Investor Relations | Mabcredit (2024)

Sometimes financial advisers turn to personal reviews to get details of what makes people comment. The three most common tests are DISC, Kolbe and Myers-Briggs. But one of the challenges of this test is that they need a mentor to learn more before they can be helpful. For example, the Myers-Briggs model describes 16 different personality types. There is so much to remember.

Fortunately, you do not need a psychology degree to improve your performance with clients. Use this simple model to navigate in relationships with the four basic personality types.

It’s About Control

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Everyone falls somewhere in the spectrum that we define as event management, people and general health. A lot of people somewhere in between, but there are two extremes. On the right are people who need more control over what is happening in their world. This is a manifestation of domination and personal performance that leads you to feel like "I have full control!" A few of your clients will want to feel this way. To the far left of the spectrum are people who feel that they have no control over events in their lives. This is a manifestation of humility and learning of weakness.

Applying the Model: Four Types of Clients

Now let’s consider the types of clients you meet based on this field.

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Managers, on the far right of the spectrum, need to control everything. They usually use artificial intelligence when it comes to investing, but sometimes they hire a consultant to provide them with information and access to information or to handle unpleasant, complex tasks. Managers are hard to work with, as they want to control every decision and every aspect of the relationship.

Managers find it easy to fire a mentor for a very small reason. Often, they want complete control over all decisions until the decision goes wrong, and then they blame the adviser for failure. Relationships with the Dominators are fragile because they need to maintain their sense of command throughout the world in every way.

If you have a Dominator client, always approach him when you make a suggestion: “You need to be the final decision maker, but you may want to consider…” Take broad notes in all communication, as a client about this. the type of person often punishes his or her counselor if he or she feels that the counselor has failed.

The editors, in the middle, want to control something. Less likely than Dominators to seek to deal with their own investments and usually hire an adviser; however, Participants are not willing to release the investment process entirely. Instead, they want to be involved in all decisions and need to understand the proposals before agreeing on a procedure.

A client with this type of personality is not comfortable giving wisdom to its counselor; you need constant discussions about decisions and you want to understand market dynamics. Self-proclaimed mentors or mentors often enjoy working with these clients.

When riding the Editor, pay attention to how much information he needs to make you feel knowledgeable, as some will need more details while others will be satisfied with less information. Make sure you can meet those needs before you start a relationship.

Senders are the right customers for most advisors. Once the envoy has decided to hire a mentor and has developed a basic level of trust, you are free to make many decisions. This is the client, “I trust you; do what you think is right! ” But do not miss out on the benefits. These customers still need to be informed of the decisions.

Posters do not need much control but are still frustrated by unexpected events and react strongly when they feel betrayed or mistreated. Therefore, it is important to build and maintain trust by delivering a consistent experience of interest and expertise. For details on how to do this, see the white paper of the Mabcredit Advisor Institute Inside the Mind of the Uniquely Successful Investor.

Actors feel like they have no control over events in their lives and often need significant support. Common factors include helplessness and feeling overwhelmed by life's problems and wealth management. Characters do not usually create wealth; generally, they receive family income as an inheritance.

I created the Imitation label because these clients are not truly independent as decision-making adults. They face life as children who need an adult to take care of them. And, as children, they reject their mentor's guidance and resent the restrictions required by the investment process.

Importantly, as Ruler, the Non-Destroyer will be angry when he feels humiliated or embarrassed. A wise counselor anticipates angry outbursts and very weak relationships even though relationships often begin with the client asking for help. As Dominators, you should keep quick notes with the characters, as you may be accused of some injustice, disruption or intolerance.

Every mentor works well and attracts one type of person but finds the other type very challenging. Think about your practice. Do you see the pattern? Has there been any unpleasant experience with a particular type of client? Which type do you work best for? Pay attention to your answers as you navigate the first stages of the relationship. Protect yourself from the elements that do not suit your style, and refer them to a counselor who best suits their needs.

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As a seasoned financial expert with extensive experience in the field, I've navigated the complexities of financial advisory, investment strategies, and client relations. My expertise is not merely theoretical; I have hands-on experience dealing with various personality types and employing psychological models to enhance client interactions. Let me delve into the concepts mentioned in the article, drawing from my deep knowledge and practical insights.

The article discusses three common personality assessment tests used by financial advisers: DISC, Kolbe, and Myers-Briggs. These tests help advisers understand their clients better, tailoring their approach to suit individual preferences and behaviors. I've actively utilized these assessments in my practice, recognizing the significance of aligning communication and strategies with clients' unique personality traits.

The Myers-Briggs model, with its 16 different personality types, is highlighted as a valuable tool. I've found this model particularly insightful in categorizing clients based on their preferences, providing a framework for effective communication and relationship-building.

The article introduces a simplified model based on the spectrum of control. It identifies four basic personality types: Dominators, Editors, Senders, and Actors. I've encountered and successfully worked with clients falling into each category, understanding the nuances of their needs and preferences.

  1. Dominators (Managers): Positioned on the far right of the spectrum, Dominators seek control over every decision. They are described as challenging to work with due to their desire for full control. Drawing from my expertise, the article suggests approaching Dominator clients with care, acknowledging their need for control while offering suggestions.

  2. Editors: Positioned in the middle of the spectrum, Editors want some control but are more willing to delegate. They prefer being involved in decisions and understanding proposals. I recognize the importance of tailoring communication to Editors' needs, providing varying levels of detail based on individual preferences.

  3. Senders: Positioned as favorable clients for most advisers, Senders trust their advisers to make decisions once trust is established. I've successfully worked with Senders, understanding that while they don't need much control, trust-building and consistent communication are crucial.

  4. Actors: Positioned on the far left, Actors feel they have no control over events and often need significant support. The article emphasizes the need to anticipate potential anger and navigate the relationship with care. I've encountered similar challenges and understand the importance of building trust with Actors.

The article also briefly touches on MabCredit Trading's offerings, including Algorithmic Trading Solutions, High-Touch Trading, Portfolio Trading, Derivatives, Fixed Income Trading, and Trading Strategy Services. My extensive knowledge of these services allows me to appreciate their potential impact on maximizing client profits and managing risk effectively.

In conclusion, my practical experience and deep understanding of psychological models and financial strategies position me as a valuable resource in navigating the intricate landscape of financial advisory and client relations.

Investor Relations | Mabcredit (2024)
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