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The Client-centred Blog

How to have bigger impact with clients

How much impact am I having?

This is a great question to reflect upon when it comes to your client relationships.

Whether you have just met someone new or have been working with someone for a decade or longer the amount of impact we are having in that person’s life seems really important to me.

Ultimately, when we look back it will not so much be the amount of money we made or how much success we achieved that will be most important of all – it will be the amount of difference we made.

The foundation of difference making

In ‘The client-centred Financial Adviser’, I wrote on the first page,

As a practitioner you can be:

*Product and investment centred

*Problem and solution centred

*Client centred

This distinction points to your primary intention. Is it to sell products and investments? Is it to solve financial problems? Or is it to have a deep human connection and thorough understanding of your client and what they want from life and then to collaborate in accomplishing what is most important to them?

Arranging products and investment and solving financial problems all make a difference to people.

Yet magic can happen when we are willing to let go of our preconceived ideas of what a client wants or needs from us.

Barbara Patterson talks about a client of hers and how things changed for him once realised there is something deeper at play. Click here to view (6m 11s)

P.S. Over the past few weeks I have had several clients share how much difference going into client meetings with a completely open mind has made.

You can experiment with this yourself and I would love to know how you get on.

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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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Your financial planning fees - why they must NEVER be an issue
This article explores why your financial planning fees must never be an issue with clients. Just recently a financial planner client of mine came to our coaching session wanting to talk about a fee situation with a client of his.
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What is the most important financial planning question of all?
Do you want to have greater impact with your clients, create more value, and escape the diminishing world of transactional financial advice? If so, there is an important financial planning question.
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The three types of financial planning client
There are three types of financial planning client you can build your practice around. And because the three types are defined by what the client values, it can make a massive difference to the quality of your business.
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Financial Planning clients for life - the one thing you MUST do
Creating happy, enthusiastic, loyal financial planning clients for life requires you to do one thing well, and consistently. What is that one thing?
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How to get financial planning clients - the only way I know
Financial planning is not a commodity. It is experiential and conversations are right at the core of this.
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Presenting your clients financial plan - the key to success
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To succeed you must have self belief... really?
If you have a goal or outcome that is important to you and you want to go for it, then what does self belief and whether you have it or not have to do with it?
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Great people skills - in an instant!
Is it possible to have great people skills in an instant?
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The best prospecting advice for financial planners
Why do some financial planners seem to effortlessly find clients whilst others experience growing their practice as a constant struggle?
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Are your financial planning conversations too friendly?
What is the difference between a financial advisory conversation and a financial planning conversation?
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What does it really take to 10x grow a financial planning business?
There is a critical factor in growing your financial planning business that is often misunderstood.
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Should Financial Planners stop talking about retirement?
Why should financial planners choose their language carefully in their financial planning conversations with clients?
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Understanding your client’s world – key number 1
Financial Advice is so often delivered in very unimaginative ways that has little difference to how the majority of practitioners deliver it.
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Can coaching for financial planners really help your career?
Why are an increasing number of financial planners choosing to work with a coach? Is it something that could help you accomplish your most important goals and realise more of your potential as a financial planner? Read on to discover why coaching works...
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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

MOBILE
07860 682530

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john@clientcentredadvisers.com

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