How to Read Anyone and Never Be Lied to Again
Reading PeopleWhat information or message are we sending to other? What we do with our bodies can speak volumes and when you know what to look for it can greatly improve success in the repossession industry. Making costly mistakes because you did not know someone was heading into their house to get a gun when you thought they were going to get the keys can end with an obituary column the following Sunday with your name as the header. Or it could mean you are in the news as the repoman who drove off with someones kids because you failed to read a situation that clearly indicated kids could be present because the back of the mini van had 12 stickers of each family member and the license plate read 6OFEACH. Reading people and reading situations and environments is key to performing this job safely and effectively.
OverviewIn this 3-part series I will be covering the following:
1. Preparing Yourself to Read People: In this section I describe how to mentally prepare yourself to become an effective people reader.
2. What's Not Being Said - what people are really saying: The next section contains the techniques and mindset needed to develop the art of reading people.
3. How to Tell if Someone is Lying to You: In the last section I’ll explain the techniques professional interrogators and body-language experts use to catch someone in a lie.
Taken from skills I’ve learned over the years from people tracking (also known as skip tracing), techniques and ideas taught to me by a former employer who owned a recovery business for 18 years, as well as professional people readers like Jo-Ellan Demitrius ()
I will give you a concise step-by-step approach to accurately reading people and also recommend the following reading:
The Art of Profiling: Reading People Right the First Time
Never Be Lied to Again: How to Get the Truth In 5 Minutes Or Less In Any Conversation Or Situation
Preparing Yourself to Read PeopleI’m sorry to burst your bubble here, but there is no quick fix in learning to read people. I know you want to get right into learning the latest body-language interpretation techniques and principles, but as with most things, you need to first build a proper foundation. And that is what this section is about.
The first step in learning how to read people is gaining a general understanding of the makeup of others and surprisingly…ourselves. Without understanding the walls people build up around themselves, as well as the barriers that we put in our own way, we will never be able to successfully read people.
This is where obtaining and reading as much information you can find on the debtor is critical to building a solid baseline about them. Knowing how to connect the dots and put together a profile will greatly assist in getting into their life in such a way that is undetected and then one day you just seeminly disappear once your objective has been achieved. Using such skills and methods taught in this article for anything illegal or unethical is strongly prohibited and should be focused on the overall objective which is to find the information that leads you to the collateral.
- People are Like Onions - No wait that will be covered under personal hygiene - People are like an Ice cream DrumstickWhen it comes to revealing ourselves to others, people are very much like a four-layered onion um drumstick.
The outermost layer is that part of our personality that we reveal to strangers - the most superficial aspects of who we really are. Some have nuts written all over them and others are just plain. An example of this can be seen when we talk with a stranger sitting next to us on a bus. Trivial topics like the weather, current events, sights and sounds around us are typical things we feel willing to talk about. We refer to this as small talk.
Around our friends and some acquaintances we feel comfortable enough to allow them to lick the top layer revealing a safe space to open up. For example, if you were chatting with a coworker this time, you would probably feel more comfortable revealing more about yourself. Your attitudes towards work, certain emotions and your general thoughts about life are some of the things that might come up in conversation.
The third layer or the cone is reserved for those with whom we have an intimate relationship with, such as a close friend or spouse. In many cases, intimate relationships take time to develop, and with that time, trust is earned. Imagine now sitting on that same bus next to your spouse or significant other. What is the body language like? How close are you sitting? Do outside distractions pull your attention from them? The depth of what you reveal this time is much greater than any previous layer. Your goals, personal problems, and fears and so on, all fall within this layer.
The fourth and innermost layer contains that part of ourselves that we don’t share with anyone. It contains our deepest and sometimes darkest thoughts and secrets that we would rather not acknowledge. The fact that we are trying to come to terms with many of these things ourselves makes us not comfortable sharing them with others. Plus it's made out of fudge so how can we be expected to share that right?
