The SORT Test^SM

These questions will lead you to a better understanding of the SORT Test^SM  and how it applies to your business or to you as an individual investor.  

 

Who Developed the SORT Test?

    Dr. Mary Anne Knolle                                             

Mary Anne Knolle, Ph.D. has four university degrees - two in communication and two in psychology.  Her bachelor in communication is from the University of North Texas, and her master is from the University of Texas at Austin.  Her master in psychology is from Houston Baptist University, and her Ph.D. is from the University for Integrative Learning.  Additionally, she and her physician husband have raised four children. 

She has been helping people reach their goals all of her professional life.  As a university professor and management consultant specializing in change management since 1976.  In 1989 she added a private practice in psychology.   This provides Dr. Knolle with a unique perspective as most management consultants do not have experience working with individuals and families to improve their personal as well as professional lives.  Most family psychologists are not change management consultants helping financial professionals and investors with their professional goals.  Her work as a Mediator provides an added dimension of experience to her professional training.

Dr. Knolle, referenced in Marquis Who’s Who in the World (1995), is a member of Rotary International.

 

How is Dr. Knolle unique?

 

Typically, management consultants do not have experience working with individuals and families to improve their personal life.  And/or family psychologists are not management consultants.  And/or Coping Strengths and Risk Tolerance Consultants.  She is also a mediator.

She has a commitment to Lifetime Learning.  About every 8 years she gets another degree.  Her three graduate degrees have given her varied and updated tools to work with her clients.  But it is the combination of working with (1) families in private practice, (2) employees and management in management consulting, and (3) investors in consulting about coping strengths and risk tolerance that gives her expertise to work with each of us as a whole person with goals in all of these areas of our lives.

Why is it named The SORT (Scientific Ordering of Risk Tolerance) Test©?

 

 

 

“Ordering of risk tolerance” refers to the fact that each of the four coping strength sets requires (orders) a specific kind of risk tolerance to accomplish its goal.  The coping strength set of traits for the Developer requires medium risk to reach its goals.  The coping strength set of traits for the Achiever requires high risk.  The coping strength set of traits for the Controller requires low risk.  The coping strength set of traits for the Facillitator reaches its goals when it is sure that a balance exisits between other three coping strength sets.

 

"Ordering of risk tolerance" refers to the fact that each of the four coping strength sets requires (orders) a specific kind of risk tolerance to accomplish its goal. 

Coping Strength Preference	Kind of Risk Tolerance It Orders
Achiever	High
Developer	Medium
Controller	Low
Facilitator	Balanced/What Risk Others Select

The SORT Test^SM Chart:  WHAT EACH COPING STRENGTH SET PREFERS AND WHY chart shows each coping strength set stated in business and/or investment terms.

Here is what someone with each coping strength set is likely to say:

Coping Strength Preference
I like being an Achiever	"I realize I have to take higher risks to get higher returns and I'll  do that. When I do, I want 100% of the credit - along with the money."
I am a Developer	"I do want the best. I am willing to take a medium amount of risk to get quality."
I am comfortable         being a Controller	I'm going to play this safe.  It's low risk that works for me.  That's where I am comfortable."
I like being a Facilitator	I look for balance between the other three coping strength sets.  I am happy when others are happy.

 

Why did Dr. Knolle develop The SORT Test©?

 

People always need to know what kind of risk they are taking -- no matter what they do.  In 1977 when Dr. Knolle developed the first form of the SORT Test^SM , she was working as a Change Management Consultant.  Change can be scary.  Dr. Knolle needed to know how risk-tolerant employees and their management were to the changes that client companies were considering.   The  SORT Test^SM  provided the information that was necessary to design an effective change management structure to fit the employees risk tolerance.

 

The original  SORT Test© was used to help corporations understand how a person can select one of four coping strength sets (Developer, Achiever, Controller, and Facillitator) completely different one from another with completely different risk tolerances to accomplish the same goal.  To understand each and honor its differences allows a corporation to become more comfortable with its managers and employees selecting different coping strength sets to accomplish corporate goals. 

 

In 1989 when she added a private practice in psychology she adapted it for use with individuals, couples, families and in group counseling.

