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.

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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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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Asking essential questions: the ones that no one else thinks to ask

Often, financial advice is triggered when something happens or is going to happens in a client’s life. For instance, the sale of a business, divorce, or an upcoming retirement. Financial advisers are used to dealing with the money but there is another aspect which is often neglected, and this is a huge disservice to the…

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What has spirituality got to do with financial planning?

A while back I was speaking with a financial planner and our conversation turned to what it is that clients really want. Although I had not used the ‘S’ word he suddenly looked at me like I had grown three heads and said in an aghast tone, “Are you talking about spirituality!”  Ok, I get…

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Deep rapport and why it matters

Rapport is the presence of harmony, trust, and cooperation between people. It is like the oil in the machine of a relationship – without it things will soon grind to a halt. The thing about rapport is that it exists on different levels. What is fine for a superficial, transactional relationship will be insufficient when…

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Taming your advice monster

If you are an adviser then surely your job is to give advice, right? Imagine this scenario. You meet with a client or potential client and you politely ask some questions, you listen and soon you can see exactly what the clients problem is and you know you can help them solve it. What you…

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Working ONLY with wonderful clients – the two essential questions

The very first stage of a new client relationship is connecting with someone. They may get in touch with you. You may get in touch with them. Whichever it is the next stage is that you invite them into a conversation. Conversations are the most important aspect of building your practice because without these, nothing…

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The most powerful two-word question

There is a simple two-word question that I have found to be extremely useful both in client conversations (and at other times too). So, let me share with you how this article came about. A client and I were booked in for a meeting and when we began our conversation, I asked him the question:…

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