Blog Feed: The DNA Behavior Blog - Transforming Business and Personal Performance

Off the Court

Published on 2011-06-22 16:26:07

Being an avid sports fan for many years, I have recently become even more intrigued with the “inner game” that allows successful sports icons and teams continue their winning ways. There is much to be learned through the amazing parallels between

Financial Personality Under Pressure

Published on 2011-06-16 08:13:26

Hugh Massie of DNA Behavior International talks with AdvisorTV and Financial Planning Magazine about the predictability of investor decision making.

Specific Communication Keys for Each Style

Published on 2011-06-10 15:15:49

Imagine a telephone call coming in for your team. What if you could automatically know which team member should pick it up, how to communicate with the client, and how to manage the work flow and even product or solution offerings? This really is the

Building Relationships

Published on 2011-06-01 11:12:00

When it comes to building meaningful and successful relationships with your family, friends, colleagues and clients, effective communication is foundational.

Increasing Client Engagement Around the World

Published on 2011-05-25 10:26:37

In the past 12 months, the Communication DNA Profile has been completed in 47 countries worldwide - including Germany, Romania, Russia, Mexico, Singapore, Hong Kong, Brazil, India and China.

New DNA Report Structure Highlights the Bright Spot of DNA Behavior

Published on 2011-05-25 09:27:27

In all businesses, it is important to discover your greatest strengths in order to build client engagement and improve performance.  How does your solution or the service experience you provide differentiate you from your competitors? What sustainab

Advisor Client Matching

Published on 2011-05-19 11:48:52

Differences between people are wonderful, and they can be capitalized on to get great results. However, differences also divide and must be understood, accepted and respected by us in order to get along and build client relationships.

Discovering Communication Styles

Published on 2011-05-12 14:40:32

People have a natural personal bias based on how they see the world, which will somewhat shape how they see the client. Further, how you see another person is driven by how you see yourself.

Four Primary Communication Styles

Published on 2011-05-09 16:57:56

The wise advisor will be aware that in a competitive New Behavioral Economy, knowing client Communication Styles will be the key to increasing revenues and having less personal frustration from playing mind games in figuring out the client. It will t

The Influence of Natural Behavior on Client Relationships

Published on 2011-04-26 15:09:47

Natural DNA Behavior predicts how people wish to be communicated with, the type of service experience they desire and generally how they will respond to life and financial events.

Advisors Creating Lasting Value With Customized Experiences

Published on 2011-03-29 13:33:23

An article by James Fennessy in the Australian Banking and Finance magazine on March 10, 2011 highlights a key challenge for financial advisors. That is delivering value to their clients and getting paid for it. How do advisors demonstrate the trust

The Skeptical Questioner

Published on 2011-03-25 15:10:08

A naturally instinctive and flexible person with a clear vision will be a “Spontaneous Intuitive” who is confident with the financial decisions they make but can be impulsive.

The Spontaneous Intuitive

Published on 2011-03-08 15:45:16

A naturally instinctive and flexible person with a clear vision will be a “Spontaneous Intuitive” who is confident with the financial decisions they make but can be impulsive.

The Fast-Paced Realist

Published on 2011-03-02 12:36:12

A naturally logical and challenging person will be a “Fast Paced Realist” who is able to make very rational decisions without getting stuck but may be too impatient for returns.

The Outgoing People Connector

Published on 2011-02-16 14:21:54

Naturally expressive and talkative people will be “Outgoing People Connectors” who are able to network with people well but may make uneducated bets from following the herd that sabotage their portfolio.

The Take-Charge Visionary

Published on 2011-02-09 14:33:44

Naturally big-picture thinkers and direct people will be “Take-Charge Visionaries” who know where they are going and will have a consolidated view of their investment portfolio.

Engaging Your Employees

Published on 2011-02-07 13:06:32

Mary Lorenz of CareerBuilder.com recently published an article focusing on management of employees. The ten habits that are pointed out in the article are great and include - Don't assume people understand your reasoning behind decisions...

Creative People More Likely to Cheat?

Published on 2011-02-03 10:41:37

A recent Harvard Business School study suggests that creative people may be more likely to cheat. An interesting article and based on our own research into DNA Behaviors that people who are creative...

Framing: Re-frame the Presentation of Ideas and Suitable Solutions

Published on 2011-02-03 10:30:58

The difference between what the advisor said and what the client heard will be attributable to the behavioral lens of each. The communication of products and solutions must be adapted.

The Influence of Natural Behavior on Decision-Making

Published on 2011-01-26 10:12:37

Natural DNA Behavior predicts how people will respond to life and financial events, and therefore will drive many of their decisions, particularly when under pressure. However, at times their decision may be shaped by a significant life experience, c

Financial Performance in the New Behavioral Economy White Paper

Published on 2011-01-20 13:12:09

The winds of change are moving fast through the modern economy, and this includes the financial services industry. What we are seeing is the emergence of the “New Behavioral Economy” – where the client is king and behavioral finance i

Using Your Right Brain in 2011

Published on 2010-12-23 16:00:41

We are fast moving into a business and economic age where to be successful people and businesses will need to use their “right brain” a whole lot more. So far, the world we live in is very left brained. This has been heavily ingrained

Confidence and Client Engagement: Keys to Advisor Success

Published on 2010-11-18 12:04:53

This week I attended the Financial Behavior in Retirement Summit in Chicago and presented “Really Knowing Who Your Clients Are”. The presentation guides advisors to understand the importance of knowing the natural behavior of clients and

Practicing Performance

Published on 2010-11-03 09:35:36

In many cases the difference between success and failure is small. One action or one decision or one more attempt can be the difference in the outcome. Usually, we are in the way of our own performance and so it is critical to keep out of our own way

The Key Ingredients for Relationship Performance

Published on 2010-11-01 16:47:41

Research is showing that many advisory firms talk about the importance of building relationships with clients. However, the clients do not believe there is a quality relationship. So what is the key ingredient to build your relationship performance?

Performance “Pulse Checking” with Colleagues

Published on 2010-10-29 08:48:39

Yesterday, in the office we were all reviewing our Performance Capacities using the new Performance Index “Pulse Check” tool. In short, the exercise is to quickly rate yourself a 1 to 5 on 20 short phrases which are grouped in 4 categories: Direc

Wealth Management Psych Out

Published on 2010-09-09 08:45:59

In “Wealth Management Psych Out”, Donna Mitchell explains how behavioral finance has moved from theory to practice, informing tools and techniques for connecting with wealthy clients. Included in the article is an interview from Hugh Mass