 

To reach new goals we have to tolerate risk – whether we are a corporation, an individual, a couple, a family – or a family with investment goals. 

 

Two questions we need the answers to are, “What set of coping strengths work best for me to reach this goal?” and “What kind of risk does using these strengths require me to take?”

 

How does The SORT Test© help us to reach our goals?

 

The SORT Test© (1) identifies which set coping strengths a person most prefers to reach a goal and (2) identifies the kind of risk tolerance a person with this set of coping strengths requires to accomplish its goals.

 

Although each of us has a set of coping strengths that we most prefer to reach our goals, usually  we are not well enough aware of them to articulate them clearly and completely.   The SORT Test© does this for us.

 

To see these four sets of coping strengths, Click “The SORT Test© Coping Strengths Chart:  What Each Coping Strength Set Prefers and Why.”  Each of the four sets of coping strengths sets determines the kind of risk tolerance it needs to meet its goals.

 

Your answers to The SORT Test© identifies which one you most prefer – and how you rank the other three. 

 

 

Why has Dr. Knolle revised The SORT Test© for CFPs

to use in planning and revising a client’s investment stategy?

 

Since 1977 and 1995 versions of The SORT Test© have made it easy for people in business and in their personal lives to (1) identify which set of coping strengths they prefer and (2) the kind of risk tolerance that each set of coping strengths require.  Looking at his/her test results a person says, “Oh yeah.  That’s me.”

 

Using The SORT Test© to help your clients select investments in line with their coping strength sets and resultant kinds of risk tolerance is a logical next application of those began in 1977.  Here is what someone with each coping strength set is likely to say.

 

 “I am a Developer.  I do want the best.  I am willing to take a medium amount of risk to get quality.”

 

“I like being an Achiever.  I realize I have to take higher risks to get higher returns, and I’ll do that.  When I do I want 100% of the credit – along with the money.”

 

“I am comfortable being a Controller.  I’m going to play this safe.  It’s low risk that works for me.  That’s where I’m comfortable.”

 

“I look for a balance between the other three coping strength sets.  I like being a Facilitator.  I’m happy when others are happy.”

 

Click to “The SORT Test© Coping Strength Sets for Profit Properties.”  This chart shows each coping strength set stated in business and/or investment terms. 

 

In this family business case study you get to see how each set of coping strengths states his/her needs, values and goals – in the word choices each selects.  Click to “Let’s Meet the Profit Properties, Inc. Family.”

How has the SORT test been revised for investors?

So that CFP's and their clients will have the same understanding of their risk tolerance!

Just like clients in the management-consulting field, and clients in the family practice, individual investors need the understanding of what their risk tolerance is so that they can work toward realizing their goals.

Now Financial Planners and their investment clients can have the same understanding of what their client's risk tolerance is. 

When both the Financial Planner and investor take the SORT Test and have access to the their test scores, then both parties understand what coping strengths operate in the investing relationship. 

How does The SORT Test give an investor and a CFP the same understanding of High, Medium, and Low Risk?

There are four sets of coping strengths that an investor prefers

The SORT Test^SM tells you which of these four sets of coping strengths an investor prefers.  Each set of coping strengths has its own kind of risk tolerance.   

Coping Strength Preference                        Kind of Risk Tolerance It Has

Achiever                                                      High
Developer                                                    Medium
Controller                                                    Low
Facilitator                                                    Balanced/What Risk Others Select

Why does a financial services client have specific coping strength preferences?

Because it has worked for them!

Right now it doesn't matter why it worked - but it did.  When they simply had to reach a goal this is the coping strength they went for...depended on...and it worked.  They trust it and they keep going back to it. 

To take the SORT Test^SM and to talk with you about it reminds them of where they have succeeded in their life.  And you can help them remember.  You can say, "Is that how you got to be so successful? I have wondered how you did it.  I would like to know more about that.  Tell me more."  Now you will get the life story on how your client became successful.  That's how you get to know what motivates your client.  We are all the heroes of our own life drama.  We love to tell.  It is just that nobody asks.  Well you just did. 

This is the beginning of the clients relationship with you.  They are telling you how they go to be a star.  Everyone wants to do that.  It is good for us all to review our successes.  Doing this is a great way for you and your client to learn to care about each other. 

