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 number 1 key to influencing your clients

Context is the meaning created within a situation and it makes a massive difference. A favourite story of mine is from Jacques Prevert, a French poet. He 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,…

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One word to prosperity

I was recently speaking with a client who wants to build her practice. She had spent good money on a website, hired a designer to create a brand, and was working with a digital marketing agency to get her message ‘out there’. The only thing was that her practice was not growing. This is not…

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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 you can realise there is…

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Asking essential questions: the ones that no one else thinks to ask

Often, financial advice is triggered when something happens or is going to happens in a client’s life. For instance, the sale of a business, divorce, or an upcoming retirement. Financial advisers are used to dealing with the money but there is another aspect which is often neglected, and this is a huge disservice to the…

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Taming your advice monster

If you are an adviser then surely your job is to give advice, right? Imagine this scenario. You meet with a client or potential client and you politely ask some questions, you listen and soon you can see exactly what the clients problem is and you know you can help them solve it. What you…

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Working ONLY with wonderful clients – the two essential questions

The very first stage of a new client relationship is connecting with someone. They may get in touch with you. You may get in touch with them. Whichever it is the next stage is that you invite them into a conversation. Conversations are the most important aspect of building your practice because without these, nothing…

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The most powerful two-word question

There is a simple two-word question that I have found to be extremely useful both in client conversations (and at other times too). So, let me share with you how this article came about. A client and I were booked in for a meeting and when we began our conversation, I asked him the question:…

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Stop worrying about your value

Many practitioners seem to waste time worrying about their value. It is one of the reasons people take qualification after qualification. So they can feel worthy. I have often spoken with advisers who say things like, “I can’t go and speak to xxx (high net worth, professional connections, etc.) because I don’t have xxx qualification”)….

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The inescapable truth about selling your services

Although the word ‘selling’ can conjure up negative thoughts in some people’s minds the fact is that all commercial businesses are selling products or services. Your ability to ‘sell’ your services is one of the most significant factors (if not THE most significant factor) in building a thriving practice. Yet for many advisers, it is…

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Should you take notes when in conversation with a client?

Should I take notes when in conversation with a client? This is a question that comes up regularly in my coaching sessions and group programmes and I think it is a good one. So, here are some thoughts on this. Clearly, an important part of the adviser and client relationship is the gathering and recording…

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