???Off the Court

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 the sports and business world.

I have been a fan(before Facebook!) of Roger Federer since I first saw him in his big break-through year at Wimbledon in 2003.? He has had an historic career and I am always fascinated by how he manages both the external and internal game of tennis.

A recent Wall Street Journal article, Federers Best Shot, discussed some of his secrets to success.? As I read this article, one overall theme stood out: Rogers ability to know himself.? His personal trainer describes Roger as a rare combination of creative and disciplined.? Roger is a champ because hes the boss of his talent. This is a core strategy for anyone in sports or in business.? You absolutely must know how to focus on your strengths and manage your struggles.? It will require you to surround yourself with a good team, both on the personal and business side of life.

So, how does Roger manage to rarely get hurt, tired or grumpy?? And, what can we learn from his game of tennis?

Think long-term, dont overplay
RF:? I tried to look at the long-term.? I didnt want to chase everything possible in the short term.? He made a conscious decision early on in his career to plan his attack on time:? to not just be great but to do it longer than anyone else has done it.

Business Translation: Your DNA Behavior will show you if you tend to make everything a priority or if you are more patient in your approach.? Valuable information to know!? How many of us try to accomplish everything at once?? Or, get as many clients as possible?? You dont need it all right now.? Just do what is next to be done in your overall strategy.

No sports superstitions
RF: I dont care if I practice at 9 in the morning or 10 p.m.? Roger has always been flexible.? He knows what he has to accomplish and can fit it in his schedule as needed.

DNA Business Performance, advisor business performance, know your client, predict client behavior, behavioral finance

Business Translation:? So, maybe you dont have any superstitions, but what about the old tapes that may be playing in your head about what it takes to be successful? Checking on your DNA Behavior will show you how much structure you need. Is it too little or is it taking over your life?? Be creative and try operating outside of your comfort zone.? You only need to vary your routine a little to get different results.

Pay attention to your body
RF:? Im able to say, it doesnt hurt me today, but it could hurt me tomorrow. Roger has only retired from a match once in his life.? He knows when he can play through it and when he cant.

Business Translation:? If you are fatigued physically or mentally, let your body be your guide and take some time off.? Not to get out of work, but to come back stronger.? Make sure you allocate time for proactively taking care of you.? Walk, run, exercise at the gym, take a yoga class; there are endless possibilities and it will strengthen both the inner and outer body.

Travel can be fun ? enjoy it
RF:? The tour is not supposed to be brutal and annoying.? Some players come to see globetrotting as soul crushing but Roger has a love for travel and soaks up the local culture with his wife and children.

Business Translation:? We all have a part of our job that is routine, the process to the end result (e.g., getting a new client).? Do we find a way to enjoy it or does it become a necessary evil that drains our energy? Knowing your strengths in your DNA Behavior will allow you to structure your day so that you are operating from that place 80% of the time.? Or, minimally, you will be able to reframe your mindset to gain more energy to do the necessary tasks with more positive energy.

Take two- to four- week training periods for:

  1. Rest and recovery
  2. Strength and endurance (not tennis-related)
  3. Tennis exercise like court footwork (but with medicine balls, not rackets and balls)
  4. Tennis practice

When Roger had lingering back pain, he put extra emphasis on his abdominal muscles.? After two years, the strategy is finally paying off.

Business Translation:? There was a popular phrase, Work Hard and Play Hard. But lately, that phrase has gotten lost in the 10 to 12 hour workday and shortened to just Work Hard. What rest and relaxation do we allow ourselves?? Is it just the standard vacation time?? Could there be parts of a day where you relax and read?? Or, do you consider that to be non-productive?? Your Business DNA will help you discover whether balance is part of your natural game or if you need to be more aware of your tendency to overwork with no recovery time.? And, keep in mind that your change in strategy can take a few years before it really pays off.

Finally, the attitude with which Roger Federer approaches both practice and the game is the ultimate lesson for us all.? His personal trainer says, He still trains with the enthusiasm of a junior.? Sometimes I think, damn it, hes doing these exercises now 2,756 times, but he does it as if it was the first time.? Roger still has the energy of a 23-year-old.? Hes relentlessly optimistic.

Business Translation:? Are you approaching each day with an open attitude that there is still a lot to learn about you and your game of business?? Get your own personal performance index now, click here.

For additional information on increasing engagement of others, visit our DNA Behavior Website.

Contact us for additional information: inquiries@dnabehavior.com

Financial Personality Under Pressure

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

Manage the Emotional Roller Coaster of Events and Markets

When under pressure clients react based on their natural, hard-wired behavior.? Sufficient personal clarity to reliably know how an individual will react to life and market events starts with understanding their natural behavior.