You tell him that you are so glad that he told you.  "I see as my job to make you even more successful.  You are the Star and I am the coach.  Together we can take you where you want to go now.  The goals I ask you to set are just "where you want to go now" thoughts.  And when do you want to get there. We get to do that together.  Think how we will enjoy doing it together."

Based on this information, I began my now lifelong goal of understanding How to Manage Your Life to Get What You Value^?  , which became a seminar I gave to others and which I still give today.   And use in private practice.  I have refined it over the years and continue to hone it with the help of lots of people. 

How do an investor and a Certified Financial Planner find out what an investor's risk tolerance is now?

On the investor New Account Forms, the investor check either "High, Medium, or Low" to indicate the level of risk they they feel they can tolerate when investing their money.    However; the words:    High, Medium, and Low have different meanings to different people.  

Both the investor and the Certified Financial Planner (CFP) need a more complete understanding of what "High, Medium, and Low" risk means to each of them.  The SORT Test^SM gives both the CFP and the investor the same understanding as you both look at the investor's test scores. 

 
How does the SORT TEST^SM  help the investor and Financial Planner to select investments that fit the investors' risk tolerance?

 

The investor’s answers to the SORT Test^SM  identify which kind of risk s/he most prefers and how s/he ranks the other three. No other test gives coping strengths/risk tolerances and ranks them.

_____________________________________________________________________________

Example 1

 

 

 

 

                                               

*An investor/planner is advised, but not required, to select investments with these percentages.

____________________________________________________________________________

Example2

 

 

*An investor/planner is advised, but not required, to select investments with these percentages.

_____________________________________________________________________________

 

 

My spouse and I make investment decisions together.  Do we average our test scores?

 

Yes.  Then make whatever revisions seem like a good idea.  Let’s assume that Example 1 is your Coping Strengths Set and Example 2 is your spouse’s. 

_____________________________________________________________________________

Average of Example 1 and Example 2

 

Coping Strength	Kind of Risk Tolerance it Orders	Rank	% of Points Received on the SORT TestSM	% of Portfolio for This Kind of Risk Tolerance
Achiever	High	2	25%	25%
Developer	Medium	1	30%	30%
Controller	Low	1	30%	30%
Facillitator	Balanced	3	15%	15%

 

*An investor/planner is advised, but not required,  to select investments with these percentages.

_____________________________________________________________________________

How does the SORT Test^SM  help the investor and CFP select investments that fit the investors tolerance for risk?

 

The investor’s answers to The SORT Test^SM  identifies which kind of risk s/he most prefers  and how s/he ranks the other three.

_____________________________________________________________________________

Example 1

 

 

 

 

                                               

*An investor/planner is advised, but not required, to select investments with these percentages.

____________________________________________________________________________

Example2

 

 

*An investor/planner is advised, but not required,  to select investments with these percentages.

 

 

 

 

Does the SORT Test^SM  help us in normal every day conditions or only when we are stressed?

 

Both.  The SORT Test^SM  has the same number of questions for Normal Conditions as it does for Stressed Conditions.

 

 

 

Does our score on the SORT Test^SM  change when we go

from Normal Conditions to Stress Conditions?

 

For some of us it does change.  For others of us it does not. 

 

IMPORTANT:  It can be a real advantage if our test results do change when we move back and forth between Normal Conditions and Stress Conditions.  Why?  Sometimes we are not aware when we are changing our responses from Normal Conditions responses to Stress Conditions responses.  If The SORT Test^SM  score changes when we go from Normal Conditions to Stress Conditions we can refer back to our score and ask ourselves, “Are my responses those of my coping strengths (1) under Normal Conditions or (2) under Stress Conditions?”  And find out.

 

 

 

 

What causes us to go from Normal Conditions to Stress Conditions – A Bear Market?

 

Perhaps, but not necessarily.  One set of coping strengths The Achiever can prefer a Bear Market – it’s a great chance to buy.  

 

THE BAD NEWS:  Everyone is different.  What causes one us to go from Normal Conditions to Stress Conditions and back to Normal Conditions probably won’t do that to someone else…Life is complicated.  We each have many potential sources of stress.

