quickly if it moves from the

red energy, which are usually very short.

Hi, okay, alright, when are we meeting? That's it

. To a yellow energy. Hi, I'd

love to. It gives you emojis, lots of

exclamation marks, or the green one, okay, tell me

when that suits you, I mean, or the blue one

which is like without emojis and also

very organized, right? But it can give you

data on what energy level that person operates at, even before they

have the discovery

. It can give you a lot of information. And

now I'd like to ask

you a question too, so you can see

who you find

most difficult to contact, right? Hey,

when you read these messages, which one

makes you the most nervous or uncomfortable

?

It's red,

it's yellow.

It's yellow.

Okay, sure. Well, because normally if

yellow is what bothers you the most, it's because you're

moving more in a red energy.

Looking at opposites from that perspective,

okay? It will give you data, and that's

where you'll have to make

that extra effort to adapt, okay? You

have to focus a lot and be

much more versatile there, because other

colors might come out much more naturally,

but there are others that you have to use. I find it difficult

, for example, with

the green one I find it very difficult. I tend to focus

more on yellow-green energy

for work, I increase the red energy, but not so

much in communication. And for example,

the color green, well, I have to focus on it

because it's important, right? It's about doing it

from there, from their needs and

from their emotional language. Hm.

Okay, what's up? What do we do if, for

example, we have to write a message

and we don't know the

person's skin color? What would you do? I do

n't know what you're putting in the chat.

Cordial and formal.

Neutral. Neutral. Ha ha.

Okay. And how is it neutral?

No emojis. Quite

a mix, isn't it?

A mix, an exactly

multicolored message, because in the end

, what does it have to have? That

part in red, getting to the point,

inviting action in a clear and

concrete way, that part in yellow, being

cordial, being empathetic, respectful,

that part in green of including data or

talking about scientific rigor, okay?

And that WhatsApp has a lot of structure,

or from that blue part,

right? It's about speaking positively, about creating

that energy, that enthusiasm. Look, I'll

give you one here, but this is just an

example, and then it's up to you to do it in

your own style,

right? Well, hello, I hope you're doing well.

I am involved with an international

health project from a Canadian

biotechnology laboratory, backed by a lot of

science and with solid results. It's a

great opportunity to generate

extra income at your own pace and with a

positive and committed team. If this sounds good to you,

let me know when it suits you and I'll explain it

without taking up too much of your time. Thank you and have a

happy day. We've put a

little bit of each color there.

Okay, does

this sound familiar to everyone?

Yes,

yes. That's what it's about

when we don't know

multicolored.

Okay, not there, we didn't fail there.

Okay, let's get to what they fear most, which

is very important because when

we're with our prospect, when we're

doing that discovery or having

those conversations, it's very important to

keep this in mind. For example, in

red energy, one of their

biggest fears is the loss of control. They

hate feeling like someone is selling them out,

okay? They fear

slow or unclear processes and they also reject

dependency;

they like to be autonomous and therefore they

need to feel that in this project they

can be, right? And how to

avoid it? Well, to be very concise,

offer them options to choose from. For

example, a trick for red energy,

to make them feel like they're in control, is to

give them two options and let them choose,

"Hey, what do you prefer? Should I tell you this or should we get

straight to this?" or subsequent

actions, you give them two alternatives and

then you can feel that they have

some control. Uh, then, in the case of

blue energy,

uh, the loss of prestige is one of

its biggest fears, isn't it? They must seem

unprofessional; they're worried about being

associated with something unserious, aren't they? And they

also reject the idea of ​​being seen

as naive, right? Because of that

relational, enthusiastic side, sometimes they

can, or rather, they don't want to, or rather, they are

worried about giving that image.

And this is important, isn't it? We need to

highlight the reputation, we need to highlight

the evidence, the innovation, that there are

successful people, that is, so that they

see it this way because it is a

barrier. We are experiencing, well, it's happening to me

and to consultants on the

team, right?, that we have worked

with executives and we

present this project to them and for them,

moving in that blue energy, many

of them see network marketing

as something that doesn't have that

prestige. So, we have to

make them see that yes, it does have it,

that it's a model, as Killosa says, that

the business model of the 21st century is the business of the

21st century, that these are very serious businesses and that

, well, this is where it's headed,

right? In other words, this model will be

implemented much more in the future because it meets

many more of people's

current needs than other models, but we have to

remove those barriers, right?

