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.
Effective, heartfelt communication is a natural consequence of a free and present state of mind.
This is why trying to use techniques so often diminishes the potential rather than improving it.
Questions are a great example.
Trying to memorise a question or a series of questions will more than likely work against you rather than for you.
So, what can you do?
Charlie Munger (now 97 years young) is a billionaire businessman, vice chairman of Berkshire Hathaway and business partner of Warren Buffett, one of the greatest investors of all time. There is a short video clip of Charlie being interviewed on CNBC and he shares some valuable insights. He is asked about the secret to a…
There is a famous story about a woman visiting Gandhi with her young son. She and her son had travelled a long way and when they eventually got their chance to speak with him, he asked how he could help, and the woman said: “My son eats far too much sugar; can you tell him…
How much impact am I having? This is a great question to reflect upon when it comes to your client relationships. Whether you have just met someone new or have been working with someone for a decade or longer the amount of impact we are having in that person’s life seems really important to me….
Although you could fill a small library with books on selling it seems to me that there are two distinct styles. You could call these pushing and pulling and here is how they contrast. Pushing is based upon trying to persuade, convince or entice someone into buying a product or service. It often involves ‘pitching’…
Going back to when I became a self-employed financial adviser in 1991 it was a sales role. I had my one week of training and then was expected to go out and make money immediately. This is why the attrition rate was so appallingly low. Oh, how things have changed! With increased regulation and professional…
A question that comes up from time to time from advisers is ‘When is my client ready for deeper conversations?’ A typical scenario is that the adviser has a transactional relationship with a client and wants to shift to a financial planning relationship. This question arises because there is a concern within the adviser about…
What is the one thing that stops advisers engaging their clients in deeper, emotionally engaging conversations?
It is vulnerability or rather the fear of being vulnerable.
If we take a conversation into unchartered territory, we are afraid of what we might find. We are afraid that we may not be able to handle the responses we might get.
And so we stick to what we know and in doing so we by-pass the opportunity for real connection.
Building a thriving practice, based on making a bigger difference to clients has many aspects to it.
One of the most fundamental is that client relationships are based on truth. It can feel uncomfortable (at first) to share your truth with clients and allow them to do the same with you.
Yet what is the alternative?
This article was inspired by a conversation I had with a client and has led to them creating more powerful relationships with several clients.
Do you want clients that are…? highly motivated to work with you. highly motivated to follow through on the tasks that you need them to do. highly motivated to take the actions necessary to achieve their goals. Rather than these being qualities that some people have, and others do not, it is far more useful…