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 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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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 better, or how the mind…

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Selling your services – one thing most experts don’t know

Most businesses providing expert professional services – financial advisory and planning practices being one example – think that clients are buying expertise and professional knowledge. This is why there is so much emphasis on products, technical know-how and qualifications. But is this what clients are really buying? Knowing what you are doing is extremely important…

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The power of an incisive question

I was recently listening to someone telling the story of how they had begun a new and exciting phase of their life by starting a small business. It was something they had thought about doing in the past but had never got beyond this stage. Not until they had a conversation with their financial planner.…

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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 here?’ Is this a…

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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 is both eye-opening and food…

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Deep rapport – the gateway to exceptional client relationships

Rapport is the presence of harmony, trust and cooperation between people. It is like the oil in the machine of a relationship – without it things will soon grind to a halt. The thing about rapport is that it exists on different levels. What is fine for a superficial, transactional relationship is highly likely to…

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