Discovering Communication Styles

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

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

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

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.

Engaging Your Employees

Mary Lorenz of CareerBuilder.com recently published an article focusing on management of employees. The ten habits that are pointed out in the article are great and include – Don’t assume people understand your reasoning behind decisions…

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

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.

Financial Performance in the New Behavioral Economy White Paper

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 [...]

Behavioral Segmentation of Your Clients

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 [...]

Confidence Sustains Performance

In all areas of life, people talk about how they can improve and sustain performance. How do we get better results and keep good results regularly coming? This is true for people in their personal lives and careers, businesses, sporting teams and so on.
Foundational to building performance to a high level is knowing your DNA [...]

Knowing Me Knowing You – The Power of Communication

This wonderful phrase was made popular in the 1980’s by the Worldwide phenomena we all know as ABBA and it has now become a key philosophy in the way we work here at DNA Behavior. Hidden within these words is a key truth that will set you up for success in many endeavors in your life.

I was recently doing a presentation to a company and I asked the question – “Has anyone ever asked you how you would like to receive communication?