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.
Selling your services – one thing most experts don’t know
Most businesses providing expert professional services – financial advisory practices being one example – think that clients are buying expertise and professional knowledge. This is why there is so much emphasis on products, technical know-how and qualifications. But is this what clients are really buying? Knowing what you are doing is extremely important but very…
The power of an incisive question
I was recently listening to someone telling the story of how they had begun a new and exciting phase of their life by starting a small business. It was something they had thought about doing in the past but had never got beyond this stage. Not until they had a conversation with their financial planner.…
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…
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…
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…
No pain, no gain vs. no pain, no pain
Dusan Djukich wrote in his book ‘Straight-line Leadership’, “Most failure comes from quitting too soon.” I guess we have all had projects, ideas and changes we intended to implement but, as he says, we have quit too soon. If we had stayed in the game, then we would have created much greater success. And this…
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…
Trust – what builds it and what destroys it?
Trust is often thought of in terms of behaviours – do trustworthy behaviours and people will trust you. Also, in financial services many people believe that technical mastery is something that builds trust. The idea being that if you have qualifications and professional designations, then this leads to higher trust. I am not discounting these,…
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…
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…