Product Updates & Company News

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How To Build Trust In A Team: A Business DNA Product Upgrade

When we design feature improvements for Business DNA, we look at the hot topics that are raised in our training and coaching events. Last year, a hot topic was, “How to build trust in a team”. I am excited to announce that today, we released an update to the Trust scoring model for Natural Behavior that will answer that very question.

Trust Scoring Upgrade:

This upgrade was a culmination of 5 years of psychometric research and independent validation by our team of PhD’s and data scientists. The bar is now raised for DNA Behavior as having one of the only independently validated psychometric measurements of Trust in the behavioral profiling industry. In addition, this measurement provides our Business DNA Coaches, Consultants and Users with the following in-depth insights (in addition to the other 54 additional behavioral attributes we measure):

  • Trust and Skepticism
  • Delegation and Controlling
  • Openness and Suspicion
  • Approachable and Questioning
  • Relaxed and Exacting

If you want to know how to build trust in a team, you must first understand how your team builds trust. While asking questions and drilling in on details can build trust for some team members, that same activity may feel like a lack of trust to others. Trust building is not a one-time activity, but trust erosion can be. In order to build trust, you must consistently behave in ways that are seen to build trust with your team. Knowing how each member of your team responds naturally around trust can help you hit the right note with your team members and help you understand why something you do successfully with one person is failing with another.

How to measure trust in a team using Business DNA:

The Business DNA Natural Behavior assessment is an online questionnaire process that takes 10-minutes to complete. You and each one of your coworkers can spend just 10-minutes to complete their own assessment and compare your results. Each individual’s Trust score will be available in each individual’s 1-page factor Report, Workplace Operations Report and the Coaching Report.

How to build trust in a team:

Ready to build trust in your team? Our experience tells us that the first step to build trust in a team is to help each person understand each other’s unique style. The self-guided Team Report profiles an experiential walkthrough of the behavioral patterns for each of your team members and is intended to build trust by opening the lines of communication for each person’s unique style.

Are you Naturally Trusting or Skeptical?

Are you naturally more trusting or skeptical? Find out in just 10-minutes with our free trial. Experience Business DNA with this free trial and see how business leaders, coaches, and consultants discover the talents, communication styles, and personality profiles of employees and customers.

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How To Build Client Trust: A Financial DNA Product Upgrade

When we design feature improvements for Financial DNA, we look at the hot topics that are raised in our Wealth Mentor training and Advisor Community events. Last year, a hot topic was, how to build client trust.

I am excited to announce that today, we released an update to the Trust scoring model for Natural Behavior that will answer that very question. Just as Peter Drucker said, If You Cant Measure It, You Cant Improve It Financial DNA is now arming financial advisors with the measurement of trust and the tools to build a trusting relationship with clients.

Trust Scoring Upgrade:

This upgrade was a culmination of 5 years of psychometric research and independent validation by our team of PhDs and data scientists. The bar is now raised for DNA Behavior as having one of the only independently validated psychometric measurements of Trust in the behavioral profiling industry. In addition, this measurement provides our Financial DNA Wealth Mentors, and Users with the following in-depth insights (in addition to the other 54 additional behavioral attributes we measure):

  • Trust and Skepticism
  • Delegation and Controlling
  • Openness and Suspicion
  • Approachable and Questioning
  • Relaxed and Exacting

The Importance of Trust:

“Knowing how to build client trust is key when handling a financial portfolio. When you can understand a client’s approach to building trust, you can take actions to help them build trust with you in a way that is natural to them and helps them feel comfortable working with you. This requires you to know yourself and work to be transparent and flexible when working to match your clients preferred style.” Said Nikki Evans, DNA Behaviors Chief Learning Accelerator.

How to measure client trust:

The Financial DNA Natural Behavior assessment is an online questionnaire process that takes 10-minutes to complete. You, your clients, and the rest of your advice team spend just 10-minutes to complete their own assessment and compare the results. Each individuals Trust score will be available in each individuals 1-page factor Report, Financial Planning Reporting, Wealth Mentoring Reports, via data export as well as our Personality API.

