Ep 3: Using The Myers-Briggs System To Build Client Relationships With Dustin West

Advisor Development Show with Karl Hoover

May 5 2021 • 47 mins

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.

Key moments:

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

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