DNA Behavior Performance Blog

Managing Perceptions to Build Relationships

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

When it comes to building meaningful and successful relationships with your family, friends, colleagues and clients, effective communication is foundational. The quality of your relationship with any person has a direct impact on the quality of decisions that get made. When the communication is poor, people start making decisions around each other because [...]

The Rules of Engagement

By Peggy Mengel ⋅ November 2, 2011 ⋅ One comment

Everyone is talking about client engagement, but what are firms actually doing about it? Client engagement is not just about “good feelings”; it has emerged as the #1 driving factor in revenue growth.

It Really is All About ME

By Peggy Mengel ⋅ October 12, 2011 ⋅ Post a comment

I like transactions that are easy, effortless and fun. But how would a call center employee know that about me if they haven’t had frequent interactions with me? And furthermore, what difference does it make?

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.

Financial Performance in the New Behavioral Economy White Paper

By Hugh Massie ⋅ January 20, 2011 ⋅ One comment

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 [...]

Using Your Right Brain in 2011

By Hugh Massie ⋅ December 23, 2010 ⋅ 5 comments

We are fast moving into a business and economic age where to be successful people and businesses will need to use their “right brain” a whole lot more. So far, the world we live in is very left brained. This has been heavily ingrained into our business and social culture coming from the industrial, technology and information ages. Now [...]

Using Communication DNA For Lead Generation

By Bob Simpson ⋅ August 12, 2010 ⋅ Post a comment

Do you ever find yourself thinking about how to generate leads from your lead generation activities?
Although most advisors generate the bulk of their new leads from client referral, they usually have other business development programs to enhance the growth rate of their business. These lead generation activities range from the more traditional methods, such as [...]

Behavioral Segmentation of Your Clients

By Hugh Massie ⋅ July 21, 2010 ⋅ Post a comment

Traditionally many advisors segment their clients based on tangible factors such as the type of service they will provide to clients (eg executives, family business, life planning etc) and assets under management minimums. There is business sense in this as it focuses the business to some degree. However, segmenting your clients based on their DNA [...]

Do You Know Who Your Clients Are?

By Hugh Massie ⋅ January 27, 2010 ⋅ Post a comment

No matter the industry, providers of products and services are always saying something to the effect of: “You are blind as to who is going to walk in the front door for their first meeting with you. As you work with the client a bit you have a greater collection of knowledge [...]

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