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The 12 client-centred mind shifts – part 2

You almost certainly have clients that are worried about their finances, what might happen in future, and if they are doing the right things.

We are living in challenging times.

Some advisers avoid their clients at times like this. They don’t want to tell them their investments have gone down or be faced with having to explain themselves.

But… isn’t this precisely the time to show up for your clients? You have no need to shy away. After all, the economic conditions are not your fault.

What you can do is provide reassurance, be inspiring, and help your clients realise they are still on the right path.

The 12 client-centred mind shifts

Last week I shared with you three of the twelve client-centred mind shifts (click here to read). In this article I will share three more that are fundamental to the impact you can have on your clients.

Please do not under-estimate the power of these shifts. Just one alone can transform your business.  

Mind shift 4 – the more present you are, the more presence you have

Going back in time I always used to be on the lookout for a new technique, a better process, or a tool that would help me help me have greater impact with clients and win more business.

What I eventually discovered was that NOTHING creates more impact than your quality of presence.

In my experience almost everyone will readily acknowledge how important it is to be present because we all know when someone is not fully present with us.

Almost everyone asks, “Ok, so how do I get really present?”

Yet there is no process, technique, or tool. In fact, these will often compromise your presence. The mind shift is realising that dropping all your thoughts is what brings you into the present.

Mind shift 5 – the trusted adviser

Being experienced as a ‘Trusted Adviser’ in the eyes of your client is fundamental to the impact of your financial planning. Without trust clients will not follow your lead and this will impact their results.

Most professionals give sound advice, yet it is astonishing how few people follow the advice they are given.  

Trust is generally thought of in terms of behaviour. Do trustworthy things and you will be trusted. This, of course, makes sense, but trust is deeper than this.

Trust is a state of mind. Why does this matter? Because it is impossible to fake.

Sigmund Freud said, ‘We leak the truth from every pore.’ Self-orientation is what undermines trust. So, when you feel completely secure within yourself, then you will exude and inspire trust because it is who you are being.

Mind shift 6 – influencing with integrity

Financial planning is not a passive process where you simply provide information.

At times you will need to challenge your clients, help them make smart decisions, and avoid making mistakes. You will need guide them on the path to their goals.

Influencing with integrity is being in your own integrity. It is when your client knows to their very core that you are acting in their very best interests.    

“Real integrity is doing the right thing, knowing that nobody’s going to know whether you did it or not.” Oprah Winfrey

The Client-centred academy

When I sat down and designed the Client-centred Academy my goal was to create the training that I wished I had when I became an adviser.

As you know, ALL the official training and qualification process to be a financial planner or adviser is technical in nature.

Every week I have conversations with practitioners who want to have deeper client relationships that go beyond purely transactional business.

So, the Academy is your path to excelling at the human aspect of your work and getting ALL the rewards for this. Better client outcomes, more business, more money, and greater fulfilment.

We have an amazing faculty of world class practitioners and coaches, and you can experience their wisdom for FREE through the videos I am releasing each week.

Do not miss out. Join me and the faculty.

PS. You can view the conversation I had with Dominic Baldwin, founder of Xentum Financial Planning by clicking here.

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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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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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