The People Code: It's All About Your Innate Motive

RAVE REVIEWS

ABOUT THE BOOK

Finally from the world of psychological psychobabble comes a BOOK OF SUBSTANCE! This is not a fad, and its concepts offer us a solid surface upon which we can begin to understand ourselves and the others with whom we interact. What a TIMELESS GIFT OF INSIGHT. If you only read one book this year, do yourself and the rest of us a favor—READ THIS BOOK! You will never see yourself or others the same again.

—Howard Alper, CEO, Chicago, Illinois

I will never understand how Oprah Winfrey missed this one. If anything can improve the quality of our lives at every level, THIS IS IT!

—Paul Beidler, Mission Viejo, California

It’s really very easy. If you don’t get this book, you don’t get life!

—Diane Anderson, Corona Del Mar, California

"The CLARITY and VISION of The People Code is PHENOMENAL. The book sits on my nightstand right next to my Bible."

—William Crowder, M.D., Conroe, Texas

"Some people might think this is just lightweight fun. Don’t kid yourself. The People Code is a lot like Disneyland. It reads with such an unassuming style and possesses such a uniquely inviting charm that one easily forgets its POWERFULLY CRAFTED, UNPARALLELED ACCURACY."

—Daniel Morse, Fox Point, Wisconsin

This POWERFUL PERSONALITY MODEL is heads and shoulders above every other personality profile out there. I’ve used them all from Myers-Briggs to Wilson Learning and there is NO COMPARISON. Once you have used this model, you will never use the others again.

—Donalie Hartwell, San Luis Obispo, California

ABOUT THE AUTHOR

In a day and age when whining for the spotlight and shameless notoriety are often confused with earned fame, Taylor Hartman strikes you, instead, as the GENUINE ARTICLE. He is WARM, CHARISMATIC, and CHARMING. He is a much sought after and spellbinding speaker, and literally hundreds of thousands of people have felt the force of his unconditional love and improved their lives as a direct result of his work. He embraces life absolutely and is a remarkable, life-enhancing figure. Dr. Taylor Hartman is DESTINED TO IMPACT THE WORLD IN A WONDERFUL AND PROFOUND WAY!

—Brad Willis, Provo, Utah

Dr. Hartman’s WEALTH OF WISDOM, which he shares using his humor, compassion, and strength—in fact, his whole personality—causes me to call it as it is: There are other psychologists, and then there is Dr. Taylor Hartman.

—Frederick Knauss, Sacramento, California

AS A CONFERENCE KEYNOTE SPEAKER

I’ve been in this field a long time and heard it all, and believe me, it doesn’t get any better than this! The feedback and cheers are still coming in confirming your work as the BEST, MOST INFORMATIVE, GREATEST INSPIRATION, AND MOST BENEFICIAL OF ALL CONVENTIONS TO DATE!

—Jim Hennig, Ph.D., President, National Speakers Bureau, Phoenix, Arizona

Extremely effective keynote address! You got rave reviews! You are a special gift and you played a major role in this hugely successful conference.

—Jayne Felgen, Senior Vice President, E.C. Murphy Ltd., Amherst, New York

In all my twenty-six years of attending and chairing conferences, nothing prepared me for Dr. Taylor Hartman. He is a conference chairman’s worst nightmare! People would drag in chairs, sit against the walls, and block the doorways to simply hear his presentation. Participants from the United States Department of Corrections are not easily impressed, but they raved that he was the BEST SPEAKER and his message was the MOST BENEFICIAL INFORMATION they ever heard. At every conference his packs the house and then some, leaving the standing-room-only audience wowed and grateful they attended. Those who have read his work can’t hear him often enough!

—Kimball Bird, Chief, Salt Lake City, Utah

POWERFUL PRAISE FOR BUSINESS APPLICATION

Dr. Taylor Hartman has become a leading business resource to the Young President’s Organization (YPO) companies for improving operational efficiencies as well as personal relationships. Taylor has produced SPECTACULAR RESULTS with each of my companies. His methods have done more to create a productive team environment than anything I’ve experienced.