The extent to which you can ‘read’ someone is determined by how many of their layers you’re able to get them to reveal. And here’s a little secret: a person will reveal their layers in direct proportion to you revealing yours. This is the onion, I mean drumstick theory in a nutshell, or cone if you prefer. So how do you reveal your inner most personal details without giving up anything about yourself that could allow a disgruntled debtor to retaliate against you or your family? This is where the job starts to get really interesting. We use what are commonly known as disguises or alternate personalities which come with their own identity and story. I use to create a new one every time I knocked on a door or made contact with a new lead but over time I realized that having just a couple well memorized characters complete with some form of connection to the person I am trying to locate that only a close relative or friend would know about is very effective. There are some variations to this such as using the "helper" syndrome to enroll someone into believing that giving up the private information about the persons where abouts will help them in some way and make them the hero is very effective with family. Also using the need for monetary reward is highly effective on both direct contact with the debtor like a phone call asking if they still do real estate and luring them to an appointment with promise of professional gain such as a sale or big gig works almost every time when executed correctly. If you feel guilt for lying and deceiving others you should. It means you are a good person. Knowing that you are using this skill for the purpose of locating and repossessing their vehicle is what let's us sleep at night. If they aren't playing games then we have no reason to be either. Also same warning as before. Using the ability to be another person for the purposes of personal gain or for hurting others is not only illegal but highly damaging to your personal well being.
Removing our own Fixed BeliefsThe second part of preparing ourselves to read people involves removing the barriers that keep us from accurate ‘people-reading’. The two barriers are our prejudices and our projections.
When people think of prejudice, mostly the racial kind comes to mind. Although a part of it, this is not entirely what I’m talking about here. Anytime you make an opinion, whether it is positive or negative, without knowledge or examination of the facts, you are being prejudiced. (Pre-Judging that's all it means so drop the race card people). We don't make 90% of our debtors hispanic or latino. We don't tell them to live in trailer courts and let their kids run around in spiderman pjs all day. We didn't put the crack pipe in their mouth and we certainly did not have anything to do with the missed payments or them moving 5 times last year. Those are all social situations created by them. They just don't acknowledge it because that is what they were taught and that is what they know. (Victims mentality) Changing their circumstances is their choice in life and we are just apart of their reality for a moment and during that time we should only be aware of these things to make calculated decisions about where they might be living or what line of work they may be in. Never judgmental just professional. No one is immune to a lost job or the ability to work or provide for themselves and their family and if you don't completely understand that then repoing is not your line of work.
Whenever you come up with some preconceived notion based on things such as race, color, political alignment, or even the way people dress or where they live, it taints your ability to accurately read others. Our prejudices can be based on our fears, feeling threatened, upbringing or a myriad of other things. Being able to strip away what we have been raised to believe yet not losing our identity and core values is a powerful skill.
Closely related to prejudice is projection. In the late 50’s Leon Festinger coined a phrase called ‘Cognitive Dissonance’ (http://en.wikipedia.org/wiki/Cognitive_dissonance) which can basically be described as the human tendency to close ones eyes and minds to things that are uncomfortable or disturbing. We tend to ‘project’ our view onto a situation because it is easier to deal with.
For example, a parent noticing a child’s slipping grades, lack of appetite, and tendency to come home late, might try to shrug it off as puberty or new-found love when it’s clear to everyone else that it may be a drug problem - something that the parent is unwilling to accept. Or more accurately applied to this job is when someone comes running out yelling for you to stop repossessing their car and they insist that they just called the bank today and have arrangements or even better are throwing receipts in your face with todays date showing they made a payment. What they aren't telling you is that payment of $500 is only 1/4 of the over $2000 in missed payments and they have not had insurance on the vehicle as they agreed in their contract for over 2 months. They have to convince themselves that they are in the right and you are in the wrong to avoid facing the reality that they just cannot afford 2 cars right now or even the only one they have which is now hooked to your truck. That's why at one time I even placed a sticker in the back window of my trucks that says: Why are you pissed at me? I didn't miss YOUR payments. I've since removed it because it was not professional even though we are accountability showing up at their place of work, at their home, at their church and even at their parents house. The grim reaper doesn't give extensions when it's time and neither do we. They can do what the lender wanted in the first place which is to call or go in and sit down to discuss what is necessary to stay in an active loan. The ‘Cognitive Dissonance’ is that human behavior or feeling that we should run and hide since we see no other way to face this situation which in turn is usually what triggers the order for repossession. Dissonance can also lead to confirmation bias, the denial of disconfirming evidence, and other ego defense mechanisms. In other words letting the debtor call their lender after hearing all the pleas and promises that their loan is in good standing just to listen to them start all over with the loan adjuster still not hearing the real world facts coming out of the speaker on the phone and none of it getting threw to their brain. It pisses off the loan adjusters and is generally unprofessional. Plus it invites more discussion and greater potential for confrontation because they just get more and more frustrated. Like it's a conspiracy and everyone is in on it including the cops that showed up from their 911 call that their car is being stolen.
