About The Leading Advisor Team

Seek first to understand. When you understand yourself, you are less likely to judge yourself and others and therefore you will be more successful.

To this end, to seek to understand and eliminate judgment, these Case Studies will give you an increased understanding of yourself and provide you with the insights to Removing Your Roadblocks To Your Success.

When there is no understanding, there is judgment. When there is judgment, there can be no understanding. Judgment and no understanding are what cause you to continually beat yourself up. - Simon Reilly

As the first step in our Leading Advisor Coaching Program, we provide our clients with a Values & Behaviors Assessment & Assessment Debriefing.

Values = "WHY" we do what we do
Behaviors = "HOW" we do what we do

Most people do not know:

What their Values are

Values are the DNA of Fulfillment.

fulfillment - a deep, soul-orientated feeling that one experiences when they are expressing their values, as in being themselves.

What their Behaviors are
They have conflicting Values and Behaviors
The Values & Behaviors that are required for sustainable success
The difference between a Value & an Unmet Need
What Unmet Needs are the source of all Limiting Beliefs & Emotions

There is so much talk about Values today and it is far too general.

The conversation must include:

Unmet Needs
Means Values
Ends Values
True Values

All of the above contributes to the following challenges that many Financial Advisors are facing today:

Are you living in the past, slow to change and criticize the future?
Do you believe that the challenges that you are facing are so big that you may not make it?
Do you have to get pumped up to sell?
Are you trying to fly solo?
Are you selling too many products?
Do you feel a lack of acknowledgement for the work that you do for your clients or company?
Do you make clients feel nervous because clients sense a lack of your energy, money and time?
Do you have way too many clients and are not making enough money?
Are you doing way too many favors?
Do you lack the support and systems to provide a consistent experience?
Do you have conflict with management, staff and other advisors and are just winging it when it comes to hiring new people?
Do you fail to delegate, try to do everything yourself and are too busy doing $20 per hour work?
Do you have poor customer service?
Do you try to serve anyone and everyone?
Are you addicted to growth?
Are you too busy to form strategic alliances because you have to get to the next sale?
Is your marketing system automated?
Is your client relationship system automated?
Are you afraid to ask for referrals because of a fear of rejection?
Are you only marginally interested in professional growth because you are too busy?
Do you have no clue about what success would mean to you?
Even though you are still working, have you already retired emotionally?

Let’s first take a look at a component of the Behaviors Assessment. Again, Behaviors = "HOW" we do what we do and by understanding Behaviors, we will have a better understanding of the Values and/or Unmet Needs that may be influencing both Positive & Negative Behavior.

With respect, before you, or rather your all knowing Primal Ego Mind writes this off as saying "Oh, I’ve done these assessments, they are all the same", again with respect, you have not done this series of assessments and the DISC component is just the beginning, so read on. At the same time, the assessment is only as good as the facilitator.

Most people are not awake to the fact that their Primal Ego Mind has them addicted to:

Unmet Needs
Limiting Beliefs
Limiting Emotions

Here is a definition of the Primal Ego Mind … what Freud called the "Id".

The id, ego, and super-ego are the divisions of the psyche according to psychoanalyst Sigmund Freud's "structural theory".

The id contains "primitive desires" (hunger, rage, and sex), the super-ego contains internalized norms, morality and taboos, and the ego mediates between the two and may include or give rise to the sense of self.

The Behavioral Assessment that we use is called DISC and the acronym stands for:

D Dominance

I Influence

S Steadiness

C Compliance

Behavioral research suggests that the most effective people are those who understand themselves, both their strengths and weaknesses, so they can develop strategies to meet the demands of their environment.

A person's behavior is a necessary and integral part of who they are. In other words, much of our behavior comes from "nature" (inherent), and much comes from "nurture" (our upbringing). It is the universal language of "how we act," or our observable human behavior.

In the Behavioral Assessment we are measuring four dimensions of normal behavior. They are:

D Dominance - how you respond to problems and challenges.

