Communivation DNA

Know Your Client For Financial Advisors & Professionals2 Copyright © 2001–2010 Financial DNA Resources • We provide human behavior solutions to transform Quality Life Performance for people of all ages, cultures and levels of wealth. • We help advisors and investors build a Quality Life Performance Plan to improve the life, financial and investment planning process. • Our solutions are powered by simple to use and yet highly accurate independently validated DNA Behavior Profile Systems. Welcome to Financial DNA Resources3 Copyright © 2001–2010 Financial DNA Resources Hugh Massie’s “Initiator” Profile Mutual Sharing: “Knowing Me, Knowing You”4 Copyright © 2001–2010 Financial DNA Resources Client Centered Business Transformation The Client is King in the New Behavioral Economy™5 Copyright © 2001–2010 Financial DNA Resources The New Normal for Life and Financial Planning The planning process starts with completion of the: Communication DNA Personality Profile so that we and your family can communicate with you on your terms recognizing there is no “one size fits all”; and Financial DNA Personality Profiles so that you have greater self awareness to more confidently make the right life, financial and investment choices for building a Quality Life Performance Plan. Understanding People before Numbers People Numbers Our Approach =6 Copyright © 2001–2010 Financial DNA Resources The Benefit to Emotionally Engage Your Clients 2009 Gallup Research shows: 1. A 23% Premium to Revenue when Clients are Fully Engaged and Emotionally Connected 2. When BOTH Clients and Employees are Emotionally Engaged then there will be 2.4 Times the Level of Effectiveness, Productivity and Satisfaction 7 Copyright © 2001–2010 Financial DNA Resources Do You Know Your Prospects and Clients? Do You Know Your Prospects and Clients?8 Copyright © 2001–2010 Financial DNA Resources The Foundation of Every Business Know Your Client9 Copyright © 2001–2010 Financial DNA Resources The Current Paradigm What is YOUR level of Self Consciousness? 1. Do clients really know who they are and what they want? 2. Does the advisor have an objective view? 3. Do the current solutions really work? • Fact finders? • Surveys? • Risk tolerance questionnaires? • Intuition?10 Copyright © 2001–2010 Financial DNA Resources The Challenge: Seeing Below the Surface The Tip So much is hidden below Learned Learned Behavior Behavior NATURAL NATURAL BEHAVIOR BEHAVIOR Values Values Passion & Vision Passion & Vision Environment/Upbringing Environment/Upbringing Beliefs/Spirituality Beliefs/Spirituality Knowledge Knowledge Needs & Wants Needs & Wants Financial Financial Attitudes AttitudesCall or meeting with client based on observation Client’s natural behavior, life motivations are based on perception and not fully known to advisor Connection with the client may not be built, interaction may be poor Old Normal: Observation The Old Approach to Client Discovery 11 Copyright © 2001–2009 Financial DNA ResourcesClient completes profile before or after first meeting Advisor receives information on client’s behavior, preferences and motivations Deeper discovery allowing the relationship to be built more easily and quickly and services to be tailored New Normal: Behavioral Profiles Up-front The New Normal for Client Discovery 12 Copyright © 2001–2009 Financial DNA Resources13 Copyright © 2001–2010 Financial DNA Resources Giving Your Clients a MRI Scan More Objectivity, Depth, Reliability14 Copyright © 2001–2010 Financial DNA Resources Most Other Profiles DNABehavior® Profiles Trusting the Diagnosis With An MRI Scan15 Copyright © 2001–2010 Financial DNA Resources Successful Matching Finding the Right Life Partner16 Copyright © 2001–2010 Financial DNA Resources Successful Due Diligence Hiring The Right Talent17 Copyright © 2001–2010 Financial DNA Resources Communicating With The Client On Their Terms Copyright © 2001 Universal Press Syndicate18 Copyright © 2001–2010 Financial DNA Resources Engaging Frank Butler in Your Services19 Copyright © 2001–2010 Financial DNA Resources Who I am versus Who I say I am!! Frank Butler20 Copyright © 2001–2010 Financial DNA Resources A Turn-Key Online Behavioral Marketing System Our turn-key online behavioral marketing system that connects the preferences of your clients and prospects to the right choices via your website and CRM. How it Works Your Business CRM System DNA Profile System Your Business Website Client /Prospect Help Your Clients Make the Right Choices: • Customized Marketing and Communications •Product and Service Offerings Online Profile Completion Data Export Client Receives Report Connects to Your Business21 