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 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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Getting into your client’s world – key number 1

One of the most important things you can do for your business is going ‘above and beyond’ to create value for your clients. Professional services are so often delivered in very unimaginative ways that have little difference to how the majority of practitioners deliver them. So, the ability to deeply understand your client, help them…

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Great people skills – in an instant!

Well over 20 years ago, back when I was an adviser, I had a brilliant yet unintended lesson from a far more experienced adviser. A client of mine had a rather large pension pot (he was a successful futures trader back in the days when there was a real trading pit) and wanted some advice…

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Deep rapport – the gateway to exceptional client relationships

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 is highly likely to…

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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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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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No pressure selling and influence part 2

“If the only thing people learned was not to be afraid of their experience, that alone would change the world.” Sydney Banks Being a powerful influencer is a vital aspect of your role with clients and yet it is something that advisers can be uncomfortable with. In part 1 of this article we looked at the…

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No pressure selling and influence part 1

“This is what it means to serve: improving another’s life and, in turn, improving the world.” Daniel H. Pink, To Sell Is Human: The Surprising Truth About Moving Others Being an effective influencer and confidently selling your services are essential skills if you want to build a thriving practice based upon getting great results for your…

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The more present you are, the more presence you have

A few years ago I read a book called ‘Clients Forever’ by Doug Carter. He very wisely points out that real value is created when clients have a revelation, an ‘ah-ha’ moment or an insight. This is when they see something new or differently and this is important because people always buy or take action…

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