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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.

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 and behaves differently as a…

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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 minds and this informs how…

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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…

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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…

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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…

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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…

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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 it is to turn a…

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The danger of making assumptions

We probably all like to believe we are open-minded and do not make too many assumptions about other people. Yet this is something I must continually question myself and reflect on, in my work with clients. It is so easy to apply our model of the world to other people and I know if I…

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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…

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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…

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