DNA Behavior Performance Blog | financial behavior

Transform Your Client Experience to Grow

By Hugh Massie ⋅ December 7, 2009 ⋅ Post a comment

For advisors, growing your financial planning business is about getting more of the right clients who you can profitably serve on a sustained basis. This means you must have financial planning clients who will pay for the value you provide and will allow you to do so efficiently and with minimum [...]

Advisor Trust

By Hugh Massie ⋅ October 19, 2009 ⋅ Post a comment

The theme at this week’s FPA Conference in Anaheim centered on trust. Becoming the trusted advisor is not a new idea however, it is increasingly talked about.
The question is how do you become the trusted advisor? How do you accelerate trust in your advisory relationships, and for that matter in any [...]

Global Transition for High Net Worth Individuals

By Hugh Massie ⋅ July 23, 2009 ⋅ Post a comment

I have just read KPMG’s Swiss Financial Services Newsletter for August 2008. The newsletter provides very sharp insights into the increasingly complex international needs of high net worth individuals. The outcome is that the consulting team will need to have a greater global outlook and more sophisticated approach to the technical [...]

Partnerships and Money Personalities

By Hugh Massie ⋅ June 3, 2009 ⋅ Post a comment

In the past few weeks we have had a number of people contact us who are starting some form of business partnership together. Most of the time their request has been to find out more about their differences. Some of the typical issues they are seeking to understand are:
1. What are [...]

Shirt Sleeves to Shirt Sleeves in 3 Generations

By Hugh Massie ⋅ May 12, 2009 ⋅ Post a comment

In recent years there has been a lot written about how wealth created by the first generation (the entrepreneur) is lost by the third generation. Often the second generation has also added to the wealth. Then the third generation has lost it through being irresponsible, idle or simply making poor decisions.
Research from a range of [...]

Understanding Client DNA Behavior Under Pressure

By Hugh Massie ⋅ April 8, 2009 ⋅ Post a comment

When I was a financial planner and even before that a CPA, I had regularly observed that people’s behavior and decision-making patterns changed when they were under pressure; the pressure often being caused by money and relationships. This observation was fundamental to my thinking when I was building the Financial DNA Discovery Process with my [...]

Discover Your Investment EQ

By Hugh Massie ⋅ April 11, 2008 ⋅ Post a comment

“The most common cause of low prices is pessimism… It’s optimism that is the enemy of the rational buyer.”
- Warren Buffett
Ask a group of investors to share the ‘secret’ to successful investing, and you’re likely to get many different quantitatively focused answers, ranging from, hold for the long-term, diversified asset [...]

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