—Robert M. Irwin II, CEO, Long Beach, California

I’ve been trained in some of the most sophisticated aircraft in the world, gone to over forty months of training in Air Force schools, and taken three years of graduate-level college courses, so I can speak with some authority when I say THIS IS THE BEST ONE-DAY TRAINING PROGRAM I HAVE EVER SEEN … COLOR-CODING WORKS! IT’S SIMPLE, EASY TO UNDERSTAND, AND POWERFUL IN RESULTS!

—Seminar Participant, Tom Bay Speaks Up, Newport Beach, California

Whoever latches on to this man and his message will have their own personal golden goose! He has an electric personality and his love for all people literally shines through. This man WALKS HIS TALK! I have used him and his books in my business and family life—both with tremendous success. At work, I am much more effective at retaining key people and nurturing team work, driving up our sales a record 30 percent. At home I am more compassionate and centered. I LOVE THIS MAN AND HIS MESSAGE FOR WHAT HE HAS DONE IN MY LIFE AND THE LIVES OF THE PEOPLE AROUND ME.

—Chet Fortney, CEO, Covina, California

"The Hartman Personality Profile from The People Code is BY FAR THE MOST IMPORTANT ASPECT IN HIRING PERSONNEL. Using this creative instrument consistently leads to hiring better employees. This POWERFUL, REVOLUTIONARY THEORY will change the way businesses hire, fire, and educate employees. Giving copies of this book has become my all-time favorite gift!"

—Chuck Davis, CEO, Huntington Beach, California

"THE PEOPLE CODE IS UNEQUALED in its ability to answer the difficult questions about people in the business world. Its concepts offer clarity in successful hiring, placing and/or firing of personnel, effective communication techniques, conflict-resolution strategies, team-building, stress management, and how to make employees and customers happy and loyal."

—Roger Jaska, CEO, Upland, California

ACCOLADES FROM EDUCATORS

Dr. Hartman’s work is DYNAMIC, HUMOROUS, CLEARLY EFFECTIVE AND MOTIVATING! People find his message so easy to embrace because he is genuine, honest, and sincere. This personality model really works. What a gift!

—Karen Cummings, Las Vegas, Nevada

"The People Code ignites enthusiasm in audiences from all walks of life! High school students, faculties, and parents are going wild over The People Code! Watching students, faculty, and parents embrace personality diversity has become a LIFE-CHANGING ADVENTURE FOR US ALL!"

—Anna Valasco, Aica, Hawaii

"I am a professor of Marketing and Business Education at Central Washington University. Prior to discovering The People Code, I used other inventories such as the Strong-Campbell and the Myers-Briggs. After reading The People Code and applying it to virtually everyone I know, I feel that its simplicity and its motivation-based perspective make it more accurate, more effective, easier to understand, and therefore more practical than any other inventory."

—Bill Chandler, Professor, Olympia, Washington

ON RELATIONSHIPS

"WHAT A LIFE-CHANGING EXPERIENCE! I LEARNED MORE ABOUT MYSELF IN THREE DAYS WITH THE PEOPLE CODE THAN IN A DECADE OF COUNSELING. I can’t thank you enough for your gift. I look forward with delight to having the healthiest and most intimate relationships, and owe you a huge debt of gratitude."

—Paul Newman, Alta Loma, California

"The benefits of The People Code are LIMITLESS! Gaining this knowledge allows me to work with an endless variety of people much more comfortably. I now understand why we do what we do, thus allowing me to relate much more effectively with others on an entirely new level. IT HAS CHANGED THE QUALITY OF MY LIFE FOREVER!"

—Starla Lewis, Seattle, Washington

"The People Code COMPLETELY ERASES RACIAL, RELIGIOUS, AND CULTURAL BIAS! The Personality Colors presented in this book are the single most effective tool for helping the various groups to see each other as the individuals they truly are rather than the bland, generic factions they often appear to be."

—Patty Vogen, Tonga

"Why didn’t someone explain psychology like this when I was younger? Everyone else talks about ‘behavior’ while Dr. Hartman has found the key in The People Code with his explanation of ‘MOTIVE.’ I initially learned more about myself and my relationships in one hour with this book than I ever learned in the last thirty-three years. And after rereading this book, I can’t believe how deep it goes. I can’t imagine dating long-term, let alone marrying or hiring someone, without knowing their personality color. This is the best relationship model I have ever discovered."

—Johnny Simms, Charlotte, North Carolina

Also by Taylor Hartman, Ph.D.

