DNA Behavior Performance Blog | Behavioral Finance

Discovering Communication Styles

By Hugh Massie ⋅ May 12, 2011 ⋅ One comment

People have a natural personal bias based on how they see the world, which will somewhat shape how they see the client. Further, how you see another person is driven by how you see yourself.

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.

The Skeptical Questioner

By Hugh Massie ⋅ March 25, 2011 ⋅ Post a comment

Naturally guarded and wary people will be “Skeptical Questioners” who seek to remain in control of their portfolio but do not easily delegate to advisors.

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.

The Take-Charge Visionary

By Hugh Massie ⋅ February 9, 2011 ⋅ One comment

Naturally big-picture thinkers and direct people will be “Take-Charge Visionaries” who know where they are going and will have a consolidated view of their investment portfolio.

Framing: Re-frame the Presentation of Ideas and Suitable Solutions

By Hugh Massie ⋅ February 3, 2011 ⋅ One comment

The difference between what the advisor said and what the client heard will be attributable to the behavioral lens of each. The communication of products and solutions must be adapted.

The Influence of Natural Behavior on Decision-Making

By Hugh Massie ⋅ January 26, 2011 ⋅ One comment

Natural DNA Behavior predicts how people will respond to life and financial events, and therefore will drive many of their decisions, particularly when under pressure. However, at times their decision may be shaped by a significant life experience, circumstances or education.

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Behavioral Finance