How are you navigating the different behavioral styles and emotions of your clients? Are you sticking to the same script for every client?
Author Archive for: Carol Pocklington
About Carol Pocklington
Carol Pocklington - Human Behavior Solutions Analyst
Carol is a member of our research and development team assisting in the development of our behavioral products.
She has worked with Hugh Massie since 2001 since the Financial DNA understanding concept was conceived.
Carol's DNA Natural Behavior Style is - Facilitator
Carol is a Facilitator. Facilitators are persistent, goal-oriented people who promote team effort in order to complete tasks. Facilitators lead by setting examples and by achieving goals. Their strong work ethic encourages others to excel and they have an excellent ability to deal calmly yet firmly with people using a facilitative style.
Entries by Carol Pocklington
Independent research shows that the behavioral management of clients is 93.6% of the financial planning process, leaving the tactical management of investments at 6.4%. Where are you spending your time?
How much do you know about your financial advisor? How well are they managing their own life plans?
More and more evidence suggests financial services firms will need to change the way they communicate to build trust with the Gen D market. It doesn’t involve changing the “what” of the message, but the “how”.
Most clients have a blind spot when it comes to financial management; but equally most advisors have a blind spot about who their clients are.
In many parts of the world financial regulators are placing more and more constraints on the industry. From improving record keeping in terms of recording advisor/client conversations to alerting the industry about the need to understand client behavior over and above tolerance to risk.