COLOR YOUR FUTURE

SANDCASTLES

A Division of Simon & Schuster, Inc.

1230 Avenue of the Americas

New York, NY 10020

Copyright © 1987, 1998, 2007 by Taylor Hartman

All rights reserved, including the right to reproduce this book or portions thereof in any form whatsoever. For information, address Scribner Subsidiary Rights Department, 1230 Avenue of the Americas, New York, NY 10020.

This Scribner trade paperback edition September 2007

SCRIBNER and design are trademarks of Macmillan Library Reference USA, Inc., used under license by Simon & Schuster, the publisher of this work.

Text set in Sabon

Library of Congress Control Number: 97-44594

ISBN-13: 978-1-4165-4230-8

ISBN-13: 978-1-4165-7189-6 (eBook)

ISBN-10: 1-4165-4230-2

A previous edition was published as The Color Code in 1987 and 1998.

FOR JEAN

ACKNOWLEDGMENTS

First, I acknowledge God and His remarkable insights about core personalities, which I would never have discovered on my own. I am honored by His inspiration and humbled to be provided the opportunity to bring these powerful truths about the true nature of man to light in this book.

Whenever important truth attempts to emerge, there is strong resistance. I am extremely grateful for the many individuals who stood courageously to make this book a reality. From those who first challenged me to write the first chapters to those who have carried this message throughout the world, thank you. Thank you to legitimate trainers, certified teachers, and committed parents for doing your own personal work and helping others live life more abundantly with this message.

Thank you to all the raving fans of my work around the globe, who keep the spirit of this revolutionary message alive wherever you live; to employers, employees, parents, children, professors, and therapists who practice what we preach. I am grateful to every patient I have ever seen and business clients who have passionately embraced the power of this work.

Marriage to my amazing wife, Jean, for more than thirty years has been the critical underpinning of this work. Our children (and their spouses) and grandchildren have been co-authors in this memorable journey over the past twenty-five years. Living the message in our lives has been my greatest joy. Seeing how it truly enhances every relationship and life experience inspires me.

Professionally, I have always felt a remarkable connection to the publisher at Scribner, Susan Moldow, who deserves special thanks for her continuing vision and steady guidance in my work. Also, thank you to Brant Rumble and Lindsay Cahoon for their outstanding editing gifts throughout this entire process. Finally, I wish to thank my literary agent, Margaret McBride, for her continuing promotion of this work.

CONTENTS

Foreword by Jean Hartman

Preface

Introduction

PART ONE: YOU

Chapter 1. The Fundamentals of Your Personality

Chapter 2. The Hartman Personality Profile

Chapter 3. The Magic of Motive

Chapter 4. Personality in Perspective

PART TWO: EVERYONE ELSE

Chapter 5. Reds: The Power Wielders

Chapter 6. Blues: The Do-Gooders/Connectors

Chapter 7. Whites: The Peacekeepers

Chapter 8. Yellows: The Fun Lovers

Chapter 9. Secondary Colors

Chapter 10. What Makes You Hot? What Makes You Not?

PART THREE: CONNECTING YOU WITH EVERYONE ELSE

Introduction

Chapter 11. Connecting Red Dots

Chapter 12. Perfect Blue Genes Fit

Chapter 13. White Blends and Yellow Highlights

Chapter 14. The Rainbow Connection: Building Successful Relationships

PART FOUR: APPLICATIONS

Chapter 15. Business Applications

Chapter 16. Education and The People Code

Chapter 17. Character: How to Become Your Best Color

Commonly Asked People Code Questions

Afterword

Index

FOREWORD

How do I introduce this man? At first my thoughts turn to his many degrees and professional credentials, but he has experienced so much and enriched the hearts of so many people, that those degrees and credentials can’t describe the real Taylor Hartman.

When I think of his doctoral degree at the United States International University in San Diego, California, what I remember is the way he kept up with his commitment to his family and community obligations despite his heavy career and education schedule. Taylor enjoys many professional and civic responsibilities, yet he always lets us know that we are the most important people in his life.

Taylor is a lover. He loves people so easily that one would almost have to live with him as I do to appreciate how sincere his love is.

Taylor has always been committed to improving the quality of life—not only his but that of all those he encounters. And yet he remains very playful and loves to live in the present.