 

THE GOOD NEWS:  Regardless of the causes of each person’s stress s/he can find out WHEN s/he is stressed – by looking again at each of our SORT Test© results for Normal Conditions and Stress Conditions.

 

Why is it important for a CFP and a client to know

when the client is in Stress Conditions?

 

Because in Stress Conditions the client might panic and want to change investments.  The biggest losses can come when a client is tempted to Panic-and-Sell (is in Stress Conditions).

 

I perform a lot of roles other than being a client. 

Are my SORT Test? coping strengths as a client the same as for my other roles?

 

Probably not. 

 

IMPORTANT:   Sometimes there is a shift in a person’s SORT Test? score for the different roles s/he plays  because different coping strengths work better with different roles. 

 

As an investor our role goal is:	To have the amount of money we need at the time that we need it to reach our financial goals                                                                             with the kind of risk we can tolerate.
As a parent our role goal is:	To manage a family so that each person is loved and has a climate to develop her fullest                                                                                                                    potential.  And to work ourselves out of a job!
As a spouse our goal is:	To help them in declining years while preserving their dignity give and receive love and ring in our primary relationship.  To take care of each other.
As a child to aging parents our goal is:	To help them in declining years while preserving their dignity
As a CEO our goal is:	To direct a framework in which the organization provides a superior/the best product or service at a profit (unless this is a nonprofit where profit is not a goal.
As a manager/professional our goal is:	To carry out our responsibilities to help the organization achieve its goals.

 

Different roles have different goals.  We may select different coping strategy sets  and, therefore, different kinds of risk. 

 

After I use my SORT Test results as I plan/revise my investments can I invite my Estate Planning Attorney into this process?

 

  

 

Of course an investor can do investment planning without working with a CFP and Estate Planning Attorney.  If you don’t want to work with a CFP and/or Estate Planning Attorney, just skip this step and move to  How Each SORT Test? Coping Strength Profile Helps to Plan a Good Investment Strategy.?

 

However, if you do want to add a CFP or Estate Planning Attorney or both to the investment planning process you can.

 

How an Investor Enters This Process

 

1.  Dr. Mary Anne Knolle is a psychologist who does life planning with clients. When her client sets life goals, she discusses the importance of funding them in a systematic way.  If an investor does not have a CFP, she suggests that the investor select one. Also she suggests that when the investor is ready, they have an Estate Planning Attorney write a will and set up a living trust.

 

2.  One of Dr. Knolle?s clients recommends her to a friend.

 

3.  A CFP recommends a client to Dr. Knolle.

 

4.  An Estate Attorney recommends a client to Dr. Knolle.

 

 

The Process Goal:

A Client CompletesThe SORT Test? as a Tool

To Design or Revise His Investment Portfolio*

 

1.  Free initial one hour consultation with Dr. Knolle.  Often a CFP's or Estate Planning Attorney's client prefers to meet Dr. Knolle for the first time in his CFP's or Attorney's office or conference room. Dr. Knolle continues to meet the client at his CFP's or Attorney's conference room ? or wherever is most convenient for the client.  All members of the Investment Team (typically a single investor or a couple investor) meet with Dr. Knolle.  They may invite their CFP, Attorney or anyone else that they wish to invite.   Dr. Knolle explains this process.  If Investment Team members decide to use this process to assist them in designing or revising their investment portfolio with an understanding of what their SORT Test? results are, then they proceed to 2.

 

NOTE:  If an investor-client is married, both the husband and the wife need to attend this meeting. 

 

Investment Team members can schedule additional hours.

 

Selecting or revising an investment portfolio knowing each Investment Team member's SORT Test? results typically increases a Team member's peace of mind about whatever selection or revision is made.  This peace of mind helps him to concentrate better on his business. 

 

2.  Each member of the Investment Team (everyone who will take part in selecting or revising the investment portfolio) takes the SORT Tests?.  Each person takes the test in the role of an investor.   

 

3.  Dr. Knolle meets with each member of the Investment Team individually.  In this meeting we discuss the client's Dominant, Back-Up and Subordinate SORT Test? results - both in Normal Conditions and in  Stressed Conditions.  This is important because it helps the client understand more about why he/she may be tempted to revise their portfolio when they feel stressed; and  Counter-Productive Uses of The SORT Test? results.  The client identifies which  of these uses is likely to influence them in their role of an investor.