Click Here to Watch the Video (Financial Planning Magazine, AdvisorTV)

Specific Communication Keys for Each Style

This post is part 5 of our 8 part series on increasing Client Engagement from our Client Relationship Performance in the New Behavioral Economy White Paper. The insights will demonstrate in practical terms how to apply predictive behavioral insights to tailor client communication and provide unique client experiences.

Behavioral Insight 5: Specific Communication Keys for Each Style

Earlier in this series, we learned about Chris Coddington and his meetings with a client named Frank Butler. Chris was given information about the 4 Communication DNA Styles, processes for discovering which communication style a client has and guidelines for matching clients to the right advisor based on communication style. (Click here to read the previous posts in this series).

We told Chris that a future trend will be advisors building client service teams that are a custom fit for the client. This provides the advisor with the opportunity to include team members with different styles to complement the advisors behavior. Imagine when a telephone call comes in and the team automatically knows who is to pick it up, then how to communicate with the client, and how to manage the work flow and even product or solution offerings. This really is the Ideal Advisory Business. Chris could also see that this strategy would be good for succession planning.

Chris then said, I want some specific communication keys that I can put into my online contact management system so that whenever a client calls up or I am preparing for a meeting, I will know how to adapt my communication. Also, these communication keys need to be memorable so that the client gets engaged with them. Further, and very importantly, I also want this sustainable and scalable across my client service team. The way we have structured our business is that the one family client is served by different people on the team depending on whether the needs are financial planning, investments or administration.

Each person does have a very unique way in which he or she likes to be communicated with. This was clear from what Frank Butler said in his first meeting about wanting options and recommendations so that he could make a decision. What this message really said to Chris is that trust in the relationship will not be developed unless Chris and his Coddington team communicate with Frank in this way. If he is not communicated with in this way, then he is likely to become de-energized and lose interest in what is put before him.

As you can see from the graph at left, each style is quite different in terms of communication. This is where ensuring the different communication styles do not become a relationship blockage. Franks wife has a Stabilizer communication style. This is basically opposite to Frank. She would need a much more relaxed meeting and not so bottom-line. The discussion should start with dreams as this is more emotional, whereas goals is more rational.

The Lifestyle Desire and Information Need communication styles are also opposite. The Lifestyle person wants a fast-paced, open discussion and fun, while the Information Need person wants to get into the details and reflect. He or she does not like it too conceptual. Of course, here is where the spender and saver difference comes up more acutely. The Information Need person likes to focus on the budget. To the Lifestyle Desire person a budget is a turnoff. The advisor should talk instead about spending plans.

From time to time an individuals score may reflect a Lifestyle Desire as the primary communication style; however, the client may have a second style that also scores highly, such as a Stability Need. In any cases like this, the elements of both factors would be important in communication with the client.

When Chris is dealing with spouses in the same meeting, he must address each of them on his or her own terms, unless one of them chooses to accept one way. Based on social research it tends to be the female who will make 70% or more of the financial choices. So, if you do not have guidance on know how to run the meeting with a couple, start by addressing the female spouse on her unique terms. Remember, women want to be understood and men want to be respected. So, do not leave the male totally in the cold.

What are your thoughts? For additional information on increasing engagement of others, visit our Communication DNA Website.

To Learn More, read the full Client Relationship Performance in the New Behavioral Economy White Paper.

Building Relationships

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

Are You Building Sound Relationships?Communication DNA Profile

The quality of your relationship with any person has a direct impact on the quality of decisions that get made. If the communication is poor, people start making decisions around each other because the trust has been diminished. Also, poor decisions can be made because the information has not been heard as intended.

How Do You Naturally Communicate?

You naturally communicate based on who you are and how you see the world. Of course, how the other person hears the message depends on who they are. So often there is a gap that needs to be bridged between what was said and what was heard. Close the Gap.

One of the keys to success in any relationship is closing this gap by communicating with the other person on their terms and not your own. How the message is communicated becomes as important as the message itself. This is not always easy because when we are under pressure or out of our comfort zone, we will tend to revert back to our natural behavior.

Learn How To Improve Your Relationships

Understanding the communication preferences and life perspectives of yourself and others will help you to:

  • Communicate with others on their terms
  • Navigate differences more easily
  • Build greater trust in all of your relationships
  • Connect more quickly with others
  • Understand what motivates you and others

Knowing your own Communication Style is the first step in working towards effective communication with others.

Find out your Communication DNA Style by completing our Communication DNA Profile -Click Here.

“Know, Engage and Grow Your Customers” for an annual cost of $10 or less per person. For information on our Enterprise Solutions for improving Relationship Performance – Click Here.