The Client-centred Financial Adviser
The ultimate guide to building high-trust, high-profit relationships and a thriving practice
- English
- ePUB (mobile friendly)
- Available on iOS & Android
The Client-centred Financial Adviser
The ultimate guide to building high-trust, high-profit relationships and a thriving practice
About This Book
Are 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.
Frequently asked questions
Information
Section 1
The state-of-mind factor
Chapter 1
Making the invisible visible
Chapter 1 – Making the invisible visible
- Product and investment centred
- Problem and solution centred
- Client centred
- They will entrust you with more of their money.
- They see incredible value in the work you do together.
- They hold you and your advice, recommendations and input in the very highest regard.
- They willingly pay your fees without quibble.
- They become totally loyal to you.
- They refer you to other like-minded people.
The landscape has changed
You cannot compete on cost, so what is the alternative?
Table of contents
- Testimonials
- Acknowledgments
- Contents
- Foreword
- Introduction
- How to get the most from this book
- Section 1 The state-of-mind factor
- Chapter 1 – Making the invisible visible
- Chapter 2 – The science behind state of mind
- Chapter 3 – Being is the new doing
- Section 2 Building client-centred relationships
- Chapter 4 – The three levels of relationship
- Chapter 5 – A new way of listening
- Chapter 6 – Effortless rapport
- Chapter 7 – The three levels of client conversation
- Chapter 8 – The art of client-centred questioning
- Chapter 9 – Perfect delivery – every time
- Chapter 10 – The adviser as a coach
- Chapter 11 – What could stop you?
- Section 3 Masters at work: five successful client-centred advisers share their philosophy
- Chapter 12 – How my father’s paperwork inspired me to build a company
- Chapter 13 – They won’t remember what you said; they will remember how you made them feel
- Chapter 14 – How to deliver great value for the fees you want to charge
- Chapter 15 – How much value are you adding?
- Chapter 16 – Why a client-centric approach is the only way to operate our financial practice
- Section 4 New client engagement
- Chapter 17 – Stop pushing and start connecting
- Chapter 18 – The source of all opportunity
- Chapter 19 – The very best marketing you can do
- Chapter 20 – Five steps to your next client
- Chapter 21 – Too much information
- Chapter 22 – The fee conversation
- Chapter 23 – Ditch the pitch
- Chapter 24 – Being client centred is not something you do: it is a state of mind
- Bibliography
- About John Dashfield
- What we do