SMALL MODIFICATIONS THAT CAN DOUBLE YOUR PROSPECT LIST:

The only time we have to modify our behavioral style is when we are trying to work with a prospect or client who is different from us.  In other words, if my strongest characteristic is the D or the I, then anytime I’m working with another D or I behavioral style I can just be myself and we will be able to communicate effectively.  If my strongest characteristic is the S or the C, then anytime I’m working with another S or C behavioral style, I can just be myself and we will work together just fine.

So for most people we will only have to modify our behavioral style about half the time to be able to work with everyone in the area.  And most of the time the modification can be as simple as just slowing down a bit or saying “we” every chance you get.

If I have a high-D or a high-I behavioral style, and I’m trying to work with an S or a C, there are a couple things I have to remember.  First, I have to slow it down and talk more about the how and the why.  I need to talk about how we are avoiding or at least limiting risk.  I should take a longer term approach to investing.  

I need to ask for the order in a little different way.  I will have 2 challenges in getting a decision from the high-S or the high-C.  I have to remember to begin with, that neither one of them are very comfortable making a decision.  So when I ask for the order I have to do it in a way that solicits the simplest answer possible, “Yes or No.”  The thing that holds me back with the high-S is that they can’t make a decision until they have had time to get comfortable with it.  They will almost always ask for more time to “think it over.”  So in asking for the order I ask them to think it over for a couple days and how about if I call you back on Monday.

The thing that holds me back with the high-C is that they can’t make a decision until they have completed all the necessary analysis.  The call with the C always ends with, “Have you got anymore information I can read about this.”  So from now on send them the information a couple days before the call or prior to the meeting.  Ask them to study this and you will call on Monday to see what they think.  Encourage them to analyze it on their own time and you will be way ahead of the process.

If I have a high-S or a high-C behavioral style, and I’m trying to work with a D or an I, there are a couple simple things I can do to give myself a better chance at the business.  First, speed up.  The plan is to hit the high points and ask for the order.  This may be difficult for me since my underlying thought is that you can’t make a decision without all the proper information.  But the D and sometimes the I, they were already thinking of the decision they were going to make when they heard it was you on the phone.  This may be difficult for both S’s and C’s.  The high-S tends to have a long involved sales presentation.  They aren’t that comfortable taking questions on the fly so they will try to “pre-answer” every possible question in their presentation.  Bad idea.  The high-D and the high-I will be very uncomfortable letting you go on that long developing your idea.  

The high-C has gone through a lot of work and effort to get the right answer.  They know it is correct and they want the D or I to do the analysis with them so that they know it is correct too.  The simple fact is that you can tell a D or an I that “it’s magic” and they are okay with that as long as it works, (as long as it works).  D’s and I’s are both put off by the details so don’t feel bad when they pretend to not be paying attention.  They really aren’t paying attention but it doesn’t mean they don’t respect your efforts.

Hit the high points and ask for the order.  Get right to the point and don’t confuse the issue with lots of facts and data, details that they probably aren’t going to pay any attention to anyway.

Remember, financial planning is an ideal product for S’s and C’s.  The S loves it because we are building a relationship while we fill out the form to generate the plan.  The added bonus is that the purpose of a financial plan is to help identify how much risk we can avoid and still meet our goals.  The C loves the financial plan because it comes back in bar graphs and pie charts with lots of numbers to analyze.

Financial planning is not an easy sell to the D or I.  Your best chance is to talk to them about how it will save them time and improve their results.  

Minor modifications—Major results

HAVE YOURSELF A GREAT DAY!

Ron Keese