Practice management

Personalities can undermine your sales efforts unless you know how to turn personality conflicts into personality connections. “T.E.A.M. dynamics” is designed to help financial professionals understand their own — and others’ — core personality types.

The program includes a keynote speech and four workshops. In the keynote, the goal is for attendees to learn their personality types, how clients and prospects perceive them, and how to bridge the gap between their personalities and those of their clients.

The first workshop focuses on recognizing personality types through verbal and non-verbal cues. The second workshop presents critical sales modifications for each personality. The third workshop centers on successfully motivating and managing conflict with each personality. Finally, the fourth workshop is designed to help cultivate referrals using personality types.