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.

Stop worrying about your value

Many practitioners seem to waste time worrying about their value. It is one of the reasons people take qualification after qualification. So they can feel worthy. I have often spoken with advisers who say things like, “I can’t go and speak to xxx (high net worth, professional connections, etc.) because I don’t have xxx qualification”)….

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Should you be coaching your clients?

Coaching happens within a conversation and strong powerful conversations are about being fully present, listening deeply and asking questions.

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The inescapable truth about selling your services

Although the word ‘selling’ can conjure up negative thoughts in some people’s minds the fact is that all commercial businesses are selling products or services. Your ability to ‘sell’ your services is one of the most significant factors (if not THE most significant factor) in building a thriving practice. Yet for many advisers, it is…

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The most-read blog posts of 2019

I was looking back over 2019’s blog posts and I wanted to share the 5 most read with you again. You never know which ones are going to have the most reads and sometimes it can be a surprise. I enjoyed re-living the inspiration for each one and hope you enjoy them. Here are 2019’s…

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Should you take notes when in conversation with a client?

Should I take notes when in conversation with a client? This is a question that comes up regularly in my coaching sessions and group programmes and I think it is a good one. So, here are some thoughts on this. Clearly, an important part of the adviser and client relationship is the gathering and recording…

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Get paid not to stop

How it looks to me is that a significant element of the financial services business still believes that the value for clients is all in the transaction. Why else would ‘advice’ be offered for free? Only this week I saw an advertisement from a product provider offering ‘free advice’. The provider places no value on…

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Scripts – are they a help or a hindrance?

Going back several years I was once asked by the PFS to speak at the regional conferences on ‘How to make an effective elevator pitch’. In case you don’t know, an elevator pitch is a script you learn to describe your business. It is supposed to be clever, engaging and pre-rehearsed so that it just…

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Two emotions – which one do you operate from?

Several years ago, I was fortunate enough to come across and even get to train a couple of times with the great Steve Chandler. Steve has written over thirty books and is a world-famous success coach to high-achieving business people, CEO’s, best-selling authors and Fortune 500 companies. For me, Steve is by far the best…

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What’s controlling your life?

Deepak Chopra said: “What you pay attention to grows. If your attention is attracted to negative situations and emotions, then they will grow in your awareness.” What he points out is that when we worry about things it doesn’t improve the situation; it brings more of that thinking into our minds and this informs how…

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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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