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.
How to move from hating selling to loving selling
How many professional people hate selling their services or feel uncomfortable with it in some way? My experience is quite a lot. Many advisers have shared with me the fact that they love working with their existing clients but do not particularly enjoy the process of client acquisition. Sales training programmes often have it back…
One word to prosperity
I was recently speaking with a client who wants to build her practice. She had spent good money on a website, hired a designer to create a brand, and was working with a digital marketing agency to get her message ‘out there’. The only thing was that her practice was not growing. This is not…
Taming your advice monster
If you are an adviser then surely your job is to give advice, right? Imagine this scenario. You meet with a client or potential client and you politely ask some questions, you listen and soon you can see exactly what the clients problem is and you know you can help them solve it. What you…
The three levels of client commitment
It seems to me that commitment is an essential ingredient for success. Not commitment as some form of hard discipline that you must force yourself to endure. But rather commitment as an inner knowing that, “I am doing this because I want to, it is important to me and worth the investment of what it…
Working ONLY with wonderful clients – the two essential questions
The very first stage of a new client relationship is connecting with someone. They may get in touch with you. You may get in touch with them. Whichever it is the next stage is that you invite them into a conversation. Conversations are the most important aspect of building your practice because without these, nothing…
The power of simplicity in a world of complexity
The human intellectual mind loves to make things complex. And this is just as true in the financial world as anywhere else. We could have a much simpler tax system – but we choose not to. We could vastly simplify pensions – but we choose not to. We could make financial products and investments simpler…
Getting new clients – the only obstacle
It seems that the process of acquiring clients is the number one challenge for many advisers (and most other professional services businesses too). Why is it such a challenge? It is not for the reasons that most people think. I was working with a client who was based in South London and he told me…
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…
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…
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…