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 best way to build unshakeable trust with clients

Many people experience a great deal of insecurity around their finances and feel apprehensive when faced with talking about the future.  Therefore, engaging the services of a financial planner is not something that most people will take lightly.  An experienced planner once said to me that it takes a great deal of courage for a…

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Getting out of your own way

I was recently in conversation with a client and he said to me that the next month at work was going to be difficult. So, I asked him why he thought that and he explained that several staff were due to be away on training and this was going to create all sorts of problems…

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The 7 keys to inspiring, highly productive client meetings

Several people have mentioned to me recently that they do not find client meetings over Zoom nearly as good as face to face meetings. Whilst I understand that meeting face to face is what most advisers have been used to there is no reason that Zoom meetings cannot be inspiring and highly productive. Whether face…

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The three roles of an adviser

I once had a client who was a top orthopaedic surgeon. We talked about what he did with his working hours and his time was always arranged around his narrow band of expertise. He spent time in theatre working on patients. He met with patients to consult and advise them. He also spent time keeping…

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How to move from hating selling to loving selling

How many professional people hate selling their services or feel uncomfortable with it in some way? My experience is quite a lot. Many advisers have shared with me the fact that they love working with their existing clients but do not particularly enjoy the process of client acquisition. Sales training programmes often have it back…

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Keeping your hand out of the jar

In Africa there is a technique that hunters use to catch monkeys. Ordinarily, because monkeys are intelligent and cunning, they are extremely hard to trap but there is a way. A small jar with a certain size neck is placed where the monkeys frequent and inside the jar are placed the monkeys favourite nuts. The…

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One word to prosperity

I was recently speaking with a client who wants to build her practice. She had spent good money on a website, hired a designer to create a brand, and was working with a digital marketing agency to get her message ‘out there’. The only thing was that her practice was not growing. This is not…

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Shoulder Taps

The impact you can have on another human being has a lot to do with how much you realise you can impact them. How do you see your role as an adviser? You can operate at the level of arranging transactions, you can see yourself as providing a service or you can realise there is…

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Why regulation will never improve the public’s trust in Financial Services (and what can)

Most people I come across in Financial Services are caring, dedicated and highly professional people who do great work for their clients. On top of this a great many of those, like you, continually strive to improve and I have huge respect for this because it takes time, effort and is arduous as well as…

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Which screw to turn

There is a famous story about FedEx, the delivery company. In the US the central hub of the business is in Memphis, so all overnight packages go through here. One night the conveyer belt system suddenly stopped working bringing the business to a halt. It meant that the packages could not be distributed and the…

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