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The DNA Behavior of Santa Claus

Have you ever wondered why Santa Claus is so reliable? He turns up on time at the homes of children all over the worldDNA Behavior, Communication DNA, Santa Claus, Christmas 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. The answer rests in his “DNA Behavior”!!.

This week Santa Claus dropped into our website and completed his DNA profile. Obviously, he thought a bit of summer time personal reflection was in order. Even Santa can tune up his performance by learning about himself.

Based on his completed profile, Santa’s Primary DNA Behavioral style is “Information Need” – refer to his DNA Profile report here.? This means Santa is very organized, structured and pays attention to the details. Importantly, he will research every child’s wishes.

Interestingly, Santa is quite low on the “Lifestyle” Factor. He does not need people interaction for most of the year. His outing for the year is at Christmas and the rest of the year he is preparing and working.

This profile for Santa really shows how predictable a person’s DNA Behaviors are. I am sure Santa will be on time this Christmas well and every year to come.

What is your DNA Profile?? Click here to find out.

To learn more about the DNA Behavior Profiles, click here.

Behavioral Profiles Leverage Your Intuition

In the financial services industry there are a lot of supporters for the use of behavioral profiles as part of the client discovery process and there are some detractors from using them. Like in any situation where there are detractors most have not yet had a positive experience or seen the full benefits or simply have been listening to the wrong information. This is human nature.

Overall, I do believe that you can never have enough information about yourself, your clients and also your team. As Benjamin Disraeli said: “The most successful people are those who have the most information”. Of course you also need to have the best and most accurate information.

In my past few blogs I have made a very strong case for how by discovering the behavior of your clients you can help them achieve better investment returns and overall make better decisions. So accepting there are very strong benefits for discovering the behavior of your clients, the question becomes how do you do it? This is where there is a great divide. Although, in my view an unnecessary division of thought and approach. At the center of great client discovery is asking the right questions, or what I call “powerful questions”. I believe this is more effectively done when you use behavioral profiles and your intuition, not one or the other.

For some, client discovery is only done by asking questions and gauging the reaction of the clients to the questions in terms of how they respond. To a large degree, in this situation the advisor is relying on their intuition to firstly ask the right questions and then secondly to assess the response. There is no doubt a person’s intuition can be very strong particularly with a lot of experience and high degrees of self understanding and overall good people skills or what we call emotional intelligence. However, no human being can be perfect and we all have “blind spots” or things we do not see. A person’s blind spots will also be carried across into how they see others. Your ability to understand another person can be significantly impacted by how you are on that day let alone how the client is on that day. So, no matter how good your intuition normally is it is not always going to be accurate. Nevertheless, do not discard your intuition. That “gut feeling” or pulse of energy can be telling you a lot even if you have not yet analyzed all of what it means. A behavioral profile will help you with that analysis.

I know that I am a highly intuitive person and naturally learn a lot about people from conversations and asking questions. This is particularly true now that I have learned to get out of my own way and also because much better listening and empathy skills have been learned. Even then I still do not see everything. I am able to go much further and make the person I am mentoring or conversing with feel far more understood when I use profiles.

The point is that the “human element” is variable and we cannot by ourselves see everything at all times. So, what can we do to make our intuitive radar stronger? This is where well constructed and highly validated behavioral profiling systems that objectively measure human behavior can be used to leverage your intuition. As is illustrated by the graphic, there is a great amount of “below the surface” information about a person you need to find out about very quickly to help them make the right decisions. Further, the person also needs to know it for themselves so the have personal clarity. Often the 10% we see on the surface is the “party manners” and not the real person.

 

The specific benefits of using behavioral profiles in the discovery process to build a financial life plan include:

  1. Enhanced objectivity, consistency and measurement
  2. No assumptions are made about the client
  3. The provision of a natural starting point for safe discussions with clients on their unique terms
  4. Separation of your and the clients emotions ? avoid advisor bias
  5. Acceleration of trust because the same discovery questions are asked of each person within a couple, family, team
  6. Clients are better equipped to better articulate their thoughts when emotional
  7. The ability to more quickly gain greater clarity of issues which you intuitively identify
  8. Specific identification of strengths, struggles, aptitudes which provides a human capital development framework for wealth mentoring and coaching
  9. The ability to better manage client expectations based on greater clarity of needs and goals
  10. Serve the clients on their unique terms: “one client – one plan”
  11. Meet the know your client rules because through better documentation and discussion of client behavior
  12. Increases the transferability of the client relationship because the client behavior is data based

In using a behavioral profile the key is to firstly understand the purpose of the instrument and what it was designed to uncover. Then secondly, understand how to properly use it in client facilitation to get the maximum benefit for you and the client. The great users of a behavioral profile understand it is a tool which gets below the surface but it is not a substitute for discussions. Further, one has to be realistic that even the most reliable and accurate profile will not tell you 100% of who a person is. However, they can tell you a lot. As already said the profile is supposed to leverage your insights and ultimately improve the client experience. The key is your “bedside manner” in using the profile.


Being or Doing

I am meeting and communicating with an increasing number of people who are searching for more meaning in their life. Or put another way discovering their life purpose.

To be honest, a lot of what many people are doing is just searching. Life purpose discovery is difficult and in many ways a journey in its own right. However, the process of discovery does become easier if a process is followed and you have a way of thinking about it.

I recently read a great book on life purpose, and by chance today found out that Oprah is currently doing a series on it. The book is “A New Earth – Awakening to Your Life’s Purpose” by Eckhart Tolle.

The concept Tolle puts forward is that you firstly need to find your inner purpose – which in essence is your consciousness. The first step is to become more conscious of who you are and get into a state of Being. To a large degree this is being comfortable who you are at the core and going with the flow. Then once you have reached a higher degree of consciousness and your ego is no longer running your life then it is about finding your outer purpose – the awakened Doing. This is a lot more about what you do based on being awakened through a higher level of consciousness. Ultimately, both the Being and Doing have to be integrated and are closely related, but the Being comes before the Doing. The key point here is that the Doing will change during your life as your environments and passions change, and the core of YOU is your Being.

How do you find your awakened Doing? Tolle says there are 3 modalities: acceptance – what you willingly do now, enjoyment – what you enjoy doing from the aliveness that flows into it, enthusiasm – means there is deep enjoyment plus the added element of a goal or vision that you work toward. In whatever you are doing, you are able to enjoy Being. I really believe this is a great model to help you connect your inner self to your outer world. Much of the Financial DNA approach is centered around behavioral assessment tools to help guide people find where their inner zone is for their life and then once comfortable with that integrate their money and life decisions. Whilst our approach is to some mechanical it does connect you to your energy and help raise your consciousness. Those who are truly able to make committed decisions for their life and finances usually have found their inner zone. What I then see is clearer goals, and less decisions based on emotions and ego.

So, start working on how you can raise your consciousness.