The Client-centred Blog
Welcome to The Client Centred Blog; Free content that shares a fresh approach to thriving as a financial professional in a rapidly changing environment.
This blog has its foundation in a new understanding of the human mind that gives you the ultimate platform for creating better results, thriving under any circumstances and living the life you want.
I invite you to explore the materials, reflect upon how it relates to you and your business and enjoy the benefits.
The two styles of selling and why one of them is toxic
Although you could fill a small library with books on selling it seems to me that there are two distinct styles. You could call these pushing and pulling and here is how they contrast. Pushing is based upon trying to persuade, convince or entice someone into buying a product or service. It often involves ‘pitching’…
Who are the advisers of the future?
Going back to when I became a self-employed financial adviser in 1991 it was a sales role. I had my one week of training and then was expected to go out and make money immediately. This is why the attrition rate was so appallingly low. Oh, how things have changed! With increased regulation and professional…
When is my client ready for deeper conversations?
A question that comes up from time to time from advisers is ‘When is my client ready for deeper conversations?’ A typical scenario is that the adviser has a transactional relationship with a client and wants to shift to a financial planning relationship. This question arises because there is a concern within the adviser about…
10 books to nourish your spirit
How do you get the best from yourself without burning out?
Organisations are beginning to realise that to get the best from their people a far more rounded approach is required. This is evidenced through articles such as ‘The Making of a corporate athlete’ in ‘The Harvard Business Review’ and ‘Increasing the meaning quotient of work’ by McKinsey.
Getting the impossible things done
Do you want to get things done? By this I do not mean your day-to-day routine work. I mean projects that are significant accomplishments in your life. What is on your ‘impossible’ list? *Writing the book you have always wanted to write? *Completely re-engineering your business? *Learning a new skill or ability? *Creating financial security?…
Why vulnerability is the key to exceptional client relationships
What is the one thing that stops advisers engaging their clients in deeper, emotionally engaging conversations?
It is vulnerability or rather the fear of being vulnerable.
If we take a conversation into unchartered territory, we are afraid of what we might find. We are afraid that we may not be able to handle the responses we might get.
And so we stick to what we know and in doing so we by-pass the opportunity for real connection.
Telling clients your truth
Building a thriving practice, based on making a bigger difference to clients has many aspects to it.
One of the most fundamental is that client relationships are based on truth. It can feel uncomfortable (at first) to share your truth with clients and allow them to do the same with you.
Yet what is the alternative?
This article was inspired by a conversation I had with a client and has led to them creating more powerful relationships with several clients.
Do you want highly motivated clients?
Do you want clients that are…? highly motivated to work with you. highly motivated to follow through on the tasks that you need them to do. highly motivated to take the actions necessary to achieve their goals. Rather than these being qualities that some people have, and others do not, it is far more useful…