Taylor is as comfortable playing horsie and duck-duck-goose in our family room as he was addressing the International Congress of Psychologists in Austria. In fact, his playful behavior has often provided a creative outlet for our family. He dated each of our five children once a month as they grew up, and continues to romance me with frequent surprises and adventures.

Despite the high praise Taylor receives for his professional counseling and consulting business, he still maintains that the highest compliment he ever received was from his then nine-year-old daughter. She told her schoolteacher that she didn’t mind having personal problems, because Dad would always take time to give her private counseling.

The question I am most often asked about Taylor is, "What is it really like to live with him? Perhaps the easiest and most accurate answer is to simply say, He’s a man who practices what he preaches."

The People Code is a special gift from a very special person. He cares. This book will help you understand:

• the mysteries of yourself,

• the miracle of your relationships, and

• the magic of living.

Taylor Hartman will touch your heart, and this book will change your life.

—Jean Hartman, 2007

PREFACE

Do you remember the first time you tied your own shoelaces? Or drank water from a moving stream? Or played your first sports game? The moment we discover anything new in life creates a memory all its own. These moments remain with us forever and we sometimes wonder how limited our lives might have been without them.

Millions of people around the world remember when they first discovered The People Code (previously published as The Color Code)—when they first tasted its resonate truth. For some it seems like yesterday, while others feel as though it has been with them forever. Of course they would remember it—like a first kiss, it leaves an impression that lasts a lifetime. The first time an individual discovers his or her innate driving core motive in life is always filled with intrigue and awe. How could he possibly know me so well?! is a common immediate response.

Red, White, Blue, or Yellow—everyone is motivated by an internal driving core personality that completely colors how he or she views and experiences life. For twenty years, The People Code has connected with people around the globe—most understanding themselves for the very first time with the depth only color-coding can offer.

The People Code offers you the opportunity to see yourself and others in a way you never have before. Once you get yourself through the color code filter, it changes your self-awareness and provides tools for effectively connecting with others. This is an experience that you will want to share with everyone.

We have come to realize the significant impact emotional intelligence plays in our lives. Many studies have concluded that it is up to four times more critical to life success than one’s IQ. Yet we are far from perfected in our understanding and demonstrating of this skill set so essential to creating success in our lives.

The People Code touches every aspect of our lives from hiring to dating, from parenting to managing, from working well with colleagues to enjoying yourself at a dinner party. Literally thousands of daily human interactions are determined by how well we embrace these principles. Still, we struggle to develop this powerful and life-affirming understanding of others and ourselves. Don’t put this book down until you understand and can accurately apply its rich insights.

Companies use it in hiring and retention of employees. Couples read it carefully before marriage. Parents live by it. Students fashion study habits after it. Salesmen devour it. Diplomats review it before engaging in dialogue. Lawyers create juries with it. Teachers construct lesson plans and seating charts by it. In literally every aspect of your life, this book improves you and your chances for success.

After twenty years of witnessing firsthand its powerful impact, I am honored to provide a brand new revision of The People Code. This book teaches you about the power of motive—what motivates you and others. When you appreciate the role that motive plays in the dynamics of human relationships, you begin to understand the meaning of life. Enjoy the journey of seeing yourself and others as never before.

—Taylor Hartman, Ph.D.

INTRODUCTION

FEBRUARY 14, 1986

Ambulances and fire engines with flashing red lights and blaring sirens raced to the scene of our head-on collision. It was raining heavily that night. My wife and I had been out to dinner for Valentine’s Day. She had reminded me to fasten my seat belt for the drive home. I had never been happier in my life. I knew who I was and where I was going. I felt committed to life and able to contribute much to my family, friends, and profession. Not more than three months earlier, we had moved to our dream home in the country in southern California. Our children were happy and healthy. My wife was creatively decorating our home and making new friends. My private practice was thriving, and my tennis game was at its peak.

Twenty-five minutes later, I lay unconscious in my wife’s lap while the firefighters cut through the car door in an effort to free us and transport us to the hospital. I knew no one and nothing about myself. I no longer enjoyed the security of an identity. The only evidence that I was in fact alive was the headaches.

