DNA Behavior Performance Blog | financial behavior

The Pioneering Goal Driver

By Hugh Massie ⋅ July 26, 2011 ⋅ Post a comment

Naturally ambitious and driven people will be “Pioneering Goal Drivers” who are focused on growing their wealth but may be overly focused on success. Address their goals and remember their need for quick action.

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 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 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.

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 [...]

Self Esteem Impacts Financial Performance

By Hugh Massie ⋅ July 12, 2010 ⋅ 2 comments

One of my strong beliefs is that confidence sustains your performance. If you lose your confidence this will have a negative impact on your financial decision-making, and all other decision-making. The reality is that when your confidence goes down then you can become pressured to make poor decisions. Your emotions will be higher and rationality [...]

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