Engaging a New Client - Carol's Story

Carol was a 62-year-old widow who had come to Chris for financial advice. She had never been actively involved in her investments which were all managed by her husband, but since his death Carol had been forced to make investment decisions she didn’t feel prepared for. She had sought advice from an advisor who, she felt, didn’t take her wants into consideration. She heard about Chris and the Financial DNA process through a friend of her son.

Chris’s first step in his relationship with Carol was to explain the Financial DNA process to her, and ask if she would like to participate. She was quite willing, as she felt that anything that helped her Advisor understand her more thoroughly had to be a good thing. She took the Financial DNA forms home, filled them out and faxed them back to Chris’s office.

Carol’s Core Life profile showed she was a Reflective Thinker, a profile significantly different to Chris’s Strategist profile. Through Chris’s training in adapting his behavior and communication with others, he was able to communicate to Carol on her terms – he knew to be patient with her, answer her questions as thoroughly as possible, and draw out her objections and concerns. Carol appreciated Chris’s approach, and the fact that he gave her information and education, and allowed her time to make her decisions.

Chris and Carol’s Core Life Profile Comparison Graph:

Key to Carol’s preferences was that she didn’t like to feel rushed, and that she needed to have all her concerns about safety addressed. Through the Financial Directions Appraisal, Chris was able to uncover those areas in which Carol required education and mentoring, which she indicated she was happy to receive.

By educating Carol on her terms, and adequately addressing her need for financial safety, Chris was able to lead Carol towards a balanced portfolio, managed by Chris with regular written updates, and regular phone calls to keep Carol informed of developments.

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