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 your services – one thing most experts don’t know

Most businesses providing expert professional services – financial advisory and planning practices being one example – think that clients are buying expertise and professional knowledge. This is why there is so much emphasis on products, technical know-how and qualifications. But is this what clients are really buying? Knowing what you are doing is extremely important…

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The power of an incisive question

I was recently listening to someone telling the story of how they had begun a new and exciting phase of their life by starting a small business. It was something they had thought about doing in the past but had never got beyond this stage. Not until they had a conversation with their financial planner.…

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Is some stress good for you?

I was reading an article by a psychologist just recently and he was putting forward the idea that some stress is good for you. He was suggesting that in the absence of stress we would find ourselves sitting around, doing nothing and completely unmotivated. His theory was that you need stress to get you going…

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What it really takes to conduct exceptional client conversations

The quality of your client conversations is the most important part of the relationship you build with them because they form the foundation of everything else that follows. You could think of it like this… Poor conversations = poor (or no!) relationshipAverage conversations = average relationshipsExceptional conversations = exceptional relationships I notice an ever-growing realisation…

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Does goal-setting work?

As we enter a new year it is that time when many people make plans, set goals and resolve to be a new, improved version of themselves – new year, new you and all that. A couple of days ago I read that something like 40% of people resolve to either start doing something or…

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Awakening your inner spark

Ultimately, business is all about getting results – results for clients, results for the business and results for the people who work in and for the business – and businesses are hungry for whatever can help them get bigger, better results more easily. Last week I was invited in to give a presentation to a…

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To succeed you have to believe in yourself… really?

It is so easy to think we have things figured out in life and without someone to robustly challenge our assumptions we just continue to think them – at times to our cost. This is one of the reasons coaching is so powerful. You have someone totally on your side and yet, at the same…

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Can money really make you happy?

According to a survey published by Channel 5, 76% of people believe happiness is linked to money but 34% don’t agree that money can buy you happiness. So, who is right? The majority or the minority? Dr. Elizabeth Dunn, author of ‘Happy Money: The science of happier spending’ is quoted as saying… “If money doesn’t…

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Getting clients to come to you

  If you are building your practice then having an increasing number of people seeking you out and wanting to work with you is the ideal situation. What could be better than having great conversations with interested people and hearing them say the magic words… ‘So, where do we go from here?’ Is this a…

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Is over-thinking your barrier to a more wonderful life?

My good friend Alex Manzi created a popular podcast called Dreamers Disease where he interviews inspirational guests about what they do, why they do it and their motivations. A few weeks ago we met up for a coffee and came up with idea of sending his subscribers a couple of questions and then using their…

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