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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.

Financial DNA Empowering Female Voices

Earlier this year, I sat down with Danny Liberatore from The Wealth Enrichment Financial Group to discuss the impact Financial DNA has had on his practice, and how it transformed the way he works with his clients. 

Working with female investors

One of my biggest takeaways from our identity conversation was Danny’s approach in working with female investors. He mentioned that most of his clients are females and that Financial DNA insights have enabled him to foster meaningful relationships with them.

You see, female investors don’t want to be treated any differently than men, however, their communications styles are different. They want to be part of the process. They have a savviness for the intricacies of our work and appreciate the educational part of it all.

Danny Liberatore

Behavioral finance insights particularly come into play in this situation when you are working with male and female partners. Their dynamics unravel from day one, and you need to pay attention to their behaviors in order to understand them better and manage their biases.

Involve both in the conversation

Danny shared with me that most of the time, the women are different from their partners, in terms of behavior and responsiveness. 

It is no secret that the financial service industry has done a very poor job trying to understand women and genuinely helping them. What happens more often than not is that they are being ignored and their opinions are unsolicited or unappreciated. 

As a financial advisor, you need to be able to wear different hats when working with couples. When you make the effort of explaining things differently to your clients and accordingly to their behavioral styles, you get instant breakthroughs. 

Danny mentioned that he’s made it a habit to always address the wife first and disclose to the husband that while he might be addressing him later on separately, he doesn’t want him to feel ignored or unappreciated. He will ensure to bring the husband back into the conversation and keep her engaged.

The truth is, once you honestly explain your process, your clients instantly feel included. It not only puts them at ease, but it builds trust. And we all know that trust is a fundamental factor in advisor/client relationships. 

This is a common situation for FI’s to find themselves in. When the female is not the breadwinner or the creator of the wealth, you’ve got to make her even more involved, without leaving the male out either.

How it usually starts 

When meeting with a potential client for the first time, pay very close attention to the couple dynamics as they unravel before you. It is common for men to take on the lead role in a conversation with their advisor, especially at the beginning. 

However, if it gets to the point where the female’s opinion is not taken into consideration or is not solicited at all in the planning process, that should be a red flag for you. You need to make the effort to always keep them engaged and involve them in the conversation.

You can also look at it from a business perspective. Let’s say you are taking on this new client that has great assets and potential for revenue growth. If you strictly focus on working with the husband, when life happens and you find yourself in an intergenerational wealth transfer situation, what are your chances to still be the financial advisor for that family? 

Final thoughts..

When working with your clients, it might feel normal to engage the one partner that takes on the role of leader and simply overlook the other. The risk you are running there is to not only alienate one of the decision makers but also falling victim to your own status quo biases. Pay attention to your client’s dynamics, keep both of them engaged, and build what could potentially be a lifetime working relationship.

How Similar Are Our Behavioral Styles to Our Dogs’?

According to a research conducted at Michigan State University, dogs tend to take on the same personality traits and behavioral tendencies as their owners. The study also revealed that dogs are just like humans in terms of cognitive development and that their personalities are shaped over time.
These shifts in personality traits can even predict future behaviors that may surface in our dogs. While it is true that age, breed, and gender play a huge role in the shaping of their personalities and behavioral tendencies, the influence that we dog owners have plays a major role.

Here at DNA Behavior, we take it to heart to involve our 4 legged friends in everything we do and make them feel loved and appreciated, especially during these unprecedented times where we have been working mostly from home spending more time with our dogs than ever before.

While some may already worry about the potential separation anxiety the end of the WFH era might induce to our dogs, we at DNA Behavior decided to look a little bit more into it and see if we can uncover similarities between our very own DNA styles and our dogs’. After all, how ideal would it be to be able to understand your dog’s personality, interpret their behavior, and even predict how they may react to certain things.

