Skip navigation

This may explain a few things

or Register to post new content in the forum

20 RepliesJump to last post



  • Allowed HTML tags: <em> <strong> <blockquote> <br> <p>

Plain text

  • No HTML tags allowed.
  • Web page addresses and e-mail addresses turn into links automatically.
  • Lines and paragraphs break automatically.
Nov 1, 2005 11:21 pm

as to why we can't all agree on many things.  People need to realize that all humans don't process information in the same manner, think the same way or respond emotionally the same. Just because someone doesn't have the same sense of logic or approach to thinking as you doesn't make him or her wrong or you right.  I bring this up because it is important if you are going to be in the business of sales, as we are.  You need to be able to step back and analyize how your clients feel about things and be willing to accept that not everyone is a reflection of you.

Take these two tests it might be interesting for us to compare .....or not. If nothing else it might explain why we cannot have a rational argument/discussion.

I'll go first

Personality type

Your Type is
INTJ Introverted Intuitive Thinking Judging Strength of the preferences % 33 62 50 44

Political compass- Economic Left/Right: 5.75
Social Libertarian/Authoritarian: -0.56

I love it that Ayn Rand is INTJ and that my political compass puts me just slightly to the left of Milton Friedman.  Two of my favorite thinkers.

Nov 2, 2005 12:31 am

Who asked who cares. Jeeeeeeeeeeeez.

Nov 2, 2005 12:37 am

Your Type is


Extroverted     Sensing      Feeling     Perce iving

Strength of the preferences %

44     1    &nb sp;25     11

ESFP type description by D.Keirsey

ESFP type description by J. Butt

Qualitative analysis of your type formula

You are:

moderately expressed extrovert

slightly expressed sensing personality

moderately expressed feeling personality

slightly expressed perceiving personality

Nov 2, 2005 12:47 am

Your political compass

Economic Left/Right: 0.50

Social Libertarian/Authoritarian: -0.41

Nov 2, 2005 12:48 am

so what can we do with this?

Nov 2, 2005 2:45 am

Maybe some people think and react differently, but following a group of leaders who have no plan is pathetic. Ohh wait the plan for the libs.. 50,000 will die in March to Baghdad.  Iraq will not pass pre-constitution, constitution.. Social Security is fine (like Enron let it ride)..  Ruth Bader Ginsburg (ACLU queen) is much more qualified then Roberts or Alita.. Since we cant win the vote we want the courts to rule the day.. More social security for everyone.. We all voted for the war, but we dont want to finish the job.. We must support Cindy Sheehans and Joe Wilsons (liar says FBI & CIA) since is our base.. Let the UN & Saddam (after the fact) go uncontroled.. Don't put pressure on North Korea, Syria or Iran ("we need to be more sensitive to the terrorists")...

Finally and most important.. Stall everything and do your very best to never state a positions on any issues.

Maybe others could add more reasons to support these people.. 

Nov 2, 2005 3:32 pm

so what can we do with this?

I guess my point is that what we do in our careers as financial advisers and sales people is heavily dependent on psychology and the understanding that people will react differently to the same issues.  I imagine that we have all seen this when dealing with a husband and wife and in trying to convince them that a certain strategy or investment is right for them.  Each of them will have a different trigger or selling button to push.  I wanted to illustrate that we need to be aware that not everyone is like "us" "me" etc and that we need to adjust ourselves to the personalities that we are dealing with.  This test was kind of interesting and shows that even we advisers are different from each other in our own approaches and thinking patterns.

Years and years ago, I was in sales and we were taught that the same product would have different selling points and presentations depending on who we were talking to.   The product may be pitched on intrinsic beauty to one, on technical functionality to others or on economics to another.  Yet, it is the same product, but you need to know what is your customer's hot button.   The same can be said for investments.

That's it.  Just a fun test to see how different we are and that we can't be pigeon holed according to other people's stereotypes.

