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Identity Conversation Takeaway: Adaptability Comes with Knowing Your Identity

Over the past few months, Hugh Massie sat down with some of the most influential consultants and entrepreneurs. Through their identity conversations, they all shared the impact DNA Behavior and knowing their identity has had on their work. We also asked Hugh some of our own questions on identity, here are our takeaways.

Adaptable, Nimble, Responsive Comes from Knowing Identity

One of the most important notions Hugh discusses with Nikki Evans during this interview is the notion of adaptability.

We are in a world today that is extremely dynamic. The foundations of the world are extremely different. The effect that technology has on our everyday life is tremendous. Our ability to connect much easier has changes the way we communicate and work together.

We are also in a world that is financially complex and extremely interconnected. Because of the constant change in our environment, the notion of adaptability is a must. We’ve seen it happened numerous times over the past years. Businesses used to last for centuries, today, they don’t even make it past a generation. Whereas many factors can contribute to it, a company that doesn’t embrace adaptability will always struggle to sustain itself.

When we speak of environmental changes, we don’t only refer to changes inside of a business, but also inside of people’s lives. And therefore the ability to flex is extremely important. Change can also be perceived as a chance to seize opportunities. As part of knowing yourself and your identity, you’d be able to take an opportunity when you see it.

In this day and age, you have to be able to make timely impactful decisions, all while knowing for sure that it is the right decision. We all have to be clear about our identity, our purpose, the impactful decisions we make in life, and how we execute them.

If we look at this on a bigger scale and from a business’s perspective, you will see that once individuals are aware of their identity and behavioral style, and able to seize the opportunities they are presented, their performance would have a tremendous impact on the business.

There’s Power in Individual and Group Identity

We’ve covered the topic of individual identity and how important to familiarise ourselves with our behavioral style. In addition to that, there is a concept of group identity and group purpose that is worth looking into.

You see, not only do individuals have an identity, groups and businesses have an identity as well. The team identity might revolve around the leader and who’s been brought up to the team, but it also can revolve around the product or service the business offers.

Although the world is moving towards a direction where it is less product-driven and more human-centered. So the business’s identity is drawn from its people.

It’s even reflected in today’s marketing efforts. The Marketing campaigns that get the most traction are the ones that address the human factor of the business and discuss founders and team members as opposed to just product and value delivered.

Final Thoughts

We’ve said it before and we will say it again. It is all about human behavior and identity. Your team, no matter the type of business that you run, has got to embrace its identity and be clear on its purpose. It is less about the bottom line and the results and more about clarity of purpose.

You see when you’re truly living your identity and your purpose the money will follow. The pursuit of money by itself may not be as fulfilling as you may think. It actually tends to be the one approach that destroys wealth instead of preserving it.

Genuine Identity and Purpose: The Money Will Flow

– First Published on Nasdaq –

How does knowing your identity impact how you relate to other people? What part does it play in boosting confidence? Throw the emotional and gravitational pull of money into the mix, and where does knowing or not knowing your identity fit?

There is no doubt that understanding your identity reflects who you are at the core. It informs the direction of your life. It highlights the importance of your communication style, whether professional or personal.

Here, we speak of identity as your inherent or innate passion and purpose and the associated behaviors, good or bad.

People, then numbers

It may go without saying that we are all different and being able to manage differences enriches relationships. That can be particularly impactful in the financial services industry, where the emotional pull of money is front and center.

In fact, understanding the identity of clients is foundational to the advisory process. The same is true of advisors knowing their own identity. On a day-to-day basis, advisors need to be able to adapt their own communication to those of others. For example, they need to know when to be direct, inclusive, soft, a listener, or a counselor.

When knowing identity focuses on the advisor-client relationship, walls come down, creating a much healthier framework for delivering advice. Advice that is likely to be more accurate and lasting. Clients know when an advisor genuinely knows them and cares about their life goals, plans, and wealth creation. They know when advice is more about people than numbers.

Money decisions are different

I’m passionate about pioneering the understanding of money behavior. We of course all have innate behaviors and understanding those behaviors – especially as pertains to decision making – is particularly challenging but also particularly revealing when it comes to money.

