How many people who call themselves “good communicators” use the below logic to justify their claims:
- “I know how to read people”
- “I know people like them, they all work the same”
- “I’m good at reading body language”
- “I know this stuff so well I can teach it to anyone”
Would you describe yourself as a good communicator? Research shows that you will naturally connect with only 30% of the clients you meet. That leaves the overwhelming majority of people in the category of needing to adjust your behavior to meet their needs. But, how do you do that?
- Does your client need concrete examples (Information) or just the big picture (Goal-Setting)
- Will they want to know what other people are doing (Lifestyle) or do they want research to support a decision (Information)
- Do they need help and support to get comfortable so that it feels like the right decision (Stability Style) or do they just need the rational bullet points (Goal-Setting)
While it is entirely possible for some people to really connect and engage with anyone they meet, they are the definition of “few and far between.” This brings up the question of “Why?” Through the use of behavioral science, you can better understand the natural tendencies of your clients, which will allow you to be a proactive manager of your clients’ needs. The use of a behavioral tool has also been proven to show a return of 150 bps to your AUM (Source:The Advisors Alpha: Putting a Value on Your Value, Vanguard 2015). So, adding a tool to your resources gives you a new differentiator between you and your competitors.
If there is a proven method available to ensure you can connect with absolutely every type of person, why wouldn’t you use it? Behavioral Science can help you accomplish your goals by giving you easy tips on how to engage different styles by making small adjustments to tailor your communication with your clients and prospects. Having this tool can turn you into someone with the ability to communicate with anyone, regardless of whether it comes to you naturally, or not.
What’s your communication style?