Description
Book SynopsisAre you ready to discover the secret to thriving in today's fee-based financial services environment? The old transactional, sales-based approach is fast becoming defunct. The real key to outstanding success as a financial adviser is helping your clients get more of what they really want from life. John Dashfield shares a revolutionary new paradigm in psychology that clearly demonstrates that your state of mind is the most significant factor in creating a growing, prosperous and sustainable 'Client-centred' practice. This book will help you build exceptionally strong, high-trust and mutually profitable client relationships; conduct powerful client conversations; become comfortable and effective when discussing fees; effectively engage new clients and re-engage existing ones; eliminate stress and increase your everyday enjoyment and fulfilment.
Trade Review'John's book articulates, in a highly accessible way, what is right at the heart of being a "client-centred" adviser. He takes you beyond techniques and into a deeper understanding of why our way of being is the most important factor in creating high trust relationships. If you want to make a bigger impact with your clients then absorb what this book reveals to you and enjoy the results.'
-- Simon Booth, Managing Director, Chartered Financial Planner, Foresight Independent Financial Planning
Table of ContentsIntroduction How to get the most from this book Section 1 The state-of-mind factorChapter 1 Making the invisible visibleChapter 2 The science behind state of mind Chapter 3 Being is the new doingSection 2 Building client-centred relationshipsChapter 4 The three levels of relationshipChapter 5 A new way of listeningChapter 6 Effortless rapportChapter 7 The three levels of client conversationChapter 8 The art of client-centred questioningChapter 9 Perfect delivery - every timeChapter 10 The adviser as a coachChapter 11 What could stop you?Section 3 Masters at work: five successful client-centred advisers share their philosophyChapter 12 How my father's paperwork inspired me to build a company, Dominic BaldwinChapter 13 They won't remember what you said; they will remember how you made them feel, Andy Jervis, Chesterton House Financial Planning LtdChapter 14 How to deliver great value for the fees you want to charge, Nik Proctor, Lodgeport Associates LtdChapter 15 How much value are you adding? Dominic ThomasChapter 16 Why a client-centric approach is the only way to operate our financial practice, Paul Tracey, Provest Financial SolutionsSection 4 New client engagement Chapter 17 Stop pushing and start connectingChapter 18 The source of all opportunityChapter 19 The very best marketing you can doChapter 20 Five steps to your next clientChapter 21 Too much informationChapter 22 The fee conversationChapter 23 Ditch the pitchChapter 24 Being client-centred is not something you do: it is a state of mind
