A recent study of successful people in the financial services industry by TTI International compared the values (priorities, passions) of two groups: one group made at least $250,000 but not more than $500,000, the other group made more than $500,000. Both groups had used the TriMetrix assessment, a validated tool that pinpoints behaviors, motivations, and skills.
Not surprisingly, both groups were high in Utilitarian and Individualistic values. However, the comparison between the two groups is instructive in other ways.
| Observations Gathered |
Group I
$250-500k |
Group II
$500k to $1m |
| Utilitarian above the mean |
80% |
81% |
| Individualistic above the mean |
80% |
67% |
| Social above the mean |
43% |
62% |
| Theoretical above the mean |
25% |
33% |
| Aesthetic above the mean |
23% |
24% |
| Traditional above the mean |
38% |
9% |
TTI founder Bill Bonnstetter interprets the results this way:
Twenty-two years ago people who were successful in the financial services industry were high Utilitarian and high Individualistic with Social slightly above the mean or close to the mean. Today we see the same thing. However, when we compare the two groups, we see several things:
- 80% of those making less than $500,000 had Individualistic above the mean, and 38% had Traditional above the mean.
- People with Individualistic and Traditional above the mean like to control. Also, they like to be opinionated. Wanting to control and share your opinion could keep you from making more than $500,000.
- Those making more than $500,000 had a high percentage with Social above the mean. They really do care about the financial success of their clients.
- Those making more than $500,000 had very low Traditional scores, only 9% above the mean. This added to their flexibility along with not having strong beliefs about a system for living.
How would you interpret these differences?
How do your values, passions, and priorities compare to these groups?
How would you coach someone using this information?
How would you use this information to help people plan their career?
What passions, priorities and values are held in common by top performers in your position, or in those you manage?
Contact Data Dome today at 404-814-0739 to set up your online values assessment account.
