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 stay centred in turbulent times

As you know things have escalated rapidly with the Coronavirus situation. Very few of us will remain unaffected and most of us are having to make significant adjustments to our lives. *We have lost our freedom to travel and in some cases are having to self-isolate. *The markets have tumbled. *There are real implications for…

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Financial planning is NOT simply about your client’s goals

Do you want to vastly improve your client outcomes from your next client meeting? To master exploring ‘the goal behind the goal’ is a learning curve.

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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 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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