Situation: A highly educated financial advisor who had a good-sized network of high net worth contacts. The SPQ* Gold revealed a high yielder score of "56" and a telephobia score of "68" and a hyper pro score of "60". The high hyper pro score indicates an individual who spends energy on making sure that they are seen as above average. Image and credibility are important to them so therefore, they believe polish, sophistication are important. This individual already had a doctorate degree in the sciences. She felt that it was important to get a MBA in order to sell to her high net worth contacts. The yielder score is indicative of someone who is not assertive in getting commitments to action from their prospects. It is difficult for the yielder to ask for the business and close the sale.

Analysis: Even though someone has a list of high net worth contacts, doesn't mean they will contact them.