Client Conversation Profile Introduction
There are two ways to go about assessing the personality styles of your clients. The first way is to simply administer a profile. Many have incorporated this profile into their practice and introduce it by telling their clients, "We like to make sure we are building a solid relationship with each client and we have found this personality profile to be very helpful in the process."
Some advisers, however, prefer to assess a client's personality using the following Client Conversation Profile. After consulting with your client, you can take two to three minutes to complete the profile and it will give you a strong indication of the personality type you are dealing with.
The Client Conversation Profile assesses patterns and habits of speech, as well as body language indicators. Once you've completed the profile with your clients, you will have a good idea of their leading, supporting and villain roles. The villain role is the personality that causes them the most tension. If their villain role matches your leading role, you will want to exercise extra caution when communicating with that client.
Once you've assessed your client's personality style, you can then refer back to the communication adjustments for that style.
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