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COMMUNICATING FINANCIAL
INFORMATION – HOW TO KNOCK
YOUR CLIENT’S SOCKS OFF
Geni Whitehouse, CPA.CITP, CSPMEvenanerd.com
September 5-6, 2019 | Boston, MA
Slide 2
People communicate differently.
PROPRIETARY AND CONFIDENTIAL PAGE 3Slide 3
DISC “Universal observable language of behavior”
The Universal Language DISC, Target Training International, LTD, 2004
Science of Communication
PROPRIETARY AND CONFIDENTIAL PAGE 4Slide 4
• Dominance – relating to control, power and assertiveness
• Influence – relating to social situations and communication
• Steadiness – relating to patience, persistence, and thoughtfulness
• Compliance – relating to structure and organization
Understand Behavioral Styles
PROPRIETARY AND CONFIDENTIAL PAGE 5Slide 5
D I
C SIntroverts
Extroverts
Recognizing styles
PROPRIETARY AND CONFIDENTIAL PAGE 6Slide 6
Recognizing styles
D I
C SPeopleTasks
Introvert
Extrovert
Results People
From Target Training International, Inc.
C
D
S
I
Handout
DISC – Observable Behavior Styles
@evenanerd
Dominance Influence ConscientiousSteadiness
High “D”
Typical Presentation required:➢ Quickly get to the bottom line
➢ You must appear credible
➢ Be concise and business like
➢ Difficult to switch, but once switched is loyal
➢ Solve problems fast and move on
High “I”
Typical Presentation required:➢ Spare the details, give plenty of follow-up
➢ Present new, innovative ideas
➢ Allow time for socializing
➢ Have fun, tell stories
➢ Eliminate detail, just hit the high points.
High “S”
Typical Presentation required:➢ Need lots of proof and statistics
➢ Take it slow and easy
➢ Earn their trust and friendship
➢ Use Facts & Figures, repeat visits, answer all their questions.
High “C”
Typical Presentation required:
➢Need lots of “Proof”, background & proven results
➢Needs time to absorb and digest facts
➢Use plenty of testimonials (from “C” style)
➢Don’t rush, be on point, and answer all their questions.
Expected Roles
Tony Stark Peter Quill Maria Hill Bruce Banner
DCEO
ISales/Mktg
SHR, Others
CAcctg
Tools for Styles?
@EvenaNerd
D I S C
SpotlightReporting
Financial data + Google Analytics.
Analyze marketing activities.
D I S C
Live plan
Financial tracking dashboard that lets you compare your current financials against your historical financials and your budget & forecast from LivePlan.
D I S C
Finagraph
D I S C
D I S C
PeerviewD I S C
PayPie
PeerViewData.com
D I S C
SCORECARD
D I S C
Profit Equation Planner by Mentor Plus
D I S C
Tailor Your Message for Different Audiences