For weeks, I struggled to find me. I felt depressed and valueless. I had no core of personality from which to establish an identity. Gone were my humor and patience with children. Gone were my emotional connection to my wife and my memory of my patients. I had lost the first great gift life offers. I had lost a sense of myself.

For the first time in my life, I recognized how enviable it is to be somebody—to feel truly unique and alive. I desperately needed my sense of identity. I felt lost without my personality.

As the weeks and months went by, I began to regain some of my memory. Numerous phone calls and cards from people helped me remember the warmth of our friendships. Tears came to my eyes many times when I realized I could still hold my Blue wife and feel her committed love. The noise my children made began to excite me again as a reminder of how lucky I was to be alive to watch them grow up. Once again I began to see how unique their personalities were. My oldest Red daughter, Terra, who moved so confidently, demanded that I reconnect with her, while Summer, White, waited and watched patiently for my return. My Yellow daughter, Mikelle, hugged me freely, told me she loved me, and went off to play, confident that I would once again be well. My little Red three-year-old, BreAnne, continued her independent play, unfazed by her daddy’s recent confusion. It was as if my identity returned, and with this new identity came my commitment to live again.

Actually, the identity wasn’t new. I had merely found the old me again. After wandering for months in depression and severe memory loss, I felt new. I began to laugh and tease friends. I felt myself beginning to get comfortable with life, much the way a guest who stays long enough in a home begins to feel like family. I was once again comfortable with my life because I had found my personality—my identity.

My renewed self-awareness and the recognition of my family’s diverse personalities reminded me of the book I had been working on prior to the accident. Difficult as the accident and its aftermath were, no experience could have been more timely. It convinced me of the incredible purpose our personalities play in our lives. It reminded me of my character strengths and limitations. It brought me back to me.

I am more sensitive today than I was before the accident. I had become too busy to play. I had become too busy to do the things I enjoyed most in my profession—time to call patients, create team-building strategies with corporate clients, and deliver exciting keynote speeches. Now I take the time to go to lunch with friends and laugh until we must leave. Now I take the time to call my wife during the day just to say I love you. Now I take the time to travel with my children. Now I take the time to live and to love.

This close brush with death brought refreshing perspective to my life. All of us, in some way, experience our own crises. Perhaps they afford us the luxury we might otherwise never afford ourselves—the sudden sense of who we really are and what we’re really all about.

You, the reader, do not have to experience a serious accident to discover your own identity. You can be awakened to your identity with a carefully designed profile that will aid you in identifying your personality traits. Each personality, with its strengths and limitations, will be fully explained. You will be offered suggestions on how to develop your character and your personality to be your best self. Relationships between the personality styles will also be discussed. You will be guided in assessing how to succeed in your various relationships at work, at home, and with friends.

We all have a personality and character. It is not determined at birth what we will do with either of them. Unfortunately, many people simply grow old rather than ever growing up. This is your opportunity to understand the difference. It is my hope that The People Code will be your guide to understanding and appreciating various personality types. Using the color code system described in the following chapters, you will learn how to improve your relationships, including the most important relationship of all—your relationship with yourself.

Part One

YOU

Chapter One

THE FUNDAMENTALS OF YOUR PERSONALITY

Personality is innate

and motive-based.

MOTIVE: THE DRIVING CORE OF PERSONALITY

We know we have a conscience that talks to us about what is right and what is wrong. We also have a driving core motive that speaks to us often about being true to ourselves and playing to our strengths. Just as we ignore our conscience, we are often guilty of ignoring our core motive in life. Our driving core motive knows us and wants our lives to be successful, and ultimately we must choose to listen to or ignore who we are innately and what will make us most happy in life.

The following plea is written directly to you from your driving core motive, asking you to trust that it knows who you are inside. It knows what works for you and what messes you up. It can help you be far more successful because when you act congruently with your innate self, you will find that life makes more sense for you as well as those around you.

After witnessing for the past twenty years the astounding accuracy of your driving core motive, this may be the single most significant piece of self-awareness you will ever come to understand in your lifetime. I recommend paying attention to what it has to say.

I have always been with you. From your first heartbeat I was connected to you and we will remain inseparable until you die. Being your constant companion has its definite ups and downs. Sometimes I feel dismissed by you and wonder, HOW CAN YOU SIMPLY IGNORE ME AND PRETEND I DON’T MATTER! It is times like those that I want to make you WAKE UP! Wake up and see your true self!