Meet Our Paw-tastic Team

Gracie is a 6 months-year-old female Bernedoodle, which is a cross of a Poodle and Bernese mountain dog. She is a very outgoing and friendly dog who craves attention but goes with the flow at the very same time. She is extremely entertaining and would be fantastic at networking during conferences and various events. In general, Bernedoodles tend to be highly intelligent, hardworking, very loyal, and just a bit goofy. Based on our expertise, Gracie’s DNA Style is Engager, which fits the description perfectly!

Gracie is a member of Hugh Massie’s family, who is our CEO and Behavioral Strategist. Hugh is an Initiator. Initiators are strong-minded, decisive, and goal-driven individuals who are typically fast-paced and rational. Some personality traits that Hugh and Gracie have in common are that they are both optimistic and dynamic in their way of doing things. As Gracie grows older and her personality unravels, we are eager to see how much of Hugh’s DNA Style characteristics might influence her own!

Skylar is a female Shiba Inu with an eagerness to learn and an undeniable sense of style. She can be extroverted as dogs can be but also needs her alone time to charge. Her unique personality shows especially when she meets other dogs. While she enjoys it a great deal, she would ignore them and move on if they do not engage back. She is an undeniable leader, not a follower, and perfectly capable of entertaining herself if she needs exercise.   

By nature, Shiba Inu dogs are known to be independent, energetic, and exceptionally smart, and based on our expertise, Skylar’s DNA Style is Stylish Thinker.

Skylar is a member of Ryan Scott’s family, who is our CTO, Digital Experience Innovator. Ryan is a Reflective Thinker. He is a serious, focused, and analytical individual who values accuracy and precision in everything he does. The similarities between Ryan and Skylar’s unique styles are that they’re both creative and innovative. However, Ryan’s rational and thought-out approach does enable him to navigate Skylar’s strong personality without any issues. (Did somebody say stubborn?)  

Ari is a 10-year-old male English Setter. He is a very friendly, patient, and playful dog, but very sensitive and feelings oriented. While he likes interacting with his surroundings, he appreciates his own quiet time. English Setters are known to be some of the most friendly and gentle dogs. They are extremely loyal and crave affection. Based on our expertise, Ari’s DNA Style is Relationship Builder, which couldn’t be more accurate. He welcomes interactions with other people and other dogs, but is independent enough that he does not need to be constantly entertained. While Ari and Gracie are both part of Hugh’s family, they couldn’t be more different, and so are their interactions with Hugh who is an Initiator. We would go to the extent of saying that they are polar opposites, but we sure are eager to see how Ari’s personality traits develop over time.

For all our dog lovers out there, remember, dogs are complex creatures that share a unique bond with their owners. Understanding their behavioral traits starts by understanding your own.

To learn more about DNA Behavior and how our insights can help you capitalize on your strengths and manage your struggles, start our free trial. Don’t take our word for it, try it for yourself.

Managing Client Emotions in Times of Market Volatility

Managing Client Emotions in Times of Market Volatility

I’ve just spent 26 hours travelling from Australia to the UK. Wearing a face mask (on the advice of my doctor).

With global anxiety on the rise and many analysts working the data to understand the impact of the coronavirus on economic growth, I got to thinking why in three of the busiest airports and two packed planes, so few people were taking the precaution of wearing a mask.

Realistically speaking, I trusted my health provider to advise me: Wear a mask, carry hand sanitizer and stay away from people coughing.

Can financial markets wear a mask?

I looked around at all my fellow travellers and staff and wondered what advice they had been given about protection from the virus, and why so many seemed oblivious to the potential threat.

This got me thinking about what their reaction might be as I read the financial headlines. Headlines across the world that are not giving much hope to investors, nor to entire economies. I wondered if those same people choosing not to wear masks would be quite so nonchalant watching their life savings plummet.

Maybe the health advisors knew their patients so well that they called them and assured them that, according to the data they held about their health, with their strong immune system they would be okay!

