The Client-centred Blog

Getting new clients – the only obstacle

It seems that the process of acquiring clients is the number one challenge for many advisers (and most other professional services businesses too).

Why is it such a challenge?

It is not for the reasons that most people think.

I was working with a client who was based in South London and he told me it was difficult to find new clients.

So, I asked him if we could do a little experiment.

We drew a circle around his office with a radius of 10 miles (on a map, of course, not literally) and I asked him how many people he thought lived inside the circle?

He said, “About 7 million!”

As he said that the film ‘Crocodile Dundee’ popped into my mind and particularly the moment he arrived in New York.

Richard Mason says, “New York City, Mr. Dundee. Home to seven million people.”

And Dundee says, “That’s incredible. Imagine seven million people all wanting to live together. Yeah, New York must be the friendliest place on Earth.”

Yet when we see the world as ‘difficult’ it does not look like this. It looks hostile rather than friendly.

The next question I asked was, “So, why do you find it difficult to find clients with so many people on your doorstep?”

At this point I saw him begin to doubt his thinking.

Hmmmm, if there are so many people then how come I am finding it so difficult?

It always comes back to the same thing in the end.

In a state of mind that is tinged with fear, insecurity, guilt, embarrassment, discouragement, we ‘close up’. We become bereft of ideas and our creativity seems to disappear.

Without the understanding of our thought/feeling system it is so easy to mistake our feelings as information about our circumstances.

The universe is on your side

Over one hundred years ago, beginning with Max Planck, scientists began to explore the quantum world; the world below the size of the atom.

There are still many unanswered questions but what we are beginning to understand is that instead of the universe just consisting of separate objects (including us), it is one giant interconnected field.

You are already connected to what you want. You are no less a part of the interconnected field that anything else or anyone else.

Gregg Braden, in his book ‘The Divine Matrix’ explores this deeply and writes:

Our connectedness gives us the power to stack the deck in our favour when it comes to the way our lives turn out. In everything from searching for romance and healing our loved ones to the fulfilment of our deepest aspirations, we are an integral part of all we experience each day.”

The ego creates the illusion of separation. It turns our attention inwards, creating feelings of insecurity, and makes it all about our own perceived needs.

This is not a useful energy to operate from.

It makes anything we do feel like walking through thick, cloying mud because we are lost in our thinking rather than fully available to what is right in front of us.

Mastering the process of getting clients is, first and foremost, a process of waking up.

You wake up to the fact that all those obstacles (such as it is difficult to find new clients) were just thoughts that you thought were real. As soon as we stop believing them they have no power whatsoever.

John Dashfield

John Dashfield spent 14 years as a self-employed adviser. Since 2006 he has been a coach, mentor and author helping advisers create transformations in their business and personal lives.


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