DNA Behavior Performance Blog | Advisor Performance

Advisor Client Matching

By Hugh Massie ⋅ May 19, 2011 ⋅ One comment

Differences between people are wonderful, and they can be capitalized on to get great results. However, differences also divide and must be understood, accepted and respected by us in order to get along and build client relationships.

Four Primary Communication Styles

By Hugh Massie ⋅ May 9, 2011 ⋅ One comment

The wise advisor will be aware that in a competitive New Behavioral Economy, knowing client Communication Styles will be the key to increasing revenues and having less personal frustration from playing mind games in figuring out the client. It will then come down to the tactics that get employed to know the client.

The Influence of Natural Behavior on Client Relationships

By Hugh Massie ⋅ April 26, 2011 ⋅ 2 comments

Natural DNA Behavior predicts how people wish to be communicated with, the type of service experience they desire and generally how they will respond to life and financial events.

Advisors Creating Lasting Value With Customized Experiences

By Hugh Massie ⋅ March 29, 2011 ⋅ Post a comment

An article by James Fennessy in the Australian Banking and Finance magazine on March 10, 2011 highlights a key challenge for financial advisors. That is delivering value to their clients and getting paid for it. How do advisors demonstrate the trust in their advice to get paid for it? The article points out that the [...]

The Spontaneous Intuitive

By Hugh Massie ⋅ March 8, 2011 ⋅ Post a comment

A naturally instinctive and flexible person with a clear vision will be a “Spontaneous Intuitive” who is confident with the financial decisions they make but can be impulsive.

The Fast-Paced Realist

By Hugh Massie ⋅ March 2, 2011 ⋅ One comment

A naturally logical and challenging person will be a “Fast Paced Realist” who is able to make very rational decisions without getting stuck but may be too impatient for returns.

The Outgoing People Connector

By Hugh Massie ⋅ February 16, 2011 ⋅ One comment

Naturally expressive and talkative people will be “Outgoing People Connectors” who are able to network with people well but may make uneducated bets from following the herd that sabotage their portfolio.

Financial Performance in the New Behavioral Economy White Paper

By Hugh Massie ⋅ January 20, 2011 ⋅ 2 comments

The winds of change are moving fast through the modern economy, and this includes the financial services industry. What we are seeing is the emergence of the “New Behavioral Economy” – where the client is king and behavioral finance is in. This means the approach to providing [...]

Confidence and Client Engagement: Keys to Advisor Success

By Hugh Massie ⋅ November 18, 2010 ⋅ Post a comment

This week I attended the Financial Behavior in Retirement Summit in Chicago and presented “Really Knowing Who Your Clients Are”. The presentation guides advisors to understand the importance of knowing the natural behavior of clients and uncovering their life and financial motivations in order to tailor services to them.
By customizing their services, advisors will gain [...]

Practicing Performance

By Hugh Massie ⋅ November 3, 2010 ⋅ 2 comments

In many cases the difference between success and failure is small. One action or one decision or one more attempt can be the difference in the outcome. Usually, we are in the way of our own performance and so it is critical to keep out of our own way.
Have you noticed some people find success [...]

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