Money impacts every aspect of our lives. Money can power our lives positively or negatively, regardless of the amount of money we have.

But what I’ve confirmed over the past few years is that when individuals know their identity, they can put money to work for them positively. As a result, they tend to make fewer decisions – about money and finances but also about other things – that impact them negatively.

When you know your identity, you know your talents, and you know your inherent behaviors, leading to wealth creation via applying your skills and building meaningful, supportive relationships. Whether you are an individual investor or leading a team or organization, it’s essential to understand the energy of money and people’s relationship to it.

Identity as info & armor

We live in a world that is highly dynamic and interconnected. Whether the speed at which we all work, the many ways technology has shaped what we do, or the deluge of opportunities coming at us, we need to be able to flex. To adapt at a moment’s notice.

So, if identity is what shapes and protects us, we understand who we are and our inherent reactions, and we can flex and adapt securely. We are less likely to make bad decisions. Instead, we see opportunities for what they are and choose whether to grab them or walk away.

A cautionary note for advisors and industry leaders is that the environment changes regularly inside a business and in people’s lives. Unless identity is known, you have no way of anticipating how clients will respond to life challenges. In reality, you are advising and leading the (figuratively) blind.

As an advisor, knowing your own identity is transformative. It increases and clarifies the quality of the questions you ask your clients, the observations you make, and the guidance you provide them – including how and when you communicate with them. You know the importance of getting to foundational stuff that means the advice you give or leadership style you adopt is suitable for that individual in that scenario at that time.

The clarity of identity

Whatever your life circumstances are, discovering a robust identity and then living it is the pathway to accelerating your advancement. There are no magic bullets here. There is work and focus involved.

Once you get the clarity of your identity, your confidence will dramatically increase. Confidence is the Number One influencer of performance. The journey will be highly positive, and through it, you will be a better person, at work and at play. And, as an advisor, you will have a better business.

It’s true for both advisors and clients: Genuinely live your identity and your purpose, and the money will follow.

See Hugh’s other writings for Nasdaq here.

Identity Conversation Takeaways: Building Impact with Behavioral Insights

Over the past few months, Hugh Massie sat down with some of the most influential consultants and entrepreneurs. Through their identity conversations, they all shared the impact DNA Behavior has had on their work.

Before Malcolm Le Lievre from BrilliantFIT met Hugh and was introduced to DNA Behavior, he instinctively prioritized building a relationship with his team. Although he’s always been a results-driven leader, he knew that nurturing team relationships and showing them his support, will positively impact their performance.

When he met Hugh and learned about the power of behavior, it all made sense to him. It transformed him as a leader and changed the way his team perceives him.

Deborah de Jong is the ultimate behavioral design influencer. With a passion for interior design, she took interest in human behavior early on in her career.

Deborah is a renowned interior designer, TV personality, business consultant, and the Founder and CEO of Emmanuel One Pty Ltd. She has been utilizing behavioral insight to create design plans that match her clients’ personalities.

Greg’s biggest passion is to help drive impact. He always felt a deep empathy toward others and has learned to harness that feeling to help and support those around him. 

Familiarizing himself with DNA Behavior’s insights has transformed his work as a coach. As an Engager, which is his behavioral style, he has inert ease connecting with others and coaching them to build impact.

The power of DNA Behavior is undeniable. It gives you and your team the strategic advantage you need to move your business forward. If you’re ready to stop the guessing game and leverage our 500+ insights, take our assessment today and let’s uncover your behavioral style.

Your Identity Sets You Apart From Other Advisors

What sets you apart from other advisors? Are you all about the “doing” in your role as an advisor and less about the essence of your being?

As the sardonic writer Kurt Vonnegut once said, “you are a human being and not a human doing.”

Discovering your identity — the concept of who you are and who you choose to be — has impact on every choice and decision you make, including in knowing what your life goal is. Your identity helps you and your clients become more secure in yourself. And self-insight fosters a clearer “vision” about yourself and those you serve.

So what are the steps to achieve self-discovery for yourself and your clients?

