Daniel C. FinleyPresident and Co-founder

Advisor Solutions, Inc.

Personality-Based ProspectingUnderstanding the Prospects C.O.R.E. Personality

to Make the Advisor/Client Connection

Making the Advisor/Client Connection The Importance of Personality-Based Prospecting Understanding the C.O.R.E. Personality Model Strategies for Instantly making the Advisor/Client Connection How to use Personality-Based Prospecting to Build Your Business The Personality-Based Selling Do’s and Don’ts Adjusting Your Personality-Based Prospecting Style The Importance of Personality-Based Prospecting to Couples Weaving the Couple’s Conversation Core Roles: The Challenges with being too much alike How to Master Personality-Based Prospecting

Session Agenda

The Advisor meets the Sod Farmer George

82 years old; Retired Business Owner Results Drive: Winning!

The Advisor Understands the Sod Farmer A Commander

Results Driven; Decisive; Competitive & Time Conscious

The Advisor Speaks the Sod Farmer Language The Challenge

No dividend check- lack of results. The Solution

Fix the challenge Follow Up with a Results Driven Dialogue

The Advisor Makes the Advisor/Client Connection

Making the Advisor/Client Connection

People tend to work with people they like.

• And, people tend to like people who are like them.

Personality-Based Prospecting increases your level of:

• Self-esteem

• Self Awareness

• Awareness of others

• Communication

The Importance of Personality-Based Prospecting

D.I.S.C Model. William Mouton Marston – 1928 Profiles 4 primary behavior styles Used today in:

corporate training employee development coaching and mentoring employees hiring process

Meyer-Briggs Isabella Briggs Meyer & Katherine Meyer- 1943. Used 4 criteria:

extraversion--introversion sensing--intuition thinking--feeling judging--perceiving

Profiles 16 primary behavior types

A Brief History of Personality Profiling

Commander = Results Driven

Organizer = Accuracy Driven

Relater = Feelings Driven

Energizer = Energy Driven

Understanding the C.O.R.E. Personality Model

Commander = Results Driven Leader; Take Charge; Decisive; Commanding

Business owners or executives

Organizer = Accuracy Driven Analytical; Methodical; Precise

C.P.A or engineers

Relater = Feelings Driven Peace maker; Kind; Supportive

Councilors or teachers

Energizer = Energy DrivenHigh Energy; Persuasive; Enthusiastic

Sales or advisors

Understanding the C.O.R.E. Personality Model

Strategies for Instantly Making the Advisor/Client Connection

Know your own personality style •To understand how you are perceived

Know the 3 Personality-Based Prospecting Clues •To be able to identify the prospects personality

Know the Personality-Based Prospecting Do’s and Don’ts•To be able to hit the prospects hot buttons

Know the Personality-Based Prospecting Closing Techniques •To be able to speak the prospects language

Vocal Personality Style Clues

Visual Personality Style Clues

Physical Contact Personality Style Clues

3 Personality-Based Prospecting Clues

3 Personality-Based Prospecting Clues

1. Vocal Personality Style Clues:

Vocal Pitch Clues Commander (Accentuates specific words) Organizer (Primarily monotone) Relater (Limited range of pitch, gentle) Energizer (Full range of pitch)

Vocal Tone Clues Commander (Brash, blunt, direct) Organizer (Articulate, precise) Relater (Soft spoken) Energizer (Friendly, excited)

Vocal Pace Clues Commander (Fast paced, punctuated) Organizer (Articulate, precise, medium pace) Relater (Slow paced, calm) Energizer (Fast paced, expressive, loud)

3 Personality-Based Prospecting Clues

2. Visual Personality Style Clues:

Eye Contact Clues Commander (Laser focused eye contact) Organizer (Skeptical, cautions eye contact) Relater (Caring, warm, limited eye contact) Energizer (Wide eyed expressive eye contact)

Body Language Clues Commander (Fidgety, abrupt, intense look) Organizer (Ridged, a non-emotional look) Relater (Polite, agreeable, calm, nodding) Energizer (Smiles, gesturing, laughing)

3 Personality-Based Prospecting Clues

3. Physical Contact Personality Style Clues:

Commander • Firm strong handshake • Laser eye contact

Organizer • Quick limited handshake• Skeptical eye contact

Relater• Limp handshake• Little or no eye contact

Energizer • Swinging, firm handshake• Smile and expressive eye contact

C.O.R.E.

