ABSTRACT
We gave the following quiz to a small sample of brokers and discovered some patterns that appeared prevalent among the successful. It became the “Broker’s Quiz.” We have some suggestions for interpretation after the quiz. Pick the response you feel is most accurate.
What do you do when angry?
talk to a friend
confront the situation
ventilate through sports
hold it in
Business dealings with the opposite sex are:
like any other investment
okay
challenging
much more difficult
keep me on edge
How does stress affect your body?
feel keyed up
headaches
muscle tension
fatigue
What do you do to maintain relationships?
communicate verbally
look at what others are feeling
talk about problems
hold back all negative feelings
How do you look at defeat?
learn and go right on
look at what others are feeling
talk about problems
hold back all negative feelings
What type of client is most likely to anger you?
no specific type
overly quiet
bad-mouthing type
argumentative type
What type of client do you work best with?
one interested in learning about the why of investments
a challenging one
one who seldom argues
a quiet one.
Who would you like to see control your client?
the client
the investment counselor
anyone who gets his attention
the spouse
From what you can tell, how do you affect people?
they become talkative
they ask too many questions
they become quiet
they often seem jealous
How do you feel about teaching?
enjoy it
only with certain types
okay if paid enough
no interest
How do you feel when things go well?
ready to invest more
the same as usual
ready for a turn-around
hold back on investing
How well do you recognize the moods of others?
very quickly
it varies
it takes quite a while
I don’t notice
What type of client is most difficult for you to work with?
those who seldom talk
those who question a lot
angry people
negative people
How much would your spouse say you like your work?
very much
some
a little
very little
How difficult is it for you to sell a stock that is significantly down?
not difficult
I feel discomfort
very difficult
I usually put it off
How often do you make changes in your investment approach?
often
some
seldom
very, very rarely
When a client bad-mouths you, how do you handle it?
try to get him to talk about it
challenge him
ignore him
yell at him
Someone threatens you with a lawsuit. What would you do?
contact my attorney
try to get him to talk about it
refuse to talk about it
have no idea
How much do you re-appraise your investment approach?
regularly
sometimes
not often
rarely
How many close friends would you say you have?
many
some
a few
not very many
How good are you at keeping up with the news?
never miss a day
very good
sporadic
only fair
How would your spouse say you handle feelings of anger?
talk them out nicely
get the other person talking
don’t often deal with them
hold them in and later explode.
How often do you seek the advice of others?
as needed
regularly
seldom
rarely
How well do you generally know what your clients want?
very explicitly
pretty well
somewhat
probably not well
How clearly do you know your client’s investment history?
very well
pretty well
somewhat
not well