1. Identity is a critical factor

An interesting theme is emerging from my “Identity Conversations” with industry leaders. Leaders want to run businesses that are known for more than just numbers on a balance sheet. Many have spent the past year reviewing their life journey and some have changed the direction of their organizations to reflect a more meaningful way of doing business. 

Interestingly, advisors who are determined to make these changes for themselves also realize that their clients want to invest differently. Clients are also modifying their life goals to reflect a more meaningful direction.

The discovery of your identity is crucial for both your personal growth and business growth. In many cases, the identity of a business is strongly correlated to the leader’s identity. And what I find is that people’s identity may be the most critical factor affecting their economic lives.

2. Decode clients and their wants

The financial services industry is full of analytical doers. There will never be a shortage of intelligent finance people who are able to analyze the markets, not to mention all the software programs they have at their fingertips to assist them.

But what is missing – and only slowly coming to the fore – is the importance of understanding behavior. There are fewer people in finance who understand investor mindsets. The ones who can analyze and guide clients to achieve their life goals are able to focus not just on returns but also on quality of life.

So this would be the differentiator for a financial advisor: be able to decode exactly what a client wants to achieve with their money. But this can only happen when financial advisors first stop and explore their own identity. 

3. Move from “doing” to “being”

Knowing and embracing who we are is the key to understanding our identity. “Doing” often means hyperactivity in our chosen careers. This often gives little to no time to understand ourselves, clouding our values, impacting relationships and causing us to behave in unacceptable ways.

Additionally, sometimes how busy we are causes us to question our life journey. This past year has caused many of us to ask, what am I doing with my life?

If you have had these aha moments, so have your clients. In fact, those I’ve been having conversations with recently have shared that it is so important to go through a self-discovery process. They said that moving from doing to being has positively affected their quality of life, and that they have been influencing and guiding their clients through a similar process.

4. Wealth management refocused

Let’s be clear, though, this has not changed the need to invest in wealth creation vehicles. What has changed is the “why” of doing it and where you are investing or re-investing. For example, there has been a renewed focus on ESG investing (Environmental, Social and Corporate Governance), but that’s a story for another day.

When we know our identity, we are less likely to be influenced by unsuitable advice. We take control of our own decision-making and no longer feel powerless.

I know that’s easier said than done, but is it that difficult? When advisors know and understand their own identity (and that their intentions to clients are not just about activity but about real purpose), working with clients to achieve life goals based on a mutual understanding of identity becomes much easier. This becomes the secret sauce that sets financial advisors apart and improves client outcomes.

So work with clients to find their true identity. Communicate, not as a salesperson, but as someone who genuinely wants to steer clients through their biases, leading them to an investment strategy that meets both their identity needs and wealth creation needs. 

If understanding your identity or the concept of “doing” rather than “being” resonates with you, I’d love to hear from you. Your questions. Your experiences. Your journeys.

See Hugh’s other writings for Nasdaq here.

Unlocking the Power of DNA Behavior

Over the past few months, Hugh Massie sat down with some of the most influential consultants and entrepreneurs in the financial and behavioral space. What do they all have in common? They’ve been exposed to DNA behavioral’s insights and unlocked its power to move their businesses forward.

When Kenyatta Turner from Freedom Empire Consulting took the Business DNA assessment a few years ago, she had already been on the growth and personal development path. The DNA Behavior assessment brought her not only clarity but the validation that it was time to step away from a career path that no longer served her long-term goals and embrace her true passion.

When Kim Curtis from The Wealth Legacy Institute and Hugh first met, she was seeking to have deeper and more meaningful relationships with her clients, beyond the money factor. So when she was introduced to the DNA Behavior tool, she realized exactly what she was missing. She first took the assessment herself to understand her particular skill sets, then implemented it in her business and her relationships with her clients.

Through her years of experience, Robyn Clay from Linktank realized that being a technology integration expert is similar to being an interpreter. Your role is to facilitate the use of technology by the team. With the support for DNA Behavior’s insight, her competitive advantage has been her strategic approach in connecting people and technology.