Still, shares on Wall Street fall, scream the headlines. World markets are seemingly in freefall. Not a good time for financial advisors to be dealing with clients who see their life savings tank.

So, what of the financial industry? How are advisors going to stop the inevitable panic of their clients as they see markets tumble? How can they steady the ship?

“Behaviorally smart” advisors to the rescue

While the financial industry rushes to understand and interpret its data, behaviorally smart financial advisors who have invested into the DNA Behaviors Financial Personality Discovery will have learned more about their clients unique financial personalities and the power of these insights enables them to serve clients more effectively. Particularly during times of market volatility.

Markets cannot be predicted by advisors and investors. The role of the advisor should be about managing the behavioral biases and responses of their clients. The behaviorally smart advisor is in a key position to influence the reaction of clients.

As human beings we all have certain decision-making biases that are hard-wired into us from early in life. These hard-wired behavioral reactions to market activity can be predicted, as they are inherently part of our “DNA”, which is scientifically measurable.

The biases will usually reveal themselves in times of higher market volatility – like now! – when a person is under more pressure or when a major life event takes place.

DNA Behavior’s Market Mood

Market Mood graph

For the first time, advisors can predict the Market Mood of clients in times of volatility and have at their fingertips the customized communication keys and instructions for proactively taking action.

I suggest that when a persons financial well-being is under threat, they may well have a different reaction and, metaphorically speaking, rush to put on a mask to protect themselves.

Savvy advisors, learn more about Market Mood. And contact us if you want to know more about these tools.

Success Comes When You Do What You Are

Success Comes When You Do What You Are

How often as leaders have you heard these comments or observed the parallel behaviors?

  • I can’t do that.
  • I’m not trained to do that.
  • It’s not who I am.
  • It’s just a job for me.
  • I’m not passionate about what I do.

There is nothing more frustrating to people than to be asked to do a job they a) can’t do b) don’t want to do or c) are not passionate about.

For years, I did what I was asked to do. I was good at it, but not passionate about it. Then one day I was asked my opinion about a service issue, not knowing who I was speaking too (my bad, it was the CEO who I’d never met. There were 70,000 employees, so forgive my ignorance), I answered confidently with my solution.

A month later I was called to serve on a senior think tank as they worked and strategized to implement my suggestion.

Suddenly I was fulfilling my passion. I Was Doing What I Am.

  • Creating and designing.
  • Visionary thinking.
  • Solving problems.
  • Thinking globally.
  • Building consensus.
  • Communicating both verbally and in writing.
  • Setting goals.
  • Taking the message to the world.

Years later, I got to know why I was so passionate and successful with my work. I completed a Business DNA Natural Behavior Discovery assessment and was given detailed insight into the core of who I am.

Suddenly everything lined up. I knew that trying to be successful outside my uniqueness would only bring heartache. But I also learnt what a powerful asset I am to an organization, and that alone increased my confidence.

I didn’t just get to understand my hardwiring in terms of my talents. I also now know that I’m very focused, and prefer to operate alone; private, serious, and reserved; and would rather socialize with close associates than with strangers. So, you can imagine, I needed to learn how to work in a team. And having these DNA insights meant I could figure out how to do that.
I also got to understand the importance of reigning in my spontaneity – born I’m sure out of my passion for what I do. This insight is just a tiny part of what the Business DNA Natural Behavior Discovery revealed to me.

The phrase, often used by career specialists, do what you love is outdated. Instead of focusing on doing what you love, do what you are, based on understanding your unique talents.

When leaders get to recognize that behaviors — caused by unmanaged human differences, pressure and emotions — derail performance, then they can guide their people to achieve greater self-empowerment so that they make behaviorally smart decisions, accelerating their performance to live a quality life with meaning, delivering the results the business needs.

But don’t take my word for it. Give it a try and experience your own unique human performance acceleration. Then you can do what you are

Here’s is a link to complete your own Business DNA Natural Behavior Discovery.