When we are emotionally committed to someone or something it can blind us from the truth of a situation, leading us to an incorrect reading of someone. This is also true about people and the vehicles. Whether it is a 4 wheeler, camping trailer or daily driven passenger car, people are emotionally attached to their personal possessions period.
Waiting Patiently with an Empty CupThe key to effectively reading people is by being completely objective - having an empty cup so to speak. Overcoming our biases, prejudices and projections allows us to be completely objective. This is one of those ruts or bad rituals discussed earlier that can damper our effectiveness at this job if we don't self check each and every time we roll. I like to let my mind go where it's naturally going to go and then once I have some pre-determined opinions about the person I will analyze them to pick out the brainwashing from my past and once that is stripped away I can see things that were not so obvious before. This is the next level of understanding how to use the secret looking glass that shows us what people spend their whole lives trying to hide from the rest of the world. People hide who they really are because they are afraid of being judged or ridiculed for choices or circumstances that they believe are out of their control. (Victims) When you can see past your own judgments of them a clearer picture emerges that will fast track to you locating them beyond anything else at your disposal.
The last important step is learning to be patient. Don’t fill your cup up so fast that you rush in drawing your conclusions. I’ve seen this with my experiences in skip tracing. In my early years I was in such a hurry to just get the car or find the person I was after that I’d fail to see the big picture. One time I remember my mentor laughing so hard he almost wrecked the truck we were in because I had just walked up to a house and told a dude that his mother just left in the other car that was parked behind his truck we were repoing. By the time his fist hit my jaw I was already starring at his boot as it hit me in the ribs. Thankfully I had the instant defense mechanism to grab the incoming foot and bring him down to the ground with me. It took about 8 more seconds to subdue him and take back the control only to find out that it was his new wife that I had mistaken for his mother. Had I just paid attention to the account information which told me he was recently married and even had a picture of her in it I could have avoided much pain and embarrassment. If I had taken my time to let the whole picture develop and not come to a conclusion so quickly, it would have saved me from learning the hard way that day. Patients is the repomans meditation. Practice it in everything you do in life and not just for work. It's not something to turn on and off but a way of being. There are many benefits to patience but don't allow it to become an excuse for laziness or choices that you know go against the rules. Things like following someone for a very long time and getting tired of the situation and making a move that is risky and potentially dangers for all parties and even the public. Right at that moment you feel yourself giving into something like that is when you need the safety switch to come on that says DON"T DO IT!!! We create and mature this skill over time and it will save you tons of grief in life both personally and professionally. Everyone has to make their own fail safes and one I use quite often that is highly effective is saying to myself, "Is it worth the repo fee to do what I am about to do if it goes down wrong?" The answer is rarely yes people and generally if you are asking the question then you already have the answer. I call them rhetorical conversations with ones self and they are valuable when used properly. "What if" scenarios are how we humans justify and explain unsubstantiated conclusions when we are caught doing something we know we shouldn't be. "Well I thought you were stealing my car so that's why I pulled a gun on you". Ya in a tow truck marked with my business name on it and 10 times I identified myself as a recovery agent working for your bank. Instead they were listening to the conversation in their head that they had played over and over a thousand times before you ever showed up because they knew it was coming and they had told themselves a story and it became reality and they reacted to the situation as they did in their head hundreds of times before the real deal. If you don't have the communication skills both verbally and with your body language in a situation turned south like that you will most likely never smell the gun power before you hit the ground. It's real and it's real scary so keep reading and you stand a good chance of learning a thing or two about staying alive when dealing with people who are what I like to call "dead in the head". They only hear what they want to hear unless you know how to get inside with the one phrase that turns them back on. It's different with everyone and if there are other factors such as intoxication or even permanent brain damage then you best know about it long before then.
It’s the same thing in learning to read people. As you learn the techniques to interpret peoples’ body language and environment (I will discuss this in the next section), resist the urge to jump to conclusions. If you think for example that they are defensive because they have their arms folded - well maybe they’re sitting under an a/c vent and they’re simply cold. Are they lying because they’re fidgeting and seem nervous? Well, possibly they need to go to the bathroom real bad. In other words, hold off until later to make your final decision or to take action that could affect the dialog already in place.