 

4.  All members of the Investment Team attend a meeting with Dr. Knolle.  Investment Team members can invite the CFP and the Estate Planning Attorney.  Together they review the following:  A.  3.A. and B. of all Investment Team members.  It is best for all members to be present.  Dr. Knolle introduces other personality strength and life planning tools which members of the Investment Team might wish to consider as the investment process matures (4.B.1.-3.).  This is optional.  Any Investment Team member can invite anyone to their meetings with Dr. Knolle.

 

          1.  How to Manager Your Life to Get What You Value? - Each Investment

               Team member learns more about what he values.  Then he makes choices

               about the path of his life - and how he will fund those choices. 

 

          2.  How to De-Stress Yourself:  If You Can?t Take the Heat Turn Down the Fire?

               - 35 specific tests to identify and clarify sources of stress in a client's life. 

               And his custom-designed Stress Strategy Plan (SSP)? to fit the Investment

               Team member's Individual Stress Assessment (ISA)?.

 

5.  Dr. Knolle suggests - but does not require - all Investment Team members to participate in the three programs in 4B above.   Even if no Investment Team member participates in any these programs, the SORT Test? is highly recommended. 

 

6.  For additional information, contact Dr. Knolle at maknolle@hotmail.com

 

 

*Internet clients can work out this process with an internet system of communications that everyone approves.

I have two SORT Test^SM  Coping Strength Sets that are almost tied for 1^st place. 

How Do I plan investments using both coping strength sets?

 

How two SORT Test^SM  Coping Strength Sets Work Together to Plan Investment Strategy

 

 

As you look at this, refer to the SORT Test^SM  CHART:  WHAT EACH COPING STRENGTH SET PREFERS AND WHY .

 

1.  Maybe your client has 2 Sets of Coping Strength Sets that are vying for the 1^st preference (Dominant) position.  This shows how they can work together.

 

2. This is also one example of how your Dominant (1^st preference) and Back-up Coping Strengths (2^nd, 3^rd and 4^th preference) can work together to create investment advantages.   You may see others now.  As you use your Coping Strength Sets you will discover more.

 

REMEMBER:  It will be easier to develop a balanced diversified portfolio the more that you get in touch with which kinds of investments your  2^nd, 3^rd and 4^th preference Coping Strength Sets would naturally gravitate toward selecting.  Which are these Coping Strength Sets for you?

 

Have fun with this.

 

Coping Strength Combinations        Advantages They Create Together

 

 

 

 

 

 

 

 

 

Do you have some way to reconsider before we Panic-and-Sell?

The Four Coping Strength Sets Help you Deal with Difficult People                                                                                                                                   Find out how you can deal with:                                                                      A.  Hostile Aggressives:  Sherman Tanks, Snipers, and Exploders         .         B.  Complainers                                                                                                                        C.  Super Agreeables                                                                                                                  D.  Wet Blanket                                                                                                                                                                                                                                                           E.  Bulldozers                                                                                                                       .      F.  Balloons                                                                                                                                                   G.  Stallers

 

How I Can Make Personal Mistakes and Create Stress     When we use a Strength Set to excess we turn a Productive Use of Strength into a Counter-Productive Use of Strength.   When any of us uses a coping strength to excess we can  (1) make personal mistakes and (2) create stress for ourselves and for others.    This set of materials will show us how excessive use of coping strength sets can cause us problems alone, with a partner, or with a group.

Featured Product:   How Can My Coping Strength Cause Stress Check your Productive Uses of Strengths. Productive Uses of Strengths used to excess can become Counter-Productive Uses of Strengths (weaknesses) and can cause personal mistakes and stress.

 

 

 

 

 

Does The SORT Test© help us in normal every day conditions  or when we are stressed?

 

Both.  The SORT Test© has the same number of questions for Normal Conditions as it does for Stressed Conditions.

 

 

Does our score on The Sort Test© change when we go

from Normal Conditions to Stress Conditions?

