The Four People Styles

You are likely misunderstanding 75% of the people you meet.

I recently heard this in a workshop I attended.

It’s a startling statistic from the Bolton & Bolton social style model: 75% of the population is different from you.

They think differently. They handle emotions differently. They view time and money through a completely different lens.

So, how do you get your point across when three out of four people are speaking a different "language"?

We often fall into the Halo Bias—the tendency to like and trust people simply because they share a single trait with us. It’s comfortable. It feels like chemistry.

But as a non-commissioned advisor at Syfe, "comfortable" isn't enough. My job isn't just to manage portfolios; it's to communicate value to everyone, not just the people who think like me.

The Bolton model outlines four people styles. None are better or worse, but they have unique strengths and blind spots:

1.  Analyticals need data and process.

2.  Drivers need results and efficiency.

3.  Amiables need trust and security.

4.  Expressives need the big picture and vision.

If I pitch a bold, visionary strategy to an Analytical client without the spreadsheet to back it up, I haven't just failed to close a deal; I’ve failed to serve them, much less add any value.

If I give a 40-page report to a Driver who just wants the bottom line, I’m wasting their time.

True advisory value has to be flexible.

Communicating value doesn't mean changing what I say (the math remains the same). It means changing how I say it.

  - To the Driver, value is: "Here is how we get you to your exit number efficiently."

  - To the Amiable, value is: "Here is how we ensure your family is safe no matter what the market does."

We have to stop expecting clients to learn our language, and start learning theirs.

When you can bridge that gap, you don't just find common ground. You build a foundation.