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.

Your ultimate competitive advantage

I recently read about a study that revealed that most businesses lose, in profits, around 25 to 30 percent of their annual sales figure due to something called ‘COPQ’ – the cost of poor quality. Where does ‘COPQ’ originate? It comes from good, caring and intelligent people making mistakes, errors of judgement and doing things…

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The information delusion

I moved offices recently and it was a wonderful opportunity to have a proper clear-out and throw out what I no longer needed. On one shelf there was a large pile of notes and papers and as I began to go through them I realised they were all from the various conferences, events and seminars…

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The 4 keys to getting into your clients world

Getting deep into the world of your client is the only way you can get to understand them and what they want, and put yourself in a position to deliver beyond their expectations. This is actually far easier than many people seem to make it. What is the starting point? Get yourself out of the…

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Trust – what builds it and what destroys it?

Trust is often thought of in terms of behaviours – do trustworthy behaviours and people will trust you. Also, in financial services many people believe that technical mastery is something that builds trust. The idea being that if you have qualifications and professional designations, then this leads to higher trust. I am not discounting these,…

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Who pushes your buttons?

One fine sunny day Theresa was driving down the M20 towards the south coast with her friend Gavin, enjoying the conversation. That was until another car, driven by Jean-Claude, overtook and cut dangerously across Theresa causing her to brake hard. Theresa was not going to let him get away with that! She stamped hard on…

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The key to doing transformational client work – you go first

A couple of years ago I attended a conference in Oslo and one of my memories is of Dr. Aaron Turner make 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…

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The Power Of Vulnerability

As a financial practitioner it is easy to only talk to your clients about products, investments and financial matters. Why? Because it is comfortable for you. It is where you feel safe. It is what you know about. But this isn’t where the real juice in the relationship is – not for you or your…

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Resilience – The essential key to suffering less and accomplishing more

Have you noticed how resilience has become a hot topic in business? There are TED talks on it, it is being written about in the Harvard Business Review and organisations are beginning to realise that high resilience levels are a major factor in creating sustainable success. Often, the most successful people and businesses are not…

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Quick guide: Get more of your best thinking

There are many factors involved in the process of creating, running and continually improving your business. Getting clients, servicing them, building an infrastructure, innovating, responding to changes… Success in any of these activities is under-pinned by the quality of thinking that is brought to each one. A client and I were talking about this and…

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Are your clients emotionally engaged?

In my recent post ‘No pressure selling and influence part 2’ I touched upon the fact that humans are not driven by reason and logic – we are driven by emotion. Our behaviour is driven by our feeling state. The decisions we make come from how we feel. And what we are all ultimately looking for…

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