It makes absolutely no sense that people resist seeing themselves for who they really are inside. Frankly, everyone’s life would make so much more sense if they simply understood why they think and act as they do.

I am always watching you. I am so much a part of your internal fabric that you typically don’t even recognize that I am with you. We move hand in glove because of our connection. When most people see your behavior, they don’t know why you behave as you do. But I do! I know exactly why you think and feel like you do.

I know why President Bill Clinton couldn’t keep his pants zipped while serving in the White House, tainting an otherwise inspired presidency. I also understand why his most cynical opponents find him charmingly irresistible in person.

I know why Oprah Winfrey runs a quality media empire but can’t trust the intimacy of marriage. I understand how she can be compassionate and cruel in the same day.

I know why Brad Pitt abandoned his marriage to Jennifer Aniston for a relationship and children with Angelina Jolie. I also know how Angelina controls the momentum of their lives while he controls their emotional moods.

I know why Meryl Streep, considered by many to be the greatest actress of her day, chose family and a committed relationship as her primary focus in life. She never saw her career as separate from her life.

There is one of me for every person on the earth regardless of when or where they were born. Some people appreciate me far more than others. Some people actually remain trusting and connected throughout their entire lives while others discard me with disdain.

Your thoughts and actions make perfect sense to me—except when you act differently from whom you really are! Sometimes you act like someone you think you should be. I have to admit, when you do that it drives me crazy. You can be so frustrating when you let others convince you that who you really are inside isn’t enough—isn’t who you should be! Then you go off pretending to be someone whom others want you to be. I can’t tell you how difficult it is to sit back and watch you sort out whether you should be true to your intrinsic self or pretend to be what others tell you to be.

It’s times like these when I have to simply wait until you return to your true innate self and once again we find our natural compatibility. Then, and only then, can I sleep comfortably at night. When we are in sync I love life (as do you!) and feel completely validated. When you toss me aside and deny me access to you, I become restless and unnerved.

As your driving core motive, I am neither good nor bad—I simply am! Some use me for positive while others use me for negative. The choice is completely theirs, not mine. Before there was race, religion, gender, birth order, or cultural biases, there was me! In the womb, you and I were close. It’s a very personal story that we share—one that I want you to know because the quality of our connection will make all the difference in the quality of your life.

You are going to discover that while you are unique, you share similar driving core motives with people of every faith, race, gender, and economic condition. An illegal immigrant, a terrorist, an Australian film sensation, and a U.S. president all share the same driving core motive. They may appear substantially different because of the many nuances that enhance and detract from our unique lives, but their core personalities remain the same. In other words, what drives their daily existence—their needs and wants and personality motives, remains the same. What you could know about people from around the world would amaze you if you only understood the code.

I am at the very core of your personality, which is born in your soul. I am completely different from your personal history, which is reflected in your family upbringing, race, religious affiliations, birth order, and other cultural influences. A unique blending of both personality and personal history creates the distinct mixture that ultimately becomes you.

Before you had fingers and toes, we were best friends. Before your parents met you, I was part of your every thought and action. I often reflect back on our early days together and remember how easy it was and how well we got along. I would whisper in your ear and you would automatically agree. I gave you confidence to be you.

I am still your best friend and strongest ally, but sometimes you forget how well I know you. You can ignore me and then I become your worst nightmare. When you are true to me, your life makes sense. When you deny me, or resist my influence, you are miserable and so is everyone else around you.

I remain a mystery to most people. They don’t understand our relationship. I am not merely a product of genetics (two Red parents do not a Red baby make!). I am not a reflection of your cultural ancestors (don’t blame me for your hot Irish temper!). I am born in your soul and provide the primary driving motive for your entire life—unique from the many other factors that influence how you think and behave. Every human being is born with a driving core motive that lies at the very center of their innate personality. Your driving core motive makes all the difference in how you look at life.

I will never lie to you. As you grow older, you may reject me or lie to yourself about who you really are, and then things can get pretty ugly between us. Remember, people lie loudest when they lie to themselves.

Sometimes, but not always, people wake up. They sort out what caused them to become incongruent with themselves and once again life makes sense and feels good. Sometimes, however, they prefer pleasing others or give in to their fears, living their lives out in lies and incongruence.