In the next section, I’ll be covering the second part in this series: “Beyond Words - what people are really saying”.
Reading people is as much a science as it is an artThe science deals with an understanding of the mechanics and principles involved in people reading; For example, you study all the cold, hard facts about what a specific mannerism could mean, what a certain tone of voice might suggest, or how the context of a persons environment may influence their behavior. However, knowledge of the basic principles is only half of the equation.
Once the principles are understood, open up the right brain - that part of yourself that does not think in terms of linear thought, words, or mathematics, but instead with patterns, colors and abstracts. This is the art.
Those who are successful at combining the two become amazing people readers.
There is no replacement for practice. You could read all the books out there on body language, vocal interpretation, lie detection, etc. and still not be a great reader of people. I can give you the tools, but you must come up with the passion to put them to work. I am confident though, that as you practice these techniques and adopt the mindset, that the passion will naturally develop and many of these things will become instinctual. So let’s begin!
The 4 Principles of Reading PeopleEstablish the Baseline
Challenge and Refine Your Assumptions
Make a Decision
All areas of people reading rely on your ability to put these principles into practice. You begin by establishing a general baseline. From that baseline you look for specific patterns and consistencies whereupon you make your assumptions. Then comes the cyclical aspect of constantly challenging and refining those assumptions by observing new patterns and using the art of questioning. Then, backed by experience and intuition, you make a decision.
Establish the baselineEstablishing the baseline is the first step. When you’re starting to read someone, begin by studying their behavior. Ask yourself if how they are acting at this moment reflects their typical way of being. If a person is in a comfortable, familiar environment and surrounded by those who know them intimately, it’s a safe bet that they are in a baseline state. This will become your standard from which you will make your assumptions.
If you’re in a situation where it doesn’t offer this opportunity, then you need to wait it out. Time will help you notice what the person’s average behavior is.
This is best practiced with someone that you know. Pick someone, like a coworker at your office. For the next week study them. I carry what I call an ‘observation journal’ with me. Try to figure out what their baseline is. Any deviation from the norm is something you should record and be aware of. Because we all have our good and bad days, with time you’ll begin to see how they normally act.
Recognize PatternsBecause our minds can only consciously process a limited amount of data at one time (some say only about 5-9 bits), it becomes very selective in what it brings to our attention. I had a friend growing up that loved playing the ‘Punch-Buggy’ game whenever we went for a drive. He always saw the little VW Bugs and hit me long before I could. Somehow he had trained his mind to bring Volkswagen Beetles immediately to the forefront of his consciousness - he’d see them everywhere. Reading people is no different. With all the distractions coming in, professional people readers filter out the inessential and bring to the forefront the indispensable.
Well, what should I be looking for then, you may ask? Patterns. Trends. A theme. As you begin analyzing people, look for ‘clusters’ - groups of related signals - that coincide with a specific behavior or state of mind. Single traits by themselves, rarely tell the whole story of what a person is all about. It’s not until you broaden your view to include the whole picture, will you begin to correctly analyze someone. I cannot stress this enough. If success with this is your goal, then it is so important that you learn to see in patterns. When you discover these consistencies, it is a safe bet that you are onto something that will reveal the person to you.
Patterns begin with the first impression and continue onward. As you combine the first impression with specific tells, behavior, vocal attributes, and their environment, you are well on your way to reading them correctly.
Beyond the Blink: reading the first impressionMalcolm Gladwell wrote a fantastic book called Blink: The Power of Thinking Without Thinking . In it he observed our ability to make snap judgments about a person in the blink of an eye.
Snap judgments are, first of all, enormously quick: they rely on the thinnest slices of experience…they are also unconscious. We thin-slice because we have to, and we come to rely on that ability because there are lots of hidden fists out there, lots of situations where careful attention to the details of a very thin slice, even for no more than a second or two, can tell us an awful lot.
However Malcolm explains that in many cases, these ‘thin-slices’ of experience from which we draw our conclusions are many times incorrect. What I’m asking for you to do is to control the ‘blink’ response and retrain your brain, consciously at first, to look for meaning behind the impression. Through experience, this blink response will become very accurate.