I Influence - how you influence others to your point of view.

S Steadiness - how you respond to the pace of the environment.

C Compliance - how you respond to rules and procedures set by others.

The Behavioral Assessment analyzes behavioral style; that is, a person's manner of doing things.

Please refer to the Descriptors Page in Figure 1.

The Descriptors Page in Figure 1 expands upon the summary of:

D Dominance - how you respond to problems and challenges.

I Influence - how you influence others to your point of view.

S Steadiness - how you respond to the pace of the environment.

C Compliance - how you respond to rules and procedures set by others.

Let’s imagine that there is a scale in the left hand margin with "100 %" beside the word Demanding underneath the "Dominance" Column and "0 %" beside the word "Unobtrusive" underneath the "Dominance" Column. Note that there is a horizontal line running half way through the Descriptors Page and this represents "50 %".

Therefore, the corresponding word that would relate to "100 %" in the "Influence" Column would be "Effusive".

Figure 1

Figure 1 is the Descriptors Page for the information found in Figure 2.

Figure 2 is the Behaviors Analysis Graph.

Figure 2

In Figure 2, the Behaviors Analysis Graphs, note the scale of 100 – 0 on the left hand side of each of the graphs. Also note the D I S C at top of the graphs. D I S C is acronym for Dominance, Influence, Steadiness and Compliance and this corresponds to the Dominance, Influence, Steadiness and Compliance Columns on the Descriptors Page in Figure 1. In Figure 2, note the % scores in the very bottom box at the bottom of each of the Behaviors Analysis Graphs. Note that there are two graphs; Graph 2 is your Natural Behavioral Style & Graph 1 is your Adapted Behavioral Style.

Now let’s imagine that you have put the Descriptors Page in Figure 1 on the left hand side, beside Figure 2, the Behaviors Analysis Graph, on the right hand side.

In Figure 2, note that the score for the Dominance is 86 in Graph II by looking at the score in the very bottom box at the bottom of the Behaviors Analysis Graphs, Graph II.

As a review, in Figure 1, lets imagine that there is a scale in the left hand margin with "100 %" beside the word Demanding underneath the "Dominance" Column and "0 %" beside the word Unobtrusive underneath the "Dominance" Column. Note that there is a horizontal line running half way through the Descriptors Page and this represents "50 %".

Therefore a score of 86 in Dominance would be Driving.

Please see Figure 3 as I have filled in the rest of the Descriptors.

Figure 3

Note that there is an Adaptation to the scores between the Natural Style in Graph 2 and the Adapted Style in Graph 1.

As an example, note the score of 86 and Driving in Dominance in Graph 2 has adapted down to 72 and Determined in Graph 1 which is a 14 point drop in the Dominance.

Please see Figure 4

Figure 4

Note the Adaptations In Graph 1 in Figure 4.

Dominance - 86 and Driving in Dominance in Graph 2 has adapted down to 72 and Determined in Graph 1 which is a 14 point drop in the Dominance.

Influence – 73 and Persuasive in Influence in Graph 2 has adapted down to 66 and Convincing in Graph 1.

Steadiness – 29 and Alert in Graph 2 has adapted down to 22 and Impatient in Graph 1.

Compliant – 33 and Self Willed in Graph 2 has adapted down to 29 and Obstinate in Graph 1.

Why the Adaptation in Graph 1?

Please see Figure 5.

Figure 5

As a review, Graph 2 is our Natural Style, our true self, when we are at our best.

Graph 1 is our Adapted Style or Mask that we are putting on in the outside world or work environment.

Behavioral Adaptations take an enormous amount of energy to sustain depending on the amount of the Adaptation.

Adaptations of 20 or more points are considered to be high and are unsustainable over time causing stress and burnout.

What are Behavioral Adaptations costing you?

Figure 6

Please see Mary Moneypenny’s Behaviors Graph in Figure 6. What is Mary Moneypenny’s Behavioral Adaptation costing her?

