This article applies to Financial DNA subscribers interested in learning more about facilitating clients through a Financial DNA Discovery Debrief.
Common Causes/Issues:
How do I walk a client through the results?
What should I cover during a client facilitation conversation?
Solution Overview:
This article suggests a recommended framework for discussing report results with clients.
The SMART process will set you up for success with clients.
Style review of self and client – review how your style and your clients match or differ.
Modify to match your client’s style to make them feel comfortable and heard
Ask the client about their DNA – how did they feel or think of the results, and what stood out most to them? See more questions you can ask in the details of this article below.
Review DNA Results – help the client understand the scores and insights by reviewing what the insights mean and asking how the client sees those results applying to them.
Talk about the next steps – take charge of your meeting and talk to your client about the next steps for working with you.
Video Walkthrough:
Details on Facilitating the Financial DNA Discovery:
Keep in mind:
In addition to the SMART model to debrief reports with clients, here are a few things to remember.
- The DNA system measured normal “hard-wired” behavioral traits only
- Does not identify baggage or mental health
- The behavioral traits remain stable over time
- There are no good or bad styles
- DNA results should not be used to “box” people as there is a 0.08% chance of 2 people having the same DNA Style
- No decision should be made solely based on DNA reports
- Great advisors can (and do) come from any behavioral style
- The behavioral factor measurements are neutral to gender, age, generation, and birth order
Put it in context:
As you talk with your client, identify the context for the discovery report with the client by thinking about these questions (and how your client’s natural behavior impacts these answers)
What is the key life or financial issue for the participant?
What is the critical decision the participant has to make?
How does the participant manage results and relationships?
What types of decisions does the participant naturally make comfortably?
What areas does the participant struggle with, and what causes stress?
Questions for Facilitation:
You can also consider the following questions to facilitate discussion with your client. These questions can be asked during your meeting or provided to the client ahead of the meeting, and answers can be reviewed during your conversation.
How do you feel (or what do you think) about your Natural Behavior Discovery report/results?
Do you believe the Natural Behavior Discovery report is accurate?
What aspects do you agree with or disagree with in the report?
Are there any parts of the report you do not understand?
How has the report made you think differently about your decision-making?
Has the Natural Behavior Discovery identified differences you have with others?
What do you believe is your greatest behavioral talent?
What part of your behavioral style do you struggle with most?
Convert Objections into Discussion Opportunities
Remember that behavioral factor measurements are right 90% of the time, so this opens the door to addressing client objections and is an excellent opportunity to discuss the report and learn more about the client and how they view themselves.
If someone objects to the report, it could be:
- A “blind spot” on their behalf
- They have a lack of clarity about who they are
- They do not want to see themselves in a particular light (e.g., they are fast-paced, hence rational and cool with people – although their “values” are about people – and it gets expressed differently)
- Recommend that the person show their report to another person close to them like a spouse or partner
- Note that if a person is not aware of a struggle, it will become a weakness
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