Nov 2, 2005 3:54 pm

Okay, but that is no big revelation.  I happen to think that our clients are a reflection of each of us.  If your approach is very technical, for example, you will attract people of a similar inclination. 

In Japan, our roles as personal advisors are mostly performed by women.  No surprise since women may be better equiped (wired) to connect with others. Japanese men, on the other hand, are mostly traders and analysts.

Anyway, thanks for the links, it was interesting. 

Nov 2, 2005 4:58 pm


I follow you step by step on this one. There is so much Psychology to what we do, and understanding peoples motives (I believe this is why it is so important to ask questions, instead of talk). I have always said, good brokers are crazy, because they have to appeal to so many different personalities.   

Skeedady is the 5th grader who is always saying "when am I ever going to use math in the real world??" And, abviously he does not care about the many clients he may be leaving on the table, by not appreciating the message you are trying to deliver. And I have no idea what Executivejock is talking about.

I think about the psycology often, and BL hit on a subject that should be developed more through out the industry. We have been product driven to the point where everything looks the same, and our prospecting methods are an exercise in futility. Great post BL - looking forward to taking the test.

Nov 2, 2005 6:47 pm

You’re right, I don’t loose much sleep over the fish that got away. In the real

world, you can’t ask them to take your personality test and you only have

one chance to make that connection.   

After the first serious discussion (not referring to social contact) your odds

of converting that prospect drop to 33%, and 10% after a second meeting.

I’m sure any one of us can name a few exceptions to this, but that is how it


At least I passed my 5th grade spelling test: PSYCHOLOGY AND OBVIOUSLY

Nov 2, 2005 6:57 pm

…uhhhhhhhh,…my keyboard sticks.

Nov 2, 2005 10:24 pm

Your Type is
ENTJ<?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />






Strength of the preferences %





ENTJ type description by D.Keirsey
ENTJ type description by J. Butt

Qualitative analysis of your type formula

 You are:

moderately expressed extrovert moderately expressed intuitive personality moderately expressed thinking personality distinctively expressed judging personality Your political compass Economic Left/Right: 2.38
Social Libertarian/Authoritarian: -1.33

<?:namespace prefix = v ns = "urn:schemas-microsoft-com:vml" />

Guardians, are the cornerstone of society, for they are the temperament given to serving and preserving our most important social institutions. Guardians have natural talent in managing goods and services--from supervision to maintenance and supply--and they use all their skills to keep things running smoothly in their families, communities, schools, churches, hospitals, and businesses.

Guardians can have a lot of fun with their friends, but they are quite serious about their duties and responsibilities. Guardians take pride in being dependable and trustworthy; if there's a job to be done, they can be counted on to put their shoulder to the wheel. Guardians also believe in law and order, and sometimes worry that respect for authority, even a fundamental sense of right and wrong, is being lost. Perhaps this is why Guardians honor customs and traditions so strongly--they are familiar patterns that help bring stability to our modern, fast-paced world.

Practical and down-to-earth, Guardians believe in following the rules and cooperating with others. They are not very comfortable winging it or blazing new trails; working steadily within the system is the Guardian way, for in the long run loyalty, discipline, and teamwork get the job done right. Guardians are meticulous about schedules and have a sharp eye for proper procedures. They are cautious about change, even though they know that change can be healthy for an institution. Better to go slowly, they say, and look before you leap.

Guardians make up as much as 40 to 45 percent of the population.

The Four types of Guardians are:

Supervisors (ESTJ) | Protectors (ISFJ) | Inspectors (ISTJ) | Providers (ESFJ)

Nov 2, 2005 10:26 pm

I don’t know how much value I put in any of the above info, given the silliness of some of the exam questions…

Nov 3, 2005 12:01 am

Thats it I am going to take the tests…

I think the key is finding their emotional attachment… Once they start crying you know you have them… Ohh wait that is some religious or Amway thing.