Compliant – 33 and Self Willed in Graph 2 has adapted up to 72 and Cautious in Graph 1.

Figure 7

Please see Doug Dollar’s Behaviors Graph in Figure 7. What is Doug Dollar’s Behavioral Adaptation costing him?

Compliant – 33 and Self Willed in Graph 2 has adapted up to 72 and Cautious in Graph 1.

Why are these Behavioral Adaptations happening?

As a review:

Behaviors = "HOW" we do what we do

Values = "WHY" we do what we do

Most people do not know:

What their Behaviors are
What their Values are
They have conflicting Values and Behaviors
The Values & Behaviors that are required for sustainable success
The difference between a Value & an Unmet Need
That Unmet Needs are the source of all Limiting Beliefs & Emotions

I’m suggesting that Behavioral Adaptations are a result of not knowing what the Values and/or Unmet Needs are that drive the Behaviors.

It is like driving with two feet on the gas and two feet on the brakes at the same time.

Figure 8

In Figure 8 we are looking at the 6 Average Values of the Average North American.

Theoretical
Utilitarian
Aesthetic
Social
Individualistic
Traditional

Note the Ranking of the Values Scores.

#2 Theoretical
#1 Utilitarian
#5 Aesthetic
#6 Social
#3 Individualistic
#4 Traditional

This Values Score Ranking is what I have found to be the Values scores of the most successful people.

Let’s take a minute to observe the Values Scores of Bill O’Coin in Figure 9.

Figure 9

Why is there such a difference in Bill O’Coin’s Values Scores than that of the Values Scores of successful people as demonstrated in Figure 8?

What is causing this?

Wouldn’t you like to understand both the Behaviors and Values that are driving your business and success?

Behavioral Adaptations are not attractive, especially when they are unconscious. Please note that there are times when a "conscious" Adaptation may be required.

Public Speaking is an example … walking out in front of an audience that wants to be inspired yet at the same time, judging your every move. If you don’t keep their attention with quality material they will likely eat you alive or be reading the latest edition of Field & Bunny at the back of the room. :-) There is a skill in knowing when to and when not to Adapt your Behavior.

We have just completed our latest "Removing Your Roadblocks To Your Success" Financial Advisor Public Speaking Presentation to the Independent Financial Brokers Association of Canada, November 1st & 2nd, 2006 in Toronto, ON, and we have received rave reviews.

"You are an excellent good idea-giver. Best speaker I have ever heard – 40 years of insurance meetings – no question! Realizing who I am – really fun to understand you; great teacher!"

"High energy – good common-sense business presentation."

"Relevant to today’s issues, concerns in the world and the problems facing Financial Advisors today but also recognize the opportunity available to those who seek it. How world events can immobilize you and cause you to lose focus on what’s important."

"Very thought-provoking. I would like to implement my top values and create my own brand. The concept of unmet needs and its impact on our behavior was an eye-opener."

"Questionnaire hits home. . . on target. Something more than a mindless outburst of enthusiasm."

"The speaker’s enthusiasm and high energy presentation was inspiring. I could relate to the stories and examples Simon presented. The knowledge that I have to have values, mission and purpose. The urgent need to have a vision."

"Simon is to the point. Now I am examining my own practice."

"The presentation made me realize the shortfalls in my business and the changes required. Very intrigued by the Behavior Study."

The response was so strong that we decided to make the Detailed Case Studies that we talked about in the "Removing Your Roadblocks To Your Success" Speaking Presentation available to you to help you understand how you can Remove Your Roadblocks To Your Success.

Are You Ready to Remove Your Roadblocks and Understand Both Your Behaviors & Values?

"Removing Your Roadblocks To Your Success"

Detailed Case Studies E-Book

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Detailed Case Studies E-Book includes a total of 20 Example Graphs and 42 Pages.

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Opinions expressed are that of Simon Reilly of Leading Advisor Inc. and are not the opinion of Target Training International, Ltd.
Assessments are Copyright © 1984-2006. Target Training International, Ltd.

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