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.
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…
Overcoming the ‘taking things personally’ obstacle
Something that I think is true for every person is that, from time to time, we can find ourselves taking something personally. It could be over anything, but it is extremely common if we feel we are being judged, someone criticises us or if we have built up our expectations around something and it doesn’t…
Where do you find new clients?
What prompted this article was recently reading that 70% of advisers are actively seeking new clients. I know from working for myself for over twenty five years and working with dozens of my own clients that consistently bringing on new clients can seem a big challenge. Typical questions that people ask themselves when wanting to…
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…
The Most Effective Sales Programme Of All
A while back I met up for coffee with a friend who runs a business networking group. At one point our conversation drifted on to some of her members and what business they were in. She was telling me about one lady who had a business teaching people how to sell their services. The basis…
Effective client acquisition – what do you say after ‘Hello’?
A useful realisation to have, as a professional service provider, is that people do not buy what we do. What we do is always a bridge to something of more substance. For example, in my business the end result that people want is not coaching, or learning how to think better, or how the mind…
Selling your services – one thing most experts don’t know
Most businesses providing expert professional services – financial advisory and planning 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…
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…