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“I Like to Be Liked”

We used two characters from the television show The Office to demonstrate classic behavior styles from the DiSC behavioral model in last week’s article Don’t Beet Around the Bush. Dwight Schrute is a great example of Dominance behavior: fast-paced, action-oriented and generally somewhat skeptical. Pam Beasley is slow, deliberate and trusting, exactly what we expect from someone who exhibits Steadiness behavior. Let’s take a look at the other two styles: The Influence style is fast-paced, action-oriented and trusting The Conscientiousness style is skeptical, slow and deliberate Someone with the Conscientiousness […]

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Don’t Beet Around the Bush!

If you were to think of someone with a dominance-style behavior, who would come to mind?  Last week we discussed the DiSC behavior model and described the Dominance style as someone who is fast-paced, action-oriented and generally somewhat skeptical. Donald Trump, Gordon Ramsay, and Simon Cowell seem to fit this style, don’t they? Now, think about the TV show The Office.  Who best exhibits a Dominance style? Did Michael Scott pop into your head?  He is the regional manager after all.  It would be easy to assume that the one […]

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Take the time to identify and adapt your style to others

Wonder Woman, Lie Detectors and More!

William Moulton Marsten, a psychologist with a Ph.D. from Harvard is a fascinating figure. Some know him as the creator of Wonder Woman. Some know him as the inventor of the polygraph, commonly known as a lie detector test. Still others know him as the person who put forth the behavioral model now known as the DiSC model. Last week, we spoke about the importance of adjusting your language to improve your communication with others.  But in order to adjust your language, you must first know your preferred style and […]

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When's the last time you said ya'll?

Hey Y’All!

When’s the last time you said: “y’all?” I’m guessing it will depend on where you live and how you were raised. According to this site ( about 19% of America says “y’all” or “all y’all” when referring to a group of two or more people in casual speech. As you can see on the corresponding map, most of these people live in the southeastern United States. After living in Knoxville for 12 years, I’ve found that “y’all” has continued to creep into my everyday vocabulary. However, it only seems to […]

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Adapting Your Style to Different Generations & Personalities

Adam was the featured facilitator for the FPA’s Coaches Corner Spotlight webinar on Thursday, July 18, 2019. His topic was Back to Basics: Adjusting/Adapting Your Style to Different Generations and Personalities. In this interactive session, Adam presented concepts to help planners and advisors: 1) identify key characteristics and motivations of a client; and 2) adapt to those differences in a meaningful and authentic way in their conversations and marketing efforts. You can watch the webinar here

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Thumbs Up for Developing Your Niche

We are excited to share that Adam’s article, Thumbs Up for Developing Your Niche, has been published as the cover story for the July issue of Next Generation Planner, a new digital (app-based), monthly publication of the Financial Planning Association. Designed for those who are new to the financial planning profession, NGP provides content focused on helping you make the most out of your financial planning career. The July 2019 issue is available now via the app. If you haven’t downloaded it yet, you can find the app in both […]

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Get Involved

5 Tips for Community Involvement

Last week we reviewed various ways to get involved with your community.  But what do you do once you’ve identified a potential group? This week we’ll review five tips for effective community involvement. Your goal for community involvement is two-fold:  First, you want to grow your network by meeting new people.  Second, you want to demonstrate the characteristics that others value in a financial advisor such as: good communication skills, a pleasant demeanor, care and concern for others, and a willingness and ability to get things done. Note that your […]

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Look for organizations with people you'd like to have as clients.

Networking vs. Community Involvement

I was speaking with a relatively new advisor the other day who was frustrated by his networking efforts.  He said, “I’m just not meeting anyone who can meet my firm’s minimums.” When I asked him what he was doing, he said he was primarily attending Young Professional events.  It didn’t take too many follow-up questions from me before he realized that spending time with that demographic wasn’t likely to yield many qualified prospects. The challenge is that to many advisors, “networking” means networking groups – groups that are specifically designed […]

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Crowd watching fireworks and celebrating

Celebrating Your Community

I trust that you had an excellent Independence Day celebration.  My family and I enjoyed a classical music concert and fireworks in World’s Fair Park in downtown Knoxville, TN. We met up with friends and naturally ran into many more. There’s nothing quite like a community celebration to bring everyone together. I recently read about Dunbar’s number.  The University of Oxford anthropologist and psychologist Robin Dunbar found that no matter where you look, the average person on earth has about 150 close acquaintances.  So that means that every person you […]

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Taking Care of Business Checklist Get it Done 3d Illustration

Getting It Done

Last week I shared the story of John and Betty who wanted to update their beneficiary designations following a meeting with their estate planning attorney.  Although they called their advisor Dave immediately after the appointment, the designations were never changed. You can learn more about their story in Wait, What? This week we’ll explore what could have been done differently if Dave’s practice were following three key steps. 1.  Clarify what completion looks look like. John and Betty did not ask for a beneficiary update form.  A form is simply […]

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