Effective communication is a foundational starting point in building a sound relationship with any person that you interact with. Further, the quality of the relationship with any person has a direct impact on the quality of decisions that get made. What happens when the communication is poor is that people start making decisions around each other because the trust has been diminished. Also, poor decisions can get made because the information has not been heard as intended. For instance, this will be the case for life and financial decisions made by couples and families, business decisions and also interactions between advisors and clients. Reflect on how you behave when someone communicates poorly with you. What is important to recognize is that our communication styles are driven by our natural behavioral styles.
Therefore, we naturally communicate based on who we are and how we see the world. Of course, how the other person hears the message depends on who they are. So often there is a gap that needs to be bridged between “what was said and what was heard”. One of the keys to success in any relationship is closing this gap by communicating with the other person on their terms and not your own. How the message is communicated becomes as important as the message itself. This is not always easy because when we are under pressure or out of our comfort zone, we will tend to revert back to our natural behavior. Based on each communication style then there are unique communication keys. Further, in presenting products and services or making key decisions the following unique needs must be recognized:
Life Need
Financial Approach
Risk Approach
Service Delivery Style
Meeting Conduct
Information Requirement
Requirement
Learning Style
An important new area of behavioral research relating to communication is a person’s learning style. i.e. whether a person is more Anchored (experiential) or Creative (new idea) driven, or whether the person is more left brained (logic and reasoning) or right brained (stories and feelings). This difference in behavior (not intellect) has a very significant impact on how people should be communicated with. For instance, a financial advisor presenting a new real estate fund or estate planning solution could be heard very differently depending on the client’s learning style. Further, it will impact the client’s perception of how risky the transaction is, regardless of the actual level of risk and that perception may have little to do with the client’s actual risk propensity or tolerance.
The Five Steps to Building Effective Communication The key steps for building effective communication can be summarized as follows:
Identify Your Communication Style – identify your natural “hard-wired” propensity to communicate so that you know how others should communicate with you and your natural starting point for communicating with others.
Discover the Communication Style of Others – identify how your spouse, partner, family and team members and your clients wish to be communicated with based on their natural behavior.
Build Communication Awareness – discuss with your spouse, partner, family and team members and your clients how you each wish to be communicated with, and appreciate the potential differences.
Adapt Your Communication – adopt the “Platinum Rule” of relationships by communicating on the other person’s terms, not on your own. If you have a business start tailoring all of your communications and information flows based on the Communication styles of your clients.
Self Coaching – before and after discussions with those you have interacted with refer to your and their Communication style to assess where there was positive energy in your communication and where the conversation was stressful.
Hugh is the President and Founder of DNA Behavior International, a leading international human behavior advisory firm. He has 22 years of unique and diverse financial and business advisory experience. Hugh has worked with financial advisors, professionals, and coaches from all over the world to provide client centric solutions. His educational programs and services are internationally recognized and centered on client discovery, business and personal development, practice management and improving human performance to increase ROI.
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