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 truth about breaking bad habits
Reaching your next level of success is so often about what you stop doing, rather than what you start doing. Executive coach Marshall Goldsmith found this in his work with senior leaders in Fortune 100 companies. He even wrote a book about it called ‘What got you here, won’t get you there’. Great book title!…
Where do you find new clients?
What prompted this article was recently reading that 70% of advisers are actively seeking new clients. I know from working for myself for over twenty five years and working with dozens of my own clients that consistently bringing on new clients can seem a big challenge. Typical questions that people ask themselves when wanting to…
What they don’t teach you at financial planning school
When I became a self-employed financial adviser in 1991, I attended a week long training programme and I was then expected to go out and make a living. Frankly, the failure rate for new advisers was appallingly high. Fast forward to now and the way people enter the business is completely different. The training and…
Without the fear, what would you do?
Fear, if misunderstood, is such a debilitating emotion. When I began my coaching practice it soon became obvious that the business and personal challenges that people experienced were almost always some kind of fear in disguise. I noticed that when people were stuck or struggling – to get clients, build a better practice, make a…
The Most Effective Sales Programme Of All
A while back I met up for coffee with a friend who runs a business networking group. At one point our conversation drifted on to some of her members and what business they were in. She was telling me about one lady who had a business teaching people how to sell their services. The basis…
How to keep your client relationships fresh and inspiring
If you asked your clients to rate your review meetings with them on a scale of 1 – 10 (for quality of experience and impact), how do you think would they rate them? Would they give a 10 out of 10 – the meetings are always fresh, inspiring and never fail to touch upon something…
Addicted to busyness – slow down to speed up
It seems to me that, as a generalisation, business people are busier and working longer and harder than ever before. I often get asked when meeting with someone, ‘Are you busy?’ My reply is often ‘No, not particularly’, and people say ‘Oh, I’m so sorry’, sounding sympathetic as if I had just suffered a bereavement!…
Effective client acquisition – what do you say after ‘Hello’?
A useful realisation to have, as a professional service provider, is that people do not buy what we do. What we do is always a bridge to something of more substance. For example, in my business the end result that people want is not coaching, or learning how to think better, or how the mind…
Advising is from the head, impact comes from the heart
As an adviser, what do you consider to be the most important activity in your work? Most advisers, at least the ones I have spoken to, say that their most valuable time (and the time they enjoy the most) is spending time with their clients. This is when relationships can grow stronger, trust is deepened…
Giving up the illusion of control
I am writing this piece whilst on a train back home from meeting a valued and trusted client in London. An idea for a new programme had occurred to me and it had been percolating in my mind. I had met with my client to ask, “What do you think of this idea?” Will the…