It’s no secret that client connection is important and an essential part to any industry that is out there. However, this aspect is absolutely vital for financial advisors to hone and perfect. Our guest today, Dustin West, explains how you can utilize the Myers-Briggs system to build relationships with clients, close on sales, and much more.
About Dustin West: Before Dustin got in the financial services industry, he held a position at a corporate job that felt a little too comfortable. He then took a leap of faith and accepted a position at Accelerated Wealth, where his first office was located in a garage. There were many opportunities to quit along the way, but Dustin kept following his passion with the support of his wife Toni. The company has since flourished and Dustin led a company-wide education program on the Myers-Briggs inventory tool in order to connect on a deeper level with their prospects. Which is a big factor in the company’s explosive growth.
2:01 - How Dustin Got Into The Business
3:31 - Garage Days
5:19 - The Journey Into Myers-Briggs
9:41 - Implementing Myers-Briggs Within The Business
11:37 - Myers-Briggs In Layman's Terms
13:01 - Breaking Down The Preferences
18:02 - Outward Traits To Look For
20:40 - Continuation Of Explaining The Preferences
24:09 - Sales Process
26:09 - Examples Of Traits Found In Sales Process
29:15 - Covering Both Preference Types
33:00 - Have Other Financial Advisors Adopted This Method?
36:26 - Getting Started
38:42 - What Does The Partnership Look Like With FIG?
42:01 - Dustin’s Life Lesson