Copyright © 2001–2010 Financial DNA Resources 3. Tailor Your Information and Activity Flows Communicate with Your Clients on their Terms 1. Communication DNA Personality Test Completion Discover Your Client’s Communication Style to Develop Relationships 5. Solution Matching Match Your Clients to the Right Solutions 6. Customized Messaging Send Personalized Messages Based on Your Client’s Communication Style and Interests Transforming the Client Service Experience: The Process 2. Segment Your Clients Segment Your Clients Based on their Communication Style 4. Match Your Clients to the Right Advisor Based on their Communication Style or Specific Needs22 Copyright © 2001–2010 Financial DNA Resources What is Your Communication DNA Profile? Lifestyle Desire Stability Need Information Need Goal-Setting Focus Have Prospects and Clients Complete a Communication DNA Profile at the First Interaction 23 Copyright © 2001–2010 Financial DNA Resources Goal Setting Focus Life Style Desire Information Need Stability Need Status, Affluence & Fun Analysis & Tangible Opportunities Stability and Safety Communication DNA® Personality Profile Completion 4 Primary Communication StylesHow would you communicate with Helen? Helen Jones Communication DNA Profile Report25 Copyright © 2001–2010 Financial DNA Resources Helen’s Primary Communication Style is “Lifestyle Desire” Enthusiasm, Broad Facts Lifestyle Graphics Spending Interactive Lifestyle Builders are focused on seeking status, affluence and fun. You will learn the following about your clients when they complete the Communication DNA Profile based on their Communication Style: Get to Know Your Clients and Prospects… Segment Your Clients based on their Communication Style Communication Preferences Service Delivery Preferences Life Needs Information Requirements Financial Approach Risk Approach Set Boundaries26 Copyright © 2001–2010 Financial DNA Resources Segment Your Clients Based on Their Communication Style By knowing the Communication Style for each of your clients you can create a customized experience based on their product and service preferences. Financial Advisor Client Lifestyle Desire This Client has a Lifestyle Desire By using DNA Marketing, an Advisor would know to: •Take into account that this client will want to spend time and money with activities that she is passionate about •Help this client with setting boundaries as she may tend to spend spontaneously •Meet with this client in a casual, informal setting & invite this client to social/networking events •Offer solutions that appeal to this client’s lifestyleThe Jones Family Communication DNA What are the family communication dynamics? Helen Jones Lifestyle Desire Tony Jones Goal-Setting Focus Mary -Child 1 Goal-Setting Focus Jenny -Child 2 Stability Need Peter -Child 3 Information Need How could you help this family improve their communication? Helen Tony Helen: Lifestyle Desire Tony: Goal-Setting Focus Mary -Child 1: Goal-Setting Focus Jenny -Child 2: Stability Need Peter -Child 3: Information Need Mary -Child 1 Jenny -Child 2 Peter -Child 3 Minimal modification required Some modification required Significant modification requiredHow would you communicate with Helen? Helen Jones – Lifestyle DesireHow would you communicate with Tony? Tony Jones – Goal-Setting FocusHow would you communicate with Mary? Mary (Child 1) – Goal-Setting FocusHow would you communicate with Jenny? Jenny (Child 2) – Stability NeedHow would you communicate with Peter? Peter (Child 3) – Information Need33 Copyright © 2001–2010 Financial DNA Resources Using DNA Profiling Systems In Your Practice Start: DNA Marketing Package Existing Clients Offer to existing clients as part of the review process Prospects Offer to prospects as part of the new company offerings Client Engagement: Complete the Communication DNA® Profile Moving to Consulting Services Financial DNA® Profiles •Enhanced Financial Behavior Discovery •Behavioral Portfolio’s •Quality Life Performance Plans Staff Engagement 􀂃 Use the process to communicate the vision or direction, build your culture, engage your employees Employee Engagement: Complete the Communication DNA® Profile Business DNA® Profiles •Advisor Performance •Hiring and Team Performance •Client Service Performance •Business Performance34 Copyright © 2001–2010 Financial DNA Resources Chris Coddington & Helen Jones Core Life Profile Comparison35 Copyright © 2001–2010 Financial DNA Resources Learn About the Financial DNA Customized Experience For more information about Financial DNA, please review our main website: www.financialdna.com To complete your DNA profiles, email: inquiries@financialdna.com