I’m Okay, You’re a Complete Mystery

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“Social capital” refers to your relationships with those with whom you live and work, which make all of us function effectively. Since you’re in the business of building and nurturing relationships, your social capital is one of your most valuable assets.

Think about your social capital. It includes your relationships with clients, COIs, colleagues, prospects, wholesalers, broker dealers, family, friends, and community. The delicate nuance of every relationship brings us immense joy as well as frustration, anger, disappointment, and confusion. If you consider the people in your life, you know who you can’t wait to speak to because they make you laugh and those who drain your energy and who you try to avoid. You shake your head at times and find yourself saying, “I just don’t get them. They make me crazy.”

Imagine if every relationship came with a user’s manual. You could learn about what makes them tick, how they prefer to make decisions, what motivates them, what hidden fears they have, how to communicate with them so they feel understood, how they might perceive your behaviors and how you could perceive their behaviors. Imagine receiving the key that unlocks this insight and gives you personal guidance to productively use your social capital.

I give my advisor clients this user manual (it’s called “Everything DiSC®”) and coach them on how to implement it to enhance their relationships, navigate through and/or avoid conflict, increase closing ratios, communicate more insightfully, improve referability and enhance personal and team productivity. An Everything DiSC® behavioral style assessment places you in one of four quadrants (D = Dominance, I = Influence, S = Steadiness, and C = Conscientiousness). The D style includes people who are fast paced, task focused, direct, firm, strong-willed, forceful and results oriented. The I style includes people who are fast paced, people focused, outgoing, enthusiastic, optimistic, high spirited and lively. The S style includes people who are slow paced, people focused, even tempered, accommodating, patient, humble, and tactful. The C style includes people who are slow paced, task focused, analytical, reserved, precise, private and systematic. Generally, people have a primary style that influences their behavior and some have a secondary style as well.