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Additional to the behavioural archetypes, a set of scales have been developed to assist advisers in rapidly understanding how best to approach a conversation with a new client. These help advisers map how an individual may respond to particular advice and approaches. The scales provide polar opposites, however individuals usually sit somewhere between the options. These scales include:
Open ------------------------------------------ Skeptical
Willingness or ability to discuss their current financial situation. Also perception around financial advice in general.
Confident ----------------------------------------- Unsure
Confidence in their ability to discuss finances and make appropriate decisions.
Extrovert ---------------------------------------- Introvert
The way in which an individual behaves in conversation.
Self ---------------------------------------- Others
Priority for who should be in mind when making financial decisions. Who benefits from how finances are allocated.
Using the scales
- Open to Skeptical
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