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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.

Unleash your inner power: The power of believing you can make a difference
As a financial planner you do brilliant work for your clients that can be life changing. But are you fully behind what you do and willing to take a stand for your work?
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Why does attachment ruin client engagement?
Successful client engagement has many aspects and, in this article, I am exploring one of the most crucial. Do you ever find yourself being attached to an outcome? For instance, you are in conversation with a potential client, and you have something on it going your way. You feel an...
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What use is financial planning without strong leadership?
Highly effective financial planners are not just good at delivering great advice; they are also strong leaders. One of the greatest challenges in the financial planning process is having clients consistently follow through on their plans and achieve the success they desire. So, leadership is an essential quality for financial...
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Four keys to highly motivated financial planning clients
In a perfect world all financial planning clients would be highly motivated to follow through with their financial plans and get the results they want. Yet this is not a perfect world and I remember sometimes getting frustrated with clients that did not take the actions they needed to take....
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What is the biggest factor in successful financial planning?
Just recently I read an article by a financial planner who said that a client’s financial success comes down to the advice they get or don’t get. This article explores why this will rarely be the case and what really creates successful financial planning.
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Giving financial advice – 3 important steps
You no doubt put a great deal of time and effort into creating high quality advice for your clients. Yet this alone does not guarantee it will be accepted and followed.
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What they don’t teach you at financial planning school
There are some key skills a financial planner should exhibit if they want to be successful, skills that aren’t necessarily taught during financial planning qualification process… 
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Getting the impossible things done
Do you want to get things done? By this I do not mean your day-to-day routine work. I mean projects that are significant accomplishments in your life. What is on your ‘impossible’ list? Writing the book you have always wanted to write? Completely re-engineering your business? Learning a new skill...
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Keeping your hand out of the jar
In Africa there is a technique that hunters use to catch monkeys. Ordinarily, because monkeys are intelligent and cunning, they are extremely hard to trap but there is a way. A small jar with a certain size neck is placed where the monkeys frequent and inside the jar are placed...
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Shoulder Taps
The impact you can have on another human being has a lot to do with how much you realise you can impact them. How do you see your role as an adviser? You can operate at the level of arranging transactions, you can see yourself as providing a service or...
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Why deep rapport matters for financial advisers
For even seasoned financial planners, creating a stronger and more open relationship with clients can be challenging. While you may not have attributed deep rapport as an important aspect of providing advice, it is right at the core. What is rapport?
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Living your life’s purpose
I was an enthusiastic devourer of self-help and personal development material for well over twenty years, although I have now been in healthy recovery for nine years. During my addiction I always noticed how much material there is on finding your life's purpose and it continues to be a popular...
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What is the highest value your clients can get from you?
A few years ago, I attended a conference in Oslo and one of my memories is of Dr. Aaron Turner making 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...
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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...
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Should you be coaching your clients?
Coaching happens within a conversation and strong powerful conversations are about being fully present, listening deeply and asking questions.
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Becoming a more powerful influencer
Something that looks true to me is that in the world of financial advising there are lots of excellent technicians and yet few highly effective influencers. What is a highly effective influencer? It's someone who is a powerful catalyst for positive, beneficial change in a client. Your client thinks, feels...
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What’s controlling your life?
Deepak Chopra said: “What you pay attention to grows. If your attention is attracted to negative situations and emotions, then they will grow in your awareness.” What he points out is that when we worry about things it doesn't improve the situation; it brings more of that thinking into our...
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Turning financial planning 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 firm’s clients had been invited along to a half-day event where an external marketing agency explored with the group a number of...
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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...
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The Most Effective Sales Programme Of All
Being able to sell with integrity is an essential business skill. Yet many people seem to struggle with it. So, what is the factor that makes the biggest difference of all? A while back I met up for coffee with a friend who runs a business networking group in London....
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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...
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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...
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Why advisers shouldn’t avoid challenging their clients
Although the term 'sales' can have negative connotations these days, if you are providing a professional service then engaging new clients and re-engaging existing ones is often an important part of your business. So, what can give you a significant advantage? A while back I came across some research that...
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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....
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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 –...
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Are your clients emotionally engaged?
In my recent post 'No pressure selling and influence part 2' I touched upon the fact that humans are not driven by reason and logic - we are driven by emotion. Our behaviour is driven by our feeling state. The decisions we make come from how we feel. And what we...
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No pressure selling and influence part 2
“If the only thing people learned was not to be afraid of their experience, that alone would change the world.” Sydney Banks Being a powerful influencer is a vital aspect of your role with clients and yet it is something that advisers can be uncomfortable with. In part 1 of this...
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No pressure selling and influence part 1
“This is what it means to serve: improving another’s life and, in turn, improving the world.” Daniel H. Pink, To Sell Is Human: The Surprising Truth About Moving Others Being an effective influencer and confidently selling your services are essential skills if you want to build a thriving practice based upon...
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The more present you are, the more presence you have
A few years ago I read a book called 'Clients Forever' by Doug Carter. He very wisely points out that real value is created when clients have a revelation, an 'ah-ha' moment or an insight. This is when they see something new or differently and this is important because people...
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Good advice is useless without leadership
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...
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A crucial key to effortless influence
Jacques Prevert  a French poet, once walked by a blind beggar who had a sign next to him that read... "Blind Man without a pension." He asked the man how he was doing, and the blind man replied... "Very badly, no one is making any donations." Jacques picked up the...
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What can we learn from doctors who get sued?
Would you like to build even stronger, more productive relationships with your clients and deliver more value than ever before? Although technical knowledge seems to have taken precedence over everything else for advisers in recent years, what use is it if an adviser is not able to combine what they...
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The inner game of trust
          Many people experience a great deal of insecurity around money and feel apprehensive when faced with talking about the future. Therefore, engaging the services of a financial adviser is not something that most people will take lightly. From an advisers perspective gaining sufficient trust to...
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ABOUT THE AUTHOR

John Dashfield spent 14 years as a self-employed adviser. Since 2006 he has been a coach, mentor and author helping advisers create transformations in their business and personal lives.

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01580 753770

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07860 682530

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john@clientcentredadvisers.com

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