We’re living in challenging times – full of uncertainty.
No doubt, many of your clients worry about their finances, their future, and whether they’re doing the right things.
You can’t change the external environment.
But what you can do is help them find peace of mind despite it.
So, how do you do that even more effectively?
Last week, I shared the first three of twelve client-centred mind shifts. (click here to read part 1).
In this article, I’ll share the next three – each one fundamental to the impact you have on your clients.
Please don’t underestimate the power of these shifts. Sometimes, just one of them can transform your entire practice.
Mind Shift 4 – The more present you are, the more presence you have
Looking back, I was always searching for the next great technique, tool, or process to help me make a bigger impact and win more business.
Eventually, I discovered something surprising:
Nothing creates more impact than your quality of presence.
We all know how important presence is. You can instantly tell when someone is distracted or not fully with you.
But like I once did, most people still ask:
“Okay, but how do I become more present?”
There’s no step-by-step method. In fact, chasing tools and techniques can actually get in the way.
The shift is this:
Presence comes from dropping all your thoughts – not adding more.
And when you’re truly present, everything changes.
You listen more deeply. You connect more meaningfully. You create more impact – all done with a sense of ease.
Mind Shift 5 – Becoming the trusted adviser
Being seen as a Trusted Adviser is central to your effectiveness as a financial planner.
Most professionals offer sound advice. Yet surprisingly few people follow it through to full implementation.
Why?
One of the biggest reasons is trust. Without trust, clients won’t follow your lead. And that affects their outcomes.
We often think of trust as something built through trustworthy behaviour and that’s certainly part of it.
But real trust runs deeper.
Trust is a state of mind.
And that matters because it can’t be faked. As Sigmund Freud said:
“We leak the truth from every pore.”
The biggest barrier to trust? Self-orientation.
When you’re preoccupied with how you’re coming across, whether you’re getting it “right,”, or winning the business, clients can feel it.
But when you’re grounded, secure, and not self-focused you naturally exude trust. It’s not something you do. It’s who you are.
Mind Shift 6 – Influencing with integrity
Financial planning isn’t passive. It’s not just about creating a plan.
It is about collaborating with your client to create their highest chance of success.
At times, you need to challenge your clients. You’ll help them avoid mistakes, make wise decisions, and stay on track toward what matters most to them.
That takes influence. But the right kind.
Influencing with integrity means being in your own integrity. Your clients can feel – deeply – that you’re acting in their best interests. Always.
PS. Do you want to discover more about creating an even more compelling client experience? Click here.
