What makes “The Ask” so awkward and even counterproductive? 

FlexShares recently surveyed high-net-worth investors across the country to better understand what drives their decision to allocate assets to and among advisors. The results are in, and they provide some valuable insight. 

In this episode, Laura Gregg and David Partain talk with Beverly Flaxington, Human Behavior Coach, a three-time bestselling author, and Founder of The Collaborative. They discuss how advisors can better understand their clients motivations to build trust and better manage their experience. 

Beverly discusses: 

• Five unique client personas 
  
• How adapting your strategies by persona can result in getting more of their wallet
  
• The potential shortfall of the 80/20 rule 
  
• A common, mistaken assumption advisors make with clients 
  
• And more
  

Resources: 

•  FlexShares Exchange Traded Funds 
  
• Ep 19: Is the Video Call Here to Stay? Adapting as We Return to the Office – With Bev Flaxington
  

Connect With Beverly Flaxington:

• Linkedin: Beverly Flaxington 
  

Connect With Laura Gregg: 

• Email
  
• Laura Gregg’s Linkedin
  
  
  

Connect With David Partain: 

• Email
  
• David Partain’s Linkedin
  

About Our Guest:

For the last 17 years Beverly has worked as a corporate consultant. She is also an adjunct professor at Suffolk University currently teaching “Leadership and Social Responsibility”, a course which uses her trademarked change model. She has previously taught “Small Business Management”, “Organizational Behavior” and “Dealing with Difficult People”, a course she created for the University. Beverly is a Certified Hypnotist, Certified Hypnosis Trainer, Reiki Master Attunement Practitioner, Certified Professional Behavioral Analyst (CPBA) and Certified Professional Values Analyst (CPVA). She uses the DISC and PIAV tools frequently in her work with individuals and organizations. Bev holds a BSBA and an MBA from Suffolk University.

She is an expert in human behavior and change management, sales, marketing, stress management, hypnosis, time management, life and career change, teambuilding, communication and business building.

Beverly D. Flaxington is the author of 30 Days to Understanding Other People: A Daily Approach to Improving Your Relationships and Understanding Other People: The Five Secrets to Human Behavior, which won the gold award from Readers Favorite for best new book on relationships. She is also an author of four other books focused on creating change and improvement as a financial advisor.