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 timeless wisdom of Charlie Munger

Charlie Munger (now 97 years young) is a billionaire businessman, vice chairman of Berkshire Hathaway and business partner of Warren Buffett, one of the greatest investors of all time. There is a short video clip of Charlie being interviewed on CNBC and he shares some valuable insights. He is asked about the secret to a…

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The two styles of selling and why one of them is toxic

Although you could fill a small library with books on selling it seems to me that there are two distinct styles.  You could call these pushing and pulling and here is how they contrast. Pushing is based upon trying to persuade, convince or entice someone into buying a product or service. It often involves ‘pitching’…

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When is my client ready for deeper conversations?

A question that comes up from time to time from advisers is ‘When is my client ready for deeper conversations?’ A typical scenario is that the adviser has a transactional relationship with a client and wants to shift to a financial planning relationship. This question arises because there is a concern within the adviser about…

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Do you want highly motivated clients?

Do you want clients that are…? highly motivated to work with you. highly motivated to follow through on the tasks that you need them to do. highly motivated to take the actions necessary to achieve their goals.  Rather than these being qualities that some people have, and others do not, it is far more useful…

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Do you love what you do?

Going back a while I was invited to speak at an event for advisers at The Etihad stadium in Manchester. I spoke about creating better client engagement through being curious about what it is that clients want from life rather than just focusing on products and investments. After my presentation had finished there was a…

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Getting out of your own way

I was recently in conversation with a client and he said to me that the next month at work was going to be difficult. So, I asked him why he thought that and he explained that several staff were due to be away on training and this was going to create all sorts of problems…

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The 7 keys to inspiring, highly productive client meetings

Several people have mentioned to me recently that they do not find client meetings over Zoom nearly as good as face to face meetings. Whilst I understand that meeting face to face is what most advisers have been used to there is no reason that Zoom meetings cannot be inspiring and highly productive. Whether face…

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The three roles of an adviser

I once had a client who was a top orthopaedic surgeon. We talked about what he did with his working hours and his time was always arranged around his narrow band of expertise. He spent time in theatre working on patients. He met with patients to consult and advise them. He also spent time keeping…

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