The power of DNA is incontestably real. It gives you and your team the strategic advantage you need to move your business forward. If you’re ready to stop the guessing game and leverage our 500+ insights, take our assessment today and let’s uncover your behavioral style.

Capitalize on ESG Investing Via Your Tech Stack

– First Published on Nasdaq –

The 1990s introduced “the triple bottom line” as a measure of the integrity and sustainability of a business. Investors wanted to know their money was doing something meaningful, understanding that the “triple” in question is profit, people and the planet. The concept evolved into Environmental, Social and Corporate Governance (ESG) and is increasingly mainstream, less niche.

In fairness, the ’90s didn’t have the technology to support ESG. But now advisors can have validated information at the touch of a button, if they have first invested in tech and data (gathering). For instance, today’s advisors can have a client complete a simple, scientifically validated questionnaire that reveals essential information. This enables the advisor to make accurate, appropriate investment suggestions that match the client personality and risk tolerance, as well as their ESG inclinations.

In support of such, every financial advisory business has some form of tech stack. If it’s easier, think of it as the data ecosystem – all of the tech the firm invests in. Still, not everyone has a plug-in that leverages that tech stack by revealing important behavioral data on clients or delivers behaviorally focused scripts on guiding clients. For those without such, tech makes such a plug-in easily accessible, without reinventing the existing tech stack.

Amp up advice with tech

Connecting technology with financial advice and behavior enables advisors to work more effectively with people.

Tech stacks that match clients to advisors and not just safeguard against advisors putting clients into high-risk or low-risk investments can help advisors fully appreciate what ESG means to clients. Behaviorally understanding clients and taking a figurative walk in their shoes is always beneficial in other ways too. This is when a financial advisor and client can truly develop a solid partnership with a mutual view of the world (including as it pertains to ESG investment needs).

Talking recently to a colleague about this very subject, I was interested to learn that a large gap often exists in the tech capability of firms and the very financial advisors who want and need real-time nudging data on and for clients. While advisors are struggling to keep all the balls in the air, my colleague’s firm steps into the gap to work with advisors to understand the tech stack at their fingertips, so they can use it effectively. (And why not maximize that tech investment?).

One such area: Understanding the client’s need to invest in ESG businesses. What’s behind the “whys,” among other questions. Is it to feel good, look good or to genuinely see such an approach delivering not only wealth creation but a quality life?

For advisors to listen and understand the behavioral shift in investors (their clients!), they need to better connect people to technology and business requirements in order to get investors to accurately connect. (That’s where the aforementioned discovery questionnaire pays dividends.) This enables advisors to deliver targeted advice that satisfies ESG requirements for the investor.

An advisor’s most significant impact must surely be in connecting – via technology – investor feelings to the investment strategy that matches their emotions and still creates the wealth they require for life goals. When advisors get this right, it delivers an incredible capacity to bring about positive change in investors’ lives.

THAT is the bigger picture of the advisor-client relationship – and one that is easy to lose sight of, when focusing on the proverbial trees.

Where ESG comes from, is going…

The shift toward ESG doesn’t always come from an analytical brain; more often it originates from feelings. If this past year has taught us anything, it’s that we are all taking time to consider the next season of our lives, including what we will focus on. What we might do differently.

Thus, savvy advisors are alert to the market for ESG-based investing as it becomes both increasingly popular and more complex, primarily due to upcoming regulatory and compliance changes.

Even now, there are indications that all providers of financial products must consider client ESG preferences when deciding and advising the suitability of investments. Firms and advisors who have already invested in tech that fosters tailored, behaviorally focused client and portfolio management are ahead of that curve – already meeting or exceeding standards that have not even been implemented yet.

In-depth data at an advisor’s fingertips is what this market demands, especially when it comes to popular niches like ESG investing. Advisors can provide more informed, focused and client-specific client guidance. On the flip, clients can make more informed, less-stressful investment decisions, while also seeing that they are part of a process in which they are “seen” and heard and which they can be confident is transparent.

These are some of my insights regarding ESG and technological solutions; I’d love to hear your insights on the same.