Words Matter: Unlocking the Power of Conversational Intelligence
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Speaker : DULCEE LOEHN
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When : Tuesday, September 02, 2025
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Time : 01 : 00 PM EST
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Dulcee, a visionary Certified FocalPoint Business
Coach and the owner of FocalPoint Business Performance, Inc., is on a
mission to ignite growth and success. With over 30 years of coaching
experience and expertise in business management, organizational
effectiveness, and leadership, Dulcee collaborates closely with
businesses, unlocking their full potential. Her passion lies in
empowering her clients to maximize revenue, profitability, and return on
investment. Through her dynamic approach and the powerful FocalPoint
system, Dulcee guides businesses on a transformative journey, helping
them achieve their goals and aspirations like never before.
Dulcee's
own story is one of inspiration and resilience. After graduating from
college, she worked for small businesses where she learned all aspects
of running a business from entrepreneurs who valued the personal
benefits of ownership. With a solid understanding of the operations,
challenges, and rewards of small business ownership, Dulcee decided to
explore the corporate world, gaining expertise in financial and
operations management over nearly 10 years. However, an unexpected
change led to her position being eliminated, forcing her to confront a
crossroad in her career. During this crucial time, Dulcee experienced a
transformation. Physical ailments that had plagued her mysteriously
disappeared after leaving the corporate world. This wake-up call
prompted her to search for her true passion and pursue fulfilling work.
Despite not having any entrepreneurial role models in her family, Dulcee
bravely launched her own business in January 2008 and has never looked
back. Her driving force is to turn her clients' dreams into realities,
bringing them extraordinary ideas, unshakeable confidence, and
unprecedented prosperity.
Dulcee's purpose is
clear: to ignite creative energy, drive growth, and support others to be
unapologetically themselves. She believes in the power of unleashing
individual potential. With Dulcee as their guide, businesses can tap
into their inner strengths and achieve remarkable success.
The Conversational Intelligence Dashboard is a tool designed to help individuals and organizations understand how different parts of the brain influence trust, communication, and decision-making. Developed by Benchmark Communications, Inc. and The CreatingWE® Institute, this model highlights the cognitive and emotional processes that shape interactions.
Summary of the Talk:
- Brain Regions and Their Roles:
- The diagram maps out the Neocortex, Prefrontal Cortex, Limbic System, Primitive Brain, Heart Brain, and Gut Brain, explaining their influence on reasoning, emotions, instincts, and intuition.
- These brain areas contribute to how people process conversations, react to trust-building efforts, and engage with others. - Levels of Trust:
- The dashboard outlines a progression from low trust (Resistor) to high trust (Co-Creator).
- It categorizes people as Skeptics, Wait & See, Experimenters, and Co-Creators based on how they perceive and engage in conversations. - The "Protect" vs. "Partner" Mindset:
- The tool emphasizes the shift from an "I" mindset (self-protection) to a "WE" mindset (collaboration and partnership).
- Effective listening plays a crucial role in moving from resistance to co-creation, fostering meaningful connections. - Application in Leadership and Collaboration:
- This talk discusses how individuals and teams can use conversational intelligence to strengthen relationships, build trust, and create a more collaborative environment.
- Leaders can apply these insights to improve communication, reduce workplace conflicts, and promote innovation.
Areas Covered
- Build collaboration with and amongst your team
- Transform your meetings into the most productive and engaging meetings ever!
- Build trust in your organization
- Create openness and creativity in your organization
- Open your organization to innovation and new opportunities
Who Should Attend
Supervisors, Managers, Executives, Training & Development, Human Resources
Why Should You Attend
We are in conversations every day, and research shows that 9 out of 10 conversations miss the mark.
Sometimes people may say to you, “I don’t have time to spend on deep conversations; they take too long.” By mastering Conversational Intelligence®, what normally could take months or even years can happen very quickly.
Conversational Intelligence, when implemented, can transform an organization both perceptually and financially. For example, when implementing Conversational Intelligence® in a large Pharmaceutical Company (Boehringer Ingelheim) , they were focusing on the company’s ratings in the eyes of physicians.
Physicians felt like they were being sold to and went into Protect mode. The sales reps were pushing and only pushing.
Judith changed the way the sales reps interacted with the physicians and leveraged CIQ in asking questions and collaborating with the doctors.
Doctors opened up, shared more, and it built more trust in the relationship.
Within 18 months, they also increased sales and market position.
This success story has lasted more than 20 years, and profits have soared!
Conversational Intelligence® is the next generation of intelligence that enables us to understand how to move from “I-centric” to “WEcentric.”
Conversational Intelligence® is about connecting, navigating, and growing WITH others.
C-IQ provides a new, innovative framework for understanding how conversations shape our relationships, partnerships, our culture, and our reality.
Topic Background
So, where does the concept of Conversational Intelligence come from? Judith Glaser was the pioneer and innovator of this concept. I had the privilege of participating in a 7-month program in 2018 led by Judith. Unfortunately Judith passed away in November from pancreatic cancer, but her legacy lives on. She was an amazing woman. Originally, she was an organizational anthropologist, then studied neuroscience, and then spent 35 years as an executive coach with some of the largest global organizations, studying, researching, and capturing data about each company that she worked with. Her goal was to define the ‘starting place’ of how connected people were in conversations so that she could examine what to focus on for both her research and the development of the Conversational Intelligence concepts.
What Judith discovered by exploring the conversations in over 500 companies was that 9 out of 10 conversations failed to hit the mark. That means that when she deconstructed the conversations, through her research, observations, and recordings, that 9 conversations out of 10 were visible and anecdotal ‘low levels of connectivity’. ‘Fail to hit the mark’ means that people walked away with different views of reality and what they agreed upon. It was from this research that she developed the concept of ‘double-clicking’, which has been the best discovery in our Conversational Intelligence evolution.
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$160.00
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