Practice Management

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Clients Enjoy Participating in the DNA Behavior Discovery

The question we are most often asked is “will my client want to participate in the Financial DNA Discovery Process?” Our Wealth Mentors have had very few clients resist participating. The reality is people do enjoy learning about themselves. It can even help in their business and personal lives. It is liberating for them to know what their strengths are and the struggle areas. The key point is that the client feels understood. Further, people love to talk about themselves. After all, that is their number one topic.

So, why not guide the discovery process and let them talk about themselves. If there is a barrier in an advisor’s mind about their client participating, it is usually just in their own mind.

The important point in getting the client to participate in the Financial DNA Discovery Process is to ensure it is introduced as a normal part of your service. Taking that further, connect it to your desire to provide them with a customized life-long service experience, set their goals and help them not make emotional decisions in reaction to events and markets. The process can start with Communication DNA Discovery; which only takes 2 -5 minutes and the rest of the steps can be progressively introduced over time.

We have many delighted clients. Click on this link to read about a recent successful client story.

If you are feeling any resistance yourself, then there is no harm in completing the process to find out and experience for yourself the power of the experience. You will feel liberated and want to ask questions!!

 

Learn more about DNA Discovery for increasing client engagement and customizing experiences .

What are your thoughts? For additional information please contact us

Create a Behaviorally Smart Succession Plan

What is most frequently left out of an advisors succession plan is the client?? Not the assets, but the behavioral side of the client.? After all, 93.7% of the financial planning process is the behavioral management of the client, so why wouldnt this information be a valuable part of your business and your plan?

When the advisor is close to retirement, the client really has three questions:
1.?? ?Will my portfolio be similarly managed and allow me to reach my goals?
2.?? ?Will the relationship with my new advisor be an enjoyable one?
3.?? ?Will I receive the same service?

You will notice that the majority of the clients concerns deal with personality and behavior.

Now lets move to the new advisor.? They want to be sure to retain as many clients as possible. According to a Price Metrix Study, advisors retaining 95% of clients 2010-2013 grew AUM 25%; those retaining 80% of clients, grew AUM just 12%.

financial advisor, advisor successionWhat was a good fit for the retiring advisor may not be a good fit for the new advisor.? While you dont have to prospect to acquire this transitioned client, it can feel like you are starting over since you are just beginning the relationship.

There is a certain amount of trust that is transferred over from the retiring advisor but the new advisor will have to build it based on their unique personality.

Imagine being able to turn over your clients with the behavioral big data on how to sell, service and create a unique experience.? The first appointment with the new advisor would be so much easier and the client would feel understood.? Trust would be built at a much faster rate.? And trust is the key to retention.

Start building a behaviorally smart succession plan to ensure your clients will stay with a firm that you worked so hard to build!

To learn more, listen to Hugh Massies video on Behaviorally Smart Succession Planning.

Are Women More Risk Averse Than Men?

Very often the point is made that men and women are different. In the area of investment risk taking, some research suggests that women are more risk averse. Some of this research is referenced in the first of BlackRock’s three-part blog series on gender differences, Men vs. Women: Risk Aversion.

The first point is that the behavioral research generally shows that the structure of men and women’s brains is different to some degree.? Then add the significant physiological differences. This is why it has been said that “Men are from Mars” and “Women are from Venus”. The differences can be reflected in very different beliefs, values, attitudes including to taking risks.

I would like to clarify the difference in terms of risk taking more from the stand point of our DNA Behavior research, which has been independently validated. Our DNA Behavior research shows that the natural instinctive behavior of men and women is generally the same. That is based on natural behaviors as many men will take risks as women. This will be their decision-making starting point. The research is true of other behaviors such as taking charge, being outgoing or social, being empathetic, goal driven or creative. The fact is that there are women out there whose first instinct is to take risks. Similarly, on the other side, there are an equal number of men and women who are instinctively cautious. Again, there are men out there who by nature do not take risks.

However, it is also important to recognize the influence of “learned” behaviors on a person’s personality development or evolution. This is where the substantial differences between men and women can arise because they do have different values and attitudes coming from the differences in how their brain’s are structured and the physiological differences. For instance, what we see is that a woman may be naturally (instinctively) a risk taker but her nurturing attitude to protecting the family will kick through and lead to cautious behaviors. Or, in the case of another women she may be born cautious but have to at times take risks to generate income and capital for the family. But, there will still be an overriding careful attitude to it.

The main point here is not to automatically assume all women will be naturally more risk averse than men.

The same point is true for advisors who think that the men make all of the decisions in doing the financial planning. In some cases the man may lead the process as head of the household and bread winner, but he may not be the power player in making decisions – the women may be far more take charge and direct the decision-making.


Hugh Massie is a Human Behavior Strategist, successful entrepreneur and a leader of the “behavioral awareness” revolution in businesses worldwide for unlocking human potential. He has 26 years of unique and diverse international experience in developing client centered human behavior solutions.


Visit the Financial DNA website to learn more about helping couples improve financial and life decisions through an enhanced relationship with money.

DNA Behavior and FA today Announce Strategic Media Partnership

Connect with DNA Behavior on FAtoday.com


At DNA Behavior we are always looking for new ways to bring you quality content thats relevant to your practice.

Thats why we are proud to announce our partnership with FA today, a revolutionary media delivery and content platform that is exclusively for independent financial advisors.

FA today uses profiling technology and your CRD information to deliver content that is custom-tailored to how you operate your practice. And since FA today is a community of only IFAs, its a great place to share DNA Behavior content, best practices and ideas with other IFAs.

With FA today you can:

  • Connect ? Collaborate with your community of top IFAs
  • Learn ??? Receive news, content and resources custom-tailored for your practice
  • Empower ? Elevate your practice with collaborative input from successful peers

Best of all, FA today is absolutely free. To experience the DNA Behavior community and engage with other IFAs, CLICK HERE and join FA today now.


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Families Squabble Over the Beach House

DNA Behavior Insghts

Over the years, I have done a lot of work in helping families build succession plans and manage their assets. Sometimes, this involves dividing their assets.

What I have often seen is that the family differences in terms of behaviors, communication and attitudes are magnified because of the way each person deals with the beach house. Put another way, bad behavior or perceived bad behavior around the beach house spills over to arguments over the family investments and business interests. How important is your family beach house?

Interestingly, other wealth advisors are seeing the same thing.? See what Stacy Allred from Merrill Lynch has to say - click here.

Visit the Financial DNA website to learn more about our solutions for navigating the different behavioral styles and emotions of family members.