When you begin sizing them up, don’t overlook anything. This is where you notice the small details about the person: their hair, their walk, their fingernails, their body language, the clothes they wear. Always ask yourself, “what is this telling me?”.
For example, hair can tell a lot about a person. In women, short stylish hair could denote someone who is creative, artistic, or expressive. Because maintaining perfectly styled hair is expensive, it may signify wealth. If that isn’t the case, then their willingness to spend a lot of their money to maintain their coif might show vanity, or a need for acceptance, even insecurity.
Less styled short hair on the other hand could mean practicality.
For men, professionally styled hair usually goes hand in hand with the desire to show status and power. If combined with expensive clothing and accessories, this is usually a sure bet. Most men do not have the time or desire to regularly have their hair styled at a professional salon. Because it deviates from the norm, this is a good example of something to look out for.
Every detail of a person’s appearance can offer further clues into their interests, beliefs, emotions and values. Since there are too many details to list here, I’ll share with you some of the things you should be looking out for, as well as questions you should ask.
As I have explained earlier, any trait that stands out from the baseline, needs to be noted. Note that a deviation from the baseline is not only things that stand out on the individual, but how that person stands out as a whole compared to what the norm is around them. With extremes in appearance you might ask yourself: are they seeking attention? trying to imitate someone they look up to? being rebellious? are they self-centered and are insensitive to others? have they just not been taught how to dress and act in an appropriate way? or do they just lack common sense?
Be aware of things like physical characteristics, jewelery, makeup, clothing, accessories, hygiene, and piercings/tattoos etc. Again ask yourself, “what is this telling me?”.
Since the publication of Julius Fast’s Body Language in 1970, hordes of people began to see crossed legs, folded arms, facial tics - specific behavioral traits - in a whole new light. Even in our time, a generation later, many people are still conscious about crossing their arms in a meeting so as not to appear ‘closed’.
Body language, like appearance, can only be correctly analyzed when viewed against the first two principles of reading people: finding the baseline and recognizing patterns. Thinking that you’ll be able to ‘make’ someone, off of one or two bodily quirks, is not realistic. You want to look for consistency. Body language is only effective as you begin to observe more of the person’s character, and to know their character you must recognize patterns, not just in their body language, but in everything that has to do with them.
Bundling the Behaviors: noticing the patterns of actionA good determinate of a person’s core personality is how they act when they don’t have to ‘act’. Take the workplace for example. Is he polite and charming to his subordinates when the boss is around, only to show his true colors when she leaves? Seeing how a person behaves in different situations will help you to further understand what they are all about.
Study their interaction with different people, such as with children, co-workers, normal day-to-day people, their family and friends. This will tell you a lot about them.
The saying, “You can tell how a man will treat you by the way he treats his mother”, although not always the case, does have a measure of truth to it. Many of us have been on dates where they are wonderfully polite and charming with you, only underhandedly being rude to or badmouthing the people serving you. Watch for veiled acts of inconsistency. Their charming, delightful personality may not be so charming and delightful as the novelty of the relationship wears off.
People behave a certain way based on their wants, needs, or values. We tend to project these values and wants on others because it is a source of validation. Athletes value those with strength and stamina. Artists value the creativity in others. If your way of showing love is buying others gifts, then I would bet when people buy you gifts you feel loved too. What someone consistently does for others or seeks out in them can be a big help in determining what they desire or value.
Realize that sometimes, because of fear, anger, or duress a person will act out of character. Lest I keep repeating myself, remember the principles of baseline and recognizing patterns. Are you sensing a pattern yet?
Beyond the Words: what people are really sayingVocal attributes play an important role in determining what someone is really saying. These traits in many cases contain hidden messages that require you to pay attention.
Someone with a loud voice may indicate a need to control their environment. Like a drill seargent, they use their voice to intimidate and dominate. Sometimes it can be for reasons of trying to compensate for something they think they’re lacking. I know this really short guy at work who speaks louder and deeper than I’ve seen with guys almost twice his size. This combined with his need to talk over you shows his insecurities. Realize that a loud voice could also mean a loss of hearing or that they’re inebriated. Remember to take everything into consideration.
A soft voice also could have different meanings. Don’t immediately dismiss the person as someone who lacks confidence. It may mean they’re tired or depressed. It may show that they have a calm-assurance about them. It may also show their arrogance in the sense that they feel you need to listen more if you want to know what they’re saying.
