The Client-centred Blog

What is the highest value your clients can get from you?

A few years ago, I attended a conference in Oslo and one of my memories is of Dr. Aaron Turner making a particularly powerful point.

Aaron shared a story about a time he was holidaying in Hawaii with his family. They were spending some time on the beach and he was standing in the sea enjoying the warm water.

Even though the water was only knee deep he said he remembered a little voice in his head telling him, “You should get out now”.

But he ignored it.

A few moments later he was completely swept off his feet by a powerful rip tide and quickly began to be carried away from the beach.

He tried to swim back but the current was far too strong.

Fortunately, he was seen and brought safely back to shore.

The point he was making was that we always have this inner voice or inner intelligence to guide us and yet, as he did on that occasion, you can choose to ignore it.

I was reflecting on my own life because it is not just situations that concern our personal safety we get insights about.

As we entered the early 2000’s I had built up a thriving advisory practice and yet my inner voice was urging me to take a different direction.

Even though the thoughts were persistent I was initially not willing to trust them. There seemed to be a lot at stake and yet, as so often is the case, life finds a way of waking you up.

Around this time I had got interested in meditation and found a teacher who taught me Transcendental Meditation, which involves meditating twice day.

Six months after I began my twice daily meditation, I had made arrangements to sell my practice and become a full-time coach.

Looking back, I believe the meditation allowed my mind to quieten down enough to stop over-riding my inner voice and follow my heart.

On many occasions the challenges that my coaching clients bring to our sessions are not the real issue at all. As we dig deeper, they often discover that they have been over-riding their inner voice too.

Sometimes the reason we push it away is that it means confronting something that may be uncomfortable. But not always.

Whatever transpires it is always what was meant to happen.

Helping your clients get clarity

As a financial planner, you too can be a catalyst in helping your clients listen to their inner voice. And it is useful to remember that just one thought can change a life.

The highest value your clients will get from you will not be the crunching of the numbers, the products you put in place or the investment return they get.

These things are simply the means to an end, not the end itself.

What takes a service from transactional to transformational for your clients is them experiencing the powerful, reassuring clarity of connecting with what matters most to them and knowing what they are planning for is truly meaningful.

Never under-estimate just how valuable this is and what a game-changer it can be – for you and your clients.

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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