So, it's important to understand this.

Then, in the case of the one in green, one of

his biggest fears is ridicule.

So, why the ridicule? Because

they like correctness, high

standards, and doing things right,

right? With high quality, they fear

making mistakes, they fear not knowing

enough, not knowing about health, not

knowing if they will be able to explain it, and they

also strongly reject improvisation,

right? So, we need to give them data,

clarity, concrete steps that show them a

lot of structure in the process, that they will

receive training, that they will be

supported from there, that is, that they will have

a structure and that everything is very

well coordinated. And then, finally, in

the case of the one in yellow, well, one of

his biggest fears is confrontation.

They feel uncomfortable when they feel, they don't

like to feel that there is any

kind of pressure. One question is whether there are

sales targets here, I mean, they

have to understand, it's

very important for them that there is no

pressure at Inmunotec, none of it, whatever

you want to put on yourself, I

mean, there isn't any here. It goes as far as

you want to go and at the pace

you want to go, and on that pressure-free path, they feel

supported, that you'll be there for

them, and that you give them

that emotional security because it

's very important to them; they're afraid of

disappointing others and they also shy away from

more tense conversations.

This is important so that when

you detect it, you can manage

those potential barriers. And now we're going to

go over specific tips on what

communication needs for each

of the colors. For example, in

the case of red,

it likes a professional environment. Something

very important is the feeling that you

are not wasting your time. This is key

in red energy. If you feel like you

're wasting your time, you can

go into the slightly

shadier area; if you don't like it or you don't

follow along, you'll end the conversation,

right? Maintaining that

, well, they also value

people who appear confident, quick,

competent, and maintaining control

over the process. As I was saying,

if you can, give them two

alternatives so that he or

she, the person, can also

participate from that side. Brilliant. We need to get to the

point, we need to focus

on facts, but without too many details, on

numbers and benefits, but without too many

details, whatever they are, we need to

talk in terms of results, in

time, in money, in impact and propose

very clear actions, right? And one

phrase that defines them is be brilliant, be

brief, and leave. Okay, it's a phrase that

defines red energy. And what shouldn't you

do? To doubt or to hesitate? Because what

will happen is that they

lose credibility with themselves. Don't

focus on emotions when you

speak, don't focus and argue

based on feelings or emotions, but on

facts. It's important to them. There's no need to

beat around the bush or embellish things

too much, and you shouldn't arrive disorganized

to your meeting or that conversation,

right? You have to have a very

clear message. In other words, if they feel that you've

lost control of the

conversation, it also creates quite a lot of

rejection for them, okay?

Very good. And we're going to...

blue energy. What do you need? Well, they're attracted to

people who relate to each other in the same way

they do, right? Communicative,

positive, enthusiastic. They

really like to share personal anecdotes,

they have a vision for the future, they

love thinking about the future,

connecting with that dream, and they need to

feel that good energy, right? Like a

fluid relationship. You have to be friendly,

show that enthusiasm, but genuine,

okay? Not that it's real. And here it is

. One of the things

I love most about Inmunotecno is that everyone's

enthusiasm is truly

incredible, isn't it? And as with the project, and

we need to use motivating examples, we have to

talk, we have to talk about the

events, as I said before, we have to

talk about the trips, about the

meetings we have among ourselves and it

facilitates an open conversation. How does that

resonate with you? What do you think? That is

important. What shouldn't you do?

Don't give a cold or overly

technical message, or one with too much detail, because you'll

lose it; that is, it won't

disconnect the blue energy. Uh, we shouldn't

focus so much on the data,

right? But focus more on the story and the

impact, and don't be too serious or

rigid, because you'll also lose the

connection with that person with a

bluer energy.

Let's go to green energy. In the case of

green energy, what do they need? The

information is very clear. Well, as

you can see, they like to analyze, they are

organized, methodical, so the

information has to be clear, verifiable,

with a structure. Uh, zero

improvisation. They don't like it, just as

for example blue loves

improvisations. Not in the case of

green energy. Zero improvisation and give him

time to analyze

without any pressure.

