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 […]
Recently, Merrill Lynch and Capgemini have issued a very important research study which demonstrates how much investors confidence has been eroded by the turbulent markets. Investors are still very wary of the future.? Click Here to read the article. The article points out that the following: Investors want a more active relationship with their advisors, […]
In all areas of life, people talk about how they can improve and sustain performance. How do we get better results and keep good results regularly coming? This is true for people in their personal lives and careers, businesses, sporting teams and so on. Foundational to building performance to a high level is knowing your […]
This wonderful phrase was made popular in the 1980s by the Worldwide phenomena we all know as ABBA and it has now become a key philosophy in the way we work here at DNA Behavior. Hidden within these words is a key truth that will set you up for success in many endeavors in your life.
I was recently doing a presentation to a company and I asked the question ? Has anyone ever asked you how you would like to receive communication?
Have you ever wondered why Santa Claus is so reliable? He turns up on time at the homes of children all over the world every Christmas Eve. Further, he is very good at meeting the present wishes of the children. This is hardly the behavior of someone who is spontaneous. Santa is totally the opposite. […]
Get Started with Using the DNA Relationship System in Your Business. The DNA Relationship System connects the preferences of your prospects and clients to the right choices via your website and CRM. Visit the DNA Behavior Marketing website for additional information:? http://communicationdna.com/ Complete your own complimentary Communication DNA personality profile as a first step to […]
The success of every professional services firm is driven by the need to deliver consistently superior client experiences that result in high levels of client satisfaction.
High levels of client satisfaction lead to more dynamic growth rates, greater revenue, profitability, and business valuation, higher employee retention rates and performance and a much more positive business environment.
Professional services firms have undergone a series of major transformations over the past twenty years. In the 1980s, these firms were sales organizations and employees were hired to maximize sales volume and values. For those of us who were involved in business in the 1980s, you will recall some of the approaches we were taught ? overcoming objections, closing the sale, getting the next appointment, accelerating the sales cycle, and how to sell anything to anybody. Most approaches were based on the sales person being pitted against the client and the goal was to close the sale.
Last week, there was a Financial Planning Association group discussion in which someone posed the question: Why do people resist creating a formal financial plan. This is a great question and gets to the core of financial planning. Many people do not know what financial planning is. I think many financial planners are still learning […]
Last week I was working with one of our Certified Wealth Mentors with my role to offer some behavioral insights on some difficult client cases. The cases were difficult because of the clients attitudes not only to financial decision-making but also to life. These cases reaffirmed to me how much trust is core to all dimensions of every client situation. This is why when we redeveloped our DNA personality system in the past year we made trust a new stand-alone personality factor.
Often when we talk about trust it is in the context of our role as trusted advisor and building open relationships with clients. Certainly, this is an important dimension. Talking about trust in this way is fine. However, the heart of truly understanding trust and to knowing our clients is to know where trust comes from.