Think about all the possible reasons for rapid or slow speech, mumbling, different intonations and emphasis, an unemotional, pretentious or whining tone of voice. Each of these may reveal something deeper than what was first expected.
Look for the matching of one’s vocal attributes, with their body language and words.
Beyond vocal attributes, understanding verbal gymnastics is the other half of what people are communicating in their speech patterns. For example, always question why someone is leading you towards or away from a topic of conversation. Are they showing conceit by trying to find an opportunity to brag? Are they showing compassion through their leading away from gossiping about someone?
The way someone answers can also be used to control or direct a conversation. Try to interpret why they could be rambling, changing the subject, giving a long drawn-out or a short answer, or simply not responding at all.
As always, question deviations from the norm. Someone who rarely uses profanity might, with specific people, use it frequently. This could indicate they’re seeking acceptance, or trying to present themselves as someone they’re not.
Interpreting their EnvironmentOne of the best sources of people reading is the person’s environment. So many clues can be discovered here, such as hints about their job, education, religion, culture, hobbies, marital and family status, political alignment, friends, and wealth. You’d be surprised at what someone can learn about you, just from them reading your environment, that it can be quite embarrassing.
Because most of our time is spent at home or at work, these areas provide an accurate source of reading into peoples lives. If you can get exposed to both of these areas, and compare the two, very precise conclusions can be made about them. For example, noticing a discrepancy between their work and home environment, shows that their public image is quite different from their private one.
Reading the workplace environment starts with the geographical location of someone’s home in relation to their work. A father who moves his family downtown to be close to work could indicate that he’s a workaholic, is self-centered, or ambitious. However the close proximity might also show that the parents are interested in providing their children easy exposure to cultural opportunities or that the shorter commute means more time with his family. It is through studying both the home and workplace that a more telling story will develop.
Now begin to study the job itself. Why do you think they’ve chosen it? What does it tell about the person? Their education or drive? The fact that they’re a medical doctor may show a desire to help others, indicating someone who’s compassionate. However, they might only be interested in the status of such a job. I even know someone who became a doctor because of pressure from their father, this tells a whole other story.
The items at the workplace that people surround themselves with are also very telling. In many ways, these items are a microcosm of the person’s life.To give you an idea, consider some of these items:
* Plants Do they keep fresh flowers or plants? This indicates a person who loves nature or is sensitive to beauty. It may also show that they’re health conscious.
* Calendars These are good indicators of hobbies, interests, or sense of humor.
* Books and Reading Material Having novels or magazines not connected to the job do show personal interests, but beyond that, it also can show that their mind is not on the job. Leaving them lying on the desk can where the boss will surely notice, may show a lack of judgment.
* Desktop Items What a person keeps in their immediate view also provides answers. Having multiple pictures of his children in different stages of their lives shows his love for family. However, if there’s not one of his wife, it may indicate a divorce, a strained relationship, or that he’s are embarrassed about her looks.
Because the home is where the heart is, a person’s living area reveals volumes about them. As with the workplace, consider the location, the neighborhood, and the items within and without. What are they telling you? Some important items to consider are books and reading material, items on the refrigerator, collections, photos, artwork, children’s toys. Take note of the layout and decorations of the home.
Someone who wears very expensive clothes, but has a very humble home, may reveal a desire to appear differently to others. Look for things where a person’s home is in contrast to their public persona. The bigger the gap the greater the desire to appear a certain way.
Like the home and workplace, a persons car will reveal a lot about them. But as always, take it in comparison to everything else. Like clothes, having an expensive well-maintained automobile may at first indicate wealth, but taken in context with a run-down home may again show a desire to maintain a certain public image.
A messy, disorganized car usually indicates a messy, disorganized person. I also tend to notice the little sticker that oil-change shops put on the upper left corner of the windshield. Seeing the actual car’s mileage being much greater than the mileage indicated by the sticker may show a lack of awareness, complacency, or laziness.
The Social Environment
Where do they spend their free time and who with? Where a person tends to regularly ‘hang out’ as well as the company one keeps will tell you more details of their personality and interests.
The Socioeconomic Environment
A persons socioeconomic environment and background is a major key to determining one’s behavior. Remember to be aware of your prejudice. As I spoke of in the last post, prejudice may taint your ability to read someone successfully. As with everything else, the socioeconomic environment needs to be considered within the context of everything else.