Good follow-up and

professional communication are necessary. They

love written information. In

our case, we don't send anything in

advance, right?, to the meetings we

have with them.

That would be good, because they would

appreciate it, but well, in this case we

can do it later, but they really like

written information,

sending them the

studies, the composition of Immunocal

and they also like

precision in the dates, in the

figures, in the processes, explaining the

why and the how, right? And that they have that

time to analyze and a formal,

calm setting, without exaggerations. And what shouldn't you

do? Getting too close, being

overly effusive because they don't feel

comfortable, pressuring them to decide

quickly, being frivolous or lighthearted about

serious topics, or using

ambiguous language,

or changing plans or

information at the last minute. Hm.

And we're going to yellow.

What does yellow need? Yellow

needs, well, simple,

friendly, genuine relationships; from there, from

that connection, a very relaxed environment,

without tension, as I said before, it

prioritizes human connection over

business. He goes first and then he'll go to the

business, but you have to establish that

connection and one fear they have is that

their good nature will be taken advantage of.

So, you have to be patient,

understanding, use that kind, calm tone,

reassure them that they can move forward at their own

pace, and ask for their opinion. What shouldn't you

do? Taking advantage of his good

nature, making him feel

manipulated, because then he might react,

that is, he might put a brutal distance between himself

and you would have to rebuild that trust. Don't

pressure him to decide at the moment,

or use a cold, direct, overly

technical tone, or make last-minute changes. And

finally, let's talk about stressors,

okay? What things have we already talked about

? What things stress each

of the colors out? What can you notice and what

can you do? We have already seen in red

that it was a waste of time, a lack of focus,

indecision, or not seeing either benefits or

results. What will you notice? He gets

impatient or speeds up quickly, he

interrupts your conversation, he's

even going to ask you direct

or challenging questions and he wants

results, he wants to talk about results,

about price, about next steps. So,

get to that, get to the heart of the matter in a

minute, to what you see they

need, give them options and talk about

benefits and results, not in detail.

Make him feel that you maintain

some control.

In the case of blue energy, the

lack of connection is a stressor.

Exclusion is one of the biggest

stressors, isn't it? So that lack of

connection, too much seriousness or

coldness, feeling ignored or

rejected, limits to their

flexibility or spontaneity, and then

the tone changes, they become more sensitive,

argue over details,

contradict, lose focus, you'll notice it

there. What do you have to do? Give them

space to express themselves, to feel

heard, reinforce their personal value,

your contribution is important, and shift the

focus to something that motivates them, right? And

make him feel like he's part of the group.

In the case of

green energy, the lack of preparation,

well, if you notice the lack of

information, the poor quality of the

work, the time pressure, you start to

question a lot and be critical, very

picky, and you start to become quite

distant and withdrawn. So,

ask him what he needs to continue, or

even, hey, do you think we should go back to the

beginning to see what information he

needs? It's a way to be able to

re-establish that connection.

And finally, the yellow one, uh,

undervaluation, that is, it's one of the

biggest stressors, feeling

undervalued or treated unfairly or

coldly, right? The fact that values ​​have been violated

is also very important, as are

interruptions or time pressure.

Then, he begins to become quiet,

withdrawn, very critical, reluctant to accept

proposals, and he becomes rigid and very

cautious. So, how can you

manage it? re-establishing

personal contact from a place of empathy and

sincere understanding. And in

this case, you can even suggest

postponing it to another day. Would you like to

meet another day and finish

watching it? Because they need their time. H

very good. Well,

here's a question for you. What

have you discovered about yourselves?

Who do you need to connect with better? What

color do you need? Well, to

establish a better connection and what

action you can take starting tomorrow,

because you shouldn't prospect

from the perspective of who you are, but from the

perspective of the person in

front of you who needs it. Each person, as we

've seen, has different

needs, their emotional language is

different, and that's important, right? Because

in the end it makes us much more

aware, more flexible and more

human, which is also something important

in our project. So that's all from me,

and thank you.