 

For some of us it does change.  For others of us it does not.  We may change our (1) choice of coping strengths and/or (2) kind of risk tolerance when we go from Normal Conditions to Stress Conditions – and then back to Normal Conditions. 

 

Since the test measures how we are under both conditions we just look at the test results to find out if we are under Stress Conditions – and didn’t realize it.

 

IMPORTANT:  It can be a real advantage if our test results do change when we move back and forth between Normal Conditions and Stress Conditions.  Why?  Sometimes we are not aware of when we are changing our responses from Normal Conditions responses to Stress Conditions responses.  If The SORT Test© score changes when we go from Normal Conditions to Stress Conditions we can refer back to our score and ask ourselves, “Are my responses those of my coping strengths (1) under Normal Conditions or (2) under Stress Conditions?”  And find out.

 

 

 

Can I over-use a Coping Strength Set and by doing so

make investment mistakes?

 

Sure.  Anyone can do that.  Happens all the time.  But it doesn?t have to.

 

Learn "How to Identify Coping Strength Excesses to Avoid Investment Mistakes."

 

The SORT Test^SM  tells us when we go from Normal Conditions to Stress Conditions.

 

How Excessive Use of Coping Strength Sets Can Create Stress   When we use a strength set to excess we turn a productive use of strength into a counter-productive use.  When any of us uses a coping strength to excess we can create stress for ourselves and for others.  Using the materials in Personal Mistakes , you have seen how the use of each coping strength can create stress.  Now learn how about the interaction with others and how stress can be created when you are alone, with another, or with a group.  The following materials will help you use each Coping Strength Set to Relieve Stress.  Included are:   "How I Relieve Stress When I am the Only One Here" You and Me and Stress Make Three..And How We Make It Two Again Stress Relief is All in the Family

 

 

I perform a lot of roles other than being an investor. 

Are my SORT Test© coping strengths as an investor the same as for my other roles?

Different roles have different goals.  We may select different coping strategy sets – and, therefore, different kinds of risk.  You can take a different form of the SORT Test© – as you think of yourself in another chosen role (not as an investor).

SORT Test© (Scientific Ordering of Risk Tolerance) Form Tests for Each of Our Roles.  Your SORT identifies your coping strengths set which is the strategy that you use to solve problems.  With The SORT Test© you also learn what kind of risk you are willing to take to change to reach your goals and how to work well with all 4 SORT coping strength sets.  You will learn to solve conflicts and to appeal to their needs and values, to listen for a person's SORT coping strength set and risk tolerance level and then talk to them using words that appeal to their SORT language. 

IMPORTANT:   Sometimes a person’s SORT score is different for the different roles s/he plays – because different coping strengths work better with different roles.

A.  As an investor our role goal is:  To reach the amount of money we need to reach our financial with the kind of risk we can tolerate.

B.  As a parent our role goal is:  To manage a family so that each person is loved and has a climate to develop his/her fullest potential.

C.  As a spouse our goal is:  To give and receive love and caring in a primary relationship.

D.  As a child to aging parents our goal is:   To help them in declining years while preserving their dignity.

E.  As a CEO our goal is:   To direct a framework in which the corporation provides a superior/the best product or service at a profit.

F.  As a manager, professional and/or employee our goal is:  To carry out our responsibilities to help the organization achieve its goals.

There are also different tests that will help you define and differentiate your goals.

1. Personality Strength Assessment (PSA)© for Strategic Planning.  A selection of personality tests which identifies 31 personality strengths.  She suggests how they can interact to maximize the best actualization of each person’s innate potential.

 

2.  Create More Success (CMS)©.  A comprehensive system to help you become all you can be in both your personal life and your career – and find happiness in that process.

3.  How to De-Stress Yourself Tests:  If You Can’t Take the Heat, Why Don’t You Turn Down the Fire©?  35 industry-tested and family counseling-tested stress inventories to make you more aware of what stresses you – and more tools to ask, “What might be stressing others?”

4.  How to Manage Your Life to Get What You Value©.  We get meaning in life by setting goals based on our needs, wants and values and reaching them.  If we don’t know where we’re going how will we get there?  This is an 8 step process to plan your work and work your plan.   

 

Can I fill out The SORT Test© from this website?

Yes.   Click here.