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.

Why clients won’t open up and tell you everything

A while back I gave a series of presentations to advisers titled ‘Creating a transformational client experience’. One of the recurring questions that came up was: How do I get clients to open up to me? ‘How’ is a process word and I think what people assume is that there is some kind of technique…

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This will skyrocket your ability to influence

We live in a world that talks far too much and listens far too little. People love to tell other people their opinions, ideas or just what happens to be on their mind. It seems that most people want to be interesting rather than interested. As a professional person, being able to effectively influence others…

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The key to successful client presentations

When presenting your financial plan and solutions to a client you want them to be in a highly receptive state and eager to listen to you, don’t you? But the process begins long before you get to this point. Just recently I had lunch with a friend who was telling me about her latest business…

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The invisible side of client engagement

Client engagement seems to be a bit of a buzz term at the moment and yet what it is and how you achieve it is still widely misunderstood. Ultimately, advancing technology will see to it that face to face advice must offer more than a purely transactional, product-based service if it is to turn a…

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The danger of making assumptions

We probably all like to believe we are open-minded and do not make too many assumptions about other people. Yet this is something I must continually question myself and reflect on, in my work with clients. It is so easy to apply our model of the world to other people and I know if I…

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What are (great) clients really paying for?

Patsy Rodenburg is one of the world’s leading acting and voice coaches, having worked with many famous names including Judi Dench, Ralph Fiennes, Daniel Day-Lewis and many others. She has also very successfully taken her work into the business environment, helping people to operate from what she calls second circle. The basis of her work…

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The paradox of goal setting

‘The privilege of a lifetime is being who you are.’ Joseph Campbell A while back I enjoyed a story told by sports coach Garret Kramer about a ten-year-old girl who had qualified for a big amateur golf tournament. She was being interviewed on a sports channel and the host was asking her questions such as,…

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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…

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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…

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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…

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