How to build client trust:

Building trust with skeptical clients is a process. In our training programs, we cover a wide variety of strategies and scenarios to build trust with clients. Through a series of role-playing exercises, facilitated discussions, and case studies financial advisors are led through the client journey where they learn how to engage with clients on their own terms. This engagement helps investors get more comfortable to begin the process of building trust with you, their advisor.

Are you Naturally Trusting or Skeptical?

Are you naturally more trusting or skeptical? Find out in just 10-minutes with our free trial. Experience Financial DNA with this free trial and see how financial advisors use the behavioral finance platform to discover the communication styles, behavioral biases, and risk profiles of clients.

CEO Newsletter 2018 (7)

At the year end, looking at the year ahead…

The ever-quotable Warren Buffett says, “Never invest in a business you can’t understand.” Well, as we round out another terrific year, I want to challenge you a bit by noting that many of us regularly invest in people we may not understand. So, why make relatively blind “people investments” when you (hopefully) would not make such a financial investment?

Granted, I am a bit of a shameless evangelist for the power of validated behavioral insights, but I genuinely believe they are applicable – and I would venture imperative – across virtually any scenario, organization or industry. Harvard research tells us that 87% of business and life performance challenges are caused by behavioral differences. So, applying our proven online behavioral management solutions, may not take the number of those challenges to zero, but we can get you damn close.

One reason we can do that – in addition to our powerful products and processes – is that we have an impressive cadre of partners and colleagues who help us vet and deploy the solutions. In turn, our phenomenal clients invest in the process with us, providing valuable feedback that helps us – and them – play at a higher level. Winning is good, but a win-win is better.

It takes a (global) village

Because of those unparalleled alliances, we’re poised to not only play better in 2019, but to play bigger. Our team has discovered and embraced the book “Play Bigger”, which cleverly and clearly identifies the approach needed for positioning a company for high growth: It’s all about identifying the problem you are solving and setting your business up to be a category king (think Uber).

It is more about creativity in market positioning than directly disrupting an industry, though disruption can be the impact or part of it. Whatever work you are doing; this book is a “must read”. In fact, I am so enthusiastic about the book that I’ll commit to sending the first 18 people who respond to this (2019 will be DNA Behavior’s 18th year) the book – on me. Digital or hard-copy, your choice.

At DNA Behavior we are solving the problem of how an organization delivers meaningful customized experiences to its employees and clients on a mass scale. To do that you must know their unique style, and knowing their marketing “persona” based on demographics is not enough. Two people can have the same persona, but not the same personality. So, unless personality insights – beginning with communication insights – are integrated, you do not get there.

Meeting and exceeding the market

As we play bigger, we’ll be demonstrating, in the words of the book, what category we are king of: Online behavioral management. In 2019 we are launching our end-to-end real-time behavioral management tooling – a highly automated discovery profile debrief that is situationally dynamic. We already have this in Financial DNA with the “Market Mood” tool that integrates real-time stock market movements to behavioral style. But in 2019 we will take this further and also launch a platform for Business DNA. We can only do this now because technological developments allow us to, and the market place is demanding customization.

Thanks to you, 2018 has been a landmark year for landing major deals that implement our API strategy, through which we become the “behavioral chip” inside the tech platforms of other businesses. This helps us realize our brand promise of delivering meaningful experiences to employees and clients customized to their unique style. In particular, we have had success with large financial services firms and banks launching platforms in the employee financial wellness space. They all have very different angles and approaches – but the key point is that the online management of financial personality is here to stay and becoming a category king in its own right. This reinforces our strategy.

Validation and affirmation

We completed one of the world’s largest known behavioral finance studies looking at the financial behavior data of more than 35,000 people and how it connects to validated personality insights. The research demonstrates a high degree of alignment between the spending habits, planned giving, investing style and other behaviors to the personality style measured by DNA Behavior. We knew our system produces highly predictive results with a 91% overall reliability, this research confirms how people live it out.

Deloitte’s just-released 2019 Banking Industry Outlook also affirms our work and the path ahead we’ll be on with our banking (and other financial) partners and clients. This Big Four firm is optimistic, noting promising times ahead for banking and capital markets, as well as opportunities to double down on transformational technology, including an even better understanding and leveraging of data. We’re excited to be part of deciphering what that means to different organizations and helping them implement. (In the meantime, you may want to add this great Deloitte report to your reading list.)

