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.
Selling financial planning – your job is not to convince people; its for YOU to be convinced
How many people come dancing into your office asking you to create them a financial plan? It rarely, if ever, happens, right? No one wants financial planning, just like no one wants coaching. Usually, there is trigger event that leads a client thinking they want a financial product, or a financial issue solved. So, instead…
Creating a client centred culture, not a numbers driven one
Do you lead a team of people? Do you want to get the best from them but avoid the downsides of pushing them too hard? It has often been said that ‘an organisations greatest asset is its people’. I believe this has to be true because without people there is no organisation. But there is…
Why clients won’t open up and tell you everything
A while back I gave a series of presentations to advisers titled ‘Creating a transformational client experience’. One of the recurring questions that came up was: How do I get clients to open up to me? ‘How’ is a process word and I think what people assume is that there is some kind of technique…
This will skyrocket your ability to influence
We live in a world that talks far too much and listens far too little. People love to tell other people their opinions, ideas or just what happens to be on their mind. It seems that most people want to be interesting rather than interested. As a professional person, being able to effectively influence others…
The key to successful client presentations
When presenting your financial plan and solutions to a client you want them to be in a highly receptive state and eager to listen to you, don’t you? But the process begins long before you get to this point. Just recently I had lunch with a friend who was telling me about her latest business…
Turning clients away – is it good for business?
Towards the end of last year, I was privileged to be invited along to a focus group for a financial planning client of mine. A group of the firms clients had been invited along to a half-day event where an external marketing agency explored with the group a number of important questions, including: *Why they…
Twice the productivity, with half the effort and none of the stress
Is twice the productivity, with half the effort and none of the stress a realistic goal for you and your business? And whether you think it is realistic or not, how much difference would this make to you? Many business people, if not all, are on the lookout for edges they can apply that will…
The invisible side of client engagement
Client engagement seems to be a bit of a buzz term at the moment and yet what it is and how you achieve it is still widely misunderstood. Ultimately, advancing technology will see to it that face to face advice must offer more than a purely transactional, product-based service if it is to turn a…
Better time management – is this ever the real issue?
A while back I did some coaching work with a client who came to me with what she thought of as a ‘time management issue’. She described her situation to me and I remarked that she did indeed have the fullest schedule I can ever remember seeing! In one week, she had something like 28…
The danger of making assumptions
We probably all like to believe we are open-minded and do not make too many assumptions about other people. Yet this is something I must continually question myself and reflect on, in my work with clients. It is so easy to apply our model of the world to other people and I know if I…