Nov 3, 2005 12:11 am
Your Type is
ENTJ Extroverted Intuitive Thinking Judging Strength of the preferences % 89 88 38 44

ENTJ type description by D.Keirsey
ENTJ type description by J. Butt

Qualitative analysis of your type formula

 You are:

very expressed extrovert
very expressed intuitive personality
moderately expressed thinking personality
moderately expressed judging personality
Nov 3, 2005 2:07 am
Your Type is
INTJ Introverted Intuitive Thinking Judging Strength of the preferences % 22 50 62 22
INTJ type description by D.Keirsey
INTJ type description by J. Butt and M.M. Heiss

Qualitative analysis of your type formula
 You are: slightly expressed introvert
moderately expressed intuitive personality
distinctively expressed thinking personality
slightly expressed judging personality
Nov 3, 2005 2:12 am
Famous INTJs:

Dan Aykroyd (The Blues Brothers)
Susan B. Anthony
Arthur Ashe, tennis champion
Augustus Caesar (Gaius Julius Caesar Octavianus)
Jane Austen (Pride and Prejudice)
William J. Bennett, "drug czar"
William F. Buckley, Jr.
Raymond Burr (Perry Mason, Ironsides)
Chevy Chase (Cornelius Crane) (Fletch)
Phil Donahue
Michael Dukakis, governor of Mass., 1988 U.S. Dem. pres. candidate
Greg Gumbel, television sportscaster
Hannibal, Carthaginian military leader
Veronica Hamel (Hill Street Blues)
Angela Lansbury (Murder, She Wrote)
Orel Leonard Hershiser, IV
Peter Jennings
Charles Everett Koop
Ivan Lendl
C. S. Lewis (The Chronicles of Narnia)
Joan Lunden
Edwin Moses, U.S. olympian (hurdles)
Martina Navratilova
Charles Rangel, U. S. Representative, D-N.Y.
Pernell Roberts (Bonanza)
Arnold Schwarzenegger, Governor of California
Josephine Tey (Elizabeth Mackintosh), mystery writer (Brat Farrar)
Rudy Giuliani, former New York City mayor
Donald Rumsfeld, US Secretary of Defense
General Colin Powell, US Secretary of State
Lance Armstrong
Richard Gere (Pretty Woman)
Katie Couric

U.S. Presidents: Chester A. Arthur Calvin Coolidge Thomas Jefferson John F. Kennedy James K. Polk Woodrow Wilson Fictional:

Cassius (Julius Caesar)
Mr. Darcy (Pride and Prejudice)
Gandalf the Grey (J. R. R. Tolkein's Middle Earth books)
Hannibal Lecter (Silence of the Lambs)
Professor Moriarty, Sherlock Holmes' nemesis
Ensign Ro (Star Trek--the Next Generation)
Rosencrantz and Guildenstern (Hamlet)
George Smiley, John le Carre's master spy
Clarice Starling (Silence of the Lambs)

Nov 3, 2005 2:26 am

I am much closer to Ghandi, Mandela, and The Dalai Lama than to George Bush.  I will take that every day of the week.


Economic Left/Right: -5.00
Social Libertarian/Authoritarian: -1.44 Authoritarian Left

Right International Chart A diverse professional team has assessed the words and actions of internationally known contemporary leaders to give you an idea of how they relate to each other on the political compass. We regret the present exclusion of some major leaders, especially in the developing world. This is due to our inability so far to contact independent experts.
Nov 3, 2005 3:36 am


After reading your personality type together with your previous posts, I’d say

that description is pretty much on the money, heh?   

Nov 3, 2005 3:18 pm

See I knew we could have fun.

In the real world, you can't ask them to take your personality test and you only have one chance to make that connection.   

Of course you can't , but the idea is to pay attention to the different reactions of your clients and understand the personality types so you can adjust your sales presentations to suit their types.  And you are right in that we do tend to attract clients who blend with ourselves.