We know what’s ahead; thanks for being part of it

Finally, our “why” in business is to foster people to become more self-empowered. The work noted above is a big step to achieving this “why” goal on a mass scale. We want to be part of changing the culture of business with the adoption of an Understanding People before Numbers approach. We know that, businesses of any category must do far more work in the area of culture if they are to grow on a sustainable basis. Behavioral management is just one of many components needed to build a strong culture.

Looping back to the wisdom of Warren, Buffett says, “Only when you combine sound intellect with emotional discipline do you get rational behavior.” I would posit that you also need that winning combination in order to optimize your organizational culture. So, in 2019 we will be championing the growth of culture and want all of you involved.

Let’s play bigger!

BEHAVIORAL SCIENCES FIRM CONTINUES GROWTH (4)

Behavioral Sciences Firm Continues Growth

ATLANTA, June 7, 2018 /PRNewswire/ — Atlanta-based DNA Behavior International continues its growth and evolution with a member of the executive team taking on a new role. Leon Morales, who since 2013 has served as DNA Behavior’s Chief Relationship Officer, is now Managing Director.

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“Leon has a deep history with behavioral science tools, as well as being a seasoned leader with experience across finance, technology, operations, accounting and organizational change,” says Hugh Massie, CEO of DNA Behavior and a pioneer in the practical application of behavioral insights. “Recalibrating which of our team members handles various organizational roles is a prime example of DNA behavioral data and technology in action and enables us to be even more effective and efficient in helping our clients unlock the power of behavioral insights.”

DNA Behavior (www.dnabehavior.com) it is a behavioral sciences company employing data and technology solutions to enable individuals and organizations to discover and leverage strengths. It delivers practical and scalable behavioral intelligence solutions to “know, engage and grow” every client and employee online, working with financial services and contact centers, in the insurance industry and operations executives in medium to large companies.

“I’m excited to take on this new challenge, including helping other team members finesse their roles to maximize our work together and on behalf of clients,” Morales says. “This re-alignment also further enables Hugh to focus on his roles growing strategic relationships and as a behavioral science expert, while our team minds the proverbial store.”

Prior to DNA Behavior, Morales was a Senior Workplace Behavioral Consultant with Aret Global Consulting, following several years as Principal of Business Development for Innovar Partners and, later, Innovar Collective. He spent 16 years with Cox Communications in a number of leadership roles. As an entrepreneur, Morales founded an accounting firm and, later, a new media forum. He began his career as a certified public accountant.

Morales served in the United States Air Force, holds a BBA in Accounting from the University of Texas at Arlington and is trained in the Birkman Method. For those who know DNA Behavior-speak, Morales is an Initiator.

DNA Behavior says its behavioral sciences data and tech tools have solved communication, goal-setting and investing challenges in over 123 countries through 11 languages and 12 proprietary DNA Behavior Discovery Processes.

Media inquiries:
B. Andrew (Drew) Plant
196797@email4pr.com
404-634-7102

SOURCE DNA Behavior International

Related Links

http://www.dnabehavior.com

Hugh Massie Newsletter 2017 v1

CEO Year End Newsletter

At this time of year, I want to thank all of you, our clients and partners, for supporting DNA Behavior. We’ve had another exceptional year of growth and could not have done it without you believing in our purpose of guiding people all over the world to become “behaviorally smart” in their life, work and decision-making.

“If you are not prepared to risk the usual, you will have to settle for the ordinary”
– Jon Rohn

In today’s fast-paced tech world the demand to innovate your business model has never been higher. This expectation is why we are continuing to take substantial risks in how we develop our behavioral technology platform so that a greater range of businesses can access specific sets of our validated people insights on a real-time basis to power their business platform.

This year, we completed a number of game-changing technology integrations with third-party business partners which digitize the use of behavioral insights, and we have laid the foundation for much more to be completed in 2018. This is enabling us to be part of delivering highly scalable services in the areas of:

  • Customizing client experiences
  • Wealth management and investment
  • Marketing
  • Regulatory compliance and risk management
  • Patient healthcare
  • Recruiting
  • Entrepreneurship
  • Career development
  • University course selection and more


Further, through these technology integrations, we are continually enhancing our connection to broader business ecosystems which is contributing to the exponential demand for our services.