Personality Do’s Don’ts

Commander Be confident Be indecisive

Show competency

Show fear

Get to the point Bore with details

Produce results Over Promise

Do’s and Don’ts

C.O.R.E.

Personality Do’s Don’ts

Organizer Be logical Be emotional

Show accurate data Guess at data

Show attention to details

Be unfocused

Have a systematic approach to investing

Contradict your investment philosophy

Be accountable for mistakes

Belittle accuracy

Do’s and Don’ts

C.O.R.E.

Personality Do’s Don’ts

Relater Be respectful Be brash, abrasive and cold

Listen Talk to much

Ask them about their feelings

Be quick to ask for the order

Be appreciative of their time, attention and their business

Neglect them

Help them understand recommendations.

Assume they understand details

Do’s and Don’ts

C.O.R.E.

Personality Do’s Don’ts

Energizer Be optimistic Be pessimistic

Let them talk Focus on details

Energetic and light hearted

Intense, skeptical and inflexible

Have fun while communicating

Be over complex and serious

Do’s and Don’ts

Closing Techniques

C.O.R.E. Personality

Closing Hot buttons

Closing Questions/Statements

Commander Results Driven Can you see how these investment vehicles could get you to your investment goals?

Competency I am confident that this mutual fund company with 65 years of experience is worthy of your investments.

Organizer Accuracy Driven

Based on all of the data we have analyzed, do you think these recommendations create an accurate picture of how we should proceed?

Logic I believe systematic investing into this mutual fund portfolio makes the most sense over the long-term. Does that make sense to you?

Relater Feelings Driven Based on all that we have talked about, how do you feel about these recommendations? (Good)… Do you feel comfortable moving ahead?

Appreciation and Respect

Thank you for listening to my recommendations. Is there anything I can do to help you feel at ease while making this decision?

Energizer Energy Driven Do you think that investing in these recommendations for the long-term will help you have more fun in retirement then letting it sit where it is right now?

Opportunity to Persuade

How would these investment recommendations benefit you most?

Adjusting Your Personality-Based Prospecting Style

6 Steps to Adjusting Your Style:

1. Know the C.O.R.E. Personality Types 2. Know your own personality type 3. Be able to identify a couples individual personalities4. Know each of their:

--Strengths --Challenges --Your Strategies

5. Know how to weave the conversation 6. Know Personality-Based Closing Techniques for each prospect

The Importance of Personality- Based Prospecting to Couples

Opposites Attract

You may be only connecting with one person

You may be repelling the other person

You must connect with the couple

You must know their hot buttons

You must know how to avoid their cold buttons

Personality-Based Closing Techniques for each

Weaving the Couple’s Conversation

Using the ping-pong effect:• The ball is the conversation • Serve with a question • A prospect responds • Serve the next question to the non-responsive prospect • Close each prospect in their language

The Core Role:Challenges with being too much Alike

Commander & Commander:• battling for dominance

Organizer & Organizer:• caught up in details • alienating the spouse

Relater & Relater:

• caught up in the niceties • lack of closing

Energizer & Energizer:• battle for the conversation • lack of closing

Understand the 4 C.O.R.E. Personality Types Understand your own personality type Understand the 3 Personality-Based Prospecting Clues Understand how to adjust your own personality style Understand the Do’s & Don’ts Understand the Personality-Based Closing Techniques Practice Weaving the Conversation Understand the challenges of your core role

How to Master Personality-Based Prospecting

What questions do you have?

Daniel C. FinleyPresident and Co-founder

Advisor Solutions, Inc.

www.advisor-solutions.net