The Importance of Behavioral Differences

Beverly Flaxington is a practice management consultant. She answers questions from advisors facing human resource issues. To submit yours, email us here.

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Dear readers,

A recent conversation with a highly successful advisor prompted me to write on the importance of understanding “behavioral style.” Behavioral style encompasses our preferences or tendencies to choose one approach over the other when it comes to different aspects of what we do each day. There are four styles: how we handle problems and challenges, how much energy we get from verbalizing and being around people, how we deal with steady pace and logical structure and what preference we have for data and quality control.

The advisor I was speaking with, to use an example, was trying to figure out how best to align his team of six people. He has a very strong COO and the two are closely aligned in their values and their view of the world. However, the COO is wired very differently. She has a preference to thinking things through and watching and waiting until she makes a final decision.

He just wants to decide and get on with it!