One of our big initiatives in 2017 was to build algorithms which “put personality into big data.” Working with a number of strategic partners on this, we have now cracked the code on how to help businesses segment their databases of clients, prospects, and employees to deliver customized experiences in every interaction. Ultimately, the future is in helping businesses transform big data into small data to improve client and employee engagement.

Another strategic development this year for our business has been to follow the “less is more” principle and develop customized 1-page DNA reports for each of our enterprise clients. We will be working in 2018 to make this opportunity available to all of our corporate users. What we have achieved is a much higher level of behavioral understanding and buy-in from every participant in the first instance, and a higher degree of ownership for the enterprise deploying the discovery process.

This year we performed a ground-breaking research study on the natural hard-wired behaviors which are necessary for entrepreneurial success (“entrepreneurial genetics”). The highlight was discovering the importance of resilience over risk-taking, creativity, work ethic and charisma. Please feel free to visit Business DNA Entrepreneurship to download our e-book documenting this research. I will be speaking at a lot of conferences in 2018 on Mastering Your Entrepreneurial Style.

Also, I have stepped up our work on helping investors take the emotion out of investing through the design of strategies which overcome the inherent behavioral biases that typically get in the way of performance. It has been fun to present these insights to investors and advisors during 2017, and a lot more will be happening in 2018.

Finally, I am very proud of my team who have learned to work well together to pick up the ball and implement three major technology integrations for new enterprise accounts in different countries. We have mastered the building of strong technology and customer service processes on a 24 by seven basis to manage this.

While digitizing the delivery of behavioral insights is a giant leap forward for us, we are nevertheless working on enhancing our core certification training programs so that “DNA Certified” becomes an industry standard people delivering human performance related services will have a strong desire to obtain.

Remember, you cannot do today’s job with yesterday’s methods and be in business tomorrow. Our team looks forward to serving you to build a stronger “know, engage and grow” platform in your organization during 2018 and beyond.

To you and your families, have a wonderful holiday season.

HUGH MASSIE
CEO AND FOUNDER, BEHAVIORAL FINANCE STRATEGIST
1-866-791-8992
Office Address: 5901-A Peachtree Dunwoody Rd. Suite 375 – Atlanta, GA 30328
www.dnabehavior.com
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With the Power of Personality, Make Clients Goals a Reality

With the power of personality, make clients goals a reality

 

The greatest challenge to families setting goals is their behavior. Naturally, each member will have their own views, but only the most outspoken and take-charge individuals will command the stage. And managing these discussions while building group consensus is a skill that only the best-equipped advisors can navigate.

We were recently approached by a wealth management firm to develop a goals-based discovery process to address the gap in building group consensus amongst multiple individuals. Their objective was to help advisors of any skill level to objectively identify the goals of clients while having them participate in the goal-setting process. The DNA Product team and I supercharged this feature request. We’ve now added the power of personality to make the client’s goals a reality.

Introducing the Financial DNA Goals Discovery.

About the process:

The Financial DNA Goals Discovery is a step-by-step approach to help clients review and set goals based on their personality traits, risk profile and behavioral biases. This process allows clients to participate in the financial planning process by independently identifying their own goals, and then set them by evaluating the time-horizon. The process covers all areas of client’s life, from health to wealth, to provide a balanced analysis of all important life goals.

Client Experience:

The Goals Discovery is a web-based tool that can be added to your website or sent via email to the client. To ensure everyone’s goals and views are heard, it is imperative that each person completes the process (yes, even in the case of couples/families…). Clients spend approximately 10-minutes on an experiential review of possible goals in 6 categories. Next, each goal is designated as either a Need or “Want,” and then either “Short-Term” or “Long-Term.”

Goal Categories:

  1. Career & Business
  2. Relationships
  3. Health
  4. Recreation
  5. Community
  6. Financial

Using this tool inside your firm:

The objective of this tool is to increase the suitability of advice firm-wide, elevate discussions with clients, and to ensure that each family member is heard. The outcome of this discovery process are powerful insights for both the individual client and their family as a whole and to be a value-added engagement tool for your firm.

This feature goes live April 7th, 2017. Schedule a demo to preview it!