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 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…
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…
Selling financial planning – your job is not to convince people it’s for YOU to be convinced
How many people come dancing into your office asking you to create them a financial plan? It rarely, if ever, happens, right? No one wants financial planning, just like no one wants coaching. Usually, there is trigger event that leads a client thinking they want a financial product, or a financial issue solved. So, instead…
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…
This will skyrocket your ability to influence
We live in a world that talks far too much and listens far too little. People love to tell other people their opinions, ideas or just what happens to be on their mind. It seems that most people want to be interesting rather than interested. As a professional person, being able to effectively influence others…
The key to successful client presentations
When presenting your financial plan and solutions to a client you want them to be in a highly receptive state and eager to listen to you, don’t you? But the process begins long before you get to this point. Just recently I had lunch with a friend who was telling me about her latest business…
Turning clients away – is it good for business?
Towards the end of last year, I was privileged to be invited along to a focus group for a financial planning client of mine. A group of the firms clients had been invited along to a half-day event where an external marketing agency explored with the group a number of important questions, including: *Why they…
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…