A Scientific Approach to Your Values

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I want to give you a scientific approach to your values, what I just shared which was a very, very subjective presentation.

I’m a values and behavioral analyst.

When we work with our clients, we produce a 52 page Values and Behaviors Report.

Now some of you may be saying, ‘Oh yeah, I’ve done one of those behaviors reports before — Myers-Briggs, Colby.

What we offer is unique in that we not only provide you with a Behaviors Report, but we also provide you with a Values Report.

Remember in the beginning of the presentation I said 10% of your success is how and what to do?

Behaviors are how and what to do. Values are why.

If you don’t understand what your values are, you’re going to have challenges with your behaviors going forward.

So, the graph that I’m showing you is a benchmark of the values of the most successful advisors that are in the business.

From left to right, the first Values Score that you’re looking at — the crimson or red one is Theoretical.

So, the higher the score, the more inclined the advisor is going to be interested in Knowledge, Information, Money, Life Insurance, etc

The next one, the yellow one, is Utilitarian – Capitalism, Return on Investment, What am I getting out of my time?

The next one is Esthetics – the purple one. Interested in Art, Architecture, Fashion, Nature and Design.

The next one, the green one — is Social.

The next one, the black one is Individualistic — Personal Power, Inner Strength.

And then the last one, the silver or grey one — is Traditional. How one follows the rules.

Now that benchmark, that score that you’re looking at again… these are the strongest Values Scores that I’ve observed of the strongest advisors in the business over the last 20 years.

The number one Value is Utilitarian – the yellow one. Again Capitalism – Return on Investment.

The next one is Theoretical, the red one. Knowledge and Information.

And the next one is Individual — Personal power, Inner strength

Now take a look at those Values Scores.

And now I’m going to switch to the next slide.

And in particular, notice the Social Value and the Individualistic Value side by side in comparison. Notice where the Social Value went and the Individualistic Value went.

The Social one went through the roof, and the Individualistic one fell down to nearly last.

The Personal Power, the Inner Strength of the person dropped away.

And yes, you are in the people business, but you are not in the approval and recognition business.

Again, your clients will not meet your needs of approval and recognition.